1. Econ 337, Spring 2012 ECON 337: Agricultural Marketing Chad Hart Assistant Professor chart@iastate.edu 515-294-9911

2. Econ 337, Spring 2012 Today’s Topic “New Generation” Contracts

3. Econ 337, Spring 2012 Contracting  Basic Hedge-to-Arrive  Basis  Deferred Price  Minimum Price  New Generation  Automated Pricing  Managed Hedging  Combination

4. Econ 337, Spring 2012 Hedge-to-Arrive  Allows producer to lock futures price, but leaves the basis open  Basis is determined at a later date, prior to delivery on the contract  So the producer still faces basis risk and production risk (must produce enough crop to cover the contract)  The buyer takes on the futures price risk

5. Econ 337, Spring 2012 Hedge-to-Arrive  Why might you use it?  Think basis will strengthen before delivery  For the producer, the gain/loss on the contract is due to basis moves  Available in roll and non-roll varieties

6. Econ 337, Spring 2012 Basis Contract  Also known as a “fix price later” contract  Allows producer to lock in basis level, but leaves futures price open  Producer still faces futures price risk and production risk  Buyer takes on basis risk

7. Econ 337, Spring 2012 Basis Contract  Why might you use it?  Expect higher futures prices, but possibly weaker basis  Example  On July 1, producer sells 5,000 bushels of corn for November delivery at 20 cents under December futures.  On Nov. 1, Dec. futures set the futures price

8. Econ 337, Spring 2012 Deferred Price Contract  Also known as “no price established” contract  Allows producer to deliver crop without setting sales price  Buyer takes delivery and charges fee for allowing price deferral  Producer still faces all price risk and production risk (if contract is set before delivery)

9. Econ 337, Spring 2012 Deferred Price Contract  Producer also faces counterparty risk  If buyer files for bankruptcy, the producer becomes an unsecured creditor  Why would you use it?  Believe market prices are on the rise  Takes care of storage  Allows producer to lock prices at a later time  Producer benefits from higher prices and stronger basis, but risks lower prices and weaker basis

10. Econ 337, Spring 2012 Minimum Price Contract  Allows producer to establish a minimum price in exchange for a service fee and the cost of an option  The final price is set later at the choice of the producer  If prices are below the minimum price, the producer gets the minimum price  If prices are above the minimum price, the producer captures a higher price

11. Econ 337, Spring 2012 Minimum Price Contract  Removes downside price risk (below minimum price) and allows upside potential (after adjusting for fees)  Producer looking price increases to offset fees  Provides some predictability in pricing, can be set to be cash-flow needs

12. Econ 337, Spring 2012 New Generation Contracts  Ever evolving set of contracts established to assist producers and users in marketing crops  Structured to overcome marketing challenges  Inability to follow through on marketings  Marketing decisions triggered by emotion  Complexities and costs of marketing tools

13. Econ 337, Spring 2012 New Generation Contracts  Often broken into three categories  Automated pricing  Managed hedging  Combination contracts  Offered by several companies, each with its own twist on the contract  I will highlight some available contracts (for illustrative purposes only, not an endorsement

14. Econ 337, Spring 2012 New Generation Contracts  The contract follow predetermined pricing rules  Often sold in set bushel increments, like futures and options, with a specified delivery period  Some have exit clauses (depending on price)

15. Econ 337, Spring 2012 Automated Pricing  In its purest form, basically locks in an average price by marketing equal amounts of grain each period within a set time  Could be daily or weekly  Some contracts allow producers to pick the pricing period  Can be combined with other pricing approaches (minimum price, etc.)

16. Econ 337, Spring 2012 Automated Pricing  Examples  AgriVisor – Index  E-Markets – Market Index Forward  Cargill – PacerPro  CGB – Equalizer Classic  Variations  CGB – Equalizer Traditional  Cargill – PacerPro Ultra  E-Markets – Seasonal Index Forward

17. Econ 337, Spring 2012 Automated Pricing Pricing period: Jan. to Mar. 2012 on Nov. 2012 soybean futures

18. Econ 337, Spring 2012 Automated Pricing  Advantages  Automates marketing decision, frees up producer time  Removes concerns about additional costs (margin calls)  Can be set to capture average price when seasonal highs are usually hit

19. Econ 337, Spring 2012 Managed Hedging  Automated contracts that implement pricing based on recommendations from market analysts  Example  Cargill – MarketPros  Producers can choose to follow CargillPros or Kluis Commodities recommendations

20. Econ 337, Spring 2012 Managed Hedging  Has many of the same advantages as automated pricing  Results are dependent on the performance of the market analysts  Often has higher fees than automated pricing  Automated pricing: 3-5 cents/bushel  Managed hedging: 10-15 cents/bushel

21. Econ 337, Spring 2012 Combination Contracts  Extend or combine mechanisms from various contracts  Averaging pricing  Minimum pricing  Pricing based on market movements  Opt-out clauses if prices fall significantly  Come in many varieties, so producers can find one to fit their needs

22. Econ 337, Spring 2012 Cargill – DiversiPro  Price is set by formula  75% of the price is determined by the average daily high futures price during a specified pricing period  25% of the price is determined by the highest price observed during the pricing period  Can be linked to a commitment to market additional grain (the commitment reduces the fee charged) Source: http://www.cargillpropricing.com/contracts.html

23. Econ 337, Spring 2012 AgriVisor  Accelerator Pricing  Markets bushels when prices exceed a floor price, but marketed quantities depend on price level  For example, Source: http://www.agrivisor.com/Services/CrossoverSolutions.aspx If the Nov. 2012 soybean price is Then we market < $12.000 bushels per day $12.00 to $13.00100 bushels per day $13.00 to $14.00250 bushels per day > $14.00500 bushels per day

24. Econ 337, Spring 2012 AgriVisor  Topper Pricing  Markets bushels when prices exceed a floor price on days where prices have jumped sharply  Example: Markets bushels when prices exceed $13.00/bushel on days where prices have increased by at least 15 cents/bushel  Takes immediate advantage of market rallies Source: http://www.agrivisor.com/Services/CrossoverSolutions.aspx

25. Econ 337, Spring 2012 AgriVisor Source: http://www.agrivisor.com/Services/CrossoverSolutions.aspx

26. Econ 337, Spring 2012 AgriVisor Source: http://www.agrivisor.com/Services/CrossoverSolutions.aspx

27. Econ 337, Spring 2012 FC Stone  Accumulator Contract  Versions for producers and consumers  Key parameters:  Accumulator price – price grain is sold (or bought) at  Knockout price – price that terminates the contract  Weekly bushel sales commitment  Has acceleration function if price move beyond accumulator price Source: http://www.intlfcstone.com/commodities/grains/Pages/OriginationTools.aspx

28. Econ 337, Spring 2012 FC Stone – Accumulator Quantity marketed doubles Normal quantity marketed Contract ends Source: http://www.intlfcstone.com/commodities/grains/Pages/OriginationTools.aspx

29. Econ 337, Spring 2012 FC Stone – Consumer Accumulator Quantity bought doubles Normal quantity bought Contract ends Source: http://www.intlfcstone.com/commodities/grains/Pages/OriginationTools.aspx

30. Econ 337, Spring 2012 Class web site: http://www.econ.iastate.edu/~chart/Classes/econ337/ Spring2012/ Have a great weekend!