hello hey how are you involvement vietnam nice to meet you thanks for taking the meeting thanks for coming in great have a good day so far so good yeah that's so good sorry did it only get about 20 minutes hopefully it gets perfect so real quick i mean i guess the way i usually work i kind of want to know about you your company what kind of challenges you're facing right now what's right in your business what's wrong with your business and yeah based on that what we do here at um at lmk is we
we kind of tailor make our strategies to directly suit our clients needs we have three areas of excellence we focus on capital markets hedging strategies commodities hedging um fines for your business b invest in banking meaning if you're looking to go public raise any money for specific projects both foreign and domestic and lastly of course asset management your land your trucks you're trying to maximize your value there but again that's just broad areas i like to each client kind of as a unique situation you try to kind of tailor that in so if you had
to say one thing right now in your business that was kind of like giving you the most problem what would it be in terms of growth like you know stop you from growing as fast as you could it's probably um uncertainty around china you know we're we're a business that's um really got us history very much rooted in australia um we've had some experience in singapore and hong kong right different like china yeah yeah china is really unknown to us right um and you know that that does keep me awake at night a little bit
in the sense of that obviously to to to feel the demand that you have to kind of grow a certain amount of uh or producing my crop and then or milk and then you're not sure if they're going to buy or not so there's an issue of you know a overproduction versus making sure they're going to buy at the end of the day is that what it is yeah there's that and i guess the question over you know setting up facilities in china whether we go down that path or whether we can continue to do
it out in australia um you know i i believe we do need to set up some facilities in china but yeah that requires capital you have nothing there right now at all no okay and if you investigated opening up anything at all in china right now it's really in the early stages of it oh no look it's been something i've been meaning to talk to by bankruptcy about we've kind of discussed around the edges before but um you know we haven't really talked about it in depth right let me ask you a question i was
doing some more research on the industry and one of the things that stuck out is that in fact there's still a massive growth potential for you here domestically in australia right you're really scratching the surface domestically yeah you have a good market share but obviously the market's growing here pretty much fifteen sixteen percent yeah they're still uh so you're also kind of building the current market share as well um absolutely you know we've certainly got strong customer relationships here in australia i think there's a lot of opportunities for growth here right um i think we've
got a unique opportunity in china because of our our accreditation standards and right the chinese are very easy yeah no i think we might be the only australian company that has it so uh you know we could go very comfortably just focusing on australia and that might be the you know it might be the best path i'm not sure but um i just the china opportunity just is dangling out there i guess right i don't know it's kind of like i do not just obviously in the organization pretty much every business is called high tech
low tech yeah everyone's kind of china's like this kind of you know this 900-pound gorilla in every conversation and the idea i think that's the question the challenge everyone faces you know we know we got to go there there's a massive market there but how do we get there in a way which is which is basically risk-averse but allows us kind of test the waters and if we hit it to kind of expand quickly and capitalize yeah yeah you're right yeah and the risk thing for us is really important i mean while we've got some
ambitious plans we you know we don't want to take up too much risk right no makes sense in terms of you where do you fit in with the company in terms of what's your like you know what's your your your kind of division of responsibilities do you manage the uh or the entire company or how does it work yeah so i'm i'm a major shareholder of the company and i managed the operations though today so i'm very hands on the operational side of the company how about the brothers the guys that are that they those
are two yeah yeah one of my um one of my brothers is is quite involved but probably not quite as involved as i am um he looks after some more of the marketing and sales elements right um and then my father still has an active role in an advisory sense and a minor shareholder and right um but it's you know mainly operationally run by myself got it how about the actual defense you have a cfo that reports to you or we have a business manager um and you know he's he looks after the finances a
lot of the accounting and that sort of thing um so i guess he's like our cfo right so now you're basically fully integrated in the sense that you're your own farms right you're actually growing this stuff yep processing it and then shipping it out that's right just china or distributing domestically yep and would your plan b if you were gonna in china let's go to china for a second i personally think that's a massive market i'm a big believer in the china story going forward okay so would you be looking to develop the products here
and then ship in there raw and process them in china actually have land in china and grow them in china the hard thing with organic products especially in the dairy in the industry is that because we can't use as many preservatives it's harder to keep them for longer they perish quicker so we have a disadvantage i guess if we if we don't i believe if we don't move some of our facilities to china and um uh we'd certainly be able to get fresher products than we are about fresh products by having some facilities over there
but then there's you know we're not familiar with that land it'll take a bit of time to get up the experience curve over there so you know there's some there are some natural advantages to being there but there's also some disadvantages right let me ask you a question if you guys considered actually trying to partner up with someone to purchase an existing small producer organics in china and kind of use your technology this way you need to have sort of a stable foothold already there and then grow their business versus trying to start from scratch
at all look at i've certainly played with the idea um very cautious about it just because we're a family business build a lot on on trust um organics companies don't tend to collaborate all that well they tend to kind of keep a lot of their their secrets themselves but i mean i'm not close the idea but i just have some reservations i mean the reason i say is because you know one of the things that we do and we specialize in is you know we're as a global merchant banker we have strategic alliances all over
the world and especially in china so one of the things we could do is actually introduce you to kind of various people along every element of the supply chain whether it's simply purchasing an organic you know uh you know uh concern or simply you know get getting you in touch with the right people for trucking right people for for uh any part of production and of course distribution so kind to help you there you know just to kind of put you in touch with the right people operationally if that would help you kind of make
a decision at least give you more of a knowledge base to what's really you need to do to get yourself into china without you know kind of stumbling and falling on your face look i mean networks like that will obviously be useful right um this idea of getting into a partnership with another another company i'm not sure i mean is that the sort of thing you think no i mean considering here's what i do i'm a believer and what you weigh all your options right i totally get that like there's a certain culture that made
you guys what you are right and and one of the great risks about china is it's a very different culture okay so there's two issues that you face when you go to china number one okay you have to say well is my culture going to play well in that country because sometimes they just work here don't work well in china right the other thing is yes my culture in fact will work well in china but there's some sort of like disconnects must be what you the way you think you're saying it to them and the
way they're perceiving it so it's important whatever you do what i would recommend whether you want to control every last ounce of the supply chain you need to have local chinese people there who know the market who know the people who know the kind of the social demeanor there to make sure that the message that has been so successful here in australia gets out in china does that make sense too yeah it does what do you think would be some of the cultural barriers for a business like mine moving into china i think that number
one you know it used to be like that china had this whole big like you know the sage white man you know we want to know what the white man is doing that was a you know big thing that when they felt like they were behind now there's been like almost a tip where they forget the emerging dominant power and almost like they are the wise ones and they know it all so they're yet they in truth no of course they don't know everything right so there's a sort of cultural gap of you being able
to educate them but at the same time making them think it's their own idea like it's like giving them the facts they come to the conclusion you wanted them to come to in the first place and it doesn't just it doesn't happen so much it doesn't do much with like production or marketing okay and as you guys know you're not just producers you're marketers okay so you have kind of both elements of that that equation wrapped up now again like obviously i'm a banker i'm not in the organic food business but one thing i do
know is there are certain core distinctions that run through every industry whether it's your industry whether it's computers you know whether you're selling automobiles okay so we try to do again we have a client like you we don't look at things you know just you know hey they're organized that's a separate it's some things that are global like virgin mary donovan who you know right one of the things we need for mary we're able to save her a tremendous amount of money domestically and overseas on our commodities hedging okay and on some of our currency
swaps that she was doing and the ways we we did that is because we understand there are certain peculiarities in our industry but at the same time there were also some commonalities that applied to all industries were able to come up with a model that directly suited harmonies that would address similar not exactly similar concerns in the sense that she produces two a little bit different than a different industry but she's producing not sure what she's gonna sell so it's important that she actually has access to her supply chain but it's not it doesn't end
up stuck with three two months of inventory right and which is even worse for you because it's perishable right but i guess you're what you need to kind of ultra just in time inventory strategies right to drive yourself to market so i think for you if i like listen i know for over the long term we can do a lot of stuff for you but but i i think i could best serve you by just starting off doing one thing for you okay let me just start and try to do one thing for you really
really well like i don't want to interfere what you do with titan i'm sure they're great everything i know they're a very good reputable company respect them but we specifically different and one of the first things i'd love to try is take a look at exactly what you're doing with your with your commodities the hedging strategies and the currency stuff with this stuff you're doing both in singapore hong kong and china yeah okay and i want to get in there right away straight away and i want to go in there and give me a shot
to be it let me work give me 30 days i'll do my drinks small start small don't stop what you're doing put a small amount of your trades through me and then analyze in 30 days the percentage gain and i'm even half as good as i say i believe you'll be moving all your business over to me after that that's not fair enough well i mean i'm not particularly worried about where we're at in that space i mean what what particularly would you want to be doing well let me ask you a question first of
all does the overall idea in terms of you know of us advising not just in one area all areas makes sense to you that we could be an asset over the loan does that appeal to you well i guess it certainly does it just depends on you know what it's going to cost us right now know and of course cost always in the end comes down to it but it's not just so much question also the value you get for the cost right but one of the things we pride ourselves on okay just you know
as a company and the true beauty of what we do is that every transaction that we do with you okay we're looking always at two things a to keep costs down as much as possible anything whether it's brokerage hedging helping you purchase an asset you didn't think you could afford helping you expand into a market going public perhaps okay getting a bridge loan in a foreign market of course we always look at cost okay but we also look at the three to five years down the road okay because sometimes the cheapest money is not the
best money so of course we'll lay both options out y'all say listen you can do it this way and save yourself you know three basis points or you can maybe pay two basis points more but you'll be in alliance with the top people in china okay that'll be more flexible with terms and also allow you to grow a facility let you grow to where exactly there's gonna be a 50 million dollar company forever obviously a 250 million dollar company so we look at both the short-term annuals does that make sense dude do you uh do
you like that problem i mean look in theory it sounds good but i mean you know at the end of the day it sounds like you deal with a lot of big companies and um you know we're not a huge company um you know we're it's pretty simple business model actually so uh i'm just wondering if it's all a bit too too much or too complex for us right right we've run it pretty successfully in the past by following a pretty simple model right so yeah i'm just i'm just not sure let me say this
uh i hear what you're saying and i'd like to find myself on the guy that takes medium-sized companies and turns them into big companies and that's really how we make our money you know all big companies once were medium-sized yeah once small companies right yeah the same dynamics that apply to a business at your size it's no different for a 50 million or a 500 million company it's a different way of thinking and i think in some levels and listen i notice and guess what i said to you i'm not looking to interfere with relationships
that you have right now because i think that smart business person you guys are obviously smart you know what you do well right to throw the baby out of the background and be ridiculous why if i came and saying fire this guy fight we want to wait i don't want that okay what i want to be is the guy i don't believe that i took you from 0 to 50 i have those people i want to be the guy that takes you from 50 to 500 million okay in that area i know i could be
a major asset to you because we can do for you besides you know anyone trading commodities and over the long term in the way of taking you public find you bond financing of notes that you need for you know overseas transactions we can be an asset to your company over the long term and and i just personally just you know do that myself you know i pride myself on on you know holding my client's hands every step of the way you know i i guess you know from mary only on referral you know i'm not
a cold calling machine okay it's all long-term relationships and i know this i'm gonna be judged basically on one trade if i say hey let's do some business together give me a shot for 30 days and i'm wrong and i stink you'll fire me as you're as one of your brother we'll never speak again well [ __ ] cans you know hey you know it didn't work and that's that right and just you know my commission on 30 days of business and this is if they stood with the ferb and the government i can't take
why not for lunch in australia i'm not getting rich okay but i know this if you see what i could do for you in one month just small you're not going to get rich or poor but the percentage gain okay you'll see you have a broker that was going to work for you harder for you more diligent than anyone ever has and all i ask is that then down the road when i really kind of get into your business and see you know the bigger opportunities you give me a shot bigger and better down the
road that's not fair enough what do you think is possible within 30 days i mean how much can you do not a question of money it's a question of percentage savings in other words listen let me ask you a question right now how much are you currently uh hedging on a monthly basis right now um i'm not sure on a monthly basis we're about uh about 77 percent mid 70s our debt is unhedged okay so i think that means about 20 22 million of our overall debt is hedged 22 million is his annually yeah okay
so you have about 20 million that's yeah yeah so he said how much about 70 percent is hedged yeah okay it's about 20 22 million yes that's great okay great okay so you have about 35 or 40 million unaged correct um we've got about 150 million that's up here now we're going to in terms of our debt what's your retina what's the revenue what's our revenue i'm talking the revenue so this uh year just gone uh 27 million okay right that's right seven million you just go here's the things i look at that just so
you know okay one of the things that a lot of people overlook is that the day-to-day foreign currency exchanges that occur to what you're doing in china and when it comes back to here and vice versa or singapore hong kong the biggest i wouldn't say fraud but let's say the biggest way for you to get clipped as a businessman is in the foreign currency markets it's like it's the wild west there okay and you know what we do okay is we are actually we also do with cost of money in other words we don't mark
up our trades we're gonna basically buy and sell your money for you on the exchange in real time okay and the amount of money that saves you percentage-wise is staggering now again i'm not saying you're going to make 10 million extra on your bottom line but what it will show you on a very riskless way it allows me to show you that when you say hey i'm doing it this way right now and this guy came in with a very small transaction and showed me i could save literally 30 or 40 more you know annually
on this amount of money that just shows you i'm a guy that knows what i'm doing and after that once i kind of earned your trust then let's kind of talk bigger and better where i could really save you bigger money down the road we could use that as a benchmark for future business all asking for this one shot okay let me just run 30 days edging your money show you how you can kind of navigate through the currency markets here in a more effective elegant way and believe you'll be very very impressed yeah look
i mean it sounds promising i guess i'm just a little bit cautious i don't know anything about your company i don't know if you know this but the farming industry is built very heavily on trust and loyalty the banking relationship i have now has been built up over many years plus legacy through the family you know a lot of farmers get involved in banks new banks and new organizations and they're with them through the good times and then they told the audition during the bad times i don't know i don't know anything about you guys
let me ask you a question honestly if i've been your broker for the last three or four years making you guys money on a consistent basis i mean let's say i've ran you know a couple years of hedging strategies for you did some bond offerings for you and kind of just did everything exactly right you probably wouldn't be saying let me think about it right now you say you say jordan just take over take over am i right about that if we had a relationship yet of course i get that you don't know me and
i don't have the track record so let me just reintroduce myself to you a little bit you know tell you about myself what i stand for again my name is jordan belfort and i've been with uh lmk for about six years now okay and i'm one of the top salesman at the company and i am a salesman by the way i pride myself on actually going out there and you know going after the people that i know i can help okay but one thing i do do is i put my clients needs above everything else
and i work literally around the clock tirelessly i'm not an analyst i'm not an investment banker okay but i literally will go at it like i'm like a researcher of these people and i will find the absolute best person in my stable we have three again i said three areas of excellence right banking finance and asset management right i would literally go and comb uh 3 500 employees to find the exact person that knows your business well the exact program that best fits your needs and i keep it simple you know i'm here to not
just put you into any program but to hold your stand hand every step of the way you know guide you in guide you out okay a phone call away and you know as far as lmk goes again you know long-term relationships that's all we've built them we're i think the oldest or second oldest merchant bank in all of australia in business since 1886 so obviously we didn't get to where we are by burning our clients okay and we didn't get that by working on 15 or 30 day trials here okay and then saying see you
later obviously you know we have earned our clients trust by being right by being diligent by not risking their money okay and by also being there when there is a problem so again all i'm asking for is this i mean let me produce it what's the worst that can happen let's just say that i'm wrong right let's say you give you a month okay and we hedge you know we run five or ten billion dollars through a hedging strategy here okay and let's say at the end of the day you don't make any more money
you let's say you lose one basis point on the whole thing i'm wrong you say jordan you know you're just full of it did it work and you fire me is that gonna put you in the poor house as a company honestly look probably not i don't have to see the numbers but uh it's not gonna kill you right right and on the upside let's say i am right which i know i am okay and i can show you at 25 return and you're like jesus christ this guy actually saved me you know 27 000
on a small amount of money it's not going to make you the richest company in australia right right not going to make you rich not going to make you poor but it will do it will serve as a benchmark for future business and then you will know you have a guy who knows what he's doing okay and from there we can work bigger and better down the road so all i'm asking for again is this one shot give me 30 days okay if i'm wrong you fire me as your broker okay but if i'm right
not only am i going to want you to do big and better for some referrals too because that's my business truly gross that's not fair enough give me a shot so look it sounds interesting he's here's my concern okay um you know so we get into business who else am i going to deal with you're a big company am i going to always get you each time i mean you're going to bring another product specialist you'll trust me by the way just you know if we have an interest l k is interesting for one sense
but we are a big bank but we're not an anz or an nab where it's so ridiculous and impersonal okay where it's like you know you're doing a thousand faces and the customers you know you call the recording up and like press one oh yeah we can call you between twelve and twelve oh one right you know it's not that right we're a merchant bank and it's a bit different which is more like a family banking model which is why i really believe it fits so well with with your business model the organics right because
we are an older line we start off in fact in the cattle we actually start off in commodities that's why we we built our business around commodities and and from there we went to the bank as a result of the hedging so that's why we're the number one company about edging and commodities which is why i think such a perfect fit but in terms of just you know in terms of me you'll only be dealing with me and if you have to if there's someone else i want you to meet they'll be with me in
other words if i say a guy who's like has a new algorithm that's going to allow us to make an extra seven basis points a month on the term i'm not going to say hey the guy is coming with me i'll have to come with me or we can have dinner once whatever it might be but it's not going to be 30 faces there's going to be me and only someone else if i believe that person okay can help with the conversation if you only want to meet me hey you know we can just be
the two of us but again all i'm asking for is this i'm asking to get married right now okay i believe in starting small because i know i can prove myself to you i mean if i was here saying to you i want all your business fire titan do this do that right you'd say get the [ __ ] out of here right okay but i'm not saying that what i'm saying is that i'm confident if you just see a little bit of what i could do we can use that as a benchmark to go
forward so i'm going to ask you for one shot 30 days and believe me you're going to be a client for life sound fair enough look i have to see the numbers but uh it sounds reasonable perfect so let's open up the account now there we go that's a classic straight mindset it feels great
