Always think about your offering:
When you are in sales or (grain origination) your offering is the “conversation”. Have the best conversations with customers.
When you are a grain facility your offering is speed, price, promptness of pay, location, proximity, etc. Have the best delivery experience possible.
Always think about your offering.
If you are a new grain buyer.
1. You have to bring value every call. That means you bring something other than a bid unless you have the best bid in the state, then the bid will do.
2. You get one call. If you don’t bring value, they won’t answer your call again. I had a Cargill sales lead say, if they don’t answer your call that means they don’t value you. Harsh words but made me prepare for every call. You can’t wing it when you are inexperienced.
3. Don’t waste their time. Make the call brief.
4. Write down why you are calling. Then say that the first sentence. It has to be a compelling reason.
4. Ask a great question but don’t ask a question they don’t want to answer.
5. Remember there are 5 or 10 other grain buyers calling this farm. You better be sharper and different.
Is grandpa John there? Is grandma Bea there? Is uncle Jack there? Is Bob Niles there? Are there good horses there? Are there guitars there? Is there laughter there? You’d be 52 today. Happy birthday, Brother.
sane grain retweeted
I opened my first bank account at 14 at Farmers & Merchants State Bank. $41 in quarters from mowing lawns, carried in a Folgers can. The teller, Linda, counted every one by hand and gave me a sucker and a passbook. Nobody asked for two forms of ID. She knew my mom.
When I was 19 and broke, a loan officer named Gary in a short-sleeve dress shirt and a tie from 1987 gave me $3,200 for a truck. No credit score worth mentioning. He just asked who my grandpa was, nodded, and said "he paid his feed bill on time for forty years." That was the underwriting.
There were over 14,000 banks in America in 1984. Today there are fewer than 4,500. Every year a few hundred more get swallowed. The acquirer flies in a guy with a lanyard who says nothing will change. Then the passbooks go. Then Linda goes. Then the lobby cookies. Then the drive-thru tube. Then the branch closes, the vault gets sold for scrap, and the building becomes a Dollar General or a vape shop with a Wi-Fi password taped to the register.
And one day, not that far off, the last one will close. Somewhere in Kansas a man will try to borrow money against a combine and get routed to a chatbot in Charlotte.
Here's the part Wall Street hasn't figured out. Some of these little banks still trade below book value. Clean loan books. Sleepy boards. Deposits that haven't moved since the Carter administration because Doris doesn't trust apps. They're the last real cigar butts left. Ugly, boring, forgotten, and full of value nobody's looking at.
So I buy them. Not because they'll make me rich overnight. Because every share is a vote for a version of capitalism that once knew my name, my mom's name, and my grandpa's feed bill.
The big banks want you to believe this is progress. Go tell that to Gary.
sane grain retweeted
FUNNEL SIGHTING NORTH OF MADISON JUST AFTER 3:00 PM TODAY #SDwx
📸 Samantha Taylor
Adding to my 2 laws of agriculture to help you stay sane.
1. Livestock becomes deadstock.
2. Equipment breaks down.
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A couple things I know from being in the grain business.
Nobody can predict markets. Nobody. If I could I wouldn’t need to run a grain elevator.
There is no free lunch. There is always a trade-off.
We are trying to fix last year’s problem, this year, but this year’s problem is different.
From time to time I watch this. You should too if you like grain elevators, most people don’t. My favorite part is when John tests the moisture at 13.9 then tells the farmer to go “giver hell.”
youtu.be/VGqZn5s_q_Y?is=-x2g…














