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Serving: MI

Row crop farmers should pay attention to consumer perception

David Papazian/Getty Images Sunset over cornfields
PERCEPTION: In Michigan, the value of row crops to the state’s agriculture has not translated into consumer perceptions of its importance.
Marketing farm commodities requires connecting with consumers.

Row crops and their growers often have seemed insulated from consumer demand, especially when compared to other agricultural products such as fruits or beef.

Trey Malone, an agricultural economist at Michigan State University, challenged the idea that row crop growers can dismiss the perspective of their consumers on a recent episode of the MSU Extension field crops team’s “In the Weeds” podcast.

As an example, Malone pointed out the effect of consumer preferences on ethanol, sugar and GMO product markets. Not only do consumers influence commodity demand, but they also are voters who influence regulators and policymakers.

Results from Malone’s recent study, “The Role of Collective Food Identity in Local Food Demand,” indicate that Michigan consumers may indeed lack connection with the state’s agricultural products. Consumers value local agriculture and its products more when their perception of the region’s most important food products matches the top agricultural products.

In Michigan, the value of row crops to the state’s agriculture has not translated into consumer perceptions of its importance. In the study, Michigan consumers identified cherries, apples and beef as the state’s most important food products, despite the fact that Michigan’s top agricultural products are dairy products, corn and soybeans.

Improving the connection

Malone suggested that improving this connection with consumers is critical to the success of row crop commodity markets. However, growers should engage with consumers as people who want to understand where their food comes from.

He shared an experience at a young farmers’ event in which he asked the crowd, “Tell me in one word how you would describe consumers in the United States.” Their response? “One of the top words was ‘uneducated.’”

Malone contends that “if our goal is to try to make some type of connection to the people who are buying our product, and maybe try to market to them, that marketing strategy isn't built on thinking your buyer is uneducated.”

Malone says that there are plenty of opportunities for farmers to tell their story, particularly in the current food industry environment. Concerns around the COVID-19 pandemic have increased the desire of consumers to feel connected to their food. Helping consumers see the links between their food purchases and your soybean, corn or wheat fields can support the markets for your Michigan row crops.

Listen to the Michigan Field Crops channel on Apple Podcasts for a new “In the Weeds” episode. It features farmers, agribusiness and MSU Extension educators. The podcast is available on Spotify, iTunes and embedded on the Field Crops website. New podcasts will be posted every week for this series.

Fronczak, Jean and Clark are MSU Extension educators.

Source: MSU Extension, which is solely responsible for the information provided and is wholly owned by the source. Informa Business Media and all its subsidiaries are not responsible for any of the content contained in this information asset.
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