KLR Marketing Podcast

Episode: Adaptive Grazing, Sell-Buy Marketing & Ranch Team Culture with Fiona Jackson (Red Wings Ranch, Colorado) Guest: Fiona Jackson, Ranch Manager – Red Wings Ranch, South-Central Colorado Host: Grahame Rees Location: Eastern slope of the Rocky Mountains, elevation 7,200–8,500 ft Episode Overview In this conversation, Fiona Jackson shares an in-depth look at the evolution of Red Wings Ranch — a diverse grazing operation in south-central Colorado — and how adaptive management, flexible marketing, and strong team culture drive remarkable production and financial results. Fiona walks us through the ranch's landscape, their shift away from set-stocked management, and the sell-buy strategies that generated over 42% return in 180 days. She also discusses how their decision-making is grounded in grass availability, not habit or tradition, and why people management is one of the most critical skills for running a profitable ranch. What We Cover in This Episode 🏔 Ranch Context & Landscape Elevation ranges from 7,200–8,500 feet across mixed country: Shortgrass prairie Sub-irrigated meadows Historic irrigated hay ground Over 35 permanent barbed-wire pastures, a mile of river, and 20+ watering points Temporary electric fencing used to increase stock density and control graze periods Typical moves every 3–5 days, aligned with grass growth rate and season 🐄 Operation Overview Red Wings Ranch is only three years into a major transition, and now runs: Custom grazing Short-term cattle ownership / sell-buy trading 3x Airbnb short-term rentals A new events & education arm (workshops, field days, women's chainsaw training, grazing schools) Before 2023, the ranch was leased for 16 years under continuous set-stocking with low ecological response. Today, the focus is profitability + animal performance + ecological regeneration. 💹 Sell-Buy Marketing: A Big Win in 2024 Fiona breaks down their major trade of the season: Initial Plan: Run 500 stockers for the summer. The Problem: By March, prices became too high to "buy right" — stockers were no longer underpriced. The Pivot: They identified an undervalued class: 3rd-trimester aged cows, expecting May–June calves. All while maintaining ecological goals and not over-grazing their country. 🌾 Grass-First Decision Making A key takeaway: "We don't talk enough about grass in marketing." — Grahame Fiona explains how grass conditions — not markets alone — determined their exit: By early fall, they had just 60–75 days of feed left. Instead of pushing the system, they: Sold all heifers and pairs on one big day Did NOT retain calves or keep cows (even though tempting at high prices) Switched to custom grazing with a neighbour to protect ecological and financial outcomes. This avoided: Feeding hay Market-mistimed selling Elevation health risks (PAP / brisket disease) in older cows Smart, fast decisions = avoided risk + preserved profit. 👥 Team & People Management Fiona believes: "Everything is a people problem." Highlights include: Weekly team meetings Working-on-the-business (WOTB) sessions Intentional hiring of apprentices via the Quivira Coalition Hiring for attitude and integrity more than experience Clear training systems for new team members This year's apprentice — zero ag background, previous aircraft mechanic — was a standout due to mindset and willingness to learn. Key Takeaways Flexibility beats tradition: Don't lock into one class of stock. Grass drives profit: Plan marketing around feed, not habit. Sell-buy works when you identify undervalued opportunities. People matter: Culture, communication, and fit are as important as grazing skills. Small changes compound: Moving cattle every few days, using temporary fence, and monitoring grass growth create ecological and financial resilience. Connect with Fiona & Red Wings Ranch Website: Red Wings Ranch, Colorado Email: Fiona Jackson (contact shared in the webinar)  

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