Start Here: Tell Me About Your Next Harvest Window

• What is the primary crop and the expected harvest window you’re planning for? Options: Corn, Soybeans, Wheat, Sorghum, Mixed/Other
• How many total bushels do you realistically expect to move in that window (give a number or range)?
• Which delivery points will you use or expect to use during that window?
• How firm are those delivery dates—are they fixed, flexible within a week, or highly variable? Options: Fixed date(s), Flexible ±1–3 days, Flexible ±1 week, Highly variable
• Who on your team will own communications during the harvest window (name/role)? Options: Operations manager, Procurement manager, Risk manager, Originator/Trader, Shared/Multiple
• If you could summarize your top two concerns for this harvest in one sentence, what would they be?

Where Are You Getting Punched? — The Disruptions You’ve Learned to Live With

• When unexpected delivery issues have happened during harvest, what single thing caused the largest financial impact? Options: Late carrier/rail, Grade/quality downgrade, Counterparty default, Settlement/payment delay, Market-driven emergency buy
• How often in the last two seasons did you need to make an emergency spot buy or take emergency measures because of a failed delivery? Options: Never, Once, 2–3 times, 4+ times
• Tell us about the last time that emergency action happened—what went wrong, who was involved, and what was the financial result?
• When those failures occur, how does it feel for your team—annoyance, panic, resignation, or something else? Options: Panic/urgent, High stress but contained, Frustration/annoyance, Resignation/expectation, Other
• Which of these outcomes has been most common after a disruption—higher basis paid, credit dispute, logistics backlog, or quality dispute? Options: Higher basis paid, Credit dispute, Logistics backlog, Quality dispute, Other
• How long did it typically take to resolve the last disruption from first issue to clear resolution? Options: Same day, 1–3 days, 4–14 days, 2+ weeks

Who's Holding the Keys? — Decision Roles, Approvals, and Risk Tolerances

• Who signs off on taking counterparty exposure above your baseline credit limit—name roles and the escalation path?
• How would you describe your organization’s appetite for counterparty credit exposure during harvest: conservative, pragmatic, or opportunistic? Options: Conservative, Pragmatic, Opportunistic
• What are your standard credit documentation requirements before approving exposure (financials, trade refs, LOC, etc.)? Options: Audited financials, Unaudited financials, Trade references, Letter of credit, Bank reference, Other
• What is the single non-negotiable credit threshold (e.g., maximum $ exposure, net working capital ratio) you won’t exceed without board/exec approval?
• How long does your internal approval process typically take for new counterparties or expanded limits during harvest? Options: Same day, 1–3 days, 4–7 days, 8+ days
• If a counterparty requests a rapid limit increase during peak season, what would make you say yes immediately?

How Does Grain Actually Flow Today? — Real-World Procurement, Moves, and Constraints

• Walk me through your typical procurement flow from producer pickup to delivery at the plant/elevator—what are the key handoffs?
• Where do logistics constraints appear most frequently—local trucking, shuttle access, rail schedules, river windows, or something else? Options: Local trucking, Shuttle/terminal access, Rail scheduling, River/port constraints, Warehouse capacity, Other
• How predictable are your weighing and grade results at pickup versus final settlement—consistent, sometimes different, frequently different? Options: Consistent, Occasionally different, Frequently different
• Have you tracked historical basis movements at each delivery point? If so, which points show the most volatility?
• Describe a prior failure mode in your operations (e.g., missed rail, scaling mismatch, quality dispute): what exactly failed and why?
• What current internal controls or checks do you rely on to catch problems before they become costly (e.g., pre-shipment QC, carrier SLAs)? Options: Pre-shipment QC, Carrier SLAs, Credit pre-check, Electronic tracking, Manual checklists, Other

When Prices Move, What Keeps You Up at Night? — Basis, Coverage, and Exposure Anxiety

• How exposed do you feel to basis swings during this harvest—manageable, concerning, or unacceptable? Options: Manageable, Concerning, Unacceptable
• What portion of expected production do you typically leave unhedged into harvest? Options: 0–10%, 11–25%, 26–50%, 51–100%
• What is an acceptable worst-case basis move at your primary delivery point before you consider that a failure?
• Do you use deferred pricing, minimum-price contracts, or other structures to manage basis risk? Which have you tried? Options: Deferred pricing, Minimum-price contract, Fixed forward sale, Basis contract, None
• Tell me about a time basis moved unexpectedly—what were the triggers and how did your team respond?
• How do you prefer to measure success for price risk management—percent covered, dollars saved, volatility reduction, or other KPI? Options: Percent covered, Dollars saved, Volatility reduction, On-time delivery rate, Other

If Everything Went Right, What Would Feel Different? — Target Outcomes and Success Signals

• What would a successful harvest look like to you in three measurable outcomes?
• What minimum coverage percentage across the window would make you feel protected from emergency buys? Options: 0–25%, 26–50%, 51–75%, 76–100%
• Which success signals are most important: on-time delivery, basis within target range, prompt settlement, no quality disputes, or something else? Options: On-time delivery, Basis within target, Prompt settlement, No quality disputes, Clear communications, Other
• Which controls must be in place before you’ll commit (examples: credit check completed, SLAs signed, carrier confirmed)?
• How would you like us to report progress during the window—daily brief, exception-only alerts, dashboard access, or weekly summary? Options: Daily brief, Exception-only alerts, Dashboard access, Weekly summary, Other
• If a partner could guarantee one thing during harvest, which guarantee would reduce your stress the most? Options: On-time delivery, Credit-backed contracts, Transparent tracking, Quality guarantees, Price protection

How Would a Partner Prove They Won't Let You Down? — Verification, Trust, and Deal-Drivers

• What specific evidence would you need to trust a new merchandiser or logistics partner for your harvest (e.g., audited statements, carrier manifests, references)? Options: Audited statements, Unaudited financials, Trade references, Carrier manifests, Performance SLAs, Other
• Which of these would be a deal-breaker for you: opaque settlement terms, delayed carrier assignment, unclear credit lines, or poor communication? Options: Opaque settlement, Delayed carrier assignment, Unclear credit lines, Poor communication, Other
• How important is it that a partner demonstrates shuttle/rail access and freight advantage versus simply offering spot cash bids? Options: Critical, Important, Nice to have, Not important
• Would you accept staged or conditional approvals (e.g., limited initial exposure that increases with performance)? Why or why not? Options: Yes, conditional increases, Prefer full approval up front, Depends on partner, No
• What references or proof points from a merchandiser would make you comfortable signing a forward or basis contract today?
• How much visibility into a partner’s logistics plan (carrier names, train schedules) do you require before agreeing to delivery windows? Options: Full visibility, High-level (names/timelines), Only on confirmation, Minimal

Walk Me Through a Worst-Case Delivery — Scenario Drill and Roles

• If a primary rail slot is canceled the day before pickup, what immediate steps would you expect your partner to take?
• Which responsibilities should the merchandiser accept in that scenario: find alternative freight, cover emergency basis, assist with producer re-routing, or provide credit support? Options: Find alternative freight, Cover emergency basis, Assist re-routing, Provide credit support, Other
• Who should be notified internally and externally within the first hour of a major delivery failure? Options: Operations, Procurement, Risk, Executive sponsor, Carrier, Producer
• How quickly do you expect a remediation proposal after a failure—within an hour, same day, 24 hours, or longer? Options: Within an hour, Same day, 24 hours, 48+ hours
• What form of financial remediation would you deem acceptable after a missed delivery (discount, cash payment, future basis credit, other)? Options: Discount on shipment, Cash settlement, Future basis credit, Logistics correction, Other
• Have you documented escalation paths and dispute owners today? If yes, please outline; if no, what’s prevented you?

What Would Make Execution Seamless? — Pre-Deployment & Operational Readiness

• What core operational checks do you require before going live on a delivery plan (carrier assigned, credit cleared, producer notified, EDI enabled)? Options: Carrier assigned, Credit cleared, Producer notified, EDI enabled, Weighing/grade test
• Which technical integrations are must-haves for you: EDI load tenders, GPS tracking, settlement feed, or dashboard access? Options: EDI load tenders, GPS tracking, Settlement feed, Dashboard access, None
• Would you run a pre-live test (weighing/grade, EDI flow, settlement) with a partner before the window? If not, why? Options: Yes, always, Sometimes, Rarely, Never
• What carrier performance metrics do you track or require (on-time %, detention, tare accuracy)? Options: On-time %, Detention, Tare accuracy, Claims rate, Other
• How do you prefer settlement and invoicing to be structured—net days, advance holdback, or milestone-based? Options: Net 30/60, Advance holdback, Milestone-based, Immediate on delivery, Other
• If we provided a short readiness checklist for signoff, who on your team would be the approver and what timeline is realistic?

Agreeing On Next Steps — Commitment, Pilots, and Communication Rhythm

• If we could address your top two concerns today, what would you be willing to commit to in the next 7–14 days?
• Would you prefer to start with a small pilot forward/basis contract or move to full-scale coverage immediately? Options: Small pilot, Partial coverage, Full coverage, Unsure
• What paperwork or approvals must be in place before you’ll sign even a pilot (credit docs, SLAs, insurance certificates)?
• Who should be the single point of contact from your side for onboarding and daily execution during the pilot? Options: Operations lead, Procurement manager, Risk manager, Originator/trader, Other
• What cadence of check-ins would you want during the first 60 days—daily, twice-weekly, weekly, or as-needed? Options: Daily, Twice-weekly, Weekly, As-needed
• What would make you confidently recommend this partner internally after the pilot—name two specific measurable wins?

Starting Point: A Quick Snapshot

• What's your role and decision authority related to harvest procurement? Options: Operations/Scheduler, Other, Grain Merchandiser/Originator, Procurement Manager (Plant/Farm), Risk Manager/Finance, Elevator/Terminal Manager
• How many delivery points or facilities are you actively managing this harvest season? Options: 1, 2–3, 4–10, More than 10
• Describe your typical delivery window(s) — peak dates, preferred pickup times, and any blackout or no-pull periods.
• Which grain types and crop years are you prioritizing this season? Options: Corn (current year), Corn (new crop), Soybeans (current year), Soybeans (new crop), Wheat, Sorghum, Other
• What one outcome during harvest would you say is absolutely non‑negotiable to avoid?
• How do you currently allocate exposure between forward contracts, basis contracts, and spot purchases? Options: Mostly forward contracts, Mostly basis contracts, Mostly spot buys, Balanced mix

Is a Delivery Default Keeping You Up at Night?

• If a single delivery default could cost your operation another six figures, what would you change first?
• How often have you experienced a delivery default or been forced into an emergency spot buy in the last two seasons? Options: Never, Once, 2–3 times, More than 3 times
• Describe the financial and operational fallout from the worst delivery failure you've had—timing, dollars, and downstream effects.
• Which internal team(s) bore the brunt of that failure? Options: Procurement/Buyers, Operations/Plant, Risk/Finance, Senior Management, Logistics/Carriers
• What early-warning signals or metrics (if any) did you miss that could have prevented that outcome?
• Which risk controls have you tried to reduce defaults—and how well did they work? Options: Tighter credit checks, Smaller lot sizes, Pre-assigned carriers, Higher margin requirements, Flexible pickup windows, Other

Walk Me Through Your Today: How Grain Actually Moves

• When you trace a bushel from the producer's bin to your plant today, where does it most often get delayed or lost?
• Map your current procurement flow—who sources, who approves contracts, and who schedules pickup?
• Which delivery constraints matter most at your locations? Options: Truck scale capacity, Rail loading windows, River/port seasonality, Weighing/grade delays, Storage availability, Labor shortages
• How consistent are your historical on-time pickup windows (approximate % on-time)? Options: >95%, 80–95%, 60–79%, <60%
• Share a concise example of a logistics breakdown you've dealt with and the workaround you used.
• Which parties coordinate day‑of‑harvest execution at your sites? Options: Originators/Traders, Local elevator managers, Carriers/Dispatch, Plant schedulers, Risk/Credit, Producers

Where Do You Feel the Friction Most—Price, Paperwork, or People?

• Which recurring friction costs you the most—pricing gaps, paperwork, or people-driven delays?
• Which of these frictions show up routinely in your harvest operations? Options: Basis volatility, Late pickups/driver issues, Credit approval delays, Grade/quality disputes, EDI/data mismatches, Invoice/settlement lag
• Describe a recent dispute or reconciliation that took significant effort—what was the root cause and how did it end?
• How long does it typically take your team to grant or increase a credit limit for a trusted counterparty? Options: Same day, 1–3 business days, 4–7 business days, More than a week
• Who has final authority to accept a new counterparty or contract type in your organization? Options: Procurement/Buyer, Risk Manager/CFO, Plant Manager, Cross-functional committee
• What internal approvals or process steps would you most like to see simplified?

If Everything Went Right This Harvest, What Would Change?

• Imagine the ledger after harvest with zero emergency buys—what operational or emotional difference would that make?
• What percent coverage heading into harvest would make you feel confident versus exposed? Options: 0–25%, 26–50%, 51–75%, 76–100%
• Define the acceptable basis range at your main delivery point that you'd consider 'on target' this season.
• Which success signals should we monitor together to know we're preventing costly emergency buys? Options: No emergency spot purchases, On-time pickups >95%, Disputes <2% of loads, Settlement within agreed terms, Credit utilization within limits
• What mandatory controls—specific credit checks, quality tolerances, or settlement mechanics—must exist in a new agreement?
• What timeline do you need for final harvest delivery decisions to feel operationally safe? Options: Within 24 hours, 1–3 days, Within a week, Flexible

What Would Force You to Buy Emergency Corn—And How Bad Would It Hurt?

• Describe the single scenario that would push you into an emergency spot purchase despite safeguards.
• Which of these are realistic triggers for an emergency purchase at your plant? Options: Carrier no-shows, Grade fail at pickup, Counterparty insolvency, Severe weather/road closures, Rail outage, Storage overflow
• Estimate the typical incremental basis cost and operational disruption when you've bought in an emergency.
• Do you have predefined authority or budget for emergency buys, or is it handled ad-hoc? Options: Predefined budget & authority, Ad-hoc approvals each time, No formal process
• Who must sign off on an emergency buy and what is their typical response time?
• How comfortable are you using contract structures like deferred pricing or minimum price floors to avoid emergency buys? Options: Very comfortable, Somewhat comfortable, Unsure, Not comfortable

How Do You Vet a Trading Partner? Show Me the Bar.

• If a counterparty claimed they could remove 90% of your delivery headaches, what proof would you demand first?
• Which verification steps are non‑negotiable when onboarding a new merchandiser? Options: Audited financial statements, Trade references/contacts, Carrier performance history, Proof of terminal/shuttle access, Insurance certificates, Other
• What minimum credit limit or capacity would allow you to transact with confidence, and why?
• How do you prefer credit verification to be performed for speed and auditable records? Options: Automated credit portal, Document exchange + manual review, Third‑party credit agent, Onboarding call then docs
• Which logistical capabilities make a trading partner materially more attractive (e.g., shuttle access, barge contracts)?
• Which contract features most increase your trust in a partner? Options: Documented SLAs for pickup, Transparent settlement windows, Quality discount schedules, Clear credit hold mechanics, Flexible delivery windows

Commitments That Actually Make You Sleep Better

• What single contractual promise would immediately reduce your stress about harvest deliveries?
• Which SLA elements are must-haves in any agreement you sign? Options: Guaranteed pickup windows, Penalty for missed pickups, Real-time tracking / EDI, Pre-assigned carriers, Dedicated account manager
• Outline your preferred escalation path and key contacts when a load is at risk of failing to deliver.
• What settlement cadence is optimal for your cashflow needs? Options: Net 7, Net 14, Net 30, Other
• Which pre-deployment readiness checks would you require before going live with a new partner? Options: Carrier confirmed, Credit approved, Producer notified, EDI/tracking test completed, Weighbridge and grade test load
• What would success look like in the first 90 days after launching a new merchandising partner—be specific on metrics and behaviors.

Opening the Gate: Who are you in the harvest window?

• Tell us your role and top two responsibilities during harvest delivery windows. Options: Grain Merchandiser, Procurement Manager (Ethanol), Feed Ingredient Buyer, Elevator Manager, Risk Manager, Other
• Which delivery points do you regularly receive grain at? (select all that apply) Options: Country elevator (local), Shuttle/loadout, Rail ramp, River terminal, On-farm pickup, Processor dock (ethanol/soy), Other
• Roughly how much of your expected crop (or monthly demand) do you plan to move during peak harvest windows? Options: <10%, 10–25%, 25–50%, 50–75%, >75%
• Thinking back to last harvest, what single moment or decision felt most stressful for you? Tell the story briefly.
• How often over the past two seasons did you face an emergency buy because contracted delivery failed? Options: Never, Once, 2–3 times, 4–6 times, More than 6 times

What If a Delivery Default Cost You Another Big Loss?

• If a counterparty failed to deliver at the peak of harvest and forced an emergency purchase, how would that impact your budget or operations? Options: Minimal impact, Manageable loss, Significant hit to margin, Major operational disruption, Severe — threatens plant/elevator operations
• Describe the last time that happened: what failed first — logistics, credit, grade, or communication? Give specifics.
• How do those events make you feel about your current trading partners and internal readiness? Options: Secure and confident, Somewhat uneasy, Wary and watchful, Frustrated and under-resourced
• Which financial consequences worry you most when a delivery gap appears? Options: Premium basis on spot buy, Operational downtime, Penalty clauses or disputes, Credit exposure to counterparties, Other
• Who inside your organization is held accountable for emergency buys or missed deliveries? List names/titles and decision authority.

Where's the Tightrope — Which Single Risk Would Break the Plan?

• If you had to pick the single most fragile link in your delivery chain, what would it be — logistics, quality control, counterparty credit, or pricing/basis exposure? Explain why. Options: Logistics (truck/rail/river), Quality/grade disputes, Counterparty credit, Basis volatility/market exposure, Internal coordination
• Which logistics constraints bite you the most during harvest? (pick all that apply) Options: Truck shortage, Rail slot backlog, River draft/seasonal limits, Weighing/loading delays, Local road/bridge restrictions, Other
• What quality failure modes have cost you money previously (e.g., mycotoxins, moisture, dockage)? Give an example and the consequence.
• How do you currently verify a trading partner’s creditworthiness before agreeing to volumes? Options: Financial statements, Trade references, Credit insurance, Internal credit scorecard, No formal verification, Other
• What’s your maximum acceptable unsecured exposure to a single counterparty during harvest? Options: No exposure, <$50k, $50–150k, $150–500k, >$500k

Who Holds the Keys? How Decisions Actually Get Made

• When seconds count and a delivery bottleneck appears, who has the authority to approve an exception or emergency buy? Options: On-site Manager, Procurement Director, Risk Manager, CFO/Finance, Commercial Desk/Trader, Other
• How long does it typically take to get final approval for a credit exception or emergency purchase? Options: Immediate (same hour), Within 1 business day, 1–3 days, More than 3 days
• What documents or verifications are non-negotiable before you accept a delivery from a new counterparty? Options: Signed contract, Credit approval letter, Proof of insurance, Weighbridge/scale calibration certificates, Quality certificates, Other
• Describe a time when governance or approval delays made a bad situation worse. What changed after that event?
• On a scale of 1–5, how confident are you that your approval matrix matches the speed required during harvest peaks? Options: 1, 2, 3, 4, 5

If the Harvest Went Perfectly — What Would Be Different?

• Imagine a harvest where basis stayed favorable, deliveries were on time, and disputes were rare — what three things made that possible?
• What target coverage percentage (of expected tonnage) would make you feel protected from emergency buys? Options: <25%, 25–50%, 50–75%, 75–90%, >90%
• What basis range (cents per bushel) do you consider acceptable at your primary delivery point for each crop? Please specify by crop.
• Which success signals would convince you a partner is reliable (pick up to 5)? Options: On-time pickups, Credit approvals in 24 hours, Clear EDI/tracking, Low incidence of grade disputes, Transparent settlement statements, Rapid dispute resolution
• What would make you publicly recommend a counterparty to other plants or producers?

Run the Scenario: Walk Me Through a Delivery That Goes Sideways

• If a truck arrives out of spec (weight or grade) mid-harvest, what is the first three-step process your team follows?
• Who gets notified, and in what order, when a delivery is delayed beyond the promised window?
• How quickly must settlement and invoicing be corrected after a grade dispute to avoid cashflow strain? Options: Same day, 48 hours, 1 week, More than a week
• Which technologies or data flows do you rely on to confirm delivery status? (select all that apply) Options: EDI (Electronic Data Interchange), GPS/telematics from carriers, Manual confirmations (phone/email), Weighbridge integration, Warehouse management system, Other
• When escalation is needed, what is your preferred escalation path (names/titles/process)?

What Would Make You Say — 'We’re Ready to Move Volume'?

• How comfortable would you be committing volume to a partner who can demonstrate verified carriers, credit approvals, and producer notifications today? Options: Very comfortable, Somewhat comfortable, Need more proof, Not comfortable
• Which of the following readiness items must be in place before you’ll approve execution? (select all that apply) Options: Assigned carriers with rates, Verified credit approvals, Producer notification plan, System access / user accounts, EDI/settlement testing completed, Signed commercial terms
• For credit approvals: what documentation cadence keeps you confident — one-time verification, monthly refresh, or event-triggered re-checks? Options: One-time verification, Monthly refresh, Quarterly, Event-triggered (change in exposure), Other
• Which systems need user access for your team to operate (list names and access level required)?
• Would you prefer a short pre-deployment checklist walkthrough/pilot before full volume commitments? Options: Yes — mandatory pilot, Yes — optional, No

Small Moves, Big Confidence: Next Steps That Turn Risk Into Action

• What is the smallest, lowest-risk proof point a partner could deliver that would change your willingness to move a pilot volume? Options: Single verified pickup, Credit letter for pilot volume, Short-term basis lock, Carrier assignment with ETA guarantee, Other
• How soon could your team run a pilot if those proof points were provided? Options: Immediately (within 72 hours), Within 1–2 weeks, In a month, Longer than a month
• Who needs to be on the kickoff call or approval email for a pilot to proceed? List names/titles and required attendee role.
• Which communication channel keeps you most comfortable for real-time harvest coordination? Options: Phone/SMS, Email, Dedicated Slack/Teams channel, Platform dashboard notifications, Other
• What would be an acceptable timeline for the partner to resolve any pre-deployment gaps you identify (e.g., credit, carriers, EDI)? Options: 24–48 hours, 3–7 days, 2 weeks, Longer than 2 weeks
• Is there anything else we haven’t asked that would determine whether you trust a counterparty to execute through peak harvest?

Quick Introductions — who you are and what’s on your desk

• Tell us your role and the facilities or operations you manage (elevator, plant, feed yard, other). Options: Country elevator/operator, Ethanol plant procurement, Feed ingredient buyer, Grain merchandiser, Other
• What are the primary crops and delivery windows you care about this coming harvest (crop, expected bushels, preferred months)? Please include approximate volumes by delivery window.
• How do you currently source forward coverage—local elevator bids, direct contracts, intermediaries, or on-demand spot purchases? Options: Local elevator spot bids, Forward contracts with originators, Basis contracts with merchandisers, Intermediary/desk trades, On-demand spot buys
• When a delivery fails during peak harvest, what tends to be the first thing that keeps you awake at night? Options: Immediate emergency buy cost, Production interruption, Credit exposure, Damage to customer relationships, Operational scramble/logistics

Is ‘we’ll fix it if it breaks’ actually acceptable this harvest?

• If a contracted counterparty missed deliveries during peak harvest, what would the financial impact be to your operation in the first 48–72 hours? Options: <$10k, $10k–$50k, $50k–$200k, >$200k, Unsure
• How often over the last two seasons have you had to make an emergency spot purchase to replace a failed contracted delivery? Options: Never, 1–2 times, 3–5 times, More than 5 times
• Describe a recent failure: what went wrong, who was accountable, and how long did it take you to resolve the gap?
• How do those past failures still shape the choices you make about counterparties today—are you more conservative, more decentralized, or taking other steps? Options: Stricter credit terms, No change, More conservative (less exposure), More decentralized (more suppliers), Other

When logistics become the bottleneck, what breaks first?

• How frequently does logistics (truck/rail/river) scarcity force you to change delivery dates or accept different delivery points? Options: Never, Rarely, Occasionally, Often, Almost always
• Which leg is most fragile for your deliveries—local truck pickup, shuttle/rail windows, river loading, or receiving at the buyer’s site? Options: Local truck pickup, Shuttle/rail sequencing, River/terminal loading, Buyer receiving window, Multiple are equally fragile
• Give a concrete example of a logistics constraint you’ve faced (dates, equipment shortages, gate times) and how you worked around it.
• What contingency options do you currently accept when logistics slip—accept later delivery, accept different origin, pay premium freight, or cancel? Options: Accept later delivery, Change origin/delivery point, Pay premium freight, Cancel/hedge elsewhere, Other

Are you sure your credit controls are actually protecting you?

• What credit checks do you require before approving a counterparty for forward exposure (financials, trade references, credit limits, letters of credit)? Options: Audited financial statements, Recent bank reference, Trade references, Pre-set credit limits, Letters of credit, Other
• What’s the largest open exposure you’re comfortable holding with a single counterparty today (bushels or $)? Options: <$50k, $50k–$250k, $250k–$1M, >$1M, Prefer not to say
• Have credit approvals delayed or prevented deals that would otherwise have solved a coverage gap? Tell us an example and how long approval took. Options: Yes—often, Occasionally, Rarely, Never
• If we proposed a faster, standardized verification process, what specific documents or guarantees would make you comfortable to increase exposure? Options: Audited financials, Trade references, Credit insurance, Letter of credit, Parent company guarantee, Other

What pricing and quality tradeoffs are you quietly tolerating?

• When you compare bids, which element matters most at decision time—basis level, delivery flexibility, contract type (deferred, minimum price), or quality tolerance? Options: Basis level, Delivery flexibility, Contract type, Quality tolerance/discounts, Credit terms
• What basis range (in cents) would you call acceptable at your primary delivery point for this harvest? Options: < -8¢, -8¢ to -4¢, -4¢ to 0¢, 0¢ to +4¢, > +4¢
• How do quality discounts historically affect your netbacks—do grade or test-weight disputes reduce realized price materially? Share a recent example.
• Which contract structures have worked best for you when volatility or logistics risk was high (deferred pricing, minimum price, basis-only, fixed price)? Options: Deferred pricing, Minimum price, Basis contract, Fixed price, Combination

What are the actual signals you need to trust a trade is safe?

• Which operational readiness checks matter most before go-live on a trade—verified carrier, EDI tracking, weigh/grade test, cleared credit, or pre-notification of producer? Options: Carrier assignment, EDI/tracking flow, Weigh/grade test, Credit clearance, Producer notification
• For each of the checks above, what threshold or proof would make you comfortable (example: two trade references + letter of credit, EDI with 5-minute updates)?
• How quickly do you expect us to alert you to an issue—immediately, within 1 hour, same business day, next day? Options: Immediately (real time), Within 1 hour, Same business day, Next business day
• What escalation path do you want documented—who do we call first, and what authority should they have to fix an emergent logistics or credit problem?

When a delivery window succeeds, what does success actually feel like?

• Pick the top 3 success signals you use to evaluate a completed delivery: on-time pickup, on-spec quality, expected settlement timing, no emergency buys, or reconciliation-free invoices. Options: On-time pickup, On-spec quality, Expected settlement timing, No emergency buys, No invoice disputes
• How do you measure delivery performance today (KPIs, scorecards, or anecdotal) and who owns that measurement internally? Options: KPIs/scorecard, Weekly summary reports, Ad hoc reviews, No formal measurement
• Give an example of a trade that met your success signals—what went right and which controls prevented risk?
• If we offered a shared dashboard showing live pickup, grade results, and settlement status, how likely would you be to rely on it instead of chasing status by phone? Options: Very likely, Somewhat likely, Unsure, Not likely

If we could fix just one thing before the next harvest, what should it be?

• Would you rather trade with a counterparty that offers stronger basis but slower credit turnaround, or one with instant credit but slightly weaker basis? Options: Stronger basis, slower credit, Instant credit, weaker basis, Depends on window/volume, Unsure
• What small pilot would make you comfortable testing our capabilities—one forward contract, a single delivery window, or a contingency coverage agreement? Options: One forward contract, Single delivery window, Contingency coverage, Other
• If we ran a pilot, what success criteria would make you expand the relationship (financial, operational, or both)? Be specific (example: <2¢ deviation from expected basis, 95% on-time pickups).
• When would you be ready to run that pilot—immediately, next month, next quarter, or after you review references? Options: Immediately, Next month, Next quarter, After references