Eric Heta left school for the freezing works. A country boy, he also milked cows for a year, and enjoyed it. For Eric though, his entry into farming came with the words ‘I do.’

“Marrying a farmer’s daughter prompted my start in farming. I left the freezing works and we went 50-50 sharemilking. Up north at first, then in Helensville.”

Eric and his wife Val stuck with sharemilking for 12 years, before he became a technical field rep, then a livestock representative. After doing that for other companies for another 12 years, he started with PGG Wrightson in August 2021.

His most recent step, to become the company’s dairy livestock representative for Northland, which he took at the start of last season, is one that he values highly.

“I really enjoy the dairy livestock side of the business, whereas some people find working with beef more satisfying. That suits me, and I’m happy to work with my colleagues in the team, picking up the dairy business that we transact, while they focus more on beef,” he says.

Eric pays plenty of attention to presentation.

“When a purchaser walks into the paddock to look at a herd, if the presentation has been done properly, you create the best first impression, meaning that nine times out of ten they walk out with a contract.

“When a purchaser walks into the paddock to look at a herd, if the presentation has been done properly, you create the best first impression, meaning that nine times out of ten everyone walks out knowing that the buyer and seller are comfortable for a sale to go ahead.

“You need to make sure the stock are all clean and in the right condition, with their documentation and profiles in order and up to scratch.

“So long as you can make a compelling case, leave the purchaser with no unanswered questions, remove any doubt or potential reasons not to buy, then you should make the sale,” he says.

Understanding his purchasers’ motivations also helps, Eric reckons.

“I’ve had people tell me ‘You always have good cattle,’ and I’m not going to deny that, though working out what they most want to buy is a big part of that formula.”

Geography is one of Eric’s major challenges, with his patch ranging as far south as Helensville, though he is also frequently in Waikato to look at cattle there for his clients.

“Change of land use is an issue in the north, with land going to forestry, horticulture, and lifestyle property. That said, it is still a region where young people can come into dairying reasonably easily. Last year I dealt with several young sharemilkers looking for livestock, coming into 50-50 sharemilking roles, purchasing 300 cows, starting from the beginning and learning the basics of herd ownership. There is no shortage of opportunity for the young ones to get in there, and it is satisfying to see them progress. I make sure I keep in touch with them, and help them to overcome the various challenges,” he says.

One of the big challenges over the past few weeks has been Cyclone Gabrielle, which has been hard.

“Talking to farmers, a month on and they have only just started fixing fences: floods wiped out their flats, and they are looking for valuations on the cattle they lost. They have certainly been through it, and even though many people have memories of Cyclone Bola, it is still hard to deal with the effects of this one,” he says.

Staying resilient is the key, and Eric reckons Northland communities are good at that. Outside work, living at Taiharuru Head on the coast east out of Whangarei, his own wellbeing revolves around his and Val’s five children and nine grandchildren.

“We have a bach up in the Bay of Islands and spend as much time up there as work allows, enjoying the beach and the fishing,” he says.

Eric also plays saxophone, a family tradition he first took up about 30 years ago, inspired by his uncles who played in brass bands. Eric performs at occasional weddings, funerals and similar events, playing anything requested, though with a particular preference for blues, soul and early R&B.