Dealer Success Stories: Producer Testimonials Sell the Product

Webster defines success as a “favorable or desirable outcome.” This group of dealers epitomizes that success, growing their sales significantly over the past year. But success doesn’t just happen. Ask any one of them, and they will attribute their success to having a great product, providing top-notch customer service and having great people to work with – customers, employees and BioZyme® support.

 

Mike Damon
Knoxville, Iowa

For Mike Damon, becoming a BioZyme dealer seemed like a natural fit. He’s been feeding the product to his own livestock since the 1970s. His dad’s cousin, Deverne Dixon, used to work as the dealer in the area around Knoxville, Iowa, where Mike and his wife, Barb, live today. And, Mike said it is vital to his business success to be available for all producers.

“If I don’t know the answer to a customer’s question, I’ll try to find out,” Mike said as he complimented his ASM for always providing assistance. “The guy who has five cows thinks he is just as important as the guy with 500, and when it comes to sales, he is. Because the guy with five cows can be really positive and help you sell just as much as the guy with 500.”

Mike said some of the best parts about selling BioZyme products are the people and helping the producers. He has left mineral at some farms for years, and never has seen a person, but a positive experience creates a chain reaction, and that producer tells his friends, and then Mike adds two or three more customers.

High Hill Supplements
Schulenburg, Texas

Cultivating relationships and targeting progressive producers has helped High Hill Supplements grow their BioZyme® business during the past year. Kevin Warnken, Schulenburg, Texas, said he works hard to find larger, progressive producers, explains the benefits of using the BioZyme products, and sells them the products that will work for their ranch.

He shared about one customer who had a 92-percent conception rate on 1,200 cows. Warnken convinced the rancher to use VitaFerm® Concept•Aid® the next year. The rancher’s additional $8,000 supplement investment increased his conception rate to 96-percent, which produced about 50 more calves, and put more money in his pocket. He was sold.

And producers of all sizes are singing praises to Warnken, who just received a note from a smaller customer who had used Concept•Aid: “Just wanted to say thanks. 100% calf crop in 2016. 45 out of 45.”

Warnken said that while testimonials from peers will help gain customers, hard work and customer service helps him keep a customer. He said delivering the product and following up with the producer is important, and last year he delivered nearly 450 tons in his pickup.

“We make the deliveries ourselves, ask them what they want and give them twice what they ask for,” he said. “The only thing I’ll sell is something that works. It’s not a glorious life, but it is a great life.”

Dealer Success Stories: BioZyme Support is Vital

Webster defines success as a “favorable or desirable outcome.” This group of dealers epitomizes that success, growing their sales significantly over the past year. But success doesn’t just happen. Ask any one of them, and they will attribute their success to having a great product, providing top-notch customer service and having great people to work with – customers, employees and BioZyme® support.

Tappen Farm Supply
Tappen, North Dakota

For Kurt Bodvig, owner and manager of Tappen Farm Supply in central North Dakota, the combination of a great product from a reputable company and having product readily available is what continues to sell BioZyme to his customers. In his small community of approximately 200 people, there are probably 10 different people who sell animal nutrition products, so keeping customers happy is important.

“Most guys are happy with the product, and as long as they are happy, we are happy,” he said.

In addition to tracking what his customers use and keeping inventory for them, the feed store hosts an annual producer meeting each February, with the assistance of ASMs Dorothy Orts and Katelyn Wendel. Producers enjoy a good meal, and the chance to visit one-on-one with the ASMs to learn more about the products and their benefits, Bodvig said.

K Triangle Feed
Glendo, Wyoming

Keith Micke, Glendo, Wyoming, is a dealer who uses his resources to their full potential, and he never gives up. He says the tools that BioZyme® offers dealers, from the online dealer center to the staff who help him over the phone and in person, are valuable to his success.

“Their nutritionists have come out for producer meetings. And ASM, Britney Creamer has come and helped me at various shows around the state, including the Wyoming State Fair, where she even brought fresh peaches to share with customers,” Micke said. “The folks at BioZyme are great people, and you need to use them to benefit your business.”

He also mentioned the online record keeping tools are valuable to track previous sales, maintain a mailing list and see what products customers ordered at certain times of year. But perhaps just as important as the resources BioZyme offers, he appreciates that it is a family-oriented business that strives to help producers succeed.

Coal Valley Feeds
Cherokee, Kansas

Jackie Coltrane is passionate about the livestock industry. It doesn’t matter if he’s telling you about his three-generation Angus seedstock operation, selling semen for Select Sires, or representing BioZyme, his excitement for helping others succeed can’t be masked.

“Having a product that does what it is supposed to do and a company that will support you are the best parts of being a BioZyme dealer,” Coltrane said. Coltrane gives respect to his ASM John Jeffrey and Erin Creason, Inside Sales Coordinator, for helping him with any questions he has, and continually providing him information.

“Erin is a huge asset to us, as she fills our artillery with educational materials to pass on to customers and potential customers,” Coltrane said.  He added that she is readily available via phone call or text and always responds promptly to his inquiries.

Another resource that Coltrane appreciates is the product education they provide. With so many products, he said it’s nice when they put out new research or educational material so he can best help his customers find the product that will best fit their needs.

4 Times to Use Vitalize Equine Recovery Paste

Vitalize® Equine Recovery Paste with the Amaferm® advantage contains the ideal balance of vitamins, organic trace minerals, amino acids, anti-oxidants, MOS and Amaferm for maximum support of immune function and stress recovery. Though the times to feed it are limitless, here are four times we recommend it most.

At the First Sign of Digestive Upset
Digestive upset or colic can happen for no apparent reason. If your horse is displaying signs of abdominal pain, diarrhea or general discomfort, administer Recovery Paste immediately.

Hauling
Hauling a horse can be a very stressful experience. In fact, on average a horse loses 6 to 8 pounds per hour of travel. To lessen the negative impact, administer Recovery Paste every four to six hours while hauling.

Antibiotics
By nature, antibiotics deplete both the good and bad microbes in the gut making probiotics an impractical option. Amaferm is a prebiotic and is research-proven to stimulate beneficial gut microbes, even in the presence of antibiotics, aiding in a speedy recovery. Administer Recovery Paste daily while feeding antibiotics and in the days following antibiotic treatment.

Showing
If you’ve ever had butterflies in your stomach, you may know firsthand the way your horse is feeling while walking up to the show ring. The stress of showing can have profound, negative impacts on the gut. To improve your horse’s performance and maintain a good gut feeling, administer Recovery Paste two to four hours before showing. For an especially nervous or anxious horse, you can also give paste the night before and after showing.

February 2017 – Letters from Lisa

“ACTION IS THE FOUNDATIONAL KEY TO ALL SUCCESS.” -Pablo Picasso

In mid-January, our area prepared for an ice storm compared to nothing we had seen since 1993. I don’t remember the ice storm of 1993, but it must have been bad as they were predicting a ½- to ¾-inch of ice in this storm, a very disruptive amount. A disruptive ice storm is typically one of  ¼- to ½-inch of ice accumulation. This amount of ice starts to damage trees and power lines. As a matter of fact, a  ½ inch accumulation on power lines can add 500 pounds of extra weight.

Having an action plan around this ice storm was important to my survival success, as I am responsible for a very famous horse, two rabbits and three dogs. Our daughter came home so I had to make sure she was safe too. With all that in mind, Bob got an electrician to set up a generator wired to the house for basic power, we (along with everyone else in St. Joe) went to the grocery store and got enough food to last at least a week. We bought every heated blanket and small heater they had left at Target, and I slept on the couch so I would hear the storm hit. I did this for three nights. The ice never came. Was all this action a waste of time or did it have value?

We don’t ever expect to have to deal with an ice storm, a flood or a tornado but when they do happen, the difference between life and death is often determined by how prepared we are for action and how much of a plan we have. The same is true in business.

Here are three easy steps to ensure you maximize the value of your business with planned action.

Pick Your Three “Focus Areas” – Focus Areas are the most important areas for your business to spotlight, the areas that will really help you develop your business. Stick with no more than three, as too many priorities mean you have no top priorities. Sure, you’ll still have to take care of your company’s day-to-day operational needs, but focusing on a few key chunks will actually produce value for your company. Potential focus areas could be:

  • Increasing your lead flow
  • Improving your sales conversion system
  • Speeding up your collections cycle
  • Making a key hire
  • Developing a new product

Define Success for Each of Your Three Focus Areas – generally, you should pick criteria of success that you have control over (or, at the very least, you have a great deal of influence over). It’s important to look for criteria that are as objectively and quantitatively measurable as possible. Pick one “Key Performance Indicator” to track. Your KPI for each Focus Area gives you a yardstick against which to measure progress as you go. By laying out your criteria of success for each Focus Area, you’ll have clear clues for what action steps you need to take.

Lay Out Your Key Action Steps and Milestones – the final step is to lay out the key action steps you need to take and milestones you need to reach to accomplish success for each Focus Area. Try to break down each Focus Area into five to seven action steps. For each action step, pick a team member to be responsible for executing the step by a definite date.

Remember, action may not always bring happiness, but there is no happiness without action.

AFIA Releases Training Module on VFD Preparedness for Retail Distributors

As of Jan. 1, certain antimicrobial drugs of human medical importance have changed marketing status from over-the-counter (OTC) to Veterinary Feed Directive (VFD). The American Feed Industry Association supports the judicious use of antimicrobial drugs and is working to ensure members are compliant with the recent change.

Throughout the industry there are resources for veterinarians, feed manufacturers and producers that members can use to better understand what is required by their facilities under the new VFD rule. Click here to see FDA’s overview of these areas. However, due to high demand, AFIA created a training module on VFD preparedness, which targets retail distributors (i.e. farm stores and co-ops), something previously unavailable.

Click the video to watch the training.
Click the video to watch the training.

The module answers the question, “How should retail distributors handle VFD orders?”

It is a narrated presentation that walks viewers through the key points of the VFD process and what is required on a VFD form. Additionally, AFIA’s created a sample completed VFD form available as a reference tool along with a PowerPoint slide deck that can be printed.

The training module can be found here. AFIA suggests companies make this training module (and resources) available to employees that are accepting VFD feed orders.

If you have questions or seek additional information, contact Preston Buff, AFIA director of regulatory affairs, at (703) 558-3568.

Featured Dealer: Culpeper Farmers’ Cooperative

With the Veterinary Feed Directive (VFD) on the horizon, one Virginia feed mill and BioZyme® dealer has worked diligently to create its own line of feed to help keep animals healthy.

“We wanted to develop a line of feeds and minerals to keep animals healthy without a VFD,” said Katie Reames, Director of Feed and Nutrition for CFC Farm & Home Center. “And this is another alternative for producers who don’t have a VCPR.”

The A+ line of feeds includes cattle formulas for both beef and dairy cows.  Currently CFC is offering a creep feed, cattle mineral and a commodity pellet.  Future plans include developing a ration for growing cattle. All products in the A+ line include Amaferm. Reames said the specific feeds are in the process of receiving their trademark.

“Amaferm goes into 100% of the A+ products,” Reames said. “The reason we picked Amaferm is because of the science behind it, proving increased production through good health. If the animal’s gut is healthy, they will be more resilient to health challenges that might come up in the herd.”

At least one feed in the A+ line is already available, with plans to start marketing the products soon.

CFC Farm & Home Center, which includes a feed mill and five retail stores, conducted educational meetings for its customers this fall to inform them of the changes with the VFD and introduce the A+ program to its customers. Reames said the dialogue was positive, and she hopes once the producers try the products and recognize the health benefits, they will be on board.

In addition to increased performance and keeping cattle healthy, Reames shared some other key roles the Amaferm advantage has assumed for CFC Farm & Home Center. She says that Amaferm has reduced the use of antibiotics and has also given natural and GMO-free producers options for their cattle.

Another benefit to using Amaferm in their mill is many producers run both horses and cattle together on smaller acreages and buy a general purpose feed, which has reduced ionophore usage.

It’s easy to see why Amaferm gets at A+ at CFC Farm & Home Center. The health benefits will assist producers looking for an alternative to the VFD to keep their herds healthy.

An Investment in Nutrition Prevents Common Animal Disease

In a region of the United States where Anaplasmosis is a cause for concern in the cow herd, Bob Black doesn’t worry about his herd catching the infective blood disease that can decrease performance, cause weight loss, abortion and ultimately death loss. The fifth-generation cattle producer focuses on managing his herd’s immune system function and investing in a sound nutrition program. And in addition to ranching with his brother, he owns Elk County Veterinary Services at Howard, Kan., and has been a BioZyme® dealer for nearly 18 years.

The Blacks run a cow-calf operation in southeast Kansas where they concentrate on raising cattle with a high carcass quality to provide the consumer a safe and favorable eating experience. The brothers wean nearly 300 calves each year, and Dr. Black says he can’t remember treating any animals for Anaplasmosis since they have been feeding VitaFerm® products.

“We’ve been feeding VitaFerm for at least 25 years, and whatever we invest in pays off in the end,” says Dr. Black. “Amaferm does a great job of breaking down the forages, and the organic minerals keep the cattle’s immunity up.”

The cow herd on the Black’s operation eats a forage-based diet with minimal supplementation. However, the VitaFerm products they do feed offer maximum nutrition in key trace minerals of copper, zinc, selenium and magnesium.
In addition, Amaferm is a great resource to help break down the forages and convert them to energy.

Dr. Black has used LONGRANGE® to control parasites such as ticks that spread Anaplasmosis for the past three years. In addition, he manages their body condition score to keep cows between 5-6 BCS, with a goal of 90% conception rate. He says if the cows get too much condition, they lie around and don’t graze, and therefore are not as healthy.

“It all comes down to proper management and animal husbandry” Dr. Black said.

Although he has chosen to ward off Anaplasmosis by proactive management techniques, he does sell CTC to some customers. Dr. Black’s goal is to use his personal successes to demonstrate the Amaferm advantage to sell more BioZyme products.

“The uptick in the market the last few years has helped, but getting our foot in the door is the big challenge,” he said. “Once a client switches over, and they see the Amaferm advantage in their cows, they are usually hooked. We are seeing good conversion.”

Keep Records Now, Save on Fines Later

You invest a lot of time and energy helping your customers develop nutrition programs that help them put more dollars in their pockets. But, with the introduction of the Veterinary Feed Directive (VFD), now is the time to make sure your records are in order so if you are audited, your checkbook doesn’t take a hit with heavy fines in the future. Have you filed with the FDA? Do you have a person in your dealership to track the directives? And did you know software programs exist to help you track sales of medicated feeds?

All distributors of VFD feed must notify the FDA prior to selling any feed or supplements. Any changes of feed dealership name, ownership or address must be submitted to the FDA within 30 days of the change.

Thsidebare only way you can sell VFD feed or supplements is with a complete written order from a veterinarian, similar to a doctor’s prescription. Once the order is filled, you must retain the directive and proof of sale/distribution. All records must be kept for two years, and be readily available to the FDA if requested for inspection/audit. The BioZyme® staff has created a sample form to make sure that you have a complete directive, and everything is in order before you sell any medicated feed. Visit the Online Dealer Center at www.biozymedealer.com and click on “Regulatory Center” to download the sample forms.

A simple Google search will result in several software and online options for feed distributors to use to track records when selling VFD feed and supplements. You can also create your own document in Excel to track sales and record the directives. However, according to Kevin Glaubius, Director of Nutrition and Technical Sales for BioZyme, an actual paper trail needs to exist, and dealers will need to have hard copies of directives on file, not just electronic versions.

Remember, staying on top of your record keeping now, can save you time, headaches and dollars in fines in the future. A proactive approach to good record management will hopefully prevent a check-writing reaction in the future.

A Coordinated Effort Will Help the VFD Transition

It’s pretty likely a majority of your customers have heard of the Veterinary Feed Directive (VFD) that went into effect January 1. If a livestock producer has read an industry publication, attended any type of producer meeting or even picked up some literature at his or her local farm store, he or she knows that the VFD is here. But, do the producers understand what VFD means and how to coordinate efforts with their veterinarian and feed dealer for a smooth transition?

“Bring up the VFD in conversation, and encourage producers to have an established relationship with their veterinarians,” says Kevin Glaubius, Director of Nutrition and Technical Sales with BioZyme®. Even though the VFD has been talked about during the past year, it is imperative to have a well-established Veterinary Client Patient Relationship (VCPR) before your animals get sick.

“There have been a lot of changes in a short period of time,” Glaubius says. “Don’t wait until a health outbreak occurs in your herd to establish a relationship with a veterinarian.”

In addition to encouraging producers to create a working relationship with a veterinarian, Glaubius suggests educating producers about the importance of proper nutrition.

“Proper nutrition can help animals through times of stress to prevent sickness,” Glaubius says, adding that supplementing with the Vita Charge® Drench on arrival and a Vita Charge Stress Tub in the pen along with good nutrition in the bunk is a preventative measure against sickness during the weaning period that leads to improved animal performance as well.

Once the VCPR is established, the vet will write the directive, which the producer will bring to the feed dealer. Although the directive can be faxed or submitted electronically to the feed dealer, he/she must store a hard copy for two years.

Finally, the dealers need to make sure all forms are filled out properly before selling the medicated feed or supplement. Once paperwork is in order, the sales transaction can be completed.

“Be patient. Be proactive. Make phone calls. Work with your veterinarian as much as possible,”Glaubius suggests. He reminds all dealers and producers there will be a learning curve in the first few months of 2017, as the VFD regulations are new to everyone.

You can find a full list of frequently asked questions and example VFD forms in the Regulatory Section of the Online Dealer Center at www.biozymedealer.com. In addition, any dealer or producer with specific questions should contact Dennis Delaney, Director of Inside Sales, at 816-344-5748 with questions.

Tried and True and a Couple of New Reasons to Feed Amaferm

With nearly 65 years of history, feeding Amaferm® has made raising livestock better. We often rely on past accomplishments to promote and use a product like Amaferm. The truth is, even though Amaferm has been successfully used for decades, there are new and exciting reasons to promote and use Amaferm daily.

Tried and True Reasons

From the beginning, livestock producers have noted increased weight gains, milk production and improved feed efficiency. Research was conducted in the 1980s and ‘90s to explain “how and why” livestock operations were experiencing these benefits. Results indicated Amaferm promoted fungal branching, which allows more bacteria to attach to feed particles. Amaferm contained enzymes and other compounds that promoted both bacterial and fungi growth. Additionally, it was determined Amaferm increased the number of bacteria living in the gut, whether they were passed from the rumen to the small intestine or if they resided in the hind gut. The outcome from gut microbial growth was an increase of 34% in VFA production, forage NDF digestibility of 17% and improved total diet digestibility of 9%. Trials indicated dairy cows responded to Amaferm with a 4 to 5% increase in milk production or growing cattle with 9% increase in gain. When compared to the cost of other technologies used for these same improvements in forage digestibility and animal performance, Amaferm was found to have one of very best return on investment.

And A Couple of New Reasons

Over the past five years, BioZyme® has continued its pledge to discover the benefits of including Amaferm in livestock diets. Producers have consistently given BioZyme testimonials highlighting health, diet adaptation and the ability to maintain feed intake. These testimonials from customers and dealers assist BioZyme in directing research protocols that advance the building of its industry-leading research library.

Last year, University of Tennessee-Martin faculty, along with ASM Ben Neale, solidified the Amaferm advantage with receiving and starting calf feeding programs. They studied the advantage of using the one-two punch of Amaferm as recommended by the Gain Smart™ Stocker program (Vita Charge Cattle Drench and Vita Charge Stress Tubs MOS). The cattle responded immediately to receiving Amaferm during the first week and the calves exhibited that advantage by gaining nearly 10 pounds more than their counterparts. These results indicate the calves had better appetites and were more aggressive when coming to the bunk. After three weeks on Vita Charge Stress Tubs the calves were turned out to graze grass paddocks for four weeks. Calves were weighed, and the trial was completed after the seventh week at the unit. The results showed calves started with Vita Charge Cattle Drench and Vita Charge Stress Tubs MOS gained 0.60 pounds per day more, which translated into a 30-pound weight advantage by the end of the 49-day trial. This data enforces the importance of proper nutritional management during the first three weeks after calves are shipped or weaned and that Amaferm is an essential part of an economically successful starter program.

Several customers have asked if Amaferm is effective with cattle diets that contain ionophores. In a multi-year ongoing study being implemented at The Ohio State University, researchers are providing positive results when using Amaferm in corn silage-based, feedlot receiving diets containing Rumensin and good bunk management. During the first two weeks of starting calves, average daily gain of Amaferm fed calves was 1.23 pounds per day as compared to controls gaining 0.62 pounds per day. The ability of the Amaferm treatments to result in greater average daily gain indicates there was less metabolic stress, and greater diet digestibility during the first weeks in the feedlot. The importance to cattle feeders is they can achieve greater, more efficient diets containing ionophores by simply adding Amaferm to the diet.

The bottom line is Amaferm continues to provide livestock feeders the opportunity to make the animals perform and grow faster as well as be more efficient and profitable. The old and the new, the tried and the true, Amaferm was discovered on added animal performance and the story continues to unfold of the added benefits of including Amaferm in the future.