Retiring agrisalesman says agriculture going
larger farms,
By DIETER KRIEC
HIREMANSTOWN, Pa. - Trends to larger farms and
re sophisticated management are sure to continue,
ording to Richard PsoUa, who has spent 29 years in
{business as a salesman and sales manager.
arming has changed dramatically since 1948 when
>Ua started working for the Quaker Oats Company in
home town of Canton, Ohio. Having his roots in the
{west, PsoUa has observed trends in that he
s similar happenings taking place in the East. “Far
ig has to get bigger, and farmers have to be business
nagers” the sales manager emphasized. “The or
ary fanner can’t afford to buy a $35,000 to $50,000
ctor.” According to PsoUa, farms will become bigger,
re wiU be more incorporations, and the men running
PUBLIC SALE
FRIDAY EVENING, APRIL 22,1577
7:30 P.M,
Located 6 miles east of Miffiintown, 2 miles
west of McAlistervilie, Juniata Co. Turn off
Route 35 at Oakland Mills.
MACHINERY AND HAY
7:30 P.M. SHARP—NO SMALL ITEMS
IH No. 449, 4 row com planter, JD 2 row, 3 pt. corn
planter, IH No. 531,3-14,3 pt. trip back plows, IH 8 ft.
disc, Brillion 10 ft. cultipacker, 20 ft. single chain and
paddle, grain elevator on wheels, 16 in. Papec silo
filler, 4 hole hog feeder, 2 rolls barb wire, 5 ton alfalfa
and timothy hay.
115 HEAD CATTLE—B:OO P.M.
110 head of Char.-Hol.X, Hereford-Hol.X, Short Horn
X, Blade WF and Hoi. steers and heifers, ranging in
weight from 250 -1250 lb.; 1 Black WF bull, 1250 lb. and
several meat cows.
—Cattle in Excellent Condition-
Terms: Cash. Sale held under cover. Lunch.
Owner,
R.IAVONAUKER
Ph: 463*2360
Long Bros., Aucts.
Ph. 527-4784
PUBLIC SALE
FARM TRACTORS AKO MACHINERY,
TRUCKS AND INDUSTRIAL EQUIPMENT
The undersigned will sell the following at
Public Auction on the Farm located on Poole
Road - IVi miles East of U.S. Route 1
(Conowingo Road) - 5 miles South of Conowingo.
Oam and 10 miles North of Bel Air in Harford
County. Maryland on
SATURDAY, APRIL 23,1977
At 10:30 A.M. (Est)
FARM TRACTORS AND MACHINERY: 2 Massey-
Ferguson Model 165 tractors; Massey-Perguson Model
55 tractor w/slde mount mower; Ford Model 2110
tractor; Woods 6 ft. rotary mower, 3 pt. hitch; Woods
10 ft. Rotary mower; Gehl flail chopper; 10 ft. Case
disk; Ford 4-row com planter; Levy 5 ton tandem
wheel fertilizer spreader; Case manure spreader; 10
ft. spring tooth harrow; 2 farm wagons; hydraulic
front end scraper blade. 8 ft. JD disk.
TRUCKS: 1969 IntT. 1600 Loadstar w/16 ft flat bed;
1971 Int’l. 1810 COE cab and chassis; 1971 IntT. 1810
COE w/flat bed; White w/18 ft. flat bed; 1965 White
diesel tandem axle tractor; 1961 IntT. 220 tractor; 1961
IntT. 200 tractor; 1968 trailmobile 40 ft. flat bed trailer;
1931GMC motor home bus, complete.
INDUSTRIAL EQUIPMENT: Int’l. dozer 500 series;
HD 5 front end loader; Terratrac 1000 front end loader;
Huber road grader; 2 Clark forklifts; root rake and
bucket; 2 Mott mowers, 3 pt. hitch; Finn 1500 gal.
hydro seeder; Ferguson 7 ft. box scraper, 3 pt. hitch.
Note: This sale contains only large items as listed -
No Small Items.
Terms: Cash or Approved Checks.
Owner,
eBARBERRY
Darlington, Md.
21034
301-457-4644 or
879-3201
John H.O’Neill, Auctioneer
forest Hill, Md. 21050
301-838-6980
finite details, and program sales
Richard Pj
regional sal
for Wayne
made num
servations or
and agribusi
the past 2 ( .
firmly belie
positive api
sincere attiti
way in any bi
those farms will be corporate business managers, with a
college education.
The two major factors to influence farm trends in recent
years are fluctuations in the commodity market and rapid
increases in farm land values, Psolla says. He notes that
the impact of both has been strong enough to be felt in
cities as well as in rural areas.
The result has been that agribusinesses have had to
undergo a number of changes in order to keep up with
competition and meet the changing needs of America’s
agriculture.
Psolla has been in the animal feed business for 29 years,
spending most of that time with the Quaker Oats Com
pany, until their ag products division was sold to Allied
Mil ls in 1969.
like fanning, the feed business was on a much smaller
scope 29 years ago than it is today. The methods of selling
have (hanged and so have the feeds. Psolla explained that
in earlier times a salesman sold the fanner whatever he
was “open” to buy. It was known as “eyball selling.” One
of his most unusual sales was an entire boxcarload of goat
feed.
Now it’s a totally different situation and the feed
salesman isn’t just selling a product. He’s selling a
READ
LANCASTER FARMING
FOR FULL MARKET REPORTS
HARRY t SPEER, Auctioneers COONS, Clerks
PUBLIC SALE
OF REAL ESTATE & PERSONAL PROPERTY
Located in Amberson Valley, on Truck Route
641, Star Route 1, Spring Run, Pa. 7 miles off
Exit No. 14 from Pennsylvania Turnpike. Watch
for Signs.
SATURDAY, APRIL 23,1977
11:30 A.M.
RF.AII ESTATE
6 room frame house with bath, oil hot water heat,
modern kitchen, 2-car concrete block garage, ap
proximately 9 acres of land. Franklin County Deed
Book 275, Page 324, This is a very desirable property
located approximately 20 miles from Chambersburg,
Pa.
TERMS OF REAL ESTATE: Will be given day of
sale.
Owners reserve the right to refuse any or all bids.
Real Estate will be offered at 2:00 P.M.
PERSONAL PROPERTY
Frigidaire electric stove, Frigidaire refrigerator,
Frigidaire automatic washer, breakfast set, metal
utility cabinet, table, hassock, chairs, exercise
bicycle; also hill line of household items, consisting of
dishes, pots, pans, glasses, silverware; washer and
dryer combination, dryer never used; electric cooker,
2-5 gallon jars, 2 school desks, old records, and many
miscellaneous Items.
ALSO LOCUST POSTS AND SOME LUMBER.
Terms: Cash. Not responsible for accidents.
Lunch stand reserved.
Inspection any evening or by calling....
Area 717-349-7129.
KBMEIHL SHOEMAKER
MOLLY A. SHOEMAKER
Spring Run, Pa.
Lancaster Farming, Saturday. April 16,1977
complete program. Computers are brought into the act
and in a matter of seven seconds the farmer can have a
complete analysis of what’s needed to balance his feeding
program for maximum productivity. It’s ail very
businesslike. Both the fanner as well as the feeds
salesman have become more knowledgeable and
sophisticated in their respective careers. Both are
professionals and very business oriented.
When selling feed or a feed program, the salesman is
actually doing more than that today, Psolla says. He
claims that all companies are manufacturing good
products and that prices don’t vary much between similar
feeds. What it boils down to is that the farmer has to be
impressed with the individual representing the company.
It’s doing business “with my kind of guy,” according to
Psolla. That might mean a farmer buying feeds from
someone simply because he likes the salesman’s shoes.
Hits is no contradiction of the sophistication and com
puter-age programs referred to earlier. The fact is that
many major companies have these services and
delicately balanced feeds. The competition then comes so
keen and the dividing lines so thin that a salesman’s
personality is the final deciding factor.
Psolla says with the resources being basically very
similar, it takes a good salesman to be able to see the
opportunities of how the pieces can be put together to win
a customer.
An avowed “positive thinker," Psolla believes the work
of a salesman - in fact, life in general • is easy if a person
just makes use of what he has available. “The rest of it is
common sense," added his wife, Phyllis. A positive ap
proach to'life is what the Psollas credit for their years of
happiness and success together. Lifting his hands to his
head, the recently retired, regional sales manager for
Wayne Feeds exclaimed; “It’s not accidental, a brain has
connections above.” It’s a philosophy he has followed
since he was a young man.
Now going into retirement, 1977 marks the first year the
amiable agribusinessman has been out of a job. He had his
first full-time job after completing the sixth grade in
school. He went straight into high school that year and
carried a full-time job to boot. It was during bis fifth
school year that he was convinced be wanted to be a
salesman, after having been impressed by a salesman
who visited his father’s farm in Ohio. A semi-pro
basketball player for a while, Psolla had his dream come
true when he was offered a job as a salesman in 1948. In
193 S he was moved to Shiremanstown to become a district
sales manager. Ten years later he was made regional
sales manager over a six-state area.
After 29 years of meeting and dealing with people, the
accomplished salesman offers some points which apply in
all walks of life. Some samples follow:
1. First impressions are the ones that make sales.
2. Love people both big and small and show it.
3. When you are uncertain; don’t make positive
statements, ask questions.
PUBLIC AUCTION
REAL ESTATE, PERSONAL GOODS
SATURDAY, MAY 7,1977
Sale starts 11:30 A.M.
Real Estate l:OOP.M.
Huntingdon County
8 ACRES
more or less of WOOD LAND and TIMBER with a 5-
ROOM and BATH FRAME BUNGALOW with
aluminum siding, panelled walls, kitchen cupboards,
porch and nice lawn. Coal and wood fired furnace and
electric hot water beater in basement. Good water
pressure from mountain reservoir and also spring
water on property, adjacent to acres and acres of state
forest land and also Lickin Creek - a good fishing
stream and a good bunting area.
500 ft. of road frontage along Lickin Creek drive.
Location - From Lewis town take 522 South through
Mt. Union to AUenport. Take No. 103 North several
miles and turn Right towards Shirleysburg - V« mile off
of 103.
PERSONAL GOODS
Old Kalamazoo Cook stove with water tank and
warming oven.
Auctioneers:
Ira Stoltzfus and Son
Phone: 717-442-4936 or 442-8254
Jay Leary - Phone 717-354-0423
Attorney: William Myers
Inspection of property Saturday, April 30 and Sun
day, May 1. For information call • 814-542-8231 or call
the auctioneers.
Buyer shall pay 10% of purchase price on Real
Estate. Balance at Settlement.
Watch for fall ad April 30th.
123
c
Sale by:
JOHN GIFFORD