“With all of the cattle available online, [the Sale Book page] can take a bit to sort through, but we then can point [bull buyers] in that direction so they can sort through those cattle and breeders themselves,” says Jentz, noting that contacting breeders to inquire about management and production histories is always useful. “Reach out and figure out which cattle fit your goals. Then make a phone call to the [seedstock provider] that you’re thinking about.”

While Angus.org is an incredible resource, your regional managers are available to sit down and have a conversation regarding goals for a producer’s operation so they can help make the best match with a seedstock provider.

Jentz notes that while a select few goals are universal, every operation is unique in some way. He suggests putting goals on paper for the operation and the herd itself before focusing on sourcing your next herd sire.

“Sit down and write out some goals. What are you wanting to do with your cattle? What direction are you wanting to take your herd, or what do you think you need to emphasize? For different people, that’s going to be different,” he says.

“There are going to be plenty of people that want calving ease and growth, while other people want to concentrate more on carcass,” he continues. “Other people are going to want really good show cattle for their kids. There’s a lot of different directions you can go, and there’s a seedstock provider out there for every buyer.”

Investing in the right program

While technology is a beautiful thing, nothing can replace an in-person interaction. Angus.org is a wonderful tool to display and sort information so buyers can create a short list of bull providers, but nothing can replace getting in a pickup and seeing the cattle in the flesh, says Jentz.

How can commercial producers justify paying a premium for herd bulls? That’s a question Quanah Gardiner, regional manager for Hawaii, Idaho, Oregon and Washington, gets asked quite often. Producers shouldn’t be paying that premium for the bull alone, he says. Customer service after sale day adds to the value of the bull.

“My advice would be, if you’re going to go to a seedstock guy and invest in them, they need to invest in you, too. That customer service should be just as valuable as the bull you bought,” Gardiner notes. “How are [the seedstock providers] helping you? Are they helping you market your calves? Are they helping you rep those calves? Are they connecting you with backgrounders and stockers and helping you find cattle buyers? Are they buying your calves or replacement heifers back?”

When a commercial producer invests their time and money into a seedstock operation, a good question to ask is what their seedstock provider is giving back to their customer. After all, the best partners do business with each other.

Going the extra mile

The service your seedstock provider gives you should not stop directly after sale day.

“A lot of the Angus breeders in my region understand that they need to have variation. They can’t just have calving-ease bulls available. They need to have calving-ease, high-performing bulls and bulls that are going to be able to produce calves that grade well on the rail,” stresses Harsh. “[These breeders] realize they need to have a variety of bulls to serve a variety of needs and budgets.”

From there, potential bull buyers can ask themselves what other bells and whistles their Angus breeder is offering. Whether it’s the buyback programs, repping their calves, getting buyers involved in more commercial programs or learning whether a commercial cattleman is selling their calves on a video sale and what their background may be.

“Does this seedstock provider have other programs that these calves would be eligible for? Or maybe you’re purchasing a bull from a smaller operation, but they’re willing to help connect you with the right people,” suggests Gardiner. “What are the next steps, where are we going and what are we going to do? All of these are great questions to ask when looking for a seedstock provider to invest in. Seedstock producers do an excellent job of making sure they’ve checked all the boxes that you’re looking for, including making sure they’re providing the utmost information and that the cattle they’re marketing sell with reasonable guarantees.”

With plenty of quality Angus bulls available that would fit well within most commercial herds, the question then becomes how seedstock providers differentiate themselves from the pack.

“Do these [bull producers] make me, my wife and children feel welcome when we visit their program? Are they going to greet us with a cup of coffee, a donut and a smile? Help us walk through the bulls and actually differentiate what my herd’s unique needs are?” Harsh questions, noting that other programs might offer a less relationship-driven approach to marketing. “There are a lot of people out there that focus on getting a sale, but they don’t focus on keeping a sale. That’s where customer service really comes into play.”

Tying everything with a bow

Whether you’re new to the industry or a seasoned veteran, the relationships we build around livestock are truly one of the special aspects of working within the cattle business.

While putting your goals down on paper can be intimidating, having an idea of where you’re hoping to take your operation can help your regional manager to more effectively help you identify seedstock providers who share similar goals, management styles and climates. That information gives you the best chance of success.

Regional managers work daily in the field to help cattlemen make the best connections and capitalize on their use of Angus genetics. For more information about regional managers, as well as how to get in touch with them, visit https://www.angus.org/about/regional-managers.