Bro­ker broth­ers’ tai­lored ap­proach

Tasmanian Country - - ADVERTISING FEATURE -

SIX months have passed since the Calvert broth­ers started Tas­ma­nia’s new­est wool mar­ket­ing and bro­ker­age com­pany Wool So­lu­tions.

Alis­tair comes with 20 years of wool bro­ker­ing ex­pe­ri­ence, while Rob had over a decade work­ing for some of Aus­tralia’s largest wool-buy­ing and ex­port­ing firms.

The broth­ers have drawn on this ex­pe­ri­ence to come up with some­thing new.

“Rob and I spent the plan­ning stage look­ing at all the things that worked in the bro­ker­ing model as well as those things that didn’t, and de­signed our busi­ness model ac­cord­ingly,” Alis­tair said.

“We re­ally wanted to come up with a struc­ture that ul­ti­mately de­liv­ered bet­ter value back to grow­ers at farm gate,” Rob said.

That meant they went back to the draw­ing board and looked at the pain points for both grow­ers and wool buy­ers.

The most sig­nif­i­cant change was to move wool from Tas­ma­nia to Mel­bourne prior to sale – a move that has been wel­comed by the buy­ing trade.

Chris Kelly, one of the principals of Aus­tralian Merino Ex­ports the stor­age lo­ca­tion and lo­gis­tics are vi­tally im­por­tant for the big­gest buyer of Tas­ma­nian wool.

“The fact Wool So­lu­tions is stor­ing their wool in Mel­bourne means we can bid up with ex­tra con­fi­dence on their cat­a­logue. Ul­ti­mately these ex­tra bids end up in the grower’s pocket, so it’s a win-win.”

Rob and Alis­tair are par­tic­u­larly fo­cused on de­liv­er­ing a tai­lored ser­vice to each and ev­ery grower they rep­re­sent.

“If that means the auc­tion sys­tem is best suited for one grower and a longer-term pric­ing model suits an­other, then we try and match the de­sires with the out­comes,” Alis­tair said.

Soon af­ter start­ing the busims ness they de­cided to em­ploy their fa­ther An­drew in a sheep­class­ing and con­sul­tancy role, bring­ing in a life­time of ex­pe­ri­ence in sheep and wool.

With trans­parency a cor­ner­stone of the busi­ness, the broth­ers saw a chance to change the way sheep-class­ing is pro­vided to grow­ers.

“In this day and age clients want to un­der­stand what they are pay­ing for and hence we have cho­sen to split our rev­enue streams. A user-pays sys­tem in other words, ” Rob said.

While us­ing ser­vice providers in the lo­gis­tics process, Alis­tair and Rob look af­ter all the ad­min­is­tra­tion re­quired so they know what is hap­pen­ing.

“If there is a break­down some­where, then the buck stops with us,” Alis­tair said.

Rob and Alis­tair are grate­ful for the sup­port so far.

“The fact we are a Tas­ma­nian com­pany look­ing af­ter Tas­ma­nian wool grow­ers sits well with me,” Alis­tair said.

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