Yes, we built a relationship with the guy we were working with shipping certified organic grains to Europe, and he said that that someone had called him. They were looking for someone in Canada to work with, and he said, “You have to work with this guy because he does business differently.”
He contacted me. His name was Vandemoortele. I met him in his office and he didn't measure up to who I thought I was going to talk. I was trying to make business, not feeling very comfortable, and I asked, “How's business?” He said, “Pretty good, we broke two billion this year.” I had an image of a small guy in a small office somewhere, and I asked, “Was that billion with a 'buh', or million with a 'muh'?” He said, “With a 'buh', and I thought, “I'm in the wrong place.” His very next question was, “What do you know about soybeans?” I said, “Nothing, but I'll learn.” He said, “Well, I've heard that about you.”
That relationship building is absolutely critical in the international trade world. Unless you're out there, unless you talk to them, unless you build a relationship, it's going to fall off the rails pretty quickly.