Bayer redirects sales/support toward plant health. Pat Jones sits down with Giles Galliou, president of Bayer's Environmental Science Division in North America.
Bayer used the setting of the GIS to roll out a major new focus on plant health and a new team approach to ensure they have the resources to touch more customers in the field with expertise and ideas beyond just selling product.
Pat Jones talked with Giles Galliou (CLICK HERE to read about Galliou's new role), president of Bayer's Environmental Science Division in North America, about the new emphasis on Healthy Turf, Healthy Tomorrow (CLICK HERE to read more about Bayer's emphasis on plant health).
You're new to this role, but not new to Bayer's specialty business right?
Giles Galliou: I spent two and a half years as head of commercial operations and I'm now the head of the business as a whole. I'm truly enjoying the opportunity.
What's the message behind all of the change in focus for Bayer?
Galliou: The message is for us to slowly get out of the "what" we sell and to the "how" and "why" we do things. The superintendent is not about the products he uses, he's about the product he creates for the golfers. The bottom line is healthy turf so the "why" for us is all about plant health. It's about wellness and preventative health care. That whole idea is, obviously, the core of what we do at Bayer (as a health company).
Tell us more about the new philosophy.
Galliou: It's an important commitment. We want to take a 360-degree approach to our customers instead of just providing them with product solutions. And we're recommitting to even more R&D since we're just at the beginning of discoveries about plant health. Some of this isn't new...we're just beginning to promote things we've been doing for a long time (like StressGuard). We're committed to it going forward. We're adding the right people to our team, beginning with Frank Wong, Rob Golembiewski and now Derek Settle. We want customers to view us as a natural partner in achieving all of their plant health goals, not just controlling diseases or pests.
Galliou: The final message is our commitment to healthy turf, healthy tomorrow is just beginning. We're committed to invest and Bayer is the logical partner. It's in our DNA as a company!