Farming Podcast | Machinery Market Trends 2025 | XtremeAg

00:00:00 Steel and aluminum tariffs, trade spats, a down farm economy. And then there is the machinery business. 00:00:07 What does all this mean for you, the producer in agriculture? I've got a great one for you today 00:00:12 'cause I'm talking to a guy in the machinery business who's got a whole bunch of global 00:00:17 and perspective that's even right to your backyard in this episode of extreme Ag cutting the curve, 00:00:23 It's extreme ag cutting the curve podcast, cutting your learning curve, and improving your farming operation every week. 00:00:30 This episode of The Cutting the Curve podcast is brought to you by BASF, creating innovation 00:00:35 to help farmers do the biggest job honor. And now let's get ready to learn with your host Damien Mason. 00:00:44 Hey there, welcome to another fantastic episode of Extreme Acts Cutting the curve. I got a good one for you today. 00:00:48 You know what, farmers love machinery. It's no secret if you've gone to the machinery show in Louisville every February, 00:00:52 let's face it, machinery is farmer porn. I've seen you at these trade shows, farmers, I understand. I was a farm boy myself, case 1370 came 00:01:03 to the farm in the late seventies and I geeked out myself. I climbed in that thing as a 10-year-old boy, 00:01:08 8-year-old boy, whatever I was. And man, I was b scaggs on eight track in the case 1370. 00:01:15 And man, I was, and it was amazing. So I'm with you. I like farm machinery just as much as the next farmer. But you know what? Farm machinery right now is not gonna be 00:01:24 sold at the pace that it was a few years ago. Why? Because no farmer's looking to get money off their books, but you have 00:01:29 to have farm machinery to keep your operation going. I've got Kevin Tin Haken here with, uh, with, uh, Demco. 00:01:38 I'm sorry about that. And, um, I wanna talk about the big picture as farm machinery gonna stay elevated in price amid all 00:01:45 these trade spats. Um, we've got a farm economy right now that's, uh, in a tough spot. 00:01:51 We've got a lot of things to cover. So when I think about the farm machinery business, I think, hey, let's talk about the business side of this 00:01:57 and bring it right back to the farm. So Kevin is gonna help us do that. He's the executive vice president over there. 00:02:02 Uh, you've been in the machinery business your whole career. Well, I think as long as I've been here at Demco, uh, 00:02:08 obviously had some family that grew up on the farm, so I dabbled in it a little bit too. I was more of a green guy. Sorry Damien. So, 00:02:18 Well that's alright. My dad, my dad was actually implement, uh, service manager and part owner of a dealership here in northwest Iowa. 00:02:24 Anyway, so I kind of grew up with that. Yeah, You did. Um, you could say it's a challenging time for machinery, 00:02:32 but it's a challenging time for agriculture. We are recording this, by the way, depending on when you're listening to it. 00:02:36 We're recording this beginning of September, 2025. So things were at a rapid rocket. I would say pace 20, 21, 2 00:02:42 and three, the highest farm income years, the highest three farm income years we've ever had in the history of American agriculture. 00:02:49 So machinery kind of flew off the, uh, flew off the parking lot. Not to mention we were coming outta 00:02:54 that whole COVID time when there were certain stuff that wasn't available. And now we don't have the COVID supply chain issues, 00:03:01 but we've got trade disputes going on and we've got countries fighting and the agriculture, A lot of times Kevin gets used as a, 00:03:07 as a bargaining chip or as a weapon. And here we are in this industry. So give me the lay of the land. 00:03:16 Well, hey, you, you're hitting the nail on the head quite a bit in the fact that it's, it's tough 00:03:21 and, uh, you know, we, we knew that going in once the, uh, landscape changed after you, uh, described there, those three, you know, 00:03:31 relatively well fabulous years, fabulous years for anybody in that space. You couldn't produce equipment fast enough. Mm-hmm. 00:03:40 Um, there was, and really it with the lead times were stretched, uh, extensively. 00:03:45 And it probably changed, I would say, as abruptly as any downturn in the ag economy has for us. And I think a lot of, uh, folks 00:03:56 and there was, uh, a lot of effort on the part of dealers to, uh, withhold any future purchases 00:04:03 and mitigate that by, you know, really getting rid of, uh, what inventory they had on the short line equipment side 00:04:10 as much as they could to just not gonna spend money on that. So that was, uh, 00:04:15 what we saw rather quickly in the order bank. So, Um, and then it changed quickly Mm-hmm. 2024. 00:04:22 Um, right now let's talk about where things are right now. Yeah. You make, just for the person that's listening to this 00:04:29 that doesn't know, tell us about what the dim Demco lineup is. Yeah, so if we're talking for the agricultural customers, 00:04:36 because we're diversified beyond that, but specifically in the ag space, it's grain handling equipment, IE grain carts, uh, anywhere 00:04:45 for from 750 bushels up to 20, over 2000 bushel units right now. And, uh, combine head trailer movers, uh, 00:04:56 bin extensions on your combines or added capacity. And then we also do some semi trailer units specifically in the hopper bottom, uh, arena, 00:05:07 liquid tenders, drop decks, et cetera, at our Spencer facility. So that's kind of the roundabout for at least the ag 00:05:15 components that we make. Sure. All right. So one might say, okay, so anyway, we get the lay of the land we're talking about right now 00:05:24 and and you sell through dealers? Yes, sir. Okay. So we'll talk about the sales and we'll go back to manufacturing, but let's go with the dealers right now. 00:05:32 A couple of years ago, these dealers were calling saying, Hey man, I've got a guy sitting staying here right now, 00:05:36 needs a new grain cart, the the biggest one you can bring me. And, and you're saying, uh, six months. 00:05:43 And now they're saying, Hey, um, we don't really need more stuff. So are you in that situation where the factory keeps going 00:05:50 and then you gotta call some dealers and say, you need to take this? How's it working right now? Uh, if it's on order, 00:05:58 there's probably some of that conversation. You know, it, I would say we work pretty well with our dealer base in that respect. 00:06:06 Um, manage those orders. Uh, effectively we're really trying to work with the dealer base too, uh, 00:06:14 not necessarily only on new orders that we might receive, but how can we, uh, alleviate some of the existing stock 00:06:22 that you might have too. It could be in paid inventory, it could still be in terms, et cetera, either way. 00:06:28 But let's get you to try to move that product. And if we can do that in relationship with maybe an end user client that you are affiliating with 00:06:37 or potentially have an impact, let's see how we can work together on that Is most of your stuff, you know, you'll hear about the, 00:06:44 the bigger line manufacturers that do the thing where they, they call up the others and 00:06:48 say, you're taking three of these. And, and I I hear about that. I dunno if that really happens or not, 00:06:51 but your stuff is more on order. The the dealers, the dealerships don't have to stock your stuff. 00:06:57 Yeah, we don't have today, like many Fran or, uh, short line equipment manufacturers, we're not franchised at the level like you would see 00:07:06 in some of the, in Yeah. Your major lines. So we maybe don't have the power to do that, uh, over and above them. 00:07:14 So we try to build that relationship with them over time. Mm-hmm. And, uh, we're not there 00:07:20 to jam your product down your throat. I mean, that just doesn't happen in this environment especially. 00:07:25 Mm-hmm. Um, we're usually working pretty well with them, with what they're having to deal with. So 00:07:31 I'm guessing that if a farmer right now says, you know what, uh, end of season I got no choice, I need these two new things. 00:07:38 Mm-hmm. Um, a few years ago, like you said, they, you might have had to say, we're so at capacity, over capacity, uh, I mean, uh, we, we can't, we can't get 00:07:48 that to you for another year. I'm assuming that's not the case right now. You, you pretty much can. You're, you're flowing right along 00:07:54 Now with within reason I would say to the demon, you know, we're not trying to keep large amounts of inventory either, 00:08:00 so it may not be the appropriate size. Maybe it's a color, maybe it's an option. But what we do do is, uh, take that maybe backend, 00:08:09 we will revise the unit and accommodate maybe what that customer can, uh, see as potential for them through that dealer relationship. 00:08:19 So we do make amends that way. Okay. So we'll get back to the economics, but yeah. While we're staying on the actual manufacturing mm-hmm. 00:08:27 Steel and aluminum specifically, this is not the first time. Some of us your age 00:08:33 and my age, I remember this being a spat when we thought Japan was gonna take over the world in the 1980s. 00:08:39 Are you old enough to remember that? Sure. You are that? Oh, sure. Steel gets used, steel gets used as a 00:08:46 bargaining chip about like agriculture. It becomes we're gonna tariff this, we're gonna tariff that. And, uh, it's only recently they started Taring Harley 00:08:53 Davidsons and Jack Daniels. It used to be steel. Am I right? Yes. Yes. It, you know, 00:08:59 and that, uh, like you said, that's a hammer that, uh, the administration is using and it's, it's kind of surprising, you know, 00:09:07 when those tariffs were announced for the, uh, steel and aluminum trade specifically, it, it in short order. Our domestic players were right there 00:09:18 with the price increase to offset that. And it was trying to be accommodative to domestic steel producers. 00:09:24 And, and I get that and it certainly makes sense. It's important to our country to have that. But, um, it was a whipsaw effect. It really was. 00:09:35 And, and hard to react for that. Okay. So right now is it, I mean, the impact on you, there's no shortage of availability. 00:09:41 There's, there's plenty of raw materials right now, right There. There're really, 00:09:45 and you know, uh, maybe a few categories, but by and large, and I heard that again today from the sourcing group, 00:09:52 there's reduction in lead times happening in a lot of areas. Yes. Okay. So it's getting, it's even getting more convenient. 00:09:58 The, the pro the raw materials you need from rubber and especially steel and aluminum, no problems getting the stuff you need. 00:10:04 Correct. And it's probably due to the lack of demand in a large way, the, uh, level of capacity utilization in the steel industry seems 00:10:13 to be pretty stable right now. Um, maybe off a couple of points in that mid to low 70 percentile, it just, 00:10:20 it is hanging at that level right now. That means we're using, we're only using about 70% of our productive capacity of steel. 00:10:26 Is that what you're saying? Yeah. Yeah. I would say between, it's probably under 75, but above 70. 00:10:31 Okay. It fluctuates in there. Well, the only thing is, uh, and I wanna get to where, where this goes 00:10:36 with farm machinery. Um, but before I do that, I wanna remind everybody about, uh, not only our friend Demco, 00:10:41 but another company that I talked to when I was at Farm Progress Show here at the end of August was our friends over at, uh, superior Grain. 00:10:47 Uh, as your farm operation grows, so do the challenges, superior grain equipment's, grain storage systems are built to make your job easier 00:10:53 and help your grain reach its full potential. Remember, you might be losing grain condition, you might be, uh, you might be in there rotting, you know, 00:11:01 you've got a whole bunch of new technology can help you keep an eye on your grain. You work hard to grow it. 00:11:06 Uh, it's, it's got a lot of, it's got a lot of challenges right now out there in the ag economy. Don't let it go bad. So anyway, 00:11:11 check out everything you can from gentle mix flow or dryer to the durable storage and get all the flexibility that you need 00:11:16 to market your grain on your time. Go to superior bins.com to learn more. That's superior bins.com. 00:11:23 So anyway, so there's not as much steel being used, but it's not because of just ag, I mean ag and machines are big and need a lot of steel into aluminum, 00:11:33 but we, it's not as common as like cars. So I mean, how much of this slowdown in steel consumption is because of the John Deeres, the cases, the new Hollands, 00:11:45 the dim cos uh, how, how much of that is really crossing over. Yeah. You know, I, it, the steel industry here 00:11:52 in the US supports obviously the automotive sector. Uh, its construction is a big place in that right now. But I would say on all fronts, from what I understand, 00:12:03 listening to some of the pundits and analysts, it's, it's down maybe greater in some areas, but certainly because of the ag space yeah, there's, 00:12:12 there's certainly reduction in consumption there. Okay. Uh, so what's this mean, like right now? Like what are you talking about? You're in the trade. 00:12:21 Mm-hmm. Um, from the pricing standpoint, um, a farm, a pharmacist listening to this right now says, mm-hmm. 00:12:29 I get it. You want to tell me about these tariffs, but you know what, I'm barely at break even, or I'm below break even. 00:12:35 I don't know you're gonna be passing any new costs on. So what is the talk in the trade are you doing about the, I mean, has your cost increased on building a green cart in 00:12:44 September, 2025 from where it was one or two years ago? Yes. Yes. It would be Not even over just a year ago. 00:12:53 I know we had the big run up in, in the LA you know, four years before that, but in the last one year, are we still seeing an increase in cost? 00:12:59 Yeah. You know, and I would say Damien, it's probably more in, in agriculture products. 00:13:04 For us it's more relational to normal, uh, business cost inputs, not strictly just from the steel. Yes, tariffs are impacting this to some degree. 00:13:17 Uh, but, you know, cost of insurance, I, I think everybody knows what that has done. Mm-hmm. For, you know, especially on the property front. 00:13:25 Uh, some general liability insurance there, components, um, a little bit increased maybe on utility, uh, 00:13:33 from that standpoint. Labor, you know, labor's a big component for us too. Uh, even in northwest Iowa, it's, it's, uh, 00:13:40 it's a tight labor market. Okay. So when this pa cost gets passed on, then obviously it's going to be a challenge. 00:13:49 And we, we, the general economy passed on 40, 50% inflation, um, from 2019 until a year or so ago. 00:13:57 Absolutely. And now here we are, the farm economy, which generally runs countercyclical Kevin to the main street economy. 00:14:04 It does, it's probably gonna say, yeah, things might be fine out there in the regular economy. Maybe they can pass on another 5%. 00:14:11 I don't know that I can do that. Where do you see things going? Yeah, I think the, the ability to pass on some of those is 00:14:19 gonna be a challenge for most manufacturers. Yeah. I know we've like many, we've had some incentive based activity, IE rebates, et cetera, 00:14:29 that have been offered over the course of the last, you know, 12, you know, close to 18 months in some cases depending on the product. 00:14:37 And again, that was to try to help the deals, but ultimately to help Demco, you know, move product to, and, you know, that had some level of success with that. 00:14:47 But, uh, if the costs are where costs are, it's gonna be a little bit sticky to try to, uh, hold the pricing without, you know, making sure that we're, uh, 00:15:01 gonna be relevant and, and stay competitive in the future too. Well, That's always the tough thing. Unfortunately, 00:15:06 that's always the tough situation is then you're saying, uh, we've gotta move co uh, move prices because of where our cost structure is. 00:15:13 And then, uh, then there you sit because the customer says, well, we we're spent out. So, uh, yeah, 00:15:20 The, the well, we're looking for efficiency gains all the time. Sure. You know, if we can cost cut in some manner, 00:15:27 and that's not necessarily to diminish the value of the product, but, you know, we look, um, continuous improvement modeling here at the plant. 00:15:36 It, it happens each and every day. So we always have to try to focus on some of that and byproduct better too. Yeah. 00:15:43 Well the the, the thing is then at some point there's no more give on any of that. 00:15:47 Sure. Where do you see things going? Gimme a look ahead here in 2020, end of 25, um, falls probably a decent sailing time. 00:15:54 I, when, when do your stuff, where does your stuff sell? It is, you know, we'll have some, uh, early order program 00:16:01 that takes place, uh, you know, in advance of the harvest season. So a lot of those deliveries, you know, have been made, uh, 00:16:10 in preparation for that retailing activity. And there's a number of users that have already made those buying decisions well in 00:16:17 advance of even the harvest season. But there is those right up to harvest periods and or, you know, if there is a situation where, uh, 00:16:26 volume is a consideration, I need another unit. You know, for some of the large producers, they might do that. 00:16:32 Uh, maybe it comes to a situation because of the climate, you know, it's maybe a little wetter environment then maybe it might 00:16:39 be in previous harvest seasons, it might warrant somebody that's, uh, I need to replace it with a track unit instead 00:16:47 of a, a wheeled unit. You know, there's some of that that might come of that as well. So 00:16:52 Kevin, we talk a lot about then, um, okay, this the, the commodity price situation. Mm-hmm. You've, you've lived through a few of these storms, 00:16:59 which, which things are okay. It's kind of like talking about consumer staples and consumer luxuries and end durable goods 00:17:06 and all that, and the normal economy. I can't go without eggs. Right. Eggs were $7 a dozen eggs still got sold. 00:17:13 I can't go without food. Um, there's certain things that I can go without longer. And so in the machinery business, 00:17:22 I'm guessing there's certain things that get lived without for a longer period of time, 00:17:27 and there's certain things that don't go for quite as long. Okay. 00:17:36 Yeah. That absolutely is true. Uh, and then our, our growers are gonna make those buying decisions in terms of necessities and needs. 00:17:46 And when it comes to inputs, I think we all know that too. That's, that you, there's very little 00:17:51 that you're gonna compromise to that. Machinery might get a back door. So repair becomes even more important 00:18:00 to maintain that equipment. Uh, we've, we've had situations where we look to, well, how do we make, um, ourselves available insur ensuring 00:18:10 that we have the necessary repair product and try to sustain that unit for that extra year or two years. 00:18:18 That's certainly in the forefront for us to make sure that we have that grower up and running continually. Obviously, price point has something to do with it all. 00:18:27 So I, I think I remember what 2014 was the first, we've, things have been generally good for 20 years, let's say. 00:18:33 Yeah. But 2014 we saw a little downturn 20 15, 16, 18, right? Mm-hmm. Um, it seems to me that we went through a thing 00:18:40 where combines were selling as quickly as they could come off the, uh, factory floor. Mm-hmm. And then all of a sudden they were not selling. 00:18:47 So is is, uh, is that the one that goes first be the, the million dollar type machines? We, we we're very attuned to watching 00:18:57 what the combine market does, because that tends to be very relational to some of the green handling products we do. 00:19:05 It's, well, yeah, right. It, it kind of rides along with that. So we keep pretty steady handle on what that looks like. 00:19:12 Um, but yeah, that's, I I think even from a dealer's perspective, right? That's what they're really focused in on those large dollar 00:19:19 value items that they have to try to mitigate. Understood. I agree. Um, alright, so you've been around for a long time. 00:19:26 What's your, um, what's your prediction on where things go and then your, uh, your advice to people that are out here 00:19:33 that, uh, want, want to know from your expertise or maybe, um, uh, because, uh, they're in a little different realm. 00:19:39 Yeah. Prediction, uh, we're, yeah, prediction where I think things go, you know, in terms of 26, uh, I think it still looks to be a challenging market. 00:19:50 I don't know if it's gonna be much different than 25. You know, we got a big crop that we're gonna be dealing with here. 00:19:55 Uh, trade is still in flux. You know, we, we don't know where China is looking to be a buyer at this point too. 00:20:04 You know, the extra grain, the only thing I would say for us is Damien, there's a large crop that's gotta be taken outta the field. 00:20:12 Mm-hmm. We know that our grain carts are a function of removing that grain from that combine to say that truck or to the, the bin locations. 00:20:25 Uh, so you do have to move that grain. It will happen. So there is gonna be utilization. Uh, will we get, could we get some spillover that, you know, 00:20:35 translate into some season sales or buying decisions for next year? Uh, might be the case. 00:20:41 That's if a bro grower is really positioned well, you know, from a, uh, capital expenditure ratio. 00:20:49 Um, that's obviously gonna be important through that too. But I, I think 26 is gonna be still somewhat challenging. 00:20:57 We're still working on the, uh, forecasting methodologies for and finalization for next year, 00:21:05 but it's, there are some bright spots, but I think it's still gonna be a tough market. Be Yeah. I, I think that's probably accurate for a lot of, 00:21:13 for a lot of, uh, more machinery, uh, seeds and chemicals mm-hmm. Get used on every acre 00:21:18 machinery tends to get one of those things. We can make it go another year. Mm-hmm. Is it good, is it a better time 00:21:24 to be in the used than the, are the used folks doing better than the manufacturers? Probably, 00:21:28 I would say they are. Yes. Uh, now I would say this, there's still gonna be, you see some, uh, accelerated depreciation levels on some 00:21:38 of these higher value pieces too. And that's legislative that helped you. Yeah. Yeah. True. 00:21:44 So, you know, we're the big beautiful bill. I don't think that hurt us in that aspect. Um, so that'll, uh, for those types of things 00:21:53 for accelerated depreciation, you bet. That'll be a, a component as well for people. Okay. So prediction is, uh, we stay around this 00:22:01 for 2026 or, yeah. And, and frankly we could be here for another year or two. Well, we've seen these downturns, right, Damien, 00:22:08 that have been multi-year mm-hmm. Uh, progressions before you see the, Uh, we've seen, we've seen the, 00:22:13 we've seen them more than many. Yeah. Right. We have to remember that, you know, and even even, I started in the business early, 00:22:21 early on here, and I just started in the purchasing realm, but that was back in the eighties when 00:22:27 that was really a tough environment. And, uh, that was one reason why Demco diversified from strictly just the agricultural space. 00:22:34 Mm-hmm. It was a monumental moment for us. Okay. I'm a farmer listening to this. What do I, what do I need to know? 00:22:40 What's your, give me your recommendation. What should I be thinking? I know you say, well, I don't farm, I'm here, I work, 00:22:47 I'm a VP of a manufacturer. I got that. But you understand business and you understand the machinery business. 00:22:52 What should I be thinking I'm a farmer, You know, for, if we're thinking in terms of grain handling, I think it's, 00:22:59 it's right sizing your unit to your operation. I hear often, you know, bigger is better. You know, you know, one of our competitors is coming out 00:23:09 with a 3000 plus bushel grain cart. That's about a, that's about a train car. Yeah. Yeah. Just amazing. 00:23:17 It might be more than a train car. Well, yeah. I don't know how you can have the efficiency in the movement 00:23:25 of grain from the combine to the trucks and tie that all together constructively. And then we all know what we're thinking of is, uh, 00:23:34 the compaction realm. Mm-hmm. Right. That and if you're running that grain cart more than empty mm-hmm. 00:23:41 Over the field, over these spot, it, it's going to impact something in a negative fashion moving forward too. There's 00:23:48 No question. And yeah. And we're thinking about a lot of that. It's the technology realm when it comes to, uh, 00:23:55 putting a person in the cab. Mm-hmm. You know, how long before we have autonomous operation exclusively. I think where we see the challenge there a little bit 00:24:05 yet is just the unloading operation mm-hmm. For that at the, uh, the truck space. Mm-hmm. At that point, yeah. 00:24:13 Where it ends up. But, uh, are we gonna eventually get to where we have, uh, grain handling equipment 00:24:18 that doesn't even need the tractor and just gonna be, it's just gonna be a tractor, a little smaller grain cart that just runs itself. 00:24:24 You know, you, you think of where it is with the, uh, spraying applications, you know, it kind of, you know, tends to lean you in that direction. 00:24:33 Direct it does get multiple units Direction. Alright. So you said get the right size stuff, 00:24:36 and then you said think about autonomy. Um, where else am I going if I'm a farmer that I'm thinking about this, um, programs? 00:24:44 Is there a thing, you know, am I gonna see more programs coming out from manufacturers where they say we understand the situation? 00:24:50 So is that, we've seen that before, uh, financing programs, et cetera. Yep. Yeah. There's always that, uh, option for that too. 00:24:59 If you, if we have to try to incentivize sales, how do we do that in a constructive fashion? 00:25:04 Um, there's even with short liners, you know, there's, there's obviously floor planning that takes place, but, uh, we've also seen that, uh, dealers 00:25:15 maybe not wanting to accept that unless it's, uh, we're gonna have consignment. Do you see price operation? See, 00:25:21 Kevin, do you see price reductions? It may be forcing that, it may be forced to get there. Yeah. And, and that'll be a challenge. 00:25:29 Again, when you're talking about the steel and the aluminum and then the raw materials and the cost of labor 00:25:34 and electricity. I mean, it, everything else insurances. It's, it's really those, those price points. 00:25:40 And we see this too. It's pretty sticky. Not to say it's impossible for reductions, but it's pretty sticky on the downside for, 00:25:47 because you, you, we all have to play ball together. And that when that runs downstream in terms of some of the supplier base, you know, circling back that, uh, 00:25:57 that needle moves slowly. It really does. I Have a prediction that, um, there are farm operations that are over equipped. 00:26:04 It was easy to get that way because they could do the deductibility, the depreciation. Mm-hmm. Farm finances were good and, and I farm. 00:26:11 People are gonna, you know, argue with me, oh, you don't know what you're talking about. I don't have more equipment I need. 00:26:16 And I'd say, eh, let's take a real critical analysis here. Um, maybe you talked about right sizing the equipment. 00:26:21 Maybe it also becomes right sizing the equipment. Shed meaning everything that you have. I could see some of that. Am I on the 00:26:27 right, am I on the right path here? I I think there's, I think there's, and some may be forced into that situation. 00:26:34 Yeah. You know, there's plenty of, uh, lending institutions too that are, uh, finding out that the marginal operators are, uh, 00:26:45 coming a little bit at a crossroads. Yeah. Yeah. And how long do they, you know, work with them before that becomes a, uh, harder conversation. Yeah. 00:26:54 And then, and then you're talking about some liquidation going on, and then mm-hmm. 00:26:58 Which also then plays into consolidation. Yeah. Final thoughts. You get it since you're the guest. Hey, you know, in spite of that, it, this country will be 00:27:11 a producer of ag products for years to come. And we are still the envy of the world when we, and we're as efficient as a producer, as anybody, 00:27:20 we just have to know how we can market ourselves that product and find some new uses for maybe the products that we're making too, from an end user standpoint 00:27:31 to consume some of these, these, 'cause there's grain. We're gonna keep getting more efficient, produce more per acre. 00:27:38 Uh, that train's gonna keep going. So how do we find what those next aspects of consumption are? 00:27:45 Hmm. I'm an optimist also. I'm an optimist with, uh, asterisk points. I mean, I, I'm an optimist with asterisk. Yeah. 00:27:50 There's gonna be adjustments. Some of the adjustments are, you're not gonna like, but long term, I'm an optimist as well. 00:27:55 Mm-hmm. With, with some, with some hard adjustments. You get that right. Companys called Demco Pain Points. The companies called Demco. 00:28:04 I'm holding their pin right here in my hand. If you're watching, and I hope you are watching, if you listen to our cutting the curve, that's fantastic. 00:28:10 Also, remember that we have a YouTube channel. Go there and hit subscribe. It doesn't cost anything. While you're there, check out our show, the Grainery, 00:28:17 it's filmed right here at my farm, at my on-Farm Tavern, uh, with our friends and talking about agricultural issues 00:28:22 and the personal, the professional, and everything in between from being an agricultural person. Um, this gentleman's name is Kevin Tin Haken, uh, 00:28:30 from Northwest Iowa. The company's called Demco. If you wanna learn more about what they have to offer, where do they go? 00:28:34 Kevin Demco products.com. And if you don't believe it, just look, look right here on my pin. 00:28:41 There it is. De deco products.com. Until next time, thank you. Thanks for being here. He's Kevin. I'm Damian, 00:28:46 and thanks for joining us here att Extreme Ag Cutting the Curve. That's a wrap for this episode of Cutting the Curve. 00:28:51 Make sure to check out Extreme Ag Farm for more great content to help you squeeze more profit out of your farming operation. 00:28:59 This episode of The Cutting the Curve podcast is brought to you by BASF, creating innovation 689 00:29:04.465 --> 00:29:06.725