Filter by Tag: Scott Downey.




What is relationship-based selling?

What is relationship-based selling? Author: Dr. Scott Downey, Director and Professor For the majority of my career, relationships have been an important aspect of selling in agriculture. The connections between buyers and sellers remain one of the attractive aspects...



Restarting Your Business

Restarting Your Business Author: Dr. Scott Downey, Director and Professor As salespeople, we thrive on building relationships, expanding our network, interacting with our customers and growing our business. I don’t want to say it’s the thrill of the chase, because I...



The Catalyst: How to Change Anyone’s Mind

Dr. Scott Downey, Director and Professor, Purdue University Center for Food and Agricultural Business The Catalyst: How to Change Anyone’s Mind by Jonah Berger I often say that in Purdue University’s Agricultural Economics department comprised of over 30 faculty...



Don’t Be a Turkey

Back when I worked in banking, there were a lot of mergers. One year, in September, our bank was bought by another, larger organization. Everything was fine until Thanksgiving. In our original company, on the Friday before Thanksgiving, the company would bring each...



Adding Value to Customers

We’ve talked about value in a lot of different ways through the years. We’ve evolved from creating value through products to creating value through products and services, then through a products-service-information combination. We often talk about it as co-creating...



How Sales and Marketing Relate

How Sales and Marketing Relate From AgriMarketing Magazine - Many agribusinesses are struggling with this relationship right now. Consolidation has meant that many organizations who were built on sales are now recognizing that being market driven provides more...



Serving Producers in Volatile Times

Serving Producers in Volatile Times Without question the agricultural industry is experiencing one of the most volatile times in history. This volatility leads to uncertainty about the industry’s future. Certainly, long-term forces are in place to provide a strong...



Market Segmentation Practices of Retail Crop Input Firms

Market Segmentation Practices of Retail Crop Input Firms The farmers targeted by crop input retailers may be divided into distinct groups or segments, but retail crop input firms vary in their ability to implement strategies to serve individual segments. In this...



Large Farmers: A Different Segment

Large Farmers: A Different Segment From AgriMarketing Magazine - Ernest Hemingway once told F. Scott Fitzgerald, “The rich are different—they have more money!” Perhaps agri-marketers today would say that the same is true of large farmers. The large are different; they...