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SEEING IS BELIEVINGHOW CONVERTING OPV TO

HYBRIDS CORN

Small Scale FarmerYogyakarta, Feb 05

Tri Koentjoro

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PIONEER brand seeds means bigger

harvest, because Pioneer hybrids are

THE BEST AVAILABLE SEEDS IN

THE MARKET because Pioneer hasthe best research facilities and

Pioneer provides the best customer

service to ensure that farmers get the

most profit from using Pioneer brand

seeds

Pioneer Brand Seeds

We Sell Profit

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Good seed is not cheap but gives

profitable returns to farmers

HYBRID SEED 15 Kilos per Ha

or Rp 500,000 per Ha

Seed is only 15% of total cost of

production but contributes to 100%

of increase yield

Pioneer Brand Seeds

We Sell Profit

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Pull Activities

Identify key needs and concerns

-Mkt segmentation

-PAT

-Agr trials

-Hybrid positioning

Offering solutions

Demonstrating the value

of our products

-Field demo

-Field trip

-Expo

-Yield contest

-PEP / KFC

-Corn doctor- etc.

After sales services

-Field visit

-Trouble shooting

-Trials data & info

-Seed replacement

Post harvest

-GT club/ meeting

-Feed mill

-Green corn trader

-Baby corn trader

-Silage producer

-Post harvest facilities

TAME

GSS

CFS

TRACK

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Effective MarketDevelopment

Requires that Agronomist (DA/SA/SW) and

Salesman (SR) have credibility with the farmers

and the local community in term of their

Agricultural technical know-how

Ability to communicate at the customers level

Ability to analyze customers problem and

recommend solutions

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Convince farmers ofPioneerseeds and provide with agronomy

service

Get to know the OPV Market(Segmentation)

Effective Converting OPV to Hybrids

OPV

Converting

To Hybrids

Develop a dynamic sales networkto promote Pioneer brand seeds

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Agronomy service activities in OPV area

Farmers Visit

Farmers Meeting

Set up Field Demo/Trials Field Trip

Farmers Field Day (weigh wagon)

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Type of Pioneer Field Demo/Trials in OPV area

Side by Side Trials

Strip testing Supervised big demo

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Objectives of Pioneer Field Demo in OPV area

Create awareness to farmers about

Pioneers products

Demonstrate

Pioneer prod

ucts overOPV

Educate farmers on Pioneer hybrids

cultural practices

Demonstrate the profitability ofplanting Pioneer seeds

Convincing farmers to plant Pioneer

seeds

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Make Farmer aware ofhybrid

Make farmer interested in the profit ofhybrid

Make Farmerunderstand the necessary cultural practices

Convince Farmers of the superiority ofPioneer over OPV

Make sure Farmer has the means to invest & plant Pioneer

Help Farmer to obtain maximum profit

Repeat Sales

STEPS IN CREATING DEMAND FOR PIONEER HYBRIDS SEED CORN

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Cost Analysis PioneerVs OPV

ITEM HIGH INPUT LOW INPUT

Yield (Kg/Ha)

Best Hybrid (30A55) 8000 6000

Best OPV (Arjuna/Swan) 3000 2000

Value (Rp) 5,000,000 4,000,000

Seed Cost

30A55 500,000 500,000

OPV 50,000 50,000

Net Gain (Rp) 4,450,000 3,450,000

Fertilizer Rates (Kg/Ha) 650 400

Plant Density (Plant/Ha) 66,600 66,600

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Thanks