Stoller on a growth path in the Midwest
Educating growers and ag retailer agronomists has been a main emphasis as Stoller USA has advanced product sales in the row-crop markets and is increasing its presence in the Midwest. With 14 sales representatives serving the nation, the company is looking to increase its sales force in the Midwest.
“During the last several years, we realized in the Midwest, especially in row crops, we needed to find a channel to get to the growers a little more effectively than we had been doing in the past,” said Wayne Smith, Stoller USA general manager.
The company has been establishing stronger working relationships with the wholesale distribution channel in the upper Midwest.
The Stoller products, which mainly alleviate stress factors in a crop, were first recognized as highly beneficial to growers in the specialty, high-value crops as a group of consultants began working with the company about 20 years ago.
“In my opinion, with the commodity prices where they are today, there is no such thing as a high-value crop because everything we deal with is high value in the grain markets, too,” said Tom Daniel, sales and marketing director for Security Seed and Chemical.
“Ten years ago when corn and soybean commodity prices were much lower, a one- to two-bushel increase in soybeans or a four- to five-bushel increase in corn may not have given a grower enough return. But with today’s commodity prices, suddenly the return on investment from a $6 to $12 treatment is pretty nice,” Daniel said. That one-bushel yield increase is definitely the low end of yield enhancement but shows that any yield increase more than pays for an investment, he explained.
The 13 retail locations of the full-service farm supply Security Seed and Chemical have jumped into selling Stoller products in a big way based on what the products have shown in the company’s own field research trials and third-party research. The company’s service area stretches from southern Indiana to northern Georgia and Alabama and has headquarters at Clarksville, Tenn. Major crops serviced are corn, full-season soybeans, wheat, double-crop soybeans and tobacco.
Daniel said Stoller products fit a wide range of crops, but the products’ capabilities need to be fully understood so that proper use and application information are passed along to a grower. Some growers also turn the application responsibility over to Security, which helps increase the company’s custom application business. Security is big in pesticide and liquid fertilizer custom application.