An ear of corn the size of a Trident missile? Not quite, but Monsanto is all about bioengineered crops. The company helps farmers grow more crops like corn, cotton, oilseeds, and vegetables by applying biotechnology and genomics to seeds and herbicides. It produces genetically altered seeds that tolerate Roundup (its flagship product and the world's #1 herbicide) and resist bugs. The company also produces Asgrow, DEKALB, Deltapine, and Seminis seeds. During the past decade, Monsanto re-made itself into a seed and biotech company, as opposed to one focused on agrochemicals, a transition that was sped up with the acquisition of Delta and Pine Land.
St. Louis, Missouri-based Monsanto rings up more than half of its sales in the US. Europe-Africa, followed by Brazil, account for about 13% and 12%, respectively. The Asia-Pacific region and Argentina, each contribute about 6% of sales.
Monsanto organizes its business into dual segments: seeds and genomics, and agricultural productivity. Today, its seeds and genomics unit (72% of sales) is the company's growth engine. The firm's agricultural productivity unit, which serves both farmers and the residential market, makes herbicides under the Roundup, Harness, and other brands for lawn and garden use. From 2009 to 2012, alone, Monsanto's agricultural productivity segment withered from accounting for 38% of annual sales to 28%.
Sales and Marketing
The company supports a worldwide distribution and sales and marketing organization for its two business segments. It sells its agricultural productivity products (aka herbicides) through distributors, independent retailers and dealers, and agricultural cooperatives. In some places outside the US, the company sells directly to farmers. Some of Monsanto's herbicides are marketed by The Scotts Miracle-Gro Co. Monsanto's advertising costs totaled $87 million in fiscal 2012 (ends August) vs. $100 million the prior year.
Monsanto's fiscal 2012 (ends August) sales topped $13 billion, an all-time high for the company and a 14% increase vs. the prior year. Net income grew 27% over the same period. The sales gain was primarily a result of increased sales of corn seed and traits in the US, Brazil, Latin America, and Europe, and agricultural activity products.
By region, Brazil was the company's fastest-growing market in fiscal 2012 with sales up nearly 25%. Canada, the US, Europe-Africa, and Argentina, each posted double-digit sales comparisons. Demand for Monsanto's products was driven by an increase in planted acres.
Fiscal 2012 marked the second year of double-digit sales and profit growth for Monsanto after a contraction in fiscal 2010.
The recent strong financial (and stock) performance validates the company's course change from a company focused on herbicide sales to a seed and biotech business. Indeed, historically Monsanto's sales were generated primarily by the weed killer Roundup. Since its US patent on glyphosate expired in 2000, the company has seen its share of the herbicide market shrink. Still, Roundup herbicides are the world's largest crop protection brand and a significant source of revenue for Monsanto.
The acquisition of Delta and Pine Land in 2007 provided for the gradual shift in its business and has furthered the seed build-up. Monsanto is now the #1 cotton seed producer in the US. Several other acquisitions laid the foundation for Monsanto's shift to seed production. The company acquired Netherlands-based De Ruiter Seeds Group in 2008 for some $850 million and the assumption of debt. De Ruiter sells to the greenhouse market, offering seeds for vegetable crops such as tomatoes, cucumbers, and melons. Monsanto purchased Central America's largest corn seed company, Marmot, which operates Semillas Cristiani Burkard (SCB) in Guatemala City, Guatemala. The company also bought the world's largest private sugarcane breeding company, Brazil's CanaVialis, for $290 million in 2008.
Looking to the future as a way to add diversity to its revenue, Monsanto formed a $1.5 billion joint R&D initiative with BASF to develop genetically modified crops with an emphasis on meeting the demand for biofuels. The two companies foresee the venture's first products being delivered sometime by 2015.