Having multiple precision service touchpoints for customers lessens the burden on individual specialists and also allows for cross-training of staff. Southern States Cooperative’s precision farming team discusses the value of developing a network of knowledge that encompasses sales, agronomy, service and application.

Proper collection and analysis of precision farming data is a cornerstone of Southern States Cooperatives’ agronomic business. Having the right tools and partnerships is the foundation for delivery of those services, says David Swain, precision farming manager. He discusses the value of having a robust precision toolbox to enable service sales growth.

Precision farming and agronomy services may be one in the same, but having a flexible approach to support options and tracking active service acres are ways that Southern States Cooperative measures growth. David Swain, precision farming manager, shares examples of how the company has evolved and grown its service-first business model with a “facts” vs. “speculation” approach.

In-season evaluation of precision farming data is a key to the agronomic support delivered by Southern States Cooperative. David Swain, precision farming manager, discusses the benefits and value of establishing a service-bases business model to adapt to and plan for changing customer needs with technology.

Managing a diverse fleet of a few hundred pieces of farm machinery requires a detailed approach to tracking active and idle time. Marlin Melander, fleet operations specialist for agronomy/application equipment, shares Southern States Cooperatives’ methods and challenges to maximizing productivity.

A willingness to share technology expertise with local farm equipment dealerships creates a niche referral business for Southern States Cooperative, but the company also prides itself in having a “deep precision bench.” Weston Waters, precision farming coordinator, David Swain, precision farming manager, Keith Reid, general manager, Chris Carter, communications coordinator and Chris Conway, precision farming coordinator, share their perspective on the value of collaboration.

No two customers are the same in terms of their adoption, use and understanding of precision farming technology. Customizing service offerings to a diverse customer base is the motivation behind Southern States Cooperatives’ tiered plans. Chris Conway, precision farming coordinator, breaks down the pricing and structure of the company’s Discovery, Evaluation and Analysis platforms.

Developing and implementing an in-house training program, Southern States Cooperative takes a top-down approach to keeping employees educated and updated on the latest precision farming systems. Weston Waters, precision farming coordinator, explains the productive structure of the company’s GrowMaster training program and why grooming talent can be a double-edged sword.

Charging for precision support is a shared challenge among many dealers, and overcoming customer skepticism and proving a return on investment are goals of Kevin Powell, territory sales manager with Southern States Cooperative. He shares his approach to breaking into a billable service model and how proving ROI translates to retention.