Selling

Ideas for selling your farm and ranch products.

DEXTER CATTLE – JOY, LAUGHTER, AND HEARTBREAK PART II

COVID.  It sucked.  No matter what aisle of the plane that you sit in, even if  you just want to stand in the middle, it sucked.  There was tragedy, heart ache and despair.  Some are still recovering.  Some never will.  All that said, it was eye opening for me.  An introvert by nature (though very few of those that meet me will agree with that description), COVID was somewhat of a respite.  It forced, for better or worse, solitude.  For me, it brought peace.  It got me thinking about our world and my place in it.  It was time to start questioning old habits and accepting the norm.  It was time to start doing.  

Where do I start?  As my late Dad would say, at the beginning.  I started to look for property in a rural area.  That was my first mistake.  I didn’t have a solid foundation as to what I wanted to do.  I looked at field, woods, and pastures.  Some had homes, and others did not.  About all of the properties were a good distance from where I lived and some were located in other States.  After becoming exhausted and frustrated, I realized that my search was futile. I needed to establish what I wanted to do and with what animals.  

My initial thought was horses.  My thought is I could breed horses, and/or run a boarding business.  It was my wife, ever the cynic, who asked the first pointed question. “Do you know how to ride a horse?”  

Contrary to popular opinion in my household, I was a seasoned equestrian and rodeo champion.  At least in my mind I dreamed I could be.  That said, I scheduled horse back riding lessons.  While I enjoyed the lessons, and riding, I started to think it was going to take a lot of time and experience to take other people’s horses in and provide appropriate care.  But alas, fate had other plans.  My wife quit asking about trivial things such as my ability to take care of horses and we sold our home and bought a home with horse stables and acreage.  For me, it was heaven.  

Then reality set in.  I remembered what the goal was.  The goal was to raise our own food.  Horses would be welcome, but horse meat will never be in our diet.  

The internet, love it or lump it, is a source of a great deal of information.  I play the game.  In that, I mean, I disregard all the “great” comments, and all the “terrible” comments and seek the middle,  I tried to not seek articles that I favored but cast a wide net looking for neutrality.  Just the facts, ma’am.  What I found intrigued me.  Dexter cattle.  Ideal for beef, milk, and smaller areas of land.  Hearty animals and docile in nature.  Not miniature, but smaller in stature.  Less intimidating for the new and not an animal that has to be considered a pet.  

I compared to different breeds.  I was intrigued by grass fed and milk that many argue is better suited to sensitive stomachs.  Not only for feeding my family, but the potential of feeding others.  I was not looking for marketing gimmicks but trying to fit a niche.  My niche.  I was told finding the acreage was the hardest part of raising cattle.  I can say with 100% certainty, that is a lie.  But I am having so much fun living my dreams with our Dexter cattle.

A little bit about the author for those who have read this article or maybe even the first article and scrolled to the bottom of this article just to see if someone had the guts to admit writing this.  I own and operate a small farm called “Our Yellowstone LLC” in Illinois.  I couldn’t do it alone, but will keep my wife’s name out of it to protect her innocence.  

DEXTER CATTLE – JOY, LAUGHTER, AND HEARTBREAK PART II Read More »

Selling

We can help you sell your Dexters and farm products

Are you struggling to sell your Irish Dexters? Their Beef?  Farm made products?  

I think one of the hardest things for the Dexter owner is to sell their products. I have a background in marketing, sales and science, which seems to have helped us find our niche.  The Irish Dexter dairy and beef are a niche products and should be marketed with that in mind.  We happen to be grass fed, grass finished another niche market.  I think if you take a step back and look at your market, you will be able to carve out a niche for your Dexter products.  I use the chef Ramsey card all the time….do you know that he prefers Dexter beef and uses them in his restaurants.

Did you know that Crest Point Farms, also a member of the IDC online stores is a supplier to the restaurant market.  Take a look at his marketing on our website and you will see his marketing of both his Irish Dexter beef and Kune Kune pork.  Using the systems put in place for you at the Irish Dexter Cattlemen ( IDC) website you should be able to create this niche for you and your products in your area.

Take a look the products available from Stumpys Acres and Ashron Acres?  They are selling Dexter beef and handmade farm items.   
Also take a look at Maple Creek Dexters, they have no ads currently running, but a lovely write about their farm. Lucky them, they have nothing at the moment that they are trying to sell. This happens with repeat customers and word of mouth selling from happy customers.

But if an online store is not right for you at this time in your marketing…then look to the IDC Marketplace.  To receive a free ad for the marketplace all you need to do is register first  and then fill out the information as  it  prompts you thru the process.  The end result is a beautiful professional looking ad.  You can then copy and paste that link anywhere like FB, IG or an email.  I have found that by using the ad link I look more professional and now have a wait list for my Nubians, Dexters and my soap business has certainly taken off in a big way, as I am now shipping more and more!  It’s no longer just a local sale.  One important feature for me is…it lets me know when my inventory is low by item.  This is helping me produce what I need for my growing business.

The IDC website is so much more than just a marketplace and free monthly newsletter.  With an entry level membership you have access to practically everything in the cattle industry, specific Dexter articles, and access to all three registries….I no longer need to remember other website addresses.  The IDC website is a one stop shop for everything I need, and provides access to anything Dexter.

We can help you sell your Dexters and farm products Read More »

Selling

Must have documents for NEW buyers

Listed below are some things that buyers, especially those new to the breed need to know when purchasing their first registered Dexters. Once you’ve agreed to a purchase, buyers need to be aware of the documentation they should be receiving from the sellers of the cattle. Many new buyers run into a lot of issues, because they don’t know what documents they may need & therefore they don’t know what to ask for. Sellers of registered Dexters should be providing the proper documentation for the buyers of their animals. The buyer will want to be able to register offspring from the cattle they purchase and will need copies of the sire and dam’s genetic testing and case numbers to be able to parent verify the offspring. The following tips are needed, once you have decided on an animal to purchase.

  1. Assuming the buyer is purchasing registered Dexters, they should ask where the Dexter is registered & what is their registration number so that they can look the animal up on the appropriate pedigree page.
  2. If buying an ADCA registered animal, the first owner of the Dexter at birth is the ONLY person who can test and register the animal. Don’t buy an animal that has not been tested & registered by the seller, if you are wanting a registered Dexter. You will not be able to do it yourself.
  3. Seeing and getting a copy of genetic testing is very important for buyers to be able to test and register future calves. Ask to see the animals test results and get a copy of them or at the very least get the case number on the form. You will need this information in the future to test your calves, before registering. We always give copies of the testing on animals we sell.
  4. A PDCA and Legacy animal may be able to be registered with the ADCA, if ADCA requirements are met.
  5. If you want your purchased cattle tested for certain diseases such as Brucellosis, TB, etc. ask if it has been done. If not, ask if the seller is willing to do that and who will cover that expense. This testing is if you ware wanting it for your personal use. It is not required to register.
  6. If the Dexter is being transported across state lines, it likely will need a health certificate from a veterinarian. Different states have different requirements, and your vet should know that info or be able to get it.
  7. If purchasing a bred heifer or cow, do you want to ask for a positive pregnancy test?
  8. If purchasing a young bull, not yet of breeding age the vet will likely list him as a virgin bull on the health certificate. If purchasing a mature bull, a trich test will need to be done.
  9. What form of ID does the animal have? 840tag, tattoo, metal ear clip or Brucellosis tag?
  10. If you live in or are purchasing from a state with brand inspections, ask about those.

When picking up your Dexter, you should leave with these documents from the seller:

Sales Contract – showing purchase price paid, ID of animal or registration number, any pertinent testing, any vaccines, worming or treatments given.

Copies of the animals genetic testing from Texas A&M or UC Davis. This is VERY IMPORTANT. All future calves will need to be parent verified before registration. At the very least, write down the case numbers, if you can’t get copies. You will need to know which lab, the sire and dam of your animal are tested at and if possible, get their case numbers. This is where many run into trouble. They can’t find the parents’ case numbers.

Vet Health Certification for travel, if required with animals ID info.

A pregnancy test, if requested.

A trich test, if purchasing a mature bull.

Brand inspection, if applicable.

Last but not least, please try and keep up with the testing of your calves each year. It will be much easier on you.

.

Must have documents for NEW buyers Read More »

Selling

Simple Strategies to Increase Direct-to-Consumer Meat Sales

Selling meat directly to consumers is a popular method of adding value to established ranches. For some ranchers, selling directly to consumers is even the primary method of sale. Regardless of how it fits into the operation, there are some key marketing strategies that will take sales to the next level when applied correctly.

Simple Strategies to Increase Direct-to-Consumer Meat Sales Read More »

PipeDreams Selling

The Ultimate Guide to Social Media for Farmers

Should I use social media for my farm?

Yes! Social media has become an integral part of digital marketing for many businesses.

For farmers, social media can be a dynamic platform to engage with customers, highlight fresh produce for sale, and market meat online.

Social media marketing for farmers is no longer optional, but an essential way to reach your customers, gain valuable insights, and increase sales to your online farm store. 

The Ultimate Guide to Social Media for Farmers Read More »

Selling

How to Get Your Product Into Grocery Stores

Grocery stores are a great way to put your business into overdrive, giving customers new options in ever-fashionable packaging. Whether you are looking to sell at local convenience stores or big-box wholesale grocers, it presents the perfect opportunity for your product.

Interested in learning more about how to get your product into grocery stores? In this ultimate guide, Mako PKG takes you through the whole process from start to finish.

How to Get Your Product Into Grocery Stores Read More »

Selling

Farm Sales…A Way I Find works

I think one of the hardest things for farmers, ranchers and homesteaders is when they need to sell something off the farm.  That journey should start well before you need to sell something.

Let’s look at the model I use for selling of Dexter beef.  

I share all of the information about our wonderful breed I can, on social media …especially things like, dropping the names of famous chefs that have come to appreciate the quality of our beef.  I also share podcasts, articles and pictures of Dexters in the field, on the plate and in its packaging from the butcher.

So now you have some beef that will be ready to be processed in a few months and you don’t need it for your family.  This is when you need to start looking for potential customers.

How to get started 

The first thing you need to do is decide what you are going to sell and its value.  One of the easiest ways to do this is to look at the market…check out sites like the Irish Dexter Cattlemen, Craig’s List and local social media sites.  By comparing what you see on these you will be able to determine what the price point of what is  selling in your area.  

Things to keep in mind are is it grass-fed and grain finished or grass-fed and grass finished.  The grass-fed grass finished tends to command a higher price.  Another consideration is vaccinated, as more and more folks are looking for unjabbed…this is a term I see more and more.  The more specialized your finished product is, the more you can ask. I say you can ask…because not every  customer values that.   It’s about building the clientele at this point.

Build your own customer base

Once you start to get customers, you will then need to retain them and encourage them to tell their friends.  We always follow up immediately after they get their first quarter or half. Your butcher can also be a big help to you.  He sees and works with a lot of different breeds and will have a much bigger customer base than you.  A really good butcher is so important to your finished product and especially your yield.  My butcher is wonderful about sharing what we have produced and bragging on it for us!

Not everyone knows what Dexter cattle are and that we have, well in my opinion and many of our customer’s opinion,  one of best dual purpose , beef and dairy breeds.  So, how do you get them to see the value of your beef and our  breed?   For us, it was finding like minded folks.  People who were not looking for meat from the local grocery store.  Someone who understood, that by buying the whole, half or quarter of the Dexter they would see an overall better value than the price of just the burger.  Our burger is ancestral beef, another differential that sets us apart from many of the other farmers in our area. It includes a percentage of organ meat.  This maybe valued by your customer,  if they are health conscious…or maybe not important to others or even a put off, to some.

Once they have bought from you, you need to ask them when they will need more.  You want to retain that customer and build on that base.  If they rave about it…ask them to tell their friends and family.  Word of mouth is so much less work and keeps your pipeline full.  If you can’t fill their needs, find another Dexter owner who you can work with and help each other.  For us, it’s about getting them to buy Dexter.

Dealing with objections

Common objects are:

I don’t know if I have enough freezer space…or how big a freezer do I need.  We have many articles, videos and personal writings on the this in the IDC Gazette  But the amount of beef produced is a huge selling feature, as the Dexter doesn’t give the average family, too much to deal with.

In many states they need to pay you for the Dexter and the butcher for the processing.  In other states, they are done at USDA facilities and payment can be made to you including the processing.  Or it can be sold as individual cuts.  If selling individual cuts, more homework will need to be done determining the prices of those individual cuts. So, money can be a factor, as some will need to accrue for it unless you are selling individual cuts.

And my all time favorite objection …I need to talk to my husband or my wife…and then you hear crickets.  You still need to follow up.  Understanding objections can only help you hone your selling skills and prepare you for crazy objections like this last one….lol

Using the Irish Dexter Cattlemen Marketplace

I use the ad I generate using the Irish Dexter Cattlemen for selling.  Why?  Because it’s looks professional,  I don’t have my own website and I don’t want to write a bunch of different ads.To best utilize the ad, I take a picture of it, so they have something to look at and then copy and paste the link of the ad into different social media groups and sometimes even Craig’s list.  Not everyone uses social media or Craig’s list.  So, by using the IDC Marketplace, I have exposure there on the website  and in the FREE monthly newsletter, giving me two more vehicles for selling.  By doing it this way, I only write the ad once and then copy and paste, giving it a professional and consistent look. Feed back from some of the buyers off the site have been very positive. They like that everything is in the ad…registration numbers if applicable, location, price and if it is negotiable and that they can have a private conversation.

When sharing on social media I choose local sites, as shipping, is not much of an option with cost of shipping and the need to keep it frozen.  I also use the Irish Dexter Cattlemen featured post on FB and some of the cattle groups that serve my area, as it’s just not feasible for people to drive great distances for their beef.

Repetition 

Just because you post something once doesn’t get it sold.  People don’t typically look back through post from a week ago or a month ago.  When  they’re wanting to buy something they usually look back maybe a couple of days. 

I suggest you post on Thursdays or Fridays and again on the weekend to get people looking at what you have available.  

If you are keeping your pipeline full, and you are building your clientele, the repetition will not need to be as much.  You will develop wait lists and those lists will need to be worked.  Just because they’re on your waitlist doesn’t mean they’re going to buy again. You need to touch base with them periodically and keep it current because they may have decided to buy somewhere else. I find if you touch base with them monthly or every other month, you’re more likely to keep them on your list of potential buyers.

So in conclusion, the important things to remember are

Look professional.

Start to sell before your are taking your Dexter for processing.

Build up the quality of the breed and its beef….you never know you may sell breeding stock too to that beef customer.

Learn to deal with objections in a positive manner.

Remember, posting it once doesn’t get it sold. 

Here is one of my favorite podcasts for educating buyers about our wonderful breed.

I sincerely hope this helps you…if you have more ideas, feel free to comment.  I would love to hear some of your feedback or unique ways of selling your beef and breeding stock.

Farm Sales…A Way I Find works Read More »

Selling

How To Take Great Photos For Your Online Ads

When it comes to photography for marketing and advertising, creativity and vision are only half the battle.

Images play an essential role in marketing and advertising because they tell a story, convey a brand’s message, and attract widespread attention on social media. Nonetheless, millions of advertising images are on the internet and social media—but only the best images will stand out.

How To Take Great Photos For Your Online Ads Read More »

Selling

Perceived value ….true for dexter milk, beef and breeding stock

A CONVERSATION ABOUT PERCEIVED VALUE:

A customer asked me how much it would cost for a gallon of raw milk .

I gave them a price of $15/gallon.

The customer responded: That’s seems really high.

I asked: What do you think is a reasonable price for this?

The customer answered: $4 maximum

I responded: Ok, then I invite you to do it yourself.

The customer answered: I don’t know how to.

I responded: Alright, then how about for $4/gallon, I’ll teach you how to. So besides saving you $11, you’ll learn valuable skills that will benefit you in the future.

The customer answered: Sounds good! Let’s do it!

I responded: Great! To get started, you are going to need some things. You will need a cow (≈$3000), 45# of dry matter quality feed A DAY, feeders, waterers, an area to let her be a cow, a shelter, a clean area to milk, a milking machine or supplies to hand milk into, preferably electricity for this indoor area and heated water, countless gallons of water, fencing to contain this cow, etc.
Not to mention, there is a very real possibility that your single cow gets sick and doesn’t produce, a bull or someone to AI her because no pregnancy, no milk. Injury, illness, and unexpected weather conditions are always present. Now, you are back to square 1 if she doesn’t breed, dries up, get sick, or dies.

The customer answered: But I don’t have any of those things and I can’t justify buying all of these for a gallon of milk.

I responded: Ok. Well then for an additional $11/gallon, I can rent my supplies, building, and supply hay/grain/minerals/pasture to you.

The customer answered: Okay. That’s fair.

I responded: Great! We will start the project on Monday.

The customer answered: I work Monday through Friday. I’m only available on the weekends.

I responded: If you want to learn from me then you will need to work when I work. We milk everyday, 2x day, so you will need to be here at least 2 hours every morning and every night year round.

The customer answered: That means I’m going to have to sacrifice a lot of my time!

I responded: That’s true. Remember, when you do a job yourself you need to account for unproductive factors.

The customer answered: What do you mean by that?

I responded: Milking a cow doesnt just take a couple hours morning and night. It takes time to muck out her area, town trips to pick up cleaning supplies/teat dip, trucking for hay. It takes time to bottle the milk cleanly, it takes jars, it takes more cleaning of equipment and facility, it takes wear and tear on your milking equipment and feeding equipment. And thats all on top of your other chores/responsibilities.
So we will see you Monday morning, 6 am.

The customer answered: At 6am?!! My work day doesn’t usually start until 8am!

I responded: A cow thrives on a set schedule, milking 2x day should be as close to 12 hours apart as can be, so if you want to start later, that’s ok. But you will need to come back in the evening after your full day of work and milk again at that time, so if you want to start at 8 am, you will milk again at 8 pm. After clean up and bottling milk… you can head home around 10 pm. Saturday and Sunday included. Blizzards or 100 F. No days off here.

The customer answered: You know, I’m realizing that a lot more goes in to quality food than what a customer sees in the finished project. Your proposal of $15/gallon is very reasonable. I would like you to milk and have it ready for me to just pick up..

CONCLUSION:

When you pay for a job, especially a custom job, (whether it’s a physical project or digital project or GROWING AND RAISING FOOD) you pay not only for the material and the work to be completed. You also pay for:

✔️ Knowledge
✔️ Experience
✔️ Custom Skills
✔️ Tools
✔️ Time to plan
✔️ Time to prepare
✔️ Professionalism
✔️ Work Ethic
✔️ Excellence
✔️ Discipline
✔️ Commitment
✔️ Integrity
✔️ Taxes
✔️ Licenses
✔️ Sacrifices
✔️ Liabilities
✔️ Insurance

If you desire fresh, healthy, locally grown food, please don’t disrespect a farmer by trying to get them to lower their prices.

If their proposal exceeds your budget, there’s nothing wrong with going elsewhere.

Just remember.. you get what you pay for.

👉🏼 FARMERS: Know your worth and be confident in it.

👉🏼 CONSUMERS: Recognize their worth and be respectful of it.

Sharing this to support all my friends, family and clients who are Farmers, Entrepreneurs, Business Owners and Tradesman.

-Unknown and edited

Perceived value ….true for dexter milk, beef and breeding stock Read More »

Selling

5 Steps to Successful Direct-to-Consumer Meat Sales

While direct-to-consumer meat sales can offer greater profits, people often underestimate the time it takes to become established.

“How quickly you build your business depends on using your time, investment, and resources wisely,” said Katie Olthoff, co-founder of ChopLocal, an online farmers market that offers products from 45 farmers and butcher shops.

5 Steps to Successful Direct-to-Consumer Meat Sales Read More »

Selling

How to Successfully Sell Wholesale Produce

A USDA report published in 2021 says that sales of local edible farm products grew 35% from 2015 to 2017. This growth is thanks to increased sales through retailers, institutions, and wholesalers​.

Wholesale or business-to-business (B2B) selling is when a business (farm in this case) sells their products to another wholesale buyer or business (e.g., restaurant, grocery store, meat box service). 

How to Successfully Sell Wholesale Produce Read More »

Selling

Increase Your Profits, Enhance Your Brand, Improve Your Market Access

IrishDexterCattlemen.com is a tremendous platform for crafting your compelling brand story, allowing you to connect directly with your buyers at a deeper level. It gives you the ability to differentiate yourself from competitors. Like many online platforms, you can advertise yourself, your farm, your products and achieve real results. Unlike any other platform, Irish Dexter Cattlemen turbocharges your brand story in a Tips & Tricks Guide published monthly that is sent directly to hundreds of the very people most interested in you, what you have to say, and what products you produce. This is how you build a sustainable farm. Want to learn more about farm marketing techniques?

Increase Your Profits, Enhance Your Brand, Improve Your Market Access Read More »

Selling

Cattle Marketing Plans: Traditional vs. Direct to Consumer

To maximize profits, it is crucial that cattle producers have a marketing plan in advance. Many different avenues are available for producers to market cattle, and all have varying regulations and requirements. Although we will be providing beef examples throughout this fact sheet, many of the same rules for meat processing and sales apply to other amenable livestock species.

Cattle Marketing Plans: Traditional vs. Direct to Consumer Read More »

Selling

Do you know how to do a tail stick to get blood for Pregnancy and Tenet Beef testing?

Here is a video that Nancy Bowers, Lonestar Ranch did on blood testing one her Dexters. This the same technique that you will need for testing for Tenet beef tenderness, except you will need much less….lol.

I have sent in 7 tenet tenderness tests to see if our Dexters have this genetic trait. Unlike other testing this is not done on scale and there is no comparison to other breeds. It’s either there or not there.
I truly believe that the tenderness of the beef is correlated to milk and that is sooo important in our dual purpose breed. We are working with them to prove this theory!

I have included what the cards look like, the paperwork that is needed…note it is very little. You can pay on line or send in a check. It is better for the lab if you pay with a check, so that they don’t loose the processing fee, but they are very accommodating.

Do you know how to do a tail stick to get blood for Pregnancy and Tenet Beef testing? Read More »

General Selling

Learn by Example: 7 Successful Small Business Marketing Campaigns

Marketing is an important tool for businesses of all sizes. Small businesses can use marketing techniques and strategies to attract more customers, gain market share, boost brand awareness and create new revenue options. Through these techniques, small businesses can market themselves to existing and potential customers, investors and even other businesses. A marketing campaign’s success is determined by its budget, creativity and strategy for connecting with its target audience.

Here are some small business marketing campaigns to inspire your efforts, along with the do’s and don’ts of creating a successful marketing campaign.

Learn by Example: 7 Successful Small Business Marketing Campaigns Read More »

Selling

Get Camera Ready: Livestreaming Is the Future of Social Media

Get Camera Ready: Livestreaming Is the Future of Social Media Read More »

Selling
Content is for Members Only

Become a Member of Irish Dexter Cattlemen

  1. Register First for free newsletter
  2. Go to Dashboard/My Account
  3. Then At bottom, Buy a membership
Enable Notifications OK No thanks