Análise do negócio de sementes de soja numa empresa de sementes em Mato Grosso

Abstract

Aiming to analyze the commercial history of a soybean seed producer company based in Mato Grosso- Brazil, some items were evaluated such as: amount of produced seeds, amount of marketed seeds, non-marketed seeds, market access forms, partnerships with breeders, main cultivars and participation of the ten biggest costumers. Based on the data the following observation were taken:1- Direct market access increased from 22% to 52% of the company's total sales; on the other hand, the use of resales remained low, varying from 10% to 13%; 2 - Seeds are distributed to hundreds of farmers annually, however the 10 largest farmers buy more than 30% of the company's seed production, often reaching 50%; 3 - the percentage of seeds marketed per breeder and per year, offered to farmers reached 16 breeding programs, some of which were present in only one or two years, while others were present in all the years, highlighting the company Monsoy having the largest participation, ranging from 47.5 to 85.6%. It is concluded that the company is searching improvement every year, using tools to evaluate the current situation. Thinking about future, the company must look to the appointed scenario and search the direction aligned to the market, practicing a strategic marketing that allows sustainability of the soybean seed business.