Debra Rowland

I think it's passion. I think having a passion for this industry, and I think, liking what you do, and not looking at it so much as, a way to just make a living, but you live this industry. I mean, you, you know, you can't… there's nothing that we do even our clothes we put on, or the food we put on the table that doesn't have some form of effect on the animal health industry. It's food production, or, you know, compassionate care for animals, or, you know, and all of that. So, I think that's… that's the driver, that I see.

Probably not to take it personal. That's the biggie. Simply because most of the calls that we do take, are… are pretty good calls. But you're gonna get some that are gonna be… it's… I think it's easier for that customer to be a little bit meaner and more aggressive, because they're not face-to-face with you, and it can get a little ugly but just don't take it personal. Just… Breathe. And just know that, you know, they too may be going through a bad situation or a bad day.

You know, I would tell them first and foremost, do your homework. I mean, I… like I said, I was so focused on college education, you know, that that had to be the most important, but I… but again, as I've… as I've grown, I realized, you know, the good Lord's gonna open doors, and you need to be key-focused to be able to step through that door and not think that you're not good enough, that because you don't have the credentials there's no way I can get through that, because I feel like I'm living proof of that. You know, I… again, I don't have a college degree, but I… I do one heck of a… I make a really good living at this, all because I did my homework. I… every product that comes down, I research it. Every time we have, a vendor, you know, on board to detail us something, I'm there. I… I ask follow-up questions, I call those manufacturers, I… you know, take more and more trainings, I read books, you know, so many authors out there on… you know, creative ways to sell, or our own company offers Richardson training, and I mean, you just want to be front and center every time, so that when those opportunities come. Don't be afraid as a woman just to walk through that door.

Well, of course, every time I'm, you know, kind of mixed in my, customers, so right now I'm, as far as dealing with you know, food production issues with the cattle industry, and drought, and rain, and, you know, everything, you know, affects everything. So those would be my big challenges now, is to continue to be able to, you know, hit sales dollars numbers, but you have to become creative. I think that's why I have a good mix, in the business segment where, you know, you don't know why you want to put all your eggs in one basket, so to speak. Always diversify your customers to where when the livestock industry is having, you know, the issues they're having with droughts and cattle prices and things like that, you have small animal and companion and mixed and equine practices over here that you know, are… are being very successful, and… and you're able to sell resource-level items and different things, so… so that you… your salary doesn't ebb and flow.

I think, it stands to reason that integrity is huge, honesty, I think there's even a little quote in our own companies where it's, tell the truth and tell it fast, and I think as long as you stay on those levels. Irregardless whether the customer wants to hear the truth or not, I think that just shows that you're… you're standing in your own conviction at that point, so…