Effectiveness of U.S. Crop Protection Company Channel Incentives: An Overview and Analysis

Base Year: 2020
To be Published: Late Q3 2020
Regional Coverage: United States

A comprehensive overview and analysis of the U.S. manufacturers channel incentives currently being offered that account for approximately 80% of sales volume.

Scope

  • A detailed, independent overview and appraisal of the current range of channel incentives being offered by basic and generic pesticide suppliers
  • The top 10-12 Ag Chem suppliers, based on client input 
  • Research on programs that account for approximately 80% of sales volume
  • Value of current programs will be shown through:
    • Cash cost
    • Percent of sales represented by programs
  • Impact of industry consolidation on incentive programs
  • Programs detailed by target audience:
    • Distributor
    • Dealer
    • Reseller
    • Grower

INCLUDES INTERACTIVE DATABASE

Report Contents

Introduction​​

Supplier Ranking by Program Effectiveness

Sale and Program Splits by Company

  • Sales and Program Splits by Company
  • Total Sales by Supplier and Pesticide Type
  • Supplier Incentive Program $ by Pesticide Type
  • Supplier Program as a Percent of Sales and Pesticide Type
  • Types of Distributor, Retailer, and Grower Programs by Select U.S. Crop Protection Supplier

Descriptions and Examples of the Various Types of Programs

  • Inventory protection
  • Rebates on purchases
  • Loyalty rebates
  • Sales timing incentives
  • Product tie-in incentives
  • Travel or merchandise incentives

Target Audience for Each Type of Program

  • Distributor
    • What do the programs look like at the various levels?
    • How does the distributor’s headquarters interact/communicate with the field?
  • Dealer
  • Reseller (single step segments)
  • Grower

Value of Programs

  • Cash cost, percentage of sales represented by various programs shown by the manufacturer
  • Apparent effectiveness of existing programs
  • Attitudes toward programs by the target audience (likes, dislikes, suggestions)

Management of Programs by Channel Members

  • Tracking system employed
  • Personnel employed for managing programs
  • Communication

Effects on Industry Consolidations on Programs

How the Current Ag Economy Impacts Incentive Programs

Supplier Incentive Details by Supplier

An Excel datafile will be supplied to allow subscribers to search and review data any way they choose.

Report Benefits

This report serves as an excellent resource for crop protection manufacturers for developing and executing distributor, retailer, and grower incentive plans, providing:

  • A highly reliable and independent analysis of the competitive incentive programs of the major crop protection suppliers
  • An assessment of likes, dislikes,  and suggestions relating to current crop protection incentive plans to help marketers increase the effectiveness of their programs
  • Assistance for manufacturers in planning future incentive programs in the highly competitive marketplace

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