The exchange plans came to the field to stay: move sales of supplies

Companies that market products for agriculture are implementing different strategies to boost sales that have been hit after 2018 with the worst drought of the last 50 years, losses of US $ 8,000 million in soybeans and corn, and the lack of attractive loans . That is why the modality of the exchange of grains grows.

With this method producers can defer VAT, save the tax on the check and do not practice withholdings of Profits and Gross Income. But above all the exchange allows them to pay with their own currency: the grains.

The agricultural machinery companies were coupled to this move, motivated by the lack of financing in the last year that affected this area with the fall of 34%.

One of them is Akron, which for several years has a sales plan with exchange of available grains. But the novelty of the company located in San Francisco, Córdoba, is that as of November 2018, it implemented a sales plan with delivery of grain to the future. “The producer buys us the machine at the current value, we set the price and he gives us grain partially until January 2021,” said its president, Alberto Gaviglio Clarín.

From this methodology, the company that markets hoppers, said that sales have been motorized. “The producer disregards the financial cost of credit and the dollar,” he added.

In this line, José Morena, Commercial Director of Pla, indicated that the company also exchanges for available grains and pointed out that there are more operations with this modality because it mainly has tax benefits. “We noticed a greater demand, not for us to shoot volumes but people are enthusiastic about this system,” he told this newspaper the manager of the Las Rosas company, Santa Fe, which specializes in seeders and sprayers.

Also, companies that sell seeds and phytosanitary products are also exploiting this alternative. One of the pioneers is YPF Agro, which in the last edition of Expoagro exchanged more than 600,000 tons of grain, which meant a strong increase compared to the 445,000 tons of the fair in 2018.

FMC, which sells products for the protection of crops, plans to invoice in the country U $$ 180 million this year. And according to Sebastián Camba, Marketing Manager, between 20 and 25% will come from the exchange of grains, which includes soy, corn, wheat, sunflower and sorghum.

The automakers also make a point. The Toyota company has the Cereal Exchange Plan for the Hilux pickup versions, the most sold vehicle in Argentina. First, they started with soybeans and corn, but at the end of last year, they added wheat to that list.

YPF is already the ninth exporter of flours
For 10 years the business of exchanging supplies for grain has not stopped growing in the YPF oil company. So much so that last year this company became the ninth exporter of flour in the country. In the firm led by Miguel Gutiérrez, the business of grains and derivatives already represents 30% of the company’s exports, and 10% of total turnover.

So deep is the exchange business, that in Expoagro the oil company closed commercial agreements for the equivalent of 600,000 tons of soybeans.

YPF Agro channels the relationship with agricultural producers. Through this company all the inputs for that sector are sold (fuels, lubricants, fertilizers) that are charged in grains. In addition, the company has specific agreements with large companies, such as Cargill, Molinos, Dreyfuss and Glencore to process through them the beans they receive from their customers.

In these moments in which the market asks when the dollars of the agroexportadores arrive, in YPF they emphasize that, in his case, the currencies go to the treasury, that uses them to finance his investments in the petroleum business.

Nora Cardello

Nora Cardello

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