Omaha, Nebraska, USA
January 26, 2011
The Independent Professional Seed Association (IPSA) hosted its 22nd Annual Conference and Trade Show, January 18-20 in St. Louis, Missouri. Attendance and registrations approached 330 for a strong program offering on key industry topics.
IPSA’s Business Development Committee and the IPSA Board of Directors provided insight and support throughout this process. IPSA President Steve Kinsell with Silver Lane Hybrids in Remington, Indiana, served as Chairman of the planning committee and offered this assessment: “The programs offered to our members at this year’s Annual Conference provided tangible benefits they can profit from directly and immediately.”
Pre-Conference Programs
IPSA offered three pre-conference programs to attendees this year, in lieu of a tour.
- IPSA Research task force meeting provided an overview of IPSA’s ongoing and new seed treatment and enhancement product studies for 2011.
- IPSA Benchmarking Session with Verdant Partners offered an insightful look into how benchmarking can help companies of all sizes maintain a competitive edge.
- Trait Testing Purity Workshop, hosted by Indiana Crop Improvement Association (ICIA) provided insight on trait testing from three leading biotech companies.
General Session I
To kick-off the conference, Lynn Henderson with Agri-Marketing magazine moderated an industry panel discussion on key issues facing the seed industry, ranging from the impacts of biotech patent expiration to upcoming Farm Bill debate and ag competition. Panelists included several key industry representatives:
- • Blake Hurst, Missouri Farm Bureau President
- • Mike Geske, National Corn Growers Association
- • Ray Gaesser, American Soybean Association
- • Andy LaVigne, American Seed Trade Association
- • Jim Tobin, Monsanto
- • Dale Moore, Policy Directions, LLC
- • Martyn Foreman, Doane Advisory Services
General Session II
The afternoon began with two exciting speakers on key topics. Tom Reilly presented a sales program titled “The Value-Added Organization,” outlining the ways that any company can successfully market value in today’s competitive sales environment. Mike Wagner with the White Rabbit Group also presented “How to Install your Company Vision,” a program that challenges companies to build brand loyalty from the inside out – first with staff and then among customers.
Breakout Sessions
Value-Added Selling – Tom Reilly, Tom Reilly Training
Reilly helped attendees readily understand and begin to utilize value-added selling techniques in their everyday role with regional seed companies.
Understanding your Customers – Mike Wagner, White Rabbit Group
Wagner utilized a color scheme to help attendees identify and learn how to improve communication skills with different personality types.
It’s Tax Time-Is Uncle Sam getting too much? – Eric Krienert and John Tuttle, Illinois Agricultural Auditing Association (IAAA)
IAAA focused on recent tax law changes and their impacts to regional seed companies.
General Session III
The closing General Session included a presentation by Ken Rinkenberger with Context Consulting regarding key industry trends and the opportunities for regional seed businesses. The capstone presentation included Jack Sims, a marketing agency veteran who helped attendees stay focused on “Not how much Profit you want, but how much you want it.” Jack provided an entertaining and enlightening perspective for attendees.
Summary
“This level of Annual Conference programming is what members expect from a professional trade association; IPSA delivered on those expectations again this year” stated IPSA’s CEO, Greg Ruehle. He added “IPSA strives to continue delivering highquality and relevant programs for its members, whether at Annual Conference, via the web or direct delivery to our customers.”
More information can be found at the IPSA website at http://www.independentseeds.com
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