“Service & Product Pitfalls to Avoid in the Agricultural Market”

Service

Farmers operate on a schedule that is fluctuating and can be subject to change based on weather conditions.

• If you are a marketer or broker be prepared to ship your product when needed by the farmer.

• Field conditions determine when fertilizers/soil amendments should be or can be applied.

• Make sure your transportation system is capable of handling your customers needs as to volume and timing.

Be Aware of State Ag Regulations

• Most states require some form of product registration\licensing before a product can be distributed for agricultural purposes (restrictions on organic farming).

• Generally information required is type of product, chemistry etc.• You may be required to submit sample to agency for testing prior to

licensing/registration.• Periodic sample testing by marketer/broker or state agency may be required.• Marketer/broker should implement their own quality control testing program.• Know and understand the application rate per acre permissible.• Know and understand your states reporting requirements (tonnage reports etc.)

Product Quality

• Utility gypsum is often acquired via a marketing agreement with the generating company or via third party (wall board company).

• Factors affecting quality are: type of scrubber, fuel, dewatering and storage (covered versus uncovered).

• Can the material have sulfites?

Product Quality

• End user concerns:1. Product meets specifications as to chemical analysis.2. Product can be applied with conventional farm

equipment (particle size is conducive to spreading).3. No environmental problems (product meets applicable

local, state and federal regulations).4. Is covered storage required?5. Are crop studies going to be required in your state?6. Be aware that mercury may become an issue pending

new EPA actions.

Education

• Know the issues related to gypsum use• Synthetic versus natural• Read the numerous crop studies available

related to gypsum• Some one has to educate the end user:• Co-ops, farm bureau, marketer, distributor

or applicator.• Prepare and provide data that shows the

economic benefit to the end user.