Illinois Fertilizer Conference Proceedings January 28-30, 1991 Home 1991 Index Search

Using Prescription Recommendation In Developing Fertilizer Marketing Programs

Reggie Cook¹

Prescription Recommendation is an agronomic marketing program we. have developed based on recent fertility research. We have convinced ourselves and the farmer that our purpose is to sell a quality product backed by quality service, which emphasizes he best management practice to achieve fertilizer efficiency. Yes, this program may cost more than our competitors, but our program will produce the lowest cost per bushel. Lowest cost per bushel is the "cheapest", not lowest cost per acre. We sell bushels not acres.

"Strip-Starter-Split" program is proven by university research and has been verified in our local plots. Fertilizer efficiency is the only way'to achieve lowest cost per bushel, which is key to Maximum Economic Yield (MEY). The fluid dealers have done an excellent job with custom application, perhaps the cheapest labor the farmer hires, but to achieve efficiency, the farmer must make some fertilizer applications with his equipment. Research supported by the Fluid Fertilizer Foundation has proven this.

Examples of farmer prescription applications we have had good experience with are: split applications of UAN as in weed and feed and culti-band of UAN (sidedress with cultivation). Starter fertilizer placed 2x2 at planting is again on the increase, and now, we are attempting to perfect strip application of suspension fertilizers in conjunction with the farmers tillage.

Many of our dealers fear and resist the applications of fertilizers by the farmer, but custom application will always be saleable, if quality work is done. However, the best chance for increasing our market share is the Strip-Starter-Split applied by the customer.

Our approach has been to study research that indicates a method of Timing, Placement and/or Concentration (TPC) to have a yield advantage. We then use demonstration plots on our customers' farms to prove this method in our farming area. Thus, we have developed what we term "Prescription Agronomic Marketing Programs", which are promoted as Strip-Starter-Split. The result is lower cost per bushel due to increased yield per fertilizer unit applied. We express this efficiency as FER -- fertilizer efficiency ratio. FER is simply calculated as #N/bu., #P205bu. and K20/bu. of, crop produced.

In a 1973 letter from Dr. Barber of Purdue University, he explains why the strip is the superior placement. Since 1973, several researchers have confirmed these results. Barber's findings were 18 years ago. It is time to change.

TABLE 1

TABLE 2

All plots 44-48-96 fall moldboard plow, 155#N as UAN weed and feed, 7-21-7/Zn Starter 2x2

The preceding table is one of numerous local demonstration plots that proves Barber's strip method has a definite advantage.

TABLE 3

All plots received 7-21-7 starter 2x2

Soybeans have also responded to strip placement in our local plots. Strip was almost 11 bu/ac better even with a rate reduction. Note: Starter plus broadcast did not mask strip advantage.

TABLE 4

All plots: 46# P₂0₅ per acre P.D.

This 69# P₂0₅ program (46# P.D. plus 23# starter) produced 4 bu/ac more than a program using twice as much P₂0₅ (138# P₂0₅) in a single broadcast application prior to plow down. This type of longterm study has helped indicate the direction of numerous studies recently funded by our Fluid Fertilizer Foundation.

TABLE 5

All plots: 48-40-60-8 strip P.D. fall plus 170#N as UAN weed and feed. Pioneer 3358

This plot (Table 5) again proves starters pay, but additionally studies the different starter analysis. Increasing N in 2x2 starter does not seem to pay, if UAN is weed and feed PPI. Also, this and other starter plots seem to indicate that sulfur and zinc should not both be added to starter. V have recorded response when sulfur or zinc are added alone, but not when both are mixed.

Agronomic marketing information shown in Table 5 should be carried from considering plant food response to Maximum Economic Yield (MEY). The highest cost per bushel of $1.82 less lowest cost/bu of $1.72 is 10 cents per bu. times 170 bu. which equals additional net profit of $17./ac. Note: These differences are starter differences only. If used on a 500-acre corn crop, net profit would be $8,500. Also, the lowest cost per bushel is not necessarily the highest yield, and equally as important, lowest cost of fertilizer per bushel does not reach MEY.

TABLE 6

All plots: 12-40-120 strip P.D. fall DeKalb 482.

Soil test:

pH	OM	P	K
6.5	3%	75	400

Much time could be spent discussing this plot. It shows that soybeans do respond to direct fertilization. Also, this plot as well as others indicates that after several years of annual strip plowdown, starter still pays, even on soybeans. Again, lowest cost per bushel is not lowest fertilizer cost per bushel.

TABLE 7

This study is an excellent example of the advantage of split application of nitrogen and fits very well for weed and feed UAN PPI plus culti-band UAN. The 11 N/bu PER is our goal or guideline. We hope someday to reach MEY with only 11 Nbu.

Another area of our marketing program in nitrogen management is applications of inhibitors. We have conducted plots (Table 8) that show promise. The "ATS", "Super N" and "DCD" are most popular at this time. N-Serve is another product that may be used.

water damaged No S.D. "N"

CONCLUSIONS

Our marketing approach, though simplistic in design, incorporates the latest in research data and equipment technology. I challenge everyone to consider our Prescription Marketing Program (Strip-Starter-Split) vs. the obvious competition. Only through Timing Placement and Concentration (TPC) can maximum economic yield be attained. Lowest cost per bushel is the cheapest.

FOOTNOTES

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Department of Crop Sciences University of Illinois Extension College of Agricultural, Consumer, and Environmental Sciences University of Illinois at Urbana-Champaign Illinois Fertilizer & Chemical Association Illinois Department of Agriculture

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