One of the many things I love about this industry is the people. I’ve learned so many valuable lessons on how to conduct myself as a human being, and that speaks volumes about those who make up fresh produce. One such person is none other than Mike Stephan, whose collaborative approach to sales and business is a prime example of the great minds leading the next generation. Clocking 18 years with Monterey Mushrooms, the Vice President of Sales and Business Development has learned firsthand the value of teamwork and when you need to take to the skies to uncover a solution. Let’s have Mike share the rest.
Vice President of Sales and Business Development, Monterey Mushrooms®
“‘I make the promises that others have to deliver.’ In all seriousness, Monterey is very much a team, working to provide fresh mushrooms to our customers for sale to the end-consumer. Sales is the easy part of a hard business. Our role is supporting each customer with timely, accurate, and candid information on our mushroom crops and supply. We harvest daily and therefore start each day anew. A collaborative relationship is essential and requires trust between both parties. Our success can only be measured by the success of our customers.”
Shah Kazemi, Chief Executive Officer, Monterey Mushrooms: “A living example of empathetic listening and servant leadership.”
Ron Coles, Vice President of Produce Procurement, Hy-Vee: “Approached business with a ‘think win-win’ mentality and emphasized knowing your customer’s needs.”
Karen Caplan, Former Chief Executive Officer, Frieda’s: “Developed authentic relationships and placed importance on how you make people feel.”
“What started out as a curious stop at a local airport turned into a 24-year passion for flying. Like most hobbies, the enjoyment comes along as you learn and develop your skill. Early in my training, I was overwhelmed by the gauges, switches, and radio chatter. As I learned to fly, what was once overwhelming turned into excitement. Flying has taught me to plan for the unexpected, prepare for what might come next, and be willing to ‘go around’ if necessary.”
Enjoy the fact that we are in a people business
When speaking with someone, look into their eyes and listen to what they have to say
People don’t care what you know, until they know that you care
It’s not always what you say, but how you say it
It’s better to be 10 minutes early than one minute late
“Selling is a noble profession. In selling, we serve two parties: One is the customer, and the other is our employer. The successful outcome of a sales call is achieving a mutual benefit for both parties. To have a business, a buyer needs growers just as much as the grower needs buyers.” 
