|  March 2, 2010
Welcome to White Commercial's Monthly Newsletter. We've designed this to be a quick read! Our desire is to provide concise meaningful information each month to help you grow your grain operation and add value to your grain elevator business. Each month will feature a "Golden Nugget," a valuable tip to help you become more successful. The sharing of ideas has power. We will be sharing ideas in this newsletter on how to successfully face challenges and to make the most of the opportunities that present themselves in 2010 and beyond. What's the "Golden Nugget" for this issue? The "ProfitTalk," create meaningful and productive relationships with farmers. The next issue will feature Jeff Reardon, the White Commercial Financial Specialist, interviewing a notable panel of seasoned agricultural lenders on the realities of financing grain elevators as we move into 2010. Thank you for giving us a few minutes of your time and the opportunity to answer some of your challenges. Best wishes, Cindy Smith  The FIVE ANCHORS of Successful Grain Merchandising Over the years, White Commercial has been priviledged to work with many extraordinary successful grain elevator companies. As we have watched them grow we have come to recognize that the businessess that experience the greatest successes share common traits. Curious to know what they are? "The Five Anchors that Create Success in the Grain Elevator Business: What is the Biggest Merchandising Challenge of 2010 for Your Grain or Feed Business?" A Grain Merchandising Workshop Join us at a workshop nearest your area: Tuesday, March 16th - Springfield, IL
Wednesday, March 17th - Utica, IL
Wednesday, April 7th - Grand Forks, ND
Wednesday & Thursday, May 5th & 6th - Hutchinson, KS
Tuesday & Wednesday, May 18th & 19th - Burlington, CO What are we going to talk about? - Getting grain bought and creating loyal farmer relationships
- Knowing basis values so you can be comfortable selling whether you own the grain or not
- Managing spreads to create the ideal merchandising environment
- Putting all of this together with a meaningful plan
- Going deep in your organization - Who should know all this?
To register for the workshop call me directly at (888) 546-9555. Early Registration Gift!
Register 7 days prior to the meeting and receive the top selling 2010 Update book "The Art of Grain Merchandising." ($100 Value) 
"It's amazing what you can do when you get others in the organization involved." "Cindy, I brought my whole team of location managers to the Grain Buyers Bootcamp in St. Louis. Afterwards, they immediately went home and implemented the ProfitTalk - these were people who had never been responsible for buying grain before. The result: within 3 weeks of attending bootcamp they more than tripled the amount of bushels they forward contracted. It's amazing what you can do when you get others in the organization involved." Janetta Fowler
Grain Merchandiser
Producers Grain
El Dorado Springs, MO 
Anchor #3: Create Meaningful and Productive Relationships with Farmers The "ProfitTalk"
- A Golden Nugget What is your response when a customer asks you, "What do you think the price of corn will do today?" How do you convert a question that really can't be answered into a productive and profitable conversation . . . or better yet, how do you begin the process of transforming his/her focus from price to profit? Grain marketing is a tough job for farmers, and we can help by presenting a simple, consistent message aimed at helping them be more profitable. Uncertainty creates opportunity and the ProfitTalk is more important now than ever. From time to time, the market gives farmers the opportunity to lock in good prices. These opportunities often coincide with some concerns about the crop. For some, the concerns become a distraction to marketing, or an excuse to wait for higher prices. The focused marketer realizes that these opportunities are relatively rare, relatively short-lived, and must be acted upon when they exist. This has been be a long, late harvest in most areas of the country. Target Contracts can ensure that a profitable price isn't missed, and let the producer and elevator focus on getting the bushels in while the Target Contract takes on the job of watching the market. Nearby concerns create opportunities for the future too. It's not too early to enter profitable targets for 2010 and beyond. |