About the firm: How did you get started? Do you provide additional services besides brokerage?
Was farming in the early 80's and decided I was not a very good marketer. That led to interest in the commodity markets which led to me getting my series 3 and opening an office in Brinkley. I am a consultant and charge a fee per acre to market crops for farmers.
What are the biggest challenges your clients face today, and how do you help them?
Maximizing their profits in farming, so they show a profit and farm another year. I help them market their crops throughout the year rather than selling everything at harvest.
How has hedging evolved since you first started the business?
Many more ways to hedge now with options and programs that cash merchandizers offer to the farmers. Much more volatility in the markets than 1985 and hedging captures some of the volatility moves.
What do you believe to be the keys to your success?
Honesty and developing relationships with my customers. But most of all, my faith in Jesus Christ and his help through the years.
How does your firm handle the burdens of compliance?
I have a very good clearing firm (ADMIS), and they help me stay on top of the issues.
One of the unique aspects of your firm is that you are employee-owned. Tell us more about your unique structure.
I am a sole proprietor and have been since the beginning. I am solely responsible for all decisions and have been able to keep my overhead down which is a key to showing a profit at the end of the year.
What trends are you most excited about/worried about?
I am excited about the technology improvements in the last few years. Also more emphasis on marketing a crop in the ag. community. Over regulation bothers me although I realize in some cases it is needed.
What do you believe producers are most concerned about today?
The expenses to put a crop in, continue to grow every year, and the unpredictability in commodity prices puts a strain on the bottom line in years like this year.
Tell us about your research department
I depend on my clearing firm for help in the research area, and I also subscribe to a private research company.
Why did you join the NIBA, and what added value does your NIBA membership give you/your firm?
It made sense that we needed a group to represent I.B.'s in this ever-changing environment. To have a voice with the N.F.A. and be represented with the major issues that we face in the futures business is very important to me and my I.B.
