much less organized and structured. Farmers producing hay for the cash market may have no nearby and convenient grain elevator or auction market at which to sell their product. Also, hay is not a single "crop" like soybeans, but many different "crops" in terms of types of hay (alfalfa to tall fescue), quality (high to low) and bale package (small square to large round).

Unlike wheat, cattle or hogs, there are no standardized grades used in the industry as a measure of quality or value. The nutritive value (protein, fiber and energy) of hay can be determined either by near infrared reflectance spectroscopy (NIRS) or through standard laboratory analysis. Hay quality can be analyzed in a few minutes using NIRS technology. The major disadvantages are the difficulty of machine calibration, especially for grass hays, and the sizable cost of the NIRS unit. Some hay auctions make use of such equipment, especially for alfalfa. Standard laboratory analysis to determine the nutritive content of hay samples may be provided by private firms and The University.

Although some types of hay are shipped long distances, there is no national hay market price
structure as there is for corn, cotton and soybeans. Because hay has rather large weight and bulk
relative to value, hay markets are more localized. No central market exists where hay prices are determined. Prices are typically determined by the interaction between a buyer and a seller, both often having only vague or scanty hay market information, with neither party able to closely judge the quality (in terms of nutritive value) of the hay under consideration. Where small volumes are involved, the seller often offers the hay at a particular price per bale, "take it or leave it." Producers will need to make an extra effort to stay current with general hay market conditions. Cash hay producers should consider price variability and lack of published prices as opportunities for improving prices through better marketing. Producers may consider marketing hay based on quality using forage test results.

An important first step is to recognize the need for and value of a marketing program, rather than
passively waiting for someone to ask about hay for sale. The primary focus of a marketing program should be on improving profitability of the hay enterprise. Many farmers selling hay are simply disposing of extra forage and do not have the volume nor the interest to devote substantial time and attention to develop a hay sales program. Others who regularly depend on hay sales for a significant part of their gross farm income, or those who anticipate expanding cash hay production, will find marketing efforts more rewarding. To be most effective in marketing hay, growers should attempt to target sales by type, quality and, perhaps, bale package to a particular class or classes of livestock, or other uses. Types of end users include:

• horses and ponies
• dairy animals
• beef animals, sheep and other livestock
• dealers
• mulch, industrial and other
• export

Selling to dealers may be worth considering for those with small volumes to sell or for those who do not want to be concerned with the effort required to retail hay. However, the price received for hay sold at the wholesale level will generally be lower than what a producer could realize by retailing the hay.

Other markets may be worth considering. Gardeners and small farm operators are often willing to buy hay for mulching that is moldy, was too mature when cut, is dark brown or is otherwise not desirable for livestock feeding. Farmers reasonably close to zoos may be interested in evaluating this sales opportunity. Hay may also be sold standing in the field. The owner-seller would not be concerned with labor or machinery required to harvest, haul and store the hay. The buyer gains control over cutting date and, therefore, some control over quality. However, hay producers interested in expansion are not likely to emphasize standing hay sales. The grower loses some control over the business by waiting for a buyer. In the meantime, hay can become overmature and lose quality.

In addition to targeting sales to livestock classes, a cash hay producer is also concerned with such things as the type of hay to produce for each market, geographic sales area and type of bale package. Many types of grass, legume and mixed hay are produced. Although alfalfa hay often sells for the highest prices. It costs more to produce because of higher establishment and annual maintenance costs and a shorter life of the stand. Growers focusing on hay profitability should consider producing the most profitable type or types of hay rather than the cheapest and easiest to produce.

Most hay sold to dairy and beef cattle owners generally does not move across long distances.
The horse hay market is often local, but may be 100 or even 500 or more miles away. To compete
in more distant markets usually requires that a specialized, extremely high-quality product be
produced and delivered. Cost-effective delivery over long distances requires special consideration, because hay is bulky and a rather low-value product. While packaging in large round bales may be acceptable for hay targeted for local beef cattle, it is not the most efficient for transporting long distances.

The primary hay price determinants are supply within an area and demand for that hay. Many price factors are beyond the control of a producer. Even so, the producer should be generally aware of hay market conditions to be an effective marketer. In addition, there are many marketing considerations within the control of the hay producer. Hay, like many other crops, has a somewhat predictable seasonal price pattern that can be used to make marketing decisions. For most crops, prices are lowest at harvest, then increase as supplies begin to shrink. Prices often drop a month or two before the next harvest, as buyers delay purchases in anticipation of the new crop. Prices have typically peaked in February or March over the last 10 years.

Hay can be stored inside or outside. Small square bales are usually stored in a barn. Large bales may be stored in a barn, or they may be left outside. Significant storage losses occur in bales that are stored uncovered outside. Storing hay in a barn reduces storage losses but involves additional costs.

Typical barn storage costs include the following items:

• Interest or opportunity cost. The appropriate rate is the market earnings rate on the value of hay that could be sold or the interest cost on a loan that could be reduced if the hay were sold out of the field.
• Loading the hay out of the field, hauling it to the barn and stacking it. Included are labor, fuel and
  equipment costs.
• Fire insurance premium.
• Shrinkage. Hay loses some weight and quality during storage. As with grains, farmers often overlook this cost item.
• Barn expense. This cost will depend on whether the barn is old or new, owned or leased, and the type of structure. Some growers may consider this cost primarily an overhead cost and not include it as a storage cost item.
• Any additional advertising needed to help sell stored hay.

Hay may be priced by the bale or the ton, depending primarily on the volume under consideration. Sales involving less than a ton are usually based on a per-bale price, because it is impractical to have the hay weighed. Table 1 shows prices for small, square bales at various weights and prices per ton.

In advertising and merchandising hay effectively over a long period of time, it is advisable to be
honest, treat customers fairly, understand and try to fill the needs of customers and be specific about hay available for sale. Again, sales should be targeted to specific markets for the highest average price. Cash hay production is attracting increasing interest. Because the hay enterprise appears to be only marginally profitable with average yields and prices, a sound production, management, and marketing program is essential if it is to make a significant contribution to income. A hay producer can improve profitability of the hay enterprise by improving yields and quality, and by making the effort to evaluate marketing opportunities and the associated marketing costs, market prices and quality requirements of each alternative. At this point, hay sales can be targeted to specific markets. Contact your county Extension office for assistance in developing an appropriate hay production, management, and marketing program

This publication is available in alternative media on request.

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