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AROUND THE KITCHEN TABLE By David Jones THE NATURE OF RELATIONSHIP BUILDING: A TWENTY-SOMETHING’S PERSPECTIVE I recently went through the process of purchasing a new vehicle. What should have been a relatively simple process seemed to be anything but. Using some negotiation tactics I’ve picked up from recent car buyers, I hag- gled the price to one I was comfortable with and began the process of financing. Consider yourself lucky if you’ve ever applied for a credit card and were approved. Long-gone are the days where pre-approved credit card applications make their way to the mailboxes of twenty-somethings. After the economy went to hell in a hand basket in 2007, I have systematically been declined for every credit application I have ever filled out. I’m aware there are other ways to build credit, but I’ve never really pursued them. As a result, I have very little credit. On the other hand, I haven’t really accumulated any debt, so in that sense I consider myself lucky. The fact I had very little credit history became quite evident as I was declined for most car loan applications. The only credit union willing to finance me offered an interest rate of 12.5%. This absurd rate prompted me to call a great friend of mine in the banking industry in an attempt to get a lower interest rate. Luckily, after a somewhat lengthy pro- cess where I signed more documents in one sitting than I had in my entire lifetime, my car was financed at a very comfortable rate, sav- ing me thousands of dollars. What has this process taught me? It’s all about who you know. Cliché, I know. I’m only in my twenties, so ask me to share more profound wisdom in about 50 years. Back to my point: Being a successful dairy producer these days is about more than be- ing a good herd manager; you’ve got to have a strong business head. In addition to being business savvy, you definitely need to have a strong cabinet of individuals in your corner who can help grow and maintain your busi- ness. Some of these individuals may include lawyers, bankers, accountants, pest control advisers and, especially, your employees. For the most part, vendors, dealers, bank- ers, lawyers, accountants and others in this industry care about you as a person. Just be- 6 cause someone cares, however, doesn’t mean they can always be in a position to do you a favor. The nature of business relationships implies there will be some level of symbiosis, agreements and favors that will benefit both parties. This idea of “who you know” isn’t limited just to favors, however. Sometimes with little to no effort on your part, you will hear about an opportunity to grow your business just because you know someone and you’re in the right place at the right time. For these reasons, it’s important to continue networking and cultivating (pun intended) relationships. Who knows where it may lead? If nothing else, you’ll find more friends in this industry. In trying times like these, that cer- tainly isn’t a bad thing. Changing roles One of the relationships I value most in this world is the one I have with my family. In my short tenure as editor of this magazine, I’ve remembered how much I love the dairy industry and the people who ensure it will be around for generations to come, no matter the challenges. On that note, I have some exciting news and some sad news. We’ll start with the sad news first, because I prefer to end on a posi- tive note. I’m stepping down from my post with DairyBusiness West. The exciting news? I’m coming on board with my family at Jones Farms. I wish nothing but the best to DairyBusi- ness and all of the people who read it, and I look forward to reading this wonderful pub- lication for years to come. Even though I’ve only been in the position for a short time, I will forever remember this experience as a happy and exciting one, and I’ll continue to search these pages for strategies to grow the business. Thanks for reading my rants in the short time I’ve been with this magazine. God bless. ■ David Jones has joined his family’s dairy operation, Jones Farms Dairy, in Stevinson, Calif. Contact him via e-mail: PUBLICATION OFFICE 6437 Collamer Rd., East Syracuse, NY 13057-1031 315.703.7979; 800.334.1904; fax 315.703.7988 Internet EDITORIAL Dave Natzke, Editorial Director 715.712.0201 • fax 715.712.0397 e-mail Bill Baker, Contributing Editor 541.419.0716 e-mail ADVERTISING SALES E ast /S outheast Cliff Passino, Publisher 866.511.7271 • fax 802.365.4163 e-mail W est Christina Etchamendy, National Account Manager 866.390.3897 • fax 661.588.1853 e-mail W est Joel Hastings, National Account Manager 315.430.7378 • fax 559-440-6539 e-mail: M idwest Nicole Breunig, National Account Manager 608.934.5517 e-mail DAIRYBUSINESS ON-LINE Randy Blodgett , Digital Marketing Manager ph. 215.518.0437 email: Katy Hitt, Online Sales Manager ph. 800.334.1904 (ext. 242) e-mail: Amos Vryhof , Lead Web Developer & IT Specialist (ext. 239) Leon Vaughn, Web Developer (ext. 241) Justin MacCreery, Web Developer (ext. 243) CLASSIFIED ADVERTISING Debbie Morneau, Marketplace Advertising Manager 315.341.4041 e-mail GRAPHICS/PRODUCTION 800.334.1904 • fax 315.703.7988 William Woodruff, Art Director-Print, ext. 229 Mike Hudson, Creative Services Manager, ext. 228 CIRCULATION/SUBSCRIBER SERVICE Elley Brown ph. 800.334.1904 (ext. 222) • fax 315.703.7988 Published monthly by A Multi Ag Media LLC Company Joel P. Hastings, Partner 315.430.7378 e-mail: John L. Montandon, Partner 310.871.3683 • fax 310.376.3982 e-mail: Scott A. Smith, Partner 910.509.0100 • fax 910.509.0095 e-mail: Affiliated with: DairyBusiness East • Holstein World • DairyBusiness Weekly DairyBusiness Update • DairyBusiness Radio • DairyBusiness West (ISNN: 1528-4360) (USPS 565-860) is published and distributed monthly free to qualified subscribers in Arizona, California, Colorado, Idaho, Kansas, Montana, Nebraska, Nevada, New Mexico, North Dakota, Oklahoma, Oregon, South Dakota, Texas, Utah, Washington and Wyoming. Copyright © 2013 by DairyBusiness Communications, 6437 Collamer Rd., East Syracuse, NY 13057-1031. Periodicals postage paid at East Syracuse, NY and additional mailing offices. POSTMASTER: Send address changes to DairyBusiness Communications, 6437 Collamer Road, East Syracuse, NY 13057-1031. August 2013 DAIRYBUSINESSWEST
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