The pressure on growers has never been greater. With margins squeezed, inputs scrutinised and sustainability targets rising, the days of “buy and hope” are over. Growers aren’t just looking for products anymore – they’re looking for proof.
At Fargro, we’ve made it our mission to meet that need head-on. That’s why trials, evidence and advice are no longer just support tools – they’re central to how we sell.
Why trials matter more than ever
With fewer new products coming to market, particularly in the chemical space, and increasing pressure to adopt biological alternatives, growers are faced with more questions than answers. Even with innovation accelerating in the biologicals sector, it can be hard to know which products will deliver under real-world conditions.
Growers want to know:
Will this work in my system?
Will it deliver consistently, not just in ideal conditions?
Is it worth the investment?
To answer those questions credibly, we need more than theory or overseas case studies. We need UK-specific, crop-relevant, real-world data. That’s why we’re investing in trials across a wide range of crops – from ornamentals and bedding plants to soft fruit and herbs – to generate practical answers to the questions growers are asking.
Some of these trials focus on efficacy, such as how a beneficial insect performs under variable temperatures and humidity. Others look at compatibility and crop safety, such as whether a biostimulant can be tank-mixed with existing inputs or used in automated systems without compromising performance.
We’re also trialling combinations – pairing biologicals with microbial soil amendments to support root development, nutrient uptake, and disease suppression more holistically.
These trials take time and rarely deliver instant, headline-grabbing results. But they build confidence, and in our experience, that ultimately drives product adoption, not marketing, but evidence.
What that means for sales
Our sales team works differently now. Yes, we still know the catalogue inside out – that’s a given. But the real value comes from understanding a grower’s whole system:
What’s happening in the root zone?
How are pests interacting with climate conditions?
What does their crop calendar look like?
That insight changes the nature of the sales conversation. It’s no longer about pushing products. It’s about solving problems – often by collaborating with our technical team to develop a tailored programme, not a one-size-fits-all solution.
Sometimes, that means advising a grower not to use a product just yet – because it’s the wrong timing, or because we haven’t yet got the data to back up the claim. We’d rather lose a sale today than lose trust long-term.
Turning trials into trust
When a grower sees that we’re investing in evidence, not just marketing, it changes the dynamic. It builds credibility. It also gives them the confidence to try something new, knowing we’ll support them throughout the process.
We’ve seen it first-hand with recent introductions. Products initially met with hesitance, particularly new biologicals or biostimulants, but became consistent sellers once the trial results were shared clearly and transparently.
One grower recently told us: “I didn’t think I needed this product until I saw what it did in the trial beds. Now I’m applying it as standard.” That’s not just a sale. That’s a shift in thinking.
Sales + Technical = stronger together
This is where Fargro’s structure gives us an advantage. Our technical and sales teams work side by side, sharing feedback, interpreting results, and refining programmes. We don’t operate in silos. That means when a grower calls their area sales manager, they’re getting product knowledge and access to a whole network of expertise backed by data.
We’re building a culture where advice, support and evidence are part of the commercial conversation - not an afterthought. We don’t treat advice and support as nice extras; they’re part of how we do business. If you buy from us, you get more than just a product.
Looking ahead
This is a long game. We know that. Trials take time, and building trust takes time. But in a market as competitive and quality-driven as UK horticulture, there are no shortcuts.
Products that are pushed too early, without the right support, often fail. Not because they don’t work, but because they’re misunderstood.
At Fargro, we’re taking a different approach. We’re combining proven products with patient trials and knowledgeable people with strong customer relationships. It’s slower, maybe, but it’s smarter. And in the end, it delivers more.
For technical advice, contact our team at technical@fargro.co.uk or call 01903 256856.
