16 April 1999

Dairy industry told co-operate or lose markets

DAIRY farmers must act now if they are to prosper under increasing global competition over the next few years.

Although many have the technical excellence to survive, this alone is not enough, says Séan Rickard, economist at Cranfield School of Management, Beds. Farmers and processors must co-operate more closely if the UK is to compete with the best.

The industry must act quickly, says Mr Rickard. The recently agreed Agenda 2000 milk regime will come under enormous pressure in the next GATT round which ends in 2003, and quotas will be earmarked for phasing out.

"GATT agreements and the WTO will, in the years ahead, be remorseless in removing protection and forcing greater competition on the sector," he writes in a recently released report on dairy farming prospects*.

However, free trade presents real opportunities, he maintains. World demand for dairy products is growing at 1-2% a year, whereas demand is declining in the EU. Asia is the main growth area, and it will demand exportable, convenient, branded milk products.

Technically speaking, many farmers are well placed to compete on global markets, he maintains. Although freer trade could push prices down to 10-11p/litre, higher milk yields will partly offset this fall. Assuming continued yield growth of 1.2% a year and a modest increase in the national herd, UK milk production will increase by 8-10% within five years, he believes.

This will be driven by expansion – some two-thirds of the nations milk is already produced by the largest 25% of holdings, says Mr Rickard. He reckons the number of milk producers will almost halve to 15,000 by 2005. But average annual yields will have risen to over 7000 litres a cow.

Three other factors will also help offset the slide to world prices, he adds. The average quota leasing cost of 0.4p/litre will go, and feed should be cheaper with cereal prices set to fall by 15%. And the £ will weaken against the k as the UK prepares to join EMU.

However cost-efficient dairy farmers become, they will need help to succeed in a liberalised business environment, he adds. "True competitiveness can only be achieved when production efficiency is augmented with an understanding of customer requirements and a willingness to innovate to meet changing consumer demands."

The first step is to end the antagonistic relationship between Milk Marque and the processors, and replace it with closer co-operation, including strategic alliances, joint ventures and longer-term, trusting relationships. "They should result in an open flow of information between the parties, combined with the ability to respond quickly and flexibly to market needs."

Processors also need to invest to meet the challenges ahead, says Mr Rickard. "Potential investors will only be attracted to the UK dairy industry if returns can match, or better, those available elsewhere. The lower price of milk must be accompanied by the removal of quotas and the whole dairy sector must be focused on the opportunities that these changes will offer.

"The industry needs people with the vision to look beyond their own sector to the opportunities afforded by a fundamental shift in the mindset of the UK dairy industry."

* Dairy Farming is the first in a series of reports to be released this year on major agricultural sectors entitled Challenges and Prospects – UK Agriculture at the Millennium. The series is sponsored by Lloyds TSB. Further information on 0117-943 3114. &#42

Going cheap… Buyers had a good day at last weekends dispersal on behalf of the Radbourne Shoot, near Derby, following the termination of its lease. Auctioneer Malcolm Gale and assistant Andrew Gagie of Bagshaws saw this lot of 15 plastic drinkers go for £34. Plywood rearing huts sold for up to £90 each and other prices included £2200 for a year-old quad bike.

Mobile base income

MOBILE phone base stations can be a useful source of extra income but farmers must take account of all legal and financial aspects of the deal before allowing developers onto their land, warns a leading north-east legal firm.

"This new use of farmland has been a lucrative source of income for many, with initial bonus payments and yearly rental approaching £3000 for a small site," says Neil Stevenson, a partner of Darlington solicitors Latimer Hinks.

"But phone operators have built thousands of these stations across the country and are experienced enough to adopt a strong bargaining position to protect their interests once they have been granted permission to move onto the land."

Once an operator has secured a presence it will often allow rival operators to share the use of the base, he notes. "Unless landowners have specified in the contract that they must be consulted over such future developments, and the terms on which this will be allowed, they will receive no financial reward for this further use of their land."

Mr Stevenson also stresses the importance of fixing a regular rent review period. "Three years is the standard. Anything longer could act against the landowner.

"Similarly, operators usually seek a provision allowing them to end the agreement. The same right should also be afforded to the landowner – and the operator should also be required to return the site to its original condition if the agreement is terminated." &#42

Electricity in bulk

BUYING electricity in bulk can cut bills by more than 25%, according to Framlingham Farmers.

The Suffolk-based co-op is co-ordinating a scheme for members of it and eight other farmer groups across the south and east with an annual power spend of £4-5m. Negotiations with two regional electricity companies in 1997/98 saw customers with quarterly business billing save about 20% on average, says organiser Gary Pleasance. Biggest savings topped a quarter. &#42

Eclipse as earner

FARMERS looking to rent out land as overflow campsites this summer, including the many preparing for the solar eclipse in the south-west, should enter the income separately on their tax return.

According to the Tax Team, the UKs largest high street tax adviser, this will allow farmers to make a number of tax savings and claim for costs involved in campsite accommodation, including portable toilet installation, access arranging and field maintenance. &#42