In the past, we took the characteristics that made salespeople (or ourselves) successful over the last 20 years and looked for those traits in potential hires. What do we do when the world is more complex?
We all know that buying and selling agricultural inputs is more than just receiving or offering a lower price. But can we be more specific?
Knowing your customer base is more important than ever, especially when your customer base includes the complex operations run by today’s large-scale commercial agricultural producers.
There isn't much attention paid to how decision-making transitions from one generation to the next on family farms. The problem? As the roles of each on-farm generation evolve, it affects more than just the farm families. It affects the businesses who work with them.
When it comes to conducting business, there isn't a more important word or concept than customer trust.
The current low-price crop commodity climate is tightening margins and making producers thing about how to reduce input costs. But it's not just about costs per acre -- even in tight times.