... it may be time to rethink how systems are evaluated BUSINESS MANAGEMENT Dan Heesome Client Success Manager, Primetics I often speak to seed companies where each depart ment is working hard and performing well, yet the overall business feels harder to run than it should. Production has forecasts in place, inspectors track crop conditions, sales reps know their customers’ needs, and admin teams keep everything moving. Problems arise when all the critical information is disconnected. Production works from spreadsheets on yields and contracts, inspection data is held somewhere else, and sales reps operate remotely with their own notes on customer conversations. In the middle, planners and administrators try to tie it all together. What supply will we have in three months, based on current contracts? Do we need to cover a shortfall? Have we already sold more than we can deliver? For leadership teams, the real issue is not inconvenience, but vis ibility. When production, sales and inventory data do not align in real time, risk is harder to quantify and margin harder to protect. Manual workarounds are difficult to maintain as volume grows, and without a connected view, answers may be slow to find and often out of date. Important decisions get made using yesterday’s information. The consequences are ineffi ciencies that can add up, and ultimately, deliveries may not go out as promised, leading to returns and added expenses. In trying to resolve this, companies might run entirely on awkward spreadsheets until volume becomes unmanageable. Others try to adapt generic systems that handle orders and inventory, but don’t reflect how the seed industry actually works. Sometimes they attempt to piece together different systems. Ultimately, they just digitize the problems without truly solving the disconnect. If this sounds familiar, it may be time to rethink how systems are evaluated. When information is captured directly at the source and immediately shared to a central location, things move much faster. Bringing forecasts, sales activity, contracts, and inventory into one place guides deci sions and allows everyone to quickly see whether the business is long or short for the season. When it’s time to look for an operational partner, ask these questions: Do they understand the basics of how seed production and sales fit together? Do they update software to reflect legislative changes or other current trends and needs? Do they offer solutions that reduce the number of separate systems you rely on? Can all team members enter their data and notes easily from the field? In my experience, big gains come from simply bring ing scattered information into one system, so everyone is working from the same, current view of the busi ness. If your teams are constantly reconciling numbers, chasing updates or making decisions with incomplete information, it may be time to step back and examine whether your systems are helping you operate, or qui etly holding you back. 20 / SEEDWORLD.COM JUNE 2026
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