Wisconsin Agri-Business News Quarterly, Spring 2021 by WABA

VOLUME 11 • ISSUE 1 • SPRING 2021

Wisconsin Agri-Business Association Board of Directors & Staff President

Rob Evans, Rosen’s Inc., Mondovi

Vice President

Howard Hartmann, Hartmann Farms LLC, Lodi

Treasurer

Wisconsin Agri-Business Association 2801 International Lane Suite 105 Madison, WI 53704 Phone: 608-223-1111 Fax: 608-223-1147 info@wiagribusiness.org www.wiagribusiness.org

Garry Gard, Didion Inc., Cambria

Secretary

Tony Grapsas, Jay-Mar Inc., Plover

Directors Bruce Ceranske, Legacy Seeds, Scandinavia Chris DeLong, DeLong Company, Clinton Ashley Gausman, Rosen’s Inc., Baldwin Steve Hellenbrand, Insight FS, Jeﬀerson Jeﬀ Hodge, Heartland Ag Systems, DeForest Dawn McCluskey, Allied Coopera ve, Adams Ladd Pe t, Middleton Farms Coopera ve, Middleton

Advisors Shawn Conley - UW Dept. of Agronomy, Madison David Crass - Michael Best & Friedrich LLP, Madison Ma Ruark - UW Dept. of Soil Science, Madison

Staﬀ Tom Bressner - Execu ve Director Jim Nolte - Safety Director Denise Poindexter - Director of Member Services Sara Schoenborn - Director of Marke ng and Public Rela ons Joan Viney - Director of Member Communica ons

Page Cady, Inc. .................................................... 13 CHS ............................................................... 1 Davis Equipment Co. ................................ 17 Fertilizer Dealer Supply ............................ 18 Heartland AG Systems, Inc. ..................... 10 SCS Engineers ............................................ 19 True North Consulting ............................. 38

2 SPRING 2021

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Our Mission The mission of the Wisconsin Agri-Business Association is to represent, provide programs and services, educate, train, manage regulatory and legislative affairs, and to be a strong unifying voice for the agribusiness industries of Wisconsin

From the Corner Oﬃce

USDA to Begin Public Outreach on Climate Change Policie

2021 “Virtual” Wisconsin Agribusiness Classic – A Success In Many Ways

Thank you to the Wisconsin Agribusiness Classic Sponsors

WABA Celebrates Successful Online Scholarship Silent Auc on

Governor Introduces 2021-23 Biennial Budget

2020 Grain Dust Explosions Result in Zero FataliƟes

VERY Frequently Asked Ques ons About the Expanded Employee Reten on Credit

Grain Safety Stand Up Week March 29 – April 2, 2021

White House Issues Execu ve Order on Covid-19

SAFETY TIP - Flashback Arrestors – Oxy Fuel Safety

Pes cide Safety

Calendar of Events

Struck-By: Simple Physics!

On Farm Selling During Covid

USDA Crop Values

2020 Crop Totals

COVID19 Vaccine Eligibility

Learn about UMOS

Wisconsin Agri-Business News Quarterly

SPRING 2021

Tom Bressner, WABA Execu ve Director

From the Corner Office

Gree ngs once again from WABA! Finally, it is almost that me of year for a “new beginning”. It is almost Spring, and thoughts will soon turn to a new growing season. With daily temperatures now reaching the 40’s and snow piles beginning to melt away, it won’t be long un l the annual rou ne begins once again. I think it is safe to say that we are all ready for it to happen.

the 2021 “Virtual” Wisconsin Agribusiness Classic another outstanding conference. While it was not our ini al plan to hold this annual networking event via computer connec ons from our oﬃces and living rooms, lots of hard work and long hours from many people made the show worthy of its name… a Classic. The WABA Classic Conference & Trade Show Commi ee already met on March 1 to begin planning the 2022 Classic. Please share any thoughts and comments you might have with the commi ee. You will find an ar cle telling the highlights of the 2021 Classic later in this magazine.

•

The highlight in February was WABA’s Washington D.C. Virtual Legisla ve Fly-In. Tradi onally, I am in Washington D.C. for three to four days every February, mee ng personally with both Senate offices and all eight House offices of the Wisconsin delega on. This year, due to COVID, we were able to meet virtually, giving WABA members the opportunity to join in the discussions. In all, 16 WABA members joined in for one or more of our Legisla ve visits, as we met with key staff members of six legislators and four Congressmen themselves (Congressmen Fitzgerald, Gallagher, Grothman, and Steil). We want to give special recogni on to Ladd Pe t from Middleton Farmers Coopera ve who par cipated in all 10 of our legisla ve appointments. The main issues discussed included: Agricultural markets, trucking policies, environmental stewardship, ethanol and the Renewal Fuels Standard, H-2A Temporary Ag Worker Immigra on Program, inland waterways funding, and phosphate supply issues. Thank you to everyone for your par cipa on in our legisla ve appointments.

With this new change in format, we hope you enjoy this WABA News Quarterly and all those to come in the future.

On March 3, your WABA Board of Directors took our legisla ve agendas to the state level, mee ng personally with several key leaders of the Wisconsin Legislature. Mee ngs included: Senate Majority Leader – Senator Devin LeMehieu, Assembly Speaker – Representa ve Robin Vos, Joint Finance Commi ee Co-Chair - Senator Howard Marklein, Senate Ag Commi ee Chair - Senator Joan Ballweg,

As we men oned in the December 2020 WABA News Quarterly, this is the first edi on of our quarterly magazine that is being distributed digitally. This decision was made a er lots of discussions with WABA members that have tradi onally received our quarterly magazine in print through the mail. By sending the magazine via email: we can make it available to many more people that can benefit from its numerous ar cles and data, • It makes it easier for you to share ar cles and data with others in your company that can benefit from the informa on, • We can get the informa on to you on a more mely basis, elimina ng the normal me spent having the magazine printed and mailed, (Due to postal service delays in December, the last issue took nearly a full month to get from the printer to your desk.) • And, we can distribute the quarterly magazine to you at a significant cost savings.

I want to start oﬀ this quarterly magazine by thanking each and every one of you for helping to make

4 SPRING 2021

Assemble Ag Commi ee Chair – Representa ve Gary Tauchen, and Freshman Senator and former DATCP Secretary – Senator Brad Pfaﬀ. The main issues discussed included: rural road and bridge funding, rural broadband expansion, UW-Extension funding, proposed truck weight legisla on, proposed water quality legisla on, and proposed changes to Statute NR 151 – Nitrate Technical Performance Standards. We hope you are enjoying and ge ng lots of informa on from our new WABA Webinar Series which kicked oﬀ in February. On February 17, representa ves from Cli on Larson Allen talked about “COVID-19 Planning and Overlooked Opportuni es.” One major topic of discussion was tax issues surrounding PPP Loans. There will be two WABA Webinar opportuni es for you to a end in March. March 9 will feature Rhonda Strebel from the Wisconsin Rural Health Ini a ve talking about the state COVID vaccine distribu on plan for agricultural produc on workers. And on March 17, DATCP leadership, including DATCP Secretary Randy Romanski, will talk about plans and programs important to your company. Our Custom Applicator Program will be held on March 17-19 at Fox Valley Technical College. We are especially excited to hold the program this year a er the pandemic caused us to cancel it in 2020. As always, the WABA CAP Program will be one of the best hands-on opportuni es to get your spray rig operators trained and ready to head to the fields. Unfortunately, all registra ons have been filled and we cannot accept any more registra ons for this year. The Na onal Stand Up for Grain Safety Week will be held on March 29 thru April 2. WABA will organize daily webinars on various grain safety topics every day of that week, helping to make your grain workforce safe and more prepared for poten al hazards. As we quickly approach the beginning of field work, probably the best news for all of us is the op mism I hear from farmers around the state. A er struggling through “too many” challenging years, it is great sensing a lot of excitement for the year ahead. Here is to a great 2021! Sincerely, Tom

Wisconsin Agri-Business News Quarterly

USDA to Begin Public Outreach on Climate Change Policies

By Max Fisher, Vice President, Economics, Government Rela ons; Sarah Gonzalez, Director, Communica ons, Digital Media; and Randy Gordon, President, CEO, Na onal Grain and Feed Associa on. During the U.S. Department of Agriculture’s (USDA) all-virtual Agricultural Outlook Forum on Feb. 18, new agency leaders discussed agriculture’s role in implemen ng President Joe Biden’s execu ve order on climate change. Robert Bonnie, USDA deputy chief of staﬀ for incoming Secretary Tom Vilsack, said the agency ac vely will be solici ng public input on “climatesmart” agriculture and forestry policies and prac ces, with the goal to produce a report in about 75 days. USDA plans to conduct a series of public forums within the next 30 days, in which NGFA will par cipate, to allow stakeholders to provide input on its climate change ini a ves. Bonnie noted that agriculture accounts for 10 percent of U.S. greenhouse gas emissions, which he said is low rela ve to other countries because of the high produc vity of U.S. agriculture. Importantly, he said, U.S. forests sequester about 15 percent of the carbon dioxide produced in this country. Biden’s execu ve order recognizes the role voluntary approaches can play in climate change mi ga on, Bonnie said, and the new administra on believes there is alignment between climate goals and market opportuni es. He said it would be important for USDA to iden fy and promote new technologies and provide a “range of policy op ons and tools” producers and landowners can u lize as part of a “voluntary, incen ve-based approach that is producer-led.” Bonnie said USDA recognizes that

6 SPRING 2021

such policies will need to provide a “flexible set of tools that are accessible…(by) providing technical assistance and climate hubs” given diﬀerent farming prac ces. He noted “some producers may want to focus on climate resilience” and healthy soil prac ces while others may want to sequester carbon to reduce greenhouse gases. “This will require partnerships and working on the ground-level with farmers,” he said. In addi on, he said the benefits of climate change ini a ves should “flow to producers and landowners.” These ini a ves would be run using exis ng farm law programs and presumably new authori es granted by Congress. He said USDA hopes not to displace private investment, but rather to bolster it. Biden’s execu ve order has a goal to conserve 30 percent of U.S. lands by 2030 – Bonnie said working land programs, incen ves and partnerships would be cri cal to achieve that goal.

2021 “Virtual” Wisconsin Agribusiness Classic – A Success In Many Ways As always, the beginning of a new year for WABA means the Wisconsin Agribusiness Classic. But this year, for the first me ever, the Classic experienced a twist. Due to the pandemic, the Classic was held virtually via Zoom Webinars. In early September, when the oﬃcial decision was made to hold the Classic virtually, two objec ves were established: 1) Doing nothing is not an op on. The Wisconsin Agribusiness Industry deserves a Classic; and 2) It will be planned and carried out in a professional manner, making the Classic once again worthy of its name.

WABA President Service Award: Tom Hoﬀman – ProVision Partners, Stra ord Re ring WABA Board Member Awards: Sco Firlus – United Coopera ve, Mauston Tom Hoﬀman – ProVision Partners, Stra ord Joe Kennicker – Greg’s Feed and Seed, South Wayne Congratula ons and thank you to all of these great associa on and industry leaders. We look forward to SEEING you at the 2022 Wisconsin Agribusiness Classic at the Alliant Energy Center in Madison on January 11-13, 2022!

All indica ons are telling us that these objec ves were accomplished. Just three simple sta s cs tell a lot of the story: 1) EVERY educa onal session of the Classic had 200 – 350 par cipants; 2) The tradeshow had 4,195 hits; 3) The WABA Scholarship Silent Auc on brought in over $6,500 and was within a few dollars of se ng a new silent auc on record. Thank you to each and every one of you for helping make the 2021 Virtual Classic another outstanding event. This can only be possible because of our sponsors, exhibitors, presenters, and a endees. Also, please join me in oﬀering congratula ons to all of the following:

New Board Members:

The three new board members who were elected to the WABA Board of Directors: Steve Hellenbrand – Insight FS, Jefferson Jeff Hodge – Heartland AG Systems, DeForest Ladd Pe t – Middleton Farmers Coopera ve, Middleton WABA Board Officers for the 2021 year: President: Rob Evans – Rosen’s Inc., Mondovi Vice President: Howard Hartmann – Hartmann Farms Grain, Lodi Secretary: Tony Grapsas – Jay-Mar Inc., Plover Treasurer: Garry Gard – Didion Inc., Cambria WABA Award Recipients: WABA Dis nguished Organiza on Award: Rosen’s Inc., Wisconsin opera ons WABA Educa on Award: Cyndi Wentland – Inten onal Leaders, Madison WABA Outstanding Service to the Industry Award: Randy Tenpas – Fox Valley Technical College, Appleton Friend of WABA Award: State Representa ve Gary Tauchen, Shawano Wisconsin Agri-Business News Quarterly

Steve Hellenbrand

Jeﬀ Hodge

Ladd Pe t

SPRING 2021

Thank you to our Sponsors of the Wisconsin Agribusiness Classic

8 SPRING 2021

WABA Celebrates Successful Online Scholarship Silent Auction

As the Wisconsin Agribusiness Classic transi oned to a virtual format this year, so did the 2021 WABA Scholarship Silent Auc on. Thanks to the eﬀorts of former WABA board member Guy Mathias, Loca on Manager with Heartland AG Systems, this year’s auc on was hosted by DPA Auc ons (formerly known as Del Peterson & Associates Auc ons). Thank you to the following individuals and organiza ons who donated to the WABA Scholarship Silent Auc on at the 2021 Wisconsin Agribusiness Classic: Badger State Ethanol Bayer Crop Science Tom Bressner CoBank, ACB Shawn Conley Corteva Agriscience Culver Franchising System, Inc. Deer Creek Seed The DeLong Company Duﬀy Grain Company Farm Wisconsin Discovery Center Fer lizer Dealer Supply FMC Corpora on Green Bay Packers Heartland AG Systems Jay-Mar Inc.

Jewell Hollow Woodcra LLC John Deere Commercial Sprayer Group Lake Arrowhead Golf Course Landmark Services Coopera ve The Oaks Golf Course Organic Valley | CROPP COOPERATIVE Rosen’s Inc. Sara Schoenborn SCS Engineers Short Lane Ag Supply Chris Tierney True North Consultants, Inc. Valent USA Wisconsin Corn Growers Associa on Wisconsin Corn Promo on Board Wisconsin DATCP

With their generous support, we raised over $6,500 on behalf of students across the state pursuing careers in agriculture!

Wisconsin Agri-Business News Quarterly

SPRING 2021

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WINTER 2019

Governor Introduces 2021-23 Biennial Budget

Shawn Pfaff Pfaff Public Affairs

Two-year Spending Plan Invests Heavily in Rural Wisconsin Expanding the Dairy Processor Grant program - $600,000 in each year of the biennium to increase the available funding. CreaƟng the Value-Added Grant program - $1 million over the biennium to help farmers expand agricultural pracces that produce value added products. Democra c Governor Tony Evers introduced his version of the 2021-23 biennial budget last month. In his more than $90 billion spending document, Evers, who has yet to announce re-elec on plans – though he most likely will run again --billed his two-year proposed budget as the Badger Bounceback Agenda, promising “bold solu ons to address the urgent crisis we face.” The Badger Bounceback includes several large cket items like the expansion of the state’s Medicaid program to help thousands of lower-income Wisconsin families with health care aﬀordability and accessibility by accep ng “Obama Care” money from the federal government. Evers’s plan also calls for the legaliza on of recrea onal and medical marijuana, lower costs for prescrip on drugs, increased funding for the UW System and K-12 educa on and reforming the state’s juvenile jus ce program. In addi on, the budget includes several other measures such as increasing funding for transporta on and workforce training and economic development. There are also several proposals in the Badger Bounceback that are specifically focused on rural Wisconsin and the state’s more than $100 billion agricultural industry. The Governor’s budget calls for more than $200 million in investment for the expansion of broadband access, which is something the Wisconsin Agri Business Associaon and numerous agricultural and rural advocacy groups have called for and recently commended the Governor for including it in his budget. Furthermore, the Governor’s budget also includes nearly $50 million over the biennium for more investment in agriculture, which includes the following:

Funding the Farm to School Grant program – adding more than $400,000 over the biennium Increasing funding for the Buy Local, Buy Wisconsin Grant program - $375,000 over the biennium. BoosƟng the Something Special from Wisconsin program $400,000 in the first year of the biennium into the trademark program. Establishing a Meat Processor and Meat Talent Development program - $2,000,000 over the biennium for grants to meat processors to expand and modernize their opera ons and grow the meat industry. Also, adding $2,600,000 over the biennium to support meat industry workforce development needs by providing tui on assistance to individuals pursuing meat processing programming at Wisconsin universi es, colleges, and technical schools. SupporƟng Water Quality – $500,000 over the biennium for the Producer-Led Watershed Grant Program, crea ng and funding Water Stewardship Grants with $250,000 over the biennium and funding addi onal UW-Extension specialists and county agents with an addi onal $2 million over the biennium to assist produc on agriculture. Of course, there is a long way to go in the biennial budget process before it is signed into law by the Governor and before the new state fiscal year begins on July 1, 2021. The GOP-led legislature has reacted nega vely for the most part to the Governor’s overall budget proposal by calling it “a liberal’s dream” because it increases state spending by nearly 10 percent, according to the Legislave Fiscal Bureau (LFB).

StarƟng the Wisconsin IniƟaƟve for Agricultural Exports - $2 million over the biennium to help build Wisconsin’s agricultural brand in interna onal markets and increase agricultural exports.

However, the state’s finances are in much be er shape than was projected by Capitol followers, with more than a $1 billion surplus, according to the LFB. Several of the agriculture issues detailed above directly impact the state’s economy and have bipar san support and broad support among agriculture groups, so they could survive the budget process and become law.

Adding Farm Business Consultants - $100,000 in each year of the biennium for grants to help farms hire business consultants to examine their farm business plans.

Shawn Pfaff is the President of Pfaff Public Affairs, LLC a government and public rela ons firm that represents the Wisconsin Agri Business Associa on in the state Capitol.

Wisconsin Agri-Business News Quarterly

SPRING 2021

By Jim Nolte, WABA Safety Director

2020 Grain Dust Explosions Result in Zero Fatalities

Purdue University recently released the 2020 annual grain dust explosions report that catalogues the number of deaths and injuries na onwide. Grain dust is a highly combus ble substance and o en airborne in handling and processing facili es. Explosions occur when there is a source of igni on, o en from small, uninten onal sparks within the facility.

12 SPRING 2021

According to the report, there were eight-grain dust explosions in 2020, resul ng in zero fatali es and nine injuries. The 10-year average for injuries is 8.1; it is 1.7 for fatali es. The grain types iden fied in the explosions included two cases of corn, two of wheat, two involving mixed feed, one rice and one dietary fiber. The probable igni on sources were iden fied in 1 case as fire, 2 as hot bearings and 5 unknowns. Dust explosions occurred in eight diﬀerent states, one each in Kansas, Iowa, Illinois, Ohio, Texas, Nebraska, Missouri and Arkansas. Four of these explosions occurred in a grain elevator, and the remaining four in a feed mill, corn mill, rice mill and grain processor for dietary fiber.

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SPRING 2021

VERY Frequently Asked Questions About the Expanded Employee Retention Credit

The Consolidated AppropriaƟons Act, 2021 (CAA 2021) broadened the applicability of the employee reten on credit (ERC), bringing eligible employers greater poten al for savings — and more ques ons. While we wait for the IRS to update its oﬃcial frequently asked ques ons, there are common ques ons we can address now with some clarity.

When are the rules and changes eﬀec ve? Under the CAA 2021, the only retroac ve change was to how the ERC can be used in tandem with Paycheck Protec on Program (PPP) loans. Prior to the CAA 2021, an organiza on was not allowed to use the ERC if it had received PPP funding. Now, for both 2020 and 2021, an organiza on may take the ERC even if it has received PPP funding as long as the same payroll dollars are not used for both the credit and for PPP forgiveness. In a recent ar cle, we outlined other key provisions of the ERC credit that take eﬀect under the new law as of January 1, 2021.

What is my reference period for the gross receipts test in 2021? There are two ways to determine ERC eligibility under the new rules. To qualify, your organiza on must either: • •

Have been fully or par ally suspended due to a valid government order and can claim the credits for the period defined in the dates of that order, or Have a reduc on in gross receipts compared to a 2019 benchmark period

The CAA 2021 updated the language from the Coronavirus Aid, Relief, and Economic Security Act (CARES Act) to allow for a suﬃcient reduc on in gross receipts to claim the credit in 2021. To be eligible for the credit in 2021, an organiza on’s gross receipts must be less than 80% compared to the same quarter in 2019. Make this comparison by looking at either Q1 of 2021 compared to Q1 of 2019 or Q4 of 2020 compared to Q4 of 2019. That said, if using the fourth quarter of 2020 as a reference period to claim the ERC in 2021, you cannot use the enhanced benefits of the CAA 2021 for claiming a credit in

14 SPRING 2021

Key insights • New legisla on brought changes to the employee reten on credit, including updates to the quarterly comparison dates you can use to qualify. • Certain S corpora on owners may claim the credit for their own wages, but there are restric ons. • Review the interplay of ERC, PPP loans, Families First, WOTC and other wage-related credits to help protect yourself from issues related to double-dipping. 2020. When evalua ng eligibility for the fourth-quarter wages in 2020 and taking a credit related to that payroll, your organiza on must s ll meet the greater than 50% reduc on in gross receipts test that was eﬀec ve in 2020.

If I am an S corpora on owner, may I claim the ERC for my own wages? The answer is that it depends on the percentage of ownership and whether the owners are related par es. Owners with greater than 50% ownership in a corpora on, either directly or by a ribu on, may not claim the credit for their own wages. Owners who are unrelated may claim the credit against their own wages if they hold 50% or less ownership in the company. Example: A husband and wife own an S corporaƟon with an unrelated shareholder, and all hold the same number of shares individually. AƩribuƟon rules would apply to the husband and wife, giving them a total of 66% ownership and making their wages ineligible for the credit. The unrelated shareholder’s wages would sƟll be eligible to generate the credit, as that person is only a 33% owner in the business.

May I deduct the wages that I use for the ERC to reduce my income for tax purposes? No, the ERC operates like the other payroll-related credits: the credit amount must be added back to the wage expense adjustment to income. We see similar treatment for other employment tax credits, like the Work Opportunity Tax Credit (WOTC) and the Employer Credit for Paid Family and Medical Leave. Picture each dollar used for any program as being “tagged” for that program. Therefore, if 50% of a payroll is being used for PPP forgiveness, the other 50% is available to use for the other programs, assuming the organiza on qualifies. If the organiza on should qualify for PPP forgiveness, ERC, FFCRA, and WOTC, it needs to plan with an advisor and determine which dollars should be applied to which program and in which order. Most likely, you would priori ze the PPP loan forgiveness as part of the planning process, followed by the FFCRA dollars because they are a dollar-for-dollar credit. Next, you would use ERC dollars because a smaller percentage of those payments are allowed in the form of a tax credit (50% of up to $10,000 for 2020, and 70% of up to $10,000 per quarter for the first two quarters in 2021) in rela on to the FFCRA credits. Please note regarding the FFCRA credits, the obliga on to pay those wages expired on December 31, 2020, and the credits are only available to eligible employers through March 31, 2021. Use the WOTC payroll next (should you qualify and have use for a federal income tax credit in either year), as the maximum percentage of wages for that credit is 40%. If you also qualify for the Employer Credit for Paid family and Medical Leave, those wages would likely be considered a er the WOTC wages, as the percentage of wages paid that may apply to the credit ranges between 12.5% and 25%.

How we can help Although there are s ll many ques ons to be answered, the key takeaway is that careful considera on and planning should occur prior to filing for PPP forgiveness or claiming any payroll credits during the pandemic. CLA can help you determine which credit programs best suit your organiza on and how to track and implement each to achieve the greatest benefit. Contact Jennifer at 310-930-1780.

Wisconsin Agri-Business News Quarterly

SPRING 2021

By Jim Nolte, WABA Safety Director

IMPORTANT SAFETY EVENT REMINDER

Grain Safety Stand Up Week March 29 – April 2, 2021

Once again the Na onal Grain and Feed Associa on (NGFA) and the Occupa onal Safety and Health Administra on (OSHA) are hos ng the “Stand-Up for Grain Safety Week” from March 29th through April 2nd, 2021. This outreach eﬀort is designed to raise awareness about grain handling and storage hazards, provide educa on and training, and convey best safety prac ces. WABA is encouraging members to mark this week on your calendars and par cipate by holding at least one Stand Up event with your employees. Safety Stand Ups can take many forms from a 15 minute toolbox talk to an hour training session or daily events throughout the week. You can find out all of the details surrounding this year’s Grain Safety Stand Up Week by going to the Stand Up website at h ps://standup4grainsafety.org. Specific safety topics have been assigned to each day of the week and addi onal informa on on these topics will be forthcoming on the website as plans are finalized. The schedule is as follows: Monday, March 29th: A kickoﬀ event is currently in the planning stages that will be live streamed on the internet.

provide par cipants with more insight on Stand Ups and provides the viewer with a variety of Stand Up events for considera on. Stand Up events will take some me to plan and organize so get started early. As Grain Safety Stand Up Week approaches, WABA will be promo ng this event and providing members with more informa on as it becomes available. A er Stand Up for Grain Safety Week has ended, WABA will be sending out a survey via email to get an idea of how many companies par cipated during the week, what types of Stand Up Events were conducted and how many employees par cipated. The informa on collected will be general in nature and shared with the NGFA/OSHA Alliance so they can evaluate the overall eﬀec veness of Stand Up Week. In addi on to the resource material available on the Stand Up website, there is other safety material available online from these excellent sources: • •

Tuesday, March 30th: Near Miss Repor ng

• •

Wednesday, March 31st: Impact of Grain Quality on Safety

• •

Thursday, April 1st: Bin Safety Friday, April 2nd: Emergency Ac on Plans You can elect to use these suggested topics for your Stand Up event or can choose any safety topic you feel is most beneficial for your employees and organiza on. There are resource materials on the Stand Up website covering a variety of subjects to assist in planning and conduc ng a Stand Up event. If you have never conducted a Stand Up event there is a short 5 minute video available on the Stand Up website that has been developed to help

16 SPRING 2021

Na onal Grain and Feed Associa on: h ps://www.ngfa.org Occupa onal Safety and Health Administra on, h ps://www.osha.gov/SLTC/grainhandling/index.html Grain Handling Safety Coali on: www.grainsafety.org Oklahoma State University: h p://sprec.okstate.edu/safety Purdue University: www.agconfinedspaces.org University of Wisconsin Extension: h p://fyi.uwex.edu/agsafety/confined-spaces/grainstorage-and-handling/

If you have any ques ons as you are planning your Stand Up event feel free to contact Jim Nolte, WABA Safety Director by email at jim@wiagribusiness.org.

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Wisconsin Agri-Business News Quarterly

SPRING 2021

White House Issues Execu ve Order on Covid-19 On January 21, 2021 the Biden administra on released their Execu ve Order on Protec ng Worker Health and Safety. Specifically, this Execu ve Order addresses the Covid-19 pandemic and a poten al for issuing an Emergency Temporary Standard. The Execu ve Order directs OSHA to: • • •

•

uses for developing and implemen ng an emergency temporary standard. WABA will keep members informed as new developments occur. You can view OSHA’s revised guidance document at: h ps://www.osha.gov/coronavirus/safework

Issue revised guidance to employers on workplace safety during the COVID-19 pandemic within two weeks; Consider whether any emergency temporary standards on COVID-19 are necessary, and if so, to issue those standards by March 15; Launch a na onal program to focus enforcement eﬀorts on viola ons that put the largest number of workers at serious risk or are contrary to an -retaliaon principles; and Coordinate with states that have their own occupa onal safety and health plans to ensure workers covered by those plans are adequately protected from COVID-19.

Addi onally, the Secretaries of Labor, Agriculture, Health and Human Services, Transporta on, and Energy are instructed to explore mechanisms to protect workers not protected under the OSHA Act such as many public workers who are on the frontlines of the pandemic. Not long a er this Execu ve Order was released OSHA issued an updated guidance document that focuses on mi ga ng and preven ng the spread of Covid-19 in the workplace. The guidance recommends several essen al elements of a preven on program including: • • • • •

Conduct a hazard assessment. Iden fy control measures to limit the spread of the virus. Adopt policies for employee absences that don’t punish workers as a way to encourage poten ally infected workers to remain home. Ensure that coronavirus policies and procedures are communicated to both English and non-English speaking workers. Implement protec ons from retalia on for workers who raise coronavirus-related concerns.

A key part of the guidance document is conduc ng the hazard assessment and having employees work with the facility to develop the plan. The guidance document appears to follow most of the CDC requirements however; one item that stands out is OSHA says an employer should provide a Covid-19 vaccine to all eligible employees. This guidance document could very well be the roadmap OSHA

18 SPRING 2021

Your Authorized Wacker Neuson Dealer

MILTON, WISCONSIN 6918 E. High Street Milton, WI 53563 Phone: 1-608-868-7300 Toll Free: 1-800-462-6670

By Jim Nolte, WABA Safety Director

SAFETY TIP Flashback Arrestors – Oxy Fuel Safety

A flashback arrestor is a safety device that prevents the propaga on of a flame upstream reducing the volume of gases available at the p or nozzle of an oxyacetylene torch. Reverse flow of a gas generally happens when one cylinder goes empty during opera on. This creates an unbalance of pressure in the system. A clogged or blocked p can also cause a backflow. A flashback can occur when oxygen and fuel gases mix inside the hoses. A flashback is defined as the recession of the flame through the torch into the hose, regulator, and/or empty cylinder. This can poten ally cause an explosion. Flashback is generally caused by the reverse flow of gases upstream into the hoses or other equipment.

Refer to American Welding Society “Oxy Fuel Safety: Check Valves and Flashback Arrestors” Safety Fact Sheet.

The reverse flow is usually the result of: • Improper shut-down and/or startup procedures; • Allowing cylinder pressure to become too low; or • A check valve that is not working properly. Flashback can be prevented by: • Ensuring that equipment has integrated check valves and flashback arrestors. • Flashback arrestors and check valves should be installed at the loca on specified by the manufacturer. • Inspec ng the en re system prior to use. Inspec on and repair should be made by qualified persons. • Ensuring that there is enough gas in both cylinders. • Following the manufacturers recommended procedures for proper start-up. • Never allowing the p of the torch to touch the work.

Let our experts help you with: • • • • • • • •

Containment System Design and Construction Investigation and Remediation Emergency Spill Response Agricultural Chemical Cleanup Program (ACCP) Storm Water Management Water and Air Permitting Environmental, Health, and Safety Management Property Transaction Site Assessments

Contact Tony Kollasch 608-216-7381 tkollasch@scsengineers.com www.scsengineers.com

Wisconsin Agri-Business News Quarterly

SPRING 2021

By Jim Nolte, WABA Safety Director

Pesticide Safety into the gloves to prevent pes cides from running down inside the sleeves and contac ng your skin. The same concept must be done with pants.

Pes cide use is a necessity in agriculture. Without them, there would be li le hope of keeping up with the world’s food demand. Unfortunately, many pes cides pose significant health risks to those who work with these chemicals. Therefore it is necessary that you understand the hazards associated with the specific pes cides you work with on a day to day basis so that you can take the necessary precau ons to protect yourself from these poten ally harmful substances. USING PPE TO REDUCE EXPOSURE Personal Protec ve Equipment (PPE) helps to protect against accidental and/or unintended exposure to a product. The poten al harm or hazard due to these types of exposures is described both on the product label and on the Safety Data Sheet (SDS). All pes cide handlers/users are required to follow the specific PPE instruc ons that appear on the pes cide label. CLOTHING Typical work clothes such as shirts, pants, etc. are not considered to be PPE even though the labels o en indicate that these items should be worn. These ar cles of clothing must be free of damage and holes. Product labels may require wearing coveralls, pes cide resistant suits or pes cide resistant aprons. GLOVES Gloves must be worn as hands o en mes receive the most exposure to pes cides. Wearing gloves reduces exposure by 98% in incidences where there were spills while mixing or applying pes cides. Therefore, the pes cide resistant gloves specifically men oned on the label or SDS must be worn while handling, mixing and washing equipment. For jobs where your hands are mostly used in a downward posi on either at or below waist level, protecve sleeves should be placed on the outside of the gloves to prevent pes cides from running down into the gloves and onto your hands. For jobs where your hands/arms are mostly raised, protec ve sleeves should be tucked

20 SPRING 2021

FOOTWEAR Canvas and leather shoes or work boots are typically not suﬃcient protec on when it comes to pes cides as they will absorb the chemical and come into contact with your feet. Refer to the product label or SDS for the specific type of foot protec on to wear. Typically, waterproof or pes cide resistant footwear is required. EYE PROTECTION Eyes are extremely vulnerable when working with chemicals and pes cides are no excep on. Appropriate eye protec on must be worn at all mes while in work areas where pes cides are stored, mixed, loaded or unloaded. Safety glasses generally provide the lowest level of protec on as they do not provide a 100% seal around the eyes whereas chemical safety goggles provide a much higher level of protec on. Face shields are designed to do exactly that, shield or protect the face from exposure to chemicals, especially highly corrosive chemicals that can cause permanent scarring. A face shield alone should never be worn as primary eye protec on, especially when working with chemicals as they are not approved for that purpose. Chemicals may spray or splash up underneath the face shield and come into contact with the eyes. Always wear primary eye protec on in the form of safety glasses or goggles underneath a face shield. RESPIRATORY PROTECTION Some pes cide formula ons may require the use of a respirator. Respirators are a very specialized piece of PPE and must be carefully selected, generally by a trained program administrator assigned by the company. OSHA has a standard that requires employers to develop and implement a wri en respirator program when respirator use is required. Employees who are required to wear a respirator must be medically evaluated prior to using a respirator, properly fit tested and thoroughly trained on the specific respirator limita ons and capabili es, how to inspect, put on, remove, use and check the seal and proper procedures for cleaning, maintaining and storing the respirator. Check the SDS or product label for the type of respirator that is to be used for the pes cides you are working with. If you are not sure you are using the appropriate respirator consult with management or your respirator program administrator.

PPE MAINTENANCE Once the pes cide applica on is complete, remove PPE right away and maintain it according to the manufacturer’s recommenda on. Disposable items should be discarded a er one use. Non-disposable gloves should be washed before taking them oﬀ. Check all items to be certain there are no rips, tears or leaks which will render the item defec ve as it will no longer provide adequate protec on. PPE should be replaced regularly though, even if there is no visible damage. The rule of thumb is 5-7 workdays for gloves; heavy duty gloves can go 10-14 days. Boots, aprons, suits, eyewear, respirator, etc. tend to last longer than gloves as they have less exposure to the pes cide. The key is to follow the manufacturer’s guidelines for care, maintenance and inspec on and replace when required.

Pes cides are a necessity in today’s opera ons but so is their safe use and handling. Before handling any chemical, plan ahead for the safety of yourself, others and the environment. Have the appropriate protec ve gear ready and make sure it is being used correctly. In the right hands, today’s pes cides are a tremendous asset for farming. Make sure yours are the right hands.

Cleaning PPE should be done separately from personal laundry. Consider laundering PPE at a laundromat facility so that cross contamina on of personal laundry or the washing machine does not occur. If laundering PPE at home or a laundromat, here are some recommended guidelines from the University of Florida: 1. Wash only a few items at a me so there is plenty of agita on and water for dilu on. 2. Wash in a washing machine using heavy duty liquid detergent and hot water for the wash cycle. Set the washer to the longest wash cycle and two rinse cycles. 3. Use two en re machine cycles to wash items that are moderately to heavily contaminated. If PPE is too contaminated, bundle it in a plas c bag, label the bag, and take it to a household hazardous waste collec on site. 4. Run the washer through at least one addi onal en re cycle without clothing, using detergent and hot water to clean the machine before any personal laundry is washed. 5. Hang the washed items to dry if possible. It is best to let them hang for at least 24 hours in an area with plenty of fresh air. Eyewear should be washed a er each day of use using detergent and hot water. Soak them for two minutes in a mixture of two tablespoons of bleach in one gallon of water. A er rinsing allow them to hang/air dry and then place in protected storage away from dust, sunlight or extreme temperatures. MIXING PESTICIDES Pes cides can be mixed however, you need to make sure you determine if the specific pes cides can be mixed together. Some combina ons can aﬀect the toxicity as well as the physical and chemical proper es of the mix. If you are unsure, ask your supervisor. Always follow the strongest warning when it comes to safety equipment and handling. Wisconsin Agri-Business News Quarterly

SPRING 2021

2021 WABA

MARCH 17 WABA Webinar Series ........................................................... 17-19 WABA Custom Applicator Training ........................................ 3/29-4/2 Na onal Stand Up For Grain Safety Week ............................

Virtual via Zoom Mee ngs FVTC, Appleton Week Long Webinar Series

APRIL 21 26 27 28

WABA Webinar Series ........................................................... WABA Regional Feed Mee ngs ............................................. WABA Regional Feed Mee ngs ............................................. WABA Regional Feed Mee ngs .............................................

Virtual via Zoom Mee ngs Machine Shed, Appleton 29 Pines Restaurant, Eau Claire Wintergreen Resort, WI Dells

WABA Webinar Series ...........................................................

Virtual via Zoom Mee ngs

State Associa on Washington Fly-In (Tenta ve) ................... Four States Dairy Nutri on Conference ................................ Wisconsin FFA Conven on .................................................... WABA Webinar Series ........................................................... WABA Board of Directors Mee ng........................................

Washington D.C. Webinar Conference Alliant Energy Center, Madison Virtual via Zoom Mee ngs Winona, Minnesota

WI Farm Tech Days ................................................................ WABA Webinar Series ........................................................... WABA Safety Day Program .................................................... WABA Motorcycle Tour ......................................................... WABA EXECUTIVE Leadership Academy ............................... WABA Scholarship Trap Shoot ..............................................

Eau Claire County Virtual via Zoom Mee ngs Wilderness Resort, WI Dells TBD Madison College, Madison Heart of WI Gun Club, WI Rapids

MAY

JUNE 7-9 9-10 14-17 16 29-30 JULY 20-22 21 22 23 27-28 29

22 SPRING 2021

AUGUST TBD 10-12 18 19 30-31

Classic Breakout Session Planning Mee ng ......................... WABA Leadership Development Academy .......................... WABA Webinar Series .......................................................... WABA Scholarship Golf Ou ng ........................................... Grain Grading Schools ..........................................................

Zoom Mee ng Madison College, Madison Virtual via Zoom Mee ngs Lake Arrowhead, Nekoosa Wintergreen Resort, WI Dells

SEPTEMBER 2 2 15 TBD 9/28-10/2

WABA Board of Directors Mee ng....................................... WABA Scholarship Golf Ou ng ............................................ WABA Webinar Series .......................................................... WABA Legisla ve Agribusiness Tour .................................... World Dairy Expo .................................................................

The Oaks Golf Course, Co age Grove The Oaks Golf Course, Co age Grove Virtual via Zoom Mee ngs TBD Alliant Energy Center, Madison

WABA Webinar Series ..........................................................

Virtual via Zoom Mee ngs

OCTOBER 20

NOVEMBER 17

WABA Webinar Series ..........................................................

Virtual via Zoom Mee ngs

WABA Board of Directors Mee ng....................................... WABA Webinar Series ..........................................................

DATCP, Madison Virtual via Zoom Mee ngs

DECEMBER 2 15

JANUARY 11-13, 2022 Wisconsin Agribusiness Classic ............................................

Wisconsin Agri-Business News Quarterly

Alliant Energy Center, Madison

SPRING 2021

Mary Bauer, Compliance Assistance Specialist, OSHA

Struck-By: Simple Physics!

OSHA has coined the phrase “FOCUS FOUR” for over 20 Years. It refers to the FOUR categories of hazards that cause workplace fatali es and severe injuries. The categories are: Falls, Struck-By, Caught-in-Between and Electrical. The leading category is “FALLS” but “STRUCK-BY” cases are increasing! According to OSHA, the term “struck-by” is defined as injuries produced by forcible contact or impact between the injured person and an object or piece of equipment. The impact of the object is the cause of the injury. A simplified defini on is ge ng caught between a ‘rock and a hard place’. Thinking about physics; knowing the type of energy and magnitude of that energy will assist in iden fying and mi ga ng Struck-By hazards. Here are the types of energy involved: Gravita onal (what goes up, must come down), Stored (posi on or pre-loaded/ stretched/compressed), Poten al (released a er chemical reac on-ba ery) and Kine c (what is in moon, remains in mo on). Magnitude is the ‘extent of something’. What would happen if an empty product bag dropped from an upper level vs. a 5 pound tool? It is diﬃcult to open the OSHA Standard book to find the sec on that applies to “STRUCK-BY”. It is hard to mi gate a hazard if the cause is unclear. To start understanding this category, envision the scenarios or applica ons of the subsec ons in the workplace: 1. 2. 3. 4.

Struck-by Falling Objects Struck-by Flying Objects Struck-by Swinging/Slipping Objects Struck-by Objects (Rolling) on Ground Level

Falling Objects: Gravity always wins!!! “What goes up, must come down”. Many things are suspended

24 SPRING 2021

or held in place by rigging or other support means. Some temporary and some permanent. OSHA’s Subpart N addresses slings and rigging along with material storage. Far too many stacks of stored material p over onto workers. When unloading trailers or opening trailer doors, the release of strapping and binders have allowed the load to fall/roll/ p onto the worker. OSHA added “dropped object” protec on into the Subpart D revision for situa ons such as a worker dropping tools. The purpose for toeboards on railing is to prevent objects from kicked or fall to the lower level. Flying Objects: Safety glasses are standard requirements when working with hand tools due to the expecta on of pieces of the material being ground or struck will fracture, splinter and fly towards the worker. Subpart I for Personal Protec ve Equipment and Subpart P for Hand and Portable Powered Tools address some of these concerns. A burst hose or pressurized line can spray chemicals or cause hose whipping. Swinging/Slipping Objects: This element addresses moving suspended loads or swinging equipment into place. Never stand under (or put feet under) a suspended load or in the path of swinging equipment. Tag lines and proper posi oning are mi ga on tools. Always have an escape route! Rolling Objects: The most common culprit for this group is semi-tractor trailers, crew trucks, service vehicles, end loaders, excavators and forkli s. Severe crushing injures can occur due to the weight and force of being hit by this equipment. Drivers can be ran over by their own improperly parked equipment. Drivers are challenged to know where pedestrians are at the facility, roadway and delivery point. Internally, employers can establish policies for high visibility clothing, limit access to the produc on/traﬃc areas and stress establishing eye contact for the driver and pedestrian. Unfortunately, the roadway and delivery points can be unpredictable with inclement weather, construc on work zones and customers’ worksite setups. Cameras and backup alarms help but can not solve the issue en rely. Be respec ul of the road construc on workers’ workplace!

If all this is confusing, it boils down to everything we learned from watching the Road Runner and Wiley E. Coyote cartoons – when cartoons were cartoons! Coyote trying (in vain) to shield himself with a li le parasol against a great falling boulder that is about to crush him. The lesson is to use the appropriate protec on for the ‘magnitude’ of the hazards. Never step out into the moving bus and do not stand under the anvil that is falling.

Stand clear of doors when unloading straight trucks. This ladder sec on flew out of the truck and had the poten al to strike the employee.

Wisconsin Agri-Business News Quarterly

This example of stored energy caused the doors on this straight truck to fly open and grain to rush out.

SPRING 2021

On Farm Selling During Covid Greg Mar nelli Ag Sales Professionals

Focus areas for on-farm selling in today’s environment

The pandemic has no doubt caused crisis in our personal lives as well as our work lives. Selling in agribusiness is no excep on. Ini ally, we were frustrated that the whole world was shu ng down while we were s ll opera ng business as usual. Then it hit. Many of our oﬃces, customers and peers shut down as Covid swept through. Most if not all events, trade shows and mee ngs were cancelled. Slowly life came back to a new virtual world un l late Fall when another wave of infec ons halted most inperson ac vity. One of the common topics I am asked about is how to sell during a crisis like this. During the first couple months, most salespeople were content to wait things out. Then April turned into summer, turned into harvest, and now we are one year into it. This ques on s ll comes up; “How or should we be out there selling today?”

As with any good salesperson, I avoid poli cs all together or as much as possible. Sure, I have opinions but they have no place in a professional selling experience. I’m there to represent my company, not to unload my poli cal opinions. The pandemic has brought on a series of poli cally charged areas. Wearing masks, allowing mee ngs, opening/closing schools, social distancing, medical repor ng of Covid cases. All have become hot topics in public opinion. Many of our customers are isolated on their farms and are anxious to share their poli cal opinions with us. Smile, acknowledge you are listening, and get back to the topic at hand: agronomy, equipment, feed, etc. Before weighing in on a topic when selling, ask yourself, “Is this perƟnent to the products or services I am selling?” If it is, great, then jump into the discussion. If not, avoid it.

Trends Here are a few trends to keep in mind as you head out. Some are posi ve and some nega ve. Either way, it helps to keep them in mind as you head out to sell. •

Less in-person mee ngs forced a surge in on line pla orm usage. This surge was mostly driven for personal reasons with producers. If they wanted to see the grandkids, they had to learn how to Skype or Zoom. Outcome: More people than ever before instantly became much more tech savvy with social media and webinar pla orms. Is it as good as being in person in front of a customer? Of course not, but this is where we find ourselves today. One more thing, pick up the phone and call more o en than in the past. This applies to current customers as well as prospects. While many producers may func on well in a more isolated world, most people miss the people interac on. A quick phone call or text lets them know you are out there and thinking of them.

•

Focused purpose for actually mee ng in-person. With health risks at stake, the need for actual mee ngs were narrowed down to only essen al

Over the last year, I have compiled some thoughts and focus areas to help you with your sales. Some are technical or tac cal. While others are more of a perspec ve or mental angle. As you know, our attude, confidence and mental angle are some of the most important aspects when selling.

Safety & Poli cs I think we need to address these topics first. As salespeople, we are mingling with the public as part of our job, which puts us at higher risk. The disease is real as you well know. Many of us have had it or have family that have had it. It’s serious and not like ge ng the regular flu. So, I am not advoca ng that you skip personal safety to get out on the farm. I’m advoca ng that you follow your company’s safety guidelines as well as your own common-sense approach to how to be safe: masks, social distance, etc.

26 SPRING 2021

topics and purposes for them. Agronomy sales calls in the spring of 2020 are a good example. Outcome: Ge ng to the point. Far too many in-person sales calls go on and on with social connec on discussions (poli cs/weather) but never get to the selling process. O en, this is why it’s hard to get a second appointment. I understand you need to connect with customers on a social or personal level. That’s great. But that shouldn’t take up 60, 70 or 100% of the actual on-farm me. I understand that it’s easier and less confronta onal to stand there talking about the incompetence of far away poli cians than it is to start digging into yields and how they farm. But that’s our job. Pre-call planning is essen al in today’s selling world. Have all the paperwork, product info and forms needed with you on the call. We can’t aﬀord the me nor the close interac on of spending hours on a sales call. •

•

More Compassion. I really think the net eﬀect of the pandemic is that we value people more than what we may have before. Despite our role or our diﬀerences, a crisis makes us come together. For the rest of our lives, we will have this common struggle that we went through. Like the genera on that went through the Great Depression, there was a common bond when they talked about their experiences. Less Travel. With no farm shows to a end and much of their travel plans cancelled, producers are not travelling as much. That puts more me and money into the business. In the suburban world, that meant more home improvement projects, lawn care product sales and compact u lity equipment. With producers it feels like a stronger emphasis on precision farming. Mostly, it’s a shi in their thinking from -business as usual- to trying new approaches. Faster Changing Environment. Government programs and spiking commodity markets showed the true need for the trusted advisor role that salespeople can become. In the latest round, there were many producers who were unaware of the latest PPP loan. If they were, many were unaware if or how they were eligible for it. How many understand all their crop insurance op ons? How many agents understand all the op ons and how to use them? Your role on the farm is changing as fast as the technology and programs that producers need to remain profitable.

Wisconsin Agri-Business News Quarterly

Adjus ng your Selling Tac cs •

On-Farm: Get more appointments. I know it’s diﬃcult as many producers don’t have set schedules and can’t commit to a me. Get as close as you can on which days and mes are best. Then check in with them a day prior. If you set an appointment for a week or two out, a lot can change in between. Most producers aren’t keeping day planners. So, check in with them to save yourself some driving. That brings me to another point. Sell closer to home. I know your sales manager has been saying it for years. “Why drive all the way over there and pass up all these prospects on your way?” If you do have to drive a long way and have no way to secure an appointment, I suggest having several other prospects mapped out in that area. If the ini al appointment cancels, stop by those pre-plo ed prospects or customers. That way the whole trip isn’t lost. You can also hit the local coﬀee shop/ diner late morning or noon in this area.

•

Virtual: Trust me, anyone can click a mouse. If they can toggle between the three remotes si ng on their coﬀee table and log into Ne lix, Hulu and Cable channels, then they can click a Zoom link and unmute themselves. If not, be the first one to show them how. Sit with them on their computer and coach them through it while you are there. Don’t allow age to determine how you interact with someone. I know 80-year-olds who are as tech savvy as 40-year-olds. Reassure your customer as to how easy it really is. While their lack of knowledge and fears of the virtual world might seem comical to you, they are real to them. Some ps for your virtual presenta on: There is plenty of informa on out there already, but just a couple quick ps for you as a presenter. It’s widely es mated that virtual mee ngs are not going away even a er we do get through the pandemic. So, a few key pieces of technology will improve your virtual experience. Get a ring light for $30 or at least don’t sit with bright lights or a window behind you. This may not ma er for your internal webinar sessions at work, but for customers, it’s frustra ng to not be able to see faces clearly. Get an external microphone. A $90 Blue Ye is one of the best. Posi on the camera as best you can so you are looking into it at eye level. Watch your own recording to see how you look. Nobody wants to watch the side of your head as you talk to them (I’ve had many people do this on webinars-it’s diﬃcult to communicate with them).

SPRING 2021

•

Social Media: This is also something that has advanced greatly in the last 12 months due to the crisis. With less mee ngs, more companies are genera ng social media and more customers are engaging in it. I s ll see this as a great way for a salesperson to differen ate themselves in their territory. The best part is that it’s mostly free. Even be er is that most of you have someone in the marke ng department that does the tough stuff: edi ng, resizing, forma ng and pos ng at the right me with the right SEO. Trust me, that’s the difficult part and be very happy someone else does it for you. The one thing you need to do with social media is Do It Consistently. It’s like adver sing. One place ad will not drive traffic to your business. It takes consistent repe on. Start small and pick the one primary pla orm that your customers are on. My guess is it’s either Twi er or Facebook. Possibly YouTube. The best part is that you only have to do one recording or write one short info piece. From there, your marke ng person takes over and posts it for you on all the relevant pla orms. Some ps on social media for the Ag salesperson: Don’t worry about capturing a perfect recording. The camera and microphone on your phone are more than adequate. We’ve all seen too many polished ads from large marke ng agencies. They are great. But you don’t need a large camera crew to capture your social media moments. Think about your own experience. If your auto insurance company sent you a video, would you watch it? Maybe. What if your local agent you buy that insurance from sent you a video of him or her working with a customer on saving them money? That sounds more interes ng than the company video with actors. Are you camera shy? Welcome to the club. Here’s a way to beat that shyness. Have someone take pictures or videos of you. Then your marke ng person can share it on social media. You don’t have to be the one bragging about how great you are. Another way to do this is have someone interview you about the topic you want to share. Again, this removes you from feeling like you are on social media bragging about yourself. Do you feel like you are a bad writer? Most of the audio recording services we use today have a talk-to-text component. So, you don’t have to write. Just start talking and the transcript will generate for you. Then it’s a ma er of proof reading it.

28 SPRING 2021

As the new way of selling in agribusiness rolls into its second year, we need to look at this as a long-term shi in how we market and sell. Maybe there will be a day when everything is back to the way it was prior to March 2020. Maybe the vaccine will allow mass groups of people to get together. Great if it does, but you and your company can’t wait around for that to possibly happen. Our role is developing customers for our company. A mee ng with 20 producers spread out with another 50 on line watching is better than no mee ng at all. An ar cle emailed to a thousand customers and prospects is be er than not sending one at all. Final thought to keep in mind. Throughout this pandemic, the one thing that has not changed is the absolute importance of your role. In fact, it really has become even more important. As a trusted advisor you bring solu ons to your customer’s problems. You find problems they didn’t even know they had. You bring answers to their ques ons. But most importantly, you provide that personal link between your company and your customer.

United States Department of Agriculture National Agricultural Statistics Service

Wisconsin Ag News – Crop Values Wisconsin Field Office · 2811 Agriculture Drive · Madison WI 53718 · (608) 224-4848 fax (855) 271-9802 · www.nass.usda.gov/wi Cooperating with Wisconsin Department of Agriculture, Trade and Consumer Protection

February 25, 2021

Media Contact: Greg Bussler

3,500 3,000 2,000

1,500 1,000 500 2019

2020

2018

2017

2019

Corn

2016

2015

2014

2013

2012

Up 61% from 2019, the value of soybean production was $1.08 billion. The average price increased $2.28 from the previous year to $10.70 per bushel.

Soybeans

Field & Misc. Crops, Value of Production Wisconsin: 2011-2020 6,000 5,000 Million dollars

Value of production increased from 2019 to 2020 for barley, alfalfa hay, and oats. Value of production decreased from 2019 to 2020 for other hay, potatoes, rye, and winter wheat.

2,500

2011

The value of corn for grain production totaled $2.14 billion, up 41% from the previous year. Wisconsin’s corn price averaged $4.15 per bushel, an increase of 72 cents from the last marketing year.

Corn and Soybeans, Value of Production Wisconsin: 2011-2020

Million dollars

The production of Wisconsin’s field and miscellaneous crops was valued at $4.14 billion in 2020, according to the USDA, National Agricultural Statistics Service – Crop Values 2020 Summary. This was a 33% increase from 2019.

4,000 3,000

2,000 1,000 2018

2017

2016

2015

2014

2013

2012

2011

Crop Values Summary – Wisconsin and United States: 2019-2020 Wisconsin Market year average price per unit

2019

2020

(dollars)

United States Market year average price per unit

Value of production 2019

2020

(1,000 dollars) (1,000 dollars)

Value of production

2019

2020

(dollars)

2019

2020 1

(1,000 dollars)

Field and misc crops ..............

(NA)

3,120,543

4,135,576

(NA)

130,847,830

158,643,909

Barley .....................................bu Corn for grain......................... bu Forage, all 3 ........................tons Hay, all ...............................tons Hay, alfalfa .......................tons Hay, other ........................tons Maple syrup 4 ....................... gal Oats .......................................bu Potatoes .............................. cwt Rye .........................................bu Soybeans .............................. bu Wheat, winter ........................ bu

5.25 3.43 (NA) 185.00 197.00 145.00 32.50 3.13 11.80 7.00 8.42 4.54

3.45 4.15 (NA) 156.00 166.00 121.00 (NA) 2.50 10.70 5.25 10.70 4.70

1,932 1,520,245 1,151,447 513,504 416,064 97,440 8,775 20,282 338,660 4,760 668,801 43,584

2,063 2,144,637 1,148,667 542,403 446,208 96,195 (NA) 20,633 297,460 4,200 1,075,029 40,538

4.69 3.56 (NA) 163.00 179.00 135.00 31.00 2.82 9.94 6.01 8.57 4.53

4.70 4.30 (NA) 159.00 172.00 133.00 (NA) 2.70 9.44 5.20 11.15 4.90

788,711 48,940,622 20,470,164 18,039,795 9,098,728 8,941,067 129,479 164,373 4,217,271 63,827 30,525,961 6,048,221

753,314 61,039,005 19,652,802 17,328,527 8,415,852 8,912,675 (NA) 186,241 3,911,077 59,816 46,068,982 5,903,687

(NA) Not available. 1 Preliminary. 2 Crops included in the field and miscellaneous crops total can be found on pages 6 and 7 of the Crop Values 2020 Summary report. 3 Dry all hay price used to calculate haylage/greenchop portion of total value of production. 4 Prices and values for 2020 will be published in Crop Production released June 2021.

USDA is an equal opportunity employer and provider. The complete report can be found under Publications on the USDA NASS website at www.nass.usda.gov/Publications/.

Wisconsin Agri-Business News Quarterly

SPRING 2021

Wisconsin Department of Agriculture, Trade, and Consumer Protection

W˒˜ˌ˘˗˜˒˗ Fˊ˛˖ Rˎ˙˘˛˝ˎ˛ 2811 Agriculture Dr., Madison, WI 53718

1-800-789-9277

www.nass.usda.gov/wi

United States January 13, 2021 - Vol. 21, No. 2

Corn stored in all posi ons on December 1, 2020 totaled 11.3 billion bushels, down slightly from December 1, 2019. Of the total stocks, 7.05 billion bushels are stored on farms, down 1% from a year earlier. Oﬀ-farm stocks, at 4.28 billion bushels, are up 1% from a year ago. The September - November 2020 indicated disappearance is 4.78 billion bushels, compared with 4.51 billion bushels during the same period last year.

Inside This Issue: x Grain Stocks x 2020 Crop Production x Hay Stocks x Grain Storage Capacity x Winter Wheat Plantings The Wisconsin Farm Reporter is compiled from data and reports released by the USDA, NaƟonal Agricultural StaƟsƟcs Service (NASS). All NASS data and reports are available free at www.nass.usda.gov

Soybeans stored in all posi ons on December 1, 2020 totaled 2.93 billion bushels, down 10% from December 1, 2019. Soybean stocks stored on farms totaled 1.31 billion bushels, down 14% from a year ago. Oﬀ-farm stocks, at 1.62 billion bushels, are down 6% from last December. Indicated disappearance for September - November 2020 totaled 1.73 billion bushels, up 43% from the same period a year earlier.

Grain Stocks Wisconsin Corn stored in all posi ons in Wisconsin on December 1, 2020, totaled 465 million bushels. This is a 23% increase from a year ago. Of the total stocks, 60% were stored in on-farm storage facili es. The indicated quarterly disappearance from September - November totaled 143 million bushels, 15% less than the 168 million bushels from the same period the previous year.

All wheat stored in all posi ons on December 1, 2020 totaled 1.67 billion bushels, down 9% from a year ago. On-farm stocks are es mated at 483 million bushels, down 7% from last December. Oﬀ-farm stocks, at 1.19 billion bushels, are down 10% from a year ago. The September - November 2020 indicated disappearance is 484 million bushels, 4% below the same period a year earlier.

Soybeans stored in all posi ons in Wisconsin on December 1, 2020, totaled 68.9 million bushels, 14% lower than the 80.0 million bushels on hand December 1, 2019. Of the total stocks, 33% were stored on-farm. Indicated disappearance for September - November was 46.5 million bushels, 59% above the 29.2 million bushels from the same period the previous year.

Oats stored in all posi ons on December 1, 2020 totaled 57.7 million bushels, up 7% from the stocks on December 1, 2019. Of the total stocks on hand, 28.8 million bushels are stored on farms, up 16% from a year ago. Oﬀ-farm stocks totaled 28.8 million bushels, down 1% from the previous year. Indicated disappearance during September - November 2020 totaled 9.19 million bushels.

Oats stored in all posi ons in Wisconsin on December 1, 2020, totaled 6.30 million bushels, up 1% from the 6.25 million bushels on hand December 1, 2019. Of the total stocks, 36% were stored on-farm.

Grain Stocks by Position – Wisconsin and United States: December 1, 2019 and 2020 Wisconsin Posi on and Grain

December 1, 2019

United States

December 1, 2020

‘20 as % of ‘19

(1,000 bushels)

December 1, 2019

(percent)

December 1, 2020

(1,000 bushels)

‘20 as % of ‘19 (percent)

On-farm Corn Oats Soybeans Wheat

255,000 2,250 30,000 (D)

280,000 2,250 23,000 (D)

110 100 77 (X)

7,103,000 24,770 1,519,500 519,470

7,046,000 28,830 1,308,500 483,470

99 116 86 93

Oﬀ-farm 1 Corn Oats Soybeans Wheat

123,991 3,999 49,853 33,262

184,975 4,053 45,926 29,422

149 101 92 88

4,224,338 29,139 1,732,988 1,321,305

4,275,696 28,848 1,624,822 1,190,125

101 99 94 90

Total all posi ons Corn Oats Soybeans Wheat

378,991 6,249 79,853 (D)

464,975 6,303 68,926 (D)

123 101 86 (X)

11,327,338 53,909 3,252,488 1,840,775

11,321,696 57,678 2,933,322 1,673,595

100 107 90 91

(D) Withheld to avoid disclosing data for individual opera ons. (X) Not Applicable.

30 SPRING 2021

Includes stocks at mills, elevators, warehouses, terminals, and processors.

Wඑඛඋ඗ඖඛඑඖ Fඉකඕ Rඍ඘඗කගඍක

2020 Crop Production Wisconsin Corn for grain produc on in Wisconsin during 2020 is es mated at 517 million bushels,. This es mate is down 3% from the November 1 forecast but up 17% from 2019. Wisconsin's corn for grain yield is es mated at 174 bushels per acre, 10 bushels below the November 1 forecast. Area harvested for grain is es mated at 2.97 million acres, up 70,000 acres from the November 1 forecast and 300,000 acres above 2019. Corn planted for all purposes in 2020 is es mated at 4.00 million acres, the same as the November 1 es mate and up 5% from 2019. Corn for silage produc on is es mated at 20.4 million tons, up 12% from 2019. The silage yield es mate of 21.0 tons per acre is 3.5 tons higher than 2019. Producers harvested 970,000 acres of corn for silage, a decrease of 70,000 acres from 2019.

United States Corn for grain produc on in 2020 was es mated at 14.2 billion bushels, up 4% from the 2019 es mate. The average yield in the United States was es mated at 172.0 bushels per acre, 4.5 bushels above the 2019 yield of 167.5 bushels per acre. Area harvested for grain was es mated at 82.5 million acres, up 1% from the 2019 es mate. Soybean produc on in 2020 totaled 4.14 billion bushels, up 16% from 2019. The average yield per acre was es mated at 50.2 bushels, up 2.8 bushels from 2019. Harvested area was up 10% from 2019 to 82.3 million acres.

Million Bushels 600 500

Soybean produc on is es mated at 100 million bushels in 2020, down 4.47 million bushels from the November 1 forecast but 26% above 2019. Wisconsin soybean growers averaged 51.0 bushels per acre in 2020, down 2.0 bushels from the November 1 forecast but 4.0 bushels above the 2019 yield. The harvested acreage of 1.97 million is down 10,000 acres from November 1 but up 280,000 acres from 2019. Soybean planted acreage, at 2.00 million acres, is up 14% from 2019.

400

All dry hay produc on for the state is es mated at 3.48 million tons, up 25% from 2.78 million tons in 2019. Producers averaged 2.54 tons per acre, up from 2.14 tons per acre in 2019. All hay harvested acres are es mated at 1.37 million acres, up 70,000 acres from 2019.

Million Bushels 120

Alfalfa and alfalfa mixtures for dry hay produc on is es mated at 2.69 million tons, up 27% from 2.11 million tons in 2019. Producers averaged 3.20 tons per acre, up from 2.40 tons per acre in 2019. Harvested acres, at 840,000, were down 40,000 acres from 2019. Wisconsin producers seeded 400,000 acres of new seedings of alfalfa and alfalfa mixtures in 2020, down 80,000 acres from the previous year. Other dry hay produc on is es mated at 795,000 tons, 18% above 2019. Producers averaged 1.50 tons per acre, down from 1.60 tons per acre in 2019. Harvested acres of other hay, at 530,000, were up 110,000 acres from the previous year. Potato produc on for 2020 is es mated at 27.8 million cwt, down 3% from 2019. Yield is es mated at 400 cwt per acre, down 10 cwt per acre from last year. Planted and harvested acres are es mated at 70,000 acres and 69,500 acres, respec vely.

Corn for Grain Production, Wisconsin, 2011-2020

300 200 100

0 2011

2012

2013

2014

2015

2016

2017

2018

2019

2020

Soybeans Production, Wisconsin, 2011-2020

100 80 60 40

20 0 2011

Million Tons 6

2012 2013

2014 2015 2016

2017 2018

2019 2020

Dry Hay Production, Wisconsin, 2011-2020

5 4

3 2 1 0 2011

2012

2013

2014

2015

Alfalfa

Wisconsin Agri-Business News Quarterly

2016

2017

2018

2019

2020

Other Hay

SPRING 2021

Wඑඛඋ඗ඖඛඑඖ Fඉකඕ Rඍ඘඗කගඍක

Crop Production Summary – Wisconsin and United States: 2019-2020 Area planted

Crop

2019

Area harvested

2020

2019

Yield per acre

2020

2019

(1,000 acres)

Produc on

2020

2019

(units per acre)

2020

(1,000 units)

WISCONSIN Corn for Grain1 ....................... bushels Corn for Silage ........................ tons Hay, all .................................. tons Hay, Alfalfa ......................... tons Hay, Other .......................... tons Oats........................................ bushels Potatoes ................................. cwt Soybeans ................................ bushels Wheat, Winter ....................... bushels

3,800 (NA) (NA) (NA) (NA) 265 71.0 1,750 195

4,000 (NA) (NA) (NA) (NA) 300 70.0 2,000 160

2,670 1,040 1,300 880 420 120 70.0 1,690 150

2,970 970 1,370 840 530 131 69.5 1,970 125

166.0 17.5 2.14 2.40 1.60 54.0 410 47.0 64.0

174.0 21.0 2.54 3.20 1.50 63.0 400 51.0 69.0

443,220 18,200 2,784 2,112 672 6,480 28,700 79,430 9,600

516,780 20,370 3,483 2,688 795 8,253 27,800 100,470 8,625

UNITED STATES Corn for Grain ........................ bushels Corn for Silage ........................ tons Hay, all .................................. tons Hay, Alfalfa ......................... tons Hay, Other .......................... tons Oats........................................ bushels Potatoes ................................. cwt Soybeans ................................ bushels Wheat, Winter ....................... bushels

89,745 (NA) (NA) (NA) (NA) 2,830 963.3 76,100 31,474

90,819 (NA) (NA) (NA) (NA) 2,984 921.0 83,084 30,415

81,337 6,615 52,425 16,743 35,682 828 937.3 74,939 24,592

82,467 6,719 52,238 16,230 36,008 1,004 914.1 82,318 23,024

167.5 20.2 2.46 3.28 2.07 64.3 453 47.4 53.6

172.0 20.5 2.43 3.27 2.05 65.1 453 50.2 50.9

13,619,928 133,522 128,864 54,875 73,989 53,258 424,419 3,551,908 1,316,963

14,182,479 137,729 126,812 53,067 73,745 65,355 414,248 4,135,477 1,171,022

(NA) Not available. 1Area planted for all purposes.

U.S. Corn Supply and Use 1 CORN

2018-2019

2019-2020 (Est.)

U.S. Soybean Supply and Use 1 2020-2021 2 Projec ons

SOYBEANS

2018-2019

(million bushels) Beginning Stocks Produc on Imports Supply, total Feed & Residual Food, Seed & Industrial Domes c, total Exports Use, total Ending Stocks, total Avg. farm price ($/bu) 1 2

2,140 14,340 28 16,509 5,429 6,793 12,222 2,066 14,288 2,221 3.61

2,221 13,620 42 15,883 5,903 6,282 12,185 1,778 13,963 1,919 3.56

2020-2021 2 Projec ons

(million bushels) 1,919 14,182 25 16,127 5,650 6,375 12,025 2,550 14,575 1,552 4.20

Source: World Agricultural Supply and Demand Es mates Report Preliminary

Beginning Stocks Produc on Imports Supply, total Crushings Exports Seed Residual Use, total Ending stocks Avg. farm price ($/bu) 1 2

All hay stored on Wisconsin farms as of December 1, 2020, is es mated at 1.79 million tons, an increase of 1% from December 1, 2019. This is the third lowest December hay stocks on record. Disappearance from May 1, 2020, through December 1, 2020, totaled 2.00 million tons, compared with 1.34 million tons for the same period in 2019. All hay stored on United States farms as of December 1, 2020, totaled 84.0 million tons, down 1% from December 1, 2019, which is the third lowest December 1 stocks since 1977. Disappearance from May 1, 2020 - December 1, 2020 totaled 63.2 million tons, up 7% from the same period in 2019. Record low December 1 hay stock levels were es mated in Connec cut, New York, Pennsylvania, and Rhode Island. During Autumn, dryness encroached upon New England resul ng in a shorter grazing season. As a result, livestock producers began to feed hay stocks a bit earlier than expected.

909 3,552 15 4,476 2,165 1,682 96 9 3,952 525 8.57

438 4,428 14 4,880 2,092 1,752 88 39 3,971 909 8.48

525 4,135 35 4,695 2,200 2,230 103 22 4,555 140 11.15

Source: World Agricultural Supply and Demand Es mates Report Preliminary

Hay Stocks on Farms – Wisconsin and United States: May 1 and December 1, 2019-2020

Hay Stocks

32 SPRING 2021

2019-2020 (Est.)

May 1 2019 Wisconsin United States Million Tons

330 14,906

December 1 2020 2019 2020 (1,000 tons) 310 1,770 1,790 20,426 84,488 84,020

Hay, On-Farm Stocks, Wisconsin, 2015-2020

4.0

3.0 2.0 1.0 0.0 2015

2016

2017 May 1

2018

2019

December 1

2020

Wඑඛඋ඗ඖඛඑඖ Fඉකඕ Rඍ඘඗කගඍක

Grain Storage Capacity

Total Storage Capacity, December 1, 2020 (1,000 bushels)

Wisconsin on-farm storage capacity on December 1, 2020, was 380 million bushels, no change from December 1, 2019. Wisconsin’s 340 off-farm storage facili es have a storage capacity of 405 million bushels, up 10 million bushels from the previous year. As of December 1, 2020, Wisconsin had a total of 785 million bushels of storage capacity. On-farm capacity included all bins, cribs, sheds, and other structures located on farms that are normally used to store whole grains, oilseeds, or pulse crops. Off-farm capacity included all elevators, warehouses, terminals, merchant mills, other storage, and oilseed crushers which store whole grains, soybeans, canola, flaxseed, mustard seed, safflower, sunflower, rapeseed, Austrian winter peas, dry edible peas, len ls, and chickpeas/garbanzo beans. Capacity data exclude facili es used to store only rice or peanuts, oilseed crushers processing only co onseed or peanuts, tobacco warehouses, seed warehouses, and storage facili es that handle only dry edible beans, other than chickpeas/garbanzo beans.

Grain Stocks Storage Capacity – Wisconsin and Selected States: December 1, 2019 and 2020 State

On-Farm Storage Capacity 2019

2020

Oﬀ-Farm Capacity 2019

Total Storage Capacity

2020

2019

2020

(1,000 bushels) Illinois Iowa Kansas Minnesota Missouri Nebraska North Dakota South Dakota Wisconsin

1,480,000 2,100,000 380,000 1,550,000 540,000 1,200,000 930,000 730,000 380,000

1,480,000 2,050,000 380,000 1,550,000 540,000 1,200,000 930,000 730,000 380,000

1,500,000 1,540,000 1,175,000 810,000 285,000 980,000 460,000 435,000 395,000

1,600,000 1,520,000 1,200,000 810,000 285,000 990,000 460,000 440,000 405,000

2,980,000 3,640,000 1,555,000 2,360,000 825,000 2,180,000 1,390,000 1,165,000 775,000

3,080,000 3,570,000 1,580,000 2,360,000 825,000 2,190,000 1,390,000 1,170,000 785,000

United States

13,533,000

13,490,000

11,618,210

11,752,210

25,151,210

25,242,210

Winter Wheat Seedings Wisconsin producers seeded 275,000 acres of winter wheat for the 2021 crop year, up 115,000 acres from the previous year. Na onally, winter wheat planted area for harvest in 2021 is es mated at 32.0 million acres, up 5 percent from 2020 and up 2 percent from 2019. This represents the fourth lowest United States acreage on record. Seeding of the 2021 acreage was underway in early-September and was ahead of the 5-year average pace. Throughout the season, plan ng and emergence progress remained ahead of the 5-year average pace. Seeding was mostly complete by November 15, 2020.

The Wisconsin Farm Reporter has been made possible through the coopera ve eﬀorts of the U.S. Department of Agriculture, Na onal Agricultural Sta s cs Service and the Wisconsin Department of Agriculture, Trade, and Consumer Protec on.

Wisconsin Agri-Business News Quarterly

Media contact: Greg Bussler USDA, NASS, Upper Midwest Region, Wisconsin Field oﬃce

(800)789-9277 (608)224-4848 h p://www.nass.usda.gov/wi/

SPRING 2021

34 SPRING 2021

Wisconsin Agri-Business News Quarterly

SPRING 2021

On February 9th, WABA staﬀ met with Morelia Blanco Rincon from UMOS to learn about their organiza on and the work they do in placing poten al workers with employers. If you have any interest in reaching out to Morelia, feel free to contact her. All of her contact informa on is at the bo om of her le er.

February 17, 2021 Dear Wisconsin Agri-Business Association Members: United Migrant Opportunity Services/UMOS, Inc. (UMOS) is Wisconsin’s provider for the National Farmworker Jobs Program (NFJP), funded by the US Department of Labor. The NFJP is designed to help job seekers access employment, education, training, and supportive services to succeed in the labor market and to match employers with the skilled workers they need to compete in the global economy. We currently work with 11 Wisconsin technical colleges and training schools to help students complete programs in areas and occupations such as Agribusiness Management, Agronomy, Animal Science, Applicator Technician, and Agriculture Power & Equipment Technician to name a few. Our large pool of job seekers include varying skill sets and education levels, ranging from entrylevel to associate degrees. What are the benefits for employers that work with UMOS’ NFJP? Ø 50% reimbursement of wages so that employers can train and “test out” our students prior to hiring them outright for positions requiring specific technical skills that meet the company’s needs. Ø Supportive services to NFJP participants/students are working in agriculture and/or while they are in training to acquire new skills for jobs offering higher sustainable wages. Ø Job retention services to newly placed NFJP participants Ø NFJP participants may also qualify employers for the Work Opportunity Tax Credit (WOTC). Ø NFJP staff can help assess and screen students/job seekers to fit the jobs you are hiring for. This is an excellent opportunity for your business to take full advantage of the NFJP services UMOS has to offer at no cost to you. Thank you for your time and please do not hesitate to contact me if you have any questions. We look forward to future collaborations. Sincerely,

Morelia Blanco Rincón NFJP Case Manager/Job Placement Specialist morelia.blancorincon@umos.org (414)852-5868

36 SPRING 2021