Bull buying strategies are a critical component of success for cow-calf producers across Canada, impacting herd genetics, productivity and overall profitability. With operations ranging from small family farms to large-scale commercial enterprises, an important question must be asked: Do purchasing tactics differ depending on the size of the farm or ranch?
The most recent Census of Agriculture (2021) pointed out that most of Canada’s beef operations were small, with 61% having 47 or fewer beef cows, but these farms represented only 16% of the total beef cows. Farms with herds over 250 held 32% of the total.
“We sell thousands of bulls for our customers a year, but we don’t really see a big variation in buying strategies on herd sizes for types of bulls,” says Scott Bohrson, owner of Bohrson Marketing in Olds, Alberta. “Environment is the biggest factor; whether it’s 50 or 500 cows, our buyers want bulls to fit their environment.”
Focus on the endgame basics
Bohrson says typically, for customers running several hundred pairs, purchasing strategies are focused on the endgame. Most concentrate on producing large numbers of quality steers for sale. Others have a bigger budget, as they also retain females and are particular about the genetics they’re adding to their programs. They desire specific phenotypes, sound structures, good feet and fertility driven by the strength of families. Many outsource replacements, counting on the premiums they bring.
Bohrson’s customers continue to ask for the physical details they want in their bulls, with good feet and structural soundness topping the list.
“Most people’s phones have pictures of their families, but mine is filled with pictures of feet,” he laughs. “Feet are still key, as they’re so important for longevity.”
These features are followed by udder quality and actual data, including birth, weaning and yearling weights.
“Buyers are still looking to find cattle with what they see as the total package of phenotype, performance and the ability to leave a set of daughters sought after by the cow-calf producer,” he says.
A smaller group of customers makes their selections based on carcass specifications, yield, quality and marbling traits. This group increases their bull investment budgets to reflect these values. Most are large commercial customers with larger herds that also finish their own animals.
Stretching herd numbers by building relationships
Ashton Hewson, president of the Saskatchewan Limousin Association, believes that due to the lower beef cow inventory numbers and the older generation controlling most farms and ranches, larger herds remain dominant across western Canada.
“Years ago, most farms had at least a few cattle,” Hewson says. “They needed grain and livestock to make things work, but with today’s land and cattle prices, the industry is changing.”
As commercial producers buy more bulls to match the slowly growing cow inventory numbers, he’s noticed a trend, with many beginning their search for new sires earlier in the year than ever before, bypassing the typical March and April ranch sales. He believes this is largely due to more progressive owners wanting to take advantage of the best purchase opportunities.
“Loyalty is still the biggest factor in our Limousin association, and I think all across the industry,” Hewson says. “The most successful farms, large or small, are repeat customers having a solid relationship with their seedstock providers. This relationship helps them gain a better understanding of what’s available and what will work best for them.”
Some owners place their bull buying parameters in the seedstock provider’s hands, identifying desired traits such as colour, birthweights, weaning weights and calving ease expected progeny differences (EPDs). Hewson describes the typical buyer as discerning regarding the genetics, EPDs and specific traits they’re looking for.
“I find the bigger operations – those running 200 to 1,000 cows – don’t have as much time to babysit, and they dive in more with calving ease,” Hewson says. “There are so many more knowledgeable producers who continually put us seedstock folks to the test, which always keeps us on our toes with our own goals. It’s crucial these days, as prices are this high and the extra numbers can deliver larger payouts than ever.”
Goals with specific targets and tactics
Hewson believes goals, location, climate and selecting for terminal or maternal characteristics all come into play for buying strategies. Many large operators sell their entire calf crop and ask for terminal bulls to get the most bang for their buck. Many select them to breed their younger females and choose more maternal-leaning sires to mate with their older cows. By retaining replacement heifers from this group, they hope to solidify longevity and fertility.
“The proof is in the pudding for the older animals,” Hewson says. “Owners know they’re adapted to the environment, and with the droughts we’ve had in recent years, feeding for 200-plus days is a long time, making efficiency crucial. We all enjoy the terminal cross cow with the hybrid vigour and big weaned, high-price calf, but in today’s world, if she’s eating too much and milking too hard, she won’t stick around long.”
Bohrson agrees and adds that farm goals are the deciding factor in how bull rosters are filled out.
“A challenging but enjoyable aspect of every phone call we get is they’re all a little different with what people are looking for and how we can be of assistance,” Bohrson says. “There’s really no blanket answer, as every person and operation has a unique view and variable goals for what they want to accomplish.”
“It’s a tired statement that’s been said to death, but like so many things, including bull buying strategies, it’s all a balance,” Hewson explains. “The best thing about being a seedstock producer is seeing our genetics work and affect different herds. Sometimes it’s positive, and sometimes we get a bit of a wake-up call when things don’t work exactly as expected. Each owner has their own views of the market and what they think will fit their management and plans. All are unique, so year to year, it’s always a challenge to meet those needs.”
