AnSi 4712
Livestock Sales Management

Spring 2005

1.   Class Meeting: Tuesday and Thursday 12:30 - 1:20 pm
2.   Classroom: Animal Science 123
3.   Instructor: Bob Kropp
212-C Animal Science Bldg.
Phone:  744-8868
jrk4459@okstate.edu

Office hours:  Please schedule appointments in the office




4.   Objectives:
A.     To develop an understanding of the differences between marketing purebred and commercial livestock.
 
B.     To develop an understanding of techniques important in the buying, selling, advertising, promotion, marketing and merchandising of purebred
livestock and youth project animals.

C.     To develop an understanding of the preparation of sales budgets, appraisal of livestock and other aspects of livestock sales management and
the procedures involved in the preparation and conduction of a livestock auction designed for purebred livestock and youth project animals.

D.     To provide information on various methods of marketing purebred livestock and youth project animals through private treaty, consignment
sales, production sales, dispersal sales and other marketing formats.

E.      To develop an understanding of the procedures utilized in the preparation of advertising, brochures and catalogs as well as the
use of photography, video and the internet in the marketing of purebred livestock and youth project animals.



5.  Grading:
A.     Exams:  There will be six (6) exams administered during the semester.  The date of each exam is provided in this syllabus; however, due to
guest speakers and their schedules, an exam may be moved to another date. The exams may vary in point totals; however, a percentage
grade will be calculated for each exam.  Make-ups on exams will be allowed by consent of instructor.  The exam average will
constitute 75% of the final grade. Study guide questions will be provided prior to each exam. An OPTIONAL comprehensive final
exam will be administered during Final Week Thursday, May 5 at 10:00 am).  The final exam grade WILL be substituted for the
lowest previous exam grade.               





B.     Quizzes:  Announced and unannounced quizzes will be administered in class during the semester.  No make-ups on class quizzes
will be allowed. The lowest three quiz grades will be dropped.  The quiz average will constitute 25% of the final grade.

C.  Grading Scale: A  =  90% +
B  =  80 – 89%
C  =  70 – 79%
D  =  60 – 69%
F  =   59% or lower



6.  Guest Speakers:  Several guest speakers will be utilized during the semester to bring professional experts to the classroom.  The guest speakers will be individuals who are actively engaged in the promotion, merchandising and marketing of livestock.  You will be tested over their presentation.  Take advantage of this opportunity to learn from professionals.  Their presentations will provide quiz and exam questions.

SCHEDULE

A.    Class introduction
    Comparison of marketing purebred versus commercial livestock
C.    Selling, Marketing and Merchandising
D.    Developing a successful marketing strategy
E.    Types of Sales
    Planning a purebred livestock auction
G.    Role of sales management
H.    Principles of advertising
When do we advertise? Where do we advertise? How do you advertise?
I.      Role of publications in the marketing of livestock
J.     Advertising copy and layout design for livestock publications
K.    Livestock Photography
L.     Livestock Video Marketing
M.    Internet and Web Page Marketing
N.    Catalog design, preparation and layout
O.    Sale preparation - mailing lists, potential customers, invitation letters, telephone
Target marketing
Facilities, PA systems, penning and sorting livestock for sale day, sale order, sale day activities,
Clerking, ringmen, auctioneer, load-out, follow-up
P.     Sales reports, transferring papers, follow-up letter
Q.     Role of livestock association personnel in the marketing of seedstock
R.     Merchandising purebred cattle
S.     Merchandising bulls with special emphasis on performance records
T.     Merchandising horses, performance, halter and race horses
U.     Merchandising purebred sheep
V.     Merchandising purebred swine
W.    Merchandising livestock for 4-H and FFA projects
X.     Commercial livestock marketing techniques
Central auctions
Satellite and Video



Class Schedule


Jan. 11

Jan. 13

Jan. 18

Jan. 20

Jan. 25

Jan. 27Exam 1

Feb. 1

Feb. 3

Feb. 8

Feb. 10Exam 2

Feb. 15

Feb. 17

Feb. 22

Feb. 24Exam 3

Mar. 1

Mar. 3

Mar. 8

Mar. 10Exam 4

Mar. 12 – 20Spring Break

Mar. 22

Mar. 24

Mar. 29

Mar. 31OBI Bull Sale

Apr. 5

Apr. 7Exam 5

Apr. 12

Apr. 14

Apr. 19

Apr. 21Exam 6

Apr. 26

Apr. 28Thursday, May 5         Final Exam      10:00 am