Start Planning Now for your Successful 2021 Sales Season



Ready or not, fall has officially arrived. Football season is here, the leaves are turning to hues of orange, and combines are starting to roll in fields all over the country.


For the next few months, there will be two main concerns on every grower's mind:


  1. How do I keep moving to beat the weather? and

  2. What is my plan for next year?


Even with question #1 being the priority, the thoughts of preparing for next year remain top-of-mind. During harvest, ag retailers experience one of their busiest seasons as well, with approximately 40% of their total yearly agronomic sales happening in the next three months.


Keeping this in mind, let's look at the grower's perspective for a moment.


In the midst of worrying about getting the yields they need, dispatching their trucks to haul grain to the bin site, and fixing machinery on the fly, they're constantly thinking about what they did in the past to get them here. This is where their sales agronomist comes in, ready to talk about plans for the 2021 crop while the grower still has one foot firmly in 2020.


The agronomist will need to have several discussions with the grower about how the crop has yielded, where certain seed varieties performed well and where others did not, and how effectively weed and insect pressures were mitigated. Once those conversations are completed, the agronomist prepares their recommendations for the next season. From here, the grower needs to review the plans, ask any questions they may have, and then make a decision on what to actually buy. This often needs to happen in a condensed timeline when growers have pre-pay deadlines and program discounts to consider.


So, how long does this process actually take? On average, our partner retailers say that locking in next year's plans for one grower takes six touchpoints, including phone calls, texts, emails, and in-person visits. That's a lot of back-and-forth during the busiest time of the year. And when those touchpoints happen in different places, the likelihood of mistakes and miscommunications are increased.


While we're a long way from the days where the agronomist needed to drive to a grower's farm and sit around their kitchen table to talk about next year's plans, the relationship hasn’t changed. If anything, it’s only getting stronger. What has changed are the available tools and the increasing desire of growers to be able to communicate with their retailers on a digital platform.


What do growers want to be able to do digitally with their trusted ag retailer?


A 2018 McKinsey & Company study shows that 55% of growers still want to engage with their ag retailer, just in a more digitally-enabled way. That percentage continues to increase as time goes on. A major hindrance to these relationships is that some ag retailers struggle to meet the grower where and when they choose to do business. In these instances, the grower has no easy way to digitally evaluate agronomic plans, receive proposals, ask questions, and make product purchases in a centralized location.