Crop Consulting is Not a Desk Job

Posted in: Innovation, Lessons Learned, Precision Ag, Sales Strategy, Trends & Perspective on May 8, 2018

When you’re providing consultative services to farmers, there’s no substitute for getting away from the office and out into the field. Standing alongside customers in their working environment is where relationships are developed—it’s where you build trust and collect insight to develop the recommendations that contribute to improved performance and profitability.

Straight Talk

Posted in: Innovation, Lessons Learned, Precision Ag, Trends & Perspective on March 18, 2018

When it comes to choosing a retail partner, growers need someone who will give it to them straight. One area where companies often come up short is by making generalizations about the effectiveness of their products, trying to apply “typical results” to a broad range of customers and not acknowledging that what works well on one farm may not work on another farm. Or what works in one section of…

Speaking a Common Language on the Supply Chain

Posted in: Innovation, Lessons Learned, Supply Chain & Logistics, Trends & Perspective on March 18, 2018

The high velocity of today’s agriculture industry is requiring more processes and information to be digitized so it’s easier to store, share and track product information. One variable that causes frequent hiccups along the supply chain are the various coding and naming conventions that organizations adopt to identify products in their systems. This causes headaches when trying to backtrack because…

Helping Customers Fix What’s Broken

Posted in: Innovation, Lessons Learned, Marketing 101, Precision Ag, Sales Strategy, Trends & Perspective on February 7, 2018

Farmers, like anyone else, are compelled to fix what’s broken; and they turn to experts who can help them navigate their biggest challenges. You may have the right programs and products to solve their problems; but yours aren’t the only ones on the market. You need to prove you have the best solution available, and highlighting the differences that will benefit them in your product/program vs.…

Value Creation at the Farmgate

Posted in: Innovation, Lessons Learned, Marketing 101, Sales Strategy, Trends & Perspective on February 7, 2018

In the retail world, tighter margins at the farmgate mean tighter margins for you. It's more important than ever for retailers to be working in partnership with farmers to help them make smart decisions that protect their assets so you can minimize your own losses, protect capital, and run a prosperous business for the long haul. As an industry we most definitely need to be more efficient with resources,…

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