131 Relationships Build Bridges: Chuck’s work in the accounting and finance departments, as the company Chief Financial Officer, was always considered exemplary. Personal relationships came to the rescue in 2005 when the banker for Western States underwent a management change, and the new regime doubted the company’s viability. Fortunately, the bank gave Duersch time to find another lender. He spent nine months trying to find the right banking partner, one who believed in Western States’ future. Finally, a young loan officer at Provident Bank (since merged into National City and PNC Bank) recognized the Company’s potential. He sold his bosses on the idea, and Western States once again found the right strategic banking partner. Bill Duersch served Western States in a variety of positions, eventually becoming International Sales Manager. He started his career installing and repairing equipment in the field, so customers and staff alike came to rely upon his deep knowledge and production expertise, especially, when a thorny problem cropped up. His problem-solving approach also came in handy when doing business overseas. A great example occurred during the 1990s, when U.S. banks refused to accept letters of credit from Indonesia. Working closely with the Company’s Indonesian Agent, Steve Lumingkewas, Bill was able to convince the bankers that its customers could be trusted to pay. So, while most companies avoided doing business with this part of the world, Western States bolstered its reputation for meeting the needs of sugar producers worldwide.