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Travels from :
Virginia
Main Topics :
Agriculture
Economy
Fee Range :
East: $$
West: $$
Speaker Iamge David Kohl

About David Kohl :


David Kohl received his M.S. and Ph.D. degrees in Agricultural Economics from Cornell University in 1976 and 1978, respectively. He is currently Professor of Agricultural Finance and Small Business Management and Entrepreneurship in the Department of Agricultural and Applied Economics at Virginia Polytechnic Institute and State University (Virginia Tech), Blacksburg, Virginia. From June 1999 through May 2001, Dave was on special leave working on cutting-edge initiatives that will strategically position the Royal Bank of Canada in the marketplace.

He has now resumed his academic duties at Virginia Tech. Kohl has traveled over 5.1 million miles throughout his professional career! He has conducted more than 3,000 workshops and seminars for agricultural groups such as bankers, Farm Credit, FmHA, and regulators, as well as producer and agribusiness groups. He has published four books and over 400 articles on financial and business-related topics in journals, extension, and other popular publications. Kohl regularly writes for Farm Journal, Top Producer, Ag Lender, Journal of Agricultural Lending, and Soybean Digest. He has received 11 major teaching awards and 8 major Extension and Public Service awards from Virginia Tech and Cornell University. Kohl is a two-time recipient of the prestigious American Agricultural Economics Association's Outstanding Teaching Award. Kohl is only one of five professors in the 85-year history of the Association to receive the award twice. He received the Governor's award for his distinguished service to Virginia agriculture, the youngest recipient to receive this award. Kohl has addressed the American Bankers Agricultural Conference for 25 consecutive years, and has appeared before numerous state bankers schools and conferences throughout the U.S., Canada, Mexico, and the world. As facilitator of the United States Farm Financial Standards Task Force and member of the Canadian Agricultural Financial Standards Task Force, Dr. Kohl was one of the leaders in establishing guidelines for the standardized reporting and analysis of agricultural producers' financial information on a national and international basis.

 

Speech Titles :

Lender, Producer, and Agribusiness Themes

Dr. Kohl will provide groups with cutting-edge information in a dynamic format based upon his many years of academic research and working with commercial banks and agrilenders throughout the world.  The following are a sampling of the topics that he can bring to your group, ranging from a one-hour talk to one to three day seminars.  Talks can be customized to meet your group’s needs.

The Mega Trends of Agriculture in an Age of Turbulence:

This talk will focus on the mega trends in agriculture in the age of turbulence.  Dr. Kohl will talk about how technology, energy resources, global markets, land values and interest rates affect the agricultural industry?  Bankers, producers, and young people interested in the field of agriculture or agrilending will gain valuable knowledge from Dr. David Kohl’s presentation.  He will give you insight to the agricultural economy with its rising input and energy costs, sky rocketing land values and cash rents.  This presentation is updated 10 percent every 90 days to keep information and trends cutting edge and relevant, and can be customized to assist in understanding the wants and needs of the marketplace.

Megaforces of Agriculture:  Vision 2020:  
This presentation is designed for audiences desiring information and perspective concerning future trends that will impact the business models and lifestyles of agriculture.  Included will be an examination of consumer trends, a global economic walk-about, farm and rural structure changes along with technology, human resource, and global economic trends that are needed in any visionary’s strategic plan.  This presentation is updated 10 percent every 90 days to keep information and trends cutting edge and relevant, and can be customized to assist in understanding the wants and needs of the marketplace.

Credit / Risk Profiling:  
This talk will focus on the latest credit analysis and benchmarks that determine credit risk and marketing opportunities.  Included will be key financial indicators of small and large loan performance that lenders can implement to improve lender portfolio performance.  Problem loan identification and trouble-shooting to improve the customer’s bottom line will be presented.  Dr. Kohl will incorporate his latest suggestions on credit scoring for large and small customers.

Financial Benchmarking 202:  
This is a producer seminar designed to assist the producer in understanding the balance sheet, income statement, and cash flow based upon Dr. Kohl’s 30 years of experience working with bankers and being facilitator of the Farm Financial Standards Taskforce.  He will provide benchmarks of key ratios and financial performance indicators, personal financial and investment strategies, and the 72 signs of a business headed south.  This will be an upbeat presentation that takes numbers and incorporates them with the psychology of financing.

Power Lending / Power Marketing:  
This is a course that has been taught over 75 times in various Farm Credit districts.  It focuses on agrilenders’ and support staffs’ ability to be problem-solvers for long-term relationship building and maintenance.  It enhances skills that lenders already have through the use of lectures, role-plays, and short case studies.  The course is designed for account officers, customer service representatives, and managers.

The course starts out with an update on the megatrends in agriculture, including an examination of what we are really providing to customers and how it is changing.  The ABCs of professional follow this selling, incorporating some of the latest research on relationship building and maintenance.

The course will utilize systematic tools in strategic prospecting and initial contact including telephone, letters, and cold calls.  Field objectives and call plans are emphasized.  A five-step process for conducting calls gives a proven method for the account officer or customer service representative.  

A critical part of the course will be effective questioning, listening, and observing non-verbal communication.  The effective use of these skills allows a loan officer to uncover a customer’s true needs and provide appropriate solutions.  The course will discuss presentation of features, benefits, and proofs.  Farmers and ranchers buy benefits and advantages, not features.  Handling obstacles and objectives is presented using negotiation and listening skills to overcome them.  Methods used to close the sale are discussed and applied.  The final part of the course focuses on loan servicing, call review, and relationship maintenance and growth.


Producer Themes

Dr. Kohl has addressed farm and ranch audiences approximately 75 times per year for the past quarter of a Century.  Most presentations range from one to three hours in length.  Special customized sessions of one or two days can be presented upon demand.  Talks are designed to provide a big picture overview of the economic and business management techniques that can be used in the business, family, or personal lives.  Historically, participants ranging from 8 to 90 years of age have found this information useful, energizing, and entertaining.

Good to Great in Agriculture:  Vision 2020:  
Whether you’re a producer, agrilender, or agribusiness, understanding what makes a good business great is critical.  Based upon extensive research of 400 commercial farms and agribusinesses, this presentation will examine the management proficiencies that elevate performance in farmers, ranchers, and agribusinesses.  Yes, strategic planning pays; adopting technology, having a transition plan, knowing and understanding cost and the bottom line all have been found to provide the financial edge.  The presentation will provide a take-away scorecard that participants can take home, analyze and execute.

Growth Numbers – Reason Businesses Fail:  
If your group is in the growth mode, Dr. Kohl will present upbeat but realistic strategies on how to grow your business.  Capitalization, working capital, and profit strategies will be discussed.  A format will be provided that can be used as a take-away for those starting, growing or exiting their business.


Lender and Agribusiness Themes

Views From Megaville:  
Dr. Kohl has been speaking over 30 years to agrilenders and agribusinesses on the changes occurring in their marketplace and how these are impacting credit risk models and marketing programs.  This presentation will look at the future of agrilender competition from a global context.  The future of asset values, the seven business models of agriculture, and their wants and needs can be useful perspectives regardless of where an individual is in the organization.  He will coordinate the characteristics of those lenders, agribusinesses, or cooperatives that will stay, grow, or go in a competitive global environment.

The Business Coach:  
In this presentation, Dr Kohl will take his past experiences as a collegiate basketball coach and apply them to transitioning and trouble-shooting the business.  He will discuss the dynamics of what it takes to bring the younger generation back in and gracefully exit the older generation.  Included will be the pitfalls of transition management and why it is becoming a bigger issue.  The role of profits, communications, and growth management is sure to energize an audience ranging from 8 to 80 years of age!  A transition management scorecard for execution of the strategy will be a take-away.

Financial Benchmarking 202:  
This is a producer seminar designed to assist the producer in understanding the balance sheet, income statement, and cash flow based upon Dr. Kohl’s 30 years of experience working with bankers and being facilitator of the Farm Financial Standards Taskforce.  He will provide benchmarks of key ratios and financial performance indicators, personal financial and investment strategies, and the 72 signs of a business headed south.  This will be an upbeat presentation that takes numbers and incorporates them with the psychology of financing.

Trains, Planes, and Automobiles:  
Having traveled over 5.5 million miles during his career, this is a fast-paced talk that can range from 3 minutes to 3 hours as a hard-hitting viewpoint of consumer trends, global competitiveness, farm structure, age wave, biotechnology, and all the issues that planners wrestle with.  This presentation will be based upon Dr. Kohl’s research, travel, and front-line views as he visions the global agricultural landscape.

 
Agricultural Producer Executive Institute

This program is designed for growing agricultural producers and their spouses who want to position themselves to be competitive in a global marketplace.  This bank-sponsored program is designed to educate your progressive customer through a targeted marketing program.

First, the program will step back and examine the trends and issues influencing producer decision making.  Included will be views pertaining to the farm bill, oil, energy, interest rates, inflation, land values and global competition.

Next, the program will drill down and examine the best management practices that are linked to financial performance of farm businesses.  A scorecard worksheet along with a case study will allow producers to examine their business and develop strategic action plans for improvement.  Included in this part of the program will be:

1.  Producers’ philosophies that stand the test of time
2.  Golden rules of management
3.  Best management practices of going from good to great
4.  Transition management techniques
5.  Good to great strategic scorecard

Bankers are recommended to attend with their customer or potential customer.  This session is very interactive and has been very successful with many state organizations.

Benefits of this program to bankers and producers:

·  Educate while you market
·  Producers and bankers can network with other successful individuals
·  Learn about cutting edge trends and philosophies in management, finance and risk management

Bankers have face time with producers and spouses as new business development and customer retention strategy.


Young Farmer/Rancher Institute

This program is designed for growing agricultural producers and their spouses who want to position themselves to be competitive in a global marketplace.  First, the program will step back and examine the trends and issues influencing producer decision making. Included will be views pertaining to the farm bill, oil, energy, interest rates, inflation, land values and global competition.  Next, the program will drill down and examine the best management practices that are linked to financial performance of farm businesses. A scorecard worksheet will allow producers to examine their business and develop strategic action plans for improvement.  Included in this part of the program will be:


1.  Producers’ philosophies that stand the test of time 
2.  Golden rules of management 
3.  Best management practices of going from good to great 
4.  Transition management techniques 
5.  Good to great strategic scorecard


Fee Range
  Symbol  Fee
 $   $5,000 or Less
 $$   $5,001 - $10,000
 $$$   $10,001 - $20,000
 $$$$   > $20001