(Sam Capoun) Good morning and welcome to AGam in Kansas. I’m Sam Capoun and today I’m here with Matt Perrier. Matt, you guys have a bull sale coming November 19th, correct? (Matt Perrier) That’s correct, yes. (Sam) How do you guys prepare and get ready for the bull sale? (Matt) It starts actually years in advance. When you look at genetics, we have to breed the cows, we have to get calves on the ground and then develop them. We sell yearling and coming 2-year old bulls though our sales. This process would have started four or five years ago, but after you get past the genetic selection and the decisions that we make on what types of bulls are going to fit our customers’ needs the most, then, we get within a few months of the sale. Of course we’re bringing bulls in off of pasture, we’re getting them into some pens, where we can handle them easier. We have to go through and clip the bulls, get them in sale shape, so they’re easier to look at, fertility test to bulls. Of course, prior to that, we’ve taken 17 to 20 different weights and measurements of the bulls to get those EPDs. Then, placing advertisements, we individually video each bull, so that we could put that on the Internet, as folks want to bid online. The last thing will be fertility testing the bulls, putting lot tags in there and then building pens and things like that to show the bull on Sale Day and building a ring inside for people to look at them. (Sam) Now, customers are really important for your business, how do you maintain older customers and get new ones as well? (Matt) That’s a good question. Now, we’re very, very blessed to have from 92% to 95% of our bulls go to return customers each year. We communicate with those customers throughout the year, we have two printed newsletters that we send out. We also use email, Facebook, Instagram, phone, and then of course, face-to-face contact with those folks. New customers are usually gained through word of mouth; neighbors that see how the bulls are working elsewhere and come along with their neighbors’ purchased bulls before. It varies how we communicate with them, but it is great to see those folks on a monthly, if not early basis. (Sam) You talked a little bit about your technology, why is it important to have these new technologies to reach out to the customers? (Matt) I think it improves our communication, whether it be just talking about how the bulls are doing, to helping them to market their calves, progeny out of our Dalebanks bulls. That can happen through video that can happen through e-mail or just a phone call. Those different technologies are evident as we talk to the different ages of our producers, we have young and old like, and they all communicate in different way. We try to stay open to how our customers like to communicate. (Sam) How do you follow up with your customers after the bull sale? (Matt) Generally, it’s probably through phone calls as much as anything. A lot of times will call six months into it and ask how the bulls are doing, they say they look great, but I’ll tell you in another six months, because it’s all about the calves that we get out of those bulls. But we try to communicate, like I said, either through phone, email, texts or face-to-face contact, when we can. (Sam) Now, final question, do you typically do your bull sale on your farm or do you just do it over the web? (Matt) We have it at the ranch, all the bulls go through the sale ring still, this is the first year that we’ve individually videoed all the bulls and we’ll also put that online and allow people to bid from their own home. For the most part, I think, the most customers will be there, sitting on the seats, watching the bulls as they come through the ring. (Sam) Definitely. Thanks for joining us today on AGam in Kansas and we look forward to hearing from you soon. (Matt) Thank you, Sam.