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Reading Time: 2 minutes “While there’s no foolproof system, I strongly believe incremental selling has helped those producers who employ it,” says Frank Backx from Hensall District Co-operative in southwestern Ontario. It elevates the average price because sales generally will be done on rallies in the market, not into declining markets. Backx suggests breaking the crop into a minimum […] Read more

Reading Time: 3 minutes Which marketing tools are right for you? There’s no one answer, the pros say. Instead, it all depends on your objectives plus your cash flow needs and your debt-to-equity position. For example, if it’s critical to protect a price level in order to pay off an operating line, then your best choice may be to […] Read more

Reading Time: 3 minutes Many growers make it a routine. They always sell to the same short list of favoured third parties, such as brokers, local dealers or elevators. “Understanding who actually uses the commodity and identifying the actual buyers is a critical piece of market information,” says Jerry Bouma of Toma & Bouma Management Consultants, Edmonton. Then, you […] Read more

Reading Time: 2 minutes Communicating regularly with buyers will make it easier when you go to sell. “Guys will call me, via cellphones, from the combine,” says Linda Feltz from Wallenstein Feed and Supply near Guelph, Ont. Farmers who make a point of keeping connected to market information and buyers seem to come out ahead. They know their cost […] Read more

Reading Time: 2 minutes Farm storage is a marketing tool. If it’s integrated into your marketing plan, it can increase net returns. If abused, it only adds cost. “On-farm storage allows farmers to separate delivery decisions from pricing decisions,” says Charlie Pearson, market analyst for Alberta Agriculture and Food. “It also allows farmers to make delivery and pricing decisions […] Read more