Driving Successful Integration of Biologicals: Avoid These Three Pitfalls

At the AgriBusiness Global Trade Summit, Sebastian Bachem—Board Advisor to Accumont—highlighted a recurring challenge: traditional crop protection firms often stumble when integrating biologicals into their portfolios. Drawing on his presentation, “Diversified Portfolios: Strategy, Regulation & the Road Ahead,” here are the top three mistakes to avoid—and how to turn them into strategic strengths.

1. Misjudging grower value: Unrealistic testing & insufficient trials

Many companies unintentionally undermine their biological innovations by testing them under extreme conditions. Bachem explains, “They test biocontrol products under very high disease or pest pressure, often with highly susceptible varieties, and conclude it does not work.” Conversely, others launch with too few trials, leaving performance gaps unexplained.

Recommendation:

• Mimic real-world farm conditions during trials.

• Build credibility with growers through data-driven proof of performance.

2. Choosing the wrong distribution channels

Not all Ag retailers are equally equipped for biological products. Bachem notes that many lack the necessary time and expertise to provide the stewardship biologicals demand, often treating them like interchangeable components.

Recommendation:

• Partner with distribution networks that understand and can educate about biologicals.

• Provide tailored materials and training to uplift retail teams and end-users.

3. Misaligned acquisitions: Ignoring culture, process & people

Acquiring a biological-focused start-up without preserving its culture can be detrimental. Bachem warns, “Many crop protection companies try to integrate the biological start-up fully… The problem is the people who originally developed the biological start-up will leave”.

Recommendation:

• Respect the startup’s innovation culture post-acquisition.

• Preserve original processes and retain key talent to harness innovation sustainably.

Why this matters—and how Accumont leads the way

In today’s agri-ecosystem, embracing biologicals is more than a trend—it’s a necessity. But success isn’t guaranteed through acquisition or innovation alone. It’s grounded in:

• Grower-Centric Rigour: We prioritise real-world trials to build trust and tangible value.

• Strategic Partnerships: We align with distributors who act as true stewards, not just at-shelf sellers.

• Cultural Synergy: We intentionally protect the DNA of acquired innovators, empowering them to thrive within our framework.

Conclusion

The integration of biological solutions isn’t just about adding new tools—it’s about rethinking strategy, partnerships, and culture. By avoiding these three common mistakes, companies can ensure their biological pipeline doesn’t just launch—it endures and scales. Find out more about how Accumont can support your M&A approach. Read the full article on AgriBusiness Global.