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Wanita and Howard Koedam with their grandchildren. Front: Cooper, Zoe, Lincoln, Hadley, Kinser and Dallas. Back: Emma, Dayna, Caleb, Abby, Zach and Marissa.

banker, ‘They want to pay, they just don't have the money.’ The banker and the accountant tell us ‘You’ve got to get those accounts receivable down.’ But it’s hard because we've all been down the same road together before.” The primary products sold by Midwest Livestock Service are vaccines, antibiotics, and nutritional supplements for many livestock species. Feed ration consultation is provided at no additional charge when purchasing the product from MLS. In the beginning, swine producers made up the largest share of their sales, but today it’s cattle feeders.

KEEP THE CUSTOMER’S NEEDS AT THE FOREFRONT

When they bought the business, the couple were in their mid-20s. Howard said, “The biggest obstacle early on was just our age. One guy told me ‘That’s quite a bit of stuff for a young buck like you to know.’ When you were trying to give advice to farmers older than you, that was probably the toughest part to get through.” He’s found the easiest way to make a sale is to keep the customer’s needs at the forefront. “It's a crazy deal. The best way to start out the morning is when you already have enough money to pay the day’s bills. If you know you have to sell so much today, it's almost like the people read your mind that you are not there to help them, but you’re just there to push something on them. When we have a new salesman, I hate telling him he's got a quota – because if he's forced to sell something, and not to help people, people read that. The customers can just tell it. If you have to sell something to make the dollar go around, then it’s just about price. All you can be is a price cutter then.” The company’s service area stretches from Iowa north into Minnesota and South Dakota; and south into Nebraska and Kansas. While many people are not comfortable with being in the field as a salesperson, Wanita said their sons, Brian and Darin, are naturals at it just like their dad. Their entrepreneurial spirit has helped MLS continue to grow and set the brothers on a path towards company ownership. Brian and Darin both went to Southeast Technical College. Brian came into the business in the mid1990s and Darin around 2010. Both spent time early in their careers

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SPRAYER CONTROLS • SPRAY TIPS • PLASTIC FITTINGS • AND MORE

Your Ag parts dealer is here for you. Benco Products Inc Daniel Severson 27093 Katie RD, Tea, SD 57064 1-888-649-4862 | dan@bencoparts.com