and CEO of GROSSDORF
As nitrogen fertilizer prices rise, many farmers have limited their purchases. The owner of GROSSDORF explains that today it’s not just the price that matters, but also the way of working with the client.
“After the May excitement, we saw an active interest of farmers in purchases not only for the fall, but even for the spring of 2026. But since the second half of June, the market has slowed down sharply. The reason is a sharp rise in prices, which many consider to be speculative. Today, an agrarian is an analyst. He counts, evaluates, and does not chase stocks ‘just in case,'” explains Andrii Khaliavka.
Purchases have become targeted: only what is critically necessary. At the same time, farmers expect flexibility from the trader. If the seller is willing to give a discount or offer attractive payment terms — the deal will go through. If not — purchases are postponed.
“This is a new behavioral model. A high price is not a guarantee of a sale. Today, the winner is not the one who just has the goods, but the one who knows how to work with the client in a human way: honestly, flexibly, and in a timely manner.”