2002 FFA SALES CONTEST PROSPECTING PRACTICUM

The contestant will have 5 minutes to look over the scenario and 10 minutes to present (7 minute warning will be given).

You are a seller at the Keeneland, the world’s premier yearling sale. Consigned to this sale are yearlings with the top pedigrees and top conformation the world over. Last year, the average price of a yearling at this sale was $710,000, the most common price was $430,000, and the highest price paid was $4,000,000!

Each year, the world’s top trainers and owners in the Thoroughbred industry come to the Keeneland to search for racing glory in untested Thoroughbred yearlings. The Keeneland Yearling Sale has a reputation for producing top caliber Thoroughbred racehorses. winners Fusaichi Pegasus, , and are among Keeneland’s Sale Graduates.

Assume you are at this year’s Keeneland Yearling Sale and are selling your yearling colt named Moonlight Glitter, who is sired by the current world’s leading sire, Storm Cat. Moonlight Glitter is out of the broodmare Flora Nell, who has already produced three stakes winners. This makes Moonlight Glitter a half brother to three stakes winners. Moonlight Glitter is an attractive chestnut colt with excellent conformation. He is not typical of other Storm Cat progeny that have the conformation flaw of “offset knees,” which can cause splints and other problems that result in a shortened racing career. You estimate Moonlight Glitter’s value at $2,500,000. Your goal is to get Gator Steve to bid on Moonlight Glitter at the Keeneland Yearling Sale.

There is a new buyer at this year’s Keeneland sale. Gator Steve recently retired from his job of coaching and is now looking to enter the sport of Thoroughbred racing. Gator Steve no longer pursues National Championships, but instead wishes to win Kentucky Derbies.

Knowing that Gator Steve is at the sale and might be interested in buying Moonlight Glitter, in addition to making a strong first impression, you should assess his qualification status as a potential buyer. That is, ask probing questions to his status as a sales prospect. Do this using the NAME criteria as outlined below: • Need or want to buy (does the person have a need or desire to own a Thoroughbred?) • Authority to buy (is the person able to make a purchase/bid decision?) • Money to buy (can the person afford Moonlight Glitter?) • Eligibility to buy (is this person an approved Thoroughbred buyer, or just a celebrity that likes to hang around expensive horses?)

A copy of the judge’s grade sheet is attached for your information. You will be graded on the following criteria: (1) greeting/opening, (2) your ability to qualify the prospect, (3) provision of features and benefits, and (4) your ability to close the interview or sale.

Prospecting-2002.doc