EBITDA Guidance and Headwinds
Q: What headwinds are affecting flat EBITDA guidance?
A: Pierre explained that despite $175-200 million in COGS favorability and restructuring benefits, EBITDA guidance remains flat due to headwinds totaling over $250 million. These include a $130 million price headwind from pricing adjustments with diamide partners, approximately $70 million from unfavorable foreign exchange, and about $25 million invested in creating a new sales organization. Additionally, there was a $25 million profit from the GSS business in the prior year that won't recur. "

Volume Guidance Inconsistency
Q: Why is volume guidance up despite a worse near-term outlook?
A: Pierre acknowledged the inconsistency and stated that the increased volume guidance of $250-350 million (high single-digit growth) is driven by strategic decisions to lower channel inventories and focus on growth portfolios. 75% of this growth comes from new molecules and biological products, with minimal growth from the core portfolio. This approach requires investments in new sales organizations targeting new routes to market and direct sales to large growers. "

Rynaxypyr Volume Decline and Outlook
Q: What is expected for Rynaxypyr volumes in 2025 and beyond?
A: Pierre stated that Rynaxypyr volumes are expected to decline in 2025 for both branded and partner sales, while Cyazypyr sales are expected to increase. The outlook changed due to increased competition from China and India, where process patents offer less protection. FMC plans to expand the market by reducing manufacturing costs and developing new formulations to improve efficacy, allowing them to compete in a larger market and return to growth in 2026. "

Pricing Outlook and Contracts
Q: How does pricing outlook relate to cost-plus contracts?
A: Pierre explained that FMC anticipates a 3% price decline in 2025, with two-thirds due to cost-plus contracts with diamide partners, where pricing is indexed to manufacturing costs. The largest cost reduction occurs from 2024 to 2025, with less impact in subsequent years. The remaining one-third of price decline comes from normal market competitiveness, particularly in Asia where high inventory levels persist. In Q4, FMC saw a 3% price decline but chose not to compete aggressively on price to protect earnings. " , "

Confidence in 2025 Guidance
Q: How confident are you in meeting 2025 guidance after Q1?
A: Pierre expressed confidence in achieving annual guidance despite a weak Q1. Actions include aggressively reducing channel inventories in Q1 and investing in new products and routes to market. FMC expects new product registrations, especially in Latin America, and is targeting new customers through direct sales to large growers. These initiatives, along with a back-end weighted growth from new products, are expected to drive stronger performance from Q2 onwards. "

Pricing Dynamics with Diamide Partners
Q: Are manufacturing cost savings passed to diamide partners?
A: Pierre confirmed that in certain long-term contracts, pricing to diamide partners is indexed to FMC's manufacturing costs. This commercial practice secures longer-term contracts and ensures partners remain competitive. Therefore, cost reductions achieved by FMC result in lower prices for these partners. Additionally, normal market competitiveness accounts for some price declines, especially in Asia with high inventory levels. "

Channel Inventory Management
Q: What actions are addressing channel inventory issues?
A: Pierre acknowledged higher FMC inventory levels in specific countries like India and Brazil. FMC is aggressively reducing channel inventories in the first half of the year, focusing on six or seven key countries. They have identified issues through detailed studies of the selling process and are adapting to changing customer inventory targets, as customers now aim for lower end-of-season inventories. "

Latin America Distribution Changes
Q: How is FMC adapting to changes in Latin America's market?
A: Ronaldo explained that consolidation in Latin America's retail distribution has altered market dynamics. FMC is investing in new routes to market, targeting large growers directly in crops like soybean and corn. This requires hiring personnel with different skills and connections to large growers. Previously, FMC didn't approach growers directly due to lack of specific technologies; now, with products like fluindapyr, they are equipped to offer valuable solutions directly to growers. "

Medium-Term Outlook and Product Rollout
Q: What is the growth expectation into 2026?
A: Pierre indicated that significant improvements are expected starting in 2026. The growth plan is not back-end loaded; new products and routes to market will contribute to consistent growth over the next three years. By 2026, FMC will benefit from market growth of the core business and full growth of the new products in the growth portfolio, driven by expanded sales organizations and new technologies. "

Rynaxypyr Sales and Generics
Q: How will you manage Rynaxypyr sales amid generic competition?
A: Pierre outlined a dual strategy. At the high end, FMC is developing new mixtures and formulations that enhance efficacy and combat resistance, allowing for price premiums. At the lower end, reduced manufacturing costs enable competitive pricing, allowing FMC to expand into markets previously inaccessible due to cost constraints. This approach aims to capture more hectares by targeting different types of pesticides and market segments, effectively competing with generics. "