U.S. hay, grown primarily for commercial sale, is vital to diversified farming, export and dairy operations. Alfalfa, timothy, orchard grass, straw and other grasses are the main types of hay produced in the Northwest.

The Northwest is a surplus hay-production area that historically supplies 60 percent of annual West Coast export volumes. Dairy, export, feeder and retail feed stores buy the bulk of Northwest hay produced commercially; dairy and export demand exert the most significant influence on the domestic market. Cattle producers harvest and feed another portion of hay grown in the northwest.

Northwest Production


Exporters depend on quality timothy, alfalfa and grass-seed straw to supply markets such as Japan, South Korea, Taiwan, China, Saudi Arabia and the United Arab Emirates (UAE).


Hay Production and Markets
The process for harvesting hay – cutting (swathing), raking (drying), baling and stacking – is similar for all hay types. While the basic process is similar, the area, climate conditions, hay type and end use drive varying yields and cuttings. The producer’s break-even sales price also varies according to geographical location, the hay variety cultivated and method of production and harvest.

Hay Quality

Hay is normally sold per ton. Price is based on quality grade. Grade is determined by the hay’s impact on animal performance based on intake (consumption and palatability), digestibility and nutritional value, and visual appearance. The following U.S. Department of Agriculture (USDA) quality grade standards for alfalfa are recognized throughout the hay industry.

• Supreme: Characteristics include an extra-leafy grade with soft, pliable stems as a result of cutting at an early stage of maturity. Supreme hay has very high palatability and nutritive value, possesses an excellent green color and is free of foreign material and mold.
• Premium: This early-maturity, extra-leafy and fine-stemmed grade also boasts a high nutritional value. Premium hay has a good green color and is free of damage or foreign material.
• Good: With early to average maturity and a leafy, fine- to medium-stemmed grade, good hay is free of damage other than some slight discoloration.
• Fair: This late maturity crop has moderate- to low-leaf content, contains more coarse stems and may show light weather damage and some weed content.
• Utility (Low): A very late-maturing crop, utility hay frequently includes output that must be discounted due to excessive weather damage, heavy weed content and/or mold intrusion.

These USDA quality standards are based on various tests that measure hay quality according to its dry matter (DM), crude protein (CP), acid detergent fiber (ADF), neutral detergent fiber (NDF), relative feed value (RFV) and total digestible nutrients (TDN).
The visual appearance of color, coarseness of stem, leaf retention, head or flower development and possible contaminants also factor into the grade of grass and alfalfa. The table below shows the generally accepted hay test guidelines. Higher-quality hay typically commands higher prices.


Hay Grades and Markets
Due to the uncertainties of weather and harvest timing, hay growers often produce and market several
quality grades in the same season. The grade of hay usually determines its end market.

• Feeder hay. Typically marketed to cow/calf operations and feed lots, or fed to the grower’s own cows.
  • Feeder grass hay. Normally goes to feed on the farm.
• Good hay. Typically exported or marketed to dairies for dry cow feed.
• Premium hay. Most often exported but may also be sold to retail.
• Supreme alfalfa. Commonly sold to dairies.
• Supreme grass hay. Most often exported or sold in the retail market.

Bale Types
Producers generally determine bale type by the end use of the hay, the maturity of the hay at harvest,
current weather conditions and availability of equipment. Common bale types include:

Two-string bales normally sell for higher prices but also have higher handling costs. Small bales are preferred for retail and small farm operations.

• Three-string bales are typically for export.
• ‘Big bales’ were historically marketed to dairies or feedlots. However, the export market has developed processes for pressing and cutting big bales, resulting in increased demand.
• Round bales are typically fed to animals on the producer’s operation.

To preserve quality, hay is stacked in sheds or covered with tarpaulins (tarps) to minimize the potential for weather damage. Within U.S. markets, hay production has trended away from the smaller, labor-intensive two-string bales to the larger, machine-handled bales. For the export hay market, three-string and big bales are compressed into smaller, more densely packed bales to reduce transport costs. Most exporters havethe capacity to process both big and small bales (both two- and three-string). Diverse processing capacity expands processors’ options in procuring supplies and allows them to take full advantage of the reduced production and handling costs associated with the larger bales.

TDN (90% DM) RFV (100% DM) CP (100% DM)
Supreme >55.9 >185 >22
Premium 54.5-55.9 170-185 20-22
Good 52.5-54.5 150-170 18-20
Fair 50.5-52.5 130-150 16-18
Low < 50.5 <130 <16


Value Chain
Market participants are primarily hay producers, diversified producers and hay brokers who market to dairies, exporters, feedlots, cow/calf producers and retail (feed stores and direct-to-consumer).
Markets The dairy industry is the primary consumer of high-quality alfalfa hay produced in the Northwest. Two basic types of dairies exist, with the type influencing demand for hay:

• Integrated dairies grow most of their own feed. This is a traditional style of dairy with land generally proportionate to the number of cows milked. Integrated dairies can better manage feed costs and have the added benefit of using manure from the dairy as a source of nutrients for hay/forage production.
• Dairies that purchase most of their hay, sometimes referred to as the “California model,” require only a small amount of land to operate. Producers using this type can focus management and labor on the core business of producing milk. However, these dairies are vulnerable to changing hay prices.

Exporters purchase or grow their own hay, then compress field-baled hay into “double compressed” or “pressed” bales. Exporters may also cube hay for retail sale or export. The compressed hay bales are loaded into 40’ shipping containers and trucked to ports; the containers are then loaded onto container ships bound for markets around the world. Timothy comprises as much as half of hay exports while the remainder is alfalfa or grass-seed straw. Hay that does not meet strict export standards is diverted to domestic markets (feedlots, dairies or cow/calf operations).

Cow/calf operations normally produce their own hay and will often stockpile it from year to year. Supplies of hay stockpiled for the operation depend heavily on duration and severity of winter; extended periods of snow cover or extremely low temperatures draw down stockpiled hay supplies. Feedlots use low-quality hay as a source of fiber. On feedlots, the price of fiber substitutes and other protein and energy sources are carefully considered. With increasing hay prices, other sources (straw, protein meals, etc.) may replace hay quickly.

Retailers cater to small/hobby farms. In this market segment, grass and alfalfa are evaluated by visual appearance of color, coarseness of stem, head or flower development and possible contaminants.

Industry Drivers Industry drivers include dairy markets, export demand, cattle markets, alternative crop prices and technological advances. Dairy Markets The USDA reports that U.S. milk production continues a 14-year upward climb, with the exception of the 2009 price collapse. In the last 10 years, Idaho and Washington have added 98,000 and 40,000 head of dairy cattle, respectively.


As regional and national dairy production increases, demand for high-quality hay follows suit. In Washington State, hay prices tend to follow nine months behind milk prices with an 80 percent correlation. Idaho follows the same trend with alfalfa hay prices lagging seven to nine months behind milk prices with a high correlation of 79 percent. This trend is consistent across the Northwest with an overall 81 percent correlation between the average milk price and delayed alfalfa hay price. Alternative feed sources, such as corn silage or high protein meals, may displace alfalfa feed use in dairy rations when economic conditions allow.

Export Demand
Export demand is another significant driver in hay markets. In 2016, West Coast exporters shipped nearly 3.59 million metric tons of alfalfa and other hay, representing about 16 percent of total hay production.


Increased demand for U.S. forage products over the past decade is linked to shifting global consumer demographics. Population migration from rural to urban areas and a growing middle class are driving increased protein consumption in the form of milk and red meat.
Between 2007 and 2016, total U.S. hay exports increased by 76.9 percent. Export demand has been a significant factor supporting hay prices over the past several years. Established markets, including Japan and South Korea, have been stable to declining; emerging markets such as China, Saudi Arabia and the UAE have experienced significant growth.

• Japan remains the largest hay export market for the West Coast despite lower import volumes since 2012. The high cost of alfalfa and timothy in recent years has led Japanese buyers to look at lower-cost feed alternatives such as domestically produced product and Chinese rice straw along with oaten hay from Australia.
• In China, a growing dairy industry coupled with agronomic and logistical challenges that have kept Chinese hay production from meeting domestic demand have led to increased demand for U.S. forage products.
• Governments in the Middle East have prioritized water use for human consumption and highervalue crops ahead of alfalfa production, increasing demand for imported hay.

Shipping container availability also plays a role in export markets. The ports of Los Angeles/Long Beach and Oakland handle more ocean-going containers than the port of Seattle and Tacoma.
California’s ports therefore tend to have a higher supply of empty containers available, reducing ocean freight charges. This price difference leaves Northwest hay exports at a slight shipping disadvantage.
Exporters must also contend with the strong value of the U.S. dollar, which makes U.S. products comparatively more expensive for foreign customers. Australia, the largest international competitor of the U.S., has benefited from their relatively weaker currencies. The following graphs show the currency value trends for key importers of U.S. hay.




Cattle Markets
The U.S. cattle herd, shrinking since the mid-1990s, has begun to increase due to the record high prices of 2014 and 2015. However, the Northwest has experienced overall growth in cattle herds since the late 1980s. In general, increasing herd populations lead to increased consumption of feeder hay.
Alternative Crop Prices The value of competing crops drives land rental rates throughout the Northwest as producers compete for irrigated farmland. Land costs and rental rates have stabilized due to softening crop prices.
Permanent vineyard and orchard plantings reduce irrigated land available for hay production.

Technological Advancements
Today’s hay production technology – including mechanized harvest and handling equipment, mechanical conditioning and improved irrigation practices – has increased quality and production efficiencies. New technologies and products, such as steam-injection balers and hay-preservation chemicals, help mitigate weather risk and produce consistent crops.
New seed varieties of alfalfa and other hay have increased yield potentials as well as plant resistance to pests and disease. Some new seed varieties in development have resulted in yield increases between 0.5 ton and 1 ton per acre. Genetically modified organism (GMO), also called genetically engineered (GE), varieties are being developed to enhance pest and disease control, improve forage quality, lessen maturity differences and boost yields. While U.S. hay producers have broadly accepted GMO hay, some export markets have banned it.

Financial Performance and Industry Benchmarks
Northwest FCS’ peer financial benchmarks illustrate the impact of industry drivers on hay producers’ financial position, although individual situations vary with business models and strategies. Key measures include:


Appendix A
Best Practices
Hay producers implement various strategies to remain competitive and position their businesses for long-term success. This section details best practices used by Northwest hay producers and hay processor/marketer/exporter operations.
Hay Producer
The hay production segment is diverse with regard to operation size, type of hay grown and farming practices used. Successful hay producers are generally progressive, low-cost operators who have:

• Proven production, marketing and financial management
• Diversity in products grown
• Diverse geographical locations to mitigate weather risk
• Access to reliable source(s) of water
• Adequate capitalization (balance sheet liquidity and equity)
• Strategic alliances with suppliers and buyers
• Thorough due diligence on prospective and existing hay buyers
• Multiple marketing channels for hay based on type and quality
• Advisor network of outside professionals to develop and execute business strategies
• Risk management addressed at all levels of the business
• Invested in proven technology that improves efficiencies
• Good knowledge of the market and the compelling demand of buyers

Strong Management Decisions
Maintaining prudent management practices to preserve quality and reduce risk, as well as the ability to make adjustments in response to a changing market, are crucial to the success of today’s hay operations. By continually seeking the most efficient means of production and the most economical way to package and provide a consistent quality product, top-tier hay operations are able to build and retain a solid customer base.
Strong Marketing Decisions Successful producers understand the differences among market segments with respect to the importance of hay quality. For example, beef and horse producers generally desire more mature forage than dairy producers with high-production cows. Hay quality testing is becoming more critical in the industry as it provides the producer with a marketing edge and aids in maximizing returns on
the product. Top producers know the quality of the product they are selling and represent the product with integrity.

Top producers are also aware of potential changes in market demand and the subjective factors that impact quality preferences. Identification of sensitivities (e.g., the market tolerance of biotech traits) inherent to their particular market is crucial for operational viability and maintaining flexible management practices.

Efficiency
Successful producers make the highest and best use of available resources and grow the best products possible. They also keep the long-term perspective of customer satisfaction and retention.
They can determine the direction of the business, the extent of improved technology and equipment use and the quality of their product to fully capitalize on the demand of current and future customers.
The most successful operators recognize volatility in input costs and constantly seek ways to stabilize them. They take steps to mitigate cost risk by staying in constant contact with suppliers and by making their suppliers aware of their needs for the upcoming season, which helps from a price as well as an input availability perspective. In addition to managing input costs, successful producers leverage their operation’s capacity against the constantly changing hay market.

Strong Business Plan

Today’s environment compels hay producers to be businesspeople first and growers second. Good marketing plans are imperative. Successful producers conduct thorough due diligence on prospective buyers, and use buy/sell contracts or require a substantial down payment to help mitigate marketing risk.
Hay Processor/Marketer/Exporter
The following summarizes characteristics that are important in a successful hay processor/marketer/exporter operation. A successful business in this sector will have implemented reasonable strategies in the three core management areas: production/processing/marketing, financial and operational.
Strong Production, Processing, Marketing
A successful business operator must have a firm grasp on all aspects regarding input, throughput and output. Key differentiators are:

• Dependable and consistent supply of hay
  • Hay supply can come from a managed grower base, captive hay production or a mixture of both. The supply must be dependable, contain the right variety mix to meet consumer demand and consist of a desirable quality and size profile.
  • If captive hay acreage exists, it should be able to stand on its own from a profit and loss
    standpoint and not require year-to-year subsidies from the processing operation.
  • The business must maintain strong strategic alliances with suppliers and buyers and
    complete thorough background research.
• Exporting considerations
  • Top exporters have a specific quality objective and provide a product that meets the
    demand of their customers on a consistent basis. Importers’ standards may be entirely
    different with respect to perception of quality, as compared with quality standards in the U.S.
  • Export producers are also familiar with the differences between cultures and are sensitive to their clients’ customs.
    Successful producers make the highest and best use of available resources and grow the best products possible. They also keep the long-term perspective of customer satisfaction and retention.
    They can determine the direction of the business, the extent of improved technology and equipment use and the quality of their product to fully capitalize on the demand of current and future customers.
    The most successful operators recognize volatility in input costs and constantly seek ways to stabilize them. They take steps to mitigate cost risk by staying in constant contact with suppliers and by making their suppliers aware of their needs for the upcoming season, which helps from a price as well as an input availability perspective. In addition to managing input costs, successful producers leverage their operation’s capacity against the constantly changing hay market.
    Strong Business Plan

Today’s environment compels hay producers to be businesspeople first and growers second. Good marketing plans are imperative. Successful producers conduct thorough due diligence on prospective buyers, and use buy/sell contracts or require a substantial down payment to help mitigate marketing risk.

Hay Processor/Marketer/Exporter
The following summarizes characteristics that are important in a successful hay processor/marketer/exporter operation. A successful business in this sector will have implemented reasonable strategies in the three core management areas: production/processing/marketing, financial and operational.
Strong Production, Processing, Marketing
A successful business operator must have a firm grasp on all aspects regarding input, throughput and output. Key differentiators are:

• Dependable and consistent supply of hay
  • Hay supply can come from a managed grower base, captive hay production or a mixture of both. The supply must be dependable, contain the right variety mix to meet consumer demand and consist of a desirable quality and size profile.
  • If captive hay acreage exists, it should be able to stand on its own from a profit and loss standpoint and not require year-to-year subsidies from the processing operation.
  • The business must maintain strong strategic alliances with suppliers and buyers and
    complete thorough background research.
• Exporting considerations
  • Top exporters have a specific quality objective and provide a product that meets the
    demand of their customers on a consistent basis. Importers’ standards may be entirely
    different with respect to perception of quality, as compared with quality standards in the U.S.
  • Export producers are also familiar with the differences between cultures and are sensitive to their clients’ customs.

Financial Management
The management team should include a seasoned CFO/controller to support business initiatives.
Inventory and accounting controls should be implemented and monitored frequently, and the business should be mitigating exposure to foreign exchange rate risk.
Strong Operational Management The management team should include a seasoned operations manager to execute company initiatives. Differentiators include:

• Good geographic location o Accessible location for both inbound and outbound hay shipments. Close proximity to Interstate routes and seaports is favorable.
• Business model
• An operation’s long-term business model is a key factor in extending credit. Intentional
  planning and goals are essential.
• Crop strategy
• Within the Northwest, the majority of hay producers grow multiple crops. Diversification is an excellent risk management tool as it helps reduce the fluctuations in income that normally accompany crops sold primarily on the open market.
• Types of hay produced and proximity or access to key markets must be considered when developing a new or revisiting a business model.
  Modern equipment
• Effective processors have a plan in place that addresses capital expenditures for
  maintenance and replacement of equipment, cost containment and deployment of emerging technology.
• A modern equipment line provides benefits in efficiencies, timeliness, labor and resource utilization and product quality.

Appendix B
Glossary
Dairy-quality hay: Contains less neutral detergent fiber (NDF is a bulky, slow-to-digest feed component) that is more digestible and allows for greater dry matter intake that leads to higher milk production and thus maximum returns in milk.

Dry cow: Non-lactating dairy cow.

Export shipments: Export hay is most commonly compressed via a commercial compressing machine to maximize container weights. Because ocean freight is charged on a per-container basis, exporters will attempt to maximize the container weight (+/- 28 tons depending on the individual container). Hay is exported on shipping vessels to foreign ports in 40’ non-refrigerated containers. Exporters have to closely watch container weights so as not to exceed an individual container’s maximum weight or the maximum weight allowed by a particular country (some countries have low-weight road restrictions).

Feeder hay: May refer to low-quality alfalfa or grass hay.

FOB – Freight on board: The determined location of the point of sale for a stack or load of hay. It is common for hay to be purchased either ‘at the stack’ with the buyer paying for transportation costs or 'delivered’ to a specified location with the grower/seller paying for transportation. A common practice is for the hay to be weighed via a certified scale to determine the total value. Forage: A general term for livestock feed that may include pasture, hay, corn silage and haylage (see below).

Green chop: A type of harvesting method that works well for the first and last cuttings when there is threat of poor weather or when animals are in close proximity to the alfalfa field. Hay is harvested in early bud stage and then directly fed to the animals from the field to the feeding site on a daily basis.
With 75 to 80 percent moisture content, this is a high-energy feed that must be handled and fed carefully to avoid bloating.

Haylage: Silage made from alfalfa or grass that has been partially dried.

Press: Refers to either a machine that physically compresses hay into higher density packages (hay press) or the facility where hay is compressed into higher density packages (press facility).

Shed/storage: It is important to keep hay protected from rain and water damage. Hay is often stored in a shed if it is not covered with a tarpaulin. Common shed structures include fully enclosed, simple poletype structure with a roof, a barn or a hoop building where no temperature control is required. The outside surface of bales will become sun-bleached if stored with outside light exposure; however, color under the exposed surface will remain intact as long as there is not moisture damage.

Silage: Grass, alfalfa or other green fodder compacted and stored in airtight conditions, typically in a silo, without first being dried, and used as animal feed in the winter.