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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

Disruption and Chaos

February 2018

The agri-food system is changing and your organization is no doubt working through the ways to cultivate competitive advantage in an industry that’s moving at warp speed. But disruption and chaos in the marketplace isn’t necessarily always a bad thing.

ARTICLE

Tackling Marketplace Changes

December 2017

As farmers face industry challenges and changing consumer preferences, so do the agricultural retailers who supply their inputs and services.

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.

ARTICLE

We Asked; Producers Answered

September 2017

If you work directly with farmers, whether in agricultural inputs or outputs, you know that this is a unique and complex segment and that no two farming operations are the same.