Claim OwnershipThe Pacesetter Pod
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As an agribusiness executive, you operate at the intersection of value creation and preservation.
You are challenged every day to take risks and grow the business while protecting the organization, people, and customers with superior execution.
From highly fragmented supply chains and capital intensive business models to exceptionally narrow margins and hyper-competitive markets, you need an edge to outperform the competition.
Welcome to The Pacesetter Pod, where we explore and reveal the perspectives, insights, and approaches to deliver great results and growth in your agribusiness, through better execution.
You are challenged every day to take risks and grow the business while protecting the organization, people, and customers with superior execution.
From highly fragmented supply chains and capital intensive business models to exceptionally narrow margins and hyper-competitive markets, you need an edge to outperform the competition.
Welcome to The Pacesetter Pod, where we explore and reveal the perspectives, insights, and approaches to deliver great results and growth in your agribusiness, through better execution.
152 Episodes
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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 markwaschek@Ag1Source.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: 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 glen.franzluebbers@outlook.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: 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 jay@railroadweekly.com 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 SPorter@cascadiacapital.com. 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 ldanielsen@truenorthcompanies.com. 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.
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