Sustaining Family Farms: Crop & Orchard Insurance for Sale

The Salem Company LLC was founded by Dwayne Salem in 2015 to sell crop and orchard insurance to farmers. Wayne has previously worked for agricultural insurers and had the requisite experience, professional contacts and business relationships with a number of producers to help assure a successful launch of his business. Wayne also has a degree and practical experience in accounting which is a helpful skill for this business.
Crop insurance is practically essential for producers to mitigate the risks in agriculture due to unpredictable weather, low profit margins and fluctuating commodity prices. Crop insurance helps assure that agricultural production is sustainable despite these risks.
The Kutztown University Small Business Development Center (SBDC) initially met Dwayne in late November 2015. The client was just forming his business at that time and was seeking guidance in sales strategy, business planning and target marketing. The SBDC also servcd as a sounding borad for the client’s ideas and frustrations SBDC interns researched target farms in his service area. We have worked with the client on his logo, marketing materials and how to present a differentiating sales message. In addition, the SBDC is helping the client network with relevant agricultural events and organizations to expand his contact and prospect network Currently the SBDC is researching expanded markets as the client’s business is maturing and is poised for futher growth.
In the first year, Wayne has signed up over 30 new farms for crop insurance. In some cases, he is replacing competitor insurance products based on his superior service and timely reporting within policy deadlines while in other cases, he is introducing crop insurance to new or younger farmers. He has also successfully sold orchard insurance policies and is seeking to expend his footrprint and income over the next year.