Ep. 98 Seizing Business Opportunities with Davey Neidhart

 

 

Transcription

Speaker 1 (00:26):Welcome to AgCredit, Said it your go-to podcast for insights on farm finance and maximizing your return on investment. Join us as we talk to industry leaders, financial experts, and area farmers, bringing you skillful advice and strategies to grow your farm's financial future AgCredit Said It where farm finance goes beyond the balance sheet.

Libby Wixtead (00:56):Welcome back to AgCredit Said It, where we take you beyond the balance sheet of farm finance. I'm your host, Libby Wixtead, and today we are talking to a good friend of mine, Davey Neidhart, about how he diversified his operation and added additional revenue streams. Davey, we are so happy to have you today.

Davey Neidhart (01:12):Thanks for having me.

Libby Wixtead (01:14):So let's start off by you telling us a little bit about yourself and your farming operation.

Davey Neidhart (01:19):Sure. I'm a sixth generation farmer in our family. Our farm's located in southern Marion County, pretty close to the Delaware Marion County line. My wife and I, we have three children and we run our grain farm. We farm corn, soybeans, wheat. In the past we've raised some cover crop seed for our own consumption and sold what we had leftover, but for the most part just a Grand cob operation.

Libby Wixtead (01:55):Yeah, I have known Davey since I was in elementary school, and so I'm very familiar with his farm and they have done a lot over the years and it's exciting that he is the sixth generation on his farm and he has decided to add some other businesses too, also his farming operation. Can you give us a little bit of background of how you came off of working a full-time job and then what businesses you decided to start?

Davey Neidhart (02:24):Sure. Yeah. So we'll back up to, I guess when I was in high school, my dad and my uncle farmed together for about 35 years, and right as we were finishing up our high school education, there was an accident in the family, some tragedy, and it kind of pushed me away from the farm and it was kind of painful to be there. So I decided at that point that I think rather than take over the farm, maybe we better go enroll in college and go that direction to kind of see where we wanted to end up. Went to school at Ohio State just like you did and had a great time. I was started out as a general business major, and then as things progressed, I kind of realized, hey, I do need to be back at the farm. This is what I'm supposed to be doing.

(03:27):So we switched to an ag econ major to finish out there. While I was in school, I did have a full-time job off of the farm, but still helped on the farm quite a bit. At that point, my dad and my uncle decided to split their partnership and go separate ways. So we mentioned six generation farmer, which technically I am, but I guess I'm more like a second generation farmer now. We had to kind of start over. Once I finished my degree, I took a job at a steel mill here in town and spent five years working in the mill shop here at a local steel mill. And that's kind of was my last stop along the way to getting back to the farm. It was very important for me to have a full-time job. I knew I wanted to get back to the farm and it was a good paying job.

(04:23):I was fortunate enough to buy my first farm with AgCredit while working there, but I had higher aspirations and bigger goals than just farming a hundred or 200 acres. I wanted to farm full time. So I think my plan at the time was to use my minor in education. So I was an ag econ major and my minor was specialty crop production. I have orchard production berries, apples, you name it. But the one that really kind of piqued my interest was hops farming, if you remember. So in my pursuit to building a hops yard, I had a threequarter acre lot beside the house where I was living on the farm that I had bought, and I had to clear some trees and once we cleared the trees, I needed to have some stumps removed. So I actually called the guy in our area.

Libby Wixtead (05:35):Yes, he was the guy. Everybody knows the guy.

Davey Neidhart (05:37):So I called Tommy and had him come grind the stumps out, and when I paid him, he said, Hey, I hate to say this, but this is probably going to be the last time that I grind stumps for you. I'm selling the business. And I thought about it for a little while and I actually called him back that same night and I said, well, if you're selling the business, I might be interested in talking to you about it. And we sat down that weekend and talked about it, showed me his books, explained how he ran the business, and I think it was eight or nine days later, we closed on the business and bought the stump grinding business. Two weeks after that, I quit my job at the steel mill and we jumped headfirst into running this off the farm business that would eventually help get us back to farming at the scale that we wanted to and provide everything that we needed and stepping stones to getting to where we are right now.

Libby Wixtead (06:42):So that's so interesting that it happened that quick and that I think there's ways that there's opportunities that pop up if you're really truly looking for them in ways that you don't imagine.

(06:56):And you were taking a path that you thought, yeah, this is going to get me back to the farm and then, oh no, we're going to go a complete different direction. And I think that's really important as a young beginning farmer to really pay attention to those opportunities, especially not even the way that you've gone, but looking at other farmers who don't have land to pass on or a farming operation to pass on to anybody else in their family. And I mean, I'm not saying go knock on everybody's door, but just look at those opportunities and just have a good working relationship with those people. You never know this, when this opportunity is going to pop up and how fast that happened, Tom obviously had to feel comfortable with you taking that over. Absolutely.

Davey Neidhart (07:42):And

Libby Wixtead (07:43):There's a lot of value in

Davey Neidhart (07:44):That. Yeah. And you talk about relationships and exhausting those avenues, looking for opportunities that I've known Tom my whole life. My dad knew him, everybody around him. And so that was just, he was comfortable. He knew the family, he knew that I was motivated. He knew that there was a good opportunity there for a young man to carry the torch. So just for the record, I do not have a hops yard yet, but maybe someday we'll see.

Libby Wixtead (08:20):We'll add that to the list

Davey Neidhart (08:23):Next business venture.

Libby Wixtead (08:24):Yeah. Okay. So tell us about your current second business that you, I guess I say the first one you kind of took over, this one you actually created on your own and started up. Tell us a little bit about what you're doing now.

Davey Neidhart (08:40):Sure. So it's been 10 years since we bought the stump grinding business. We've had wild success with it. I mean, when I say it provided things that I didn't even realize we were going to need. My wife and I have three young children that business paid for formula and diapers and doctor visits and dentist visits and braces and all of these things in a day-to-day life while allowing me to keep a focus on the farm too and pump the money that the farm was making back into the farm operation. But after 10 years of running it, this unique situation happened for all of us COVID hit, and it seemed like we were, at the time, we were one of two stump grinding businesses in our service area. As of June this year we were one of 11.

(09:42):So we had a bunch of people just kind of flood the market and all the competition on the pricing made it to where it was just a race to the bottom. So it kind of forced us into a position where we were scratching our heads like, Hey, what other talents do we have that we can bring to the table that's going to kind of create that niche business that we had 10 years ago when we bought the sump grinding business that's also ag related, because we wanted to work with people, like-minded people like ourselves, the stump business, we worked for farmers all the time, but we also had to work for folks that maybe they have no clue what happens on a farm, folks that live in the inner city, parts of Columbus or Powell and Dublin, really high ritzy areas. So we started analyzing what we had, what talents we had, and throughout all of that process, we had the opportunity to buy another farm. And when we did that to date, it was the largest tract that we had purchased. And we have always on our own farm, we've always done our own drainage and tile installation. That's just something that we've taken pride in and it's tribal knowledge that my dad has passed down over the years. But this farm in particular, we felt was a large enough tract that we couldn't maybe tackle ourselves with our equipment that we had.

(11:19):So I called a drainage contractor and said, Hey, I got a pretty big project. Can you get me on the list? I said, yeah, yeah, no problem. How long is that list? He said, yeah, yeah, it's no problem. That's not too bad. You're on the list and we'll see you in three years. I said, what? Excuse me. I know enough. At the time, we knew enough about it that three years, given the right weather pattern, could actually pay for the entire project if we had poor enough weather. So that's when we decided, Hey, let's upscale our machinery and we will tackle this job for ourself and any other jobs that we have on our farm that we've kind of been putting off. And then, Hey, we'll just sell this piece of equipment and we won't lose any money on it if we didn't put that many hours on it. Well, I couldn't leave it alone. I had fun building the stump grinding business and kind of applied that same train of thought towards the tiling business. And it's been three years now, and we're pretty busy.

Libby Wixtead (12:40):So what is your tiling business name?

Davey Neidhart (12:42):It's pretty creative. It's Neidhart farm drainage.

(12:46):I just want to make sure we got that in there.

(12:48):Sure. Shameless plug. Yes. Yep. Yeah, I mean, we're geared up. We can do any size project from a small septic line repair in your backyard to full on scale design. We do all of our own design work ourselves. We consult a little bit folks that have questions or concerns. I mean, you name it, we can do it.

Libby Wixtead (13:13):That's awesome. So you are saying we, and a lot of what you were just talking about. So who was it that you consulted with? Who was it that helped you make these decisions along the way?

Davey Neidhart (13:27):Sure. I would say I would be ashamed if I did not mention my wife. So she is a full-time mom, stay at home, but that woman works way harder than I do. I don't make these types of decisions without heavily asking for that influence. And being a mom yourself, I'm sure you can appreciate that. But I also have a very tight knit group of friends within the ag community that we bounce ideas off of each other back and forth. And these are guys that are doing the exact same thing that I'm doing. They're farming, they're building their farm, but they're running other businesses as well. Some of 'em run landscape businesses and some of 'em run trucking businesses, some of 'em, some 'em still work off the farm, a full-time job, but are actively working to build their farm too. I leaned pretty heavily on the decision as working with my parents who are retired. I use air quotes for that because they're still very much involved, but they just don't write the checks anymore. So there's a lot of so many different aspects that go into that. Definitely my wife and my family as well.

Libby Wixtead (14:55):Yeah, I think there's a lot of importance in having that. If anybody hears my podcast that I always talk about your board of directors and having that group that you can go to bounce ideas off of and help you make decisions. And it sounds like you have a really diverse group to talk to and really run these ideas through. And you've had two very successful businesses, so you have a great group, it sounds like. And knowing Meg and your family, I know they provide you great advice. So can you walk through the steps of what it took to launch the tile business? I know it seemed kind of steppy in the beginning, at least in the process that I was involved with, and just in our discussions that we talked about, because there was some education piece of it too that you went through. Yep,

Davey Neidhart (15:46):Absolutely. So I talk about tribal knowledge and growing up, because my whole childhood, I was the kid in the hole making the taps and the connections I'm covered in mud and freezing to death or sweating. No, no. But so that was a huge part of the knowledge base there, because there's nothing to it but to do it right. But on the technical side of things as well, when we finally made that decision that that's the direction we're going to go, when we had done all of our own installation projects on our own farm, the equipment that we were using was smaller scale equipment. We didn't have a self-propelled machine. We were using a mounted type plow, pulled behind the tractor, and we were using laser guidance, laser plane guidance. And that all works very, very well, and you can accomplish anything you want to do with that. But as with everything in agriculture, technology is just rapidly improving. So I knew once we made that decision to take it the next step, we had to get to G-P-S-R-T-K guidance, slope control. So there were a couple things, actually, two different schools that I went to. None of them were majorly, one, a long time investment, but I still had to take a week at a time to go to these things. One was put on, it's actually the most renowned drainage school in the country.

(17:25):It's called the Overhaul drainage School put on by the Ohio State University. It was a great program. It's put on the wintertime, you spend a week there, they host every year, they hosted at a different campus.

(17:41):So we were in Wooster for ours. We started at the very beginning, the basics of reading, tile maps, drawing lines, calculating slope, calculating capacities of pipe, and how many acres need to go on this portion, that portion. A lot of math. I say, I hope you liked math. I hated math in school. And then towards the end, that's when they really ramped it up with the technology portion of it. And then the second portion, I actually went to a full on GPS school put on by SCH Slater's Incorporated in Indiana. Those are the folks that I bought. I sourced all of our guidance equipment for the actual plow. Joey Slater is the man in the industry when it comes to Trimble. We run Trimble, Trimble guidance on our machine. But Joey puts on an awesome school. It's something that I think we're probably going to continue to go to maybe not every year, but every other year, and take a few of the guys with us that have been with the business and want to continue to grow so they learn as well.

(18:55):Those two things were very, very important into helping us develop the technical side of it. As far as equipment goes, I knew that I wanted, I have a rule of thumb on the farm, if you can't get parts for it, it's not worth owning. And I don't care if it's the best machine on the market, if you can't get parts for it, it's junk. So I have a very good source. We run John Deere construction equipment, our excavators and backhoes and skid loaders. They're all John Deere, but our tile plow, we're running a brawn tile plow. And I knew I wanted a brawn plow because I have worked with and seen other contractors in the area and have relationships with these guys who run equipment. So I mean, if I break down, maybe they have the part before I have to go elsewhere to get it.

(19:49):Or at least I can lean on them to call and ask questions. Hey, this is what it's doing. What am I doing? What am I looking at here?

Libby Wixtead (19:55):Yeah. Yeah, that collaboration piece with other farmers. Okay. So I think you've talked about a few challenges, but were there any specific challenges or surprises when you first started that you wish you would've known before it happened?

Davey Neidhart (20:20):I think, I mean, hindsight's 2020, so looking back at the last three years, it's never easy to start a business. But the unique thing about agriculture is a lot of times we as farmers are very, very loyal to who we do business with. So one thing I did not anticipate was going to be how difficult it was, get my foot in the door with some of these guys that we're working for because dad and grandpa always hired so-and-so to put tile in for us, or we've always put in this brand of pipe and we don't want to change. And I'm standing here in front of 'em, jumping up and down saying, Hey, this product is so much better than what you're putting in, and it's relatively the same price, but folks don't want to change. And I understand that because the older I get the less I want to change too. So that's probably been one of our biggest challenges, I would say. But opportunity, I think is always created by the absence of professionalism and not that folks working in our area weren't doing a good job, they're doing a great job, they're doing such a good job that everybody is hiring them,

(21:42):And they can't get to everybody fast enough. So that's exactly how we ended up buying the plow that we bought and doing what we're doing. There's an opportunity in our part of the state where service providers are coming in from an hour, hour and a half away, drainage contractors to do work on folks farms. And now people in central Ohio have one more option, specifically Marion County, have an option rather than having to wait three or four years. So I think that was the final push or the final realization that we have. It's like, yeah, this is the direction we need to go.

Libby Wixtead (22:33):Yeah, I think again, it comes back to seeing that opportunity. And I think in both of your cases you have seen that opportunity but also seen that need. And specifically with the tile business, I mean, who wants to wait three years? I mean, you guys buy a farm, you want it tiled, at least in our area, that's how it goes. We know that's coming at least on the lender side of it too. We see that. And so I think you have brought just so much to our community and being a small business that I think you have seen that too within your community of, I guess I'm going to call drainage guys and where you guys are. Those guys needed help. And so you've seen that there's been a collaboration amongst you guys as well. Do you want to talk about that collaboration piece of it? Absolutely. Collaboration versus competition.

Davey Neidhart (23:29):Yeah. So it's an interesting perspective between the two businesses because although we didn't start the stump grinding business, it was an acquisition. We still had help from Tommy who, he helped us the first year. He'd come and run machines for us. But once Tom was finally out of the operation and retired, it felt like it was us against the world. We were out there on the ledge and we started seeing all these other guys coming in. Anybody who had a pickup truck and a couple thousand dollars that they wanted to invest, buddy, boom, they bought a stump grinder and they were working for pennies on the dollar. It made it very difficult for us. And competition is not a bad thing, but it ended up being a race to the bottom.

Speaker 4 (24:28):And

Davey Neidhart (24:29):It took me a while to realize that I'm not interested in being involved in a race to the bottom. It only ends one way when you get to the bottom. But so once we started on the drainage side of things, we started developing these relationships with other drainage businesses. We picked out, we landed a couple jobs, and I didn't have all the equipment I needed.

(24:59):This stuff is not cheap to buy, but we were able to work with these other businesses and it's like, Hey, would you mind coming and doing this portion of this job for me and kind? You scratch my back, I'll scratch yours. I'll come jump in on a job with you somewhere. And before you know it, we're trading jobs. One company we were working for, he came and put some big main tile in for us that I wasn't equipped to put in yet. And next thing you know that following spring, he's like, Hey, I'm behind. Do you want to bring your plow in and help us put this 80 acres in? Let's go, man. Let's do it. And that was when we kind of realized the competition thing is a race to the bottom, and we don't want to be at the bottom. But those who can collaborate and work together, they're working on the top level, they're working in that top level, and those are the ones that are experiencing the growth and the success. It was a lot of fun. Still is a lot of fun.

Libby Wixtead (26:04):And if I remember right, your first couple of projects were really big projects. I mean, I remember how excited you were when you got those, and I think you had that. How am I going to do this? Oh, absolutely. Do you want to talk a little bit about that?

Davey Neidhart (26:20):Sure. Yeah. So the first big project we did, we actually had no, we didn't have a viable outlet to put all the water to run all the water to the ditch that we had. The only outlet that we had was only a foot and a half deep. And the main that we had to run in had to come in at just under six foot deep. So we had to put in a lift station, which there's a few more of 'em going in in this area now. But at that time, I only knew of maybe two or three in the whole county, and I had never put one in before, but it didn't scare me. We ended up lucky enough to work with another drainage business and the farmers that we were putting it in for, it was a muddy, nasty adventure, but we made it. And that was three years ago. And talking with those guys, they're good friends of mine, but they can't, we've got 300 bushel corn in spots where we had no corn. So it made them a believer. And I don't think they'd put some pipe in, but they're calling every year. And I tease 'em all the time, say, Hey, well, when we finished that job, I told him, I said, I'm going to leave a spot open in the schedule for next fall, because whether you realize it or not, you're going to be calling me.

(27:49):And we've done work for 'em every year since then. So it's fun. And we've done some other major projects, but that's drainage work. It's either blazing hot and miserable, or it's muddy and cold. It's not for the faint of heart. I'll say that. It sounds like it's actually for the mentally ill.

Libby Wixtead (28:11):No, no, no. So I want to talk about, so obviously you didn't know how to put that lift station in. And so what advice would you give to a young beginning farmer who is kind of in the same situation of you? It's like, okay, hey, I'm working this full-time job, but I really want to start another business and diversify. That's going to be my way to get back to, that's my path to get back to the farm. But obviously they're like, well, you didn't know how to do that, but you jumped in. Right, right. And so what advice would you give to somebody who may be wanting to do that but is scared to take that leap even though they don't know everything?

Davey Neidhart (28:50):I think it goes back to networking, to be honest with you. So there were a lot of times when after we had made these decisions or started these businesses like, man, I'd be awake at two o'clock in the morning. How am I going to get this done? And just like everybody else, I've got a cell phone. So I'm sitting there, I'm scrolling, looking for ideas, researching, and I always end up finding myself going back through my contact list in my phone.

(29:19):I will scroll through every single person and sit there and talk to myself. And it's like, okay, so what does Bob Smith do for a living? And who are his relatives and where do they work? How can I use that to my advantage to help me figure this problem out? And I've done that more than anything, to be honest with you. And simple things like taking the leap from quitting a full-time job to going to work for yourself full-time. One of the biggest things that everybody worries about is insurance, health insurance. And I've got three young kids. My wife is a stay-at-home

Speaker 4 (29:55):Mom,

Davey Neidhart (29:57):So it, it's a hundred percent on us. There are options out there for health insurance

Libby Wixtead (30:03):Absolutely.

Davey Neidhart (30:03):That are cost effective.

Libby Wixtead (30:06):It's

Davey Neidhart (30:06):Not as expensive as everybody tries to make it seem. Farm Bureau has a pretty good option for health

Libby Wixtead (30:13):Insurance. Yes, they do.

Davey Neidhart (30:14):And there are other organizations out there, I guess I'm not going to put plugs in for 'em, but there are options out there for health insurance, and you got to have guts, man. I'm telling you. It's the scariest thing in the world. When I quit my job at the Steel Mill to run the stump grinding business, my wife and I had a two week old son and no other form of income. We were farming 140 acres and we had a giant loan for a stump grinding business that we were hoping was going to take off. But yeah, I have a little faith.

Libby Wixtead (30:53):Yeah. So with that, what steps did you take then to ensure that you were going to be successful? What business smarts did you bring to the table for that?

Davey Neidhart (31:06):So starting at the very beginning, we had to make sure that A, we got the business bought at a decent price,

(31:16):Which seemed like it all happened in a wildfire situation because it did. But we would not have been able to do it without a good lender, obviously, which we did finance it through AgCredit. So for those folks who think that AgCredit only finances, agriculture based businesses, that is definitely not the case. There are things there that we had to look for opportunity to grow the business, and we had to. So we to realize that there are places, I think that we were leaving money on the table with the business as far as services that we provided. So we actually, we didn't just take the business model and run with it At the time when we bought the stump grinding business, it was a grind only business. So pull up, give 'em a price, grind the stump and leave. The mess was there for the customers to clean up. And so we had this, how do we source the equipment and how do we come up with the most efficient equipment to do this chip removal? And then once we start hauling all these chips away, what do we do with the chips when we get them because they cost money to get rid of too. So those problems, if you really drill down and work on it and research it, take your time, you can turn 'em into an opportunity to make money off of 'em.

Libby Wixtead (32:53):So as the business owner, you obviously have a few employees all through your dad and as an employee too, whether he's or not, he might be the chief. He donates his time most of his time. So, and I would even say this goes for the farming operation and the tile business business. What is the difference between being a employee of the farm, the doer, and then also what's the difference between that and then being a business owner? What are the challenges that you have had between the two of those?

Davey Neidhart (33:31):So with the two businesses that we've owned in particular that we've run, the biggest challenge that we have being the farm owner versus the business manager would be the timeliness of the services that need provided. So I always have my farmer hat on because it's a constant moving target running the farm business, but the stump grinding business and then the tiling business, they're very seasonal. And what I didn't realize out of the gate with the stump grinding business was as soon as I'm ready to start working ground or picking up rocks or doing spring work, my phone is just exploding with customers who don't care about my farm. They don't even know that I own a farm.

(34:26):And then the tile business is a little more flexible with that because it's hard to put pipe in when there's corn soybeans out in the middle of the field, but there's still a push and it's pretty seasonal. So the difference between it would be you always have to have your farm hat on if that's your passion, which is that's what if you put on this earth to do is farm and take care of it, that you have to always be thinking about the farm. But you have to be able to think and look far enough ahead to plan these projects out so that it doesn't affect your farm operation day-to-day operations.

Libby Wixtead (35:06):Yeah, I feel like when you're planting, it's like, okay, I got 'em in this time. I'm going to be harvesting 'em in this. And okay, how much time do I have in the fall to get the rest of these products done? Or I have this amount of time, this many weeks in the summer to get these projects done. And I'm sure things go sideways and they take longer.

Davey Neidhart (35:25):Yeah. It wouldn't be normal if it didn't.

Libby Wixtead (35:26):Right. I mean, I see that in my own household. We'll say the stories we're off the air here. Would you have any resources that you would recommend to, or organizations I guess, that you would recommend to a young beginning farmer who's looking to start a business or leave full-time job and come back to the farm? Or I guess what advice, maybe what advice would be easier?

Davey Neidhart (35:55):Sounds corny, I guess, but don't be scared if I can do it and anybody can do it. I know that, but we were kind of talking about this a little bit before we started here. Seek out the types of individuals that are doing similar projects and similar things, whether that's meeting with guys for coffee once a month on a Saturday morning and talking about what's going on in their farm or in their business. It doesn't, I guess the advice that I have is it doesn't have to be an ag related business to be all it has to generate money,

Libby Wixtead (36:39):It

Davey Neidhart (36:39):Has to generate that revenue, that stream to be able to help support you. Because right now we're seeing some numbers on the farm side that make it really difficult.

Libby Wixtead (36:53):Absolutely.

Davey Neidhart (36:54):We've always kind of had this number in our head, whether it's grinding stumps or putting tile in that if we could generate enough revenue divided out over the acres that we're farming to provide another a hundred or $150 an acre in

(37:09):Profit, then a lot of times that could be the difference of whether you make or break the year for you.

Libby Wixtead (37:17):Absolutely.

Davey Neidhart (37:18):So that's always been my target. Our target is a hundred, $150 an acre more. A lot of times we come in over well over that. Sometimes you don't. But seek out like-minded people and don't be afraid.

Libby Wixtead (37:35):So just to wrap up, I think the things that stood out to me today was seize the opportunity. You never know where that's going to come from. And even when you do take it, there's opportunity within the opportunity of how can we, like Davey was talking about the stump grindings, what do we do with that? And then leading that down a path of, okay, opportunities can lead to opportunity and even more revenue at that. Doing all of that. And also just don't be afraid. Don't be afraid. And also every time I think I have a conversation over the podcast, it comes back to your relationships. Building that group of friends. And I'll say, Davey is one of my good friends that I've had. Like I said, I've known him since I was in elementary school. And just having those people to bounce ideas off of and have those conversations is just crucial. So Davey, we thank you for just providing so much insight on your businesses and your story, sharing your story with us. We're so thankful for you to do that today. And thank you.

Davey Neidhart (38:42):I really enjoyed being in here with you. Thanks for giving me the opportunity to talk about it a little bit.

Libby Wixtead (38:46):Yeah. And to our listeners, thank you guys for tuning into another episode of AgCredit Said It, and we will talk to you guys next time.

Speaker 1 (39:02):Thank you for listening to AgCredit Said It. Be sure to subscribe in your favorite podcast app or join us through our website at AgCredit.net so you never miss an episode.