At The Heart Of Keeping Biozyme In Gear: Garret Glaubius

Garret Glaubius consistency and accuracy keys to amaferm® production

Consistency and accuracy are crucial to putting out a product that livestock producers across the United States have come to expect from the BioZyme® brands. The heart of our product, Amaferm, is produced in St. Joseph each day, and Garret Glaubius in Amaferm Production, keeps a watchful eye to make sure that the best product possible is produced.

He mixes two liquids, one of those the Aspergillus oryzae that Tyson has fermented, with wheat bran and then dries the mixture to no more than 10% moisture to produce Amaferm. Garret said the outside weather elements play a role in what he does each day due to humidity and moisture in the air.

“I call it feeding the beast,” he said.

Throughout the day he makes changes to the parameters and fan speed to keep the moisture in check, never letting it get above a specific level where mold will begin growth. Ideally, Garret said he likes to run the dryer at a rate of 1,200 pounds per hour, producing 10,000-12,000 pounds per day. However, that all depends on the weather, as he pumps in outside air to help dry the product, and if there is high moisture in the atmosphere, that will bring the rate down to 1,000 or 1,100 pounds per hour.

“We are consistently working to get better,” Garret said. “We try to do the best we can in everything we do.”

He said some of the technology they use allows them to continually track moisture, and the moisture reader collects 30-60 data points every second, but he feels there is always room to improve.

Garret enjoys the diversity of working at BioZyme, saying there is a new challenge each day. He also likes to challenge himself to keep the dryer running at maximum potential while still putting out a quality product. He also said the employees at BioZyme make it an enjoyable atmosphere.

“Everyone here is helpful and friendly, and it is just a good environment to work in,” he said.

At The Heart Of Keeping Biozyme In Gear: Tyson Vorderstrasse

Tyson Vorderstrasse microbe development sets schedule in fermentation plant.

For Tyson Vorderstrasse there isn’t a typical work day or an 8-5 shift. The Director of Fermentation for BioZyme® oversees the growth and development of the cells that make up Amaferm® and AO-Biotics®. And although the fermentation plant only runs one shift per day, there isn’t a “normal” routine for each day. What needs done today, must be done today because if it doesn’t get done, then tomorrow won’t happen.

“We are flexible on our hours because microbes grow 24/7; they don’t go home,” Tyson said, “They have got to have what they need when they need it.”

Tyson has an extensive background in microbiology and the fermentation process. He grew up on a farm in south central Nebraska, and always took an interest in science, including the mechanical side of science. He earned a Bachelor of Science degree in Biology-Health Science Emphasis with a Chemistry minor from Missouri Western State University, and his senior year of college was given an opportunity to intern in a lab of a fermenter operation in microbiology. He said out of four interns, he was one of two offered full-time jobs, and thus began a career in fermentation.

Fermentation is really the initial step in developing the Amaferm, the key ingredient to every product that BioZyme markets. But fermentation doesn’t just happen.

Each week Tyson sets a schedule of what needs to be produced for the week, mixes and sterilizes media for the next batch, prepares and steams lines for the harvest, assures accurate water filtration, and makes sure the totes are ready to contain the blocks that will be harvested. There is also extensive data entry and records to keep. And of course, maintenance and cleaning the equipment is of utmost importance.

So, how big is a “batch” of Amaferm? Currently BioZyme is home to two 10,000-liter tanks. According to Tyson, each tank is the equivalent of 2,800 gallons or nearly 20,000 pounds. He said this summer they will add another tank, but this one will be 15,000 liters.

From fermentation to drying to bagging, it takes approximately five days to produce a batch of Amaferm.

With 3 ½ years with the company, Tyson says he enjoys the process that he is involved with each day, and the ability to be heard in a smaller company. He said having a hand in setting up the process and knowing it works and the ability to make suggestions on improvements and adjustments makes his job enjoyable.

“The work force and the leadership are very dedicated to the company. You matter, the workers matter and the outcome matters,” he said.

At The Heart Of Keeping Biozyme In Gear: Ignacio Ipharraguerre

Ignacio Ipharraguerre works to make products better for the users.

BioZyme Inc., takes pride in the research-proven products that it offers. And that research is taken very seriously by the Director of Research and Innovation Dr. Ignacio Ipharraguerre. Ignacio said he has two responsibilities within BioZyme. His primary function is to provide leadership and oversight to the research, development and innovation of the various product lines. He also provides technical support and strategy on market development to the International Division.

“We are gaining knowledge that helps us understand how to use our products better and how end-users will get the best response. We look for a consistent response because we want the products to work today, tomorrow and the next day,” Ignacio said.

He said that 2018 is a year of ambitious efforts with a focus on a growing portfolio of research projects. He said the research portfolio has two parts – the internal part that is tangible and exists within BioZyme and an idea or technology portfolio that exists outside of the company.

Internally, Ignacio spends time guiding product testing to evaluate how each one will work and what information will need to be provided to the customer. He also spends time working with the other staff to research what the needs are for new products in the future.

Most of his time is dedicated to research, not only internally, but also working with external sources helping find outside contacts that BioZyme can create partnerships with on their research and to discover what is happening in the industry.

In addition to working on research and development on current and new products, Ignacio also leads analytical research for improving and monitoring the fermentation process. Through a partnership with the Missouri Western State University Kit Bond Science and Technology Incubator, lab space and equipment are available for the analytical research BioZyme conducts for additives like Amaferm® and AO-Biotics®.

“We are continually working to improve formulation and quality control of the fermentation process,” Ignacio said.

Currently, he is leading numerous research projects for the company that focus on animal health and nutrition, which are conducted in collaboration with various universities in the USA and Europe.

“We try to anticipate what our customer base will need in the future by thinking outside of the box or ahead of the wave,” he said. “We want to be able to answer those needs in an efficient and cost-effective matter.”

Ignacio has been working on BioZyme research for about 3 years, previously at the University of Kiel in the northern part of Germany. While he still is affiliated with the University’s Institute of Human Nutrition and Food Science, he now resides in the USA where also works closely with the sales team and product development team to answer any questions they have about the products or how they work.

Ignacio received the foundation for his agricultural training in Argentina and earned both his master’s and Ph.D. in Animal Science with an emphasis in Nutrition Physiology of Dairy Cattle from the University of Illinois.

He was the first researcher to study the impact of BioZyme’s products on intestinal health at the University of Kiel and was excited about the tremendous potential that products derived from Aspergillus oryzae offer to help animal health and performance. He also appreciates BioZyme’s ambition for the future as a growing company.

“I enjoy the family-based values of the company and that it cares for its people and its community. It has a big ambition for the future,” he said.

March 2018 – Letters from Lisa

Who makes a Company great?

According to Jim Collins, author of “Good to Great,” “Companies that make the change from good to great have no name for their transformation—and absolutely no program. They neither rant nor rave about a crisis—and they don’t manufacture one where none exists. They don’t “motivate” people—their people are self-motivated.” These facts became clear as Jim Collins and his research team completed a five-year project to determine what it takes to change a good company into a great one. They systematically scoured a list of 1,435 established companies to find every extraordinary case that made a leap from no-better-than-average results to great results. How great? After the leap, a company had to generate cumulative stock returns that exceeded the general stock market by at least three times over 15 years—and it had to be a leap independent of its industry. In fact, the 11 good-to-great companies that were found averaged returns 6.9 times greater than the market’s—more than twice the performance rate of General Electric under the legendary Jack Welch.

The surprising good-to-great list included such unheralded companies as Abbott Laboratories (3.98 times the market), Fannie Mae (7.56 times the market), Kimberly-Clark Corp. (3.42 times the market), Nucor Corp. (5.16 times the market), and Wells Fargo (3.99 times the market). One such surprise, the Kroger Co.—a grocery chain—bumped along as a totally average performer for 80 years and then somehow broke free of its mediocrity to beat the stock market by 4.16 times over the next 15 years. And it didn’t stop there. From 1973 to 1998, Kroger outperformed the market by 10 times.

What Collins found was that in each of these dramatic, remarkable, good-to-great transformations, the same things were found: There was no miracle moment. Instead, a down-to-earth, pragmatic, committed-to-excellence process—a framework—kept each company, its leaders and its people on track for the long haul.

Note, it takes a company, its leaders and its people to go from good to great…

A company – A great company works on what it is passionate about, what it can be the best at and what makes it money, not at just what makes it money.

Its leaders – leaders are just ordinary people quietly producing extraordinary results, guided by determination to do whatever needs to be done to make the company great.

Its people – the “it” is the key. It is such a small word, just a couple of letters, but between the “i” and the “t” is a lot of choices and a world of opportunities. It says everything about the people in a Company.

What makes our company great?  YOU! There are many YOUs in our family. I use the diagram to the left often to share how all of YOU contribute to the success of what we do. Without each of YOU and the passion for your contribution, good to great is just a book. Thank you for all you do.  Because of you and what you do, I believe the best is yet to come!

How to Prevent Grass Tetany

 

The snow might be flying throughout much of the country, but it won’t be long before cattle producers are thinking about turning pairs out to pasture. Although that lush green grass seems appealing, there are hidden concerns that producers need to remember when turning out their cows.

One of those concerns is grass tetany. Kevin Glaubius, Director of Nutrition at BioZyme® Inc., took time to answer a few questions about grass tetany to help producers prepare for spring and early summer grazing.

  1. What is grass tetany? How is it caused and what are the symptoms?

Grass tetany is also called grass staggers because when cattle become susceptible they start to stagger around and will go down on their side. One of the first symptoms is general lack of coordination.

Most producers think of tetany as a magnesium deficiency, because feed companies use magnesium to prevent occurrence, but really it is excessive intake of potassium. Potassium and magnesium compete for the same absorption pathway. Think of it like a funnel where three potassium marbles are trying to get through the funnel the same time as one magnesium marble. Since the percentage of potassium marbles is greater, that nutrient is more likely to go down the funnel and get absorbed before the magnesium does.

Tetany typically occurs in older animals rather than younger animals because of an inability to mobilize the magnesium from the bones. Mature cows will show signs long before a young calf.

 

  1. Is there a time of year it is most prevalent? Is grass tetany found in every region or does it confine itself to one geographic area?

Most of the time tetany will happen when cattle are on lush forages. While transitioning from winter to spring, nutrients, including potassium, are being pumped up from ground through the roots to support plant growth. When we have a few weeks of warm weather, those nutrients get pumped up to the plant that is above ground, actively growing. But if a cold snap or cool weather sets in, growth pauses but those nutrients remain in the plant. With those warm weather/cold weather cycles, the potassium levels can potentially become twice the amount they normally are, leading to tetany challenges when you turn your cows out around May 1.

Since tetany is a nutritional issue, it isn’t isolated to just the spring and summer when we turn cattle out to grass; It can also happen while feeding hay. In that case, we have what might be referred to as “winter tetany” or “wheat pasture poisoning” when cattle are fed harvested winter feeds that are high in potassium.

Most of the country doesn’t have problems with it in the fall. However, it can be an issue especially if producers fall fertilize.

Tetany is a global issue and impacts all ruminants who have an improper potassium:magnesium ratio.

 

  1. What are the best ways to prevent grass tetany?

There is no perfect mineral for preventing grass tetany. If you have extremely high potassium level, it is important to realize that a higher percentage of magnesium doesn’t always mean it is better. Magnesium isn’t palatable, and cows will likely walk away from straight magnesium or minerals with slightly higher levels of magnesium.

Start increasing magnesium levels about two weeks before turning out to pasture so you can gauge how much the cow might eat when she is turned out on grass. Remove all other sources of salt so that forces the cows to get salt from the mineral if the bitterness of higher magnesium restricts intake to less than the restricted amounts.

Feeding a high mag mineral during the high-risk periods such as spring and fall when the growing season can easily be disrupted will prevent the vast majority of issues.

  1. If an animal is diagnosed with grass tetany, how is it best treated?

Remember to check your cattle regularly when they are first turned out to new, green grass. Grass tetany is treatable if it is caught early enough. Call your veterinarian at the first signs of any tetany. The vet will typically provide an intravenous solution of calcium, magnesium and glucose to get the cow back on her feet. Timing is critical, though as cows will likely die if not treated within 4-8 hours after onset.

The key to preventing tetany is to provide the proper amounts of all nutrients, Glaubius said. If you can keep your magnesium to potassium ratio in check, your cows should enjoy grazing green grass and keep healthy. BioZyme offers several supplements in its VitaFerm® product line that are enhanced with magnesium to help prevent the onset of tetany including VitaFerm Concept•Aid® Mag/S. And VitaFerm Cow-Calf Mag Mineral. To learn more about these and other VitaFerm Products, visit: http://vitaferm.com/all-products.

 

Dealer Spotlight: Kennel Supply LLC

Like all dealers, Jon Stidham believes in the products he sells, and he has used them first-hand for more years than he’s sold them. However, Stidham, owner at Kennel Supply LLC, is a specialized dealer that carries one product line – Vitalize® Canine Products.

Kennel Supply is a specialty business that started 10 years ago and became a BioZyme® dealer at the same time. The company sells to tracks, kennels, zoos, cat complexes and circuses, and pet owners with a majority of their business consisting of raw meat that they ship across the nation to customers for their animals.

“Ninety percent of my business is selling raw meat into the dog racing world and people who want to feed raw meat to their pets and animals, and of course if you’re going to feed raw meat, you need a product like Vitalize to help break down and absorb the nutrients in the meat,” Stidham said. “Vitalize is an important part of my business so I can upsell when people get on the raw diet.”

Stidham, who is also a dog breeder, explains that there has been a movement in the past few years to move away from processed dog food and start feeding dogs more raw meat.

“People are seeing their pets live longer and happier lives on a raw diet as opposed to cooked, processed dog food that has additives and things that are not natural to their diet,” he said.

Since carnivores eat raw meat in the wild rather than grazing in fields or eating vegetables, more people have grasped the concept. And Kennel Supply has capitalized on the opportunities that exist to supply a product that is in high demand.

As only one of a few raw meat distributors in the country, Kennel Supply gets its meat from a plant in Redgranite, Wis., that primarily harvests older dairy cows that would be undesirable for human consumption. Stidman explains that the meat is still safe for animal consumption and tested regularly by the USDA. The meat is packaged in smaller tubes for smaller operations, or in 30-pound slabs for bigger kennels, accommodating their customers’ various needs.

Stidham told of race tracks that order by the semi-truckload, or about 42,000 pounds, of raw meat every 4-6 weeks, noting why complete nutrition is so important when feeding several thousand dogs per day.

“The gut is important for nutrition absorption and adding the Vitalize optimizes the absorption of nutrients from the meat. The meat promotes muscle development, especially in the puppies and the dogs working at the track. Vitalize is a part of the complete diet for puppies, juveniles and adults. The only time our dogs don’t get it is when puppies are nursing, and their eyes aren’t open yet,” he said.

The product speaks for itself, according to Stidham, and he has never had any product complaints from his customers.

“People know and expect what they are getting with Vitalize. I have a very loyal following of customers who use the product, and large breeders who use the product comprehend the importance of nutrition, so they get the importance of Vitalize as part of the raw diet,” Stidham said.

For more information about Kennel Supply, visit kennelsupplyllc.com.

Information Boosts Confidence

Knowledge is power. The more information you have about anything, the more confidence you will have to talk about that product. The more confidence you have, the more enthusiasm you will project, and enthusiasm is contagious!

The above statements are true if you are talking about roping horses, fishing boats or livestock nutrition supplements. Matthew Hudson shares the following in an article on Balance.com, “Seeing someone completely enthusiastic about a product is one of the best selling tools. As you generate excitement for the product, you remove any uncertainty that the product may not be the best solution for that customer. The easiest way to become enthusiastic is to truly believe in the product. Remember, the first sale you make is yourself; the second sale is the product. If they believe in you, they will believe in the product you are selling.”

Many dealers use BioZyme® products, so they have first-hand knowledge and enthusiasm to share with customers and potential customers. However, other opportunities still exist for you to enhance your product knowledge, and therefore share your enthusiasm about the products.

The Master Dealer Program is a great way to expand your product knowledge and help build your confidence about products and programs you might need some additional information about. The online training modules cover a variety of topics, including the overall BioZyme company information and the Amaferm® advantage as well as all the individual product lines.

“When I started the classes, little did I know the outcome would be so great – from learning about nutrition, how to increase sales and the magical ‘Amaferm.’ As they say, knowledge is power. I am thankful to be part of the BioZyme family,” said Yolanda Novack, Master Dealer from Novack Feed & Grain in Lankin, N.D.

Once a dealer successfully completes the training modules and carries at least four of the product lines, they become recognized and marketed as a Master Dealer. It will receive a special designation on the Dealer Locator page on the website, signage with the Master Dealer designation will be provided to the store; and employees who complete the training will be given a special jacket with the Master Dealer logo on it.

BioZyme works hard to give their dealers every opportunity to learn and grow with the company. The Master Dealer program is just one example of the resources created to ensure dealers have access to both people and tools necessary to grow and flourish. And the more employees who complete the Master Dealer training from each location, will experience

more enthusiasm, and therefore should increase their sales.

“The Master Dealer program gives you all the knowledge and understanding you need to be a successful BioZyme dealer or sub-dealer. I truly believe it ties everything we do here at BioZyme together, our values, our brands, our key ingredients, our products and our services offered to our incredible dealers and sub-dealers,” said Ailee Langdon, Events and Training Coordinator at BioZyme. “One of my favorite things I have heard from Lisa Norton is, “take the time, find a way.” Take the time and find a way to enhance your knowledge and grow your business and complete the Master Dealer Program today.”

Dealers with more than one employee interested in completing the training should contact Langdon directly at 816-596-8782 and she will give that employee access to only the Master Dealer Training modules on your Online Dealer Center. Every employee who completes the training will receive a special jacket.

Sales Solve Everything

If you are going to survive in business, there is just one thing you need to master – sales. That’s right. You have a product or service that you offer, now get out there and sell it. That seems obvious, but there are definite steps to mastering the art of sales.

According to Entrepreneur.com, there are 10 traits that make a great leader. These traits, combined with the conviction-based selling technique, will attract customers and help you master your sales skills.

What qualities do leaders possess that make them master sellers?

  1. Confidence – They are sure about their skill/product, know its value and are proud of being associated with it.
  2. Commitment – Leaders are committed to their vision, mission or goal. They pursue it zealously, no shortcuts.
  3. Integrity – Leaders possess strength of character and maintain honesty with all stakeholders – organization, employees, vendors and customers.
  4. Above par soft skills – Leaders know how to treat people around them, be it business associates, partners or customers – they treat everyone courteously with utmost respect. Good leaders concentrate on building a relationship first, then on closing the sale.
  5. Continuous learners – Leaders are always on the lookout to update their knowledge and skill set and they share it openly with their associates. Not only this, they also seek feedback and if genuine, they implement it.
  6. Target oriented – Leaders are very target oriented – they plan and execute as per the plan.
  7. Good listeners – They are very good listeners. They pick up on subtle cues and know without explicit communication when a deal can be pursued further or when they need to take a step back.
  8. Good communicators – Along with being good listeners, leaders are well versed with the art of making small talk. A leader effectively uses the ‘you attitude’ to put people at ease and gets them to voluntarily listen to what he has to say.
  9. Problem solvers – Leaders by nature are problem solvers. Instead of letting an issue foster, they deal with it on a priority to sort it out.
  10. Product and market knowledge – last but not the least, they have in-depth product knowledge and they know how the market in which they operate performs and where it is headed – i.e. along with the present they also have an eye on the future.

Instead of using a relationship-based selling technique or even transaction-based selling, leaders use the conviction-based selling method, which exhibits their passion toward their area of expertise, in our case animal nutrition. This creates a ‘pull’ effect; ‘an attraction’ toward the leader, creating a demand for his or her expertise, skills, services and products.

As you review the list of leadership skills that will help you master the art of selling, focus on the areas where you are the weakest. You should see gradual increases in your sales and the numbers grow in your checkbook.

Source: https://www.entrepreneur.com/article/249927

Asking Questions To Attract Their Attention

Often, we hear dealers say, “the products sell themselves.” But how do our products get sold to new customers or those who are a little skeptical? We need to know our customers’ needs and understand exactly what they are trying to achieve.

The best way to get to know your customer or a potential customer is to have a conversation with him or her. Discover what goals they have set forth and listen. You will likely need to lead this conversation because most people, especially in agriculture, don’t like to talk about themselves or share too much information. And, your questions will have to be more of a conversation than an interview, seeming more natural than just a list of predetermined questions you have with hopes to make a sale.

People don’t always know what they want. However, they usually know what they don’t want. Use these 10 questions to help you start a conversation to attract new customers to your business.

  1. When it comes to (segment of industry person is in) what is your biggest challenge or hurdle you face when trying to meet your goals?
  2. Which of your needs are not currently being met?
  3. What products/services do you value the most?
  4. How can the products/services you use be improved?
  5. What is one area of your business you need to improve on? And how can I help you make those improvements?
  6. What features of a product/service make you annoyed?
  7. Would you be willing to invest more in a product/service if you knew the ROI would be greater than what you are currently experiencing?
  8. What opportunities or benefits are you willing to pay more for?
  9. At what price does my product or service provide great value to you?
  10. Have you ever thought, “if only a company like ours could do [BLANK] for me, life would be so much easier?” …Tell me about BLANK and how you would find it useful.

Once you have a conversation started, really listen to the potential customer’s answers. Does it sound like you have a product or service that is needed by this person at this time?  Great! Then it is time to start talking about your products or services to make a sale. Don’t talk about products or services that aren’t relevant, but show that you genuinely care and respect the person’s needs and desires by telling them how you can help their operation. The number one thing that attracts new customers is showing respect and a genuine concern/interest in people.

Keep your Canine Companions Healthy: Give them the Amaferm® Advantage

Man’s best friend, the dog, has become a more integral part of most of our everyday lives. As veterinary care and technology evolves, dogs are living longer, healthier lives. As dog owners and lovers, we can help support this healthy lifestyle by providing adequate nutritional and digestive support.

Dogs are monogastrics, but unlike pigs and humans, are primarily carnivorous. In order to digest animal fats and proteins quickly and efficiently, dogs have short, acidic digestive tracts. Compared to other animals, dogs release a higher amount of hydrochloric acid, which aids in the breakdown of proteins and helps kill off any bacteria that could be found on raw meat. They also digest their food more quickly than animals that are herbivorous because plant material takes longer to break down. A longer digestive process is also associated with a longer digest tract. Therefore, dogs have a very short digestive tract compared to many other animals.

When your dog’s digestive system is functioning properly, the typical meal takes between 6 and 9 hours to pass through the digestive tract. In comparison, the entire digestive process in a cow generally takes more than 24 hours. During this time, the food is reduced into basic nutrients that the dog can absorb and utilize. Carbohydrates are broken down into simple sugars, fats into fatty acids, and proteins into amino acids, all which work to keep your dog looking and feeling healthy.

Common threats to healthy digestion in dogs include eating inappropriate foods or garbage, abrupt changes of diet, intestinal parasites, food allergies, infections, and viruses. When your dog’s digestive system is not functioning properly, the result may be gas, diarrhea or vomiting. For some dog owners, perhaps the most common cause of digestive upset is consumption of inappropriate items such as garbage, manure or hoof clippings.

Whatever the cause, Amaferm® helps smooth digestion by stimulating microbial enzyme production in the dog’s small intestine. These enzymes help break down food so it can be better utilized by the body. In addition to improving digestion, Amaferm also helps maximize the absorptive capacity of the gut. Several trials in conjunction with kennels, pet food manufacturers, and veterinarians have shown the benefit of Amaferm in increasing digestion and absorption of food and reducing nutrients left in fecal matter. Better digestion and absorption of food means healthier dogs with less digestive upset and less waste!