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Ag Retail: You Can Win in the Middle

Business Insights from CLUTCH President, Troy Schroeder

It’s not getting any easier out there. With consolidation across the ag landscape comes fewer, but more sophisticated, grower customers and better equipped remaining competitors. As a mid-sized, regional ag retailer this dynamic can make you feel squeezed from both sides; between local competition with a tight focus and deep relationships and national brand retailers that try to leverage the advantages of scale their corporate banners can provide.

Being “stuck” in the middle can be an uncomfortable spot, but with a clear picture of what you want to achieve you can make things challenging for your competition. Finding ways to be both “small and big”; and combining a high level of individual customer focus and agility with the capability to operate at scale through technology and partnerships can create the opportunity to win – and win big.

But carving out your white space in the market is easier said than done. Without a plan and constant commitment for traction, being squeezed can become squished quite quickly. Here are five fundamental strategies to help you get moving on building your Win in The Middle approach:

  • Start by refining your position and clarifying how you add value to your customers (and differentiate from your competitors).
  • Make creating meaningful connections with employees and customers an essential (and intentional) part of your culture.
  • Align your strategy and day-to-day actions through a go-to-market playbook.
  • Retain your best customers and grow share of wallet with them.
  • Take customers from your competitors, on both the small and big sides, to gain share.

At CLUTCH we can help you build your plan to win in the middle and put it into action. We understand ag retail. We understand business, marketing, sales, technology, agronomy and training – and how they need to come together to drive demand and create a customer experience that stands out. Our combination of practical understanding and creative growth solutions consistently helps our clients beat their competitors.

If you’re looking to accelerate your ag retail business in 2021, we’d appreciate the opportunity to have an initial conversation. Reach out at or visit to learn more, or give us a call at 612-812-3973.


CLUTCH is a hybrid consultancy and agency focused on helping B2B businesses find and realize their peak potential. As business acceleration experts, everything the firm does is designed to drive the growth of revenue and opportunity. The firm combines a mix of strategic consulting, marketing communications and lead generation, and learning and development services to consistently produce business results for clients.

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