September/October 2023 - 12

BIOLOGICALS
has charts that showcase
biological performance against a
synthetic, but Maklik suggested
emphasizing what sets the two
products apart is important to
note as well.
" We typically evaluate
products on a standalone basis
compared to a chemical, right? "
he asked. " So what are we
inherently saying? We're saying
we're as good as a chemical. "
Those comparisons are necessary, but a step beyond
RICK MELNICK
that is to measure postharvest pesticide residues on
crop samples and report those, he said.
Some of the drawbacks to using biological products
are well-known in the grower community, Trimmer
said. Storage stability, with some products requiring
refrigeration to maintain viability.
" Maybe 15 years ago, that might have been acceptable,
but not anymore, " he said.
Some biological products don't remain viable when
mixed with chemicals, and that's a barrier to acceptance,
Trimmer said, but the leading barrier in the biologicals
market is that lack of good bioherbicide. With herbicides
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12 | SEPTEMBER/OCTOBER 2023
being 45% of the applications of
the entire chemical crop protection
industry, a similar product that
controls a spectrum of weeds is
essential to growing the biologicals
market, he said.
" Now, I suspect that in the next
five to 10 years, we're going to see
some really effective bioherbicides
come out, " he said. " I suspect the
first ones could be controlling
glyphosate-resistant weeds. "
Melnick said traditional crop protection and fertilizer
ASHISH MALIK
companies are expressing interest in offering biologicals.
When that happens, if it's to be a successful process,
company leadership must follow through and regularly signal
their interest. Starting the ball rolling and then moving on
to something else, sending a message of disinterest.
A sales rep who has a career selling traditional synthetic
products will still spend energy promoting them unless
there's a clear incentive to highlight the new biologicals.
" If you're just adding a couple of SKUs (stock-keeping
units) on page 326 of your catalog, what's a (sales rep's)
impetus for selling that specific thing? " Melnick asked.
The panel discussed the growth in sales and use of
Equipment that makes dollars & 'sense'
biological products in Brazil, about 75% of which go
to row crops, a number unheard of in other countries,
Trimmer said. The government supports the industry
and there's support for on-farm production of biological
products, with 20% currently originating from farms
that ferment their own microbials.
For the current global growth to continue, row
crop farmers in other countries will need to embrace
biological products as Brazilians have. Malik said the
model there is unique, for three specific reasons:
* The industry is still regulated, but the three government
agencies involved in oversight of new products going
to market (agriculture, health and environmental
ministries) have streamlined the process for lowrisk
products to cut the to-market timeframe from
as many as four years down to about a year.
* Academic institutions are teaching future
agronomists about biologicals.
* Start-ups offering biological solutions are
receiving favorable terms on financing.
Malik said the future of biologicals brings many
unknowns but is full of promise because of advancing
technology, including engineered microbes, CRISPRCas,
and pheromone research. Costs should decrease
while product efficacy increases, he said.
Jurin said several dynamics are at play for the future
of the industry: the growing system is evolving, tolerance
to synthetic chemicals is increasing, and biologicals can
allow for the return to a more diverse cropping system as
opposed to monocrops. He also counts drones and robots
as playing an important role in the future of agriculture.
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September/October 2023

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