-Farm News photo by Doug Clough
Craig Ehlers says growing up on a dairy farm gave him a solid work ethic, which he has carried with him throughout his career in the seed business, including at his current position with Nutrien Ag Solutions.

HOLSTEIN — Craig Ehlers has a stellar career in selling crop seed.

He sold Pioneer product for Vohs Seeds from 2006-2007. From 2007-2014, he did the same for Schaller Seeds. He owned and managed Craig’s Ag Service, a Golden Harvest dealer, from 2014-2019. And, in 2019, he was fortunate enough to have Nutrien Ag Solutions walk through his door.

“God made me smart enough to know that the best time to sell a business is when someone wants to buy a business,” said Ehlers.

And God, Ehlers will tell you, is the biggest part of his life’s success.

“God gave me the opportunity to be sober Dec. 13, 2003,” stated Ehlers. “My family loved me more than I loved myself, giving me much support. I had truly hit rock bottom, losing my driver’s license and being without work for more than a year. When I got sober, God put things in front of me at the right time.”

After getting sober, Ehlers worked for the vet clinic next to a Pioneer dealership in Holstein.

“Every morning, I’d have coffee at the dealership before going to work,” said Ehlers. “I noticed one morning that the Pioneer pickup hadn’t moved for a couple weeks. I learned that the salesman quit, and it looked like an opportunity I had been waiting for my whole life.”

As an alcoholic, Ehlers said that he never realized his potential.

“I grew up on a dairy farm north of Galva, so I knew how to work. We worked with both cows and hogs,” stated Ehlers. “My father’s lessons instilled good work ethic. When I got sober, I would use those lessons. I am a walking, talking miracle. God gives me one day at a time, so I wake up each morning aiming to make a difference.”

Ehlers has a daily habit of making his friends, customers — and his own life — better by being as honest as he can be.

“When I was drinking, I wanted everyone to like me,” said Ehlers. “It was more important than being honest with them or myself. Today, it’s more important for me to be respected for what I do and the hours I put in.”

This dynamic has made Ehlers a good friend and tenacious advocate for his customers’ business success.

“When you deal with a living product in northwest Iowa — one that can be greatly affected by wind, rain, temperatures, and insects, do you run and hide or look for solutions? When mother nature rears her head in an unpleasant way, I double-down and show up more at my customers’ fields,” said Ehlers. “I’ve had customers say that a seed rep may tell them what they want to hear, but I tell them what they need to hear.

“I’m not the smartest or most technologically advanced person, but — coming from a dairy farm — I know how to work, put in hours, and out-hustle anyone else who does what I do. That’s part of the promise I make to myself and my customers every day I get out of bed. If there is a problem, I share it with my customer, so we can find the solution.”

This philosophy has paid off for Ehlers who, at Schaller Seeds, was the fastest growing Pioneer dealer in the state where, in 2012, he maxed out at sales of 15,000 bags of corn seed while serving 128 farmers.

From 2014-2019, he owned and operated Craig’s Ag Service, maxing out at 14,000 bags of corn seed, achieving the honor of fastest growing Golden Harvest Dealer in Iowa.

Over the years, Ehlers has noted major changes in the corn seed industry, genetic gain being at the forefront. Genetic gain gives 2.4 bushels each year in corn breeding programs. Therefore, the lifespan of hybrids has shortened.

“Technology is moving at a faster pace,” said Ehlers. “We might get one hybrid every five years that has a staying power of seven to nine years.”

Ehlers said that one thing remains constant.

“The majority of farmers are still buying from knowledgeable people they can trust. Farmers want product placement coupled with product knowledge and awareness of soil conditions. The more I look at corn, the more confident I am about what’s working and not working.

“A seed doesn’t move from where it’s planted, so I follow up at fields often. Corn isn’t just corn; the roots, ears, and stalks can all be unique to a hybrid — all these things need evaluation throughout the year. If I’m out at dusk during the summer, my wife knows I’m at a field looking at corn.”

He noted that today’s hybrids handle longer periods without moisture and then capitalize on the rain when it comes.

Ehlers has, to this point, sold 11,000 bags of corn seed for Nutrien this selling season. He has 85 customers from Buena Vista, Cherokee, Clay, Crawford, Ida, Monona, Sac, and Woodbury counties, operating out of two locations. “The more I give, the more God keeps giving to me,” said Ehlers. “I enjoy helping students with 4-H projects and school-related fundraisers; I make sure the people I work with know how much I appreciate them and what God has done for me. I love what I do daily, and my customers make this possible.”