Leveraging Industry Change with Andrew Campbell

Strap on your. Oh, my gosh, you two, strap on your limp trunk because we're about to discuss the business of farming, how it's changing, and how one farmer is kicking butt in the field. You're about to learn that and so much more on today's episode of Entrepreneurship Elevated. Yeah, I love this song. Oh, I heard a funny. So you ever see Nathan for your. That show? No.

I've heard you talk about it.

Oh, you have to see it. Have you seen it?

It's like a mockumentary business.

Yeah, mockumentary business makeover. So he went, he goes to a company that is an exporter and they export all these different things, but there's these tariffs placed on the exports and it's hurting. This company says, I got the solution for you. We're going to export these things under a different label. So specifically, they had a fire alarm, like fire detector. You know, it goes be like that really obnoxious beat. 35% tariff. He goes, I can get down to zero if it's a musical instrument, because musical instruments aren't tariffs. So he makes them form a band where the key instrument is a fire alarm. It's so bad. And then he repackages him. It says, blues smoke alarm. Very funny.

What made you think of that?

I don't know. I have no clue. I have no clue.

The music, Was it just the music?

Yeah, me, it was the music. I was getting all jacked up. Hey, guys. I'm Mike Michalowicz. I am on a specific mission to eradicate entrepreneurial poverty. That's that. That's that gap between what the world thinks you're achieving and the reality of entrepreneurship, which for so many of us is struggle. Well, we believe here, I believe emphatically that you deserve all the success because quite frankly, the more profitable you are, the more successful our community is. Your, your, your country, your state, and ultimately our world. So we need to be profitable. We need you working less so we can empower others more. That's what we do in the show, Kels.

Awesome.

Now you can introduce yourself.

And I'm Kelsey Ayers. You can find us on itunes. Stitcher, Spotify, Tunein radio, Google Play, entrepreneurshipelevatedpodcast.com or any podcast or anywhere.

So what have you been up to, cows? Anything new?

Oh, I went to Syracuse this weekend.

Oh, yes, right. Yeah.

I visited my sister and my brother in law, Joe, and it was so much fun.

Are they listening to our show?

They are. They are, yeah.

So we have your whole family listening?

No, we have Jordan and Joe listening.

Just Jordan and Joe.

Yeah.

Oh, Delaney still doesn't listen. Screw her. I never liked her.

It's a terminology thing. She's like, I don't. I don't really know how to do podcasts.

Are you kidding?

Like, it's literally one button, but okay, Jordan.

Jordan, Joe. Get it. And they're younger, right?

They're older.

Oh, they're. And they're older.

Yeah.

That's shocking, because older people don't know how to do technology.

That's a lie, Mike.

Yeah. Well, that's cool. How? I think I went to the best party of my life in my adult years this past weekend. So I went up to mit has a location.

Wait, did you go to Boostoon Goose Tune.

Boostoon Booston. Yeah, relax there, chiefy. So it was outside Boston. It's called Dedham, and there's an MIT facility right there. So I went to meet with a hundred other entrepreneurs. We've been going for 15 years. I took a little break for a while, but I'm back. And the last night they had this party. It was just a blowout party. Blowout party. It was so much fun. It was so much fun. Yeah. I felt like I was back in college dancing a lot and just running around and just.

Oh, great.

You know, I like the most was.

Did you dance a lot in college?

No. No. I drank a lot, though, at times. Other times I didn't. So at this party, there was, like, people. It's. It's mostly men, but there's men and women. But I'd say it's like 40% women, 50, 60% men, and 1%, like, questionable. And what I would do is I would run. I would see these, especially guys sitting there, and they do that swing where they're holding, like, a drink in her hand. They kind of start swinging back and forth like they're kind of dancing. But that drink has to stay with them when they come on the dance floor. And I just started running out to people. I'm like, dude, you're in here. And I would take their glass and I chug it or I throw it down and I have no glass now. I'm like, get on the dance floor. And some of these guys would start, like, getting into it, and, like, that's great. It felt like so much fun.

Yeah.

People's drinks drink drinking them.

Well, here's why they were serving Caymus. So Mark Tarbell, he is the one of the Iron Chef winners. He owns Tarbell's in Phoenix. He is a member of this Group flew out and said I'm going to make dinner for everyone with his crew. We flew out, the entire crew came out there and he served Caymus to everyone. So I was firing down other people's cameras and they're getting pissed at me but I'm dancing.

Yeah.

Do we have any listener shoutouts or anything we gotta talk about?

We sure do. So this one comes from jmel Cha they write. Most small businesses are not confident they are making the most of their money. They control opportunities are missed and sleep is unnecessarily lost from worrying about cash flowing invoices, taxes and payroll. Entrepreneurship elevated shares, relatable stories from people like us who share their experience of becoming profitable forever. Rest a bit easier tonight knowing there are some accessible stones across the divide so separating you from a health financial future.

All right. That's awesome. I love those shout outs. I do want to thank our corporate partners. Thanks to Nextiva. Is that it? Is that all our corporate partners receipt back? Are they? I don't know if we know they are. We just keep on throwing them a bone. I think Abby connect may be here, may not. I'm just so confused.

They are but they, they do them before we record them.

So they might be a sponsor right now or not. We don't know. But thanks to our corporate partners. We'll tell you more about them in a little bit. I want to get to the meat and potatoes the show right now.

Yeah.

His name's Andrew Campbell. You know I met him on a bus going across Canada. I do know that we shared his seat was with my friend of mine and our eyes caught each other. I said what do you do? He said I'm a farmer. He's an award winning communicator and passionate farm advocate. You'll see his energy is unmatched on top of farming. Andrew has become a familiar voice for farmers and agricultural issues in the mainstream media conference halls and online pushing the positive stories that farmers across Canada, actually I just say throughout the world have to share with their non farming neighbors. With no further ado, I want to welcome to the show Andrew. Andrew, welcome.

Welcome.

Well, thanks very much. This is awesome.

Yeah, it's good to have you man. So I got to recount our story. I know we were talking about off air but it was fine. The first time we met I, I fly into. What city was it we were meeting in?

We were in the downtown. Winnipeg, Manitoba.

Winnipeg. That's right. Winnip. Winnipeg. Flew into Winnipeg. We're in Manitoba. I get off the flight and as we land, you turn your phone on. When you land, they say you can turn your devices on. And my phone is just like, it won't connect. It's not dead, but it just won't connect. And then I push another button that says, enter your pin. Like, not the PIN like you normally log in. Like, your Apple ID pin or something? Yeah, like, what the f is this? I'm like, I'm gonna call Handy Dandy Kelsey and find out where it is. I can't call. The phone won't activate. The only thing I do is a 911 call. And I thought about it. I kind of thought, as I get off the phone, I get off the plane, I go through customs. I come out. The first guy I see is Andrew. And I'm like, hey, man, how are you? He's like, nice to meet you. He's like, I'm going to this conference with you. I'm like, oh, so great to meet you. That was our whole conversation, Andrew. And I'm like, hey, dude, can I borrow your phone and, like, some money and anything else? And, like, do you have a. Anything else you can just give me? I'll take everything right now. I felt like I was like a beggar. And you. You volunteered everything?

Well, it was like, yeah, what else do you need? Do you need the clothes off my back? Like, I could. Whatever you need. I want you to feel comfortable here in Canada.

Meetings are so nice.

You were so nice, dude. Cause I was on your phone for, what, the next one or two hours? I mean.

Well, I was gonna ask you that, because then I got the bill, and it was like, yeah, you called and you called your wife, but then you called, like, someone in Johannesburg and someone in Singapore.

That's my girlfriend. Oh, my God. It was. But you saved through that. I was able to call Kelsey. You were able to reach out. Somehow. You got the message back to me. You got my pin reactivated by.

Yeah, I called that phone number, and when you answered, and I was like, is Mike there to me? And you're like, you didn't recognize my voice? And I was like, well, I don't know. I don't want to, like, assume it's you and it's somebody else.

Well, I don't get a lot of calls from New Jersey, so I assumed that this was. This was for Mike, so.

So, Andrew, we subsequently went on this tour together. We spoke with at four different cities, I would say well over a thousand farmers. And there's some challenges facing not just Canadian farmers. I mean, this is A global phenomena. And one of the things that you're tackling is the misunderstanding that consumers have about farmers. And why I wanted to have you on the show was, I think this is common, that consumers have a misunderstanding for their vendors, in this case, farmers, and you found ways to navigate. So why don't you just tell us a little bit about the challenges that farmers face from misunderstanding of customers.

Well, I think, as you said, it goes along with a whole bunch of other industries in that, you know, now that we have these great communication tools and we can look up anything online and talk to anyone, you know, we don't always know what's fact and fiction in that. And so certainly, you know, where farmers and people producing food run into that challenge is that, oh, well, I don't. I don't want to eat this or that because an article on Google or Facebook told me I shouldn't, you know, and certainly so people within the industry say, well, well, you know, I've. I've done this for several years. I went to university for it. You know, maybe even I grew up in this. You know, why do you know, you know, versus me? And so that's. That's where we get into the real challenge of, you know, for farmers, how do they try to reach out to consumers and have more conversations? Because we all. We all have to eat, you know, so it's a case of how do you. How do you just reach out to try to, you know, one reassure, but obviously to, you know, just talk about, you know, what a farmer does on a regular basis to do things like, you know, look after their animals, protect the environment, you know, all those types of things that people. People have concerns about.

Now your farm specifically, what do you have there?

So we have a dairy farm and a grain farm here in southern Ontario. It's a farm that I grew up on. And then, you know, since after. After taking a few years away to work in the world of journalism, I decided that wasn't necessarily for me, so came back and am taking over that family farm.

You got a big lower lip from Kelsey. She did the, you know, the lipsticks out. Mm, that's interesting.

Cows. Yeah.

Often that farming is still generational. I mean, you came back to your.

Family farm very much so there's the. Probably the majority of them, you know, are. That case of, you know, somebody comes back to take over. In a lot of cases, it's probably, you know, a child, you know, and, you know, in my case, you know, it's the farm that my. I grew up on. The farm my mom grew up on, you know, my grandpa had started after he farmed just up the road. So it does become a generational thing. We do see in certain areas where, you know, it's not out of the question for somebody to be, you know, come from a different industry, you know, and come and start their own farm. But certainly it's just. It's just not the most common thing you see.

So one thing that blew me away, I don't know if it was the first event we were talking at, you know, they had, like, little kind of mingling afterwards. And I ended up next to Andrew, and I started asking you questions about farming technology and the advancements that's happening. And I want to understand how technology has changed, and then I also want to discuss how consumer perceptions change around that technology. So first, tell me, you know, a dairy farm, that's your core competency, how does it operate today as compared to maybe merely 10, 20 years ago?

Well, I think certainly the perception, you know, and I still hear a lot of that, is that perception of, you know, maybe a stool and a bucket, you know, as that key for doing it, which is a long ways off. We're several decades from that, you know, but it gradually moved into, you know, a territory where, you know, cows, you know, for the most part, you know, are in a barn setting now. They roam around the barn. You bring them up into, you know, what we call a parlor. The cow stands there, you put a milking unit on. You know, once that cow's done in, you know, five or six minutes, then the cow goes off and back to the barn. Now we've got the next advancement. Where is that? No longer is a person putting that milking unit up, but instead the cow is going to come to a milking box, a robot. She's going to walk in, there's going to be a little bit of feed that comes down for her that's aimed for her specifically because her ear tag has told the robot that, you know, this is Molly the cow. You know, this is what she needs. And then the robot's going to put that milking unit on. It's going to. To do everything from, you know, weigh her, how much milk does she give, what's the temperature of the milk, the thickness of the milk, you know, how many times, how many steps has she taken through the barn? Because most cows now wear basically Fitbits on them. So we know how active they are. And all of that goes into, you know, software that then we take these great amounts of data that are helping us to make, you know, some pretty detailed decisions in terms of, oh, you know, she's not walking as much as she did today or she's walking more. Why would that be? Oh, she's given more milk today, less milk today. You know, she's losing weight, she's gaining weight, whatever those things are, so that we can do a better job of managing individual cows and then obviously the entire herd.

It's funny, that's how Jeremy runs his dating life, right, J Bone?

Yeah, exactly.

He just brings in Fitbit, checking, give him a little bit of graining and get the hell out of here. What about the perception of this, Andrew, of being non organic? Right. So there's this big organic movement. Customers hear this like, oh my gosh, if all this technology sounds like you're impeding on the natural way of doing things, well.

So certainly, you know, that milking robot process that can be done at either an organic or non organic level is step one. So I actually have a neighbor who's an organic farmer that has a robot milking his cows. So, you know, he can still go in because an organic is much more based on what they eat, you know, and then how much time do they spend, you know, grazing grass, you know, and certainly, you know, here in Canada, only the summertime, you know, but those are kind of the, those are the biggest differences. Not necessarily a lot of the other things we may or may not hear, you know, and then in terms of, as I said, the organic, if it's a case of the perception is that a cow should be outside or grazing on grass. Well, what we've seen is one of those things that if you give a cow everything she wants in terms of, you know, feed, water, a comfortable place to lie down, we actually find cows don't necessarily go out all that much. They are not one, you know, they're fairly low on the food chain, you know, don't really like predators. So all of a sudden, the comfort of, you know, and shade of a barn, you know, airflow, that's changing that air in the barn, you know, feed all whenever she wants, water whenever she wants, milking whenever she wants, all of a sudden we find cows. They say, I'm good here, I don't need to go out. I kind of like it, you know, roaming around in here. But again, that falls into that perception thing where, you know, we as consumers may feel that a cow wants something, but then once we start, you know, managing the things that she actually does, we find maybe that's not the case.

Well, that's such an interesting topic. So the consumer puts a perception of what we think an animal wants, right? I think they would want to walk around, they'd want to exercise, they may want to go on a swing or something like that. Like, we put these perceptions on them, but the reality is different. How do you communicate to the customer that the process you're following is actually better for the animal? It's better for the customer themselves.

You know, the biggest thing is, and this probably applies to not just our business, but any business is a case of if you want them to know, you have to tell them. And I think we sometimes get lost in, oh, well, the customer should know this, when in fact, obviously they don't. We have to go to the effort of having those conversations. So certainly, you know, when I talk to a lot of people, you know, in agriculture and in other industries, it's a case of, you know, well, how often have you told the person you play hockey with who, you know isn't involved in your business, you know, that maybe doesn't know a whole lot about your business? How much have you talked to them about your business? How many times have you shared something online yourself about what you're doing? And then all of a sudden, once you start engag and having those conversations, then, you know, one, the farmer can get a consumer perspective in terms of what they have for expectations. But then, two, the farmer can have that opportunity to say, you know, I as a food producer am not waking up thinking, I wonder how I could do this, you know, to have a devastating impact. That's never the goal of a farmer. They're always saying, how can I do this a little better? And so it's a case of, you know, okay, we've discovered that if we do these things, then the animal responds better or the soil responds better or something. And so obviously, then a farmer would keep doing that.

What about these superfoods, like calcium? All of a sudden, what were you eating one day? Like, this is the new superfood. Was it quinoa or blueberries or something?

Actually, fenugreek.

Fenugreek, yeah. So what is this stuff, like, all of a sudden, Andrew, something comes with superfood, and all the marketing is not done by farmers. Now it's someone's behind this movement. People start talking about it, and the whole market sways. How do you address things like that? How does that affect you? How do you control that? Can you.

Well, I think there's a couple of things, and it would probably depend on, you know, Individual farms in how they respond. So certainly, you know, a farmer may all of a sudden see this great rise in demand of. And you told me one second ago, and I can't even remember what the name of that food was, but say they wanted to.

Fenugreek.

Fenugreek.

Fenugreek. See, is it like a lettuce? What is it?

No, it is actually like where you.

See what is it?

It's a seed, like a sprout, like sprouting.

Oh, like, oh, okay. So then a farmer would come up. So I'll have to look it up to see where, you know, a farmer might say, okay, can this be grown in my area? What will it take? You know, is it conducive to, you know, the cycle that I already have or the crops that I already have? And they might look at that and then would make that determination based on, you know, does this work or does this not? But you know, as you said, Mike, a lot of actually comes from kind of the next step and you get a food processor or somebody else that, that basically is now marketing it as this is the next great thing that will save your life or help you lose weight or make you fitter or your heart healthier, whatever it is, you know, and kind of everybody jumps on that. And then, you know, until something else is marketed as, as being even better, I think for the majority of farmers, you know, they tend to just use the skills in terms of, okay, you know, I have land, I have equipment, you know, I'm going to decide, you know, year to year what crops or what things I'm going to invest in growing to help fill wherever that market demand might be.

Now, the farming industry, as I understand mostly from what was shared during this trip, because I don't know much about farming, is you have a built in buyer, which is these consortiums that buy all your milk. You don't sell to the end consumer. Right?

Yeah. So generally, and we're a little different here in Canada than the U.S. but generally, you know, yeah, I sell into, you know, what's known as the dairy farmers of Ontario. It's a very unique name. I know. And they then, you know, based on where the processor demand is on any given day, will say, okay, this truck goes to this plant, this truck goes to that plant. In the American system, it's set up a little more directly where I'm again not going to sell directly to a consumer, but I'm going to have a contract with a specific processor and my milk is going to go there. On a regular basis. It's very similar to the grain side where on our grain farm, whether we're selling wheat or whether we're selling soybeans, there's a few buyers within the area and we're going to sell to them and then they're going to take that and distribute it to this bakery or that plant or something like that.

With so few, I should say, buyers, does that restrict what you can dictate on how much you charge? Are you controlled, basically what you can price your milk at.

So on the grain side we are not. So it follows a commodity market, just like the price of oil, just like the dollar, all of those things you can go on a specific market and see what the price of corn is and that's what it is selling for. So you really have no control in that area, which obviously means you've got to do a really good job of managing costs, you know, managing efficiencies in that. On the dairy side here in Canada we do have a little more control. And what it does is a price is set annually to say this is what the price is based on things like the consumer price index and costs of the farmer. And so we get that price as this is what it's going to be for the year. And again then, you know, based on that, you have to manage your production, you have to manage your costs to fit in with.

That sounds so challenging. Yeah, I mean it sounds like you're, you got something, Jay.

But yeah. Are you familiar with the high filtered milk, Andrew?

Yeah.

So how does that work? Because I mean my opinion, I think it's kind of like a game changer. But I'm wondering, you just supply the milk to the processor and then they take it upon themselves to come up with that marketing strategy or is that the farmers integrated in that?

No, generally, I mean, certainly there are a few farmers out there that will have direct sales where you can come to the farm and buy, you know, our specific milk. But the vast, vast majority of it goes to a processor and they're the ones that are coming up with those products. We merely supply the raw products. So it doesn't, you know, organic. Yes, that's going to have a different model on the farm, you know, but high filtered versus, you know, 2% versus skim. It all starts out as the same, you know, it's just going to end up differently based on what that processing plant is going to do.

So then the farmer, when it ends up in the store and it says whatever farms on it, that's the Processor, just labeling it as generally speaking, if.

You'Re in, if you're in a large setting, you know, I know that there's one processor and I can't think of it, but they have a brand that says Something Farms. It's merely a market marketing brand for that company. Now that being said, depending on your store, maybe it is an individual, you know, farmer that has their own little processing plant that's selling, you know, to that. But again that's a very small percentage to where you know, the vast majority of milk goes into, you know, a processing plant that's going to produce, that's going to process, you know, hundreds or thousands of liters a second, you know, and then sell that, you know, across of, you know, multiple states, multiple provinces.

Who. There was a like, well there's these massive, massive farms like Welsh Farms, a massive brand. There's another one that used to say Something Something Farms remembers. Do you remember that commercial?

No sugar.

That was an old guy's like, it's Something Something Farms remembers. I, I just didn't realize, I thought they were actual farms, but now I realize they come in through these channels. Hey ask, let me ask you the, this debt, you know, every farmer in there, when we were talking about debt, had it and I was like, what? I mean, massive amounts of debt. What is a typical kind of debt burden for a farm? And how can you sustain the farming business as you accumulate debt to buy this technology and other things?

Well, so we were talking earlier about that, you know, generational transfer on the farm and certainly that's one of the biggest reasons why, you know, a farm might be multi generational is because, because certainly the reason that I'm buying my parents farm versus buying my own farm is because I can't afford another farm and my parents are giving me a deal on it. Farming is an incredibly capital intensive process where in terms of if I were to buy another farm that's 100 acres of land in order to pay that off, it's something like 75 years if I just go on what that farm can actually grow, you know. So instead you're spreading it out over the entire operation doing that, you know, a tractor, you know, my last tractor was $150,000. A combine is 500,000. A dairy milking robot is $250,000, you know, so most farms we're talking are multi million dollars, you know, in debt. So that's where you know, as any bank will tell you that, you know, any bank doing any kind of business, but definitely in farmers Cash flow is king. There's lots of capital investment and certainly farms can be worth a lot of money, you know, but you've got to make sure you manage that cash coming in so that you can pay those expenses, you can make those investments in new technology, and you can service the debt.

So before we wrap up, what's the future of the farming industry? We consumers need you, but you're laden with debt and it's becoming more and more competitive.

It is. And I think that's where technology certainly does play just a really incredible role in terms of trying to manage that output. Because for us, if we can do a better job looking after, and I'll use the dairy farm as an example again, if we can do a better job of looking after that cow, then, then how it works is that cow does a better job for us. She, you know, gives more milk, she stays healthier, all those things. It really works hand in hand, you know, having us look after her so she looks after us on the grain side. It works the same way. If we do anything, if we can do anything that improves the health of the soil, then that's going to improve the quality of the crop we can grow next year on that farm, you know, so by using technology, by using data to manage, you know, every finite detail, you know, then we just become, you know, better and more efficient, you know, food producers. So that then at the end of the day, when you go to the grocery store, you know, that food, you know, has, has a greater affordability factor for all the consumers, you know, rather than, you know, running into quality or scarcity issues. So, you know, that's, that's the goal every farmer, I think, in North America is just to, you know, how can we, we did a good job this year, hopefully, how can we do a little better job next year so that the business, you know, can remain successful for, you know, that's the goal for a lot of farms is not just, you know, remaining successful till next year or in five years, but successful enough that if my kids say they want a farm, I've got a farm for them to have.

Wow, Andrew, these insights have been fascinating for me. Thank you for joining us. Where can our listeners get more information about the work you're doing?

Well, certainly, you know, social media is the one that I chat lots about, whether it's, you know, on consumer expectations or what the newest calf was born on our farm. So it's Fresh air. Farmer is, is my handle on Facebook and Twitter and Instagram and YouTube and all of those. And Then, you know, certainly our website's the fresh Air Ca as well, where it kind of all comes together. Together.

Great. Thanks for joining us today. And hang on tight, Andrew. We have a couple. We're going to play a game. May call you back in. So just hang tight.

All right, I'll be here.

Cool. All right, guys, we're going to have all that stuff on our show. Notes, links for. For the stuff and so forth. But first, I. First, I want you to know it's Pepperidge Farm. It is Pepperidge Farm. Don't you remember the commercials? Maybe because you were young. It was an old guy and he'd be taking the cookies out and. Or something. Whatever it was, he'd look up from whatever he was doing me with stuffing or something big. Pepperidge Farm remembers and now remembers what? Who the freak knows. Like, no one knows. I. I don't think he remembered. He was so old. He's like, pepperidge Farm remembers. I didn't change my diapers. And. And now I know that they were just a. A conglomerate of other farms. Now I'm disappointed. I thought Pepperidge Farm was like this little farm farm that just somehow magically produce enough food for the entirety of the US out of their little place in, you know, Wisconsin or whatever.

I thought they only did cookies.

No, that's entity.

Goldfish.

No, Pepper's Farm. Goldfish remembers.

Pepper Farms.

Cookies. Pepperidge Farm. And probably there's cookies, too.

They have a big shop cakes, too.

I was thinking, like this little. His. His wife. Oh, yeah.

They do have stuffing mix, don't they? And they have bread. Yeah, they do.

They have everything.

Do they. They do anything related to farming? Are they bakers? Pepperidge Farms remembers that. We're actually bakers. That's gonna be the commercial. That's ridiculously funny now. That is funny. All right, Kelsey, I want to thank our corporate partners. I have no idea who they are.

That's how nextiva. We love nextiva.

We know it's nextiva for sure. Nextiva is a voiceover at Pea Phones. Do you have one yet? No. Seriously, Here we go. We should get one for jbone.

We should. That's such a good idea.

I know.

Why haven't we thought of that before?

I'll tell you one thing. He wouldn't have to drive up here every time day to talk with us. If we had a phone.

He could call us on Mind Blown.

Mind Blown. You hear about their newest feature? No, I don't know if you know this. When a phone is put on a desk, if it's just a plastic against the desk. Can make a rattling noise and stuff. They came up with these things, these little feet, these rubber stuff. No way. Yeah. So when you put the phone down, it kind of sticks to its spot, and it doesn't make scratching noises.

Amazing.

It's called little feet. Oh, I feel giddy. I feel really good. Thank you. I feel really giddy today. All right, cows, I want to know. And Jay Bone, I want to know what you all learned from Andrew.

I feel like I learned so much about the dairy industry. I super love that there are milking robots. I don't love that they're $250,000, but how amazing is that?

Yeah.

And I love how he says that consumers don't necessarily know what makes a cow happy, but they have these assumptions, right? I think particularly around animal rights and farming in general. We all have these kind of almost moral assumptions about things which are actually kind of arbitrary. Like, how do you know if the cow wants to roam around the grass? You know what I mean? I feel like it makes total sense that a cow would just want to, like, hang out in comfort. Right.

Here's some food. Here's some air conditioning. Do you want to leave?

Yeah. But as a business owner, it's like our job to explain what is actually happening and what makes happy cows or whatever your business is, what the reality is, and tell the consumer.

Well, I don't know if you've been to the Pepperidge Farm gymnasium. They put their cows on treadmills running constantly, because at Pepperidge Farm, they know they need exercise. What was your takeaway?

No, I was gonna say. You always steal my takeaways.

We shouldn't let her go first because she said. Because she doesn't get one takeaway.

Because I love it all.

Give me. No, I was gonna say the same thing that Kelsey said. I think that. Yeah, listen to the cows. There's so much misinformation that goes on, especially with social media now and food and people, and, I mean, it drives me crazy coming from. From the food industry, when somebody says something and I'm like, I want to strangle you right now. I mean, just. I've heard. I mean, working in a retail grocery store, I've heard the most insane things coming out of people's mouths. And then I try and educate them, and half the time, they just. They don't want to hear it.

They deny it. Yeah.

Yeah. But it reminds me of. Do you know Temple Grandin?

I don't believe so.

Oh, man. Do you like it? It's an amazing story. So she like revolutionized how cattle are slaughtered because she was high functioning autistic and she thought like a, like a cow. So they like to go in circles. They don't like to go straight.

Oh.

And people thought by shoving them through these chutes when they would slaughter them, but the cows were fighting back. It was wasting time. And she was like, well, and they're stress.

You don't want them.

So she was like, well, let's walk. Let them go in circles. They like to go in circles. So then once they started going in circles, the efficiency improved and the cows were more docile and they were easier.

To work with and hopefully less stress during. So.

And it just, I mean, it reminds me of like, yeah, just listen, Listen to the animals.

Yeah.

My takeaway is opinionated ignorance. Both you basically said that. And it's a shame because it's not just in this industry. It's everywhere. But I think farmers get attacked the most and because, because I think there's also manufacturers that are working against the farmers. Like whoever makes your quinoa beanoa, whatever that thing was you're buying, that's exactly what it is. Whatever it was like, like, all of a sudden these new superfoods come out. You know, that's backed by massive marketing dollars from wherever saying, oh, the blueberries, the new superf food. There's a surge to buy it. And then. But it's purely out of ignorance. There's one commercial that people are basing their opinion on. So yeah, we could, we could literally.

Do an entire podcast of me dispelling myths about food.

Food.

Yeah, I think that'd be fun. But it sounds boring. I mean, rude Mike. My wife did that once to me. So I just, I, I, we got in an argument and I can't remember what I said, but I said something and she looks because she goes boring. So occasionally now when we're in like a fake argument, one of us will just yell boring. Because it was so fun.

I love Krista.

Oh, yeah, she's. I love her. She's amazing.

She's so funny.

I tell you to make fun of you about Kelsey, but I can say that to next episode.

Okay.

All right, so here's what do we do now. Our game or where are we at?

Yeah, let's do our game.

Okay. Andrew, you still with with us?

I am still with you.

Okay, here's our game. You're part of it. I'm going to read off. This is called quotes from famous people. But one person did not say this so these are all legitimate people. I'll tell you who they are. These are all legitimate quotes except for one of these four. And Andrew, you're gonna be the first to go. So I'm gonna read them all off and then everyone's gonna guess here, what is the fake quote? Now, these are all based upon entrepreneurial topics. Vaguely connected. So it's loosely connected. Connected. Okay, four. And you just gotta pick out the fake quote. Okay, Andrew, do you understand the rules?

I. I think so. We'll test this out. Is the Famous person Mike McCallowicz? Every time.

Yeah.

Oh, you're my type of people. You're my type of people. No, it's not. But it should be. All right, here we go. So the first quote from Andy Grove. He's the former CEO of Intel. Only the paranoid survive. He was known to say, only the paranoid. Paranoid survive. That's Andy Grove, the former CEO of Intel. That's guest number one. Number two, drugs can fix any health issue until they don't. That's Greg Branberry. He's of Novartis. That's a large.

I've heard that one before. Said that before.

Is this a repeat? Yeah, I think he said, have we done this one?

Say the third one and I'll tell.

You, I don't think anybody should write his autobiography until after he dead. Samuel Goldwyn.

No, Maybe it's different. Maybe just recycled one.

May recycled one. May recycled one.

The other one didn't sound familiar.

Okay, I recycled one. I'm sorry. So are you with me so far? I got one more. Andrew, you with me?

I think so, yes.

Okay, here's number fourth and final. This is from Brian Chesky. He's the co founder of Airbnb. He said if we tried to think of a good idea, we wouldn't have been able to think of a good idea. You just have to find the solution for a problem in your own life. So that's the four quotes. One of them is a fake. I'm gonna repeat them again. Only the paranoid survived by Andy Grove. Intel drugs can fix any health issue. Until they don't. That's Greg Branberry of Novartis. Samuel Goldwyn, who actually, I don't know what company he's with, said, I don't think anybody should write his autobiography until after he's dead. That's a good quote, actually. I like that. And then the last one is by Brian Chesky says, if we tried to think of a good idea, we wouldn't have been able to think of a good idea. We Just had to find the solution for a problem in. In your own life. Or you have to find a solution for the problem in your own life. That's Brian Chesky of airbnb. All right, you're up first. Andrew, what's your guess? Is the fake quote?

Well, they all make really good sense, so you've done well in trying to hide the fake one. Yeah, now it's throwing me off because I would have guessed the drug one was the fake one. But if everybody's heard it before, then maybe.

Doesn't mean that he didn't make it up before.

Well, I know that's the tricky part. So I'm. I'm wondering, but I still. No, I gotta. I gotta stick. My gut tells me it's the autobiography one, because as much as I believe it's true, I think it's fake, so I'm gonna go with that. Yep, Autobiography one.

You got a breath? Okay, you got a breath. Whatever that means. All right, Kelsey, you're up. Which one? Now, before I give the answers, obviously each guess. So, Kelsey, what's your guess?

I'm gonna guess the first one for no real reason. I honestly just don't know.

Only the paranoid survive.

Yeah, but I just don't. I don't agree with that.

Oh, because. So you don't know if it's true or not. You don't care. You just don't agree with it. So you can test it on just the. The ethics alone. All right, what's yours? J. J Clone.

So we got. God, we got the first one.

First one is the only paranoid survive.

And the third one.

Third one. Yeah, I don't.

I'll go with number two, bruh.

Okay, so I totally messed this up. I did repeat one of them. And I repeated A. So drugs can fix any health issue until they don't. Was not said by Greg Branberry. In fact, I just ran. Picked a random name. That guy actually works at Novartis. I just couldn't find a name. So I just googled Novartis employees, and he came up first. So, Greg, I'm sorry, if you're listening, only the paranoid survive. I believe is the name even of a book Andy Grove wrote. And, well, he did say it. Sam Goldwyn says the quote of the century. I don't think anybody should write his autobiography until after he's dead. That's kind of. Of funny, because that would never be written. That's the irony. If you didn't get the irony. Irony. Irony.

Thank you for explaining.

And then you should. You just have to find the solution for a problem in your own life. That's a great lesson from Brian Chesky. So the winner today, congratulations. Is Jay Sloan. Okay. And you can go back in your hole. Okay, that was funny, dude. You're supposed to laugh. All right, Kelsey, what do we have now?

Listen to mail.

Listen to mail. Lay it on me.

So this comes from Connor Lavalley. He writes, how and when do we transfer funds from the profit and taxes checking account into our primary bank to the no temptation savings account? Profit hold and taxes hold in the second bank. How do those funds get distributed between banks? I've been having a hard time understanding how that works, going from the checking accounts to the saving account.

Okay, so the fundamentals of profit first are this. Connor, you have five accounts at your current bank and two accounts, one called profit hold, one tax hold. @ a second bank, the goal is remove temptation. So it's not easily accessible. Every 10th and 25th, you allow the money to accumulate up until the 10th or 25th of the month. Allow money to accumulate in the income account. So it just collects money. Collects money. Then twice a month, you carve up all that money in the income account based upon percentages to profit, taxes owners pay and operating expenses. Then you immediately invoke a transfer from your current bank of profit over to profit hold tax to tax hold. The reason we don't just transfer directly is transfers can take two or three days. So the money sits there. If you at least put into the profit envelope at your current bank and see it sitting there for a period of time, then it disappears and goes away. And, Kelsey, you notice, you actually do the allocations. I did the transfers out, Right. So you'll notice. You'll put my in profit account, and all of a sudden, wait, it's gone. Yeah.

And I'm like, wait, I did transfer that, right?

Yeah, yeah, right.

Sometimes it's so fast, right.

When I'm on top of it, there's some money sitting there, I gotta move out. But we do that so that it's outside out of mind. I don't know how much money's piling up. I just know it's piling up elsewhere. And then at the end of the quarter, we had a profit distribution.

Yeah.

And J Bone, when you're here for after a full year, if you decide to stay for a full year, you get part of the profit distribution. Did you know that?

No, I did. I knew nothing of that.

Yeah, you get part of profit distribution.

I was not informed of that.

All right, so that's how you do it. I hope that helps, Connor. And if you don't understand what to do, do it anyway. Do it. Okay. I do have a. What do we call it? An elevation point?

Yes.

What was the name you had for it?

Don't bring it up.

I can't remember what it was. It was totally inappropriate, though.

You do know what it was?

No, I don't, but it'll come back to me. It was very inappropriate. Funny. That's why I keep saying it. I want to talk about constant reminders. This is something I do. I don't know if you all have.

Any.

Constant crazy that didn't remind you guys. Like Katie Lang. Is that who it was?

Yeah. You know who she sang that with? Who? The guy from Pepperidge Farms.

Yeah, he did.

He's like, constant. I remember. So I. I know it looks like I'm trying to be a teenager here, and it kind of does, right? I'm showing my bracelet. If you're watching video. Yeah. Trying to be a little trendy. My wife was watching a sitcom about motivational speakers, and this guy went on stage. He was dressed just like I was, or I dressed like him. She was laughing, like, gray jeans, vest and bracelets. And she was like, oh, my God, Mike, you are the genius. But there's a. There's a method to my madness. So I wear this bracelet.

Denim.

He's wearing. Relax, relax. So I wear these, but they're here for reminders. So one of them says, eradicate entrepreneurial poverty. Because I wear constantly. I'm constantly reminded of it. The other one is an infinity circle on this bracelet. And why I do this is to realize we are all on an infinite path in life, and that therefore, no one's better or worse. You shouldn't look up or down to people. You should look over to people. We're just in different parts of our journey, and no one's more or less successful. We're just in different parts of the path. So that's just my reminder. And I actually. This is. True story. I was in New York City meeting with Penguin last week. I was walking, and normally, embarrassingly, if there's a homeless person, I don't make eye contact, look away. I walk by and just felt this compulsion in my heart. I looked down at this thing. I said, this person needs. Went back my tracks. And I said, hey, man, thank you. He's like, oh, thank you, brother. I appreciate that. And I just. It's a reminder that we're all equal. So that's why I have it. And I Just encourage everyone listening in. What you need to be reminded of. Place it upon yourself. Maybe you can do it with a tat like your girlfriends do. Jay bone. Or maybe you can do it through some other artifacts.

I'm getting a back tattoo.

Do you have. You don't have any tats, do you?

No, I have a commitment phobia to tattoos. If I get one, I want to design it and I want to. They recommend look at it every single day. Put on your fridge for six. Six months.

Oh, that's a good idea.

And then after six months, if you're not tired of it, then get it. Huh. So I haven't found a tramp stamp that I liked enough to get yet.

Are you really gonna do a tramp stamp?

No.

God, that's the worst, dude. That's the worst. I'm happy you said no so definitively. All right. Are we have anything else, Kelsey? Are we.

I think that's it.

You sure?

Yeah, no, yeah, it takes out, but please leave us a review and subscribe. Thanks, everybody.

You're like, your whole script is more than that. Like your whole.

Not your script.

No. It says leave comment and ratings on itunes. Stitch or anywhere you're listening in. But you're like, yeah, you know they.

Know where to leave it.

No, but the script doesn't say they know it.

I like to go off script.

Well, Pepper Farm remembers. I will tell you this. We do have a free copy of Surge available.

Yeah.

On my website, actually. By now, actually, the new website will be up. When does this go live?

Like July.

July. Okay, so just go to mikemotorbike.com that's my website. There's tons of free stuff. I don't know what the free stuff will be. I just know there's gonna be new free stuff up there at that point. How's that sound?

Yeah, sounds great.

Let's get out of here, my friends.

Bye.