en.Wedoany.com Reported - Brazil's agricultural drone market is undergoing a structural shift, with drones transitioning from service provider tools to farmer-owned field equipment. Xmobots, the largest drone manufacturer in Latin America, achieved counter-trend sales growth amid an overall downturn in the agricultural machinery market, securing over 55 million reais in transactions during the Agrishow exhibition, a 25% increase from the previous edition. Meanwhile, total transaction volumes at the concurrently held Tecnoshow and Agrishow exhibitions fell by 15% and 22%, respectively.
Rafael Fernandes, Director of Agricultural Sales at Xmobots, stated that the exhibition data reflects two significant changes: first, drones are no longer seen merely as supplements to sprayers; second, these devices are shifting from service providers to direct purchases by farmers. Fernandes told AgFeed that in 2023, approximately 80% of drones were held by service providers, whereas now 65% to 70% of sold units are owned by farmers. He explained that farmers have realized drones are almost autonomous robots, with operators essentially acting as task supervisors.
Brazil's agricultural drone market is expanding rapidly. According to Xmobots estimates, the country sold only about 250 agricultural drones in 2021, but this number could exceed 11,500 this year, a 38% year-on-year increase. The company estimates that, based on average equipment prices, the annual transaction volume of this segment has surpassed 2 billion reais.
Founded nearly 20 years ago by a group of engineers, Xmobots initially focused on developing "mobile robot systems" before expanding into defense, security, environmental monitoring, and agriculture. Agriculture now accounts for over half of the company's revenue. In defense, security, and environmental monitoring, the company handles everything from hardware and software to final assembly in-house. In agriculture, it adopts a different model, partnering with China's DJI to exclusively distribute DJI equipment in the states of Mato Grosso, Mato Grosso do Sul, and São Paulo, while also developing proprietary technologies to complement field applications.
The SPAD 200 platform launched by the company at the Agrishow exhibition is considered a key factor in its commercial success. This platform is a mobile spray unit mounted on a trailer, capable of transporting and operating two drones simultaneously, integrating a generator, water and chemical tanks, fertilizer, communication antennas, a weather station, and Starlink satellite connectivity. According to Fernandes, the solution requires only two people to operate both devices simultaneously, aiming to reduce labor and increase productivity. Company data shows that a single agricultural drone can spray approximately 28 hectares per hour at a cost of 38.50 reais; a traditional sprayer costs 31.50 reais and can cover 55 hectares in the same time; an aircraft can spray 100 hectares at a cost of 27 reais. Two drones working together can cover 70 to 75 hectares, reducing the cost to 20 reais. The complete solution, including the platform and drones, requires an investment of about 600,000 reais from farmers.
Fernandes noted that drones are gaining increasing application on farms due to their lower investment compared to large spray equipment and their ability to perform more precise spot spraying. Initially, drones were mainly used in marginal areas, hard-to-reach locations, and for spot operations. As the technology matured, the first crops to see large-scale adoption were pastureland, as well as soybean and corn fields. Currently, sugarcane and cotton are rapidly entering the fold, and citrus farming is beginning to pay more attention to drones. The progress of drones in citrus cultivation is linked to challenges posed by Huanglongbing (citrus greening), a disease requiring extensive spraying, which increases the demand for high-precision tools.
The geographical characteristics of the regions where Xmobots operates help explain its business strategy. In São Paulo state, just over one-third of its customers come from the sugarcane industry, one-third from livestock farming, and the remainder is mainly split between soybeans and corn. In Mato Grosso, livestock farming dominates (nearly 50%), followed by soybeans at nearly 30%, corn at just over 15%, and cotton at 3%. In Mato Grosso do Sul, livestock farming accounts for over 60%, followed by soybeans, corn, and sugarcane at 21%, 10%, and 3%, respectively.
Currently, Xmobots operates through a distribution channel, with approximately 78 partners in the three states where it holds exclusive distribution rights for DJI equipment, in a model similar to agricultural machinery dealerships. In addition to equipment sales, partners also provide spare parts, training, and after-sales services. Fernandes emphasized that close ties with farmers are crucial for equipment with short operational windows. The company plans to continue investing in expansion across defense, security, and agriculture, believing that the Brazilian market still has significant growth potential. Fernandes stated that agriculture is one of the company's most important sectors and will remain a primary investment focus.
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