No matter how well you run a farm, working with the wrong middleman can diminish your margins.
And the process of buying, storing and selling agricultural commodities is one if the least understood.
This is a threat to every agribusiness, since there are many middlemen who can't meet the needs of either side of their customers.
Fortunately, what makes a good middleman is obvious once you know it.
In today's episode, Robert Geers of Michigan Agricultural Commodities shares the decisive skill of successful middle market grain handlers. And how to get referrals for new business partners.
Show highlights include:
- Why regional grain handlers get the best margins for growers (even if the big players pay for the best talent) (2:06)
- How to convince an agribusiness to refer new customers to you of their own accord (5:07)
- The “Advisor” method that makes a farmer trust your ability to maximize their profits (10:33)
- Why “Basis Eyes” are the greatest asset of a middle man in the agricultural business space (and how you can get them too) (16:00)