The Pacesetter Pod

Show Highlights: Avoiding drag in ag by being professional problem solvers. [02:42] The value of hiring for nimbleness with unpredictability. [04:25] Building preparedness with Plan A/B/C and facility redundancy. [06:23] How does Legacy Grain thrive against large competitors? [09:32] Differentiating service as an elevator with no processing margin. [12:23] Felt benefits helping producers pick reinvesting over patronage. [18:59] Tips for communicating reinvestment value to members. [21:18] Solving employee quality issues in business turnarounds. [24:17] What should be done to future-proof the grain industry? [30:40]  Find out more about Legacy Grain Cooperative at https://www.legacygrain.com/pages/custom.php?id=70469. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Ag cyclicality and downturn pressures on co-op leaders. [03:28] Countercyclical investment opportunities for co-ops. [04:42] What's the "balance sheet paradox"? [05:26] Key inaction traps co-ops must avoid during downturns. [07:59] Building member buy-in as an essential step in strategy. [09:57] Stanley Black & Decker and more proof of countercyclical M&A success. [12:30] Benefits of talent acquisition during downturns. [15:23] Designating capital for future countercyclical investing. [17:36] How to frame opportunities for members and engage boards. [18:24] Why are downturns a great time to upgrade technology? [20:47] The value of open communication on the paradox. [22:04]  If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: The preserve vs. create dual mandate tension in co-ops. [00:31] What's ahead in our new capital allocation miniseries? [04:53] Navigating the trade-offs involved in balancing co-op priorities. [06:21] Risks of one-sided over-indexing of capital distribution. [10:34] The legacy vs. younger member demographic tension. [12:02] Real-world signals of co-op imbalance to watch for. [13:10] Why must co-ops create patronage structure flexibility? [14:43] Adopt transparent multi-year capital planning. [16:12] Aligning member behavior with co-op performance. [18:04] The power of service culture as a "permission structure." [20:20] Best practices for benchmarking your co-op's equity positions. [21:14] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Why board retreats for agribusiness strategy matter. [00:32] The key issue surfacing from my pre-retreat client test. [01:43] What's the core benefit board retreats must deliver? [04:14] What exactly is alignment beyond executive teams? [04:36] The unique role of co-op boards in alignment. [06:32] Unpopular decisions anchored to strategy vs. strategy slippage. [08:21] The Strategy Recitation Challenge for senior leadership. [14:02] Distill clear vision and strategy into these three objectives. [16:12] How to effectively articulate co-op strategy to anxious members. [16:53] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: The trade-offs dilemma in strategic choices in ag. [00:32] How is strategy different from goals and tactics? [05:36] Understanding strategy tax. [07:17] Cash-and-carry and full-service ag retail models explained. [10:31] The merits and risks of cash-and-carry vs. full-service. [11:35] Why trying to follow both models simultaneously fails. [15:34] Member pressure, board dynamics and strategic inertia in co-ops. [17:43] Key diagnostics on profitable customers and geography. [21:51] Getting realistic about capabilities and talent pipelines. [24:01] The hard truth of members and activities to stop optimizing for. [26:03] A question for your team that must produce one answer. [31:54]   Links to our past episodes to check out with today's show: - Ep33: Paying Strategy Tax with Shane Thomas, Upstream Ag: https://podcasts.apple.com/us/podcast/ep33-paying-strategy-tax-with-shane-thomas/id1674259917?i=1000632526569 - Ep153: Co-op Profitability, Member Fragmentation, and the Shared Prosperity Dilemma: https://podcasts.apple.com/us/podcast/ep153-coop-profitability-member-fragmentation-and/id1674259917?i=1000749186302   If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Is M&A a strategic lever or a standalone strategy? [04:09] Motivations and processes in sell-side vs. buy-side M&A. [07:35] Key data a pre-deal internal evaluation should find. [12:10] Assessing feasibility and financing capacity before a deal. [13:10] Verdant Partners' role in mid-sized agribusiness M&A. [17:21] Cash vs. equity deals in co-op and corporation scenarios. [24:05] The complexity of merging co-ops and member benefits. [27:55] Why does early data-backed storytelling matter in M&A? [30:59] How M&A partners provide objectivity and stress-testing. [33:48] Overview of Verdant Partners and their industry impact. [35:45] Connect with Marijn Hendrickx on LinkedIn at https://www.linkedin.com/in/marijnhendrickx/. Explore Verdant Partners at https://www.verdantpartners.com/. Link to "Ep25: Future-Proofing your Agribusiness with Garrett Stoerger of Verdant Partners": https://podcasts.apple.com/us/podcast/ep25-future-proofing-your-agribusiness-with-garrett/id1674259917?i=1000626158549 If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: USDA data on the generational shift in agriculture. [03:09] Consolidation trends and stats proving uneven impacts. [06:28] Check out this ag podcast by Damian Mason. [07:59] Brand loyalty vs. next-gen farmers' ROI-driven choices. [14:24] The surprising demographic truth on ag's fastest tech adoption. [15:34] New-gen purchasing, family time, and co-op priorities. [18:32] Why leadership pipelines could secure farming's future. [25:56] The value of digitizing all things co-op now. [27:33] Patronage/equity ideas to retain capital-constrained younger members. [29:19] Can co-ops become transition planning hubs? [30:46] Be the next generation's go-to for precision ag and data. [32:33] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: What an operationalized finance capability means in ag. [05:00] Understanding accounting vs. FP&A, and building talent. [08:42] Pricing and working capital strategy in the real world. [14:33] Decision-making benefits of an effective finance function. [21:13] Centralization of finance and its impact on local players. [27:08] What are the risks and gaps in CFO hiring models today? [35:43] AmpliFi's "finance-as-a-service" CFO alternative solution. [40:10] How AmpliFi became an agribusiness specialist. [45:03] The power of operational finance readiness in M&A. [49:42] Contact Kevin Griffith on LinkedIn at https://www.linkedin.com/in/kevingriffith14/. To explore AmpliFi, go to https://amplificap.com/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Key hurdles for ag co-ops today, plus top differentiators. [04:04] How co-ops can evolve beyond assets to a farmer-support model. [07:17] Does farm consolidation outpace operational change? [09:29] Why patronage "and" broader shared co-op value can coexist. [14:34] Why are there so few closed deals despite M&A chatter? [20:30] Differentiating mega-local and regional/federated co-ops. [23:30] Strategies for successful co-op mergers and integration. [29:35] How to foster a strong board–management partnership. [38:36] New vs. experienced board member roles, and legacy in ag. [42:04] Carl Dickinson's post-retirement chapter helping co-ops. [45:56] Connect with Carl Dickinson on LinkedIn at https://www.linkedin.com/in/carl-dickinson-09725b36/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Cyclical vs. structural changes in the crop protection industry. [02:59] The four forces of change in crop protection at a glance. [05:19] Global rise in generics expansion with China/India stats. [07:00] Impact of a 9% agrochemical cost hike from China's rebate cuts. [11:05] Prospects and risks in generics for co-ops and retailers. [12:31] Crop protection molecule discovery decline with data by decade. [17:11] Will AI have a greater role in molecule development? [22:45] Regulatory dynamics affecting new molecule approvals. [25:19] Effects of FTC anticompetitive scrutiny of manufacturers. [26:30] Is value shifting from chemicals to application technology? [35:07] The value of scenario planning and jobs-to-be-done thinking. [41:10] Connect with Shane Thomas on LinkedIn at https://www.linkedin.com/in/shanethomasag/. Learn more about Upstream Ag Insights by visiting https://upstream.ag/. Read the "Four Forces Reshaping the Crop Protection Industry" article: https://upstream.ag/p/the-four-forces-reshaping-the-crop-protection-industry-and-what-comes-next   Links to our past episodes with Shane: Episode 88: Innovation Theater: https://podcasts.apple.com/us/podcast/ep88-innovation-theater-with-shane-thomas-of-upstream-ag/id1674259917?i=1000676749349   Episode 33: Paying Strategy Tax: https://podcasts.apple.com/us/podcast/ep33-paying-strategy-tax-with-shane-thomas/id1674259917?i=1000632526569   If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Key ag co-op challenges and how top cop-ops thrive. [04:42] Costs causing pain for co-ops and strategies to defend their gross margins. [06:34] Oversight and the crucial role of high-performing boards. [13:58] The need for systems over GMs to absorb rapid change. [17:22] Continuity risks "yes boards" pose under strong GMs. [23:02] Should cop-ops develop their next leaders internally? [31:18] Balancing traditional services with profitability as co-ops. [39:10] Services the Iowa Institute for Cooperatives offers co-ops. [45:14] Why it's critical for co-op directors to pursue training. [50:06] Connect with Bobby Martens on LinkedIn at https://www.linkedin.com/in/bobbymartens/. Learn more about the Iowa Institute for Cooperatives at https://iowainstitute.coop/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Cheaper retention and untapped SOW in ag customer loyalty amid farm loss. [05:12] The $5.6B cost of 7.2% yearly churn with 72% non-returns in ag retail. [13:05] Detecting "relative" churn for faster growth in 2026. [15:42] Why GROWERS created AI for predictive churn analytics. [18:24] Pro tip: Drive customer loyalty with cross-segment sales. [19:15] Do young farmers prefer visible rewards over patronage? [20:51] GROWERS' powerful AI-enabled, white-label loyalty program. [26:59] Differentiation strategies for single-segment companies. [34:13] How ERP hygiene improves readiness for tech adoption. [42:06] Integrate sales with loyalty tech for 13% more sales. [46:53] GROWERS' farmer-first model vs. anticompetitive tactics. [54:41] Farmer, retailer, and manufacturer alignment for win-wins in GROWERS. [57:34] Contact Steven Valencsin on LinkedIn at https://www.linkedin.com/in/stevenvalencsin/. To explore GROWERS, visit their website: https://growers.ag/ If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: Why a co-op is a set of business lines, not "one co-op." [02:08] Assessing strategic clarity in business line optimization. [04:18] Where alignment breaks in grain, feed, agronomy, and energy lines. [08:25] Quick profiling of five co-op member segments. [14:44] Key diagnostic questions for co-op leaders to segment by line. [16:44] How legacy and inertia cause drag in co-op performance. [19:52] Capital allocation as the key signal of business line alignment. [21:27] Reality check questions for capital investment decisions. [24:46] What are the characteristics of aligned multiline co-ops? [26:54] Open invitation to leaders to share stories on the pod. [30:30] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: External forces that challenge co-ops in today's ag world. [00:36] The myth of co-op member alignment vs. diverging needs. [02:18] Explore the key drivers of co-op member misalignment. [07:07] Observable signals and costs of misalignment in co-ops. [11:06] Why co-ops must segment members like a business, not a club. [13:31] Successful explicit segmentation criteria for co-ops. [14:32] Leaning into the discomfort of strategic segmentation. [17:00] The mechanics of segmentation and pitfalls to avoid. [18:58] Embracing tough inevitable trade-offs to let clarity win. [22:18] Discover clear signs of effective member segmentation. [26:36] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Bryan Buerkle's view of ag logistics as a profit center. [03:44] FarmPro's tools for decision-grade data-driven logistics. [07:03] Uber-like solutions for fragmented ag trucking and underutilized assets. [11:27] How FarmPro offers tech-driven workflow streamlining. [14:37] FarmPro's safeguards to protect shippers from risks. [17:28] Automated ticket digitization and accounting integration. [18:59] The power of incremental adoption with early-adopter impacts. [25:01] Time and factoring incentives for carriers and co-ops using the app. [29:56] Can companies without an ERP option use FarmPro? [37:56] Cash flow innovation and working capital management. [42:59] Find Bryan Buerkle on LinkedIn at https://www.linkedin.com/in/bryan-buerkle/?miniProfileUrn=urn%3Ali%3Afs_miniProfile%3AACoAAADF8BQBlyKl__PfX7ZMWiujlFbbOoru7ow. To explore FarmPro, visit https://www.farmpro.ag/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: The current state and evolving landscape of ag retail. [02:44] Must retailers diversify and "own" all grower needs within service radii? [05:18] Driving equipment utilization decisions for grower profitability. [08:19] The growing need for agronomic talent with sales skills. [14:37] Framing up-to-date agronomic recommendations with credibility. [17:43] Why fertility offers more opportunity for differentiation. [23:54] Customer and cultural focus value over efficiency in ag M&A. [27:50] Empowering top talent with commonsensical policies. [35:55] Strategies for boards to foster cultural fit during M&As. [40:30] To explore Farrell Growth Group, visit https://www.farrellgrowth.com/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: Celebrating 150 episodes and Mosher Consulting Group's 5-year milestone. [00:46] The need for periodic recalibration of perceptions of risk. [04:15] Is job stability a buffer or a hidden liability? [05:52] Why business planning is futile yet imperative. [09:42] How planning drives clarity and rigorous thinking. [10:57] Embrace uncertainty for opportunity hiding in plain sight. [18:21] Failing and learning fast vs. overoptimizing for certainty. [21:51] Authentic, non-extractive business relationship value. [26:05] Meaningful impacts revealed by our podcast stats. [32:40] The four lessons of this episode in the podcast's journey. [35:22] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Has agtech's promise failed despite $45B+ investments? [04:37] The growing demand for clear ROI and field-level justification for agtech. [07:12] Realities and grower beliefs affecting agtech adoption. [08:52] Should agtech follow the rapid-growth trajectories of fintech and pharma? [10:56] Farmer bias towards product vs. paid services. [17:02] Complexity in agtech adoption rates with USDA data. [18:59] Upcoming $20B opportunity in off-patent agrochemicals. [25:15] Forward outlook for agtech for the next 10 years. [33:32] The future of scaling agtech, direct vs. OEM and retail. [37:16] How AI will empower agronomists and anticipatory ag. [42:09] Connect with Aman Anand on LinkedIn at https://www.linkedin.com/in/aman-anand-b64359b/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Scott Walker's journey in cocoa at ADM and KSW Global. [04:19] Value creation at origin by shifting cocoa processing to West Africa. [07:50] Why trust is crucial for investing in origin-based processing. [10:53] The story and health philosophy behind Verse Chocolate. [13:28] How end-to-end supply chain insights drive innovation. [20:36] Scaling a chocolate CPG brand without sacrificing quality. [30:03] Can supply chain knowledge serve as a de-risking tool? [35:10] Learn the realities of shifting from commodities to CPG. [39:58] Strategies to create demand and brand traction in CPGs. [44:49] Find Scott Walker on LinkedIn at https://www.linkedin.com/in/scott-walker-00a23511/. To learn more about KSW Global, visit https://kswglobal.com/. Explore Verse Chocolate at https://versechocolate.com/?srsltid=AfmBOorFtAQslhluF2L33T1xDcHu40yNMuagEkBG-j7jF12IVmMokt7S. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: The four key points for effective strategy activation. [02:16] Why strategy activation first needs an objective summary. [04:45] What drives urgency to execute strategy right now? [06:51] How to review the state of your agribusiness with indicators. [09:31] Future focus with a news headline exercise and metrics. [11:30] Outlining beliefs and assumptions about the market. [15:28] The power of anchored sequential analysis vs. SWOT. [16:39] Replace multi-day offsites with recurring team sessions. [19:36] When and how to determine activation action decisions. [23:17] The need for portfolio objectivity on selected initiatives. [29:33] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: The elements and problems of a typical strategy offsite. [02:06] What's a SWOT analysis? [04:20] Why SWOT is misleading. [05:48] Pitfalls of over-engineering the planning process. [09:31] Rethinking the level of investment in strategy activation. [12:58] Artificial urgency vs. allowing time for strategy refinement. [14:26] Benefits of the single-page strategy concept. [18:09] Community calls to action if this episode was helpful. [19:40] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Introduction to the "Activating Strategy" miniseries. [00:52] Why planning is not a strategy. [04:05] Three critical components in a strategy activation plan. [07:12] What risks can a decoupling strategy from planning prevent? [08:47] Four simple ways to distinguish strategy from planning. [11:56] Inviting agribusinesses with strategic clarity to be featured on the pod. [14:00] Alert on what's coming up on the miniseries. [14:38] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: What structural constraints are on talent in agribusiness? [01:12] How growth amplifies challenges in people processes. [05:04] Understanding the shift to specialization in businesses. [09:39] The core generalist vs. specialist choice and its impacts. [16:18] Ways to explicitly address generalist–specialist tensions. [18:05] The spectrum between generalists and specialists. [19:43] What can leaders do to foster a balanced talent strategy? [24:02] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Solving problems vs. product focus in agribusiness. [04:58] Is on-farm experience a must for solution development? [07:21] The "right to win" in solution development in ag. [10:02] Lessons from healthcare on making industry-scale changes in ag. [12:51] What is the realistic timeline for ROI in agtech? [15:46] Farmer profitability and de-risking solution adoption. [18:29] Courtney Yuskis' career in ag and the crux of iterative steps for industry progress. [20:24] Learn about DTN's focus on sustainability and soil health. [26:17] Steps to ensure healthy skepticism during innovation. [31:03] Friction points of risk clustering in solution development. [40:31] Concerns and use cases on leverage and caution with AI. [44:19] Find Courtney Yuskis on LinkedIn at https://www.linkedin.com/in/courtneyyuskis/ To learn more about DTN, visit https://www.dtn.com/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Do 70–90% of M&A deals fail to deliver or destroy value? [01:36] The origin of the M&A value destruction stat. [04:53] Historical context and contemporary relevance of stats. [07:44] The sample and methodology of the 1999 KPMG study. [08:36] The late-1990s macroeconomic context of the U.S. [11:29] Asian and Russian economic volatility during the study. [14:37] Do the late-90s economic cycles shape M&A in ag today? [18:36] Three reasons for skepticism of the stat's applicability. [23:09] Objectively rethink widely accepted M&A success beliefs. [28:40] "Unlocking Shareholder Value: The Keys to Success" (KPMG, 1999): https://pages.stern.nyu.edu/~adamodar/pdfiles/eqnotes/KPMGM%26A.pdf If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: The unvarnished journey of Livestock Nutrition Centers. [04:56] What custom bulk feed blends solve for pre-feedlot beef cattle. [08:57] Why custom feed mixes are superior to big brand pellets. [12:15] Successfully counter-positioning in livestock nutrition. [16:26] Maturing from competing on price to selling value as ag suppliers. [27:06] Customization vs. efficiency trade-offs. [33:03] Will individualized feed blends inevitably homogenize? [36:03] Is a complete market shift toward custom blends likely? [38:31] To learn more about Livestock Nutrition Centers, visit https://lnc-online.com/. Contact Ben Baer on LinkedIn at https://www.linkedin.com/in/ben-baer-5627714/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Overview of Mark Waschek's career and Ag1Source. [05:07] Is agribusiness in a talent surplus or deficit currently? [09:05] Impacts of prioritizing structural assets over employee training in ag. [14:01] Is growing and promoting talent internally better for ag? [17:25] Why ag companies must pre-qualify leadership pipelines early. [19:19] The "Four Pillars" process for future leader evaluation. [28:57] Should incumbent CEOs exit succession discussions? [33:17] "Continue, Stop, Create" strategy to envision future CEOs by desired outcomes. [40:19] The power of EOS and its "Three Uniques" at Ag1Source. [48:54] Inviting you to share this episode with industry friends. [58:52] Learn more about Ag1Source at https://Ag1Source.com/brands/ag-1-source/. To connect with Mark Waschek, contact him via LinkedIn at https://www.linkedin.com/in/markwaschek/ or email him at [email protected]. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Glen Franzluebbers' life in ag and No Limit Ag's focus. [05:32] The need for synergy over size in the current co-op M&A wave. [12:05] Make co-op scaling objectives and strategy explicit pre-deal. [18:05] Problem-first strategic steps for precision ag and AI use. [24:32] Signs of the problem-first approach done unproductively. [29:16] Discover the "Success Triangle" for testing new ideas. [32:21] How to exit failed initiatives successfully with learnings. [36:05] Reserve the right to learn and pivot as agtech evolves. [37:37] Should co-ops even be making money? [41:40] No Limit Ag's advisory offerings and areas of value. [51:00] Connect with Glen Franzluebbers on LinkedIn at https://www.linkedin.com/in/glen-franzluebbers-42b97132/, or email him at [email protected]. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Agribusiness strategic commercialization focus. [06:16] The need for cross-functional collaboration when assessing risk. [14:18] Ensure rigor with reciprocal quantitative and qualitative data. [17:06] Why opportunistic M&A must be rooted in a preexisting strategy. [21:36] How Apeel scales edible coatings to reduce food waste. [27:46] Is de-risking farming the real mission of agtech? [28:31] Respecting multivariable farmer decisions when solving slow tech adoption. [37:22] Reconcile long-term planning with market volatility. [50:29] "Home vs. away" game thinking in ag and when to pivot. [52:19] The value of dedicating time and resources to experimentation. [01:00:45] Explore Apeel Sciences at https://www.apeel.com/. To connect with Mac Marshall, go to https://www.linkedin.com/in/macmarshall/ on LinkedIn. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Meet Jay Shabat, industry analyst and Railroad Weekly author. [04:25] Overview of Class I railroads and their market power. [08:01] Lessons from the pros and cons of the CPKC merger. [13:48] What's driving Union Pacific's acquisition of NS? [18:29] Why Norfolk Southern is open to a strategic merger with UP. [24:39] Potential impacts of the UP–NS merger on ag shippers. [31:31] The STB's regulatory relief for captive shippers and competitive remedies. [38:38] UP's argument for transcontinental shipping efficiency. [44:34] Will BNSF and CSX respond with their own merger? [49:31] Scheduled UP–NS deal closing and STB review process. [57:25] Access Railroad Weekly at https://railroadweekly.substack.com/. To contact Jay Shabat, please email him at [email protected] or reach out to him on LinkedIn at https://www.linkedin.com/in/jay-shabat-6477b31/. Click this link to find Jay's book Glory Lost and Found on Amazon. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Cascadia Capital's services, its ag practice and ag client profiles. [03:55] The impact of net farm income on ag market dynamics. [08:04] What are the drivers of supply–demand imbalance in ag? [09:50] M&A as an exit in downturns, and qualities of winning companies. [14:17] Crucial strategic considerations for opportunistic M&As. [20:21] The paradox of market recovery and producer distress. [26:10] Explore four distinct M&A "eras" identified in ag. [30:50] Two co-op types and long-term sustainability explained. [37:40] What attracts PE to ag and yet causes surging dry powder? [43:34] Learn about the types of private investors in ag. [47:52] Industry-wide implications of Bunge–Viterra scale mega-mergers. [51:47] Explore Cascadia Capital's Food, Beverage, and Agribusiness group at https://www.cascadiacapital.com/industries/food-beverage-and-agribusiness/. To contact Scott Porter, visit https://www.linkedin.com/in/scott-porter-93537026/ on LinkedIn, or email him at [email protected]. The WSJ article mentioned in the episode: Corn and Soybeans Rule the American Farm. Why That's a Growing Problem, in Charts If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Discover full-service design-build Keen Project Solutions. [06:22] Serving clients of all sizes in the agribusiness spectrum. [11:28] How to facilitate project-objective clarity with clients. [15:52] Why slow front-end planning matters for fast execution. [20:16] The "must-do" list for successful CapEx projects in ag. [27:54] The importance of appointing a dedicated project lead. [34:47] Minimizing gaps between operator needs and procurement strategies. [38:26] Keen's merit shop Millwright apprenticeship program. [44:15] To learn more about Keen Project Solutions, visit https://thinkdifferentthinkkeen.com/. Connect with Matt Frandsen on LinkedIn at https://www.linkedin.com/in/matt-frandsen-6ba3773/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: What's captive insurance, and how does it work? [05:13] Control over risk attracting agribusinesses to captives. [07:18] How captives offer an underwriting income opportunity. [08:58] Financial and tax benefits in captives compared to self-insurance. [12:54] Get to know TrueNorth Companies and their unique strengths. [16:43] Rural risk factors in ag and insurance market challenges. [20:20] Understand the real costs involved in deductibles. [28:45] How are evolving market cycles redefining co-op insurance? [32:29] Analyze your "total cost of risk" beyond premiums. [39:08] Why partnering with a proactive, consultative broker matters. [42:32] Explore TrueNorth Companies at https://truenorthcompanies.com/. Find Lane Danielsen at LinkedIn at https://www.linkedin.com/in/lane-danielsen-99675456/. Lane can also be reached via email at [email protected]. To connect with Jonathan Stark on LinkedIn, go to https://www.linkedin.com/in/jonathan-stark-649865b7/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: Defining and fostering innovation at Beck's Hybrids. [04:32] Balancing skunkworks for future lines within R&D. [08:37] Bridging the gap between internal innovation and the farm gate. [12:44] Why does Beck partner with startups as a customer, avoiding a CVC model? [16:26] Hard lessons from rejected ideas and organizational resistance. [23:22] The power of relationships in driving innovation. [26:12] How to handle risk and goal misalignment in leadership. [35:26] The single most important trait that startup partners cannot fake. [43:18] Advice for innovation leaders and change agents. [48:17] Learn more about Beck's Hybrids at https://www.beckshybrids.com/. To connect with Brad Fruth on LinkedIn, visit https://www.linkedin.com/in/brad-fruth-68429573/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: USSEC's formation, role, and three strategic objectives. [06:05] Why countries import soy, and its unique global demand growth. [14:10] How past U.S. trade tensions led to Brazil's soy export boom. [16:12] A timeline of U.S.–China soybean trade from 1995 to the 2020 "Phase One" deal. [21:03] Benefits of reducing export risk by diversifying markets. [25:53] The future of U.S. soy in China in the 2025 tariff fallout. [26:45] What a VT study predicts about China's soybean imports. [31:50] Will the 90-day tariff truce extension with China work? [38:35] Healing trust and trade partnerships post-disruption. [43:37] The U.S. brand value vs. supply dominance. [47:00] Can China-scale demand be created via multiple small markets? [50:46] Visit https://ussec.org/ to learn more about the U.S. Soybean Export Council. Reach Jim Sutter on LinkedIn at https://www.linkedin.com/in/jim-sutter/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Spotlight on Platinum Crush in soybean mainstay Iowa. [05:06] Erik Lightner's reverse-trajectory from ADM and Haskell to startup leader. [11:36] Lessons in pacing business building and asset readiness. [15:48] Four strategic allocation categories for capital. [22:50] What are "must-haves" vs. "wants" in a $400M startup? [27:33] How regional crushers can compete with industry giants. [31:36] Why agility is a daily choice to prevent bureaucracy. [36:44] Gaining trust and market share amid local competition. [44:00] What Platinum Crush would do in a deficit area scenario. [48:43] Erik's core takeaway for leaders on the preeminent value of people. [50:20] Find out more about Platinum Crush by visiting https://platinumcrush.net/. To connect with Erik Lightner on LinkedIn, go to https://www.linkedin.com/in/eriklightner/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Field to Market's unique positioning in the ag value chain. [04:51] Why equal voices matter in a cross-sector coalition. [06:26] What are Field to Market's core functions and tools? [07:57] The value of real ag sector experience for coalition leadership. [10:42] Sustainability insights by agribusinesses from Field to Market's Annual Meeting. [15:00] M&A lessons from harnessing diversity in coalitions. [27:41] The role of collaborative data in the Triscuits supply chain. [31:24] How U.S. Cotton Trust Protocol assesses sustainability. [36:26] Discover what's next for Field to Market—and participate. [40:45] To learn more about Field to Market, go to https://fieldtomarket.org/. To check out Field to Market's membership, visit https://fieldtomarket.org/our-members/ To learn how Field to Market defines sustainability, visit https://fieldtomarket.org/defining-sustainability/ To join the Sustainable Agriculture Summit, visit https://fieldtomarket.org/contact-us/events/sustag-summit/. Find Carrie on LinkedIn at https://www.linkedin.com/in/carrievollmersanders/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: Understand the efficiency preoccupation in agriculture. [05:31] Facing the truth of bulk commodity vs. food production. [07:58] Uncover the true cost stack of food with bread pricing. [10:11] Capturing additive value and providing food solutions as producers. [13:15] Why ag innovation must focus on end-user food needs. [18:31] Explore the economics and benefits of shifting production-ag value chains. [22:44] Get to know Andrew Hoelscher and Farm Strategy. [26:01] Barriers and opposition to supply chain change. [31:22] How to foster trust and manage supply chain issues. [38:44] Realistic steps to drive supply chain transformations. [43:42] To learn more about Farm Strategy, go to https://farmstrategy.com/. Find Andrew Hoelscher on LinkedIn at https://www.linkedin.com/in/andrew-hoelscher-06b1868/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Revisiting Ep. 111: Ag's Asset Problem and Rural Blight [00:38] How your feedback improves thinking and learning. [04:13] Outpaced, misaligned small country elevator challenges. [06:42] Hyper-local solutions to make antiquated assets work. [10:26] Discover a novel entrepreneurial use of defunct truck houses. [14:00] Explore a listener's elevator "checkoff" fund proposal. [15:13] A truck house retention criteria from a company successfully reducing them. [17:01] Why evolving opinions with new data and ideas matters. [23:24] Community participation shaping The Pacesetter Pod. [24:35] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Ernie Chappell's background and the EFC Systems story. [04:54] The importance of prioritizing longevity and buyer needs over rapid growth. [08:00] Early signs of board misalignment and ways to resolve it. [19:11] How to communicate a vision to a board in a risk appetite mismatch. [23:00] The benefits of a people-first attitude in leadership. [29:55] Does the pain point you solve generate revenue? [31:06] Get over marketing aversion and tell your story with substance. [32:51] Understanding consolidation and embracing change. [34:08] Capital raising vs. capital efficiency and operational rigor. [40:50] Read Ernie Chappell's LinkedIn article, Six Rules I'd Bet a Career On, here: https://www.linkedin.com/pulse/six-rules-id-bet-career-ernie-chappell-foy3e/?trackingId=D7M9mmtlnuzJoxsXdDKp6Q%3D%3D Connect with Ernie Chappell on LinkedIn at https://www.linkedin.com/in/erniechappell/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Laying M&A de-risking foundations in agribusiness. [00:40] Understand M&A as a process, not an event. [4:56] The pitfalls that lead M&A deals to disappoint. [06:36] The real challenge of post-deal integration. [10:53] How does M&A integration put pressure on a business? [11:35] Why a deal-objectives-derived integration plan matters. [17:29] The value of managing deferred decisions internally. [18:45] Being open to post-deal information asymmetry. [20:07] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: What sets Horizon Resources apart. [03:54] North Dakota's ag co-op merger aversion [06:05] The ag co-op business model amid the Bakken oil boom and bust. [09:54] The power of scaling known capabilities in a time of rapid growth. [16:21] Grain origination and managing unhedgeable flat-price risk. [22:34] Buyer concentration, no-bid decisions, and hyperlocal market dynamics. [30:19] The unique value of truck houses for Horizon Resources. [34:34] Considerations of offensive vs. defensive asset deployment. [45:41] On the Horizon podcast as a powerful educational value driver. [47:15] High-caliber rural talent in local co-ops—and where to get hired. [56:21] Learn more about Horizon Resources by visiting https://www.horizonresources.coop/. Listen to On the Horizon Podcast at https://www.horizonresources.coop/podcast. Connect with Levi on LinkedIn at https://www.linkedin.com/in/levi-hall-18532936/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: Definition of diversification. [02:28] Is diversification always objectively valuable in ag? [03:10] The diversification misnomer in the context of co-ops. [04:29] Perceived vs. real diversification. [08:27] Three critical risks of attempting true diversification. [13:01] What problems do we seek to resolve by diversification? [17:29] The fallacy that diversifying adds member value to co-ops. [21:18] Diversification vs. differentiation in agribusiness. [23:07] Advice to help rethink how to approach diversification. [24:44] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: BulkLoads' origin story and company overview. [03:31] Opportunities and challenges ag bulk freight creates. [07:39] Service innovation with factoring and TMS solutions. [21:24] Insights on broad appeal and pain points beyond load matching. [26:26] The benefits of digitization in trucking and freight. [28:47] Explore the uses and trends of AI robotics in trucking. [36:20] The future role of load boards as robo-trucks and AI evolve. [39:54] Is there added complexity in ag bulk hauling vs. general freight? [47:12] Check out The BulkLoads Podcast hosted by Jared. [48:45] Explore BulkLoads at https://www.bulkloads.com/. Find Jared Flinn on LinkedIn at https://www.linkedin.com/in/jaredrflinn/. To follow The BulkLoads Podcast, go to https://www.youtube.com/playlist?list=PLakkfZXYtJjzcMxK3_QFU9ECrFE1aqnlm. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Taking a collective approach to agtech advisory needs. [06:13] The Collective's service offerings and expertise. [10:37] Core forms of AI in ag with compelling examples. [17:46] Why a digital strategy is essential for every agribusiness. [25:45] Factors hindering AI adoption away from Excel and ERPs. [26:09] How does AI enhance operational efficiencies for farmers, dealers, and agronomists? [32:58] The danger of the "do something with AI" mandate in agribusiness [42:07] How to lead digital and AI adoption with agribusiness goals in mind. [51:22] To contact the AgTech Advisory Collective, go to https://www.agtech-collective.com/. Rhishi Pethe can be reached at https://www.linkedin.com/in/rhishi-p-800685/, or via Metal Dog Labs at https://www.metaldoglabs.ai/. To connect with Patrick Honcoop, visit https://www.linkedin.com/in/patrick-honcoop/, or go to AgTech-Pro at https://www.agtech-pro.com/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Understand the centrality of customer retention in M&A success. [00:47] The importance of defining retention goals as explicit data-driven targets. [02:43] How to identify the customers to prioritize in retention strategies. [04:18] Why first-year post-deal retention is not predictive. [05:57] Growth and retention as "both/and" objectives explained with M&A math. [11:49] The value of anchoring retention and growth plans in existing customer realities. [15:21] Three core takeaways to capitalize on the increased M&A activity in ag. [19:28] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Learn about Michigan-based AgroLiquid 40+ years strong in crop fertility. [03:15] Why AgroLiquid chose M&A for growth after decades of organic expansion. [05:55] The five-key disciplined framework that led to acquiring Monty's Plant Food. [06:47] Understand the post-deal realities of integration. [15:28] Is your agribusiness sellable, though you may never sell? [21:07] Explore the seller's vision and legacy concerns in M&A. [25:15] Advice for M&A target sourcing and first meetings. [27:40] What made Monty's Plant Food a strategic fit for AgroLiquid? [32:46] Achieving smart growth through adjacent innovation. [37:22] Learn more about AgroLiquid at https://www.agroliquid.com/. Visit https://www.linkedin.com/in/nick-bancroft-73811488/ to connect with Nick Bancroft on LinkedIn. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: How Compeer Financial positions its identity and impact in agribusiness. [03:40] Multilateral collaboration as an ag innovation accelerator. [07:29] How an abundance mindset, not zero-sum thinking, benefits ag. [12:20] Why long-term rural community development matters for true sustainability in ag. [16:36] Defining a strong organizational culture and articulating its essence as a leader. [27:46] The risks of prioritizing client outcomes over values. [36:44] Upside lessons from a tri-party ag credit banking merger. [40:08] Navigating the current state of uncertainty in ag. [49:36] Learn more about Compeer Financial at https://www.compeer.com/. To connect with Jase Wagner on LinkedIn, go to https://www.linkedin.com/in/jase-wagner-1a1b614/. If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.

Show Highlights: Discover the origins and key role of NOPA in oilseeds. [05:04] The latest science vs. sentiment conversation on seed oils in food. [09:01] Are seed oils ultra-processed as the MAHA Commission asserts? [11:12] Why clear policy signals from RVOs and 45Z tax credits are critical. [18:54] How 45Z policy changes will directly benefit domestic farmers and producers. [21:38] Will the 45Z extension revive soybean crush capacity? [25:47] Sunsets, uncertainties and policy shocks behind plant closures in ag. [29:31] Is RVO an artificial demand driver? [33:59] What long-tail risks to U.S. export competitiveness are likely from the trade war with China?  [46:21] How to follow or connect with NOPA. [54:13] If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.  

Show Highlights: How Tractor Zoom transforms sales and inventory workflow for ag equipment dealers. [04:32] Real-time marketplace visibility and price discovery using AI. [08:07] Tractor Zoom's origin story and the power of leveraging genuine pain points. [14:26] Why true value comes from workflow integration, not data for data's sake. [19:49] The importance of dealer–farmer relationships in the equipment value chain. [23:20] Is Tractor Zoom poised to adapt to farm and dealer consolidation? [28:58] Balancing customer-driven innovation with the internal product roadmap. [37:31] Data-driven sales acceleration, multi-OEM quoting, and more AgTech on the horizon. [41:25] Potential for lateral growth and industry comparisons. [43:49] Learn more about Tractor Zoom at https://www.tractorzoompro.com/. Kyle McMahon on LinkedIn: https://www.linkedin.com/in/kyle-mcmahon-0440954b/ If you are interested in connecting with Joe, go to LinkedIn: https://www.linkedin.com/in/joemosher/, or schedule a call at www.moshercg.com.