“AgBiTech accounts for 17% of soybean bioinsecticide market” - Interview with Adriano Vilas Boas

By Leonardo Gottems, Reporter for AgroPages

After three years in the Brazilian market, AgBiTech has taken the lead in developing baculovirus for soybeans. With two million hectares treated during the last harvest, the company assigned Adriano Vilas Boas as its Global CEO and is preparing launches for the next harvest, to enhance its portfolio of bioinsecticide solutions. AgroPages exclusively interviewed Adriano Vilas Boas.

How do you assess AgBiTech's participation in the organic soybean caterpillar pesticide in the 2019-20 harvest?

The data collected by the consultancy firm, Spark Smarter Decisions, showed that we achieved considerable success in the area of baculovirus for soybean caterpillars. After two years of commercial performance, preceded by another two years entirely dedicated to studies, research and development, AgBiTech's line of technologies for caterpillar control has been consolidated, crop after crop, within the management practices followed by Brazilian producers. Proven results achieved by AgBiTech's bioinseticides in the management of caterpillars that are difficult to control in soybean, as well as the opportunities opened up in other crops, such as cotton, corn and beans, highlight a growing trend for the company in Brazilian agribusiness in the coming years.

How were your first two years in Brazil?

When we began operating our commercial plan two years ago, we already dedicated two years before structuring our business. We formed a robust technical team who can lead the professionalization of the commercialization of biological products, a segment hitherto less perceived by the productive chain in general. We also carried out in-depth studies, with the participation of leading researchers and consultants in Brazil in the area of pest control. In order to carry out these studies, we were supported by large grain-producing groups, and we began to take another look at the effectiveness of biologicals, specifically baculovirus. In summary, these were the basic strategies that enabled us to lead the baculovirus market for controlling soyworms, with a 17% share. Considering all crops, we jumped from 600,000 hectares to 2 million hectares treated in the last harvest, a growth above 200% in relation to the 2018-2019 cycle.

What are the company's plans for the country?

In the next harvest, we will launch two more products in Brazil to meet the key demands of farmers of Intacta soybeans and corn. Our medium-term expectation is also to enter other crop markets, such as soy, corn and cotton. During the 2020-2021 cycle, we will enter the caterpillar monitoring market, through a strategic partnership with Tarvos, a Brazilian startup that developed a state-of-the-art system utilizing the caterpillar trap concept. This system will ensure the effective and economical control of caterpillars. We also recently intensified our presence in Brazil by opening our laboratory in Goiânia (GO), as well as providing commercial and technical support for farmers and other customers in the distribution sector.

What launches and news will be seen later this year?

In terms of launches, we anticipate the arrival of Lepigen^® and Cartugen^® positioned for Intacta soybeans and corn, respectively. In view of the experiences and results observed during the previous harvest, we will also release new management recommendations involving our line of technologies, with an emphasis on the control of so-called problem caterpillars, such as those of the genera Helicoverpa and Heliothis, Spodoptera frugiperda, Spodoptera eridania and Chrysodeixis includens, which will be expanded into new cultures.

What are your company’s international plans?

We will maintain focus and continually investment in Brazilian agribusiness, which is important to note. We were able to demonstrate to the controlling fund of AgBiTech, Paine Schwartz Partners (PSP), with billions of dollars invested in agro-innovation companies, that Brazil is a highly concentrated strategic market for bioinsecticides and baculoviruses. It is a key market and our performance here over the past two years has reinforced this decision. Outside Brazil, AgBiTech seeks growth in the US market, maintain leadership in Australia, and penetrate regions considered as emerging, such as African countries and areas of Paraguay, with the latter due to the accelerated expansion of soybean.