Table 4. Product Offerin~gDair Market Type of feed % of Description
non
forage
ration
Complete Feed 100 All supplementary nutrients need to meet animals requirements
included (except forage). Most complete Blended 40-60 Source of some energy and protein and all vitamins and minerals.
Used by producers who raise or buy some of the grain or protein for animal separately.
Supplement/Concentrate 15-30 A source of supplemental protein, minerals, vitamins. Base mixes 10 Some of the required major vitamins and minerals
Minerals 1.25- Micro and macro
3.75
Pre-mixes .5-3.75 Mostly trace minerals
Herd BuilderTm Category creator. A unique value-added product. Starter, grower
and developer program that will have heifers calving at 22 mo of age.
BUGS  Bacteria and enzymes designed to improve feed intake and fiber
digestion.
Storage StabilizersTM ------- Bunker-MateTM, Haylage-Mate, Silage-Mate: increase
- nutritional value of high moisture forages and grains.
Source: www.cargill.com
These different products satisfy very different customer needs and allow Cargill
to have a wide range of customers. However, not all of them provide the same revenue
opportunity to Cargill. Mineral packs, supplements and specialty products have much
large margins than other products. Products that are value added, whether by processing
(ex. pelleting), mixing, or because of a special benefit (ex.Herd BuilderM), are also of
higher margin.
Cargill wants, of course, to maximize the opportunities where they can provide a
complete feed, custom made for the specific customer. In this type of business Cargill
can bring in its Focus Feed program utilize its technology and consulting resources, and
become more than a feed provider to the customer. The relationship becomes more
cooperative and Cargill AND becomes a trusted advisor to the dairy producer. This way
they can help the producer in all aspects of dairy management that will ensure that the
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