CBH is set to trial a range of products this harvest, in an effort to improve the value and efficiency of the WA central grain storage and handling network.
Speaking in response to a recent article in the Farm Weekly, CBH grain operations manager Colin Tutt said the co-operative was trying trialling products aimed at retaining the loyalty of all growers, not just the bigger ones.
Mr Tutt said CBH was not seeking to contract bigger growers through a range of incentives that involved grain delivered to its grain handling network, and marketed through Grain Pool.
He said CBH had approached a number of growers across the State recently, offering them the chance to be involved in trialling a number of different products.
Mr Tutt said the bigger growers were more suited to the trials, because the higher volume reduced the cost of participating in the use of the products.
"We need to look at change all the time and we need to be in a change mindset," he said.
"We recognise volume is important in a competitive environment.
"We have big growers, small growers and medium-sized growers and every grower's needs are different.
"Some have logistics issues, some segregation issues, some arbitrage issues and some have on-farm storage issues.
"Today's growers have a range of different requirements and it is very, very difficult to treat all growers collectively.
"We want to treat growers individually as we change and move with the changes in the industry."
CBH is using the products on 16 growers from a variety of locations.
More were approached but did not want to participate this year.
Mr Tutt said CBH would have over 200,000 tonnes of grain coming into the system this year, in the trials.
He said Grain Pool was trialling its own range of products aimed at winning the loyalty of bigger growers.
"I'm trying to pull grain into the central storage system and I don't care who the grower markets to," he said.
"We have to be totally independent to Grain Pool and we are; we have to provide a fair and reasonable service delivery to all growers."
Mr Tutt said more trials would be held in future, and stressed that this year's trials would present more questions that needed answering.
The first trial will see the introduction of a fast track delivery service for growers who are Quality Assured (QA) for lupins and feed barley.
Those growers will go straight to the weighbridge and avoid queuing up at the sample shed.
Mr Tutt said that could save them anywhere between 20 minutes and two hours on delivery times.
CBH will run an audit process on the weighbridge to make sure the grower meets the overall standards, he said.
Read full story in this week's Farm Weekly.