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Your 2012 and 2013 marketing plans

Al Kluis 08/01/2012 @ 10:23am

As I wrapped up the 2011 cash sales in the last two months, I have focused most of my efforts on fine-tuning my marketing plan for the 2012 crop. I am also working on my 2013 plan and have begun looking at where to make some initial 2013 hedges.

December 2013 CBOT Corn

Following are my suggestions on how you can fine-tune your 2012 plan and how you can begin pulling together your 2013 plan.

Your 2012 plan

There are six factors you need to know when you're finalizing your 2012 plan.

1. Know your production costs per acre.

2. Know what your Revenue Protection (RP) crop insurance guarantee is at (mine is at $5.68 for December corn and at $12.55 for November soybeans).

3. Be able to estimate your yields to within 10% of what you will harvest in the fall of 2012.

4. Have about 40% of your 2012 crop hedged ahead at a price level that is well above your 2012 RP guarantee.

5. Know if the November 2012 to July 2013 soybean carrying charge is telling you to sell your soybeans right off the combine.

6. Know if the December 2012 to July 2013 corn carrying charge offers a return that suggests you hold your corn until at least March to July 2013.

“It's time to fine-tune your 2012 plan and to begin pulling together your 2013 plan.”

November 2013 CBOT Soybeans

2012 plan action steps

I suggest that you get 80% to 90% of your anticipated soybean crop sold for delivery right off of the combine or delivered in January 2013. If the market doesn't pay you to store soybeans, get them sold.

Place additional new crop corn hedges into the December 2012 contract. The current carry of just 24¢ to the July 2013 futures is not enough. Target getting that carry charge back to 32¢ to 38¢ before you roll your hedges.

I realize that in a world with a lot of financial uncertainty, getting good profits locked in and bank loans paid down are more important goals than ever.

Putting together the 2013 plan is more difficult, not only because the margins are tight but also because of all the unknowns that you have at this time.

Your 2013 plan

There are five factors you need to evaluate when you put together your 2013 marketing plan.

“The 2013 crop corn and soybean futures are trading at a discount to the 2012 crop futures.”

1. Be able to lock in most of your 2013 inputs for less than your 2012 input costs. The big variable is land rents, which for many farmers will not be set until March 2013.

2. Be aware that the global financial uncertainty continues. The Euro debt problems have been going on now for three years. This has rallied the dollar and slowed down global economic growth. This will limit how far grain prices can rally, and it could result in much lower prices in 2013, especially if China goes into a hard landing.

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