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James Danekas marks three decades since founding James Danekas
and Associates, Inc. (JDA) and working with the seedstock
industry.
By Kindra Gordon
How does someone build a successful business spanning 30 years
in the seedstock industry when there are changes and challenges
around every curve? Jim Danekas says the secret to his success
really isn’t a secret – it’s just good old-fashioned hard work.
Danekas says of his career in cattle sales management and
magazine publishing, “I aim to be honest with clients and give
them 199% effort. I can’t guarantee what the market will be, but
if you work hard and give them your best, they appreciate it.”
He adds, “I’ve learned that there’s more than 8 hours in a day
and more than 7 days in a week.”
That “give it your all” mindset has helped Danekas build his
firm James Danekas and Associates, Inc. (JDA) into a respected
mainstay in the industry. Danekas has managed over 1,850 sales
over the last 37 years, and has been in attendance at another
1,000-plus sales.
Danekas founded the business in California in July 1978
initially as a cattle sale management firm. Today, cattle sales
continue to be a foundation of the business, but publishing two
magazines – Western Cowman and Angus, The Magazine – as well as
graphic design services are also included under the JDA banner,
which is run by Danekas and his wife Sherry along with a small
staff.
Danekas credits his wife of 31 years, Sherry, for much of JDA’s
success over the years. “The business has included her from day
one. In the early years and thru today, I have traveled
thousands upon thousands of miles and been away from the office
and home for weeks at a time.
While I was gone, Sherry had the task to keeping the ship
upright and deserves unheralded praise for making JDA and the
magazines what they are today, besides raising two daughters and
keeping everything together at home and the office,” he says.
He adds, “She certainly deserves more credit than I for our
success, as she has a great ability for coming up with ideas for
articles, layouts and advertising.” As well, Sherry and their
adult daughter Mercedes are credited with running their small
Angus ranch near Wilton, CA, which they call Pheasant Trek. The
herd grew out of Mercedes involvement in Junior Angus
activities.
Building The Business
Born and raised on an Angus farm in South Dakota, Danekas grew
up with a strong work ethic. He graduated from South Dakota
State University with a degree in animal science in 1969 and
then served two years with the United States Army.
On July 1, 1972, Danekas interviewed with the Western States
Angus Association for their executive secretary position. He was
hired and started work in California on July 17 that year.
In July of 1978, Danekas formed JDA, Inc. in partnership with
Eddie Mesple. They managed Angus sales throughout the country at
that time. “We did 75-80 sales/year from the West Coast to as
far east as Kentucky,” Danekas recalls.
As the sales management business took off, the opportunity for
magazine publishing also emerged. In 1986, JDA landed the
contract to publish the California Cattlemen’s Association
magazine, and in 1989 they took on publishing Angus, The
Magazine from the Western States Angus Association.
In 1998, JDA did not get the renewal on the California
Cattlemen’s magazine contract. But, that lead to a new
opportunity. Jim, his wife Sherry, and the JDA staff introduced
a new magazine for the West - Western Cowman, an all-breed
magazine for cattle and horse enthusiasts.
“I had no training at all in journalism. I really had no
education at all in what I got into,” Danekas says today as he
looks back on the business he has built.
He says much of what he has learned has been by trial and error,
and he light-heartedly adds, “We try not to make the same
mistake twice – and for sure not a third time.”
Memorable Milestones
Change within the industry has been a common denominator during
Danekas’ career. He says the advancements in technology for the
industry have been truly exciting to watch. “When I got out here
in 1972 I visited an Angus producer who had a small Radio Shack
computer. From that we’ve gone to all the technology of today
including DNA testing and now Genomic-enhanced EPD’s.”
Of this he adds, “I’ve seen about every genetic defect there is
in cattle, and now with the technology you can sort through
things to find the good and the bad.”
Danekas also counts the evolution of video and Internet for
cattle marketing as a benefit. “That’s changed ranchers
marketing and opened things up to a worldwide scene. It
increases awareness of products being sold and ultimately adds
value.”
Cattle trends have also been something Danekas has watched. “In
the Angus breed we’ve gone from cattle that were belt buckle
high to taller than the Empire State building, and now the trend
is marbling and carcass.”
“In my opinion we’ve chased too many single traits,” he says.
Looking toward the future, he counters that nobody’s crystal
ball is perfect, but says, “My personal opinion is that we need
to concentrate on a quality product and get back to basics:
structural correctness, fertility, maternal traits and
efficiency.
He adds, “Cattle still sell by the pound, and along with that
style and eye appeal will always bring a premium. Efficiency in
everything we do is important.”
For Danekas, there are also some highlights in his
accomplishments. In the sale management business, JDA managed a
sale that sold the first $100,000 female at public auction.
Danekas recalls the details like it was yesterday, saying, “That
was on Feb. 29, 1979 – leap year – at the Loos Angus Dispersion
Sale in Scottsbluff, NE.”
Additionally, he is proud that JDA has helped start many
consignment sales over the years to help smaller breeders out
West. In 2003, JDA also began managing the Western National
Angus Futurity in Reno for the Western States Angus Association
(WSAA) and continues to do so today. Danekas had previous
experience with this show, as he managed it during his role with
WSAA from 1972-1978.
More recently, JDA managed the first 100% Fullblood Wagyu sale
in North America for Lone Mountain Cattle Co. in New Mexico.
“We’ve set some sale records for that breed, which has been
unique to be a part of,” Danekas says.
On the publishing side, both Angus, The Magazine and Western
Cowman have earned awards. Danekas says one that stands out in
particular was 2002 when Western Cowman was selected the number
one livestock publication for the year through the Livestock
Publications Council – over Drovers, BEEF and the likes. “For a
staff of four that’s quite an accomplishment,” says Danekas.
But, even over and above the list of awards and milestones,
Danekas says the most rewarding memory from his more than three
decades in the business are the people he’s had the opportunity
to work with.
“We have one client that I’ve managed his sales since the 70s.
We’ve done over 50 sales for him,” says Danekas, acknowledging
that it is an honor to be given the opportunity to work for
someone for that long.
He adds, “You’ve got to enjoy the people you work with. You may
not see eye to eye with everyone, but if you are honest and work
hard, most people appreciate that. I tell my clients that the
only thing I’ll guarantee them is that I’ll do the best job I
know how to do. I also like to be honest up front and give my
opinion whether they like it or not.”
Looking ahead, Danekas plans to continue giving everything his
best effort. He hopes to see Western Cowman continue to grow and
be a strong voice in the West.
His mantra over the years has been “There’s no hill too high to
climb. You may not get all the way to the top, but climb it as
high as you possibly can.”
He concludes, “Our focus is to continue to do our best job for
clients, because if they’re not in business, we’re not in
business.”
Tributes from others
Jim Vietheer, of HAVE Angus, at Wilton, CA, tells that he has
known and worked with Jim Danekas since the seventies when he
was executive at the Western States Angus Association. “Our
paths crossed often at Angus events and sales and to this day we
work together often,” says Vietheer.
As chance would have it, the two are now neighbors living just
two miles apart. Vietheer says, “We see each other or talk on
the phone weekly both about the business and socially. What was
once a purely business relationship has evolved into a strong
friendship with both of relying on one another for many things.”
Vietheer says, “I attribute Jim’s success to his work ethic.
There is no one that works harder in the publishing field
selling ad copy, hence the name ‘ad pimp’ – which even he refers
to himself as.”
He adds, “In the sales management part of his business Jim has
an uncanny ability to evaluate the stock as far as their sales
ability and organize them by their worth. He then aggressively
markets those cattle as every dollar he makes for the customer
is more dollars for him too. Certainly there are folks in this
business that may not like such aggressiveness, however success
is what makes Jim tick.”
Washington-based auctioneer Butch Booker recalls about 15 years
ago when Ken Troutt, a renowned auctioneer in the Pacific
Northwest, told him that he liked showing up at sales managed by
Jim Danekas because he knew everything would be in order. “Ken
said Jim left no stone unturned.”
Booker says, “I’ve come to appreciate Ken’s comments. Jim is
always working for the seller, but with that said, he also keeps
in mind people on the buying side – because he recognizes that
someday they may be a seller seeking his services.”
“The amount of homework Jim does for a sale shows his true
colors,” adds Booker. He shares a story about Jim managing Lone
Mountain’s Wagyu sale the last couple years, and the effort Jim
has gone to to learn pedigrees of the breed – and the
pronunciation of its sires. “He really does not leave any stones
unturned,” Booker concludes.
Sheila Stamnas has worked with JDA for the past seven years and
often travels to sale events with Jim. She says, “The first time
I saw Jim at the auctioneer block it was rather fascinating, his
superior knowledge on this industry is tremendous. This is where
I grew an admiration and respect on his skills.”
She describes Jim as dedicated, hardworking and having a passion
for the cattle industry, as well she says, “last but not least
is his sharp memory.”
Sheila admits that during her tenure at JDA she has introduced
several new technologies to the office and has helped Jim adapt
– from a new copy machine to e-mail.
She also credits Jim for being patient with her many questions
for the past seven years, and she says, “What I enjoy most
working with JDA is the fast pace environment of the business,
dealing with clients and especially workingat sales with
Jim…Furthermore, I’ve grew an appreciation and admiration for
the hard working people who are involved in this industry.
Dick Hubman of Oregon pays this tribute to Jim: “Having had the
opportunity to work with Jim over the years I have always
admired his accomplishments. I have observed numerous criteria
that continue to contribute to his success. Jim has an
incredible work ethic, is tough minded, and truly enjoys a
complicated challenge. He has the ability to accept a negative
situation and make it positive. He is driven, focused, active at
events and functions, innovative and handles everyone on a fair
and equal basis. He is the consummate professional in a business
that is competitive, demanding and often unforgiving.”
Hubman adds, “I am confident Jim would agree that a large amount
of his success comes from the continued contributions and
support of his immediate family and talented office staff.”
Dennis Boehlke of Bell Key Angus at Nampa, ID, says he has known
Jim “since he showed up in this country” – which dates back to
the 70’s when Jim began work for the Western States Angus
Association. Over the years Boehlke has been a consigner at
several sales Jim managed, including the Idaho Angus Association
sale.
Boehlke credits Jim for his thriftiness. “He doesn’t spend money
foolishly. He tries to get the best deals and keep expenses down
– and that’s pretty important when he’s working for somebody
else,” says Boehlke.
He adds, “Jim makes managing consignment sales look easy – until
you try it. Then you realize, he’s got it down to a science.”
Nelson Angus Ranch at Salmon, ID, has had JDA manage their
production sales since Jim founded his business – which totals
more than 50 sales over the last three decades. Clyde Nelson
says he’s known Jim since even before there was a JDA, and says,
“We signed on with him to manage our sales when he first started
JDA.”
Of Jim he says, “He’s a hardworking individual that is willing
to do about anything to help his clientele. He makes sure things
are done right.”
Nelson adds, “Jim has been a tireless worker and he’s always
upbeat. He’s been good for us; and we hope we’ve been good for
him.”
Many of Jim’s clients over the last thirty years would likely
share those sentiments. Hats off to JDA for 30 well-earned years
in the business. |
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