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Browse By Topic: Sales
ARTICLE

Precision Selling

June 2018

Farms are getting larger. While the rate of consolidation seems to have slowed slightly in recent years, the trend continues in almost every sector of farming. A larger share of all input purchases is made by fewer farmers, making each account increasingly important to suppliers.

ARTICLE

Sales, Marketing and Liquidity

May 2018

For better or worse, marketing and sales efforts affect not only the profitability of a firm but also the firm’s liquidity, or its ability to meet short-term financial obligations.

ARTICLE

Knowing Your Customer

April 2018

In the world of agribusiness, 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.

ARTICLE

Building Your Sales Force

March 2018

How do you, as an agribusiness sales manager, make sure you have confidence in the players on your sales team?

ARTICLE

Producers' Purchasing Preferences

October 2017

In the “2017 Large Commercial Producer Project,” Purdue University asked farmers to rank product performance, price, and supplier relationship when purchasing crop inputs. The result: Most farmers have clear favorites.

CASE STUDY

Glanbia Performance Nutrition

September 2017

This case lays out Glanbia’s decision to enter the sports nutrition
business; highlights the repeatable growth model it developed around its first acquisition,
Optimum Nutrition; and describes the scaling of this model through acquisition and
innovation. The case concludes by presenting the challenges and opportunities that faced
CEO Hugh McGuire as he sought to respond to the challenges and opportunities facing the business.

ARTICLE

Defining the Unwritten Rules

April 2017

Changing company culture is no easy feat. In fact, it isn’t even easy to define what company culture is — let alone changing it.

ARTICLE

Determining Value for Your Customer

December 2016

Figuring out what your customers and prospects value is critical given the current environment of the agricultural economy.