Russia’s mineral fertilizer industry has undergone significant transformation in recent years. Companies have abandoned the previous model, where products were created based on factory capabilities and then sold under the “produce and sell” principle. The focus has now shifted to independent market research and demand generation. Investments made over the past decade in product line development and production modernization have played a crucial role in these changes. As a result, enterprises have gained the ability to respond flexibly to farmers’ needs and produce fertilizers that best meet their requirements.
At the “Chemistry – Energy of Life” session during SPIEF-2026, experts discussed how the industry is adapting to new conditions. According to them, producers are paying more attention to target audience analysis and building operations across the entire chain — from product development to delivery to the end consumer. Another important shift is the change in priorities: whereas technology and production costs were once the central focus, the key factor now is the customer and their needs. Companies are actively implementing new approaches to get closer to clients and offer solutions that are truly in demand. As a result, the Russian fertilizer industry is becoming more customer-oriented and agile in responding to demand fluctuations. This not only strengthens positions in the domestic market but also expands export opportunities by offering competitive products abroad.
