Run It Like a Business: Ken Hartman’s No-Nonsense Advice to Farmers

Let’s be honest. Farming today is nothing like it was 20 years ago. Margins are tighter, input costs are higher, and markets are more unpredictable than ever. That’s exactly why Ken Hartman, president of the National Corn Growers Association (NCGA), says it’s time for farmers to shift their mindset and treat the farm like the business it truly is.

I sat down with Ken, a fifth-generation corn and soybean grower from Waterloo, Illinois, and we had a candid conversation about how farmers can navigate these challenging times. Here’s his advice for running a smarter, more profitable operation… straight from one farmer to another.

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1. Know Your Numbers... And I Mean Really Know Them

If Ken could give just one piece of advice to fellow farmers, it’d be this: know your costs. Not just at the farm level, but per acre, per bushel, per crop.

“You’ve got to know what it costs to put a crop in the ground. You need to know your breakeven. Not just hope for higher prices.”

Ken’s concern is that too many farmers today are still operating without a clear picture of their true cost of production. They’re buying inputs, planting, and praying for the market to turn in their favor. That’s not a plan. That’s a gamble.

And with prices trending down and inflation driving up input costs, it’s a gamble fewer farms can afford.

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2. Market in Segments, Not Home Runs

Ken’s approach to marketing is simple: don’t wait for the top. Instead, sell gradually when prices make sense.

“I don’t try to hit home runs. I market periodically through the year at prices that work for my breakeven.”

It’s not about chasing the highest possible price, it’s about locking in margin when you can and protecting the downside. And that only works when you know your cost structure.

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3. Precision Ag Isn’t Just a Buzzword, It’s Survival

Ken’s farm uses a range of precision agriculture tools to boost efficiency and reduce waste. They test hybrids side by side. They adapt planting to soil types. And they manage inputs with care.

“We plant eight rows of one variety, eight rows of another. We’re constantly testing what works best in our soils.”

It’s not just about yield anymore. It’s about return on investment. And if you’re not using the tools available to you, whether that’s GPS guidance, hybrid trials, or financial software, you’re leaving dollars on the table.

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4. Be Willing to Change (Even If You’ve Done It the Same Way for 40 Years)

Ken is the first to admit the world is changing. That’s why his farm has shifted mostly to no-till practices and why he’s always looking at new seed technologies and conservation methods.

“You’ve got to be willing to adapt. That mindset is everything right now.”

Whether it’s adjusting your nutrient strategy, taking advantage of new tax credits, or entering sustainability programs, flexibility is going to separate the farms that thrive from the ones that just survive.

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5. Don’t Forget the Office Can Make You Money Too

Ken hears it all the time: young farmers just want to jump in the tractor. But he’s quick to remind them that the office can be just as profitable as the field.

“You can make as much money with a spreadsheet as you can with a sprayer."

That means budgeting. Tracking expenses. Monitoring marketing positions. And yes, sometimes that means spending more time on the computer than the combine.

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6. Protect Your Tools… and Your Voice

Beyond the farm gate, Ken and the NCGA are fighting hard to protect key tools for growers: things like crop protection products, ethanol markets, and access to international trade.

“We can’t let the EPA come and take away tools like atrazine or glyphosate."

Ken is also pushing for policies that support long-term farm viability like permanent E15 access, bonus depreciation, and protecting stepped-up basis in inheritance tax.

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7. Get Involved, Because You Can’t Afford Not To

Finally, Ken’s parting message is a call to action. Join your state corn growers. Reach out to your legislators. Answer the call when ag organizations ask for your voice.

“People think they can’t change things, but we’ve proven they can. Whether it’s the ethanol industry or the farm bill. None of it happens without grassroots farmers getting involved.”

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Bottom Line: Your Farm Is a Business. Run It Like One.

There’s no doubt about it: the next decade is going to be a test for corn farmers. But as Ken Hartman makes clear, those who lean into data, management, and advocacy will come out ahead.

So if you’re still making decisions based on gut feel instead of spreadsheets, or just hoping prices bounce back, it’s time to rethink. Because as Ken says, “Hope is not a strategy.”

Now’s the time to sharpen your pencil, run the numbers, and manage your farm like the business it is.

Want to hear more from Ken or get involved with the NCGA? Visit www.ncga.com or follow your state corn organization for updates.

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