Helping your customers make the right choices about the products and practices they use each season is likely one of your top priorities. For many ag retailers, one good way to help farmers make those decisions is by creating test plots.
Joe Dee and Hovey Tinsman are two retailer ambassadors for the Corteva Agriscience™ nitrogen stabilizers portfolio. Dee is an agronomist at Ag Partners Coop in Morristown, Minnesota. Tinsman is the president and retail sales manager of Liqui-Grow, which is based in Davenport, Iowa.
Both Dee and Tinsman say they create test plots to help customers decide on the right solutions to get the best yield and, ultimately, the best return on their investments each year.
“They’re great support tools to use during the main selling season. It validates the decision-making for the customer. It helps them figure out what will be the best economic benefit on their farm, what will be the top yield for the least amount of capital input,” Tinsman says.
Dee adds: “It starts with me and trusting a product. Once I feel comfortable with a product and know there’s a positive return, I’ll take it to the grower, and we’ll start trialing it on their farm. For a lot of farmers, seeing is believing, and some will want to do that test plot to make sure it’s right for their farm.”
“It validates the decision-making for the customer. It helps them figure out what will be the best economic benefit on their farm, what will be the top yield for the least amount of capital input.”
Once you and your customer decide to create a test plot, how do you make sure the test is as successful as possible? Dee and Tinsman offer four tips that are their secrets to test plot success:
“It’s to create year-over-year support information to validate what you’re recommending.”
Test plots can be an excellent tool to help farmers make good choices and optimize their ROI. But like any tool, they need to be used correctly to be beneficial. These are just a few pieces of advice to keep in mind when helping your customers this season and beyond.