GrainsWest Winter 2021

Winter 2021 grainswest.com 37 Since entering into the Canadian marketplace, Farmers Business Network has quickly gained more than 2,500 farmer members who account for 15 million acres of farmland. Seven major input suppliers are currently under investigation from the Competition Bureau of Canada for allegations of restricting supply to the new company. The only reason he sourced products outside FBN last year was because the company did not have what he needed in stock. “For me it comes down to dollars and cents. Give me the cheapest price first and no, I don’t want any reward points,” he said, adding FBN’s customer service is just as good as any other retail. “Basically, as a mixed operation, owner-operator situation, and with the volume of work that we are doing, you just need less BS. You need the best price first and not negotiate and put a package together for three hours of your time. I don’t want to fill out a form and get a rebate.” Further afield near Grande Prairie, Greg Sears is trialing FBN for generic inputs, such as glyphosate, simply because of recently depressed margins and his generally pro-competition mindset. “There are places for the local ag retailers to provide value and service, and the ability to pick up product as you need them, which does add value,” he said. “There’s a certain amount of price difference that I’m willing to offer for that service, but there’s also other options out there that can save some money.” Sears is open to the idea of doing more business through FBN, but does enjoy a balance with traditional retail. “Anything that is along a generic product line, there’s certainly no reason that the Amazon model can’t be used for ag inputs and materials and parts,” he said. “It puts a fair bit of pressure on the conventional retailers to provide service beyond what you can get with the click of a mouse, which I think is encouraging for farmers both on a cost and an availability of materials.” Digital convenience and new-school business delivery aside, Rezansoff said his members have always sought to provide customer-oriented services that long pre-dates digital players. “There’s a constant evaluation of how to best serve farmers and what are farmers looking for in return,” he said. “It may not always be the lowest price.” And while that may be true, Staples is confident that by offering as much information as possible to farmers they will appreciate the honesty and vote for clarity. “We are bringing transparency to an industry that has had none. We are bringing nationwide pricing to an industry that has had none,” he said. “Our prices are the same in Ontario or Fraser Delta. It’s the same for any grower whether 500 acres or 50,000 acres. When you look in other industries people have seen the change that has happened to the incumbents. The incumbents either adapt or they die.”