Broker brothers’ tailored approach
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.