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20/03/2024
A Northern Territory stalwart, Barry Gerschwitz’s knowledge, experience – and typical Top End cheek – has helped guide local producers through the myriad of challenges and opportunities typical of northern Australia.
And, in a region where the geography is vast and the people are few, this Rabobank Senior Rural Manager is so much more than a bank manager to his clients.
An unlikely start for this NT legend
Originally from South Australia, Barry grew up on a mixed farm in the Eyre Peninsula, near Streaky Bay, where his love of livestock was born.
“I have always loved being around animals; we had horses and cattle, pet dogs and kangaroos,” he recalls fondly.
After boarding school in Adelaide, a stint home on the farm led to an Associate Diploma in Farm Management from Roseworthy Ag College – however, his professional career began in the most unlikely of places – on the Kmart retail floor.
A quintessential, straight talking ‘bushie’, imagining Barry merchandising mannequins seems an unlikely path, yet he explains that the business concept is not dissimilar to agriculture.
“At the time it seemed so far removed from my passion for agriculture, but when I think about it, it’s not dissimilar.”
“You’re trying to get the best yield or return per square metre of space, instead of per hectare - sometimes you’re better off rotating merchandise around like you would a crop, and you have to constantly remain aware of managing risk verse reward.”
“Agriculture includes the foundation of all businesses,” he explains. “You plant a seed – just as you recruit a staff member or start a business – you begin small and nurture it to grow, and some seeds grow, some don’t.”
At Kmart Barry moved into a manager’s role within months, and he encouraged young people not to dismiss corporate retail as a career starting point.
“It was such a great, grounding opportunity learning about managing people, and I learned a lot about myself. All the training and development opportunities were extremely valuable.”
‘Thrown the keys’ 25 years ago
A young Barry when he first joined the bank.
With his wife Paula and two young children, Sam and Dannielle, the family made the move to Darwin – a town he had long admired.
“The Northern Territory has always been a place of opportunity, and once that lifestyle gets in your system it’s hard to ignore.”
“One of the things that appealed to me was Darwin’s multicultural, and multi-accepting nature – in the early days there was no social hierarchy; it didn’t matter what shirt you wore or what your title was; everyone was accepted as an equal.”
Barry explains that the then manager of Primary Industries Bank of Australia (PIBA), which later became Rabobank, quickly identified his potential.
“At the time I didn’t know the fancy banking terminologies or the bank’s computer software, but I knew agriculture and I connected with local producers instantly – and that knowledge and experience can’t be taught,” he explains. “Back then the bank’s philosophy was that ‘it’s easier to teach a farmer banking than it is to teach a banker farming.”
Barry fondly recalls his first day, when he travelled to Katherine for a benchmarking meeting with a handful of clients.
Today, his portfolio is vast, and he considers many of his clients genuine friends.
“I love my clients, over the past 25 years I feel proud that we’ve built an incredible rapport, to the point many are like family.
“I really do believe I have the best clients, which makes my job much more enjoyable, and why I’m still here today!”
However, he admits these unique relationships can be complex, and as such there’s a mutual understanding with clients when it comes time to adapt from friendship to professional.
“The mutual respect my clients and I share is quite impressive, and we never talk business when out socially, as privacy for all parties is essential. Boundaries are set so the social verse professional relationships are never compromised.”
During his tenure he’s also enjoyed a career with unique independence, yet whilst maintaining a strong connection to the wider team.
“The culture of the bank is quite extraordinary, and I think the cooperative nature really stands out. We do have a unique vibe at Rabobank; staff feel it, clients feel it, and it’s a big family that everyone values.”
A role, and region, not for the faint-hearted
Barry has seen enormous development of northern agriculture during his 25 years at Rabobank
“Don’t worry, you’ll never get lost, just keep going and you’ll always end up at a beach.”
That was the advice from a client in the pre-GPS days, when all Barry had was a mud map to follow down deserted, never-ending tracks into some of the most remote parts of Australia.
“I can say proudly that I’ve never been lost!” he laughs.
Yet he admits the North isn’t for everyone.
“The remoteness of the place can be challenging, it takes a special person to live and work in this environment, yet for those who embrace it I think there’s huge opportunity and a massive satisfaction.”
“Many of my clients get cut off during the wet season every year for months, medical help in an emergency can be tricky, and the geography is so remote – but the resilience of the people up here is incredible, they wouldn’t have it any other way.”
Based in Darwin and covering the whole Northern Territory and across to the Kimberley, Barry’s area is larger than any other Rabobank manager globally.
Yet that doesn’t deter him from traveling to each of his clients on an annual basis.
“I spent a lot of time in the car, I don’t always have the attention span for audiobooks or podcasts but I do listen to a lot of country music.
“During my travels I just embrace the bush and the outback, I get paid to see some amazing places.”
After 25 years, his longevity is legendary, and Barry can’t think of another agri-banking manager who would have continued in the same role, with the same clients, for such a period.
“Continuity is so important for our rural businesses, and I feel privileged that I’m now looking after the next generation.”
A land of opportunity
Just as Barry ventured north for opportunity, the whole region has been built by those with vision – and the northern Australian agricultural industry continues to pioneer new development.
“Agriculture is really exciting up here at the moment. We have the emerging cotton industry, a growing horticulture industry, and a cattle industry with one of the greatest opportunities right on our doorstop – Indonesia.”
The region’s natural landscape also provided an ideal canvas for growing sustainable, low-input beef.
“We have a natural production system in the north, cattle are grass-fed and numbers are managed and rotated to avoid degrading of the rangeland and soils.”
“If animal welfare outcomes are poor, then animals won’t perform and businesses won’t perform – so everyone wants to do the right thing.
Northern Territory Cattleman’s Association Conference
The Northern Territory Cattleman’s Association (NTCA) this month host its 40th conference, and Barry’s 24th.
“It’s a great opportunity to come together as an industry, and I always try to attend as many of their events as possible because I’m genuinely interested, plus and I don’t mind a social catch up and a beer or two!”
He said the opportunity to get the industry together and share information was also hugely valuable, and he was always proud of the knowledge Rabobank shares with clients during these events.
A quarter of a century in, and not slowing down
With so many of his clients having enjoyed growth over the past 25 years, Barry has also gained enormous personal and career development on the journey.
“Our northern producers have managed through adversity, and their resilience is amazing. They continue to find ways to make it work, drive efficiencies and build their wealth, and I’m so proud of them.”
And despite the vast geography of the Territory, Barry has managed to keep his own family close in Dawin.
Son Sam works in the electro-technology industry, with he and his wife and two young sons living just around the corner from the family home.
Daughter Dannielle is a teacher at a local primary school, and wife Paula continues to enjoy a 37-year career in the insurance sector.
“I do love it up here and I have to say it’s been very good for us as a family – and hopefully I’ve got a few more years left in me yet!”