WEBVTT 00:00:10.220 --> 00:00:14.039 Creeping across the pasture land. Got dirt on 00:00:14.039 --> 00:00:18.719 the boots and a working hand. From the milk house 00:00:18.719 --> 00:00:24.000 home to the auction call. These are the folks 00:00:24.000 --> 00:01:00.789 standing strong and tall. Yeah, this is... Welcome 00:01:00.789 --> 00:01:03.170 back to the Bullvine Podcast, the place where 00:01:03.170 --> 00:01:05.489 we get real stories from the people shaping the 00:01:05.489 --> 00:01:07.510 dairy industry. It's good to be back. Today. 00:01:07.870 --> 00:01:11.810 Today, we're sharing a story that, honestly, 00:01:12.150 --> 00:01:14.670 it just stopped me in my tracks. We usually sit 00:01:14.670 --> 00:01:16.790 here and we talk about the gains, right? We talk 00:01:16.790 --> 00:01:18.810 about genetic progress. We talk about yield increases, 00:01:18.950 --> 00:01:21.250 all the latest tech that's going to squeeze another 00:01:21.250 --> 00:01:23.250 margin point out of the operation. Right. We 00:01:23.250 --> 00:01:25.430 focus on the wins. Out. On the forward motion. 00:01:25.750 --> 00:01:29.159 Exactly. But today. Today we're talking about 00:01:29.159 --> 00:01:32.219 a loss, and I don't mean a bad harvest or a drop 00:01:32.219 --> 00:01:34.099 in the milk check. No, this is different. This 00:01:34.099 --> 00:01:37.120 is a missed opportunity, so massive, so astronomical, 00:01:37.400 --> 00:01:40.159 that it actually has a specific dollar sign attached 00:01:40.159 --> 00:01:42.819 to it. And it is not a number we usually see 00:01:42.819 --> 00:01:45.439 in this industry. Not even close. When we looked 00:01:45.439 --> 00:01:48.379 at the sources for this deep dive, the number 00:01:48.379 --> 00:01:51.819 that jumped out wasn't in the millions. It was 00:01:51.819 --> 00:01:55.340 in the billions. Twenty? Two. Billion. It's a 00:01:55.340 --> 00:01:56.980 number that's hard to even wrap your head around. 00:01:57.120 --> 00:01:58.900 It really is. And I want to set the stage here 00:01:58.900 --> 00:02:00.680 because this isn't just about money. It's about 00:02:00.680 --> 00:02:05.579 people. This topic, it hits close to home. It 00:02:05.579 --> 00:02:07.900 does. You know, we spend so much time on this 00:02:07.900 --> 00:02:12.099 show talking about the cows, the crops, the iron. 00:02:12.419 --> 00:02:15.379 But this conversation, this is the kind that 00:02:15.379 --> 00:02:17.560 makes you look at your own kitchen table. It 00:02:17.560 --> 00:02:19.879 makes you look at who is sitting there, who is 00:02:19.879 --> 00:02:22.419 talking, and maybe more importantly, who isn't 00:02:22.419 --> 00:02:25.120 talking. It makes you wonder if you're making 00:02:25.120 --> 00:02:28.219 a mistake right now, today, that you won't even 00:02:28.219 --> 00:02:30.900 realize for another 20 years. We're digging into 00:02:30.900 --> 00:02:33.780 what the researchers call the succession gap. 00:02:34.379 --> 00:02:37.599 But that sounds a bit academic, doesn't it? It 00:02:37.599 --> 00:02:39.620 does. It sounds like a textbook chapter. What 00:02:39.620 --> 00:02:42.039 we're really talking about is a story about who 00:02:42.039 --> 00:02:44.360 we think are farmers and who we actually train 00:02:44.360 --> 00:02:46.960 to be owners. Right. And to understand the stakes, 00:02:47.120 --> 00:02:49.699 we have to start with the $22 billion woman. 00:02:49.939 --> 00:02:51.860 The woman who should have been a dairy farmer. 00:02:52.270 --> 00:02:55.490 Her name is Diane Hendricks. Now, if you follow 00:02:55.490 --> 00:02:57.870 business news at all, you might know her. She 00:02:57.870 --> 00:03:00.349 is currently the richest self -made woman in 00:03:00.349 --> 00:03:02.610 America. Richest self -made? She's worth over 00:03:02.610 --> 00:03:06.250 $20 billion. She owns a company called ABC Supply. 00:03:06.310 --> 00:03:09.210 Which? for anyone who hasn't built a barn lately, 00:03:09.449 --> 00:03:11.949 is the largest roofing and siding distributor 00:03:11.949 --> 00:03:14.590 in North America. It's massive. Yeah, if you've 00:03:14.590 --> 00:03:17.530 put a roof on a house or a shed in the last 10 00:03:17.530 --> 00:03:20.129 years, there's a really good chance Diane Hendricks 00:03:20.129 --> 00:03:22.370 moved those shingles for you. So she is a titan. 00:03:22.669 --> 00:03:25.969 Logistics, supply chain, massive workforce management. 00:03:26.189 --> 00:03:29.009 She's a genius at cost control. But here is the 00:03:29.009 --> 00:03:32.009 hook. Here is the part that just keeps me up 00:03:32.009 --> 00:03:35.360 at night. Diane Hendricks grew up on a dairy 00:03:35.360 --> 00:03:39.039 farm in Osseo, Wisconsin. Population 1 ,800. 00:03:39.240 --> 00:03:40.879 You can't get more heartland dairy than that. 00:03:40.979 --> 00:03:44.500 Exactly. She was one of nine daughters. A classic, 00:03:44.580 --> 00:03:48.000 chaotic, wonderful Wisconsin farm family. Nine 00:03:48.000 --> 00:03:50.280 daughters. Wow. And when you read her interviews, 00:03:50.539 --> 00:03:52.500 she doesn't sound bitter about the lifestyle. 00:03:52.740 --> 00:03:54.960 She speaks really warmly about it. She loved 00:03:54.960 --> 00:03:57.680 the cows, the chickens, the dogs, the cats. She 00:03:57.680 --> 00:03:59.580 loved the land. But she isn't in dairy today. 00:03:59.740 --> 00:04:02.460 She's in roofing. Because despite... Growing 00:04:02.460 --> 00:04:04.860 up on that farm, despite living that life every 00:04:04.860 --> 00:04:07.800 single day, she wasn't allowed to milk the cows. 00:04:07.979 --> 00:04:10.840 She wasn't allowed to drive the tractors. And 00:04:10.840 --> 00:04:14.360 that right there, that is the critical constraint. 00:04:14.439 --> 00:04:16.500 That's the whole story in a nutshell. For the 00:04:16.500 --> 00:04:19.579 result, she took that legendary dairy farm work 00:04:19.579 --> 00:04:22.279 ethic, which we all know is real. I mean, it 00:04:22.279 --> 00:04:24.079 is the best business school in the world. Oh, 00:04:24.139 --> 00:04:26.379 absolutely. And she applied it to roofing instead. 00:04:26.500 --> 00:04:29.519 She built an empire, but she didn't build it 00:04:29.519 --> 00:04:32.319 in agriculture. And that raises a massive question 00:04:32.319 --> 00:04:35.519 for everyone listening. How many other Diane 00:04:35.519 --> 00:04:38.420 Hendricks types are currently sitting in farmhouses 00:04:38.420 --> 00:04:41.160 right now? That's the question, isn't it? It 00:04:41.160 --> 00:04:43.420 is. How many young women are sitting there, you 00:04:43.420 --> 00:04:45.379 know, incredibly capable, brilliant with numbers, 00:04:45.560 --> 00:04:48.579 disciplined, gritty, maybe even better at reading 00:04:48.579 --> 00:04:52.500 a cow than their brothers. But they're being 00:04:52.500 --> 00:04:56.649 quietly. maybe even unintentionally pushed out 00:04:56.649 --> 00:04:58.449 of the industry. It's haunting. And before we 00:04:58.449 --> 00:05:00.930 go further, I want to be really clear. We are 00:05:00.930 --> 00:05:02.870 not just talking about fairness here. This is 00:05:02.870 --> 00:05:05.110 not just a social justice conversation. No, this 00:05:05.110 --> 00:05:07.529 is cold, hard economics. This is about business 00:05:07.529 --> 00:05:10.610 retention. Exactly. Dairy taught Diane Hendricks 00:05:10.610 --> 00:05:13.350 the discipline. It taught her the cost control. 00:05:13.689 --> 00:05:17.149 It gave her that foundation. And then the industry 00:05:17.149 --> 00:05:20.220 essentially watched that return on investment 00:05:20.220 --> 00:05:23.180 walk straight out the lane and down the road 00:05:23.180 --> 00:05:26.420 to a completely different sector. If you are 00:05:26.420 --> 00:05:29.500 a business owner and every single farmer listening 00:05:29.500 --> 00:05:32.199 is a business owner, you have to ask yourself, 00:05:32.560 --> 00:05:35.980 can I afford to let my best talent walk away 00:05:35.980 --> 00:05:39.000 just because of tradition? It's a huge question. 00:05:39.139 --> 00:05:40.860 Let's go back to the beginning of her story, 00:05:40.899 --> 00:05:42.899 though, because I think it's important to understand 00:05:42.899 --> 00:05:45.759 the nuance here. OK. I think it's easy to paint 00:05:45.759 --> 00:05:49.300 the father. in this story as the villain. You 00:05:49.300 --> 00:05:51.240 know, the mean old patriarch who just didn't 00:05:51.240 --> 00:05:53.000 think girls were good enough. The stereotype. 00:05:53.139 --> 00:05:55.139 But looking at the source material, that doesn't 00:05:55.139 --> 00:05:57.420 really seem to be the case, does it? No. And 00:05:57.420 --> 00:05:59.500 I think that's where the farmer translator moment 00:05:59.500 --> 00:06:01.720 comes in. We have to translate what was actually 00:06:01.720 --> 00:06:04.319 happening in Oseo in the 1950s and 60s. Right. 00:06:04.860 --> 00:06:07.600 Diane's father had a strict rule. Leave the heavy 00:06:07.600 --> 00:06:09.939 stuff to your brother. Leave the heavy stuff 00:06:09.939 --> 00:06:12.480 to your brother. That's a direct quote. It is. 00:06:13.079 --> 00:06:15.759 Now, to a modern ear, that sounds discriminatory. 00:06:16.170 --> 00:06:18.730 It sounds like he's saying you're weak or you're 00:06:18.730 --> 00:06:21.970 not capable. It does. But knowing that generation 00:06:21.970 --> 00:06:24.529 and knowing the brutal reality of farming back 00:06:24.529 --> 00:06:27.050 then, I honestly don't think it was coming from 00:06:27.050 --> 00:06:29.790 malice. I think it was coming from love. Love. 00:06:29.930 --> 00:06:34.110 How do you get that? Protection. He looked at 00:06:34.110 --> 00:06:36.810 the grind. He looked at the manure, the frozen 00:06:36.810 --> 00:06:39.610 fingers in a Wisconsin winter, the back -breaking 00:06:39.610 --> 00:06:42.170 labor of lifting milk cans day in and day out. 00:06:42.990 --> 00:06:45.389 And he said, I don't want my little girls to 00:06:45.389 --> 00:06:47.230 have to suffer through this. He thought he was 00:06:47.230 --> 00:06:49.189 giving them a gift. He thought he was protecting 00:06:49.189 --> 00:06:51.269 them by keeping them out of the barn. That is 00:06:51.269 --> 00:06:53.970 a tragic kind of irony. It is because the unintended 00:06:53.970 --> 00:06:56.290 consequence is that by protecting them from the 00:06:56.290 --> 00:06:58.610 grind, he was actually excluding them from the 00:06:58.610 --> 00:07:02.350 future. He was raising them as labor or maybe 00:07:02.350 --> 00:07:05.509 help, but not as leadership. Not as owners. Not 00:07:05.509 --> 00:07:07.490 as owners. He was training a helper, not a successor. 00:07:07.810 --> 00:07:14.000 And Diane felt that. At 10 years old. 10. She 00:07:14.000 --> 00:07:17.079 made a promise to herself. She watched her parents 00:07:17.079 --> 00:07:18.779 working themselves to the bone and she said, 00:07:18.860 --> 00:07:21.199 I don't want to be a farmer and I don't want 00:07:21.199 --> 00:07:24.819 to marry a farmer. Oof. That hits hard. At 10 00:07:24.819 --> 00:07:27.339 years old. It does. And when you really probe 00:07:27.339 --> 00:07:30.680 the emotion behind that decision, it wasn't that 00:07:30.680 --> 00:07:32.360 she hated the work. It wasn't that she hated 00:07:32.360 --> 00:07:35.779 the farm. It was that the farm signaled she didn't 00:07:35.779 --> 00:07:38.180 belong in the driver's seat. The farm was a place 00:07:38.180 --> 00:07:39.939 where she was always going to be second string. 00:07:40.120 --> 00:07:42.529 And if you aren't allowed to play the game, Why 00:07:42.529 --> 00:07:44.769 would you want to stay in the stadium? You wouldn't. 00:07:44.910 --> 00:07:47.290 Exactly. If you're never given the ball, eventually 00:07:47.290 --> 00:07:49.889 you stop showing up to practice. She went and 00:07:49.889 --> 00:07:51.209 found a game where she could be the captain. 00:07:51.389 --> 00:07:54.170 And she won that game to the tune of $22 billion. 00:07:54.470 --> 00:07:57.269 She certainly did. But I'm going to play devil's 00:07:57.269 --> 00:07:59.250 advocate here for a second. Go for it. Because 00:07:59.250 --> 00:08:01.149 I know there are people listening on their tractors 00:08:01.149 --> 00:08:03.149 right now thinking, okay, that's one story. That's 00:08:03.149 --> 00:08:05.649 one woman who became a billionaire. But generally 00:08:05.649 --> 00:08:07.889 speaking, maybe daughters just don't want to 00:08:07.889 --> 00:08:10.290 farm. Maybe it's biology. Maybe it's just... 00:08:10.439 --> 00:08:14.139 The supply side argument. Yeah. I'd love to pass 00:08:14.139 --> 00:08:16.639 the farm to my daughter, but, you know, she wants 00:08:16.639 --> 00:08:19.199 to be a nurse. I hear it all the time. So is 00:08:19.199 --> 00:08:22.620 it true? Well, this is where we shift from storytelling 00:08:22.620 --> 00:08:26.980 to the hard data. And the data, it's pretty sobering. 00:08:27.399 --> 00:08:30.100 We have research here from Iowa State University, 00:08:30.699 --> 00:08:35.480 Keeney Lou, Wending Zhang, and their team. They 00:08:35.480 --> 00:08:39.559 did the 2019 Iowa farm transfer survey. And they 00:08:39.559 --> 00:08:42.240 basically anticipated that exact objection. So 00:08:42.240 --> 00:08:44.240 they controlled for wanting it. They controlled 00:08:44.240 --> 00:08:46.120 for experience. They looked at kids who were 00:08:46.120 --> 00:08:48.919 actually there on the farm doing the work, showing 00:08:48.919 --> 00:08:51.159 up every day. Okay. So let's look at the numbers. 00:08:51.259 --> 00:08:52.919 What did they find? They looked at farms that 00:08:52.919 --> 00:08:54.899 have already named a successor. So the decision 00:08:54.899 --> 00:08:58.059 is made. The ink is dry. Right. First, the headline 00:08:58.059 --> 00:09:01.919 number. 57 % chose a son. 57. Okay. Only 8 % 00:09:01.919 --> 00:09:05.330 chose a daughter. 57 to 8. That's a chasm. That's 00:09:05.330 --> 00:09:07.830 not a gap. It's a chasm. But here's the part 00:09:07.830 --> 00:09:10.830 that completely dismantles the she doesn't want 00:09:10.830 --> 00:09:15.049 it argument. The researchers dug deeper and looked 00:09:15.049 --> 00:09:18.409 at the probability of being chosen based on actual 00:09:18.409 --> 00:09:20.710 hands -on experience. Okay, so this is where 00:09:20.710 --> 00:09:23.049 it gets interesting. This is where it gets infuriating. 00:09:23.289 --> 00:09:26.370 A daughter with agricultural experience, so she 00:09:26.370 --> 00:09:29.350 is there, she knows the farm, she's put in the 00:09:29.350 --> 00:09:32.950 hours, she can do the work, has a 20 .7 % chance 00:09:32.950 --> 00:09:35.769 of being chosen as the successor. One in five. 00:09:36.149 --> 00:09:38.350 Even if she's qualified and present. One in five. 00:09:38.409 --> 00:09:40.769 Now let's look at the sons. A son without agricultural 00:09:40.769 --> 00:09:43.450 experience, maybe he's been off at college, maybe 00:09:43.450 --> 00:09:46.190 he's been working in the city, has shown zero 00:09:46.190 --> 00:09:48.970 interest. What do you think his odds are? Well, 00:09:49.029 --> 00:09:51.370 logically, if we're running a business, an inexperienced 00:09:51.370 --> 00:09:53.330 candidate should have a lower chance than an 00:09:53.330 --> 00:09:56.289 experienced one. So, I don't know, 10%, maybe 00:09:56.289 --> 00:10:00.090 15? Wait, 36 .3 %? Wait, say that again. 36 .3%. 00:10:00.090 --> 00:10:02.990 Let me process that. A son who does not know 00:10:02.990 --> 00:10:05.450 the daily operation has nearly double the chance 00:10:05.450 --> 00:10:07.570 of inheriting the farm compared to a daughter 00:10:07.570 --> 00:10:10.190 who does. Right. Wow. And if you look at a son 00:10:10.190 --> 00:10:14.730 with experience, his odds jump to 65 .2%. That 00:10:14.730 --> 00:10:16.759 is... That actually makes me angry. Same parents, 00:10:16.860 --> 00:10:20.000 same cows, same parlor, almost triple the odds 00:10:20.000 --> 00:10:21.820 for an inexperienced son compared to an experienced 00:10:21.820 --> 00:10:24.460 daughter. It's indefensible from a business perspective. 00:10:24.960 --> 00:10:27.600 It should make you angry. It forces us to look 00:10:27.600 --> 00:10:29.620 in the mirror. It means we are not running a 00:10:29.620 --> 00:10:32.299 meritocracy. We like to say we are. We like to 00:10:32.299 --> 00:10:35.179 say, I hire the best person for the job. But 00:10:35.179 --> 00:10:37.720 these numbers say we are hiring the gender, not 00:10:37.720 --> 00:10:40.500 the resume. The authors of the study, they point 00:10:40.500 --> 00:10:43.679 explicitly to cultural norms of gender roles. 00:10:44.330 --> 00:10:47.009 It's hard to admit. It's uncomfortable. But we 00:10:47.009 --> 00:10:49.450 often train one kid like an owner, and we train 00:10:49.450 --> 00:10:52.070 the other like a helper. So how does this happen? 00:10:52.149 --> 00:10:54.809 Because I refuse to believe that farmers are 00:10:54.809 --> 00:10:56.389 sitting down at the kitchen table with a spreadsheet 00:10:56.389 --> 00:10:58.269 and saying, well, she's a girl, so check that 00:10:58.269 --> 00:11:00.850 box. She's out. It's not that explicit, is it? 00:11:00.929 --> 00:11:03.830 No, it's almost never a formal meeting. It's 00:11:03.830 --> 00:11:05.629 what you could call the messy middle. It happens 00:11:05.629 --> 00:11:07.730 in the silence. It happens in the assumptions. 00:11:08.070 --> 00:11:10.350 We call it the thousand small choices. Walk me 00:11:10.350 --> 00:11:12.120 through that. What does that look like? Okay, 00:11:12.159 --> 00:11:14.679 picture a Saturday morning on the farm. You're 00:11:14.679 --> 00:11:17.779 14 years old. The stock trailer needs to be backed 00:11:17.779 --> 00:11:20.720 up to the chute. Who does dad throw the keys 00:11:20.720 --> 00:11:23.789 to? The son, usually. Right. Who gets pulled 00:11:23.789 --> 00:11:26.169 into the meeting with the banker when the operating 00:11:26.169 --> 00:11:28.710 line of credit is being renewed? A son. Who is 00:11:28.710 --> 00:11:31.269 sitting there listening to the nutritionist talk 00:11:31.269 --> 00:11:34.509 about ration balancing and ingredient costs while 00:11:34.509 --> 00:11:36.649 the daughters may be inside helping mom with 00:11:36.649 --> 00:11:39.429 lunch or out washing the bulk tank. She's doing 00:11:39.429 --> 00:11:42.490 chores. He's getting briefed. Exactly. And then 00:11:42.490 --> 00:11:44.110 there's the language we use. It's so subtle. 00:11:44.590 --> 00:11:46.809 Who hears the question, so what are your plans 00:11:46.809 --> 00:11:50.039 for the farm? Versus the statement. You can do 00:11:50.039 --> 00:11:52.200 anything you want with your life. That's a huge 00:11:52.200 --> 00:11:55.159 difference. What are your plans implies you are 00:11:55.159 --> 00:11:57.000 staying. What are we going to do? Whereas you 00:11:57.000 --> 00:11:59.059 can do anything implies go find your success 00:11:59.059 --> 00:12:01.820 somewhere else. We support you. Precisely. It's 00:12:01.820 --> 00:12:04.200 a push out the door disguised as encouragement. 00:12:04.899 --> 00:12:07.259 The Iowa researchers actually identified four 00:12:07.259 --> 00:12:09.720 specific forces. Let's call them the four forces 00:12:09.720 --> 00:12:13.000 that drive this exclusion. And again, these are 00:12:13.000 --> 00:12:15.759 practical realities, not malicious plots. Okay, 00:12:15.799 --> 00:12:17.820 let's untack them. What's the first one? The 00:12:17.820 --> 00:12:19.440 first is what they call the better farm, better 00:12:19.440 --> 00:12:22.460 son effect. Okay, what does that mean? The research 00:12:22.460 --> 00:12:25.799 shows that stronger farms, farms with more equity, 00:12:25.919 --> 00:12:29.159 more land, a higher dollar value, are significantly 00:12:29.159 --> 00:12:31.799 more likely to pick sons. Why would that be? 00:12:32.080 --> 00:12:34.620 You'd think a more sophisticated, more valuable 00:12:34.620 --> 00:12:37.659 business would want the absolute best CEO, regardless 00:12:37.659 --> 00:12:40.259 of gender. You would think. But it's actually 00:12:40.259 --> 00:12:42.779 about risk aversion. When you have a massive 00:12:42.779 --> 00:12:45.580 asset, a multimillion dollar legacy that took 00:12:45.580 --> 00:12:48.360 generations to build, the conservative instinct 00:12:48.360 --> 00:12:51.559 kicks in. Parents default to the traditional 00:12:51.559 --> 00:12:54.779 model to protect that asset. It's a heuristic. 00:12:54.840 --> 00:12:57.139 It's a mental shortcut. If we give it to the 00:12:57.139 --> 00:12:59.320 son, that's the standard path. It feels safe. 00:12:59.460 --> 00:13:01.470 If we give it to the daughter. That feels like 00:13:01.470 --> 00:13:03.590 a deviation. That feels like a risk. So the more 00:13:03.590 --> 00:13:05.590 successful the farm, the harder the glass ceiling 00:13:05.590 --> 00:13:08.610 is to break. That's depressing. It is. The second 00:13:08.610 --> 00:13:11.090 force is one I know every farmer listening struggles 00:13:11.090 --> 00:13:13.370 with, or at least thinks about. It's the surname 00:13:13.370 --> 00:13:16.350 concern. Oh, the mailbox? Yeah. The name on the 00:13:16.350 --> 00:13:20.789 mailbox. The mailbox. It's the worry about giving 00:13:20.789 --> 00:13:24.230 the farm away from our name. If a daughter marries, 00:13:24.289 --> 00:13:27.529 traditionally she changes her name. Parents worry 00:13:27.529 --> 00:13:30.990 the farm leaves the family name, that the legacy 00:13:30.990 --> 00:13:33.309 is broken. But legally, that's just nonsense. 00:13:33.529 --> 00:13:36.250 Completely. Modern LLCs, corporations, trusts, 00:13:36.330 --> 00:13:38.350 the legal entity doesn't care what your last 00:13:38.350 --> 00:13:40.490 name is. The milk check clears the same way. 00:13:40.590 --> 00:13:43.450 Right. But the emotional barrier, that's concrete. 00:13:43.789 --> 00:13:46.690 The ego of the previous generation wants to see 00:13:46.690 --> 00:13:48.429 their name on the side of the truck for another 00:13:48.429 --> 00:13:51.169 30 years. It's vanity over viability. In many 00:13:51.169 --> 00:13:54.190 cases, yeah. That's what it boils down to. What's 00:13:54.190 --> 00:13:56.710 the third force? This one's called sibling competition 00:13:56.710 --> 00:13:59.389 asymmetry. That sounds like a mouthful. Break 00:13:59.389 --> 00:14:01.629 that down. It basically means the playing field 00:14:01.629 --> 00:14:04.409 is tilted from the start. In families with only 00:14:04.409 --> 00:14:07.230 sons, nine out of ten times, a son gets the farm. 00:14:07.309 --> 00:14:09.529 It's almost automatic. Okay. But if there's a 00:14:09.529 --> 00:14:12.750 mix, if there are sons and daughters, the daughter's 00:14:12.750 --> 00:14:16.070 odds of being chosen just drop off a cliff. So 00:14:16.070 --> 00:14:17.690 she's not just competing, she's competing against 00:14:17.690 --> 00:14:20.669 the default. Exactly. She isn't just proving 00:14:20.669 --> 00:14:23.830 she is capable. She has to prove she is significantly 00:14:23.830 --> 00:14:27.750 more capable than the default option, who is 00:14:27.750 --> 00:14:29.809 her brother. She has to be twice as good to get 00:14:29.809 --> 00:14:32.350 half the consideration. That's a good way to 00:14:32.350 --> 00:14:35.269 put it. And the fourth force might be the most 00:14:35.269 --> 00:14:37.090 heartbreaking. They call it the validation gap. 00:14:37.309 --> 00:14:41.169 Explain that one. Sons often just assume they're 00:14:41.169 --> 00:14:43.049 the heir. They grow up thinking this will be 00:14:43.049 --> 00:14:46.029 mine one day. It's an unspoken entitlement. It's 00:14:46.029 --> 00:14:48.440 in the heir. Right. daughters on the other hand 00:14:48.440 --> 00:14:51.980 they need to be explicitly told they need to 00:14:51.980 --> 00:14:55.840 actually hear the words you could run this place 00:14:55.840 --> 00:14:58.100 and if they don't hear those words they assume 00:14:58.100 --> 00:15:00.220 they can't they assume they aren't wanted in 00:15:00.220 --> 00:15:02.240 that role they read the silence as a rejection 00:15:02.240 --> 00:15:05.860 that is that's heavy but you know i want to pause 00:15:05.860 --> 00:15:07.919 here and flip the coin for a second okay because 00:15:07.919 --> 00:15:09.379 you mentioned something in the pre -show that 00:15:09.379 --> 00:15:11.679 really stuck with me you said this whole system 00:15:11.679 --> 00:15:14.340 it actually hurts the sons too It absolutely 00:15:14.340 --> 00:15:16.779 does. We focus so much on the daughters being 00:15:16.779 --> 00:15:19.519 left out, but we forget about the sons being 00:15:19.519 --> 00:15:23.100 trapped. Trapped? How so? Well, think about it. 00:15:23.159 --> 00:15:25.779 When you limit the successor pool to just the 00:15:25.779 --> 00:15:29.419 sons, those boys don't always feel chosen. They 00:15:29.419 --> 00:15:32.480 feel drafted. Like it's military conscription. 00:15:32.580 --> 00:15:35.159 That's a powerful word. Drafted. Imagine stepping 00:15:35.159 --> 00:15:38.080 into a multi -million dollar asset. Knowing your 00:15:38.080 --> 00:15:40.379 name is on that debt note. Knowing the legacy 00:15:40.379 --> 00:15:43.120 of three generations is squarely on your shoulders. 00:15:43.799 --> 00:15:45.860 And feeling like you never actually had a choice 00:15:45.860 --> 00:15:48.960 in the matter. You were just the only boy. Or 00:15:48.960 --> 00:15:52.159 the oldest boy. That is a crushing, crushing 00:15:52.159 --> 00:15:55.460 burden. I've seen that. The burnout. The resentment 00:15:55.460 --> 00:15:58.259 that builds up over the years. It leads to farms 00:15:58.259 --> 00:16:00.700 failing, not because of bad cows or bad weather, 00:16:00.779 --> 00:16:02.519 but because the person running it never actually 00:16:02.519 --> 00:16:04.580 wanted the job. They just felt obligated to take 00:16:04.580 --> 00:16:07.159 it. Right. By widening the pool to include daughters, 00:16:07.399 --> 00:16:10.379 you are actually liberating the sons to choose 00:16:10.379 --> 00:16:13.480 freely as well. You want a successor who wants 00:16:13.480 --> 00:16:16.179 it, not one who feels sentenced to it. So we 00:16:16.179 --> 00:16:18.799 have the problem. We have the data. We have the 00:16:18.799 --> 00:16:21.179 emotional toll on both sides of the gender line. 00:16:21.399 --> 00:16:23.799 But we aren't here just to admire the problem. 00:16:24.039 --> 00:16:26.960 Right. We want to fix it. How do we stop the 00:16:26.960 --> 00:16:29.120 next Diane Hendricks from walking away? It comes 00:16:29.120 --> 00:16:31.720 down to one fundamental shift. And if you're 00:16:31.720 --> 00:16:33.480 listening to this while you're scraping the barn, 00:16:33.580 --> 00:16:36.820 turn up the volume. This is the key. Okay. You 00:16:36.820 --> 00:16:38.460 have to understand the difference between chores 00:16:38.460 --> 00:16:41.620 and decisions. Break that down. Chores versus 00:16:41.620 --> 00:16:45.519 decisions. You touched on it earlier. Diane Hendricks 00:16:45.519 --> 00:16:47.419 might have done chores. She might have fed calves, 00:16:47.580 --> 00:16:50.360 swept the alley, washed the pipeline. That is 00:16:50.360 --> 00:16:53.830 helping. That is labor. It's a task. It's a task. 00:16:53.950 --> 00:16:56.350 To create a successor, you have to hand over 00:16:56.350 --> 00:16:58.309 responsibility. You have to hand over decisions, 00:16:58.610 --> 00:17:01.750 real ones, with real consequences. So go feed 00:17:01.750 --> 00:17:03.970 the calves is a chore. Right. Go feed the calves 00:17:03.970 --> 00:17:07.349 is a task. A robot can do a task. An employee 00:17:07.349 --> 00:17:10.630 can do a task. A decision is, here's our calf 00:17:10.630 --> 00:17:12.930 mortality rate. It's too high. Here's our feed 00:17:12.930 --> 00:17:15.609 budget for the next quarter. I want you to figure 00:17:15.609 --> 00:17:17.910 out why we are losing calves and tell me what 00:17:17.910 --> 00:17:19.750 we need to change. That's a completely different 00:17:19.750 --> 00:17:21.910 level of engagement. That is ownership. That 00:17:21.910 --> 00:17:24.170 is a problem to solve, not just a job to do. 00:17:24.329 --> 00:17:27.349 I love that framing. But let's get specific because 00:17:27.349 --> 00:17:29.630 ownership can sound a little vague. Give me a 00:17:29.630 --> 00:17:31.569 real world example. Let's talk about genetics. 00:17:31.809 --> 00:17:34.529 That's usually dad's domain, right? He sits with 00:17:34.529 --> 00:17:37.150 the AI rep, drinks coffee, flips through the 00:17:37.150 --> 00:17:40.089 sire directory, picks the bowls. Exactly. And 00:17:40.089 --> 00:17:42.349 usually, if the daughter is involved at all, 00:17:42.410 --> 00:17:44.549 she's doing the data entry. She's the secretary 00:17:44.549 --> 00:17:46.829 putting the registrations into the computer. 00:17:47.109 --> 00:17:49.470 So how do we change that? You hand her the proofs. 00:17:49.970 --> 00:17:53.329 You give her the budget. And you say, we need 00:17:53.329 --> 00:17:55.690 to lower our somatic cell count and boost our 00:17:55.690 --> 00:17:58.470 protein components to hit the new premium on 00:17:58.470 --> 00:18:01.150 the milk check. I want you to pick the mating 00:18:01.150 --> 00:18:03.650 sires for the next 50 heifers. And then you leave 00:18:03.650 --> 00:18:05.890 the room. And this is the hard part. You leave 00:18:05.890 --> 00:18:08.470 the room. You let her wrestle with the tradeoffs. 00:18:09.009 --> 00:18:13.430 Net merit versus TPI. Calving ease versus frame 00:18:13.430 --> 00:18:15.549 size. She has to weigh those variables. What 00:18:15.549 --> 00:18:17.940 if she messes up? That's the most important part. 00:18:18.000 --> 00:18:19.440 If she picks a bull, you wouldn't have chosen. 00:18:20.460 --> 00:18:22.279 You have to let her use it. You have to let her 00:18:22.279 --> 00:18:24.240 make the mistake. That's scary. That's real money 00:18:24.240 --> 00:18:26.940 on the line. It is. But think about the ROI on 00:18:26.940 --> 00:18:28.740 that mistake. If she picks a bull and two years 00:18:28.740 --> 00:18:31.079 later those heifers hit the parlor and they have 00:18:31.079 --> 00:18:33.380 bad udders or they're hard to breed, she learns 00:18:33.380 --> 00:18:35.960 a lesson that no lecture could ever teach her. 00:18:36.240 --> 00:18:39.839 She owns that failure. But if they hit the parlor 00:18:39.839 --> 00:18:43.259 and they are out milking your best cows, She 00:18:43.259 --> 00:18:46.460 owns that success. That is how you build a Diane 00:18:46.460 --> 00:18:48.460 Hendricks. That's how you build an owner. It's 00:18:48.460 --> 00:18:52.279 about moving from how do I do this to why are 00:18:52.279 --> 00:18:54.880 we doing this? That's it. Exactly. Let's look 00:18:54.880 --> 00:18:57.940 at another area. Financials. We see it all the 00:18:57.940 --> 00:19:00.099 time. Dad decides to build a new heifer barn 00:19:00.099 --> 00:19:03.099 and the kids just show up to pour concrete. They 00:19:03.099 --> 00:19:05.660 are labor. They just do the work. They don't 00:19:05.660 --> 00:19:08.259 see the planning. Instead, try this. Throw the 00:19:08.259 --> 00:19:11.720 project at your daughter. We have $200 ,000 for 00:19:11.720 --> 00:19:14.640 a retrofit. I want you to get three quotes on 00:19:14.640 --> 00:19:17.200 ventilation. I want you to model the energy usage 00:19:17.200 --> 00:19:19.440 of the variable speed fans versus the standard 00:19:19.440 --> 00:19:22.299 ones. I want you to calculate the payback period. 00:19:22.519 --> 00:19:25.299 Wow. And then I want you to come present your 00:19:25.299 --> 00:19:27.759 recommendation to me and the banker. You're putting 00:19:27.759 --> 00:19:29.420 her in the hot seat. You're treating her like 00:19:29.420 --> 00:19:31.700 a partner. You are validating her intellect. 00:19:31.779 --> 00:19:34.420 You are saying, I trust your brain, not just 00:19:34.420 --> 00:19:36.420 your back. No, I have to bring up the elephant 00:19:36.420 --> 00:19:38.279 in the room. I know where you're going with this. 00:19:38.670 --> 00:19:40.349 Because every time I have this conversation with 00:19:40.349 --> 00:19:42.349 older farmers, they eventually say, Yeah, but 00:19:42.349 --> 00:19:44.990 Sarah, farming is physical. It's still hard work. 00:19:45.190 --> 00:19:47.869 My daughter weighs 120 pounds. She can't throw 00:19:47.869 --> 00:19:50.569 hay bales like her brother. She can't wrestle 00:19:50.569 --> 00:19:54.890 a 1 ,500 -pound cow. And 20, 30 years ago, that 00:19:54.890 --> 00:19:58.410 argument had some weight. It did. Farming was 00:19:58.410 --> 00:20:01.430 incredibly physical. It was brute force. But 00:20:01.430 --> 00:20:04.789 today... Today, that argument is dead. And you 00:20:04.789 --> 00:20:08.160 know who killed it? The robots. Technology. Technology. 00:20:08.900 --> 00:20:12.420 Robotics are the great equalizer. We saw a 2016 00:20:12.420 --> 00:20:15.819 Swedish study that showed farmers using robotic 00:20:15.819 --> 00:20:18.799 milking systems reported significantly fewer 00:20:18.799 --> 00:20:21.700 shoulder and back issues. Why? The machine is 00:20:21.700 --> 00:20:23.359 doing the heavy lifting. The robot is doing the 00:20:23.359 --> 00:20:25.180 heavy lifting. The robot is doing the repetitive 00:20:25.180 --> 00:20:27.319 strain work three times a day, every day. So 00:20:27.319 --> 00:20:29.700 the job itself changes from muscle to management. 00:20:29.960 --> 00:20:32.059 Exactly. Right. Robots don't care about gender. 00:20:32.119 --> 00:20:33.900 They don't care how much you can bench press. 00:20:34.099 --> 00:20:36.299 They care about data management. They care about 00:20:36.299 --> 00:20:38.660 consistency. They care about attention to detail. 00:20:38.859 --> 00:20:41.279 We've covered this at the Bullvine before. The 00:20:41.279 --> 00:20:44.079 robotic systems that push the most milk per worker 00:20:44.079 --> 00:20:46.640 are the ones where the management is absolutely 00:20:46.640 --> 00:20:49.619 dialed in. Right. It's about reading the graphs 00:20:49.619 --> 00:20:52.099 on the computer. It's about noticing that Cal 00:20:52.099 --> 00:20:56.299 412 is ruminating 10 % less today and figuring 00:20:56.299 --> 00:20:58.759 out why. It's about preventative maintenance 00:20:58.759 --> 00:21:01.930 schedules. And frankly, those are skills where 00:21:01.930 --> 00:21:04.829 daughters often excel just as much, if not more, 00:21:04.990 --> 00:21:07.970 than sons. We have a great example of this from 00:21:07.970 --> 00:21:11.069 a Dairy Farmers of Canada profile. Alicia, a 00:21:11.069 --> 00:21:13.789 farmer from Saskatchewan. Yes, Alicia is a perfect 00:21:13.789 --> 00:21:16.509 example. She manages the robots and all the herd 00:21:16.509 --> 00:21:19.269 data. Her husband focuses on the crops and the 00:21:19.269 --> 00:21:22.130 field work. She isn't a helper on the dairy side. 00:21:22.450 --> 00:21:24.789 She is the expert on the most critical asset 00:21:24.789 --> 00:21:27.210 on the farm, the cows and the milking system. 00:21:27.309 --> 00:21:29.900 She is an equal partner. An equal partner. Because 00:21:29.900 --> 00:21:32.160 the technology allowed her to leverage her brain 00:21:32.160 --> 00:21:34.299 over her brawn. And looking internationally, 00:21:34.599 --> 00:21:36.759 we have Connie Lind from Denmark. That's another 00:21:36.759 --> 00:21:39.039 great story. Connie is fantastic. She didn't 00:21:39.039 --> 00:21:40.839 wait around for the home farm. She realized she 00:21:40.839 --> 00:21:42.519 might not get picked, so she went out and bought 00:21:42.519 --> 00:21:44.660 her own farm. She became the Young Farmer of 00:21:44.660 --> 00:21:47.420 the Year. Wow. She wasn't a helper. She was in 00:21:47.420 --> 00:21:50.420 charge. And eventually, she went on to manage 00:21:50.420 --> 00:21:53.460 a massive investor -owned operation. She proved 00:21:53.460 --> 00:21:55.779 that competence has absolutely nothing to do 00:21:55.779 --> 00:21:58.150 with gender. I think that is so important. Sometimes 00:21:58.150 --> 00:22:00.109 you have to build your own door if the one at 00:22:00.109 --> 00:22:02.130 home is locked. But for the parents listening, 00:22:02.369 --> 00:22:04.349 you don't want your daughter to have to go build 00:22:04.349 --> 00:22:07.809 her own door at ABC Supply or at another farm 00:22:07.809 --> 00:22:09.849 down the road. You want that talent at home. 00:22:09.990 --> 00:22:12.329 You need that talent at home. Which brings us 00:22:12.329 --> 00:22:14.549 to the ripple effect. Why does this matter for 00:22:14.549 --> 00:22:17.450 the industry at large right now? The economic 00:22:17.450 --> 00:22:20.960 reality is harsh. We all know it. The USDA census 00:22:20.960 --> 00:22:25.779 from 2017 to 2022 shows a 39 % drop in U .S. 00:22:25.799 --> 00:22:30.259 farms with milk sales. 39%. Nearly 16 ,000 dairies 00:22:30.259 --> 00:22:33.339 gone. Just vanished in five years. Consolidation 00:22:33.339 --> 00:22:35.200 is accelerating. The herds are getting bigger. 00:22:35.339 --> 00:22:37.039 The margins are getting tighter and tighter. 00:22:37.299 --> 00:22:38.940 And in that environment, you cannot afford to 00:22:38.940 --> 00:22:40.859 have mediocre management. You cannot afford to 00:22:40.859 --> 00:22:42.539 have someone running the show who doesn't want 00:22:42.539 --> 00:22:46.460 to be there. You need the absolute best possible 00:22:46.460 --> 00:22:49.980 person in that driver's seat. And yet. We see 00:22:49.980 --> 00:22:52.940 a bright spot in the data. Female producers are 00:22:52.940 --> 00:22:56.700 up 26%. Yeah. They now make up 36 % of all producers 00:22:56.700 --> 00:22:59.519 in the U .S. So women are stepping up, despite 00:22:59.519 --> 00:23:01.200 all the barriers we've been talking about. They 00:23:01.200 --> 00:23:05.039 are. They are. And Farm Credit Canada and FAO 00:23:05.039 --> 00:23:08.700 data suggests that closing this gender gap fully, 00:23:08.859 --> 00:23:12.900 utilizing this incredible talent pool, adds billions 00:23:12.900 --> 00:23:15.119 and billions of dollars to the economic output. 00:23:15.579 --> 00:23:18.279 It's not small change. From a pure risk management 00:23:18.279 --> 00:23:20.920 perspective. This is how I explain it to bankers 00:23:20.920 --> 00:23:24.039 and consultants. If you limit your successor 00:23:24.039 --> 00:23:27.019 pool to just your sons, you are fundamentally 00:23:27.019 --> 00:23:30.240 increasing your business risk. It's that simple. 00:23:30.359 --> 00:23:32.319 How so? You have fewer options. You have less 00:23:32.319 --> 00:23:35.259 flexibility. If your chosen son decides halfway 00:23:35.259 --> 00:23:36.960 through his 20s that he wants to be a graphic 00:23:36.960 --> 00:23:38.660 designer in the city, or if he gets injured, 00:23:38.779 --> 00:23:41.349 or if he's just not good at management. You are 00:23:41.349 --> 00:23:43.549 stuck. You're in a terrible position. You have 00:23:43.549 --> 00:23:45.690 put all your eggs in one basket. Whereas if you've 00:23:45.690 --> 00:23:47.349 developed your daughters as well. You have a 00:23:47.349 --> 00:23:50.190 bench. You have depth. You have depth. You can 00:23:50.190 --> 00:23:53.509 pick the best athlete for the position. Legacy 00:23:53.509 --> 00:23:55.670 decisions based on the surname on the mailbox 00:23:55.670 --> 00:24:00.230 are a gamble on the farm's survival. Prioritizing 00:24:00.230 --> 00:24:02.910 the competence of the manager is an investment 00:24:02.910 --> 00:24:05.630 in that survival. That is a powerful way to frame 00:24:05.630 --> 00:24:07.690 it. It's not about feelings. It's about survival. 00:24:08.089 --> 00:24:11.599 And there's one more layer here. The grandchildren 00:24:11.599 --> 00:24:14.700 factor. Tell me about that. You change the pattern 00:24:14.700 --> 00:24:16.880 now, and you change what the next generation 00:24:16.880 --> 00:24:20.720 sees as possible. If your grandkids grow up seeing 00:24:20.720 --> 00:24:23.279 Aunt Sarah running the robots and making the 00:24:23.279 --> 00:24:25.640 financial calls with the banker, they have a 00:24:25.640 --> 00:24:27.400 completely different worldview than if they only 00:24:27.400 --> 00:24:29.980 see Uncle Mike doing it. It normalizes it. It 00:24:29.980 --> 00:24:32.259 normalizes it. You aren't just fixing this one 00:24:32.259 --> 00:24:34.599 transition. You are setting the stage for the 00:24:34.599 --> 00:24:37.400 next 50 years of your farm's success. That is 00:24:37.400 --> 00:24:40.319 the long game. Farming is always, always about 00:24:40.319 --> 00:24:42.880 the long game. All right. We have covered a lot 00:24:42.880 --> 00:24:44.819 of ground. We've talked about the billionaire 00:24:44.819 --> 00:24:47.460 roofer, the depressing data, the subtle ways 00:24:47.460 --> 00:24:49.279 exclusion happens, and the high -tech solutions. 00:24:49.559 --> 00:24:51.200 But I want to bring this right down to the ground 00:24:51.200 --> 00:24:53.559 level. Let's do it. Imagine someone is listening 00:24:53.559 --> 00:24:56.079 to this on their tractor right now. The engine 00:24:56.079 --> 00:24:58.000 is humming. They're thinking about their own 00:24:58.000 --> 00:25:00.980 kids, their own family. What is the one thing 00:25:00.980 --> 00:25:03.460 from the story they should sit with? What is 00:25:03.460 --> 00:25:05.720 the practical takeaway? I would give them a little 00:25:05.720 --> 00:25:08.460 piece of homework. I'd call it the decision test. 00:25:08.660 --> 00:25:10.900 The decision test. Okay. Yes. And it's based 00:25:10.900 --> 00:25:13.700 on that core idea. You don't create successors 00:25:13.700 --> 00:25:16.099 with chores. You create them with decisions. 00:25:16.180 --> 00:25:19.279 Right. So here is the immediate homework. Tonight, 00:25:19.420 --> 00:25:22.119 when you get in the house, take a notepad, a 00:25:22.119 --> 00:25:25.119 real piece of paper, and write down each of your 00:25:25.119 --> 00:25:27.740 children's names. Okay. Every child. Every single 00:25:27.740 --> 00:25:30.460 one. And next to their name, write down what 00:25:30.460 --> 00:25:33.089 they own. not what they help with, not helps 00:25:33.089 --> 00:25:35.849 with harvest or feeds the calves. What decisions 00:25:35.849 --> 00:25:38.109 are theirs and theirs alone to make? What part 00:25:38.109 --> 00:25:40.230 of the business do they truly own? And if that 00:25:40.230 --> 00:25:43.029 list is blank next to your daughter's name, if 00:25:43.029 --> 00:25:45.230 a daughter's list is just labor and paperwork 00:25:45.230 --> 00:25:47.670 and not spending real money or choosing genetics 00:25:47.670 --> 00:25:50.509 or managing people, then you have to look at 00:25:50.509 --> 00:25:53.049 that paper and admit the truth to yourself. You 00:25:53.049 --> 00:25:55.269 aren't training a successor. You are training 00:25:55.269 --> 00:25:58.430 a very loyal employee. That is a hard look in 00:25:58.430 --> 00:26:00.990 the mirror. It is. But once you see it, You can 00:26:00.990 --> 00:26:03.569 start to fix it. And the second part of the homework 00:26:03.569 --> 00:26:05.950 is the conversation. You have to have the validation 00:26:05.950 --> 00:26:07.750 talk. What does that sound like? What are the 00:26:07.750 --> 00:26:10.589 words? It sounds like this. Yeah. You could run 00:26:10.589 --> 00:26:12.589 this place if you wanted to. Just that simple. 00:26:12.769 --> 00:26:15.309 Just that simple. Say it out loud. Tell your 00:26:15.309 --> 00:26:18.430 daughter explicitly, even if she's 25 and working 00:26:18.430 --> 00:26:21.230 as a nurse in the city, even if she is 15 and 00:26:21.230 --> 00:26:23.410 still in high school, you have the capability 00:26:23.410 --> 00:26:26.650 to run this business. And then just be quiet 00:26:26.650 --> 00:26:29.490 and see what happens. Watch her eyes. You might 00:26:29.490 --> 00:26:31.130 be shocked to find that she has been waiting 00:26:31.130 --> 00:26:34.470 her entire life to hear someone give her permission 00:26:34.470 --> 00:26:37.569 to even dream about it. That is powerful advice. 00:26:37.930 --> 00:26:40.369 It's about opening a door that she might not 00:26:40.369 --> 00:26:42.890 even know is there for her. Exactly. We started 00:26:42.890 --> 00:26:45.589 with Diane Hendricks. She built a $22 billion 00:26:45.589 --> 00:26:48.710 empire because she had an ownership mindset. 00:26:48.789 --> 00:26:51.950 She did. And she proved that a dairy farm upbringing 00:26:51.950 --> 00:26:55.049 is the best business school in the world. It 00:26:55.049 --> 00:26:58.289 teaches you grit, cost control, everything. It 00:26:58.289 --> 00:27:00.910 really is. But don't let that mindset walk off 00:27:00.910 --> 00:27:03.660 your farm just because of tradition. Don't let 00:27:03.660 --> 00:27:08.119 the next $20 billion CEO leave your laneway because 00:27:08.119 --> 00:27:10.940 she wasn't allowed to drive the tractor. Keep 00:27:10.940 --> 00:27:14.779 that talent home. Use it. Your farm's future 00:27:14.779 --> 00:27:17.779 will be better for it. That is a challenge worth 00:27:17.779 --> 00:27:19.740 taking. That's another story from the Bullvine 00:27:19.740 --> 00:27:22.140 Podcast. These are the people building the future 00:27:22.140 --> 00:27:24.839 of dairy. And remember, the future looks different 00:27:24.839 --> 00:27:27.059 than the past. And that's a very good thing. 00:27:27.319 --> 00:27:30.900 Find more at www .thebullvine .com. Subscribe 00:27:30.900 --> 00:27:33.200 so you don't miss the next profile. We'll see 00:27:33.200 --> 00:27:34.519 you next time. Stay safe out there.