From a Dairy Farmer’s Perspective... Written By: Irene Walker, TC & IP Walker Farms, South Victoria, Australia As a passionate dairy farmer and customer of ABS Australia, I was given the opportunity to attend this spring’s ABS GMS training program. I was the only farmer/producer in the room, while all others were employees of ABS Australia. I was first exposed to GMS fifteen years ago, whilst share-farming on what was possibly one of Australia’s best GMS/ABS dairy herds. That herd owner said to me, “If you do everything right from the start, then you can have a herd like mine someday”. Nine years ago, I put together my “ordinary herd” and with the implementation of GMS, my girls are on the journey to becoming consistent, sound and profitable dairy cows. Dare I say, “from ordinary to extraordinary”? It’s only natural I would view the presentations and sales training as a farmer and reflect at times upon my own experiences. I have strong involvement in dairy industry issues and have attended many meetings and seminars. Positive engagement with a room full of people is crucial; this program achieved this very well. The presentation was clearly aimed at giving the ABS Australia team an understanding of what GMS is , how to use it and what options are available. Whilst I was aware GMS was all about “female genetic improvement”, I have since gained confidence that ABS sires can be better matched with my females through GMS. This comes down to four key points I made in my notes: 1. 2. 3. 4.
Farmer’s breeding goals (ABS field staff & farmer need to know them) Accurate implementation of GMS takes care of the females GMS is only as good as the bulls selected (that’s why 1 & 2 must work together) Confidence & ease (benefit that comes from working together)
Irene Walker, TC & IP Walker Farms The knowledge on how and what GMS is was clearly explained and I do believe all South Victoria, Australia in attendance went away better informed. The word “tools” was spoken of regularly from various staff members, from management to employees, in my two days. As a dairy farmer, knowing the competition out there, understanding the current environment, the financial stress our industry is experiencing and along with the issues I have encountered over the years as an ABS customer, I really did ponder the term! It is absolutely critical all ABS employees have access to the right “tools” to get GMS out there.
The people on the ground must have the people/life skills to connect with the farmer and only then can they begin to win the trust of a new client. This takes TIME. Are the right people on the ground? The types of people who are happy to seek out an ordinary herd, then jump on board for the “journey to extraordinary”? In my nine years, I have had four different GMS evaluators and six different field staff (consistency, commitment?). Now I maintain a good relationship with them all, but that comes naturally because I am so passionate about my cows and I seek out and hunt down the “tools” I need to help me in my business to be successful. GMS is my best tool in my breeding program! Not every farmer is like me. There’s a lot of competition out there. GMS from a farmer’s perspective is a journey. Results take two to four years. Undoubtedly the best results will come from those “ordinary herds” and I see a huge opportunity there. To grasp that and win it, takes time. Once done, you will have these customers for the journey. Long-term ABS customers equal more consistent, reliable sales revenue! GMS takes the “guessing game” out of female genetic management decisions. It gives farmer’s confidence in areas of uncertainty. When implemented together, ABS sires combined with GMS can in just a few short years put quality, profitable dairy cows within everyone’s reach. GMS theory in the classroom
16 | The Clipboard July 2013