农场存储是机会而不是威胁

A great person once said, “If you help others get what they need, you’ll get what you want.”

这个概念在许多行业中都是如此，但是在谷物业务中尤其如此。那些能够真正为客户提供价值的人将得到回报。谷物公司意识到这一点，并孜孜不倦地为农民提供一个以有竞争力的价格倾倒谷物的地方，在收获期间24小时工作，提供后勤支持和运输，并为他们的农民制定良好的政策在友好的客户服务和快速的付款方面，销售他们的谷物，提供远期合同的机会等等。这一价值是巨大的，对于使我们的谷物行业有效和繁荣的所有参与者都是必要的。

在过去的十年左右的时间里，我们在谷物业务中看到了一些繁荣的时期。当我开车穿越该国时，我不断看到商业谷物业务和农业运营建造的闪亮新垃圾箱。增长和机会比比皆是！
Unfortunately, this is where some folks in the commercial grain business begin to feel threatened and get nervous over the growth of farming operations. But why?

从外面看，这似乎是合乎逻辑的。如果您从事将农民的谷物放在垃圾箱中，那么农民建造自己的谷物垃圾箱似乎对您的业务有明显的威胁。

Providing value

I can tell you this from experience, whether you think farm storage is or isn’t a threat, you’re right. I’ve seen grain managers with declining bushels shrug their shoulders and use on-farm storage as an excuse to explain away their businesses issues, while the yields and usage in their area soar. I’ve also seen grain managers out working hard on their relationships and growing their businesses exponentially without running any more physical grain through their facilities.

它回到我们的原始观点：您能否提供价值并帮助一个谷物垃圾箱的农民得到他的需求？当然，作为基础交易谷物业务。这可能不是通过传统的方式来消除他的压力，长时间工作并拥有最快的谷物腿，而是在使他进入最佳市场，从而提供后勤灵​​活性，营销灵活性等。

Think about it, do you know how to best make money off grain bins? It’s what you do! You have knowledge and expertise that your farmers don’t have. That’s not an oversight on their part, they know how to make money farming and are good at it. That’s the focus of their business and it should be because where they truly make their money.

So how can you go about providing value to farmers with on-farm storage? The first way is to help them understand where the value is in their grain storage and how to capture it for their farming operation.

To a producer with new farm bins (and their banker), the new storage should give them added return, but how do they go about figuring exactly what that is? That’s a loaded question, and there’s not a precise formula, but there are plenty of misconceptions about what goes into that answer, so let’s separate fact from fiction regarding common thoughts on the use of farm bins that you can communicate to your coustomers.

Logistical Efficiency: Fact

When harvest conditions are upon us, it’s go time. Twenty minutes to town, an hour in line (or worse), and 20 minutes back to the field is a grind and it’s maddening when there’s rain in the forecast. Most won’t have the space to hold their entire crop, so the added time of going to a commercial grain handler won’t be completely avoided, but every little bit helps. Farm storage can save time and can save the farmer from weather that can diminish the quality of their crop.
更多的销售时间：小说

First of all, is more time really needed anyway? A good commercial grain company will have a market ready to buy farmer grain for one-two years before harvest. Besides that, if you still need time after harvest to sell your grain, there are plenty of options available to farmers: storage, price later, basis contracts, minimum price contracts, etc. All of which can be done without having your own grain bin.

Picking Up Market Carry: Fact
可以做到这一点，但必须以决定性的，有意的方式进行，以避免属于以前的等待出售谷物的类别。有两种方法可以做到这一点。首先是为了让农民对冲蒲式耳，锁定携带量，并在进行现金出售时取消树篱。当然，这需要交易期货帐户。由于担心保证金电话或其他风险，许多生产者没有期货帐户，但是在没有期货帐户的情况下，还有另一种捕获携带的方法。

The second way is for the farmer to make their harvest sale for a deferred delivery slot. Let’s say it’s harvest and the local elevator is paying $3.50 for spot bushels. Rather than selling for $3.50, they can still sell to the elevator that day, but for Jan/Feb/March delivery at a higher price. This higher cash price comes from a carry in Dec/March futures as well as a higher basis in non-harvest time. So, instead of selling $3.50 corn at harvest, the producer sells $3.75 corn to be delivered Jan/Feb/March. Keep in mind, this is not a delay of marketing the grain, but rather in the delivery of it.

Avoiding Storage Costs: Fiction

我知道，这似乎有点违反直觉，但是跟着我一会儿。是的，如果他们等待收获后的价格，并且在商业空间中，他们将支付一笔费用，而如果他们在自己的空间中就不会。但是，这些存储费是他们部分支付的东西，以将风险（质量和收缩）转移到电梯上。如果他们自己保留谷物，他们会假设这种风险。无论农民在照顾垃圾箱方面有多好，这都是一个真正的风险。即使是最伟大的谷物处理人员/运营专家，也有某个时候也遇到了问题。商业电梯的优势是将风险散布在许多不同质量的蒲式耳中，以及一批专业人士的专业人士，请遵守一切。$ 10 $ 10的大豆缩水为10美分。为了换取不支付费用的费用，他们正在承担这种风险或更多。

农场谷物存储显然对农业运营非常有益。但是，如果无法正确管理，它具有损害整体农场营销计划的能力。与当地谷物电梯的商品销售合作，以了解许多营销和交付选择总是一个好主意。您可以帮助客户从市场上提取尽可能多的东西，并提供很多灵活性。这是一个很大的价值，即使客户正在建造更多自己的垃圾箱，并且在收获时不需要那么多的服务，也可以继续填补您的需求。❚

—Jason Wheeler