"Tough" was the word of the day used by buyers, vendors and agents alike at Bairnsdale on Friday.
Central and East Gippsland's tough seasonal conditions and the prospect of a tough winter was matched with a tough cattle market comprising 1377 head.
Meat and Livestock Australia figures showed the market was mostly $50-$150 a head cheaper with the handful of bigger yearling steers losing more.
Four agents were kept busy with a good line-up of steers from the surrounding high plains that had to come off leased land before June 1.
Just as keen to beat winter were vendors short of feed as days shortened and the weather cooled.
A large consignment of Angus steers from PC Nixon & Co and Black Mountain Station sold early in the market, earning up to $900 a head or 266 cents a kilogram.
The average weaner steer yielded $674 or 270c/kg, yearling steers 227c/kg and feeder steers were 258c/kg.
Eyeing the long rows of steers for an opportunity to boost numbers on farm was Barry Hollonds of Sale.
"I come here for the quality that Bairnsdale offers," Mr Hollonds said.
"Bairnsdale has more numbers than Sale but is still on our doorstep as far as transport goes.
"The region is in for a very tough winter.
"These spring-drop calves wouldn't normally be here until later.
"The cockies don't want to carry them over winter.
"I'd pay $2.80 to $3.00 max for that special pen every buyer dreams of."
Buyers like Mr Hollonds were in the minority.
Most interest stemmed from feedlots and an Albury-based agent representing a handful of clients.
By the time the cows and calves were presented, the crowd had thinned dramatically.
Among the last pens to be sold were around 20 Angus cows with Charolais calves at foot offered by Melwood's Michael Cameron, who was also talking about a tough winter.
"We're changing our regime," Mr Cameron said.
"We had been running cows and calves but bought steers in yesterday because we're in for a tough winter.
The 90 steers Mr Cameron purchased for his 200-hectare property averaged 250kg and, if all goes to plan, he will sell them at 450-550kg.
"Our pastures have picked up and are doing well," Mr Cameron said.
"But last winter was tough and I don't want to repeat it and find myself buying a lot of hay.
"I know what I've paid for the steers and will finish them off to sell in spring."
Mr Cameron's 750kg cows with calves at foot sold for between $1190 and $1250, while his lot of 520kg cows made $890 and weaner calves $430.
"I wanted another $100 for the cows with calves at foot but it seems the market is a bit weaker and I came in here without a lot of expectations," Mr Cameron said.
While the Leongatha market the day before had drawn an impressive contingent of cattle from East Gippsland, Mr Cameron said he had not considered sending cattle further afield in the hope of attracting more confident buyers.
"You'd have to look at the transport costs to weigh up whether that's worthwhile," Mr Cameron said.
"I rely on the agents to do the head work on that but, if you go to Traralgon, it's looking terrible at the moment, so it might not be a lot better."
Elders Maffra agent Aaron Ralph was at both the Leongatha and Bairnsdale sale and said choosing the best market was tricky.
"South Gippsland is better than everywhere else, so some vendors send them there to put them on the doorstep and hope people will buy them," Mr Ralph said.
"Sometimes it works, too, but everyone's situation is different and I wouldn't recommend it without considering your own circumstances."
"Quality at the Bairnsdale market has slipped over the last few yardings but Friday's sale was still a good result.
"I'm not really surprised that the market was a little weaker because it's obviously harder to move lighter cattle.
"The majority of steers went to feedlots in South Gippsland and there just wasn't a great deal of strength in the buyers."
Mr Ralph said careful planning was paramount this season.
"I'm sitting with each client, doing feed budgets to see if they can get through winter," he said.
"Fodder costs are going up every day and people are wondering whether they can afford to feed through winter.
"Most have spent so much on fodder already, which is why cattle are selling earlier than normal.
"Virtually everyone around here's at the lighter end of the stocking rate.
"If we get a good spring, those who can hang onto numbers will be in the box seat.
"Prices will be well up because numbers here in central Gippsland will be limited.
"I've got clients who are nearly totally destocked, it's that bad."
The next store cattle market at Bairnsdale will be held on Friday June 14.