Stoller on a growth path in the Midwest
Security is known for “what we call ‘new technologies in the marketplace,’” said Daniel. “We started testing Stoller products in our production systems four years ago. We have a full-time staff to do nothing but research and three full-time research farms within our geography on which we do nothing but on-site testing… There are a lot of products on the market that are good but don’t work all the time because they are not applied correctly or the application timing is not just right. And there are a lot of products that just don’t work. Our concept is that we want to be able to test everything and work with it on a local basis so that we can see local results with our growers in the local conditions that we face.”
This kind of testing proved the Stoller products. And even though there have been 20 years of university and Stoller trials, Daniel suggests that Midwest ag retailers will probably only be confident of Stoller products’ maximum potential after they have kept track of exactly when and how to use them with each specific crop—although the Stoller sales representative can be extremely helpful in shortening the learning process.
Because the Stoller products are unlike other products being widely distributed, the sales representative has to be part researcher and technical sales specialist. They cannot be marketing, sales emphasis representatives.
Jeff Morgan, Stoller USA marketing manager, said the company has turned the corner on having a respectable number of commodity crop growers in the Midwest praising the Stoller products. He said there is an ever increasing number of growers who understand what originally was intimidating about the portfolio of products.
“We see some growers who might be a little intimidated about plant hormonal activity or some other big scary words, but once they start to use the products, and they see how easy they are to use and experience the flexible application options, then it is a no brainer to them,” Morgan said.
So, the bottom line appears to be that the increased distribution in conjunction with grower knowledge is providing increased opportunity for ag retailers, specifically in the Midwest, to turn a profit selling the Stoller portfolio.