From turning his rugby talent into a visa to see the world, to learning his craft back at home base in his Wairarapa heartland.

When Rihi Brown graduated from Lincoln University with a Bachelor of Commerce (Agriculture) in 2012, the opportunity arose to play rugby overseas. A talented open side flanker, Rihi jumped at it as a great way to see the world.

“I spent time in York in the north of England, Holland, Ireland, and Italy. I had most of my expenses covered, was paid a retainer and was able to do additional work as both a coach and a builder so that in the off-season I was able to travel,” he says.

It was a great life, with some valuable lessons.

“I was able to look up close at the many different contrasting lifestyles and cultures I was involved with. If there is one thing I took away from that time, it was to appreciate how good we have it in New Zealand, though also to understand that nothing is handed to you on a plate: you have to work for it.”

After five years away, returning to his Wairarapa home patch, Rihi was offered a position as a trainee cadet with PGG Wrightson Livestock, which he did for two years, before taking over from Jim Brassell, one of the livestock representatives he had trained under.

“I moved between various agents in the local team. I learnt a few different ways of being an agent. Every agent has their own style of selling, how they work with people and conduct business. I focused on formulating my own business style, which is a combination of what I saw others doing. I like to be flexible, giving my clients as many options as possible.”

After providing him with a ticket around the world, Rihi is still playing rugby, now for Greytown, who this year won the Wairarapa-Bush club championship in a dramatic final where they built an attack over 17 phases to come from behind after the hooter and clinch the title.

Martinborough born and bred, Rihi grew up on the Hinekura sheep and beef farm that his father managed, so agriculture was always a likely career, and Wairarapa an obvious location, though spending part of his cadetship in other regions was useful.

“This is predominantly breeding country. A big proportion of our role is selling. My clients breed cattle and sheep, and although some finish lambs, in comparison to other regions, that is small, in which case being able to find buyers elsewhere is an important part of my role. Through PGG Wrightson and beyond, I have made a point of formulating relationships, particularly in Hawke’s Bay and Manawatu. By establishing those networks, I am able to sell and source livestock, as well as providing multiple procurement outlets, which is a fundamental part of the business.”

Recently he’s also developed another specialisation: deer.

“What started with one client asking me to come and look at his deer and talk about venison has broadened out to several more farmers, covering other aspects of the deer business, including antlers, velvet, and selling weaners and hinds. I’m enjoying learning this side of the business and have had great support from one of the main PGG Wrightson deer specialists Steve Annan, who has invested a lot of time in me,” says Rihi.

Having generally been a tough region to farm, particularly in dry years, with values now at an all-time high, Rihi sees Wairarapa coming into its own.

“My clients are finally being rewarded. Thanks to access to seven different processors, from Wellington up to Te Kuiti, our Wairarapa farmers have plenty of options and strong competition for what they have to offer.

“Compared to paddock prices, what you can currently earn at the sale yards demonstrates the extra value we provide. Having direct access to the sale yards gives me a real point of difference. Providing clients with alternative options is the key to delivering the best returns for their product,” says Rihi.

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