How One Ag Retailer Doubled Their Agronomy Business

Grant Mason, sales manager for Wheeler Brothers Grain in western Oklahoma, shares how the team doubled their agronomy business in just a few years. Mason shares how the business is getting bigger—both retailers and manufacturers are consolidating—and it required the team at Wheeler Brothers Grain to take a new approach to the market. 

Being family-owned, Mason says the decision-making timeframe can be condensed, particularly when it may necessitate quick action. 

“The business was founded in 1917 and has been family-owned ever since,” Mason says. “There are three brothers that still own and operate the company and as far as red tape goes, if we need to do something, get something done, we call them and they give us the yes or no and that's it.”

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Mason shares the business has been able to grow in ways perhaps others can’t because of that structure. And in the past three years, the company has doubled its agronomy business. 

“We didn’t have an outside sales team until three years ago. We joined a a buying group–IAP out of Fresno, California–and that completely changed who we are as a company as far as the agronomy goes,” Mason says. “It's allowed us to compete with major retailers in our area. And we've got we've gone out and been really aggressive. We've more than doubled our business, and it's required some more people to be hired on which has been great.”

With 12 retail locations and seven seasonal grain elevators across western Oklahoma, Mason shares his geography serviced has been struggling with drought. Despite the higher wheat market, farmers did not have an overly successful harvest in 2022. But Mason is optimistic for the crop in 2023. 

Mason has been at Wheeler Brothers Grain for six years, first as a salesperson and now as sales manager. He says in both roles his favorite part of the business is working with the people---first farmers and now with the Wheeler Brothers team.