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Agrimarketing : January February 2014
Pioneer, through their subsidiary, PHI Financial Services, Inc. “The deferred payment loan offer provides customers the opportunity to delay payment on purchases until after harvest through the TruChoice Financing Program,” says Mike Wineland, DuPont Pioneer Senior Credit Manager, North American Operations. “The process if the customer wants to take advantage of the offer. The offering also allows end-users access to funds when times are lean, and they need to have this as a piece of the total operating funds. “We feel that, over the years, customers who use the financing program are more likely to remain customers and have a higher amount of their total farm seed purchases with DuPont Pioneer. And it locks in early purchases,” he concludes. Some companies, such as BASF and Wilbur-Ellis, prefer to use third-party resources. “About five or six years ago, Wineland end-user is able to take advantage of the discounts offered before payment of the purchase. “The program also offers a pre-approval to customers who qualify, which makes it an easy customers were coming to BASF, inquiring about financing purchases from BASF,” reports Jason Ward BASF Brand Manager. “It was retailer-driven and farmer-driven. So as we heard this interest in the marketplace, we wanted to explore possible partners who might be able to help us provide this service to our retailer and farmer customers.” Ward joined BASF 17 years ago as a sales rep. He has worked in TWO CREDIT SUPPLIERS WEIGH IN JOHN DEERE FINANCIAL Johnston, IA (Des Moines) Jayma Sandquist, Vice President Marketing U.S. and Canada, shares the commitment John Deere Financial provides to the agricultural market. “Our goal is to improve the performance of agricultural retailers and ag producers by providing simple, dependable credit for all types of agricultural products and services.” “For the retailers, our multi-use financing for crop inputs helps manage receivables, while accelerating cash flows, increasing sales, and reducing risk,” says Sandquist. “For the ag producer, we provide a convenient way to finance everyday and seasonal crop input purchases through more than 7,000 businesses throughout the U.S. This saves producers money and improves cash flow through competitive interest rates and flexible payment terms. “And unlike with any other financing options available, ag producers can also use their multi-use account at Sandquist their John Deere dealerships to purchase parts and service. In addition, they can use John Deere Financial for their equipment financing and leasing needs as well.” PROPARTNERS FINANCIAL (PPF) Lake Elmo, MN (Twin Cities) Ted Cybularz, Senior Vice President Marketplace, reports, “We came out of a Farm Credit System collaboration that started in the 1990s, and we’ve been in the marketplace in our current form since 2001. Our current ownership is 10 Farm Credit Associations who collectively represent 25% of the System’s assets. “Our focus is delivering crop production financing only to ag retailers’ customers — whether that’s product- specific sales or full operating lines. This allows us to offer not only a very effective product, but also service that meets the ag retailing industry’s needs. “Because we focus on retailers and their customers, we don’t cross-sell to bring business to other segments of our operation. We don’t promote our name … we promote the retailer’s name. And we don’t use customer lists to market other products. The customer belongs to the dealer, not PPF, so our interests are directly aligned with the ag retailer.” AM January/February 2014 s Agri Marketing 23 Ward “We sought out a number of people in the financial industry. And after a series of discussions and meetings, it was John Deere Financial that married best with the interests of BASF and those of our farmers and retailers.” (more on page 25) marketing for the past 10 years and is currently responsible for the row crop fungicide business including brands such as Priaxor fungicide, Headline AMP fungicide, Twinline fungicide, Caramba fungicide and Headline fungicide.
Marketing Services Guide 2014