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“Working together for Sustainable Agriculture”
Food Chain Partnership in Table Grapes around the World
Fruit Logistica │ February 6th, 2014 │ Berlin
Table grape
Pics
Forward-Looking Statements
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 2
This presentation may contain forward-looking statements based on current
assumptions and forecasts made by Bayer Group or subgroup management.
Various known and unknown risks, uncertainties and other factors could lead to
material differences between the actual future results, financial situation,
development or performance of the company and the estimates given here.
These factors include those discussed in Bayer’s public reports which are
available on the Bayer website at www.bayer.com.
The company assumes no liability whatsoever to update these forward-looking
statements or to conform them to future events or developments.
Speakers Liam Condon Chief Executive Officer,
Bayer CropScience
Markos Legas President, Pegasus Coop
El Houssine Abbassi Production Manager, Les Vergers Du Soleil
Ben Horsbrugh Director Quality Management, UNIVEG
Marc Reichardt Head of Commercial Operations,
Bayer CropScience
Paul Williams Moderator
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 3
At Bayer CropScience, we serve agriculture
As of February 28, 2013
Full year sales: €8.4 bn (2012)
> 120 countries
4,000 in R&D
20,800 employees
7,400 agronomists
R&D spending commitment €5 bn 2011-2016
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 4
Our contribution to Sustainable Agriculture
Bayer CropScience is
recognized as
...our Vision:
Bayer‘s holistic approach: (Bayer AG, Sustainability Report 2012)
“Connecting economic success with environmental and social responsibility“
A complex Challenge demands our Dedication...
The Partner of Choice
for Sustainable Agriculture
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 5
We all face the same complex and
challenging market environment
Year-round demand for safe and “sustainably-sourced” food
Stronger focus on food quality, healthy nutrition and well-being
Increasing regulation and registration requirements for crop
protection products
Innovation needed to drive integrated crop solutions
Rising importance of partnerships along food value chain
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 6
Fruit & Vegetables are
of strategic importance for us
• We have an impressive product portfolio, pipeline & services
• Our professional teams are dedicated to F&V customer and food chain needs
Bayer CropScience – your partner of choice in Fruit & Vegetables
*Source: Philips McDougall
• Above-average growth rates expected due to increasing demand
• Bayer CropScience is a global leader in F&V crop protection
• No. 4 in global vegetable seeds with strong growth aspirations
F&V Crop Protection and Seeds market 2012: app. 22% of global market
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 7
Fruit & Vegetables account for
the largest share of our portfolio today
~23% 2012 sales in
F&V
Strengthening
position towards
F&V market
leadership
Rice
Cotton
Oilseeds
Soy
Corn
Cereals
Bayer CropScience
sales
2012*
Diverse crop spectrum:
• Fruits & nuts, grapes
& vines, plantations
• Vegetables &
ornamentals, potato
Fruit & Vegetables
* by major crop groups excluding industrial business and non-agricultural solutions
Other
Sugar crops
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 8
Integrated Crop Solutions
are the core of our offer
Seeds • Canola
• Cotton,
• Rice, soybean
• Vegetables
Chemical
Crop
Protection
• Herbicides
• Fungicides
• Insecticides
• Seed Treatment products
Biological
Crop
Protection
• Microbial fungicides
• Microbial insecticides
• Microbial nematicides
Services • Sharing know-how
• Optimizing yield & quality
• Improving farm
management
Providing Integrated Crop Solutions
for protecting crop yield & quality
Integrated
Crop
Solution
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 9
Proactive Stewardship and Partnerships
are crucial for Sustainable Agriculture
Proactive Stewardship to ensure:
• Product integrity
• Human protection and
• Environmental preservation
Partnerships
to enhance the quality of life of farmers,
communities & society:
• Public-Private Partnerships
• Private-Private Partnerships along
the food value chain
The Integrated Crop Solutions are backed by…
Integrated
Crop
Solution Their value is delivered through…
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 10
Long heritage of working together
for Sustainable Agriculture
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 11
Leading supplier
of fresh produce
Project:
Table Grapes in Brazil
3
Partners & projects
Leading supplier
of fresh produce
Project:
Table Grapes in Brazil
3
Pegasus producers
organization
Project:
Table Grapes in Greece
1
Morocco’s largest producers/
exporters of seedless/seeded
table grapes
Project:
Table Grapes in Morocco
2
Morocco’s largest producers/
exporters of seedless/seeded
table grapes
Project:
Table Grapes in Morocco
2
Best Practices from Food Chain Partnership
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 12
Speakers Liam Condon Chief Executive Officer,
Bayer CropScience
Markos Legas President, Pegasus Coop
El Houssine Abbassi Production Manager, Les Vergers Du Soleil
Ben Horsbrugh Director Quality Management, UNIVEG
Marc Reichardt Head of Commercial Operations,
Bayer CropScience
Paul Williams Moderator
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 13
Pegasus Coop and the Importance
of Table Grapes in Greece
• Pegasus Coop, an organization of 14 farmers, grows,
packs and exports table grapes under the brand 7Grapes
• Table grape cultivation of 100 ha in the Corinthian
province of southern Greece
• Focused on high quality and sustainability
Importance of table grapes in Greece
• Table grapes are one of Greece’s most important
export crops, with long tradition in seedless varieties
• About half of the total production of table grapes is ex-
ported, mostly to Germany, the Netherlands and the UK
Pegasus Coop – Company facts
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 14
• High-quality at
affordable prices
• Specified size, color
and sugar content
• Legal and specific
residue requirements
• Sustainability
demands
Market requirements
regarding table grapes
• Improve the quality
and marketability
• Optimize crop
management and
the level of residues
• Monitor and improve
the sustainability of
table grape production
Shared objectives
Shared Objectives in accordance
with Market Requirements
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 15
Table Grape Project in Greece – Structure
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 16
Integrated Table Grape Solution
Services (excerpt) Products
Bayer Weather
Forecast
Bayer Disease
Prediction
Bayer Application
Technology Training
Bayer Safe
Use Training
Bayer On-Farm Trials Bayer Crop Advice
Bayer Product
Recommendations
Bayer Sustainable
Farming Advice
Bayer Residue
Analysis Support
Agronomic support Field demonstration
Prediction tools Application support Tracking & document.
• Safe use of crop protection
products
• Application technology
and advanced techniques
• Use of low-drift nozzles
• Sprayer calibration
• Installation of
meteorological stations
• Estimation of downy and
powdery mildew disease
pressure
• Adaptation of spraying
application program
• Deduction of resistance
management practices
Bayer Expert Trainings Bayer Disease Prediction
• Pilot trials with new biological
• Lower residue profile
in Botrytis control
• Integration in local
crop solution
• Evaluation of market
acceptance and post-harvest
effects
Serenade® Max
Table Grape Project in Greece – Highlights
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 17
Foundation for this success
Achievements
Overcoming downy mildew infestations with optimal crop protection
✓ Higher percentage of marketable grapes at lower production costs
✓ Adopting sustainable practices
• Common objective for all participants
• Ongoing and open communication
• Regular field visit and advise
• Dynamic and continuous improvement mentality
✓
Table Grape Project in Greece – Results
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 18
Leading supplier
of fresh produce
Project:
Table Grapes in Brazil
3
Partners & projects
Pegasus producers
organization
Project:
Table Grapes in Greece
1
Morocco’s largest
producers/exporters
of seedless/seeded
table grapes
Project:
Table Grapes in Morocco
2
Morocco’s largest producers/
exporters of seedless/seeded
table grapes
Project:
Table Grapes in Morocco
2
Best Practices from Food Chain Partnership
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 19
Speakers Liam Condon Chief Executive Officer,
Bayer CropScience
Markos Legas President, Pegasus Coop
El Houssine Abbassi Production Manager, Les Vergers Du Soleil
Ben Horsbrugh Director Quality Management, UNIVEG
Marc Reichardt Head of Commercial Operations,
Bayer CropScience
Paul Williams Moderator
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 20
Les Vergers Du Soleil and the Importance
of Table Grapes in Morocco
• One of Morocco’s largest producers/exporters
of table grapes to Northern Europe
• Customer-oriented and aware of the growing
and changing demands of the different markets
• Addresses the necessity of traceability
and transparency in the production process
Importance of table grapes in Morocco
• Table grapes are becoming an increasingly important
export crop
• Ideal climatic conditions allowing the cultivation
of high quality, great tasting grapes
Les Vergers Du Soleil – Company facts
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 21
Shared Objectives in accordance
with Market Requirements
• High customer expec-
tations for high quality
and delicious grapes
• Increasing public
demand for
responsible production
• Compliance with Maxi-
mum Residue Levels
• Ensured traceability
back to the field
Market requirements
regarding table grapes
• Produce healthy, high-
quality table grapes
for export to
Northern Europe
• Optimize the use of crop
protection in line with
Integrated Crop
Management principles
• Lower residue levels
without compromising
on the crop quality
Shared objectives
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 22
Table Grape Project in Morocco – Structure
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 23
Services (excerpt)
Integrated Table Grape Solution
Products
Bayer Application
Advice
Bayer Field
Documentation
Bayer Sustainable
Farming Advisor
Bayer On-Farm Trials
Agronomic support Field demonstration
Application support Tracking & document.
Bayer Crop
Quality Checks
Diagnostic tools
Bayer Crop Advice
Bayer Expert Training
Table Grape Project in Morocco – Highlights
• Trainings on various topics
such as stewardship, water
management, application
technology, resistance
management, etc.
• First-hand expertise and
supervised practice led by
Bayer experts
• Prioritization of
improvement areas
• Measurement and
evaluation of different
sustainability indicators
• Basis for continuous
communication
Bayer Expert Trainings Bayer Sustainability Radar
• Installation of a
demonstration trial
• Comparison of quality
indicators after treatment
with Movento
• Registration of Movento for
the control of mealy bugs
Movento
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 24
Foundation for this success
• Commitment of all partners
• Open communication
• Shared responsibility
• Transparency of the working relationship
Achievements (1st year in comparison to producers plot)
✓ Reduction in the number of active ingredients: from 15 to 11
✓ Enlargement of covered area from 5 to 100 ha
✓ Reduction in the number of treatments: from 21 to 11
✓ Average increase in berry size of 2 to 3 mm
Table Grape Project in Morocco – Results
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 25
Partners & projects
Pegasus producers
organization
Project:
Table Grapes in Greece
1
Morocco’s largest producers/
exporters of seedless/seeded
table grapes
Project:
Table Grapes in Morocco
2
Leading supplier
of fresh produce
Project:
Table Grapes in Brazil
3
Best Practices from Food Chain Partnership
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 26
Speakers Liam Condon Chief Executive Officer,
Bayer CropScience
Markos Legas President, Pegasus Coop
El Houssine Abbassi Production Manager, Les Vergers Du Soleil
Ben Horsbrugh Director Quality Management, UNIVEG
Marc Reichardt Head of Commercial Operations,
Bayer CropScience
Paul Williams Moderator
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 27
UNIVEG Group and the Importance
of Table Grapes in Brazil
Importance of table grapes in Brazil
• Most important regions being in the South- and Northeast
• Particularly the Pernambuco and Bahia States are nurtured
by good natural resources
• Significant expansion in cultivated acreage, giving viticulture
great economic and social importance
• 1.9 million tons fruit & vegetables and €2.8 bn turnover (2012)
• 5,700 employees worldwide, global customer base
• 32 distribution centers in Europe
• 156 ha of grape growing in its Expofruit farm in Petrolina,
additionally to 70 ha of partner farms
UNIVEG Group – Company facts
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 28
Shared Objectives in accordance
with Market Requirements
• High quality of produce
to cope with long
distance transport
and storage
• Constant quality (crop
health and brix level)
across own and partner
harvests
• Correct packaging
to guarantee longer
shelf life
Market requirements
regarding table grapes
• Increasing the quality
and safety of table
grapes
• Ensuring sustainable
production
• Strengthening the
partnership through
joint efforts
Shared objectives
UNIVEG- Expofruit
Farm & Partner Farms
under the guidance of UNIVEG
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 29
Table Grape Project in Brazil – Structure
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 30
Integrated Table Grape Solution
Services (excerpt) Products
Bayer Application
Advice
Bayer Sustainable
Farming Advisor
Bayer On-Farm Trials Bayer Expert Training
Bayer Product
Recommendations
Bayer Market News
Agronomic support Field demonstration
Application support Tracking & document. Market & trading
Bayer Crop
Quality Checks
Diagnostic tools
Table Grape Project in Brazil – Highlights
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 31
• Engagement of a crop
quality specialist
• Monitoring of different
quality criteria:
Level of BRIX
Grape health level
Size of grape berries
• Weekly field monitoring
of pest pressure
• Adaptation of application
program to avoid infestation
risks
Crop Quality Checks Pest Monitoring
• Good initial and excellent
residual efficacy against
cochineal pests
• Ideal product for
use in Integrated Pest
Management programs
Premier WG®
Achievements
✓ Training in best practices of crop protection, classification and packaging
✓ Monitored and improved grape quality
✓ Strengthened integrated crop management
Foundation of this success
✓ Support of sustainable table grape production
• Trustful relationship
• Professional cooperation from all partners
• Integration of sustainability aspects
• Open and constant communication
Table Grape Project in Brazil – Results
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 32
Speakers Liam Condon Chief Executive Officer,
Bayer CropScience
Markos Legas President, Pegasus Coop
El Houssine Abbassi Production Manager, Les Vergers Du Soleil
Ben Horsbrugh Director Quality Management, UNIVEG
Marc Reichardt Head of Commercial Operations,
Bayer CropScience
Paul Williams Moderator
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 33
Our support
for the fruit & vegetables value chain
Bayer is a well-established & strong partner
We have an excellent reputation for helping growers to:
• Grow high-value crops
• Protect harvests by offering innovative solutions
to fight diseases, insects and weeds
• Achieve improved market access by connecting growers
to the value chain through Food Chain Partnership
Our expanding network of 7,400 agronomists helping
growers to meet the food industry’s needs on a daily basis
in more than 120 countries.
for key players along the F&V value chain
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 34
Each country has specific needs; With a diverse global
portfolio we are able to provide customized solutions
Our crop protection portfolio is well
established in table grapes
Tru
ste
d
To
p B
ran
ds
Fungicides Herbicides Insecticides
New
Intr
od
ucti
on
s
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 35
Our service portfolio in table grapes
is constantly innovated and expanded
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 36
• Core services for table grapes
Agronomic support
Sharing know-how Optimizing yield & quality Improving farm management
Field demonstration
Community management
Diagnostic tools
Prediction tools
Application support
Tracking & documentation
Financing & insurance
Market & trading
• Bayer Crop Advice
• Bayer Product Recommendations
• Bayer Expert Training
• Bayer Field Days
• Bayer Demo Farms
• Bayer On-Farm Trials
• Bayer Farmer Club
• Bayer Expert Forum
• Bayer Peer Exchange
• Bayer Application Advice
• Bayer Equipment Check
• Bayer Precision Appl. / Seeding
• Bayer Pest Identification
• Bayer Crop Quality Checks
• Bayer Soil Analytics
• Bayer Weather Forecast
• Bayer Disease Prediction
• Bayer Pest Prediction
• Bayer Risk Calculators
• Bayer Field Documentation
• Bayer Certification Support
• Bayer Sustainability Radar
• Bayer Yield Mapping
• Bayer Economics Evaluation
• Bayer Input Financing
• Bayer Yield Insurance
• Bayer Crop Price Insurance
• Bayer Market News
• Bayer Food
Chain Network
Our customers demand
more than only products
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 37
Specialized horticulture customer teams
Crop Protection Agro Services
Integrated
Crop
Solution
Our strategic commitment to
Fruit & Vegetables
Developing and enhancing
our innovative portfolio
Expanding expert teams
around the globe
Connecting partners
along the entire food chain
Building Integrated Crop Solutions
which combine seeds, chemical &
biological crop protection and services
Breeding and providing high value
vegetable seeds across the globe
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 38
Connecting partners
along the entire Food Chain
Farmer Processor Exporter/
importer Retailer Consumer
Key Relation Management
Food Chain Partnership project
Generating added value for all partners involved
by facilitating partnerships with a focus on key crops
Our Philosophy
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 39
Benefits derived from
Food Chain Partnership
Multiple benefits for all partners
Safe yield & supreme quality
Extended market access
Traceability and transparency
Optimized integrated crop solution
Practiced sustainable agriculture
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 40
Food Chain Partnership-
Our Commitment
• Fruit Logistica 2014 • Working together for Sustainable Agriculture Page 41
Your reliable partner
for 8 years at the Fruit Logistica
and many more to come!
240 FOOD CHAIN PARTNERSHIP PROJECTS
IN ABOUT 40 CROPS
AND 30 COUNTRIES