Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37 Page 38 Page 39 Page 40 Page 41 Page 42 Page 43 Page 44 Page 45 Page 46 Page 47 Page 48 Page 49 Page 50 Page 51 Page 52 Page 53 Page 54 Page 55 Page 56 Page 57 Page 58 Page 59 Page 60 Page 61 Page 62 Page 63 Page 64 Page 65 Page 66 Page 67 Page 68 Page 69 Page 70 Page 71 Page 72 Page 73 Page 74 Page 75 Page 76 Page 77 Page 78 Page 79 Page 80 Page 81 Page 82 Page 83 Page 8448 / SEEDWORLD.COM JANUARY 2017 IN MID-SEPTEMBER, the U.S. Justice Department began looking into consolidation concerns that the major seed and agri-chemical companies were squeezing small and independent seed licensing companies out of the genetically modified seed market. While big companies form the majority of players in the non-GMO seed world as well, there remains opportunity for smaller independents to carve out a share of business, so long as they have access to desirable genetics. “Being small in this business is not a limitation; it’s actually an opportunity,” says Bryan Gerard, president of JoMar Seeds. “Excellent product has to be a given. Customers want to have access to the best genetics and best traits possible. If you can offer that, you’re going to get business. If you can offer that and deliver the entire package — customer service and information and independ- ence — with integrity, well, then you’re going to be really successful.” Bryan should know. His Indiana-based licensing company, a relative newcomer to the seed licensing world and consisting of only himself and his brother Greg, is com- peting, and gaining market share, in an industry dominated by corporate giants. JoMar Seeds is not the Gerard brothers’ first go-round in seed licensing: until 2012, they operated JGL Inc., a soybean and wheat licensing company founded by their father John in 1982 and headed by Bryan and Greg from 1990 until its sale. JGL was similarly small in size but big in capac- ity. Initially created to serve the eastern U.S. Corn Belt, it licensed varieties to more than 100 seed companies in more than 10 countries across three continents by the time it sold in 2012. “The vast majority of licensing companies are very big, but there’s definitely room in the industry for the small guy,” says Kelly Phipps, CEO of Armor Seeds, LLC. “There is always need for a smaller company that is able to communicate quickly. “JoMar Seeds brings a level of honesty, trans- parency and a small company feel. A lot of companies of all sizes bring transparency and trustworthiness but maybe they aren’t as free because they aren’t independent. JoMar’s inde- pendent status makes them very different.” Being small gives JoMar Seeds “a chance not just to survive, but to flourish,” Greg says. “We try to focus on the aspects an independent company can offer. When someone calls, they speak to Bryan or me, so they’re talking to the decision- makers. They are talking to the people who walk the plots, study the data and make the advance- ments. We value the personal relationships, and we’re able to work really well with companies of all sizes, from small companies to multinationals.” Agriculture is a high-pressure business: acres are big, input costs are high, margins are tight. Farmers can’t afford to misstep. As such, they rely heavily on information sourced from higher-up the value chain, be it directly from suppliers or indirectly from their supplier’s suppliers, like seed licensing companies. SIZE In an age of mergers and multinationals, JoMar Seeds’ increasing market share proves there is room in the seed licensing business for small independents. Madeleine Baerg Isn’t Everything