Amberley Snyder: Courage to Grow

It takes courage to grow your business; to make changes, to make progress. It also takes courage to get back in the saddle once you’ve been bucked off. But what if you weren’t really bucked off, but rather thrown from your pickup as an 18-year-old with your entire life in front of you. You’re in Wyoming, look down at your map, and after your truck stops rolling, you are setting in the ditch, next to the fence post you were thrown into that broke your back. You can’t feel your legs, and when other drivers stop to offer help you ask to borrow a phone to call your dad.

That is just the beginning of a true story of courage, and the real-life account of Amberley Snyder, this year’s keynote speaker at the BioZyme Dealer Retreat. Amberley retold of that fateful January day in 2010 when her life was literally turned upside down. The Utah State FFA officer had big plans to attend college in Oklahoma on a rodeo scholarship. She’d been a barrel racer since a very young age, and she and her horses always had a special bond. Then, she heard the words that she’d never walk again.

As in a successful business, drive, courage and goals kept Amberley focused. Her first three goals: walk, ride, rodeo. In just 18 months after that fateful day, she was back on her horse. She has successfully competed at rodeos and she is still determined with the grace of God, continued therapy and modern medicine she will walk again someday.

Amberley shared 5 important lessons with the dealers at Dealer Retreat that can be applied to both life and business.

“We don’t always get to choose what we draw out of the bag, but we do get to choose how we handle what we draw,” Amberley told the crowd as she asked three volunteers to come on stage with her and “draw” from a bag she had with her. One rugged dealer from Wyoming drew a silky, pink scarf and modeled that accessory like he sold scarves instead of VitaFerm for a living. Another drew a wooden chicken and strutted like a chicken; the third drew out a sweet Snickers candy bar and took a big bite out of it. Perhaps if each had drawn the different object out, they would have handled things differently. But life is about making the right choices for us and our businesses.

“Don’t be afraid to ask for help or accept help.” We all are better when we accept the help from those who offer it. If we can’t do something or don’t know the answer, asking doesn’t mean defeat, it just means you want to be better.

“Don’t compare your challenges or accomplishments to someone else’s.” It’s easy to fall into the comparison trap. But don’t. Think you’re having a bad day? Someone else is likely having a worse day. Everyone is fighting some kind of battle. Did you just make the biggest sale ever? Good for you! Celebrate, but stay humble.

“Attitude is a little thing that makes a big difference.” Amberley knew her attitude would help determine if she would ride or rodeo again. Having a positive attitude in a negative situation made all the difference. The same can be said in business and offering the best customer service. You can have the best products on the market, but if you have a poor attitude, you probably won’t see customers lined up at your door.

“There is no future in giving up.” If you are reading this newsletter, you likely aren’t a quitter. Neither is Amberley, the only paralyzed barrel racer and break away roper on the professional circuit. Are your sales not quite what you expected this month? Have the courage to make a change. Get out and meet some new potential customers. Support the local fair. Whatever you do, never, ever give up.

Dealer Spotlight: Share What’s On Your Heart

Albert Einstein once said, “The only source of knowledge is experience.” While experience is usually a good teacher, BioZyme® Inc., wants its dealer network to have resources readily available to them to help them learn along the way.

The staff at BioZyme works to offer educational tools that will fit the needs and learning styles of its diverse group of dealers. We know that everyone is busy, and everyone absorbs information differently. That is why we offer resources like printed materials, the Online Dealer Center, webinars, the Facebook group, Area Sales Managers and office staff to assist you when it comes time to learn about products.

During the recent Dealer Retreat, dealers had the opportunity to share with each other and some of the BioZyme staff what educational tools they found most helpful and how they would like to be further assisted during a “Dealers to Dealers” session led by National Sales Director Alan Lee and Outreach Support Center Director Jennifer Miller. Survey questions were answered anonymously through a texting app that let dealers respond from their own phones and led to open discussion.

A majority of dealers did indicate that they use at least one or more of the primary forms of education available to them: their ASM, printed literature, the Online Dealer Center and BioZyme Office Support. Most ASMs do cover a large geographic area or represent a great number of dealers. In an effort to provide even more support, a dedicated call center is being rolled out this month, to help the company stay in contact with its dealers and sub dealers. Regular calls and emails will be going out to the network to ensure that the dealers have all the resources they need. Miller is heading up these efforts.

One of the best ways dealers can learn from one another is through exchange on the Message Board in the Online Dealer Center. The Message Board is an outlet to post your questions, share what has worked for you, and receive input from others in the same business.

It was agreed upon that customer testimonials and results from research trials were both useful information when sharing products with potential customers. Dealers in the sessions would like to see more region-specific testimonials. If you have a customer success stories that you would like to share with the marketing department, please contact your ASM with those success stories so they can relay information to the Marketing Team. Also, if you need specific research on a topic, check with your ASM, as he or she is a great resource.

Finally, don’t be afraid to share what has worked for you as a dealer. Share your thoughts on the BioZyme Dealer Facebook page or let us feature you in the Dealer Spotlight in VISION. Share what’s on your heart. Chances are, there is another dealer in this big network looking for a solution that you’ve already discovered. Or, if you are one of those dealers facing a challenge, reach out to another dealer. We’re in this together.

Your Marketing Journey Made Simple

As you journey down the Yellow Brick Road to Success, you’ll find many curves, paths and forks in the road. But when it comes to marketing, you’ll likely take the shortcut. Time and money – two resources that many are short on – often put marketing lower on the list of priorities. But, don’t take that shorter path just yet.

In 2017, the BioZyme® Marketing Team compared web site traffic analytics to product sales and found there is a direct correlation between web traffic and product sales. Further, they discovered that getting customers to the Dealer Locator meant more business for you, our dealers. With those findings, the Marketing Team has developed a way to simplify your social media marketing journey, saving you both time and energy, and hopefully driving your sales. Let’s take a short journey down the Promoboxx path.

The Promoboxx Social Media platform is one tool that BioZyme has started using recently to offer dealers exclusive digital content for all brands to drive awareness and sales locally, at no cost to the dealer. Because of the agreement between Promoboxx and BioZyme, only a limited amount of “partners” are allowed, so BioZyme is offering this service to VIP Dealers and Master Dealers.

Promoboxx is an application that allows BioZyme to make its content readily available for its dealer partners. Once the content is created, the partner/dealer can go into Promoboxx and schedule the content onto his or her own

social media (Facebook, Twitter, Instagram) or post it to his or her web site. The social content will have a “local” feel, providing more relevancy to the audience. Anyone who clicks through, will go to a co-branded landing page, keeping your customers tied to you, but providing the look and feel of BioZyme’s national message.

One South Dakota dealer took what he learned during the hands-on session at Dealer Retreat and applied it immediately, sharing a Promoboxx post about Sure Champ Extreme. That same evening he had a call and an order from a new customer, all because he invested a small amount of time learning about this platform and its benefits.

“Our brands have a strong national message and it is important that when customers come into the store they are seeing that same message, so it is a seamless transition from online promotions to in-store knowledge,” said Kristi Stevens, Marketing Project Manager about the relationship with the dealer network. “It is a partnership – we know that when dealers spend time with the customer, they can provide the one-of-a-kind customer service that we can never fully achieve online.”

Sometimes, the shorter path is the more direct route, especially when you have national marketing partners that have helped you save both time and money. When you have partners in marketing that have invested time and effort into creative, why would you travel down that road again? With Promoboxx, your marketing journey just got smoother. To learn more about the benefits of Promoboxx and the eligibility requirements, contact Kristi Stevens at kstevens@biozymeinc.com or (816) 596-8795.

Don’t Let Profitability Be Wicked

As business owners, you have many goals. But your number one goal should be to be profitable. Nearly 95% of all small businesses fail in their first five years because of the lack of profit – now that is a wicked statistic.

Turning a profit doesn’t have to be wicked. With proper planning, studying the past and the willingness to make changes when needed, your business can be profitable and successful. BioZyme President, Lisa Norton, shared several key strategies for profitability during a breakout session at the Dealer Retreat.

“Profitability should be the primary goal of all businesses,” Norton said. “Measuring current and past profitability and projecting future profitability is very important.”

Before reaching profitability, a business owner must first understand profitability. Profitability is more than the income or money that comes into your business. Cash can come into the business for many reasons like money due from past invoices, services, pre-payments or financing. But pure profit is a simple calculation:

Sales, Revenue OR Income – Expenses OR Costs = PROFIT.

The five “not-so-wicked” tips Norton offered include:

1. Figure out gross profit margin

Your gross profit margin can be deceiving. Remember it is the difference of all income for goods and services and the total cost of goods sold (C.O.G.S.). Be sure to include not only the cost of the products, but packaging, labor to make the products and other costs associated with the production of the product.

2. Analyze the gross profit margin on each and everything

By analyzing every profit margin for each product, you will have a deeper understanding of the products that you sell that generate the most profit, and the ones that generate little profit or even worse, lose you money. It is best for your business to stop selling anything that is losing your business money and focus your efforts in promoting and selling the products that create the highest margin.

3. Review all your prices

Do you charge all your customers the same amount? If so, why?

Some customers might not be as price sensitive as others – think government or other bigger businesses that can spread their expenses over more numbers. Don’t feel bad about increasing prices for some of those customers. Be sure to keep up with rising prices from your supplier and to raise prices as your competition does. It’s ok to increase your prices – your business survivability depends on it. Here is an example Norton shared with the group,

“It’s true that you might lose a customer if prices are raised, but if your margin is 50 percent, a 10 percent increase in prices means you can lose 17 percent of your customers and be no worse off,” she posted in one slide. Chances are a slight price increase won’t cause you to lose 17 percent of your customers if you remember to sell the value of your products and your customer service.

4. Use an inventory system

It is vital to know what you have on hand and to use some type of system to track your inventory. If you do have inventory in stock, make sure it is displayed, because if the customers can’t see it, they won’t buy it, and they likely will move on to your competitors for another product. When getting in new inventory, remember to rotate your stock and use the FIFO system – first in, first out – because no one wants to buy an old product.

5. Think about the best way to cut up money

Now, you might think tips about profitability shouldn’t mention “cutting” money, but Norton used a great visual with play money to demonstrate how to “cut” expenses from your profit equation. Each person in the room had one dollar to spend, and they had to decide how to spend their dollar on marketing, by cutting it into sections. Would you spend half your dollar on print advertising? Cut it in half, and you have half a dollar to spend on digital efforts, radio, creative design, research, boosting social media posts. How far will that half-dollar go? Because once you spent that first half, you can’t get it back, and if you are going to be profitable, you can’t ask for another dollar.

It shouldn’t surprise anyone that most people in the room, “cut” their money in different ways. That’s because everyone’s businesses are different, and everyone has different strategies to meet their goals.

Being profitable doesn’t have to be wicked at all. It can be a challenge that you face with courage and resolve. Follow these five simple steps and enjoy your journey to profitability.

Have Courage to Seize Opportunity

Every one of us has a bad day from time to time. The same is true for our livestock and companion animals. Part of being in the animal nutrition business is being able to offer potential solutions for when those bad days happen for our customers’ animals.

That’s why it’s important to keep some of the most unique products BioZyme® offers top-of-mind. The Vita Charge® line and Vitalize® Recovery Paste are some of the company’s fastest growing products and offer the highest profit margins to dealers.  And, they offer a rapid response to animals’ stress, making them a great product to showcase how effective the Amaferm® advantage is.

Due to the quick response rate of the Vita Charge line and the Vitalize Recovery Paste, they build customer confidence and open the door to more conversations about other products, that ultimately lead to bigger sales. As a dealer, you must have the courage to keep these products in stock and even offer a sample to a customer who has an animal in need. That tube of Recovery Paste or bottle of Liquid Boost® might be the best investment you make in marketing, if it leads to a loyal customer who starts buying and using more products on a consistent, year-round basis.

One example of a customer that started with one of these products is Brenton Feedyard at Grimes, Iowa. The feedyard was first exposed to the Amaferm advantage with Vita Charge® Stress Tubs in its receiving pens. The feedyard has been using the Stress Tubs for five years now, and typically puts two of the 200-pound tubs in the larger pens that hold up to 120 calves, and one 200-pound tub in the smaller receiving pens that hold 40 head.

“Some cattle blow through it a little faster, and we think it’s because they need it more. Some hardly go after it at all. It works great for us,” said Devon Keller, manager at Brenton Feedyard. “The Amaferm product has worked really well for us. We started with the tubs and felt like we saw a really big response from them. And now we actually feed the Digest More pellets – we double the rate for the first 30 days when receiving cattle.”

Although the calves only get Amaferm for the first 30 days at the feedyard, Keller said it has helped the calves get started on the right foot. They are overall healthier, and he says they treat on average, 50% fewer calves – a big labor savings for an outfit that feeds 3,000 head, farms 2,000 acres and only has three employees.

“When we get more Amaferm into the gut, we are getting more health into the gut. Some of the cattle are in rough condition when we receive them and just learning to eat. Most cattle that don’t go to the bunk will still go to the tub, and that’s what we like about the Stress Tubs,” Keller said.

Keller is just one example of a customer who learned about Amaferm and keeping the gut healthy, thanks to the Vita Charge Tubs. Now, he is a believer, who keeps ordering more product.

One of the greatest things about Vita Charge, is it can be used across species. The various applications for each production scenario, along with the rapid response make it a great “starter” product or door opener.

Be courageous. Offer a solution for a stressed animal and watch your customer list grow.

Ways to Support Youth Projects

“The youth is the hope of our future.” – Jose Rizal

More than 6 million youth are involved in 4-H and FFA. And while not all these young people are involved in livestock projects, all of these young people are consumers and do want a safe, nutritious eating experience. That’s why it is important for BioZyme® dealers to support youth projects and events. While the support of the project or event is beneficial to the young people involved, as supporters, we often get to share our story; telling everyone that our products are all-natural and will only continue to help the animals feel good, stay healthy and perform to their upmost potential.

There are many ways to support the youth – or the future – of our industry. Remember, every time we give, we are making an investment.

Show sponsorships.
It is easy to write a check to group or an organization for a show sponsorship. But have you ever considered sponsorship in the form of product? Many shows are looking for “new and exciting” awards or ways to make winning the show seem more appealing. What is more exciting or appealing than winning a bag or bucket of Sure Champ Extreme with Climate Control? Be sure to include your contact information along with a product brochure. Those winners just might be your newest customers.

Educational Workshops.
Giving our time to young people is vital. And in youth projects, there are so many things to learn – feeding, fitting, showing, judging, skin and hair care. As a dealer, you are likely an expert in at least one of these areas or know someone who is. Take the time to host a day or 1/2-day workshop or work with another company to co-host an educational workshop. You don’t have to tackle every subject or every species all at once. And, at the end of the day, have a drawing for a bag or tub of product.

One example of an educational workshop was a roping clinic recently conducted by Vitalize Ambassador Whitney DeSalvo. Each participant received a tube of Vitalize® Equine Recovery Paste and a Vitalize cap. A bag of Vitalize product was rewarded to one of the young participants based on merit. Giving away product might cost you initially, but it might also gain you a lifetime customer, and you will see the ROI mount over time.

Make Stall Cards.
Offer to make stall cards for your customers prior to the county or district fair. Don Bush with Powell Feed & Milling in Arkansas, said Powell makes its own line of show feeds, with the assistance of Dr. Susan Day. Last year, Powell feed provided stall cards to its Powell Show Feed customers to use at the area fairs, to recognize their customers, and help the young people have a more professional and neater looking display at the fair. Bush said the youth appreciated the added gesture, and he anticipates this is a program that Powell’s will continue.

Simply Give Back.
With many stores in many counties, Bush said it was going to be nearly impossible to support each Powell customer. Kirk Powell, the company owner, said he would rather donate back the profit margin from show feeds to all the youth than buy just one kid’s animal. And that is what he did. At the end of the summer, Powell Feeds calculates the profits from its show feed sales and divides it among all the youth who buy feed from their various stores. Then, the kids get a certificate worth a specified amount to use at any of the Powell stores.

“We can buy one animal, spend $3,000 and impact one child, or we can take all the profit from our show feed business and spread it amongst every one of them. And some of those kids who don’t win, it means more to them than the kids who do win,” Bush said.

Remember, youth are the future. They are future leaders, future decision makers and future customers. The decisions you make today to support youth will impact them and your business now and in the future.

Today’s Young People are Future Customers

For years grandpa and dad made all the purchasing decisions around the farm or ranch. They decided which color of tractor to drive, which bulls to breed the cows to and even which minerals to feed. But as the years go by, the next generation of customers – my generation –  is starting to make buying decisions. And as a millennial, I might need you to reach out to me just a little differently than dad and grandpa did.

Being classified as a millennial means I’m in an age group with other 18 to 34-year-olds. That’s a wide age range of potential and future customers, and we make our decisions a little differently than grandpa did. Here are a few pointers on grabbing my attention and converting me from a potential customer to a repeat customer:

Reach out to me early on. As part of the millennial generation, I might already be a customer of yours, especially with show livestock and performance horse product lines such as Sure Champ® and Vitalize®. But just because I’m young, doesn’t mean I’m not interested in other product lines. Keep the lines of communication open, and make sure I know how to reach you when I do need to buy more products for my growing livestock operations. For example, I might be buying Sure Champ for my show animals now, but as I develop my herd or take over my family’s herd, I will want to learn more about the VitaFerm line of products and how they will keep my cattle healthy, performing and help increase profitability.

Show us results. My generation thrives on instant gratification. We like to see results and we like to see them quickly. Share research summaries with us that describe the results we might see with your products. We also like to hear from others who have had great experiences. Providing a sample of a quick-response product like Vita Charge Paste is a good idea, too. These kinds of samples are great door openers to conversations about other products and one of the best investments you can make.

Be innovative and stay connected with us. Our generation has technology at our fingertips. We get news from social platforms like Twitter, Instagram and Facebook, and if we are going to learn about your products and services, you’re likely going to have to promote them on social media as well. That connectivity is a two-way street. “Word of mouth” is still the most powerful marketing tool, but instead of us setting around the local feed store or coffee shop, we comment and share on social media. We like to share positive comments on our experiences, so look for those as we engage with you on Twitter, Instagram and Facebook!

Have a conversation with us. Millennials like to be engaged. We don’t want you to give us a sales pitch. We want you to talk to us and include us in the conversation, so we feel like part of the solution. Start the conversation with questions to discover our goals and priorities and give us options.

Be authentic. Because technology is so easily accessible, the ability to find answers to our questions usually is too. We will do our own research and find out in a heartbeat if you have clouded over anything just to make a sale.

Times are changing, but thanks to the foresight and leadership of my dad and grandpa, I’m ready to start making decisions about our operation. Just remember, I make decisions a little bit differently than the generations before me, but keep your conversations real, show me results and work with me, and this potential customer will become your regular customer. Keep connecting with me in innovative ways as technology changes and evolves, and watch your business grow.

Youth Project Opens Doors

For 25 years Don Bush, Powell Feed & Milling, knew Ken Gillig and competed against him in the world of animal nutrition. Gillig, the BioZyme® Key Accounts Manager since 2016, was formerly an ASM, and Bush had been selling Purina through Powell Feed & Milling in various stores in Northern Arkansas.

However, at the 2014 Missouri State Fair, the friendship between Gillig and Bush became even more important when Bush’s daughter’s ram got very sick in the breeding sheep barn. Bush recalls that Gillig told him he had something he wanted him to try.

“Ken brought back a half-dozen Vita Charge® Paste tubes with a note on how to give them to our ram,” Bush said. “I told my daughter, ‘I don’t know what this foo-foo dust is, but it’s better than having a dead ram.’ Two days later he won the open sheep show.”

After that experience with his daughter’s prize-winning sheep projects, Bush knew there was something about the BioZyme products that worked. He helped Gillig get some supplements to producers down around him and told his boss he wanted to introduce the products into the Powell Feed Stores. Skeptical about the price of the products, he agreed. And Powell Feed & Milling has watched its BioZyme product sales grow, all while reaching VIP Dealer status each year.

“I knew it worked for us. I knew it would work for others,” Bush said.

Bush’s situation is a perfect example of why reaching out to young livestock exhibitors and sharing products are effective ways of promoting the products. If Gillig hadn’t shared the Vita Charge products with him, his daughter might have had a dead ram. And furthermore, BioZyme might have one less VIP dealer who has helped the health and performance of many producers in a large part of Northern Arkansas.

Don’t discount the youth exhibitor. They might buy a bag or a bucket of Sure Champ® products. Or maybe a young equestrian uses the Vitalize® products. However, those youth likely have parents who own livestock or a business who could be positively impacted by the BioZyme products as well.

Potential opportunities are everywhere. Ken Gillig seized the opportunity to help a young sheep exhibitor at the Missouri State Fair. But what he ultimately did was help grow business and change the lives of many livestock producers for years into the future.

May 2018 – Letters from Lisa

Young = Unproven = Fresh = IMPACT

Not to sound too girly, but for about two weeks I had needed to get my nails done (this new job just doesn’t allow time for such necessities).  Finally, I found a spot I could go and called to get in; no availability.  Seems it is “prom season” in St. Joseph and my offers for large tips for availability purposes got trumped. Thinking of the prom dynamic brought back many memories of the good ol’ days when I was not afraid of looking in the mirror, and my youthfulness allowed me to do many things that are not just glimpses of memories that I watch rotate by on my photo frame.

Why is youth so amazing? In my opinion, the greatest thing about young people is that they are unproven. I have never heard an 18-year-old say, “we already tried that, it didn’t work.” Or “that’s how we have always done things.”  Not having a past is a huge attribute, and one that all of us in business should embrace. Want to get futuristic insight or even today’s insight on anything – ask a young person. One warning: after asking you must listen and make change based on these suggestions. And you cannot say to yourself, that will never work, we have already tried that. I am serious, you must think “unproven.”  Ailee Langdon came to BioZyme as an intern last summer and impressed us so much with her work ethic and fresh ideas that we snatched her right up as a full-time employee so we could keep her freshness on our team.

This unproven characteristic allows young people to bring fresh ideas and fresh perspectives. Youth means a new way of thinking. Millennials (18 to 34) now outnumber boomers (51 to 69). Fast Company research suggests 68% of millennials say creating change is a personal goal, while only 42% of boomers do. There’s that word people hate, change. Young people are change agents. Embrace that. No matter whether they are customers, employees, interns or visiting for the day; we all need to think about how amazing “fresh” corn on the cob is.  Young people are even better. Cody Jensen came to BioZyme after being the President of the National Junior Hereford Association Board.  He had many fresh ideas on how we could better support show cattle and ended up driving the development of Sure Champ® Climate Control – a product that took the show world by storm last summer.

In all these scenarios there was impact. This impact does not come without commitment on the part of the Company. Training must be a part of your modus operandi as well as having processes that allow for the time to discuss, not just do. However, with that little bit of effort and if we embrace the incredible value of our youth, we will see significant IMPACT!  At BioZyme youth is a part of everything we do, not because it is easier (change is not easy) but because we are looking for care that comes full circle as our IMPACT!

Win the future – think youth!

Engage With Your Customers To Sell A Program

BioZyme® offers many great products for all phases of production. But some producers get comfortable with one product, and don’t always know how to transition to include other products. And sometimes, the new products seem overwhelming. However, with some engagement with your customers, and discussing the benefits of the Amaferm® advantage through all phases, you can expand your marketing to a program-based approach.

Matt Weigel, owner of Darlington Feed & Ag Center in Darlington, Wis., said he works closely with his producers to make sure they understand each step of the feeding process. For instance, he said the dairies he works with all incorporate Amaferm Digest More® in their feed. When Weigel asked if the producers were pleased with their calf feed, they said yes. Then he suggested the Vita Charge® Stress Tub to help them wean better and stay healthier. And the dairies liked them as well. Of course, they all start their program with Vita Charge Neonatal.

“I’m not afraid to give away a stress tub, and I’ll eat the $60 because I am confident I’ll sell 10 more tubs and more product,” Weigel said. “You’ve got to look at the big picture and be open minded. If a producer likes it and uses it forever I’m money ahead.”

He said he is on the dairy farms that are his customers at least every week or every other week to make sure the customers get their questions answered, and to fix any problems before they surface. Although his store represents other products lines, he truly believes in the Amaferm advantage and uses the VitaFerm products on his own cow herd.

“I wear my VitaFerm hat! We really promote VitaFerm because we know it works. I try the products on my own animals and they work. I like them, and I can promote them,” he said.

Another way that Weigel works to engage with his customers and promote products is to take advantage of the assistance the BioZyme Marketing Team and his ASM provide. In 2017, ASM Trent Gabler worked with Weigel and the Marketing Team to create a postcard mailing promoting VitaFerm HEAT® to those producers who use Concept•Aid®. Darlington Feed saw a significant increase in their HEAT sales after that mailing, according to Gabler.

Finally, Weigel said he’s not afraid to use other customers as references. He’ll share the results that ‘Joe Smith’ had when using a product and he said other producers have the mindset that if Joe Smith had great results, then I should try it too.

Using products, proactively making farm visits and sharing testimonials are great ways to engage and promote products. Offering a trial product might cost a little initially, but the returns will pay off in the long-term. Getting customers to use a program and not just one product will also pay dividends and keep that customer active all year long. Look at the big picture, and sell the program.