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Agrimarketing : January February 2014
: Dow AgroSciences BRINGING GROWTH STRATEGY TO LIFE Name: Susanne Wasson Title: Marketing Director — U.S. Crop Protection Products Education: Earned degrees in ag economics and accounting from Oklahoma State University, and a Master of Science in ag economics from Texas A&M University. Career: Various positions within Dow AgroSciences, including a Global Business Leader, Global Project Leader, District Sales Manager, Marketing Specialist, Communications Manager and Financial Analyst. AM: Please provide an overview of Dow AgroSciences and U.S. Crop Protection. SW: Dow AgroSciences is working to support the food production needs of an expanding world population. The facts are well-known: nine billion people will inhabit this planet by 2050, so we are working every day to provide solutions inherent to the need for agricultural productivity. Our U.S. Crop Protection team is key to this effort as we provide a variety of top-performing products that serve diverse markets from row and specialty crops to range and pasture to industrial vegetation management. AM: What is the business outlook for this coming year, the next five years? SW:Our pipeline is the most robust it has ever been, which means we’ll have exciting new products both on the near and longer-term horizon. Bringing our growth strategy to life through products such as the highly anticipated Enlist Weed Control System will keep things exciting for the rest of this decade and beyond. AM: Where do you see Dow AgroSciences U.S. Crop Protection in the future? SW:Our goal is to provide leading technology and value to growers. This is more than a single product offering; this is about providing an integrated portfolio that enables growers to move farming forward. 50 Agri Marketing s January/February 2014 We have a long history of collaboration with the channel that helps us get the right products to the right customers to meet key needs, and we see this continuing. Stewardship is an essential part of our efforts in order to extend product life cycles in a way that minimizes environmental footprint and enhances how we interact with society around us. AM: What new products/services are you introducing to the ag market? SW:We are excited about new products such as our Isoclast active group of products. Isoclast belongs to a novel chemical class called sulfoximines, discovered by Dow AgroSciences, and offers extremely effective control of many important sap-feeding insect pests. It can be used in many major crops, including rice, cotton, soybean, citrus, pome/stone fruit, vegetables and cereals. New products for the cereals market containing Arylex active ingredient will be launched in 2015, and we’ll have new brands for corn and soybeans in the near future. Of course, we know growers are anxiously awaiting the approval of our Enlist Weed Control System as they strategize about dealing with resistant and hard-to-control weeds. Pending regulatory approvals, we anticipate launching Enlist in 2015. We also offer more than products. Expertise and insight truly add value for our customers. For example, we combine market research, customer input, and macroeconomic data into advanced analytics models that help our customers have greater insight into future product demand. AM: How is your sales organization and channel to the marketplace organized? SW:We were excited to announce in 2013 that we have a new alignment of our sales organization in the southern U.S. to provide additional focus and specialization for our fast-growing portfolio of crop protection, seeds and trait technologies. With separate sales forces for our crop protection and seed businesses, we will have dedicated crop protection and seed sales teams to better serve our customers from New Mexico to the Mid-Atlantic. Our Northern Crops business already employs this model. We also have combined our range and pasture business with our industrial vegetation management sales force to serve customers across the country. This move enables streamlined integration within these specialized markets. Of course, our channel partners are very important to us, translating our sales efforts into customer purchase. AM: Any other topics you would like to discuss? SW: Talent management is going to be an essential topic for business leaders going forward. A passion of mine is helping develop highly motivated teams made up of bright people with diverse backgrounds. Diversity is so much more than gender or ethnicity. It is about the perspectives people bring that can help us look at challenges in a new way. We have many generations represented in our company, and it is exciting to think about the potential of what we can achieve together. AM
Marketing Services Guide 2014