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.

January 2017 – Letters From Lisa

game chang·er
noun
noun: game changer; plural noun: game changers
1. an event, idea, or procedure that effects a significant shift in the current manner of doing or thinking about something.

With a goal to help ensure safe food and the sustainable use of antibiotics for animals and humans, the FDA published the Veterinary Feed Directive (VFD) to promote the responsible use of antibiotics for food-producing animals. The regulation requires a VFD for all medically important antibiotics (those important in human health) administered in feed, and a veterinary prescription for all medically important antibiotics used in water. However, there are concerns that FDA’s position could disproportionately affect small livestock farmers, have a negative effect on animal health and increase the cost of producing food while not improving public health.

Michael R. Taylor, FDA’s Deputy Commissioner for Foods and Veterinary Medicine, said “We believe that veterinarians should work with their clients to explore alternative approaches for managing certain animal health conditions, and we will be working with animal producers and drug companies to make any needed changes in approved conditions of use. Antimicrobial resistance is everyone’s problem. It requires determination and cooperation to make the changes needed to protect the utility of these life-saving drugs. We are grateful for the way our partners and stakeholders across the food system are responding to this challenge.”

4keypointsAll this sounds like a game changer to me. As business leaders, how do we manage a game changer and still GROW exponentially? And yes it is possible because when there is a will there is a way. Here are some ideas:

  1. Be Aware – Be aware of the emotions and needs of others, and how all of this will be embraced in the market.
  2. Have Purpose – If you want to maximize the value of a real game changer have a purpose that serves, improves, helps and inspires.
  3. Focus on Relationship – All business boils down to people (employees, customers, partners, investors, vendors, etc.), and people mean relationships.
  4. Transform – If nothing changes, if nothing is created, if nothing is improved, if nothing is transformed, then you don’t have a game changer. You simply cannot experience sustainable improvement without transformation.

It was Albert Einstein who said, “If you can’t explain it simply, you don’t understand it well enough.” Don’t get entangled in complexities – become heavily invested in the simplicity of using a game changer to your advantage.

Dealer Spotlight: Tennessee River Music

It is easy for Tennessee River Music to market and sell BioZyme® products. They have seen great success with many of the products on their own cattle enterprises, and John and Randa Starnes of Fort Payne, Ala. say the success they have had with the products helps sell them to other producers.

“If we didn’t believe in the products we wouldn’t use them or sell them,” Randa says.

John says they started selling BioZyme products nearly four years ago when they had seen positive results on their purebred Hereford and Angus operation. There wasn’t a dealer nearby, and the products they wanted were not always readily available. They decided to become BioZyme dealers so they would have the products on hand, and they could help other producers in the area secure a high-quality nutrition package.

“We are our biggest customer, but we have several smaller producers in the area that know we keep products on hand in our commodity shed,” John said. “We don’t have a retail store, but people know we are usually around if they need something, and as long as it isn’t midnight, I’ll help them load up what they need.”

John says Tennessee River Music’s customer base covers about a 100-mile radius, with a few customers further out. John, who has a master’s degree in ruminant nutrition, wanted to provide a service to area cattle producers while having another venue to network with them. Adding BioZyme products seemed like a natural fit.

John says the products really do sell themselves, and once a producer tries a particular product, repeat customers become the norm. At their bull stud, they put a 50 lb. VitaFerm® Concept•Aid® Protein Tub in each pen, something that bull owners from across the southeast take note of. He also says that this year, with the extreme heat and drought, the VitaFerm HEATTM mineral is a perfect fit for their operation.

HEAT helps their cattle shed off, tolerate the midday heat and is fed to their spring calving cows that are bred in the summer time heat.

“During this time of extreme drought, the protein tubs have proven to be a cost- effective way to add supplemental protein. This year, we have seen these products pick up in sales due to the ease of handling, where most people aren’t set up to handle loads of feed, and the devoid of pasture in our area,” John said. “When we start explaining to producers that it’s 20% natural protein that contains a mineral package that also includes Amaferm® and all of its proven benefits at a one pound inclusion rate, it really is a cost-effective option. We look at is as a three-in-one product – mineral, protein and Amaferm.”

Another favorite product is the Vita Charge® Stress Tub that John puts out for the first few weeks of weaning. He says these encourage calves to have a steady appetite, and in all the weaning seasons he has used them for, both the fall and spring calving herds, he has not had to treat a single calf for bloat or respiratory illness.

One product that John and Randa have found fairly simple to market is the 50 lb. Concept•Aid Protein Tub. John says a couple of factors play into that product’s popularity. First, the average herd size in their area is less than 25 cows. The tubs are the perfect size for the smaller producers. Next, many farms in the area rely on the wife to take care of the livestock while the husband works off-farm. The 50 lb. size is much more manageable for a woman than a 200 lb. tub. And finally, the popularity of raising and showing goats in the southeast has risen in the past few years, and the 50 lb. tub is just the right size for goat raisers according to John.

“Believe in the product you are trying to sell and know why it is better than brand X,” John said.

Marketing the New Cow-Calf Mineral

It’s no secret that times are tough. Producers are constantly looking for ways to stretch their dollars. And luckily for them, BioZyme® is always developing new products with its producers’ best interests in mind while still utilizing its key ingredient, Amaferm®, in all products.

As BioZyme rolls out its new VitaFerm® Cow-Calf Mineral, producers will now have a lower-cost mineral option available to them during “belt- tightening” times or during times of the year when they choose to maximize savings.

“This mineral package was designed for the price conscious producer looking to lower their input costs,” said Alan Lee, Director of Sales – South. “But it is still a better option than other economy mineral lines because it contains Amaferm.”

According to Lee, many producers will sacrifice quality to buy the cheapest product at a local farm or box store. And in the end, those producers discover they get what they pay for. While the new VitaFerm Cow-Calf Mineral does not contain the same level of vitamin and minerals as all other VitaFerm mineral products, it does still exceed NRC requirements. The big ticket to marketing the VitaFerm Cow-Calf Mineral is to remind customers they will still see the Amaferm advantage when using this product.

“Producers can keep their cows on Amaferm at a lower price point,” Lee said. Lee encourages producers to continue feeding VitaFerm Concept•Aid® during the critical times of production like breeding and prior to calving to get the most return on their investment. However, he says due to the Amaferm being included in the lower cost mineral package, producers should still see increased appetites, initial gain and increased feed conversion from VitaFerm Cow-Cow Mineral in the down time.

The introduction of the VitaFerm Cow-Calf Mineral to the BioZyme line of products is a good way to capture new customers, according to Lee. He encourages dealers to find those producers who have been buying the $18-20 bags of mineral from competing brands and introduce them to this mineral and the Amaferm advantage. He says once they try this mineral, and see some small results, they are likely to try some other products, see big results and be hooked on the BioZyme products. He also recommends marketing this to less-progressive producers who don’t demand great results immediately. Lee adds that the price point of this new mineral option makes it a great product to have on hand, so fill the truck with it to take advantage of better freight rates.

“All dealers have those price conscious customers. This is a good product to put before them, but remind them, they do get what they pay for,” Lee said.

Two Ways to Maximize Profits

Listening to his customers’ goals and watching them learn from their experiences are two of the ways that Don Bush, manager at Powell Feed and Milling, tries to help his customers minimize expenses and maximize their profits. As a BioZyme® dealer in north central and northwest Arkansas, Don tries to use the proactive approach of reaching out to his customer base and identifying their needs.

“We try to get on the phone with our customers as much as possible to find out their goals and understand what they are trying to accomplish with their operations,” Bush said. They have an outside sales person who also tries to get to each of their eight retail locations weekly to maximize personal contact with the customers as much as possible.

The first way that Don helps his customers maximize profits is with one of his most popular products, the VitaFerm® 30-13% Protein Tub, which he says his customers appreciate as a complete mineral package.

“It offers a protein source that works really well in our part of the world, and it has a complete mineral package,” Bush said. “When compared to a traditional tub and bagged mineral program, it is more efficient. Research has proven that a higher percentage of cattle consume mineral on a regular basis when it is in a molasses-based tub versus a dry bagged mineral. So, more of the cattle get the mineral and protein they need, consistently. Consistency is very important in rumen health and efficiency. Amaferm® being part of the package is just like putting a supercharger on a good engine.”

Don says he is excited to market the new VitaFerm Cow-Calf Mineral as a second way to help his customers maximize their profits with a lower-cost option that still offers the Amaferm advantage. When his customers chose a lower-quality product, their cattle don’t perform to their expectations, and they soon realize that the Amaferm advantage saves them money in the long run.

“Amaferm is the key to the products,” Bush said. “The new VitaFerm Cow-Calf Mineral will give us a product to market to producers that offers cost savings without wrecking their cows. This mineral will allow producers to roll back when times are tight, and Amaferm is magic.”

Bush notes that there are multiple ways a complete mineral package saves producers money over time. With a product like Amaferm, producers see increased appetites, increased gains and more productive cows that breed back more efficiently. He adds that a good nutrition programs keeps calves healthy, which lowers vet and animal health bills.

“BioZyme has never had a low-cost option before, and this product should help those producers who want to save money,” Bush said. He hopes that more producers will take the proactive approach to implementing a quality nutrition program, even in tougher times. “This market has caused everyone to tighten their belts and cut costs. But a quality nutrition package will save and make producers money down the road.”

December 2016 – Letters from Lisa

As most of you know, BioZyme® has been around for quite a long time. I would say its “old” but since my birthday is in December, and the mirror seems to think I am getting “old”, I am just going to say this company has had a lot of experience. Author Aldous Huxley states that experience is not what happens to a man: it is what a man does with what happens to him. BioZyme has tried to live through all of this experience by staying focused on innovation, research and outreach that positively impacts the performance of animals so their owners succeed. Our team tried hard to keep that theme going in 2016. See what you think.

Innovation

  • Installation of comprehensive small pack manufacturing capacity, allowing us to manufacture all of our Vita Charge® and Vitalize® pastes, liquids, powders and gel caps in-house. This allows for much quicker turn around for these very fast growing lines of products.
  • More loading and fulfillment space for faster order turn around.
  • Faster and increased manufacturing capacity with the installation of the Italian-made Concetti completely automated bagging process. This technology can handle pellets, mash, bran, granules, flakes, or crushed product bagged through a completely automatic IGF bagging machine, capable of reaching a capacity up to 1,200 bags per hour. Our old line could accomplish 2,000 bags per 8-hour shift.
  • A new, more interactive Online Dealer Center to allow for the addition of more useful features for growing and tracking your business.
  • A new VitaFerm® Cow-Calf Mineral that addresses the nutrition minimums of a cow and her calf at a price that is sensitive to the current market challenges without losing the Amaferm® advantage.
  • Adding cool, relevant folks to our team so we can make a difference in the challenges faced by this great industry.

Research

  • A two-year study at The Ohio State University found that cattle fed Amaferm during the first seven days following feedlot arrival, the highest stress period in the feedlot, had double the average daily gain and feed efficiency over the control group.
  • Research completed in Germany at Christian-Albrechts-University determined that BioZyme’s AO-Biotics reduced gut leakiness, protected against infection and tissue damage and supported up to 30% more absorptive capacity of nutrients to the monogastric animal.
  • A controlled field trial completed at the University of Tennessee-Martin found cattle given Vita Charge Drench upon arrival recovered more quickly, shown as a significant increase in weight gain during week one. The control cattle actually lost weight during the first week. Those drenched cattle were also fed the Vita Charge Stress Tub for 21 days. This combination resulted in a significant starting advantage during weeks 1-3, but also maintained the advantage throughout the trial, with significantly better ADG and weight gains in weeks 4-7 and 1-7.

Outreach

  • Secured being the authorized partner with Superior Livestock Auction, offering the first-ever and 2017 exclusive value-added nutrition programs. This is a HUGE outreach opportunity for all of us that love our amazing products. No other company has this distinction. Not Purina, not Nutrena, not Kent and not ADM. Go get ‘em, team!
  • Started the Feed the Future Program with the Hereford Youth Foundation of America to support youth – the future of our industry and our country.
  • Sponsored the Junior National shows of 12 cattle breeds and the World Pork Expo, allowing more than 4,000 youth to spin the Sure Champ® wheel and answer nutrition questions to earn prizes.
  • Transported numerous injured war veterans to their necessary medical visits around the country.

Pretty amazing, don’t you think? I am giving you a large bear hug right now. Why? Because you are part of the team that made all this happen. Because you are amazing. I hope you have a blessed Christmas and a very Happy New Year. My sales team would be disappointed if I didn’t end the year with a challenge. How many tons will we be able to sell if we find all the amazing strategies to make a difference for producers and animals? I hope it’s a number we can’t even imagine.

lisa-norton-signature

Dealer Spotlight: Mid Nebraska Feeds

There is probably not a better example of customer service than at the little ole’ feed store in Grand Island, Nebraska.

It’s a place called Mid Nebraska Feeds that is managed by Amy Jo Kent. Amy Jo has been in this job for more than five years but has worked to enhance the concept of customer service for decades.

Since 2011, her day has been to open the feed store doors, smile, assist, call, text, order, lift, load and smile some more until the doors are locked at closing time. Amy Jo manages the entire business, ranging from cleaning the store to bookkeeping and accounting and everything else in between. And she keeps busy with customer service tasks and planning even when she’s at home.

Each day, Mid Nebraska Feeds has approximately 30 to 40 people in and out of its doors. This kind of traffic is attributed to Amy Jo’s keen ability to take care of her customers, no matter what.

“As manager, I do whatever it takes to service customers from farm deliveries, ordering special products or staying after hours for a customer pickup,” she says. “That’s what we’re known for. We bend over backwards to please people and do whatever it takes, over and above the call of duty.”

Mid Nebraska Feeds customers span a 150-mile radius and because of the distance, many need to meet to pick up product after store hours. This has never been a problem for Amy Jo. She has two full-time employees and people in the field who also share her belief in customer service and team work.

The store is also the main feed and supply source for Fonner Park and the Nebraska State Fairgrounds. When an event takes place at these Grand Island facilities, the store is called to make deliveries of feed, bedding and supplies for horse, cattle and goat shows, as well as the county and state fair events.

Amy Jo and her employees also take care of racetrack patrons by making daily deliveries to their tack rooms at no additional charge. “It’s there when they come back for evening chores,” Amy Jo says. “Whether it’s 10 or 120 bags we’ll handle anything they need with fast customer service.”

Amy Jo relies on her computer, smart phone and tablet to keep track of orders, event schedules and employees. She is constantly on her cell phone because she doesn’t want to miss a call from a customer who needs feed. If they can’t get ahold of her, they might go to another source, and she says that could throw their animals off feed by changing their diet.

“If someone needs a product they know to call me, and I’ll meet them at the store,” she says. “I have many customers I’ve never even met. They email, call or text me what they need, and I ship it to them. Some of my more long-distance customers call or text me with a group order, and I drop ship it to a central location and they go pick up their part. It saves each of them time by not having to drive long distances to the store to pick up feed and supplies.”

Amy Jo is not only a feed store manager but also consults on issues like hoof rot, scours and pink eye. She says she’ll drop everything to research products and make the right recommendations, even if she doesn’t make a sale. Amy Jo says her customers know they can count on her the next time they have questions.

“I love my customers and there’s a lot of smiles and laughter when they walk in the door,” she says. “I take a personal interest in all my customers and their animals. I recommend a feeding program for each animals’ needs whether they are domestic, farm or commercial. Some pets may be elderly, obese or have special dietary needs. I can recommend products that give them a better quality of life while still being cost effective for the owners.”

Amy Jo prides herself on knowing her customers by name and taking an interest in their lives. She attends their 4-H and FFA livestock shows and spends time walking around visiting with each customer to see the animals she helped feed. She celebrates with them when they win that ribbon or trophy and supports them any way she can.

Because Amy Jo’s mentality is all about the customer, she does ask for and receive feedback from them. She keeps her prices intentionally lower so they won’t go to the big box store for feed and she price matches her local competitors to keep her customers happy. Amy Jo says there may be moments she can’t please the customer or that she gets taken advantage of, but it’s all part of the feed store business.

“Running a successful business isn’t always about meeting a volume or monetary goal,” she says. “It’s all about the customers. They are the life-blood of this and every other business. Most of my customers are as loyal to me as I am to them. I’ve worked hard to earn that loyalty, and I appreciate each and every one of them.”

10 Ways to Thank Your Customer

While simply saying, “Thank you” is an essential part of good customer service, words don’t always carry the same significance as actions. It is important to continually strive to show your gratitude to your customers in fun and memorable ways.

We decided to feature these 10 ways to show appreciation to your customer. Each idea for giving thanks must be relevant, noticeable and sincere. If you focus on these simple gestures, your show of gratitude will be a huge hit with your customers.

  1. Write a Note
    There is still nothing more powerful than a handwritten note. It’s surprising how rarely this proven way of showing gratitude is actually used. Your note should be specific and personal and will be sure to brighten your customer’s day.
  2. Start a Loyalty Program
    Invite your most loyal customers into a VIP rewards program. Customers love the red carpet treatment, which is why prime and VIP membership programs have become so popular. Your rewards program doesn’t have to be complex; it can be as simple as offering customers an annual discount on their anniversary.
  3. Send a Treat
    Cookies are a winning idea – liked by all and easy to share. But consider your audience: if your customer is more health conscious, a fruit bouquet might be a better fit.
  4. Show You Value Feedback
    Reach out to customers to tell them how you have implemented their suggestions. There is no better way to communicate with a customer than to show you were listening. Let the conversation also be an opportunity to gather more feedback. You want customers to feel they have an open line of communication to you at all times.
  5. Offer a Surprise Upgrade
    The element of surprise is a powerful thing. Thank customers with a free spontaneous upgrade. You can pick customers at random to receive a free tube of Vita Charge® Paste or Vitalize® Recovery Paste if they buy more than $XX. Not anything that is advertised, just a nice surprise to say thank you and a great way for customers to try new products.
  6. Honor an Achievement
    Make your customers feel like they are a part of a big family. Recognize special events in their lives by sending small gifts or handwritten notes. The event could be a major birthday, conclusion of a production sale, etc. The thoughtful timing of your gift communicates volumes and is a gesture that won’t soon be forgotten.
  7. Hold In-Store Events After Hours
    Give frequent customers that VIP feeling with an invitation-only after-hours event in your store. Provide drinks and snacks, and use that time to introduce new products or answer questions about products you already carry. For an extra special treat, consider including your favorite local singing talent to setup in the corner of the store and entertain your guests. Note: this event could be considered an Open House or Producer Meeting. Talk to your ASM about scheduling and help with preparations.
  8. Give Some Swag
    Customers love promo items, especially those that can be reused like coffee mugs, t-shirts and caps. If you don’t already have promo items with your store logo, BioZyme® apparel makes great customer gifts and can easily be order by visiting the Online Dealer Center at www.biozymedealer.com
  9. Spend Quality Time Together
    There is no need to break the bank with a lavish gift to thank a customer. Schedule a lunch at your customer’s office/farm/ranch or invite them out as a time for you to just sit and listen. Going out of your way to meet people and hear about what they do every day could be a critical learning experience for your business.
  10. Excel at Customer Service Daily
    Nothing says thank you for your business better than a friendly, informed service representative. Make sure your sales staff is informed on the products and as ready to help as you are personally when answering the phone or working on the floor.

Show customers your thankfulness today by acting on one (or more) of these ideas or by incorporating your own.

Article Curated from HelpScout.Net