Sale day is an exhilarating time filled with a mix of emotions and nerves. For some producers, it may be their largest—or sometimes only—payday of the year, and success in the sale ring is often the result of months of planning, factoring and decision making. While industry-standard vaccination protocols and third-party verification programs typically add value to calves, seasoned auctioneers and sale barn managers know there are a few additional steps producers can take to make management efforts really pay off.
Communicate with your partner
As the general manager and an auctioneer at St. Onge Livestock, Justin Tupper markets close to 160,000 head of cattle through his sale barn in St. Onge, SD, each year. He said communication is key when it comes to promoting cattle, so producers should be sure to disclose genetics and shot programs that could be of special interest to potential buyers. Additionally, auction barn managers typically have a strategy to get cattle unloaded, sorted and into the ring in a timely manner, and Tupper said the producers who take the time to consign their cattle and make a plan—rather than just showing up on sale day—are often more successful.
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“Time is money for everybody in the cattle business these days,” he said. “When customers let me know what cattle they’re bringing, we’re able to set up times and figure out how to get those calves unloaded and through the ring efficiently, which helps keep them fresh and looking their best for buyers.
“If I see somebody who is dissatisfied, it’s usually because we didn’t have the communication we needed to make sure things went smoothly on their one big payday for the year.”
Prepare for shipping day
Blake Nuffer and his family own Montana Livestock Auction just west of Butte, MT, where they market close to 70,000 head of cattle annually. He said a smooth shipping day actually starts weeks beforehand, and the extra preparation can make a big difference at the weigh up.
“Be organized when shipping day comes,” he said. “Make sure your corrals are in good shape, make sure the gates are swinging properly and make sure you have plenty of good help.
“You don’t have to go fast, but going smoothly helps ensure your cattle get loaded under less stress and in a safe manner. It’s your payday for the year, so take it seriously and get those calves loaded as efficiently as possible.” Nuffer said when possible, cattle that aren’t shipping should be sorted three to four weeks prior to prevent additional stress and shrink.
“Every time you have to sort calves out of the herd it adds stress and potential weight loss,” he said. “If there’s a light end you’re not ready to sell or you know there are calves that don’t fit a video contract, it’s best to get them out of there ahead of time and give the others an opportunity to grow and keep their bloom.”
Invest in genetics
Whether you’re looking to sell more pounds or raise better replacement females, when it comes to bull selection, both Nuffer and Tupper agree that good genetics can drive profitable production.
“I realize good bulls can be a huge overhead expense, but I am a big believer in keeping your feet to the fire when it comes to improving your herd and producing better calves,” Nuffer said. “You don’t have to break yourself, but good genetics can be a real game changer, so it’s worth building connections with quality seedstock producers, finding the sires that are going to help maximize profit potential and making the investment for your operation.
“We’re seeing it more now than we have sometimes in the past, but pounds make dollars,” Tupper added. “When you can find ways to get your 1,300-pound cow to produce more pounds at weaning time, that’s always going to pay dividends in some way, and raising that bigger calf helps to make her more efficient when it comes to production costs.”
Cull hard on cows
With a widespread drought affecting feed and forage production, many producers have already started thinning their herds to conserve resources. Nuffer said even if a cow is young, gets bred and raises a calf, she may not be a productive female worthy of staying on the ranch.
“We need to be tough on our cows and not make excuses for them,” he said. “Regardless of her age, if she’s not bred or she’s raising a peanut that doesn’t size up with your other calves, write that number down and send her on down the road. That’s just grass a good cow could be eating.
“I think we’re going to see this weigh up cow market come back to us, and I think you’re going to be able to go to town and buy some nice cows to replace those who are not earning their keep.”
While current drought conditions present many issues, they also provide an opportunity to identify cows who get bred early in the season, allowing producers to tighten calving windows. Research has shown that getting a higher percentage of cows to calve within the first 21 days of the calving season results in heavier weaning weights and increased pregnancy rates compared to later calving cows.
“When you’re considering which cows to cull, look at those who are not getting bred early in the season,” Nuffer said. “We may be in a situation where our cow herds are shrinking, but if you can tighten up your calving dates, you may be able to sell just as many pounds of beef as you would if you just kept leaving those cows strung out in a long calving season.”
Opportunities to differentiate
A common issue at St. Onge and many other auction barns across the county is the flood of spring-born calves going to market in October, November and early December. Tupper acknowledges the variance in weather conditions and feed availability in different areas, but suggests that if at all possible, producers should consider alternative strategies to avoid the “glut.”
“When everybody calves in such a short window, we group those cattle up into a time slot that puts pressure on the market,” he said. “If you’re able to do something that is not exactly the norm, that’s not the same as everybody else, it’s probably going to be an advantage for you.
“I hear a lot of folks say ‘That’s what my dad did and that’s what his dad did, so that’s what we do,’ but in today’s business, you have to be willing to think outside the box to make management decisions that work for you, not just because that’s the way it’s always been done.” — Macey Mueller for the Red Angus Magazine
