National Future Farmer

very bright. It will not grow by leaps and
bounds, but will show steady growth. In
the next five to ten years we will see more
acceptance of farm computers along
with good growth in monitoring devices
for drying facilities, environmental control
of confinement buildings, computerized
feeding facilities and more.
"It is important to have an ag background
in ag high-tech jobs. That doesn't
mean you must come from a farm, but
you must be aware of farming techniques
and farmers' needs. We will need people
that are specially trained to service farm e
computers and software systems. We ?
will need technicians and engineers to ^
develop more sophisticated controlling g
devices for all types of ag machinery and (j
equipment. .g-
"As time goes on, farmers will need to S
grow with technology in order to com- g
pete. We will need people to build, train
and service these needs."
Ag Research and Development
Clarence Jentes
Technical service and development specialist,
plant products
Dow Chemical, USA, St. Louis, Missouri
"Research has always been exciting to
me and testing ideas is fascinating. During
FFA projects when I was growing
up, I was always comparing alternative
ways of doing things.
"Several years ago I heard there wasn't
much more to be done in ag research. We
had herbicides, insecticides and fungicides
to handle most problems. Yet, the
DuPont Company recently had appro-
val of ten new herbicides from the discovery
of a compound just ten years ago.
And Dow has just introduced a new
post-emergence grass control product
for corn. Genetic engineering promises a
new set of questions that only good
research can answer. To succeed in today's
world market, we must raise more high
quality crops at less cost than our world
competitors. We can do it, but it will
require that we constantly ask, Ts there a
way to do it better?' And then test the
alternatives.
"This job gives me a great variety of
experiences. I like to meet people and I
Clarence Jentes coordinates field research
and uses many of the same types
of equipment farmers use, such as the
tractor-sprayer.
February-March, I9S7
"The difference between a good sales person and a great one Is the amount of
Information you analyze and use to benefit customers." —Peg Armstrong-Gustafson
love the challenge of problem-solving. 1
am responsible for field research, testing
and comparing new ag chemicals used by
farmers. Aside from field work, I also
coordinate research with state universi-
ties and private contractors.
"I provide technical support for our
labelled products (ag chemicals already
on the market). I hold training classes
with new salesmen or dealers and meet
with dissatisfied farm customers. This
can be challenging, because you must
find what went wrong, or why the product
didn't work. These are usually the
most personally satisfying calls too. You
feel good when you can show a customer
how to use the product to his best
advantage.
"Agricultural research has many elements.
When a new compound is discovered,
much testing is done before it ever
gets out of the lab. Toxicology must be
done to determine how hazardous it is.
Early greenhouse tests identify how it
affects pests and crops. It will then go to
a company's field station for outdoor
tests. Finally, it goes to Field Research
and Development for testing and label
refinement. Each of these functions re-
quire people."
Ag Marketing/ Sales
Peg Armstrong-Gustafson
Products analyst, soybeans and wheat
Pioneer Hi-Bred International
Des Moines, Iowa
"My interest in agriculture started in
junior high, through a school experience
program where we tried several vocational
areas. I enrolled in high school
vo-ag and FFA, and I never deviated
from my goal to become involved in
agriculture.
"After high school I studied animal
science in college. When I made my first
job choice, I decided instead to take a
communications job in Pfizer Genetics'
seed business. After three months I
switched into marketing, working with
sorghum, alfalfa and test markets. When
DeKalb, Inc., joined with Pfizer, I chose
to work with the new company's seed
business as sales operation manager. 1
helped develop sales recognition programs,
coordinated administrafion and
worked with compensation. I was involved
in all aspects of the sales operation. I
then changed jobs and began work here
at Pioneer.
"In sales, there are great opportunities
for creativity. I think a person working in
sales or marketing should have a high
"self awareness" of their skills, abilities
and what their goals are. To be successful,
a person must develop the skill of
selling. You must be able to sit down
with that customer and identify their
goals and needs, highlight some areas
that they may not know about and
supply them with additional ways to use
your product. The difference between a
good sales person and a great one is the
amount of information you can analyze
and use to benefit customers.
"I like the simple foundation that we
produce a quality product that can meet
customers' needs and provide profitability.
It gives me a tremendous sense of
self-satisfaction.
"There are sales jobs available for
people without college degrees. But the
education process never really stops.
You will need further training in how to
sell your product, no matter what it is.
"The skills I learned in vo-ag and FFA
have helped me throughout my career.
In FFA, the needs for leadership, organization
and skill development were emphasized
over and over—and still apply
today. We teach decision-making skills
in FFA, but there are many adult busi-
ness people who still don't know how to
make decisions."
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