1. What It Takes To Succeed In Cooperative Feeder Cattle Marketing Emmit L. Rawls Professor Agricultural Economics

2. Is There A Need?

3. The need for cooperative marketing often evolves from the need of smaller producers to gain some of the benefits available to larger producers.

4. Examples Special sales Special sales Graded sales Graded sales Video sales Video sales Internet sales Internet sales Retained ownership Retained ownership

5. If individual producers are not large enough to have market power, then they may want to commit to work together to have market power.

6. Suggestions for beginning Hold an interest meeting Hold an interest meeting Invite an expert Invite an expert –Someone with experience in organizing a marketing cooperative/group –Someone who is a member of a successful established marketing group Have open time for questions, concerns, and suggestions Have open time for questions, concerns, and suggestions

7. Suggestions for beginning At that meeting through a survey or open discussion At that meeting through a survey or open discussion –Get a preliminary count of the number of cattle to be marketed –When marketing is preferred –What weight cattle are to be sold Make a decision to proceed or not Make a decision to proceed or not

8. Begin with the end in mind. – Stephen Covey Organizational considerations

9. Develop a mission statement Develop a mission statement Set goals Set goals –Intermediate to long term Set concrete objectives Set concrete objectives –Short to intermediate term Communicate Communicate –Make sure mission statement, goals and objectives are communicated to all current and interested potential members

10. Organizational considerations Decide if the organizational structure is to be a non-profit corporation or cooperative Decide if the organizational structure is to be a non-profit corporation or cooperative Establish criteria for membership and for board of directors Establish criteria for membership and for board of directors Plan for orderly rotation of directors and officers Plan for orderly rotation of directors and officers Suggest requiring directors be active marketers at least once every two years Suggest requiring directors be active marketers at least once every two years

11. Organizational considerations Have geographical area served fairly represented by directors Have geographical area served fairly represented by directors One person = One vote One person = One vote Have directors meet at least quarterly Have directors meet at least quarterly

12. Organizational considerations Some pitfalls to avoid Some pitfalls to avoid –Decide what the organization is and is not –It is not a good idea to use a member’s breeding stock –It is not a social club –It is not a place to sell feed and farm supplies –Some groups have bough feed/animal health supplies together

13. Organizational considerations If sale of cattle is an objective – contract with a bonded marketing agency to handle sale of cattle If sale of cattle is an objective – contract with a bonded marketing agency to handle sale of cattle Some portion of marketing fee can be remitted to association for market development and promotion Some portion of marketing fee can be remitted to association for market development and promotion If cattle are to be harvested and processed – make sure proper arrangements are made for payment If cattle are to be harvested and processed – make sure proper arrangements are made for payment Consider possible sale dates Consider possible sale dates

14. Organizational considerations Make a commitment to the organization Make a commitment to the organization

15. Commitment to the organization People are committed to an organization when they act like the organization is important People are committed to an organization when they act like the organization is important –They show up –They follow through –They stick with it –They give of themselves even when they feel uncomfortable or have to make sacrifices

16. Commitment to the organization People are committed to an organization when … People are committed to an organization when … –They care about the goals of the organization –They care about the people of the organization

17. “Commitment requires hard work in the heat of the day; It requires faithful exertion in behalf of chosen purposes.” – John Gardner

18. Production considerations Production plan and practices need to be focused on the product to be marketed Production plan and practices need to be focused on the product to be marketed –What can you promise buyers of your cattle regarding…? Health Health Performance Performance Quality Quality Satisfaction Satisfaction

19. If you cannot promise anything, do you deserve anything more than average price for a particular weight, grade, sex, breed or color? THINK ABOUT IT!!

20. Production considerations Production plan and practices need to be focused on the product to be marketed Production plan and practices need to be focused on the product to be marketed –This can be “tough” given the independent nature of livestock producers

22. Independence

23. Cooperation

24. Production considerations Changes may need to be made in order to market a uniform product - - such as Changes may need to be made in order to market a uniform product - - such as –Breeding season –Genetics or breeds used –Health / vaccination program –Weaning / management program –Method of marketing

25. Can one have a successful marketing program without uniform production? Can one have a successful marketing program without uniform production? –Yes – However, with the emphasis today on supply chain management, the price penalty for lack of uniformity will be increasing. Production considerations

26. The price spread between what the market wants and what the market will take will widen in the future.

27. Keys to succeed in cooperative livestock marketing Definite clearly defined need Definite clearly defined need Learn from successes/failures of others Learn from successes/failures of others Communicate clearly goals and objectives Communicate clearly goals and objectives Strong responsive leadership Strong responsive leadership Representative governance Representative governance

28. Keys to succeed in cooperative livestock marketing Cooperation Cooperation Commitment and enthusiasm Commitment and enthusiasm Evaluate and publicize successes Evaluate and publicize successes Critique and correct as necessary Critique and correct as necessary

29. Through cooperation YOU CAN EFFECT CHANGE or you can wait and have CHANGE AFFECT YOU.

30. Change is inevitable; adaptation and survival are optional. -Dee Likes Kansas Livestock Association

31. Questions?

32. http://economics.ag.utk.edu Department of Agricultural Economics