Panel discussion on market access at the 15th Andav Congress

The distribution of agricultural inputs occupies an increasingly strategic position for the competitiveness of Brazilian agribusiness. Responsible for connecting industry, technology, technical assistance, and financial solutions to rural producers, the sector is undergoing a transformation, driven by the evolving demands of the field, the need for greater operational efficiency, and changes in the economic environment.

This scenario will be the theme of one of the main panels at the 15th Andav 2026 Congress, which will be held from August 11th to 13th at the Transamérica Expo Center in São Paulo. Bringing together entrepreneurs who work directly in the distribution of supplies in different regions of the country, the debate will showcase practical experiences on the challenges of expanding markets, strengthening relationships with industry, and building increasingly competitive business models.

Participating in the “Distributor Panel: Market Access” on August 12th at 11:00 AM are executives Alberto Yoshida, Manager of Institutional Relations and New Business at Adubos Real; Aldair Santos, CEO of Precisão Rural; Paulo Lima, Managing Partner of RUMO.Agro; and Ricardo Bonacin, CEO of Núcleo Agrícola. Recognized for their work in the sector, they will share different perspectives on regional expansion, business management, supplier relationships, access to credit, and the new competitive advantages demanded by the market.

Distribution in agribusiness plays an increasingly important role within the farm gate. “In addition to the sale of inputs, companies have expanded their operations to include technical assistance, digital agriculture, financial solutions, risk management, and specialized services, becoming strategic partners for rural producers in an increasingly complex business environment,” says Paulo Tiburcio, Executive President of Andav.

The distribution sector, in proportion to its importance, faces numerous challenges. The increased cost of capital, greater selectivity in credit granting, the need for economies of scale, the professionalization of management, and market consolidation are demanding new strategies from companies to maintain competitiveness and sustain business growth.

"Today, the competitiveness of distribution goes far beyond commercial capacity. It involves the quality of the relationship with the industry, proximity to the producer, the provision of services, financial management, and the ability to understand the different realities of the Brazilian market. It is this practical vision that we want to bring to the Congress," concludes Tiburcio.

The panel is part of the program for the Andav 2026 Congress, which this year will have the theme "Brazilian Agroeconomy: Reflections for the Future" and will bring together leaders from agribusiness, economics, industry, the financial market, and distribution to discuss the main factors influencing the sector's development.

In addition to discussions on competitiveness, the program will address topics such as economics, credit, tax reform, geopolitics, human resource management, bioenergy, market intelligence, and innovation. The event will also feature the presentation of the National Distribution Survey Andav 2026, a study developed in partnership with Cepea/Esalq-USP and considered one of the main references on the Brazilian agricultural input distribution market.

The 15th Andav Congress will feature four pavilions and over 24 square meters of exhibition space, bringing together hundreds of companies, institutions, and experts in an environment focused on knowledge generation, networking, and business opportunities, reinforcing the strategic role of distribution in strengthening Brazilian agriculture.