There are only 24 hours to each day, and seven days in the week. You have a to-do list a mile long, including the desire to increase your BioZyme® sales for the year. Alan Lee, Director of National Sales – South, offers tips to help you grow your business and your profit potential.
Step 1 – Decide to multiply your business this year.
You are the only person who can make this life-changing decision. Don’t be wishy-washy. Make the decision, define how much you want to grow your business and start working.
Step 2 – Once you make the decision, do whatever it takes to get it done.
Develop a plan, write it down and make no excuses as you move forward. A plan or written goal will help you with accountability. And if you need to take that accountability further, talk to your spouse, business partner or even your ASM and let him or her know what your business growth goals are for the future.
Step 3 – Find mutually beneficial business partners to back up the plan.
Work together to build one another’s brand awareness and/or customer base. Until you ask to form a partnership, the answer is always no. Is there an animal health company, semen company or auction company you can partner with to conduct producer meetings? You probably share some customers, but you also share potential customers. Do simple things for one another like share your company links on each other’s websites. Start small, and develop endless opportunities with strong partnerships.
Step 4 – Connect the dots. Do you have a customer who has customers that you need to reach out to? For example, you have a VitaFerm® customer who sells 200 bulls every year. If that producer sells 200 bulls, who is he or she selling to? Have you asked that producer who those customers are? Do those customers use BioZyme products? If not, there are many potential customers who already have a trusting relationship with someone with a success story (the producer who sells 200 bulls) with our products. Connect the dots.
Step 5 – Think of established revenue sources as a partner. Although new customers are important, make sure your core customers are taking advantage of all products and programs. Sure, a cow-calf producer is using a Vita Charge® Stress Tub at weaning, but what about the rest of the year? And what about the other species on that operation? Make sure that customer knows about VitaFerm Concept•Aid®, VitaFerm HEAT™, and Gain Smart™. Does that operation also have horses and kids with livestock projects? Make sure you tell them about the Vitalize® and Sure Champ® product lines as well. And most of all, try to sell them a program, not just a product.
Make sure your current customers understand the value of using an entire program, not just a single product in their operation. Sell sheets for four key programs are available in the Online Dealer Center that will show the cost per animal vs. the ROI for the producer and the profit potential for the dealer when selling the program. For example, a producer with 40 cows, feeding Concept•Aid most of the year, and HEAT during the hot summer months will spend approximately $56 per cow. However, because of the increase in conception rates, adding more pounds of calves to wean, the producer should see an additional $20.63 profit. Studies show that calves will gain an extra .25 pound per day with the Amaferm® advantage, so higher performing, heavier calves will also result in additional profit to the producer for feeding these two supplements of $76.88 per cow. Now, if you have 10 producers with 40 cows each, your sales for those two products could bring in $22,280. See why it is important to sell the program and not just a product?
Be sure to check out the Retreat Page in the Online Dealer Center by going to www.biozymedealer.com and clicking “Retreat”. Here you will find updated sell sheets for all programs and products as well as Alan’s presentation that includes the profit-potential breakdowns of these four programs: VitaFerm Cow-Calf Program, Gain Smart Stocker Program, Super Start Dairy Calf Program, and the Recovery Programs. The sell sheets will explain more in-depth the benefit of the products and how to best position them when selling.