By John Roach
Most farmers tell me they find selling crops to be one of the most difficult tasks they face. It is easy to see why. For the farmer looking to make all the right moves, selling crops becomes a very stressful exercise, given Marketing adviser John Roach grew up on a farm near Carlisle, Iowa. the money at stake and inability to find a perfect marketing solution.
Marketing is a difficult job for detail-minded people. I firmly believe most farmers are naturally wired to be detail-minded. Successfully managing time and making timely and accurate decisions are necessary parts of managing a farm and raising crops. And the competitive nature of modern agriculture continues to move land into the hands of those who get the details right.
A frustrAting reAlity
Photograph: Courtesy of Roach Ag Marketing
As soon as you make a sale, you more stressful than 2008, because for years and even worked well in the are certain to learn that you sold too sharply increased production costs record price-breaking 2007 crop year much because prices immediately go have multiplied the financial risks of and, so far, the new price plateau higher. Or that you sold too little be- farming. At least we can expect the 2008 crop year. I firmly believe our cause prices immediately go lower. It weather problems of 2009 to be less plan will continue to work well in is easy to understand how this reality intense than 2008. We can, can’t we? the 2009 crop year and beyond. of marketing would naturally drive Despite these factors, you can take any detail-minded person crazy. away some of the stress and diffi- sell only At overheAted levels
During the last few years, the stress culty of selling your crops in 2009 by Our approach, in a nutshell, is to of selling grain has multiplied due to implementing a simple and success- make up your mind that you will fluctuations in price and substantial ful plan. The plan my firm, Roach Ag only make sales when prices are profit swings. Unfortunately, selling Marketing, and I use has worked well overheated. crops in 2009 is likely to be even You have known for years that
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