http://www.agweb.com/blogs/ Marketing Strategy AgWeb.comhttp://www.agweb.com/blog/Marketing_Strategy_214/The_Price_of_Independence_is_Improving_Your_Marketing_9750/        A reader commenting on my last posting (Greedy or Opportunistic) asked the question, “How are we supposed to know what a good price is when inputs and crops are no longer based on true supply and demand?”  Fair question. We certainly [...]“How are we supposed to know what a good price is when inputs and crops are no longer based on true supply and demand?” Fair question. We certainly are in “new times” when it comes to marketing crops. Marketing today is more difficult than it has ever been. I have some suggestions for this reader, and encouragement. I believe so strongly in the importance of doing marketing well, because it has the potential to help American producers remain independent and successful.]]>Scott StewartSun, 14 Jun 2009 22:13:54 GMT9750http://www.agweb.com/blog/Marketing_Strategy_214/Thoughts_on_Harvest_9945/A 12-row chopper isn’t the right tool for everyone. That principle holds true for any task. In farm marketing, some producers are like skilled carpenters, well-equipped to use the “hand tool” and do much of the work themselves. Others need different tools or a different approa [...]Scott StewartWed, 07 Oct 2009 09:49:10 GMT9945http://www.agweb.com/blog/Marketing_Strategy_214/Whats_Standing_in_Your_Way_10564/Do you ever feel you could accomplish more if it weren’t for just one or two things getting in the way? In business, we call these things constraints . There may be only one or two constraints that limit what you want to accomplish in your marketing. Take stock now, so that you can take ste [...]constraints. There may be only one or two constraints that limit what you want to accomplish in your marketing. Take stock now, so that you can take steps to improve in this important area of your farm business.]]>Scott StewartTue, 20 Oct 2009 10:17:17 GMT10564http://www.agweb.com/blog/Marketing_Strategy_214/The_Gifts_the_Markets_Are_Giving_You_10956/ When someone hands you a gift during the holidays, will you wait to take it because a bigger one might come along? When the market hands you good value, it’s a gift. It’s your opportunity to gain. When someone hands you a gift during the holidays, will you wait to take it because a bigger one might come along? When the market hands you good value, it’s a gift. It’s your opportunity to gain.]]>Scott StewartThu, 17 Dec 2009 23:08:03 GMT10956http://www.agweb.com/blog/Marketing_Strategy_214/Separate_the_Chatter_from_the_Valuable_Grain_10996/I recently read Jim Collins’ popular business book, Good to Great. In it he says, “The good-to-great leaders were able to strip away so much noise and clutter and just focus on the few things that would have the greatest impact.”Scott StewartMon, 04 May 2009 15:14:54 GMT10996http://www.agweb.com/blog/Marketing_Strategy_214/Psychology_of_selling_during_a_bull_market_11490/ In a bull market, when you make a sale, do you later second-guess it? Enthusiasm, greed, indifference and contempt—to name a few—are emotions that lead to poor decision-making and Monday Morning Quarterbacking. Think big picture when making sales in a rising market. Judge decisions unde [...]In a bull market, when you make a sale, do you later second-guess it? Enthusiasm, greed, indifference and contempt—to name a few—are emotions that lead to poor decision-making and Monday Morning Quarterbacking. Think big picture when making sales in a rising market. Judge decisions under the light of time, and remember that your goal should be to achieve the highest possible average price over the long haul.]]>Scott StewartFri, 28 May 2010 17:51:00 GMT11490http://www.agweb.com/blog/Marketing_Strategy_214/USDA_Report_Makes_Producers_Think_USDArrrgggghhh_11678/ What gets producers angry? No need to answer that question, as it’s been made clear that the USDA report on corn yields is one thing that does. For some, the numbers are wildly inaccurate. Perhaps one remedy is for producers to put energies elsewhere. What gets producers angry? No need to answer that question, as it’s been made clear that the USDA report on corn yields is one thing that does. For some, the numbers are wildly inaccurate. Perhaps one remedy is for producers to put energies elsewhere.]]>Scott StewartThu, 18 Feb 2010 13:02:34 GMT11678http://www.agweb.com/blog/Marketing_Strategy_214/Wanna_Bet_on_the_USDA_Report_11688/ Well-meaning market advisors and producers get too wrapped up in these reports. We like being “right” about the market, knowing where prices are going and feeling smart about our fundamental or technical analysis. This is all great if it works. Unfortunately, being right doesn’t m [...]Well-meaning market advisors and producers get too wrapped up in these reports. We like being “right” about the market, knowing where prices are going and feeling smart about our fundamental or technical analysis. This is all great if it works. Unfortunately, being right doesn’t matter much. All that really matters is what prices do.]]>Scott StewartFri, 26 Jun 2009 23:13:51 GMT11688http://www.agweb.com/blog/Marketing_Strategy_214/Profit_margins_affected_by_high_oil_11858/ A poster last month wrote that disruption in Iraq’s oil supply years ago cost everyone a lot of money. I agree with his assessment and have some suggestions on how to deal with that sort of thing. Producers have to be prepared for the opportunities the market gives them. A poster last month wrote that disruption in Iraq’s oil supply years ago cost everyone a lot of money. I agree with his assessment and have some suggestions on how to deal with that sort of thing. Producers have to be prepared for the opportunities the market gives them.]]>Scott StewartTue, 09 Mar 2010 16:28:28 GMT11858http://www.agweb.com/blog/Marketing_Strategy_214/Uncertainty_Abounds_Take_Control_11907/ I wish there was a way to eliminate uncertainties from harvest, because I know it would make these days a bit easier right now for every farmer. When it comes to marketing, remember that  uncertainty is what creates opportunities. In the face of uncertainty, you can take control by planning f [...]I wish there was a way to eliminate uncertainties from harvest, because I know it would make these days a bit easier right now for every farmer. When it comes to marketing, remember that uncertainty is what creates opportunities. In the face of uncertainty, you can take control by planning for contingencies.]]>Scott StewartWed, 11 Nov 2009 18:30:24 GMT11907http://www.agweb.com/blog/Marketing_Strategy_214/BP_Disaster_A_Lesson_in_Planning_12182/ People will write that there are lots of lessons to be learned from British Petroleum’s Deepwater Horizon oil rig disaster in the Gulf of Mexico. One lesson BP should have learned and applied a long time ago? Scenario planning. Scenario planning was implemented by an oil company 40 years ago, [...]People will write that there are lots of lessons to be learned from British Petroleum’s Deepwater Horizon oil rig disaster in the Gulf of Mexico. One lesson BP should have learned and applied a long time ago? Scenario planning. Scenario planning was implemented by an oil company 40 years ago, saving it from the financially devastating effects of the 1973 OPEC oil embargo. Scenario planning can save producers from the financially painful]]>Scott StewartFri, 11 Jun 2010 10:52:00 GMT12182http://www.agweb.com/blog/Marketing_Strategy_214/You_Gotta_Believe_Its_Worth_the_Effort_12612/ I talked to a producer just this week who quipped, “Marketing isn’t fun because you are never right. Unless you hit the top every time, there are always regrets.” All this emotion leads producers to believe that marketing simply cannot be done well. It’s a no-win situation [...]I talked to a producer just this week who quipped, “Marketing isn’t fun because you are never right. Unless you hit the top every time, there are always regrets.” All this emotion leads producers to believe that marketing simply cannot be done well. It’s a no-win situation… You are beat up by everyone and everything… You have no control. Let's dispel these myths and start believing that marketing can be done well.]]>Scott StewartWed, 15 Jul 2009 00:07:49 GMT12612http://www.agweb.com/blog/Marketing_Strategy_214/Sell_and_Defend_When_Markets_Offer_Value_12723/Farmers tend to be slower to react in a bear market than they are in a bull market. This tendency is why I usually recommend "sell and defend" when the markets are offering value. This strategy guards against the killer loss, yet leaves you open to opportunity. This tendency is why I usually recommend "sell and defend" when the markets are offering value. This strategy guards against the killer loss, yet leaves you open to opportunity.]]>Scott StewartMon, 11 Jan 2010 10:16:05 GMT12723http://www.agweb.com/blog/Marketing_Strategy_214/What_is_a_Good_Basic_Strategy_to_Follow_12990/ I’ve consistently written about taking a strategic approach and why it’s better than an outlook-based approach. Some readers probably want a more concrete example of what I mean by this. I’d like to give you an example of a good, basic strategy for corn and beans, based on my year [...]I’ve consistently written about taking a strategic approach and why it’s better than an outlook-based approach. Some readers probably want a more concrete example of what I mean by this. I’d like to give you an example of a good, basic strategy for corn and beans, based on my years of coaching experience.]]>Scott StewartThu, 06 Aug 2009 12:04:57 GMT12990http://www.agweb.com/blog/Marketing_Strategy_214/Marketing_is_an_Input_Expense_13582/ Marketing should be viewed the same way you view other inputs on your farm operation. You can’t do without fertilizer or chemicals, and cutting back on these important inputs usually leads to lower yields and reduced revenues. The same is true for marketing. Farmers who actually have a budge [...]Marketing should be viewed the same way you view other inputs on your farm operation. You can’t do without fertilizer or chemicals, and cutting back on these important inputs usually leads to lower yields and reduced revenues. The same is true for marketing. Farmers who actually have a budget for marketing free themselves to make better decisions, and they harvest the rewards from this more professional approach.]]>Scott StewartTue, 01 Sep 2009 13:13:02 GMT13582http://www.agweb.com/blog/Marketing_Strategy_214/Stop_Predicting_Start_Empowering_14143/Welcome to a very different type of marketing column. This blog is designed not simply to report what is happening in the markets and what you can do in response, but rather to help you become a better marketer. How? By helping you break some lifelong habits, and teaching you to look at marketing in [...]Scott StewartTue, 21 Apr 2009 10:35:08 GMT14143http://www.agweb.com/blog/Marketing_Strategy_214/Undisciplined_Players_Dont_Make_the_Playoffs_14409/ I have often compared marketing to football throughout my career. Consistency over time moves the ball ahead in football, and in marketing. Consistency carries a team through 16+ games of a football season, and likewise it can carry you through many years of farming.   I have often compared marketing to football throughout my career. Consistency over time moves the ball ahead in football, and in marketing. Consistency carries a team through 16+ games of a football season, and likewise it can carry you through many years of farming.  ]]>Scott StewartFri, 11 Dec 2009 15:08:48 GMT14409http://www.agweb.com/blog/Marketing_Strategy_214/Resolutions_for_Marketing_in_2010_14469/ I think we are all naturally frustrated by things we can’t figure out or control. It’s human nature. As 2009 draws to a close, I encourage you to resolve that markets are not going to frustrate you in 2010. I think we are all naturally frustrated by things we can’t figure out or control. It’s human nature. As 2009 draws to a close, I encourage you to resolve that markets are not going to frustrate you in 2010.
]]>Scott StewartMon, 28 Dec 2009 22:47:26 GMT14469http://www.agweb.com/blog/Marketing_Strategy_214/Resolutions_Revisited_14591/ Remember those New Year’s resolutions? Did you make any, and are you still adhering to them? If so, congratulations. Resolutions are easier said than done. This is especially true for those who decided to take a new approach to farm marketing in 2010. Remember those New Year’s resolutions? Did you make any, and are you still adhering to them? If so, congratulations. Resolutions are easier said than done. This is especially true for those who decided to take a new approach to farm marketing in 2010.]]>Scott StewartTue, 30 Mar 2010 22:30:34 GMT14591http://www.agweb.com/blog/Marketing_Strategy_214/Plant_Science_Applied_to_Marketing_14666/ Liebig's Law states that growth is controlled not by the total of resources available, but by the scarcest resource – the limiting factor . This concept was originally applied to study plant growth. It can also be applied to your whole business operation. Ask yourself, “ [...]Liebig's Law states that growth is controlled not by the total of resources available, but by the scarcest resource – the limiting factor. This concept was originally applied to study plant growth. It can also be applied to your whole business operation. Ask yourself, “What is my primary constraint?” Is it marketing? Maybe it's time for a methodical assessment of this important aspect of your business.]]>Scott StewartThu, 29 Oct 2009 10:39:33 GMT14666http://www.agweb.com/blog/Marketing_Strategy_214/Whats_Next_for_Corn_14761/ Is $7 corn unthinkable? What about at $2? Certain market scenarios make both prices a possibility. One factor that could influence price is the high level of index fund open interest in corn futures that we’re seeing right now. The index funds are currently net long the same number of futures [...]Is $7 corn unthinkable? What about at $2? Certain market scenarios make both prices a possibility. One factor that could influence price is the high level of index fund open interest in corn futures that we’re seeing right now. The index funds are currently net long the same number of futures contracts as when corn was at $8. This gives us the potential for serious market volatility. What steps have you taken to position yourself? Are you prepared for whatever scenario unfolds?]]>Scott StewartThu, 22 Apr 2010 11:46:18 GMT14761http://www.agweb.com/blog/Marketing_Strategy_214/Still_Holding_Out_Woulda_Coulda_Shoulda_14982/ As prices began dropping in early '09, producers didn’t want to sell on the way down, so they didn’t sell. Then prices fell some more, and many didn’t sell because prices might go back up. Now they don’t want to sell because prices are even lower and they feel like they miss [...]As prices began dropping in early '09, producers didn’t want to sell on the way down, so they didn’t sell. Then prices fell some more, and many didn’t sell because prices might go back up. Now they don’t want to sell because prices are even lower and they feel like they missed the boat. What about you? Do you have the discipline to get sales made?]]>Scott StewartThu, 23 Jul 2009 19:53:32 GMT14982http://www.agweb.com/blog/Marketing_Strategy_214/The_Joy_of_Farm_Marketing_15124/ If you’ve ever tried to change a person’s mind about something, you know it’s not easy, especially if that person’s beliefs are strong. The better approach is to offer a good reason to experience your point of view. As they say, doing is believing. When it comes to almost an [...]If you’ve ever tried to change a person’s mind about something, you know it’s not easy, especially if that person’s beliefs are strong. The better approach is to offer a good reason to experience your point of view. As they say, doing is believing. When it comes to almost any product or service, including marketing, you have to try something different before you can believe something different.]]>Scott StewartTue, 04 May 2010 12:00:00 GMT15124http://www.agweb.com/blog/Marketing_Strategy_214/Opinions_Will_Be_Plentiful_Among_Advisors_15385/ I will be among the advisors who attend next week's Marketing Rally in Chicago. Yes, I like others will share my opinion about what the markets will do. But it’s just an opinion. Collecting bushels of opinions from advisors in order to make marketing decisions almost certainly lead [...]I will be among the advisors who attend next week's Marketing Rally in Chicago. Yes, I like others will share my opinion about what the markets will do. But it’s just an opinion. Collecting bushels of opinions from advisors in order to make marketing decisions almost certainly leads to missed opportunities. Why? Because when everybody’s opinion reaches consensus, the market is almost sure to do the opposite. That’s the way markets work.]]>Scott StewartWed, 25 Nov 2009 12:38:34 GMT15385http://www.agweb.com/blog/Marketing_Strategy_214/Dont_Let_Emotion_Be_Your_Guide_16148/What has changed since Top Producer's " Marketing Sins" survey in December 2008? Markets change, but the need for discipline in marketing remains constant. My advice: Lay out your marketing strategies in advance, when the market is closed. Then when your buy or sell signal is trigger [...]Top Producer's "Marketing Sins" survey in December 2008? Markets change, but the need for discipline in marketing remains constant. My advice: Lay out your marketing strategies in advance, when the market is closed. Then when your buy or sell signal is triggered, get it done. Don’t allow emotion to guide your marketing decisions.]]>Scott StewartMon, 28 Sep 2009 20:39:37 GMT16148http://www.agweb.com/blog/Marketing_Strategy_214/Strategies_for_Cutting_Options_Costs_16449/ In my previous post I outlined a good, basic marketing strategy to follow. I talked about how buying put and call options offers peace of mind against market volatility and received a few comments from readers about the cost of options. Allow me to expand a bit on the effective use of options, and [...]In my previous post I outlined a good, basic marketing strategy to follow. I talked about how buying put and call options offers peace of mind against market volatility and received a few comments from readers about the cost of options. Allow me to expand a bit on the effective use of options, and why I believe using them wisely serves the producer’s best interest. Being covered and insured when you need it is key.]]>Scott StewartFri, 21 Aug 2009 09:37:18 GMT16449http://www.agweb.com/blog/Marketing_Strategy_214/Earn_the_Confidence_of_Lenders_16631/ When you talk to your lender about your marketing (or your spouse or whoever else may be judging you), think about this: The better prepared you are, and the more comprehensive your approach, the greater your chances of success will be. Here are some suggestions to help you earn the confidence [...]When you talk to your lender about your marketing (or your spouse or whoever else may be judging you), think about this: The better prepared you are, and the more comprehensive your approach, the greater your chances of success will be. Here are some suggestions to help you earn the confidence of your lender.]]>Scott StewartWed, 16 Sep 2009 14:07:40 GMT16631http://www.agweb.com/blog/Marketing_Strategy_214/Why_the_anger_over_“prices_brokers_and_lies_16773/I often see a lot of negative, broad-brush pasting of advisors in responses to marketing blogs, most recently earlier this week. I understand people can get very emotional over marketing. Emotions sometimes get the best of us all. Still, the fact remains: there are advisors and firms& [...]Scott StewartFri, 05 Feb 2010 22:17:41 GMT16773http://www.agweb.com/blog/Marketing_Strategy_214/Weekends_Are_a_Lot_Like_Marketing_17773/ For some of us, weekends lately are planned around the football playoffs. In the analysis that surrounds the games—some might say “suffocates” them—you often hear about what the best teams possess. One trait in particular is crucial to your marketing. For some of us, weekends lately are planned around the football playoffs. In the analysis that surrounds the games—some might say “suffocates” them—you often hear about what the best teams possess. One trait in particular is crucial to your marketing.]]>Scott StewartFri, 22 Jan 2010 11:19:51 GMT17773http://www.agweb.com/blog/Marketing_Strategy_214/So_the_Report_Was_Bearish_for_Corn_What_Will_You_DO_About_It_17921/Did you guess right? Or were you one of the surprised? Remember, in the big picture, it matters more what you do than what you think .  While reports sometimes change a trend temporarily, this report only accelerated a trend that was already in place. With such a downtrend, being heav [...]it matters more what you do than what you think.  While reports sometimes change a trend temporarily, this report only accelerated a trend that was already in place. With such a downtrend, being heavily priced before the report, through the report and in the weeks that follow is the wise strategy.]]>Scott StewartThu, 02 Jul 2009 10:45:22 GMT17921http://www.agweb.com/blog/Marketing_Strategy_214/Who_Cares_What_the_Market_Does_18022/ You may have surmised from my two earlier columns here that I am not fixated on analyzing what the markets are going to do on a day-to-day basis. People in this business can be paralyzed by too much analysis... Not seeing the forest for the trees. You may have surmised from my two earlier columns here that I am not fixated on analyzing what the markets are going to do on a day-to-day basis. People in this business can be paralyzed by too much analysis... Not seeing the forest for the trees.]]>Scott StewartTue, 12 May 2009 12:23:58 GMT18022http://www.agweb.com/blog/Marketing_Strategy_214/The_supply_and_demand_dilemma_18057/ In response to my blog on Feb 5, in which I wondered about the anger of Linda Smith’s “prices, brokers and lies,” one poster said producers are “held hostage” by farm programs and suggested producers might blame themselves for the overproduction that hurts their profit [...]In response to my blog on Feb 5, in which I wondered about the anger of Linda Smith’s “prices, brokers and lies,” one poster said producers are “held hostage” by farm programs and suggested producers might blame themselves for the overproduction that hurts their profits. I would encourage producers to re-focus their energies.]]>Scott StewartMon, 01 Mar 2010 15:23:57 GMT18057http://www.agweb.com/blog/Marketing_Strategy_214/Marketing_Doesnt_Discriminate_On_the_Basis_of_Size_18366/ Many readers responded last week to what I said about comments to Linda Smith’s “prices, brokers and lies.” Good points were raised, and I appreciate the opportunity to address them. One reader wrote that large-acreage farmers are pushing smaller operations out and seemed to sugge [...]Many readers responded last week to what I said about comments to Linda Smith’s “prices, brokers and lies.” Good points were raised, and I appreciate the opportunity to address them. One reader wrote that large-acreage farmers are pushing smaller operations out and seemed to suggest that marketing has a hand in it. Today’s blog is my reaction to that. Next, I’ll address those anger-inspiring USDA reports, the thought that oil costs producers money, and the notion that there’s simply too much production.]]>Scott StewartFri, 12 Feb 2010 15:02:27 GMT18366http://www.agweb.com/blog/Marketing_Strategy_214/Why_planning_for_crops_is_similar_to_selling_them_18622/ Looking at the big picture, making decisions in advance, preparing for any number of variables . . . this describes the effort that goes into planning field operations. Why not take the same approach with your marketing? You’ll be more satisfied. Looking at the big picture, making decisions in advance, preparing for any number of variables . . . this describes the effort that goes into planning field operations. Why not take the same approach with your marketing? You’ll be more satisfied.]]>Scott StewartMon, 15 Mar 2010 15:49:06 GMT18622http://www.agweb.com/blog/Marketing_Strategy_214/Greedy_or_Opportunistic_19001/ Ultimately, in this economy, only the most prosperous will survive. You need to be the producer in a position to afford a new piece of equipment more easily than the average producer. You need to be able to weather a bad yield year more easily than the average producer. Only those who consistently [...]Ultimately, in this economy, only the most prosperous will survive. You need to be the producer in a position to afford a new piece of equipment more easily than the average producer. You need to be able to weather a bad yield year more easily than the average producer. Only those who consistently produce margins above and beyond the average will prosper and grow in the long run. So what have you done recently to capture the most from corn price rallies?]]>Scott StewartFri, 29 May 2009 23:37:48 GMT19001http://www.agweb.com/blog/Marketing_Strategy_214/Disaster_Planning_-_Part_2_20284/ Thank you to the reader who asked about the cost of planning for a worst-case scenario in farm marketing, a question that arose after my previous blog, BP Disaster: A Lesson in Planning . Fortunately, I have a suggestion. Unfortunately, oil continues to gush into the Gulf waters. Thank you to the reader who asked about the cost of planning for a worst-case scenario in farm marketing, a question that arose after my previous blog, BP Disaster: A Lesson in Planning. Fortunately, I have a suggestion. Unfortunately, oil continues to gush into the Gulf waters.]]>Scott StewartMon, 21 Jun 2010 00:29:41 GMT20284http://www.agweb.com/blog/Marketing_Strategy_214/The_Xs_and_Os_of_Marketing_20532/ Put, calls, out-of-the-money options—and a whole host of other marketing terms—have an important parallel to words like the buttonhook, cover 2 and dime coverage. They’re all tactics employed when strategically planning for success. The one football tactic you never want to use in [...]Put, calls, out-of-the-money options—and a whole host of other marketing terms—have an important parallel to words like the buttonhook, cover 2 and dime coverage. They’re all tactics employed when strategically planning for success. The one football tactic you never want to use in your marketing is the Hail Mary. Instead, do as one client described: Chip away, chip away, chip away.]]>Scott StewartTue, 06 Jul 2010 13:07:50 GMT20532http://www.agweb.com/blog/Marketing_Strategy_214/Happy_Independent_Farmer_Day_21365/ Thomas Jefferson was the third President of the United States. He was a signer of the Declaration of Independence. Among his many other talents, he was also a farmer. I thought it fitting as we come up on this Independence Day weekend to recognize independent farmers in America today, as Jefferson [...]Thomas Jefferson was the third President of the United States. He was a signer of the Declaration of Independence. Among his many other talents, he was also a farmer. I thought it fitting as we come up on this Independence Day weekend to recognize independent farmers in America today, as Jefferson so vigorously did more than 200 years ago.]]>Scott StewartFri, 02 Jul 2010 22:58:01 GMT21365http://www.agweb.com/blog/Marketing_Strategy_214/Does_a_Man_Get_Pregnant_You_Bet_21487/ Guest blogger Jacquie Voeks, a Stewart-Peterson senior market advisor, answers the age-old question “Why is it so hard to sell my crop?” with the insight only a woman can provide. Guest blogger Jacquie Voeks, a Stewart-Peterson senior market advisor, answers the age-old question “Why is it so hard to sell my crop?” with the insight only a woman can provide.]]>Scott StewartSun, 27 Jun 2010 14:44:54 GMT21487http://www.agweb.com/blog/Marketing_Strategy_214/Write_Your_Own_Financial_Reform_21588/ Whatever the financial reform bill was created to do about reining in Wall Street, it’s not going to change the way you market your production. The recent legislative wrangling was a sideshow. When it comes to farm marketing, it’s up to you—not government— to take contr [...]Whatever the financial reform bill was created to do about reining in Wall Street, it’s not going to change the way you market your production. The recent legislative wrangling was a sideshow. When it comes to farm marketing, it’s up to you—not government— to take control. You can! It requires embracing the many marketing tools you have at your disposal.]]>Scott StewartMon, 19 Jul 2010 11:40:02 GMT21588http://www.agweb.com/blog/Marketing_Strategy_214/knowing_your_average_carries_a_lot_of_weight/Knowing the weighted average price for your entire crop can help you determine the best time to price your crop.Scott StewartThu, 19 Aug 2010 22:35:00 GMT21758http://www.agweb.com/blog/Marketing_Strategy_214/advisors_are_like_fitness_trainers/Market advisors are like fitness trainers. Both push you in an effort to help you.Scott StewartFri, 03 Sep 2010 22:32:00 GMT21880http://www.agweb.com/blog/Marketing_Strategy_214/learn_the_language_of_marketing/Improve your marketing: Become familiar with only a fraction of the thousands of marketing tool combinations.Scott StewartFri, 08 Oct 2010 18:11:00 GMT22139http://www.agweb.com/blog/Marketing_Strategy_214/theres_a_friday_in_every_week____and_a_surprise_around_every_corner/The Friday, October 8, USDA report showed once again that volatility and uncertainty are ever present in the markets. The report illustrates how futile it is to try to predict what the market might do. That's why it's so important for grain producers to be prepared for whatever might happen. Scott StewartMon, 11 Oct 2010 10:06:00 GMT22154http://www.agweb.com/blog/Marketing_Strategy_214/thirteen_habits_and_behaviors_your_competitors_practice/While there are no guarantees for successful marketing, there are 13 habits and behaviors commonly found among producers who are satisfied with their marketing.​Scott StewartMon, 25 Oct 2010 14:25:00 GMT22254http://www.agweb.com/blog/Marketing_Strategy_214/are_you_feeling_uncertain_theres_good_reason_for_it/Producers should not get complacent now that crop prices are favorable. Permanent, unexpected volatility and rising land rents underscore the need to be prepared when it comes to farm marketing.Scott StewartWed, 10 Nov 2010 16:10:00 GMT22371http://www.agweb.com/blog/Marketing_Strategy_214/know_your_weighted_average_/Knowing the weighted average price for your entire production is important to your farm marketing. It takes emotion out of your marketing. It's also an important element in preplanning marketing decisions.Scott StewartWed, 24 Nov 2010 09:37:00 GMT22476http://www.agweb.com/blog/Marketing_Strategy_214/unwanted_company_coming/The future of agriculture could be shaped by large corporations seeking high ROI in farm operations and farmland. Such a shift could dramatically change producer operations, similar to the way hog producers now operate. It could also change rural American life as we know it. A key to preventing this [...]Scott StewartThu, 16 Dec 2010 09:14:00 GMT22612http://www.agweb.com/blog/Marketing_Strategy_214/imagine_corn_exceeding_your_imagination/Corn in the mid $20 to low $30 range? Continued market volatility and a confluence of factors – such as ethanol use, outside investors, elevators running out of money, margin liquidation and foreign purchases – could lead to new record highs in commodity prices. While the potential numbers are hard [...]Scott StewartThu, 23 Dec 2010 09:23:00 GMT22665http://www.agweb.com/blog/Marketing_Strategy_214/ethanol,_a_finite_idea/The most impactful trend in commodities over the last 10 years is ethanol. Ethanol production has grown substantially, especially during the past five years. Economically speaking, ethanol has the potential to become explosive. Yet, ethanol is not likely to be a lasting demand source. An alternative [...]Scott StewartTue, 04 Jan 2011 11:35:00 GMT22752http://www.agweb.com/blog/Marketing_Strategy_214/february_6_scenario_bowl/The NFL Super Bowl sets an example for how to approach farm marketing: planning, planning, planning. Coaches for both teams with take a scenario planning approach to the game, making decisions in advance for all the possible scenarios that might unfold. Producers should do the same with their market [...]Scott StewartThu, 03 Feb 2011 12:16:00 GMT22992http://www.agweb.com/blog/Marketing_Strategy_214/super_lessons_from_dallas/The Super Bowl can teach us a lot about marketing, such as always be prepared, have a backup plan, create contigencies, don't give up and don't get overly confident.Scott StewartFri, 11 Feb 2011 08:17:00 GMT23054http://www.agweb.com/blog/Marketing_Strategy_214/dont_be_fooled_by_average/There's a perception that producers should not spend time on marketing during volatile times because their reward will be only an average price. Perhaps the reason some people equate marketing to average returns is because much of what is written about marketing is based on a price outlook approach. [...]Scott StewartMon, 21 Feb 2011 10:29:00 GMT23141http://www.agweb.com/blog/Marketing_Strategy_214/whats_ahead_for_the_us_economy/When you combine the most recent economic collapse and the money spent to come out of it, the sluggish recovery, and all the other new spending, one thing seems clear: The U.S. economy is slowly headed toward insolvency. One of the most important things Americans need to do in the decade ahead is to [...]Scott StewartThu, 10 Mar 2011 22:47:00 GMT23268http://www.agweb.com/blog/Marketing_Strategy_214/swimming_upstream/Recent world events, both natural disasters and social unrest, remind us that the only certainty you can count on is continued uncertainty and volatility. The only sensible reaction is to prepare your business for the unexpected. Scott StewartWed, 16 Mar 2011 13:18:00 GMT23313http://www.agweb.com/blog/Marketing_Strategy_214/know_your_tools_in_your_toolbox/A big part of marketing in this day and age is opportunity management. You have to balance the opportunities and the risks. Just be sure you understand the risks and the opportunities of the tools that you're using. If you don't understand them, don't use them.Scott StewartThu, 17 Mar 2011 10:13:00 GMT23318http://www.agweb.com/blog/Marketing_Strategy_214/will_independent_family_farms_survive/According to Illinois Farm Bureau research on consumers’ perceptions of agriculture, consumers generally like farmers, but they dislike anything related to a corporate farm. This becomes disconcerting if we see a lot of growth in big corporations taking over our family farms—a distinct possibility c [...]Scott StewartSun, 20 Mar 2011 14:29:00 GMT23335http://www.agweb.com/blog/Marketing_Strategy_214/rising_prices_stoke_emotions_too/As prices climb, so can anxiety over when to sell and how much. That is because a myriad of factors can change prevailing market sentiment at almost any time and cause prices to tumble. When prices rise significantly and then fall, we usually see three types of marketers emerge.Scott StewartFri, 15 Apr 2011 00:02:00 GMT23504http://www.agweb.com/blog/Marketing_Strategy_214/the_higher_sale_price_brought_disappointment/You’re likely never happy when prices for your production fall. Last time, I wrote how even rising prices make producers anxious. Well, there’s another common price scenario that triggers an emotional reaction, and this one might really surprise you.Scott StewartTue, 26 Apr 2011 11:29:00 GMT23569http://www.agweb.com/blog/Marketing_Strategy_214/over_time,_three_principles_help_you_win/If extreme market volatility is a consistently recurring factor in commodity marketing, how can you position yourself to protect what you work so hard to earn? You can—and must— adopt three marketing principles: consistency, strategy and discipline. The goal of these principles is to remove volatili [...]Scott StewartThu, 12 May 2011 17:09:00 GMT23706http://www.agweb.com/blog/Marketing_Strategy_214/how_to_break_the_bond_between_the_market_and_your_emotions/Breaking the market’s hold on your emotions—in effect, its sway over decision-making—will help you position your marketing to strategically capture opportunity and manage risk. First, you have to prepare to act counter to what seems to make sense.Scott StewartThu, 26 May 2011 22:30:00 GMT23823http://www.agweb.com/blog/Marketing_Strategy_214/farming_when_acres_are_cost-prohibitive/Rising farmland values carry implications beyond cost that could change farming as we know it.Scott StewartTue, 07 Jun 2011 08:46:00 GMT23900http://www.agweb.com/blog/Marketing_Strategy_214/three_farm_marketing_lessons_from_rain/Aside from unpredictability, what can rain teach about marketing? Here are three key lessons to keep in mind next time the sky pours forth and throws a wrench into your livelihood.Scott StewartMon, 27 Jun 2011 14:19:00 GMT24038http://www.agweb.com/blog/Marketing_Strategy_214/the_no_1_danger_to_your_marketing_–_plus_three_tips_for_prevention/When markets rise, so can apathy for marketing. Here are three tips to help you continue capturing price opportunities as you protect against the risks that can strike when you least expect it.Scott StewartThu, 14 Jul 2011 09:34:00 GMT24162http://www.agweb.com/blog/Marketing_Strategy_214/the_forgotten_market_factor_that_cries_wolf/Factors influencing market moves are like the shepherd boy who cries wolf. They constantly set off alarms. One factor worth keeping an eye on is quantitative easing policy.Scott StewartThu, 28 Jul 2011 17:10:00 GMT24272http://www.agweb.com/blog/Marketing_Strategy_214/slow_change_promises_big_change/Generation Y, those people between the ages of 19 and 32, will be the next dominant generation in America. They have different ideas about farming than their parents and grandparents.Scott StewartTue, 23 Aug 2011 14:52:00 GMT24456http://www.agweb.com/blog/Marketing_Strategy_214/exhaustion_a_legitimate_marketing_excuse/If you ever tell yourself you need to do more with your marketing, yet never find time to do it, is time really the challenge? There's a bigger, perhaps better, excuse.Scott StewartFri, 28 Oct 2011 09:52:00 GMT24980http://www.agweb.com/blog/Marketing_Strategy_214/bad_news_for_the_economy,_good_news_for_agriculture/Brian Beaulieu, an economist with the Institute for Trend Research, recently offered economic scenarios for the next 20 years. If he's right, the road ahead looks like a roller-coaster. Here's the lowdown.Scott StewartTue, 22 Nov 2011 21:42:00 GMT25228http://www.agweb.com/blog/Marketing_Strategy_214/staring_down_uncertainty_four_stories_prompting_questions/There's one question we get asked all the time. But times are changing. More often, farmers are asking the strategic questions.Scott StewartMon, 09 Jan 2012 12:29:00 GMT25656http://www.agweb.com/blog/Marketing_Strategy_214/classic_example_of_the_need_to_think_ahead/Planning ahead can matter a lot in life as well as in marketing.Scott StewartFri, 17 Feb 2012 08:41:00 GMT26083http://www.agweb.com/blog/Marketing_Strategy_214/be_aggressive_be_conservative_be_aggressively_conservative/Should you fear Friday's report? Not if you're prepared like this.Scott StewartWed, 28 Mar 2012 14:27:00 GMT26483http://www.agweb.com/blog/Marketing_Strategy_214/whats_in_your_plan_b/Contingency plans gain importance every day. These ideas can help you create your Plan B.Scott StewartFri, 27 Apr 2012 11:57:00 GMT26784http://www.agweb.com/blog/Marketing_Strategy_214/five_ways_to_inject_discipline_into_your_marketing/Five ways to inject discipline into your marketing - taking these steps can prevent frustration and stress caused by market volatility.Scott StewartThu, 31 May 2012 16:03:00 GMT27134http://www.agweb.com/blog/Marketing_Strategy_214/preparing_for_price_moves/Ideas to help you prepare for the possibility of a long downward price slope.Scott StewartTue, 24 Jul 2012 20:50:00 GMT27557http://www.agweb.com/blog/Marketing_Strategy_214/three_traits_of_talented_farm_owners/Delegating unnecessary decisions frees you to do what you do best.Scott StewartMon, 08 Oct 2012 11:56:00 GMT28206http://www.agweb.com/blog/Marketing_Strategy_214/whats_your_why/Why do you do what you do? Knowing the answer can inspire you to figure out how you can best do it.Scott StewartFri, 16 Nov 2012 14:00:00 GMT28607http://www.agweb.com/blog/Marketing_Strategy_214/can_you_learn_to_love_volatility/The ultimate path to business success involves managing price risk and finding a way to embrace volatility.Scott StewartTue, 05 Feb 2013 14:56:00 GMT29292http://www.agweb.com/blog/Marketing_Strategy_214/how_the_past_five_years_have_prompted_a_new_era_for_farm_businesses_-_and_all_industries/Increasingly, businesses are recognizing the opportunity and risk management as a priority.Scott StewartSat, 20 Apr 2013 18:27:00 GMT29974http://www.agweb.com/blog/Marketing_Strategy_214/are_you_ready_for_higher_interest_rates/Rate hikes and inflation are a very real threat looming on the horizon. Have you thought through the impact this could have on your business?Scott StewartFri, 03 May 2013 09:50:00 GMT30067