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Browse By Topic: Sales
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.

ARTICLE

Sharing what you stand for

June 2016

At their most basic, branding and sharing what your organization stands for are about figuring out how you want your organization as a whole to be viewed by the people in your target markets. The challenge many agribusinesses face is shifting what customers already believe about the company to what the company wants them to believe.

ARTICLE

Developing Ag Sales Managers

March 2016

We know that the majority of sales managers at agribusinesses are promoted from the ranks of successful salespeople. There is good logic in that. But, there are a few challenges for sales managers who come from the ranks of salespeople.

ARTICLE

Purdue center offers online course for ag sales professionals

March 2016

A new online course from Purdue University's Center for Food and Agricultural Business will help sales managers and advanced salespeople better understand opportunities within their sales territories and maximize leadership and coaching skills.

CASE STUDY

Alltech Lexington Brewing and Distilling Company

September 2015

Early September 2015 was an exciting time for Pearse Lyons, serial entrepreneur and founder of Alltech, the Lexington, Kentucky-based animal health company. Having recently completed an acquisition that lifted Alltech global revenues to $1.6 billion,a Lyons had just announced a sales target of $100 million for Alltech Lexington Brewing and Distilling Company, the craft brewing and distilling business he founded in 1999.