KLR Marketing Podcast

Managing Through Dry Times: What Angus Whyte Learned From 10 Years of Drought In this powerful KLR Marketing podcast, Grahame Rees sits down with western NSW producer Angus Whyte to unpack one of the toughest challenges livestock producers face — managing through prolonged dry times. Operating west of Pooncarie near the Darling River, Angus and his family have endured nearly a decade of dry conditions, beginning in 2016 and only receiving a genuine seasonal break in early 2026. Yet throughout that time, Angus continued to make decisions, trade livestock, manage grass carefully, maintain cashflow and protect both his landscape and his family. The Worst Decision Is No Decision One of the biggest themes throughout the discussion was mindset. Angus explained that during drought, producers often feel powerless against Mother Nature. But he believes making decisions — even imperfect ones — gives you a sense of control. His philosophy was simple: The best decision is the right decision The next best decision is the wrong decision The worst decision is no decision Because when no decision is made, producers often drift into blame, frustration and paralysis. Instead, Angus believes decisions should constantly be reviewed and adjusted as conditions change. Staying Connected to Grass, Livestock, Money and People Throughout the conversation, Angus continually returned to the importance of "connectedness." He challenged producers to ask themselves: Do you truly understand your grass? Do you know the quality, quantity and species composition? Are your livestock healthy and suited to your environment? Are you connected with your finances, bank and cashflow? Are you staying connected with your family and team? For Angus, drought management isn't just about livestock numbers — it's about balancing grass, money, livestock and people together. Protecting Family and Mental Health A standout message from Angus was the danger of "overselling your time." He spoke openly about producers working around the clock feeding stock while sacrificing family relationships, mental health and quality of life. He warned that surviving drought financially means very little if families are burned out or no longer want to remain on the land. Instead, Angus encouraged producers to: involve the whole family in decision-making create opportunities for children to understand the business take breaks away from the property protect mental clarity so better decisions can be made Drought Is About Flexibility Over the past 10 years, Angus and his family have: significantly destocked when required retained only core breeding animals traded livestock opportunistically used crop stubbles strategically adjusted enterprises based on rainfall and opportunity focused on maintaining cashflow rather than chasing scale Rather than "restocking" after rain, Angus described it as simply "trading stock" based on opportunity. After receiving significant rainfall in early 2026, the business quickly pivoted: agistment cattle arrived within days trading lambs and cattle were purchased rotational grazing resumed immediately grazing pressure was carefully managed to stimulate recovery It highlighted the flexibility that comes from remaining mentally prepared and financially positioned to act. Don't Let Outside Noise Run Your Business Another key lesson was learning to disconnect from outside opinions. Angus spoke about how community pressure and pub conversations can easily creep into producers' thinking during drought. Comments about destocking, restocking or "what everyone else is doing" often influence decision-making more than producers realise. Instead, Angus reinforced: "You've got to make good decisions for your business, your family, your livestock and your land — not anyone else's." The Power of Networks Both Angus and Grahame highlighted the importance of strong networks during difficult seasons. Whether through: KLR Marketing Resource Consulting Service (RCS) industry relationships leadership groups online communities agistment partnerships Having people to discuss ideas with helps remove isolation and improves decision-making confidence. A Practical Example of KLR Principles This conversation perfectly demonstrated the KLR Marketing principles in action: balancing Grass, Money and Livestock understanding price relationships knowing cost of carry identifying opportunities making objective decisions remaining flexible understanding yourself and your mindset Rather than trying to predict the future, Angus focused on working with what was in front of him — one decision at a time. Final Thoughts Managing through dry times is never easy. But this discussion with Angus Whyte shows that drought management is about far more than feeding stock or waiting for rain. It's about: mindset communication flexibility leadership connectedness decision-making And perhaps most importantly: continuing to make decisions — even when conditions are uncertain.

Nourishment: How Animals, People & Landscapes Learn — with Dr Fred Provenza In this powerful conversation, Dr Fred Provenza — author of Nourishment — explores how animals and humans learn from experience, how environments shape behaviour through epigenetics, and why real change in agriculture begins "between the ears." From in-utero learning to regenerative decision-making, this episode challenges us to rethink how we manage land, livestock, and ourselves. 🌱 What This Episode Covers In this wide-ranging and deeply thoughtful discussion, Fred Provenza joins the KLR team to explore how biology, behaviour, belief systems, and learning are inseparable — in animals and in people. You'll hear about: How animals develop the ability to digest and utilise poor-quality feed through experience and early-life exposure The role of epigenetics — how genes are expressed in response to social and environmental conditions Research showing animals exposed to certain plants in utero later choose those plants and adapt physiologically to them Why animals — and people — resist change, even when current systems are no longer serving them What morning sickness may tell us about evolutionary protection of the developing fetus Why transformation usually comes through trial, discomfort, and disruption How regenerative change must start with mindset, not just management practices The influence of Bud Williams and the power of learning to truly think for yourself 🧠 Key Takeaways for Livestock Producers Animals are not passive — they learn what to eat, where to go, and how to survive through experience. Early nutrition and exposure shape lifetime performance, preference, and resilience. Behaviour and biology are shaped by environment — management matters more than genetics alone. Change is hard because beliefs are hard to shift — both in livestock and in people. Regeneration isn't just about what you do with the land… it's about how you see the land. As one Mexican regenerative farmer famously put it: "If you want to change the land, the change has to happen between your ears first." 📖 About the Guest — Dr Fred Provenza Dr Fred Provenza is Professor Emeritus at Utah State University and author of the book Nourishment: What Animals Can Teach Us About Rediscovering Our Nutritional Wisdom. His work has transformed how scientists, producers, and land managers understand: Animal behaviour and diet selection Learning in livestock Plant–animal relationships Ecological and human health connections Fred's research and philosophy have influenced regenerative agriculture thinkers and stockpeople around the world, including close collaboration and friendship with the late Bud Williams. 💬 Memorable Quotes from the Episode "Genes are incredibly stable — what changes is how they are expressed in response to environment." "Animals become intimately linked to the landscapes they are required to survive in." "It's hard to change core beliefs — in animals and in people." "The trials are what transform consciousness." "I don't want you to think like I think… I just want you to think." — Bud Williams 🔁 Why This Matters for KLR Producers This conversation reinforces a core KLR principle: Management decisions — not markets or genetics — drive outcomes. Understanding how animals learn, adapt, and respond to environments strengthens our ability to: Match livestock to landscapes Build resilient grazing systems Improve animal welfare and performance Make more intentional, less reactive decisions It also reminds us that profitable, regenerative systems start with how we think, not just what we do.

Co-trainer Mel Kiel (Yeoval, NSW) and co-founder Grahame Rees unpack what KLR Marketing is really all about — beyond the myths, beyond "systems," and well beyond simply trading cattle. Mel shares how she went from turning up at a KLR school with a two-year-old on her hip to running a 100% trading operation and now training producers across Australia and the US. Grahame traces the origins of KLR back to working with Bud Williams, the partnership with Rod Knight and Jim Lindsay, and how the KLR principles have evolved over more than 20 years. Together, they walk through the five KLR principles, why grass is the real driver of profit, how to think about cost of carry that incorporates overheads, and how KLR helps you create cash flow and profit in any market — rising, falling, or sideways. If you've ever wondered, "What actually IS KLR?" or "Is it only for traders?" this conversation gives you a clear, practical overview. What We Cover Mel's story: from a small farm and young family to Full-time Trading and KLR trainer Grahame's background at Ivanhoe, stockmanship with Bud Williams, and the birth of KLR How Knight, Lindsay & Rees (KLR) came together — and the legacy of the Late Rod Knight Where KLR is being used: Australia, NZ, US, Canada, South Africa, and beyond Why KLR is not just about trading – and why breeders often have more opportunity The five KLR principles and how they guide day-to-day decisions Grass as the foundation: matching stocking rate to carrying capacity The concept of cost of carry vs "cost of gain" and why overheads matter Using the Business Analyzer, spreadsheets, and the cloud app to make decisions Real examples: When to Sell, When not to Replace, and when the numbers say "walk away" The role of agents, bankers and advisors in your KLR "team" The structure of the KLR Marketing School and the ongoing Mastermind & 6-week sprint Why KLR doesn't try to predict the market — and focuses on margin, not prices. Key Takeaways KLR is a decision-making framework, not a rigid system. It gives you tools and principles to make your own choices around grass, money, and livestock. Breeders AND Traders can use KLR. KLR applies whether you're trading, backgrounding, or running a breeding enterprise — you simply use the tools in different places in the business. Grass comes first. You're a grass producer before you're a livestock producer. Matching stocking rate to carrying capacity is central to both profit and peace of mind. Cash flow is as important as profit. KLR helps you design trades and strategies that keep money moving through the business, not just paper profits. Cost of Carry includes overheads. It's not just freight and animal health — overheads, interest, and time all need to be accounted for in your trades. You can profit in any market direction. Rising, falling, or sideways, there are always price relationships and margins to work with — if you have a way to measure them. Know and understand yourself. Your risk profile, habits, skills with numbers, grass management and people all affect how you use the KLR tools. You're not alone. The KLR Mastermind, agents who understand the approach, and other graduates create a support network to help implement, not just "learn and leave." The Five KLR Principles Balance the trading between the inventories of grass, money and livestock Every day we sell and replace (can be sell and replace with grass or upcoming progeny) Know the price relationship between what you have to sell and what you can replace it with today Sell the overpriced, buy/keep the underpriced (for you, after cost of carry) Know and understand yourself About the Presenters Mel Kiel – Co-Trainer, KLR Marketing School Mel lives at Yeoval, NSW, where she and her husband Dave run a 100% trading operation complemented by a mobile diesel mechanic business. She first attended a KLR school over 20 years ago and has been using the principles ever since. Today, Mel co-trains KLR schools in Australia and the US, supports producers through the KLR Mastermind, and is known for her practical focus on grass, cash flow, and unemotional decision-making. Grahame Rees – Co-Founder & Trainer, KLR Marketing School Grahame spent his early life at Ivanhoe, NSW, managing sheep and wool operation and trading cattle, He has a long background in grazing management and low-stress stock handling. After working closely with Bud Williams and partnering with Jim Lindsay and the late Rod Knight, he helped develop what is now the KLR Marketing School. Grahame continues to teach, manage livestock on a smaller scale, travel to ranches worldwide, and refine the KLR tools and principles. Standout Quotes "We're not teaching a system. We're teaching principles you can apply anywhere." "We're really grass producers. The way we sell that grass through animals determines profit." "The formula is simple: sell – buy – cost of carry = profit or loss. The human mind is what complicates it." "It's not about whether the market is high or low. It's about the relationship between what you're selling and what you're replacing it with today." "Knowing and understanding yourself is often the biggest block when making decisions."

Episode: Adaptive Grazing, Sell-Buy Marketing & Ranch Team Culture with Fiona Jackson (Redwing Ranch, Colorado) Guest: Fiona Jackson, Ranch Manager – Redwing Ranch, South-Central Colorado Host: Grahame Rees Location: Eastern slope of the Rocky Mountains, elevation 7,200–8,500 ft Episode Overview In this conversation, Fiona Jackson shares an in-depth look at the evolution of Redwing Ranch — a diverse grazing operation in south-central Colorado — and how adaptive management, flexible marketing, and strong team culture drive remarkable production and financial results. Fiona walks us through the ranch's landscape, their shift away from set-stocked management, and the sell-buy strategies that generated over 42% return in 180 days being attributed to both a 'good' trade and a rising market, on some trades – without flogging the paddocks. Realistically we were aiming for around a 20% ROI and the 42% ROI in 180 days was phenomenal. The initial price relationships were showing 24% ROI which is on target for what we are looking for, and then with a rising market contributing as well, we were positioned with the 42% ROI when we sold 180 days later. Another example on our ROI, our 300 head of stocker heifers this summer had a 21% ROI in 270 day. We were pleased with this. She also discusses how their decision-making is grounded in grass availability, not habit or tradition, and why people management is one of the most critical skills for running a profitable ranch. What We Cover in This Episode 🏔 Ranch Context & Landscape Elevation ranges from 7,200–8,500 feet across mixed country: Shortgrass prairie Sub-irrigated meadows Historic irrigated hay ground Over 35 permanent barbed-wire pastures, a mile of river, and 20+ watering points Temporary electric fencing used to increase stock density and control graze periods Typical moves every 3–5 days, aligned with grass growth rate and season 🐄 Operation Overview Redwing Ranch is only three years into a major transition, and now runs: Custom grazing Short-term cattle ownership / sell-buy trading 3x Airbnb short-term rentals A new events & education arm (workshops, field days, women's chainsaw training, grazing schools) Before 2023, the ranch was leased for 16 years under continuous set-stocking with low ecological response. Today, the focus is profitability + animal performance + ecological regeneration. 💹 Sell-Buy Marketing: A Big Win in 2024 Fiona breaks down their major trade of the season: Initial Plan: Run 500 stockers for the summer. The Problem: By March, prices became too high to "buy right" — stockers were no longer underpriced. The Pivot: They identified an undervalued class: 3rd-trimester aged cows, expecting May–June calves. All while maintaining ecological goals and not over-grazing their country. 🌾 Grass-First Decision Making A key takeaway: "We don't talk enough about grass in marketing." — Grahame Fiona explains how grass conditions — not markets alone — determined their exit: By early fall, they had just 60–75 days of feed left. Instead of pushing the system, they: Sold all heifers and pairs on one big day Did NOT retain calves or keep cows (even though tempting at high prices) Switched to custom grazing with a neighbour to protect ecological and financial outcomes. This avoided: Feeding hay Market-mistimed selling Elevation health risks (PAP / brisket disease) in older cows Smart, fast decisions = avoided risk + preserved profit. 👥 Team & People Management Fiona believes: "Everything is a people problem." Highlights include: Weekly team meetings Working-on-the-business (WOTB) sessions Intentional hiring of apprentices via the Quivira Coalition Hiring for attitude and integrity more than experience Clear training systems for new team members This year's apprentice — zero ag background, previous aircraft mechanic — was a standout due to mindset and willingness to learn. Key Takeaways Flexibility beats tradition: Don't lock into one class of stock. Grass drives profit: Plan marketing around feed, not habit. Sell-buy works when you identify undervalued opportunities. People matter: Culture, communication, and fit are as important as grazing skills. Small changes compound: Moving cattle every few days, using temporary fence, and monitoring grass growth create ecological and financial resilience. Connect with Fiona & Redwing Ranch Website: Redwing Ranch, Colorado Email: Fiona Jackson (contact shared in the webinar)

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https://www.klrmarketing.com.au teach the 5 key principles to running a profitable Livestock business.The KLR Marketing School is a 2 /12 day school for breeders and backgrounder's of sheep and cattle.

Using KLR Principles to make decisions about buying livestock in a rising market.

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Stacey Curcio is from www.cultivatingwellness.com.au

Jane Weir, Paul McClymont, and Joy McClymont share their journey on a quest to take on a big scary goal.

I chatted with Darren about his work and planning process