Latest / The Source – The Jorgensen Land & Cattle Podcast / Episode 18: Moving Bulls Across the Country with Brian Jaeger
Transcript
- speaker-0: Mm-hmm. Over a hundred years of experience lie in Ideal South Dakota. The team at Jorgensen Lanning Cattle is going to take the time to offer insight into that experience along with many other industry experts. If you're ready to learn and grow, this is the Source. Kind of a fun, different episode for you ⁓ today. ⁓ Obviously still busy here at Jorgensen's ⁓ getting lease bulls home. We're gonna talk about that in a minute. And ⁓ getting some bulls sent to California for sale on Saturday. getting ready for San Saba, Texas, October twenty ninth, and then ⁓ sale in Arcadia, Florida on November thirteenth. ⁓ joined today by a gentleman that's been at Jorgensen's almost two years now. Is that correct, Brian? speaker-1: Right, right, exactly two weeks tomorrow actually. So yeah. speaker-0: Cheers. So Brian's been here a little while. ⁓ Brian is our logistics and trucking head. So ⁓ first thing I wanna do is let ⁓ let Brian introduce himself and ⁓ let's get a little bit of the Brian Yeager story of how you got to Jorgensen's to start with, Brian. speaker-1: Alright, I guess I'm ⁓ Brian Yeager. ⁓ I grew up in Latt South Dakota, which is sixty miles east of here. And I guess the ⁓ going through Martin, South Dakota, which is a hundred miles west of here, I landed in ⁓ Cologne, South Dakota, and was driving truck and ended up delivering bulls for Jorgenson's knew of them through the sale barn and whatever else and I guess when I landed at Jorgensen Land and Cattle I was Jamie was still doing the dispatching at the time and I run into him at a roping that my nephew was putting on and said that I was supposed to stop out some day 'cause they were wanting to visit with me and that's led to me working here, I guess. So that's where it end started, I guess. So speaker-0: Well let's ⁓ let's go back, Brian, 'cause let's talk a little bit about ⁓ you know, your ties to to the to the beef cow industry started early. Correct. speaker-1: Yeah. I I I joke in my lifetime through my folks and everything. I've I've touched on every angle of of the cycle of a ca or of a feeder calf or a bull or whatever. It seems like every bit of it I've been involved in. So ⁓ I don't know how much you want me to tell her. speaker-0: But let let's get into it a little bit just w so folks get to know ya. ⁓ your parents own the locker plant and plaque, correct? speaker-1: Yeah, my folks owned the locker plant in Platte when I was real young. I guess I grew up on the boulevard in Platte. ⁓ my brother decided when he was young that he was gonna be a cowboy and since I'm the younger brother then I guess that was the thing I just followed into with him. So and whatever. ⁓ He probably beat me to do what he wanted me to more than anything, but I always liked to rope and do that because I was a lazy kid and I could walk around the yard a little slower when I'd dragged the rope along and no one really got too mad at me doing that. And so then I guess when my folks got out of the locker, ⁓ my folks bought a small feed store and ⁓ get us out dakota and that's probably where I got most of my social skills besides just naturally having the gift of gab. ⁓ I grew up, you know, in a town of 300 people. My folks run a feed store and a small hardware store and I joke you visit with everyone that come in from the high school kid to the 90 year old lady that needed a bowl. So it's a it's a good business in a small town to learn social skills. ⁓ from there I went to ⁓ Mitchell Tech for a semester and I knew that school wasn't for me. I I I went to work for someone when I was going to school that had a small background in yard. They'd buy some high risk calves and I knew school wasn't for me when I couldn't wait to get out of school to go ⁓ to go to work. Like that was my thing and I joke. It was probably the first job I ever had that I got to drink beer after work. So I think that helped lure me away from school that that part appealed. So and then from that point when I ⁓ quit school, I come home. I worked for my uncle for 10 years, who just recently passed ⁓ down on my grandpa's place. and they ran about just short of 200 cows backgrounded, sometimes bought some calves, whatever else, you know, and that's where I really got my f foot really wet in the kind of the the decent scale of chores every day and whatever else. ⁓ and I learned a lot about just whatever. My uncle started to pioneer dealership and customers more about customer service and doing that kind of stuff in that business. And from there I went to work for ⁓ Dennis Myrink in Platts Al Dakota. And they backgrounded and finished about 4500 head of cattle and And I I learned a lot. It was probably a different stage in my life. I was twenty nine years old, I think, when I went to work there and I decided I was gonna learn something then too. And there was, you know, the kind of that stage in your life where it wasn't about fun and I learned a lot about pulling sick cattle, you know, reading bunks, you know. increasing rations stuff like that and I guess through all of this I mean even from when I worked for my uncle I had my CDL and on occasion I would ⁓ when I I would always haul fat cattle or something just as kind of a a pass, you know, if I had a spare moment and someone needed help it was extra money. So and so then From my ranks, I moved to Martin, South Dakota, and I was a shareholder in the Martin Livestock Auction. And it's a the sale barn business in a tough market is a a very trying business and and it I learned a lot there, but it was not for me. And and Cody Moore with the winter sale barn was coming out and auctioneering some and and I kind of basically told him that I was not gonna do the sale barn thing anymore and that he said he's asked me what I was thinking about doing and I have a very good friend that I met in interior that had a truck and at the time that I was thinking about getting in it the truck market was just ridiculously high and at an opportunity to purchase a truck that I mean Brad did me a solid of about thirty thousand dollars savings that allowed me to get into it and and I mean I learned a lot and had a lot of breakdowns and stuff like that. And without his help I would have really I mean it would have been a a real struggle. I mean, so the trucking was a good business. It I mean it was really working out and whatever and then I got to t connected with the cow trucking and they were having me do some trucking out here and that's how I basically met everyone and I enjoyed the bull delivery deal and I it's funny still to this day because I didn't do it very long but I was at a fair amount of the customers' place, whether they remembered me or not. So I guess that's I I had a background with you guys prior to coming here, but not as much, you know. So speaker-0: So let's just ⁓ let's talk for just a minute about, you know, the trucking business because I think as ⁓ Probably as cattle producers, you know, that we think about trucking as far as getting winged kips to the sail barn in the fall and that's about it most of the time, right? Like that's that's kind of where where it begins and ends. You use it once a year, maybe twice hauling cows out, but that's about the extent of it. speaker-1: Correct, yeah. speaker-0: So just just touch a little bit on, you know, the the trucking business itself and part of the reason why Jorgensen's opted to tap into your skill set, Brian, and ⁓ and bring you on board ⁓ to manage the trucking side of this deal. speaker-1: ⁓ I think just like anything in life, trucking is based on who you know and if you were in the indust in the trucking industry, you have a little different insight than someone who has never done it. Like I mean I mean you probably know two or three truckers well or people that own trucks or whatever else. Well, when I come in, it wasn't just who I knew, but it was, you know, my stepson drove truck and you know, and he lived in Montana. Well, all of a sudden then you access another person that's in Great Falls, Montana, and if I need to get a short load of bulls to Montana at an odd time of the year, I can catch that guy or I have the access to someone. that is going back there empty, you know, and and just to meet a budget, you know, otherwise you you're paying full rate on everything and it just it'll eat you up, especially this year with fuel where it is and I mean rates where they are and the way we truck with I mean it's not a A to B situation. It's a A, B, C and then three people meet at C and you go to D. I mean that's just the way our trucking is a whole different ball game, you know. speaker-0: Yeah. Yeah, and so I I mean I think it's worth expanding there a little bit as far as that you know, that that trucking network. ⁓ we as you drive up and down the interstates and highways and in the Midwest and and the Great Plains and anywhere you think of, you see pots running up and down the road all the time. the bulk of those trucks are going A to B, right? They're going either from somebody's ranch to a sale barn or from a sale barn to a feedlot or a sale barn back to a ranch. ⁓ and then you talk about us with bull delivery and it being completely different. So just start with Brian, the the understanding of that network and where guys are headed and and how you you can kinda know that that this set of trucks is leaving winter headed to Kansas and they'll be headed back empty kinda on these days. speaker-1: Yeah, and that's just kind of starting to learn people's routes and where they land a lot and whatever else. And I mean and then it's fine it's finding that, you know, ⁓ connection, whatever, or having the load there for ⁓ I mean, as just I'll use it as an example. Judd Kaiser is from ⁓ a trucking company in town and they're do a very good job. And they're good to us on everything. And Judd called me on Monday, or I I might even called him about something else. And he said to me, he goes, Well, would you happen to have ⁓ something in, you know, down by Minotre, Nebraska? And I said, actually, it was a weird deal because I hop on ⁓ Excel sheet that Hannah and I share and in the office and They'd added 28 head of bulls from a ranch in Lakeside, Nebraska. Well, I knew there was a bull in Torrington that needs picked up. Well, so I scramble to get hold of the guy in Torrington and he meets the truck in Minotare. And from that point, then we go to Lakeside and whatever else. And and it just it works good for Judd because he's gonna help his running mile. By not having so many bounce miles, but he can be fair to us on a rate too. So yeah, you know, that's the joy of having that connection and when people know that you're out there, they I mean they lean on us too to get back or out of a spot that doesn't always work for them too. So that's that's part of being in the trucking or, you know, to be in that world, you know. So and then I mean I've met We have customers, I mean, and it's never really worked, but I also try to use I mean, we have other customers, lease customers that have trucks. Well, they it's very handy to be able to meet with those fol or you know, use those folks and help pay back. I mean, you know, do business with those that do business with you. So that's kind of my mentality sometimes on that too. So Yes. speaker-0: So Brian, you get to organize the delivery on probably more bulls than any other one singular person in the United States. So let's talk about a year and ⁓ and kinda start in the spring of how you go about figuring out how to get sixty some odd hundred head of bulls delivered and picked back up throughout the year. speaker-1: Well, there's not a lot of I mean, and you know this too, Jamie, that there's not a lot of you know, y you can plan out, but I mean I'm usually a week ahead and I start in on Monday, in which it's maybe changed a little bit since what you did, but Lane Hesby's our driver and and to utilize him as much as we can, I book his week kinda I mean I start and I'll book a week. And and Jamie set this up. It's an Excel sheet that has a name you put everyone's name in it and which driver and whatever else. And then as I go through and call them and I don't know exactly how you did it, I know I did it one time, but it's been two years and I've made changes. As I reach out to these people, if I reach out to them, don't get a hold of them or a solid answer, I mark them as a yellow. If speaker-0: Yep. speaker-1: if I get a hold of them and they're a go to go on that day, I market green and that's what I do. And I usually start with the largest customer on that load and I work my way down to the smallest one. And and I mean not always fair, but if the 25 bull guy can do it that day and the one bull customer says, well I can't do it that day Sometimes you have to be the bad guy and say, Well, you're you're gonna have to make it work on this day, you know, and that's not always a fun job. I mean, I've been told that I'm the only one not accommodating at this place and it's not because I don't choose to be, it's because to make it all work it's kind speaker-0: Yeah. Yeah, yeah, I think you know. I think let's ⁓ let's kind of take a step back and just talk about you know what the what the process looks like when you I'm let let's do it this way, I'm in Sturgis, South Dakota and I'm leasing three bulls and my turnout date is roughly June twenty. So what's that what's that whole thing gonna look like from your end, Brian? ⁓ a couple of different computer systems that you've talked about already. But you're gonna you're gonna come through a way of getting me those bulls and and just talk to us a little bit about how that's gonna work. speaker-1: So I guess the process starts with when the bull is leased, there's an order put in to what we use as HubSpot. ⁓ then when that order goes in, which this is just recently changed, which has been a huge improvement, the it's a program that Nick made. It's called Agrologistics, and that takes that order from HubSpot and it places it on a map in the in the on this map of the United States. Well I can populate that date or I can change the date and populate the map off of the date. And and and this is where it's sometimes people I mean it's a little tougher, but to keep our cost down and be able to still lease you a bull at a reasonable price We still have to go ahead and sometimes you might have to take your bull a week earlier than you like and and that's not something we love to do because I mean we'd I mean, we know stuff happens at your place and we could still have to get you a replacement bull before you turn out. But sometimes you gotta weigh the gamble with that too, of that bull standing at someone else's place for a week because I mean It it cost us, I mean, and a hundred and probably a hundred and fifty dollars ahead each way minimum on this delivery. And I mean, doesn't seem like a lot, but you start putting that three hundred dollars ahead on forty six hundred dollar forty-six leasebulls, it it's real business. I mean, it is I mean, numbers that I never dealt with in my life, you know, that I get to see now, you know. So and that's where I mean, if we send your bulls a week early, it's not 'cause we want to, but when we're driving past or real close to where your bulls need to go, and the next week there isn't gonna be that same load there. Sometimes we just kinda have to have speaker-0: So so the order goes in and you're you're looking at it, you know, working a week out. Yep. You know, and and so so I'm gonna get a phone call. You know, it's June tenth, roughly, and you're gonna call me and hey, I wanna bring you these bulls. ⁓ getting three bulls, they're not gonna get front door to me. ⁓ So you're probably gonna be asking me, you know, Saint Ange or something like that for me to meet you and pick those bulls up. Yep. Yeah, just just talk a little bit about that, Brian, and ⁓ the places that you like to kind of places you like to use to meet people and and that side of it. speaker-1: Sale barns work so good and and I mean and sometimes we ask to meet at a larger customer's house because I mean you know as well as everyone else they're usually set up to handle a pot and handle large quantities of cattle, you know, and I mean if they need to step a bull off to the side, they're just set up to do that a lot better than the guy that leases three bulls that has sixty cows, his yard's usually not real appealing to Lane to pull into his yard and back around three things to get to the chute. It just I mean, it's just dealing in numbers and whatever else. They're usually a little more aware or, you know, set up for what we need, you know. So speaker-0: Yeah, and you know, to that point I think Brian, you know, it fairly fairly obvious but worth pointing out, you know, if you're getting a straight load of ⁓ obviously, you know, we're dropping them off at your door, right? Like that's that's part of the logistics behind it is if you if you get forty head of bulls going to one spot, well it's pretty easy to take forty head of bulls to one spot. speaker-1: And and and that's the thing, like we have a customer in Ogallala and it's forty head of bulls to two customers, but it's twenty-five to one and fifteen to the neighbor. And he tells me, I call him and I say, What day would you like your bulls? and he he'll say, I'd like ⁓ this day and the neighbor will take his this day too. And same deal. I mean, that customer is very easy to make a delivery to. So they kind of get ⁓ the day they want ⁓ just because that's simple. I mean, and and they're very accommodating too. That's just the joy of it, you know. Same way with picking their bulls up, it's like I only ever talk to the one na I do talk to the other one 'cause I knew him, but I mean the other one lines it all up. It's just taken care of for us. I mean, they're at his corrals and we run a load of bulls off and we run a load of bulls on and that's just it, you know. So that's makes life simple. So speaker-0: Yeah. But you know, just the point being that ⁓ when you're when you're getting less than a load of ⁓ you know, we're we're doing everything we can to be as accommodating as we can. And you know, I I know that that you looked at it the same way I did that and we we want to accommodate everybody, but you've got to work with us a little bit too when we're trying to how many bulls did you deliver in the month of June this year? speaker-1: I don't even know. I don't even have a I mean it seemed like speaker-0: It had to be close to three thousand just in the month of June. speaker-1: Probably, yeah, I would guess right in there. I mean it just seemed like there was two hundred a day going out for a couple days and it's and then it's tough because you know, we gotta sort the bulls up prior, so like we don't wanna stand around a bunch of bulls on Monday, you know, and and just like anything else, like everyone else, I like Lane to be home at a decent time on a Friday because I've come to realize that I like my weekends off. Well, I'm sure he does too. So on Friday's usually short, you know, somewhere close. So you're kind of ruling I mean, Monday your bulls are sorted up through the weekend. Well, I don't always love ⁓ just standing around sorted up with bulls that they haven't been penned with because we all know how that goes, especially in the spring when them bulls are fighting and whatever else. And I mean, it it just It's a touchy, touchy deal on that end. And the more bulls we injured, I mean, it just cuts into our inventory that much harder. And it's just a it's a tough, tough decision. You know, our you know, I mean the middle of the week it becomes quite a little easier. ⁓ you Monday morning everyone gets here, we go to our Monday morning meeting, you know, then they know what they gotta sort up for Tuesday, Wednesday, Thursday, Friday. But Like I said, Friday they're sorting for Monday. Well, how many do you want three hundred head of bulls standing around and you know in s just on hay and whatever fighting and whatever else? So it's a tough, you know, that's a that's kind of the balancing act and then along with that you work around this sale barn sale is on this day and this one's on this day. So then If you're gonna drop at those barns, you gotta be try be away from their day. And obviously on delivery, it isn't quite as because most of our bulls go west and we're not seeing a lot of fat cattle sales, and they're mostly very accommodating because they're set up to handle large numbers in a seasonal situation. So that I mean that works a little bit in our advantage, but it's also a little bit tougher at times too that you know when it comes to pickup this time of the year, you kinda have to watch that barn out west because they might have fifteen hundred yearlings just because this year's a drought and then that's just people are moving ⁓ at weird times or there's fifteen hundred bawling calves there that this guy just had to make a move, you know. So that's been that's a learning curve too that you learn and whatever I was joking with Cale one day when we were driving down the road that he asked what day someone's sale was and I listed off about seems like every sale barn in the state of South Dakota I could tell you what day their sales on, just because you learn it as time goes on, you know. So speaker-0: And you know, I think the other thing kinda behind the logistics of the deal that as we talk about it and ⁓ you know first first thing is South Dakota's brand insec inspection state. And ⁓ when cattle cross state lines they gotta have health papers and ⁓ you know, those things don't just happen overnight. so that's the other logistical thing that has to take place on your end. of being prepped to send those cattle out. speaker-1: Yeah. And that's that's one thing that's worked very good for me because I've actually got my brand inspection now and I can do take care of that in-house. And it's not so much that we didn't like having someone else come out, but when you start paying mileage, we're fifteen miles north the winter. Well, you're s paying 70 now 75 cents to drive out to inspect one replacement bull. Well, they're thirty miles, you'd have twenty dollars in a brand inspection on a bull that for one bull. So it just it it gets everything gets to be financial, I mean, very financially draining, you know. speaker-0: That's not just a financial on that side, that's a you know convenience. When when do you have to when convenience and not only that, but you know, on a on a Tuesday and ⁓ your inspector's been there already and you've got your paperwork done and then all of a sudden you need to tack another one on And you've got to got to have that guy drive back out and get it done and yeah, so so that sure helped, but ⁓ you know, the the health inspection hasn't changed in that regard. You still have to go through that process of of getting health papers done to send bulls out of state and ⁓ those things all don't just happen. speaker-1: And that's a that's a whole different nightmare in itself. I mean, knowing, I mean, that Hannah goes through right now and you did this too, but I mean, knowing which states are a 30-day trick and all this and having them making sure every bull is semen tested by the day, you know, especially the early bulls, knowing that they're semen tested and ready to go. I mean, that's where me scheduling out as far as I can and knowing a week in advance allows them time to make the adjustments they need to too to have all the paperwork ready. I mean, it's easy for me to call the truck and whatever else, but everything else has to line up to go with it. And that's the tough part. And knowing what Phil's crew's doing outside and whatever else, you know, is a huge part of it. And when I when I come and interviewed, that's what Nick asked me if I would like to work remotely or come out here and I said no I'd like to be out here just because I don't know how I would do working remotely. So then I did it. And now looking back, I cannot imagine not being here because doing what I do, because I mean, just like today after lunch, Philip I mean, in which we didn't really talk about it, but Philip Jorgensen's the outside manager will He come and sit in my office and we chatted and whatever else and and I it's nice to be here to know what's going on outside to make it work too, you know. Speci and now we've got two loading facilities and knowing, you know, which one that should be at is a whole different, you know, different thing too. So I guess. But speaker-0: So so let's tell some stories, Brian, because there's some good ones. What ⁓ I I I will I'll go I'll I'll tell mine first and now I think you were you were soon to be with us, but you weren't with us yet when I was doing the dispatching. The best one for for us and it's getting bulls picked up. And We we do our best to communicate with our customers of the requirements in which they need to take care of. And ⁓ our our our good friend Lane had loaded a set of bulls and then they didn't have the paperwork done. And Lane got sit in Montana for a full day to get paperwork done to bring a set of bulls back to South Dakota. And so those are the those are the things that ⁓ we get to play with every day. speaker-1: Well and the story I'll always remember and this even before I worked here but and was driving truck and you know, Montana's ⁓ county to county deal and and I go to pick up bulls. Well we delivered these bulls into a different county and this guy sends ⁓ out to put out on grass and I come to pick these bulls up. Well he don't have I don't think any brand inspection. So and I had overnight in Miles City and I so I had to go ahead and ⁓ you know go ahead and stop in Miles City and me and you had to go through all the hassle of having the sale barn there and them guys were very accommodating to us and I mean could have flipped us a burden basically told us you figured out And the guys at the Miles City Sale Barn worked hard to get me everything I needed and it was a hassle. And I mean, as well in tuned as we are and trying to keep our paperwork up, not everyone is as aware of what goes on or what it takes to get them bulls back for us and doing all of that. And Boy, the people that do a good job of it, you sure do appreciate it because it it makes life simple, you know. So speaker-0: Yeah, and you know, those those guys that are across the state lines, you know, they they get the bulls gathered and it's like, well you're gonna pick ⁓ up tomorrow and it's like, well has the veterinarian been out to write the health paper for ⁓ to go back to South Dakota? Well no. Well then we're not probably picking the bulls up tomorrow. speaker-1: Yeah, those are and that's that's the other thing, like in and you know this as well as anyone that when ⁓ they have thirty days and then you'll have guys and they'll be like, Well then you make an arrangement to go get ⁓ and they're like, Well, I gotta get my health today. I gotta get a hold of the vet, and it's like, Well, you could have done this two weeks ago or whatever, and then you know Paperwork's still good. The brand inspection's a little more current thing and I get that. That's a you know, whatever, but the health, I mean, you got thirty days and I mean, I'm not saying we don't have bulls that sit out for thirty days, but the odds of it are very I mean, are against it, I guess would be what I would say. So, you know. speaker-0: Yeah, but it just it it's not as simple as ⁓ as sending a truck and picking ⁓ up. There's more to it than that, unfortunately. speaker-1: Yes, and and I mean and that's the thing where we I mean, you know, I we have to use trucks that we know or kind of trust too because it's not only just loading that bull up and hauling them somewhere. You gotta have drivers that can sort bulls and do whatever and I mean I had a trucking company call me one day and they said to me they were like You know, they're like, Well, we'd like to bid all your trucking and I said I said, nothing against it, but I I mean I your drivers can't handle doing what these drivers are doing, you know. I mean, you get out to a certain place, if you at the mixed bulls on your truck, then that driver's responsible for sorting that bull and getting it loaded onto the right or you know, with the right customer and not only just getting it loaded, but They're responsible on the phone. speaker-0: Yeah, it's It's forever a a job of of getting getting people organized and straight and ⁓ it takes a lot of finesse. speaker-1: It it is, and that's where you need the the guys that are ⁓ you know, when you you need the drivers that are good on the phone and whatever else. And this is one of my favorite stories because Andy and I argue about this all the time, because I always tell everyone that the the guys will call when they get on the road. And sometimes our own guys are the worst people about calling, and I yell at them and The other day I was gone and I was picking up bulls this time and and I was in Minnesota and whatever and this guy was gonna get his bulls picked up and Andy called the office and Andy's cause I've yelled at Andy a hundred times about, you know, call your customers, call your customers. Well he this guy from Iowa calls and I'm over there and he just knows this is my customer and He is so excited that he gets to call me and yell at me for not calling the customer because I yelled at him and I said, Andy, I got bad news for you. I said, I only got one customer to pick up from still and I've already talked to him. So I'm like, That ain't for me, that's for Lane. And Lane had gotten home at like five in the morning the night before, just through bad luck and whatever else. So he wasn't on the road yet, you know, but I always joke and that's that's an important part of this game is being on the phone, you know, communicating with the customer, what time? Because I can't set everyone's schedule too. I mean the driver's responsible still for, you know, being on the phone and doing that, and that's where it comes into play. So speaker-0: Yeah, yeah. And you're you know, y you're you're not with ⁓ you don't know what's happened, so they they've gotta be the ones that communicate, you know, if if something has gone wrong, had a hiccup, you know, couldn't get bills sorted somewhere or whatever, and things took longer than expected. Yeah, it's just a it's a customer service thing on our end that that we always want to make sure it's communicated what's going on so that that folks know when and and how things are gonna gonna take place. speaker-1: Yes, and that's the thing and that's why we at the I mean we try to use local trucks that we're aware of or else as far as you know lease customers that own a truck or you know, people that we know or whatever that we know are capable of handling the phone calls, the sorting and all that, you know, and and that's that's the thing and obviously Not all of our trucking has to be handled on a basis like that because some of the long haul stuff that we go to these sales, I mean, we can catch a backhaul to California quite a little cheaper from someone that's going there. Well, that's not as complicated because you're just going to the sale barn and unloading just like any feeder calf. Well, those loads are easy for basically anyone. I mean, it's not a complicated deal. So But we save I mean, we can make quite a little savings up right there too. So it's a d dollars and cents at the right time type of deal. So speaker-0: Yeah. And the the other thing is for for people if we're coming to your place, make sure we've got good addresses. And we know where the bulls are going. speaker-1: Honor. Yeah. And if your Google maps don't work, make sure when that driver calls you, make sure you let them know that this is not gonna be the right place and whatever else. And and I'm mi it's partially me too, but you know, everyone wants to pass it on to me and that's easy to say, but I can't keep track of five ho where five hundred customers live and where every pin is in my phone like Sometimes it's just as easy for you to share at once because every time I gotta pass it along, I can lose it, you know, and that's speaker-0: Yeah, there's or it can pass wrong and there's just there's a lot of chances that it can't come through right. ⁓ you know, on on both sides there. You just wanna make sure that everybody knows for sure where we're going. speaker-1: Yes. Yeah, and that's and that's a tough thing and and that's the part that sometimes and it's getting easier for me as we create these new customers, but as the address reads and Hubspot is where it shows up on this map. Well ⁓ in Texas is a prime example, there's quite a little Texas isn't just going to Texas and Montana's the same way. Yeah. There is a lot of difference in the northeast corner of Montana to Great Falls, Montana. And so not everything fits on those, you know, on those loads, you know. Sometimes the load the bulls going to northeast Montana are better off with the bulls that are going to North Dakota, you know, I mean it's just the way it is and you don't think so, but it usually or a lot of the times it works that way. So speaker-0: ⁓ huh? Yep. Yup. Well, Brian, as we kinda wrap up here, ⁓ it's been a fun conversation and I appreciate you jumping on. But ⁓ something that I've gotten to where I asked my guests as we kinda close this thing out. ⁓ you said you you ended up just wanting to be a cowboy. And ⁓ as a kid we've talked about it, we all thought we knew what that was gonna look like, right? And ⁓ here you sit today with the Jorgensen crew and very much involved in being a cowboy every day, but it looks a lot different than what you planned on it looking. ⁓ what's one piece of advice you could give that seventeen to twenty year old kid that wants to be in agriculture that Doesn't know where he's gonna go today. speaker-1: ⁓ the thing that I would say that I have learned and enjoyed is and you know I'm not saying you have to be super involved in it because I was not super involved in it, but join the FFA, the four H the four H rodeo, the high school rodeo, because those are the kids that are gonna be in And it's not only the kids, it's their parents, the connections you make with their parents and whatever else that sometime down the road, you know, you might do something with them. And I use it as an example, but I mean, we shipped a bull into Texas this year for another seed stock producer that I mean I hadn't visited with the dad of that family and 20 years. Well, then he come out here. I give him a tour of the farm. We had a nice chat, and I knew him through 4H, you know, and and it's nice to have those connections sometime in life because if you ever need to lean on them for anything, that that's always there. And it's people with like interests that you know are gonna be doing the same thing. And I mean, I wasn't huge into FFA, but I like to go and I had fun and and it's not only the person you meet through four H, it's as you get to be an adult, the friend that they had that you meet that I mean, I'll use it as an example. I fed a pen of cattle with the guy that never knew him till I was older in life, but became very good friends with him and met him through guys that I knew in four H from Wagner, you know, so speaker-0: I I think the the thing that comes out of this kids if you're paying attention from what you've heard from from everybody we've asked this question, some of it's not what you know but it's who you know and always focus on growing your network. speaker-1: Yeah, and as you grow your network, it's funny. And I joked about this the other day, but I said, I mean, just like me, I could almost be broke down in any part of the United States and not knowing, I mean, even if you don't know that person real great, I would have an idea who to call to maybe remedy that, or you know, who could tell you where to go. And so never make never pass up the opportunity to make a connection that you can in agriculture because you never know when you're gonna need them, you know. speaker-0: Yeah, and y and you you may not know a guy right there, but you know a guy that knows a guy. That that's always I think, you know, as we've had these discussions, you know, the the agriculture industry is quite small. Even though it stretches all the way across these great forty eight states. ⁓ as you get into it and you grow your network, pretty soon you know somebody everywhere. speaker-1: Hundred percent. You know. Yes, and then I mean and you know it and I know it and whatever and you you never know where you're gonna meet that person. It might be someone at a roping or whatever that you know, and then all of a sudden, you know, and take the time to visit with people. I mean, we're all not the best about that anymore because it's easy to be consumed in your own little world and you never know that person that you might meet where they could help you sometimes. Do so I guess. speaker-0: Yeah, yeah. Finish listening to the Source podcast, but then take your earbuds out, kids. It's always good to go visit sometimes. speaker-1: Exactly. And it and it it it's also, I mean, your dream job of working at the hardware store, the the skill set you learn with that is different than than you know just working for someone else. I mean, and I I joked about it the other day in life, but when my folks run a restaurant and steakhouse and whatever else, you know. Waiting tables isn't the worst thing in the world for you. You learn a a little humbling and how to be treat people the way they want to be treated too. So I guess so don't ever overlook an opportunity would be my advice. So speaker-0: Yeah. That's ⁓ that's a great way to sum this thing up, Brian. Thank you for taking the time to join us, and we will catch you all next week on the source.