Benchmarking should answer a switching question
A new agrochemical product does not compete against an empty market. It competes against products, programs and habits that Indonesian growers and retailers already trust. The purpose of benchmarking is therefore not only to prove efficacy, but to determine whether the new product creates enough visible and economic value to justify adoption.
Choose the right comparator
The most useful comparator is the product or practice that currently defines the market standard in the target crop–pest–province segment. Depending on the case, this may be a leading brand, a dominant active ingredient, a common tank-mix or a farmer program.
- Technical relevance — comparator must address the same target and use pattern.
- Commercial relevance — comparator should reflect what retailers and farmers actually buy.
- Price relevance — compare against a realistic price tier, not only the cheapest or most premium option.
- Claim relevance — measurement should support the intended positioning.
Measure more than final control
Useful benchmarks can include speed of action, residual control, crop safety, consistency across sites, fit with spray programs, yield or quality response, convenience and cost per hectare. The key is to measure the attributes that influence switching behaviour.
RAI’s field evidence and market-validation approach combines technical observation with market feedback so the principal can understand both biological performance and commercial meaning.
Use multiple sites when consistency matters
A strong single-site result is encouraging, but portfolio investment should consider consistency across relevant conditions. Different pest pressure, weather, farmer practice and crop stages can expose strengths and weaknesses that are invisible in one trial.
Translate evidence into positioning
The benchmark result should lead to a practical positioning decision: outperform, complement, simplify, reduce risk, improve convenience or create a better economic outcome. If the advantage is difficult to explain to a retailer or farmer, the commercial proposition may still be weak even when technical efficacy is acceptable.
Related RAI resources
See field trial requirements before pesticide registration, review market-opportunity assessment, or discuss a comparison-trial brief with RAI.