Relationships between cow/calf producers and livestock markets are important
To effectively identify a livestock market that works best for a producer’s cow/calf operation, producers can use a variety of tactics to ensure a successful experience.
Cow/calf operators typically produce calves for sale in the spring and fall, making operators’ relationship with sale barn associates extremely important.
University of Arkansas Animal Science Department Head Michael Looper suggested multiple approaches to create a relationship with sale barn operators that could help to ensure a successful experience.
Visiting multiple markets, inspecting the facilities and talking to the owner or sales representative can ensure that the barn is appropriate for the producer and their livestock.
“If you pull up to the sale barn and maybe the facilities aren’t very nice and maybe not well kept, that might be a reflection of how they take care of things inside the building and how they take care of animals,” Looper said.
Alan Starr, owner and operator of Stilwell Livestock Auction, said there will commonly be field representatives scattered throughout the audience during a sale to allow producers to ask questions about anything from the sale process to cattle characteristics.
“During the sale, I have field reps sitting out there,” Starr said. “One of them will sit by you and answer questions during the sale as questions pop up.”
Reaching out to the operator of the sale barn that is of interest to the farmer and allowing that per-son or a sale barn representative to view the animals, as well as understand the producer’s personal process of raising cattle can be beneficial to the farmer, the buyer and the sale barn operator.
“That established relationship creates reputation cattle,” Starr said. “Whenever those buyers recognize the name of the seller, they realize that they bought cattle from that person last time and they performed very well.”
Having “reputation cattle” creates repeat buyers which means more profit for the producer selling their cattle and more business for the sale barn operator.
Local experienced producers can provide a large amount of information regarding popular and reputable sale barns in the area.
“Producers obviously learn a lot from other producers, so I think that’s a great place to start,” Looper said.
Local Cooperative Extension Offices also provide a lot of valuable information to experienced and inexperienced cow-calf producers with offices in all 75 counties in Arkansas and most counties in Missouri and Oklahoma.
“They’re probably going to give you a list of sale barns, so at that point you kind of have a map to follow,” Looper said.
When establishing a relationship with a sale barn, feeling comfortable and confident in the way the operation is run is most important.
“I think part of it is just feeling comfortable with the fact that my cattle will be sold in a timely manner,” Looper said. “My cattle will be taken care of once they leave my place, and when they’re hauled to the sale barn, I will get the best price.”
