Arizona Ag Marketing started in Dec 2000. We had no money so we went to our clients and they gave us money to start. The first year we borrowed from the bank we got $250,000.  My first wisdom of the morning...Aside from your wife, your best friend is your banker.  We have about 50 clients.  Our average client milks about 3000 cows.  We work with a lot of them on a regular basis.

Normally the economy doesn't affect our business like it does others.  This time is different.  When the dollar started to disappear in July the demand for milk products disappeared too.  My second piece of wisdom, I always like to think the markets are telling me what to do.  When they are high you don't lock yourself into long term things.  If the markets are really unsettled you shouldn't do anything.

In this economy, can you charge the same rates you did a year ago?  My company is in a niche market.  And we are small enough that we don't have all the big players here in our smaller market.  So we survive.  We have always tried to pay our suppliers very quickly.  When I walk into the office each day my first question is "Where is my risk?".  I need to know my customers, how he runs his operations, his problems, etc. because I have basically loaned them money and I need to protect that investment. 

Back in the 80's our marketing concept was to do business with the leaders of the industry.  And we would approach the business like a club.  We were OK with competitors because they could take the clients we didn't want.  We only wanted premium customers. 

We may add one client a year, a friend of a friend.  Our growth comes from our existing clients, the movers and shakers, that continue to expand.

[Chris Curran] You have never received a lead in the 4 years you have been a member.  Why do you keep coming back? 
I don't get out much.  I enjoy having members share their experiences.  Before MABE, I didn't have anybody to bounce issues off of.  It is very rewarding to be a member of this group.