Selling to Farmers (De Kalb, 1939) – The Book

One of the most intriguing books I own is Selling to Farmers by Larry Williams, published in 1939. It is relatively small in size, hardbound with green boards and features the De Kalb winged ear of corn on the cover. (Yes, “De Kalb,” not “Dekalb.”) The De Kalb County Agricultural Association was founded around 1918 and was the grass roots foundation of the Dekalb seed company.

Several requests have come in from folks looking to find this book. I’m not aware of any reprints but the link below is a copy provided by @dror_sharon (Twitter) who graciously offered to scan the book and create a PDF file to share with others. It takes time and effort to do this – his contribution to the seed industry and agricultural and literary communities, in general, is much appreciated. Thank you, Dror!

The book was a training manual for new sales representatives. In context, the “sales rep” was a farmer who was managing his own farm but also represented the De kalb seed brand. He grew the hybrids on his own land and used his experiences (testimonials) to sell seed to neighbors. But the behavior required to become an effective seed professional was not common knowledge, in my opinion. Sure, there were reps from equipment companies and other suppliers that they interacted with. But until the adoption of hybrid corn seed, most folks saved their own open-pollinated seed for future plantings. They didn’t really interact with seed company personnel or have any experience with the selling process of hybrid seed. The late 1930s was the advent and growth of seed sellers across the Midwest and other regions. This book, then, was a presentation of the behavior and practices needed to be successful.

While certainly dated (descriptions of social norms throughout the text, for example), the principles are still sound 80 years later. Throughout, there are several discussions of behavior that are based simply on treating people with courtesy and respect. For me, they are good reminders of how much better I can be as a seed professional and, more importantly, as a person.

I want you to do well. ~ph

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