Client Success > Agrochemicals

Client Successes: Agrochemicals

Client Base

Client Type: Leading global agrochemical company

Issue:

Our client wanted to understand the value creation mechanism of a competitor which operated a distinct business model and delivered one of the highest operating incomes in its group of peers

Approach

We carried out a detailed analysis of the company’s competitive and strategic positioning as well as corporate, business, and functional strategies. This included a detailed analysis of competitive position by key country, crop, complex, and product. We also paired this in-depth market segmentation analysis with extensive customer and competitor interviews in selected countries in North America, Europe, Latin America, and Asia. We then developed a detailed understanding of the competitor’s business model from key profit generators/influencers including supply chain, product innovation, customer relationships, portfolio management, to organization. We evaluated alternative approaches to value creation in the agrichemical industry and their sustainability, then worked with our client to assess the implications for them within the current and future competitive landscape

Kline Solution:

As a result of the insights developed by Kline, our client was better able to understand the source of value creation for this competitor and assess the implications for its own business over the short-to-medium term

 

Client Type: Global agrichemical company

Issue:

Our client was considering changes to its non-crop pest control organization and businesses. It needed to understand how four key competitors organized their non-crop pest control businesses globally so that it could leverage winning organizational strategies if appropriate

Approach

Using primary research techniques, Kline conducted an in-depth assessment of the organizational structures of each key competitor. We provided insights into business size, organization, key management, and P&L approach

Kline Solution:

As a result of the insights developed by Kline, our client was able to better understand and benchmark its current organization against key competitors and develop an organizational strategy to better position its business for the future

 

Client Type: A leading Japanese petroleum and petrochemical company with a growing agrichemical bio-products business

Issue:

Client had a strong corporate mandate to expand its products and technologies outside of Japan to secure long-term growth. With inoculant and microbial seed treatment technologies successfully commercialized in Japan, it asked Kline to assess market opportunities for these products in the US and Brazil

Approach

Using a comprehensive “on-the-ground” primary research campaign in the US and Brazil involving growers, distributors, universities, seed treatment and inoculant companies, cooperatives, government agricultural associations, among others, we developed the insights and market data that our client required

Kline Solution:

Based on our work program, our client was able to understand that there was an opportunity in the US and Brazil markets for inoculants and microbial seed treatments, however, its current technology was not suitable for US and Brazil markets

 

Client Type: Producer of specialty chemicals

Issue:

Our client was considering in-licensing a new technology for applying a non-pesticidal protectant to fruit and vegetable crops and needed to obtain a better understanding of the market, its users and their motivations when choosing a post harvest treatment.

Approach

Kline used a combination of primary and secondary research. Interviews were held with the decision makers in the pommes packer organizations within the United States to determine among other factors, the level of adoption of the technology, the price/value thought process for the new technology, the unique selling propositions of the alternative technology, and suggestive pricing to overcome resistance to change to the new technology.

Kline Solution:

As a result of the insights developed by Kline, the client was able to better understand the post harvest process and the way in which the new technology would be viewed.