When markets tighten, it’s tempting for agribusinesses to pull back on spending, become more apprehensive with their customers, and hunker down until the rebound. But history shows that the most resilient ag retailers take the opposite approach. They stay close to their growers, simplify how business gets done, and use slowdowns to sharpen operations and look for opportunities. Here are a few common moves from retailers who don’t just weather slowdowns, but find ways to grow through them.

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Staying Close to Growers Pays Off

In softer markets, customer loyalty becomes the most powerful driver of performance. As the trusted advisor, you get inside access to what they are thinking, planning, and doing. They ask you for your opinion and value your input as growers scrutinize every dollar even more critically. They continue doing business with retailers who make life easier and demonstrate a trusting partnership over the long haul.  

For the retailer, this looks like:

• Meeting growers where they are to do business – whether in the field, over text, or through an online platform.

• Connecting growers quickly to the right person to plug into their planning process.

• Giving teams holistic visibility into customer data to diversify the relationship and prevent slow decisions when someone’s out of the office.

These touchpoints create consistency and trust, and that trust compounds.  

Digitally engaged growers are 3× more loyal and purchase 20% more products across categories.

  Across the industry, AgVend sees a pattern: 46% of customers engage digitally, but those accounts represent more than 70% of total retail volume. Customers connecting through online channels are also the ones driving the most revenue impact, by engaging with their trusted advisors and leveraging collaboration with retailers and suppliers for growth. By investing in digital connection and data visibility, retailers aren’t just keeping customers’ business. They’re expanding it.

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Small Wins Make Big Impacts

Resilient ag retailers understand transformation rarely comes from one big move. It’s about stacking small, measurable wins, like tightening program management to capture every dollar, building loyalty programs to encourage repeat business, or equipping retail teams with tools that save time in the field.    

Retail teams using digital tools report up to 80% faster order processing compared to legacy methods.

  Each improvement adds up, creating momentum of efficiency and growth. The true competitive edge doesn’t come from cutting prices; it comes from operating smarter with cleaner communication, stronger relationships, and programs that flow seamlessly from supplier to field. These daily actions build operational strength, but the real advantage comes when those strengths connect.

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Collaboration is the Competitive Edge.

  The strongest connection starts between the retailer and the grower. But, to keep growers happy, efficient, and set up for success, retailers need every part of their business working together — with resources, data, and communication in one place. When visibility expands across the organization, everyone moves faster and more strategically. Sales understands procurement’s priorities, agronomy knows which programs are live, marketing can pivot in real time, and suppliers quickly see engagement and performance. A connected ecosystem replaces guesswork with coordination, eliminates inefficiencies, and strengthens relationships — giving growers the seamless, informed experience they expect.    

Integrated agricultural supply chains can deliver 3–5% margin gains through improved timing, coordination, and pricing visibility. — McKinsey, 2024

 

The Takeaway

  Market dips don’t last forever. The retailers using this time to strengthen operations, deepen grower relationships, and enhance collaboration across the supply chain are positioning themselves to lead when conditions improve.   It’s clear where the industry is headed: toward greater collaboration, stronger relationships, and smarter growth. Over 35% of the North American ag retail market is already moving in this direction using their AgVend-built platform. If you’re one of the resilient ones, use the moment to get sharper, closer, and more connected. Ready to explore AgVend’s digital tools and see how we can elevate your business? Let’s talk.