中國之所以擁有(you)全世(shi)界最多的(de)農資經(jing)銷商群體(ti)，它的(de)背(bei)景在于，中國同(tong)時擁有(you)全球(qiu)最龐大(da)的(de)農民群體(ti)。但(dan)(dan)是(shi)(shi)，隨著土地流轉(zhuan)和種植大(da)戶出現，絕大(da)多數(shu)經(jing)銷商將毫無懸念地離(li)開這個舞臺。雖然這有(you)些殘酷，但(dan)(dan)沒(mei)有(you)人(ren)能阻擋趨(qu)勢。農資經(jing)銷商究(jiu)竟如何轉(zhuan)型(xing)，發(fa)達國家的(de)農業服務模(mo)式，毫無疑問是(shi)(shi)最好(hao)的(de)借鑒(jian)模(mo)板。
美國：私人服務公司
美(mei)國(guo)針對農(nong)(nong)(nong)(nong)民的(de)服(fu)務(wu)組織，整體上可分為(wei)三(san)類：政(zheng)府系統(tong)、私人公司(si)(si)和(he)農(nong)(nong)(nong)(nong)業合作社。在這(zhe)當中，最值得(de)(de)中國(guo)農(nong)(nong)(nong)(nong)資(zi)經(jing)(jing)銷(xiao)(xiao)(xiao)商關注的(de)是私人公司(si)(si)。這(zhe)些私人服(fu)務(wu)系統(tong)通(tong)過(guo)農(nong)(nong)(nong)(nong)資(zi)供(gong)應(ying)(ying)、農(nong)(nong)(nong)(nong)產(chan)品加工(gong)和(he)銷(xiao)(xiao)(xiao)售服(fu)務(wu)等，使得(de)(de)自己(ji)與農(nong)(nong)(nong)(nong)民、農(nong)(nong)(nong)(nong)場(chang)主緊密結合在一(yi)起。在這(zhe)種(zhong)(zhong)(zhong)(zhong)模(mo)式中，私人公司(si)(si)與農(nong)(nong)(nong)(nong)場(chang)主、農(nong)(nong)(nong)(nong)民的(de)關系非常密切，雙方基于合同圍繞種(zhong)(zhong)(zhong)(zhong)植產(chan)業鏈開展各種(zhong)(zhong)(zhong)(zhong)服(fu)務(wu)，除(chu)了農(nong)(nong)(nong)(nong)資(zi)供(gong)應(ying)(ying)和(he)農(nong)(nong)(nong)(nong)產(chan)品銷(xiao)(xiao)(xiao)售，還會包括代(dai)耕代(dai)種(zhong)(zhong)(zhong)(zhong)、金融、保險，這(zhe)與中國(guo)絕大(da)多(duo)數(shu)農(nong)(nong)(nong)(nong)資(zi)經(jing)(jing)銷(xiao)(xiao)(xiao)商與農(nong)(nong)(nong)(nong)民之間只是簡單(dan)、疏離(li)的(de)買賣關系有本質不同。另外(wai)，高科技的(de)應(ying)(ying)用(yong)讓這(zhe)種(zhong)(zhong)(zhong)(zhong)農(nong)(nong)(nong)(nong)業服(fu)務(wu)得(de)(de)到進一(yi)步強化。比如(ru)一(yi)些私人公司(si)(si)利用(yong)全球定位系統(tong)和(he)遙(yao)感系統(tong)等實(shi)現精(jing)準農(nong)(nong)(nong)(nong)業和(he)種(zhong)(zhong)(zhong)(zhong)植托管管理(li)。
日本：農協
日(ri)本(ben)雖然(ran)(ran)是農(nong)(nong)(nong)(nong)業(ye)發達(da)國(guo)(guo)(guo)家，但農(nong)(nong)(nong)(nong)業(ye)規模化程度不高(gao)，以小農(nong)(nong)(nong)(nong)經濟(ji)為主，這與中國(guo)(guo)(guo)農(nong)(nong)(nong)(nong)業(ye)的(de)(de)(de)(de)整體(ti)狀(zhuang)況非(fei)常類似。但是，中國(guo)(guo)(guo)分散的(de)(de)(de)(de)小農(nong)(nong)(nong)(nong)經濟(ji)對應的(de)(de)(de)(de)是碎(sui)片化的(de)(de)(de)(de)農(nong)(nong)(nong)(nong)業(ye)服務，而日(ri)本(ben)的(de)(de)(de)(de)農(nong)(nong)(nong)(nong)協(xie)則幾乎(hu)為99%的(de)(de)(de)(de)日(ri)本(ben)農(nong)(nong)(nong)(nong)民提供全方位的(de)(de)(de)(de)服務，作(zuo)為其(qi)中之一(yi)的(de)(de)(de)(de)農(nong)(nong)(nong)(nong)資服務自然(ran)(ran)也包含在其(qi)中。
日本(ben)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)民(min)(min)購買(mai)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)資與中(zhong)國(guo)(guo)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)戶大相徑庭。日本(ben)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)協扮演了(le)中(zhong)間人的(de)角色，某種意義上(shang)，農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)協也可(ke)以視為經銷(xiao)商(shang)，只不過(guo)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)協不需要靠賺取農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)資差價而(er)生存。日本(ben)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)協代表農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)戶與廠家(jia)談(tan)判并簽訂合(he)同，這種方式對農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)民(min)(min)有兩大好處：一是價格上(shang)比單個農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)民(min)(min)自發去買(mai)便宜；二是農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)協作為一個強大的(de)組織，可(ke)以確(que)保讓(rang)廠家(jia)提供合(he)格的(de)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)資產品。可(ke)見(jian)，因為農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)協的(de)參與，日本(ben)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)民(min)(min)在購買(mai)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)資時(shi)擺脫了(le)弱(ruo)勢地位。在中(zhong)國(guo)(guo)，隨著大戶和(he)合(he)作社涌現(xian)，農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)民(min)(min)零散、盲目購買(mai)農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)資的(de)狀(zhuang)況(kuang)也正在悄(qiao)悄(qiao)改變，農(nong)(nong)(nong)(nong)(nong)(nong)(nong)(nong)資經銷(xiao)商(shang)再(zai)維系傳統的(de)模式已經越來越難(nan)。
加拿大：加陽模式
農資經銷商要改變單一的農資銷售業務模式，布局農業產業鏈，少不了借助上游合作廠家的資源。在這方面，加拿大加陽公司的農化服務模式值得參考。加拿大加陽公司是全球知名肥料生產商，但它在農化服務上同樣為全世界的農化企業樹立了標桿。在農化服務方面，加陽利用母公司的全產業鏈優勢，建立有CPS農化服務網絡（Crop Production Service），提供全方位的農業服務。以大田作物為例，它涵括了土壤測試、植保、病蟲害預防、專家指導、整套農業機械化服務、GPS農田管理系統。CPS在北美布設了1200個零售網點，這種密集度保證了任何地方的農民在2個小時車程內都可以找到CPS的服務網點。此外，加陽公司的農化服務網絡還可為農戶提供金融服務，以及各種高科技的應用。可以說，加陽公司為農戶提供了從種子處理到機械化(hua)收儲全產業鏈(lian)服務。依托強大(da)的(de)營銷服務網絡，農資銷售只是一(yi)件水到渠成的(de)事情。
如(ru)今(jin)國內一批目(mu)光敏銳的龍頭(tou)企(qi)(qi)業(ye)開始對標加陽，探索“產品+服務”的全新模(mo)式。可以想見，農資龍頭(tou)企(qi)(qi)業(ye)的主動布局和(he)戰略謀劃(hua)，必然也會帶動下游合作經銷商的轉型和(he)洗牌。成功(gong)屬于有(you)準備的人，中國農資行業(ye)的變革或許正在(zai)爆發的前夜，有(you)遠見的經銷商當未(wei)雨綢繆，及早(zao)轉身(shen)。 （西風）
