1. HOW DO YOU WIN IN TOUGH TIMES? Michael Boehlje Center for Food and Agricultural Business Purdue University

2. The Business Climate: A Downturn

7. Hogs: Estimated Profit/Loss Per Head

8. Key Financial Vulnerabilities 1. Working capital (current assets less current liabilities) Goal – 30% of gross revenue Burn rate – reduction due to losses ($50 – 100 per acre) First line of defense against financial stress

9. 2. Cash shortages Operating losses particularly for renters Increased tax burdens Capital expenditures?

10. 3. Tight repayment capacity Short repayment schedules on equipment/land loans Reduced income/cash flow

11. 4. Solvency – debt load Generally still strong Weakening for highly leveraged Few defaults/bankruptcies

12. How Do I Respond?

13. The Fundamental Premise Be Best In Class!

14. Elements of Best in Class 1. Intense Cost Control - efficiency/productivity is critical - know your cost components per unit sold 2. Margin Management - know your costs of production - know your margins -contribution margin – revenue above operating costs - profit margin - revenue above all costs - protect positive margins

15. Elements of Best in Class 3. Execution - Use SOP’s (standard operating procedures) - Timely operations - Details, details, details

16. Elements of Best in Class 4. Buying Right - Procurement mentality - Compare supplier offers - Use a bid sheet - Sets your cost structure - Don’t pay premiums for control - Consider repairing rather than replacing

17. Elements of Best in Class 5. Managing Operating Risk - Technology performance – pest control, fertility effectiveness/loss, seed selection - Marketing/pricing of inputs and products - Government program and crop insurance participation - Casualty and liability insurance

18. Elements of Best in Class 6. Debt/Capital Management - Maintain working capital - Sources of debt (dealer financing) - Buy vs. lease - Lengthen payment terms - Fix interest rates - Deleverage - Reduce capital expenditures - Don’t surprise your lender

19. Elements of Best in Class 7. Simplification/Automation - Complexity creates confusion/errors/mistakes - Systemize work activities/processes - Adopt user-friendly automation technology (people make mistakes)

20. 8. Do Fewer Things Better - What is your hedge hog – what you do better than anyone else? - Focus and intensify - Outsource Elements of Best in Class

21. 9. Data Management - Collect efficiently - Aggregate but share carefully - Capture the insights - Think carefully – false signals, confirmation bias Elements of Best in Class

22. Best In Class Is Not New Return to the basics Dust off the old playbook

23. How Do We Win in Tough Times? -Resiliency – absorptive capacity – protect your position – “defense” -Agility – capture the upside – “offense”

24. The Bottom Line You can’t accurately predict the future, so position for the challenges and opportunities.

25. Long Term Agriculture Is a Growth Industry

26. Animal Protein as a Share of Total Protein

27. Closing Comments Long-term demand for food, feed, fiber, and energy appears bullish The productivity challenge is significant but we have the technologies to meet the demand While long-term drivers are encouraging the path to the future will be volatile