Missouri Alternatives Center's "AG OPPORTUNITIES" Bimonthly Electronic Newsletter January-February (Vol. 12, No 4) 800-433-3704 * Small Farms * New Family Farms * Agricultural Alternatives Best Farm Managers Share Many Common Characteristics (From: The Vegetable Growers News, November 2001) Over the past 10 years, the Executive Program for Agricultural Producers has given me the opportunity to get to know some of the best farmers and ranchers in North America. But even among this group there have been some that stood out. It's clear that being a top producer, focusing on controlling costs, keeping good records and having a sound marketing program are necessary to being a good manager; but, they aren't sufficient to describe the top executives. So what are some of the major characteristics that distinguish the best from their competition? Based on my observations along with input from the others, I have identified 15 attributes. While not inclusive, they are as follows: 1. There are four patterns that consistently emerge when you look at the most successful managers. * They adapt to the changing needs of their markets. * They are open to exploring new ideas. * They operate more as resource managers than as producers. * They realize the importance of networking and developing alliances across the value chain. 2. They are strategic thinkers. Most farmers are good at tactics and operations. But the top executives recognize that to be successful, you first have to clearly define what you want to accomplish, then after that determine how you do it. It's knowing the difference between doing things right and doing the right things. By way of analogy, hockey great Wayne Gretsky was once quoted as saying, "What separates me from the average player isn't that I'm stronger or faster, but that they go where the pack is while I try to go where it's going to be." 3. They are able to objectively and accurately assess strengths and weaknesses in people, including themselves. Looking at our own deficiencies is something most of us aren't very good at. There is a tendency to develop blind spots and to error in being either overly critical or overly confident. 4. They operate in a continuous improvement mode. They realize that however well they are doing, there is always a better way. Their behavior reinforces the notion that if your competition is walking, you need to be running. In the future, success will be dependent not as much on what you've been taught as it will on how fast you can learn and adapt. 5. They look at things more from a systems than a component perspective. It is a matter of not looking at things or decisions as independent stages or events. They have the ability to see the picture and how things fit together, not just within their own business but across the value chain. 6. They are calculated risk takers and excellent risk managers. They realize that successful management is to a large extent successful risk management and that high rewards involve high risks. Because they tend to push the envelope, most have made their share of mistakes and experienced their share of mistakes and experienced their share of failures, but they're not crap shooters. 7. They spend more time thinking about "what if" scenarios and developing contingency plans. 8. They are more likely to seek input and expertise from outside the business. They seek out successful people with whom they can talk openly and get candid feedback. This often means getting outside their commodity group and away from their home territory. 9. They see change and challenges as opportunities, and don't tend to view themselves as victims. If things weren't changing they would be bored. 10. They see themselves more as the head coach than as the boss. They tend to lead rather than drive people. A major part of their job is to develop and motivate people so that the team is greater than the sum of its parts. 11. Their approach to management is more balanced between key performance areas. The most successful executives are those who build a management team and develop a management philosophy that emphasizes being good across the board. 12. They spend more time on monitoring and analyzing performance. They recognize that most major difficulties occur not because problems or opportunities aren't recognized, but because they are recognized or acted on too late. 13. Their decisions are based more on reason and judgment and less on emotion. This doesn't mean they aren't emotional, but rather that they have the ability to separate emotion from reason when it comes to making business decisions. 14. They are more creative and innovative in their approach to business. In particular, they are better able to grasp the key elements of one situation and see how it could be adapted or applied to other situations. 15. Finally, they work harder at communication. They realize that one of the biggest roadblocks to progress in most businesses is secrecy. Without a clear understanding of what is going on, a shared vision and a sense of ownership, it is almost impossible to get commitment and a total team effort. It's often important to recognize that the time you need to be more concerned about what changes need to be made is when things are going well. That's when you have the time and resources. It's also the time when complacency is most likely to set in. Remember, what was isn't any more and what is won't be for long. Danny Klinefelter is a professor and Extension economist with the Texas Agricultural Extension Service. He is the director of the Executive program for Agricultural Producers (TEPAP) and co-director the Texas A&M Texas Tech Agricultural Lending School. Grow Native! Program Plants New Ideas for Landscapes of Any Size (By Judy Allmon, Executive Director, Grow Native!) Grow Native! is a program of the Missouri Department of Conservation that encourages use of native plant materials in all landscapes - from the back yard to the back forty! But in a unique twist, Grow Native! goes beyond educating the public to incorporating marketing techniques to help popularize native species. The Program also uses business concepts to help insure a stable supply and demand system and has just completed a business plan to help stimulate and support a statewide native plant industry. Grow Native! works with wholesale and retail nurseries to promote and sell native plants, shrubs, trees and grasses and in turn, refers interested citizens to its participating nurseries. Missouri is in the transition zone between western prairie grasslands and eastern forest and boasts over 2,000 different species of resilient native plants. Grow Native! teaches that natives are naturally resilient plants for naturally beautiful landscapes and can help: 1) Improve biodiversity and increase wildlife habitat: Native plants are a good source of food and cover for wildlife. They improve the health of the ecosystem and add balance as well as beauty. 2) Support sound environmental practices: Planting native plants helps landowners manage their land for sustainable resources and learn to integrate conservation principles. Commercial or large-scale landowners may be interested in primary or secondary native crops, want to improve a woodland for a future timber sale, or vary livestock forage with native, warm-season grasses. 3) Reduce maintenance: Many people are interested in adding the unique beauty of natives to their landscapes. Native perennials are fast gaining popularity and add year-round interest to any landscape. In addition, they are well adapted to our region's temperatures, soil conditions and rainfall and will help reduce maintenance including mowing and use of chemicals-and that allows adding more leisure hours of enjoyment! Quality land management is more important than ever. In Missouri, 93% of land is privately owned which means 93% of all potential wildlife habitat is privately-owned and subject to influence and improvement. Although the original thrust of the program was aimed at the urban homeowner, Grow Native! has expanded efforts in its second year to positively affect more Missouri acres by working with private rural landowners, farmers, and landscape designers. Public land managers, agencies and organizations that have joined the Grow Native! coalition includes Missouri Botanical Gardens, Powell Gardens, UMC-Agroforestry and Audubon Missouri. One of the largest participating agencies is the Missouri Department of Transportation. MoDOT and MDC are now working in cooperation with other members of the Grow Native! coalition team to use native plants more effectively on the selected state roadsides and help reduce maintenance costs. Public programs are offered throughout the year as well as workshops for participating member nurseries. To receive an introductory brochure on the Grow Native! program and a list of participating retail nurseries, visit one of the member nurseries or send a self-addressed, stamped envelope with 34 cents postage to: Grow Native! PO Box 104671 Jefferson City, MO 65110 For more information on the Internet, check www.grownative.org. SPAN/MOA Joint Conference "Producing and Finding Safe Foods for America" Feb 16, 2002, Jefferson City, MO 7:30-8:15 -- Registration 8:15-9:00 -- Keynote: Carolyn Raffensperger, M.A. J.D. "From Science & Technology to Beauty and Health: Rethinking Agriculture" 9-10:00 -- Concurrent Session I 1. Business Management and Bookkeeping 2. Hoop-house Vegetable Production 3. Co-operatively or Farmer Owned Meat Processing Project I 10-11:00 -- Concurrent Session II 1. Alternative Loan Programs 2. Solar Greenhouse 3. Farmers Markets and Locally Produced Foods and Crops 4. Co-operatively or Farmer Owned Meat Processing Projects II 11-11:45 -- SPAN Business Meeting 11:30-1:00 -- Lunch (provided) 12-12:45 -- MOA Business Meeting 1-2:00 --General Session: Organic Standards and Licensure 2-3:00 -- Concurrent Session III 1. From Self-Sufficiency to Community-Sufficiency 2. Organic Landscaping 3. Viability of Grain Markets 3:00 -- Break 3:30 -- Concurrent Session IV 1. Marketing to Local Food Stores 2. Grow Native! 3. Marketing to Chefs Cost: $20.00 per person before 2/1/2002 or $25.00 after that date. Be sure to attend the pre-conference workshop on Feb 15, 2002 in Jefferson City: Building and Sustaining Healthy Soils Workshop Presented by Carroll Montgomery from the Christiam Agricultural Stewardship Institute who farms 800 acres organically. Also joining him will be Barclay Simpson and Keith Cuvelier from Sustainable Community Development, who will explain the use of Effective Microorganisms (EM). Cost: $25.00 per person before 2/1/02 or $30.00 after that date. For more information on the conference and workshop: 573-884-3794 or visit http://agebb.missouri.edu/sustain Sponsored by: Community Food Systems and Sustainable Agriculture Program at the Univ of MO and Lincoln Univ; MO Sustainable Ag Demonstration Award Program; MO Dept of Ag; NC SARE; MO Alternatives Center Master Tree Farmer II Program - the sequel to Master Tree Farmer I Program What is it? The Master Tree Farmer (MTF) 2002 Program is the sequel course following the Master Tree Farmer 2001 Program that was satellite downlinked last Feb. This 2002 MTF Program will be offered via satellite from Clemson Univ. This program contains more in-depth information about how to implement a plan for the stewardship of your forest resources to meet diverse objectives. When is it? The course will be held each Tuesday evening beginning Feb 5, 2002, and run through March 19, 2002. The course meets from 6-9 pm. Where is it? The course will be held at various Univ of MO Outreach and Extension Centers near you. What will be covered? The following topics will be presented: Feb 5th - Managing the forest site Feb 12th - Forest stand prescriptions Feb 19th - Controlling unwanted vegetation Feb 26th - Forest Pest Management on Pine and Hardwood forest sites March 5th - Introduction to Best Management Practices March 12th - Forest Measurements March 19th - Wildlife Management for Deer and Turkey For more information call your local county extension center. Questions to Ask for Agribusiness Success 1. What is your target market? 2 Who are your competitors and what are their strengths and weaknesses? 3. What is your competitive advantage? 4. What is the current and potential market size? 5. What are current industry trends? 6. How will competitors react to your market entry? 7. How do laws and regulations affect the business? 8. How will you promote your good or service? 9. What critical resources are required? 10. How will you price your product or service? 11. How will you hire and retain qualified employees? 12. Will you need to make changes in your farming operation to meet your customers' needs? 13. How will you obtain initial operating capital? 14. How will you ensure adequate cash flow? 15. How does your profit change given best-case and worst-case scenarios? The Agriculture Innovation Center, located within the MO Dept of Ag, can assist you in starting or expanding your agriculture-based business. Agriculture Innovation Center 1-866-INOVATE (1-866-466-8283) PO Box 630 Jefferson City, MO 65102 AgInnovationCenter@mail.mda.state.mo.us *** In the News *** The bright green, grapefruit-sized fruit of the Osage orange tree has a place in folklore as a repellent of household insect pests and rodents. Many people put one of these fruits, known as hedge apples, under the sink or near a crack where ants are entering the kitchen. Now science has found that Osage orange fruit really does have repellent qualities. In a study at Iowa State Univ, essential oils were extracted from the Osage orange fruit. Researchers found that the extracts repelled German cockroaches. "By examining naturally occurring insect repellents, we hope to identify compounds that may be incorporated into commercial insect repellent formulations," said Chris Peterson of Iowa State Univ. (IPM Practitioner, July/Aug 2001, Box 7414, Berkeley, CA 94707) Vegetable growers may want to chlorinate wash water to remove soil and debris or to reduce decay on surfaces wounded during harvest. Wash water for the majority of vegetables should be in the range of 75 to 150 parts per million hypochlorite. Concentrations above 200 parts per million can injure some vegetables and leave undesirable flavors. Plain bleach, which is 5.25% sodium hypochlorite, can be used. To achieve a concentration of 75 ppm, add .8 ounce bleach to 5 gallons of water, or .75 cup to 50 gallons of water. For a concentration of 100 ppm, add 1.1 ounces to 5 gallons water or 1 cup to 50 gallons water. This information was taken from a UC Davis publication "Water Disinfection: A Practical Approach for Calculating Dose Values for Pre-harvest and Post-harvest Applications, Publication 256." It is available free on the web at www.anrcommunications.edu/specials or by calling 530-754-8313. The federal organic standards do permit the use of chlorine products as an algaecide, disinfectant and sanitizer. Organic growers should check with their certification agencies for more specific interpretation of this rule. Fall-bearing raspberries are one of the success stories of hoop-house research under way at Penn State University. Researchers knew that early frosts had reduced yield of fall raspberries by as much as 85% , so they planted raspberries in hoop-houses with the goal of extending the fall picking season. They grew Heritage and Autumn Britten and planted them in the hoop-house about a month before they could have planted outside. Harvest lasted three weeks longer in the hoop-house than outside, and yield on the first-year plants was nearly as high as that which could be expected from a three-year-old field planting. Ninety-eight percent of the fruit harvested was marketable. No fungicides were used in the hoop-house, and shelf life was more than double that of raspberries grown in the field under a standard fungicide spray program. The biggest problem was spider mites, which were controlled with predatory mites. The routine treatment of healthy livestock with antibiotics is creating "superbacteria" in food that are a serious threat to human health, according to three studies published last month in the New England Journal of Medicine. The studies were conducted by researchers at the Univ of Maryland, the Food and Drug Administration, and the Centers for Disease Control and Prevention, and in Denmark. The practice of giving healthy livestock antibiotics to prevent illness and promote growth "is controversial because it encourages the emergence of antibiotic-resistant microbes," according to The Washington Post (Oct 18, 2001). The Wall Street Journal (Oct 18, 2001) reported that, "Reflecting the seriousness of the situation, the influential magazine also published a lengthy guest editorial by Sherwood L Gorbach, professor of community health at Tufts Univ School of Medicine in Boston, calling for far tighter controls on how often drugs are administered to cattle, hogs and poultry....[He] called on regulators to prohibit livestock from getting certain antibiotics that are used to treat human illnesses." (Alternative Agriculture News Vol 19, No 11, Nov 2001) Grants for Low Income CSA Ideas: Within the context of the Equity Trust there is a fund that resulted from a gift with a specific goal: over a five year period the money will be given away to grassroots projects benefiting low income people here and abroad. A sum of money has been set aside from this fund to finance projects that link CSA to low income communities. "Our goal is to provide modest, but meaningful support" to a number of specific projects and CSAs. In addition, Matthel hopes that the process of seeking proposals will stimulate CSA farmers and members to think about the need and opportunity to establish these relationships. The proposals can be for any purpose that can be shown to advance the goal, and can include capital expenditures, planning activities, outreach or any other expenditure. "The only limitation is the relationship between Community Supported Agriculture and low income people. Within that broad objective you can propose anything that seems possible to you." Contact Equity Trust for more information. Contact: Equity Trust, Inc., 539 Beach Pond Road, Voluntown, CT, 06384, 860-376-6174, email equitytrust@aol.com Laboratory trials recently conducted at Iowa State Univ have revealed that chemicals found in the oil of catnip (also known as catmint, scientific name Nepeta cataria) repel mosquitoes. In fact, the trials showed that, for equivalent repellency, the concentration of the commonly used-but potentially harmful to humans-anti-mosquito chemical DEET (diethylm-toluamide) needed to be about 10 times the concentration of catnip oil. Now, additional trials are needed to test catnip oil as a mosquito repellent under field conditions and to examine its safety when applied to skin and clothing. Reference: J. Gorman, "Feline Stimulant Fends Off Mosquitoes," Science News 160(10), Sept 8, 2001, 148, (Science Service, 1719 N St, NW, Washington, DC 20036.) (From HortIdeas - Nov 2001) The Agricultural Ergonomics Research Center at the Univ of California-Davis has a web site offering many resources and links at http://ag-ergo.ucdavis.edu. Among the resources in a tip sheet providing plans for a lifting tool that makes it easier and safer to lift heavy plant pots, five other tip sheets showing how to make various other nursery tools that can help prevent worker injuries, and many papers on health and safety in agriculture and horticulture. Among the links is a detailed introduction to workplace ergonomics produced by the National Institute for Occupational Safety and Health. (From HortIdeas, Nov 2001) Lamb provides dietary protein that has recently been shown to increase bone strength in the elderly. A study conducted in Framingham, MA, using data from 615 participants over a four-year period, showed that those with the highest protein intakes lost less bone compared to those who did not consume a high level of protein. The research, collected from 70-90 year-old men and women in the osteoporosis study that examined the relationship between subjects' protein intake and changes in bone mineral density, showed that animal protein consumed was associated with bone preservation compared to individuals with low daily protein intakes. These findings confirm several other large population studies. Eat more lamb!! This slogan will make you healthier as you age. Source: Katherine L. Tucker, Jean Mayer USDA Human Nutrition Research center on Aging, Boston, MA (From Lincoln University Sheep Production Newsletter Oct 2001) *** In Print * * * *Profitable Pork: Alternative Strategies for Hog Producers* a new 16-page bulletin from the Sustainable Agriculture Research and Education (SARE) program, showcases examples of alternate ways to raise pork profitably. In designing hog systems that work on their farms - in deep-straw bedding, in hoop structures and on pasture - producers have been able to save on fixed costs, find greater flexibility, identify unique marketing channels, and enjoy a better quality of life. The bulletin features profiles about successful hog producers as well as the latest research on everything from greater profits to better-tasting pork raised in alternative hog systems. To order a free copy, call 301-504-6422 or go to http://www.sare.org/bulletin/hogs *Cultivating Community: Principles and Practices for Community Gardening as a Community-Building Tool* $10 from American Community Gardening Assn, 100 N 20th St, 5th Floor, Philadelphia, PA 19103, 215- 988-8785. *Holistic Management: A New Environmental Intelligence* $10 from Allan Savory Center for Holistic Management, 1010 Tijeras NW, Albuquerque, NM 87102, 505-842-5252, Internet, http://www.holisticmanagement.org. *Composting Manure for Value Added Products* $39 from BioCycle, 419 State Ave, Emmaus, PA 18049, 610-967-4135 x 21; biocycle@jgpress.com. *This Organic Life: Confessions of a Suburban Homesteader* by Jane Gussow, $22.95 from Chelsea Green Publishing Company, PO Box 428, White River Junction, VT 05001, 1-800-639-4099. *Consumer Preferences, Premiums, and the Market for Natural and Organic Pork: Locating a Niche for Small-Scale Producers* available from W. Parker Wheatley, 612- 669-0331, whea0025@umn.edu. *Farming Without Chemicals in Ohio* $5 from Innovative Farmers of Ohio, 3083 Liberty Rd, Delaware, OH 43015, 740-363-2548, http://www.ohiocitizen.org. *Manual for Ginseng Growers and Trainers: How to Grow Virtually Wild Ginseng* by Albert J Fritsch and Sherman Bamford, at www.a-spi.org/AGF/ginman.htm. The manual, which is also available in hardcopy format for $8.00, has sections on choosing a site for growing ginseng, seeding of ginseng, harvesting and drying, protection of ginseng (with an emphasis on poaching problems). *** On the Calendar *** Feb 2-4-Midwest Regional Grape and Wine Conference, Osage Beach, MO. Call 800-392-9463 Feb 5-Greenhouse Growers School, Columbia, MO. Call 573-882-9631 Feb 12-13-MO Aquaculture Assn Annual Conference, Jefferson City, MO. Call 573-751-2868 Feb 15-Building and Sustaining Healthy Soils Workshop, Jefferson City, MO. Call 573-884-3794 Feb 15-Specialty Crops School, Oxford, NC. Call 919-603-1350. Feb 16-SPAN and MO Organic Assn Joint Conference, Jefferson City, MO. Call 417-933-5449 Feb 18-20-MO Small Fruit and Vegetable Conference, Springfield, MO. Call 417-926-4105 Feb 20-21-Lamb & Goat Management Short Course, Jefferson City, MO. Call 573-681-5551 Feb 21-Peach Grower's Meeting, Malden, MO. Call 573-888-4722 Feb 22-23-Midwest Small Farm Conference and Trade Show, Lafayette, IN. Feb 23-25-Western Farm Show, Kansas City, MO. March 1-2-Upper Midwest Organic Farming Conference, LaCrosse, WI. Call 715-772-3153 or www.mosesorganic.org March 13-14-Sheep & Goat Sheering School, Jefferson City, MO. Call 573-681-5551 March 15-17-Fiber Retreat, Jefferson City, MO. Call 417-682-5931 University Outreach and Extension does not discriminate on the basis of race, color, national origin, sex, religion, age, disability or status as a Vietnam-era veteran in employment or programs.