Letters From Lisa – June/July 2021

I believe that a profitable, fun business needs to be kept simple and can be easily described with a triangle. How?

At the very top of the triangle and business must be its goals. Goals should not be plentiful, nor too complex. These goals must be supported with strategies that are so important that without their completion, the goals won’t be met. And then finally, these strategies must have amazing, defined tactics behind them, to ensure they are accomplished.

The triangle must be supported with investment and structure, as a well thought out set of business goals, strategies and tactics can only be completely successful if they have these behind them. Without all these features, a business will not be able to maximize its growth potential, since we need to make plans for the future to create opportunities, rather than simply wait for new business. Without an organizational structure that puts key employees together on a regular basis, it will be difficult to create effective strategies and impossible to hit the related goals.

Strategic management includes creating growth through introducing new products, using new distribution channels, expanding geographically or going after a new target market. These strategies give the path needed, while the tactics are much more concrete and are often oriented toward smaller steps and a shorter time frame. In other pages of this month’s VISION we talk about a variety of strategies and tactics to position products and hopefully help sell the BioZyme products.

Business is not simple, but it does not have to be complex either. Remember a triangle is the simplest form of a polygon and “It is always the simple that produces the marvelous.” – Amelia Barr

July 2021 Changes

We have lots of changes happening this month. Be sure to check them out below.

PRODUCT UPDATES

  • On July 1, the Vitalize® Alimend® and Vitalize® Alimend® K9 labels will be getting updated to comply with NASC standards. Though the presentation of the labels will look different, the formula and ingredients will remain the same. The feeding directions will be changed to mL (instead of ounces), but the feeding rate will not change.
    
  • Vita Charge® Gel and Vita Charge® Climate Control Gel are now being produced and shipped in 60 mL tubes. This change was made in June due to supply issues with the 80 mL tubes. The case quantities, product numbers and SKUs of these two products did not change.

PRICING UPDATES

  • If you have purchased anything in the past few months, you have likely noticed a price surge. Most of this is due to the simple business principle of supply and demand; when supply is low and demand is high, the price increases. Unfortunately, the same is true for those of us in manufacturing. At BioZyme, we are experiencing price hikes due to shortages in both ingredients and materials like packaging. As we always do, we are trying to do everything we can to keep pricing under control. However, these are unparalleled times in our history; and hopefully ones you will be able to tell your grandkids about overcoming. So, hang in there with this and we will all survive together. Remember, it is not how we stand in moments of comfort and convenience, but how we stand during times of challenge that really matter.

ORDERING UPDATES

Tips to Make Your Summer Sales Sizzle

BioZyme® Inc. offers a multitude of products for all species to beat the stress of summertime heat. With temperatures warming up, or in some parts of the country fluctuating, we wanted to focus on each of them in this issue. So, we asked our sales team to offer their viewpoint and give their best sales pitch for some of the summer’s HOTTEST products.

DuraFerm® Sheep Concept•Aid® HEAT®

“This nearly mirrors what we are doing on the cattle side. When these temperatures start getting hot, we want the DuraFerm HEAT out there to help regulate internal body temperatures. I see a bigger influx of trying to gear that toward my A.I. and embryo transfer program customers. That’s where we are going to see the most added benefit because they will be breeding in the summer. A lot of these show stock guys will start flushing and AI-ing and if we can control that internal body® temperature, that is obviously going to help with conception rates and help those ewes produce more viable embryos.” – SAM SILVERS, ASM, Texas & New Mexico

“I actually have quite a few commercial breeders looking to maximize their bottom line, and they view the DuraFerm HEAT as an investment. They know their true costs are tied up in getting their ewes bred, and as fickle cyclers, they have a smaller window of opportunity to get them bred and keep them bred. Once they realize the return on their investment means more lambs and more pounds of lambs to sell, the® DuraFerm HEAT sells itself as a premium mineral to increase their genetic potential.” – SHANDY BERTOLINO, ASM, Illinois & Indiana

VitaFerm® Concept•Aid® 5/S HEAT® & VitaFerm® HEAT®

“My goal is to help my customers reach their goals and help them save money at the same time. The HEAT package found in the VitaFerm HEAT and now VitaFerm Concept•Aid HEAT acts like extra insurance to get your cows bred back. The capsaicin in the HEAT package helps reduce heat, therefore lowering any heat stress, and helps those females retain more pregnancies, which is very important during those first 30 days of fetal development when heat stress can be unbearable in June and July. The HEAT mineral is a real lifesaver in Missouri, where we have so much fescue. The combination of Amaferm and capsaicin helps those cattle grazing fescue to lower their core temperature while converting the nutrients in the grasses.” – DAVE GALLAGHER, ASM, Missouri

“VitaFerm Concept•Aid 5/S HEAT is a really good option for both spring and fall calving herds. For the spring calving cows on Concept•Aid the main thing is to keep those cows out grazing, so they don’t circle up to fight the heat and fight flies, and the bull can still get his job done. The combination of Amaferm, chelated minerals and the HEAT package is amazing. Literally two weeks after you put it out, you’ll see your cows spread out and stay grazing all day long. They don’t huddle up, they’re never in the pond; I mean we’re dropping that core body temperature three degrees, so they can go out and keep pounds on those calves and keep rolling. And then on the flip side of that on the fall cows, Concept•Aid is golden for those guys because we want them on Concept•Aid 60 days prior to calving to get those vitamins and minerals in there to help them clean good, and yet some of them are still calving when it is 100 degrees, which takes a toll on them, so that HEAT pack is awesome.” – SHANE SCHAAKE, ASM, Kansas

Sure Champ® Extreme

“The whole concept behind Sure Champ Extreme is that if you can regulate body temperature and help reduce heat stress, your show livestock will stay on feed and water. Animals that consistently eat and drink are healthier and higher performing – this is true across all species.” – BLAINE RODGERS, ASM, Western US & Show Livestock Manager

“Sure Champ Extreme is a great product for customers that are gearing up for county fairs, state fairs, junior nationals or traveling the show circuit. From my own personal experience, I have found that the animals that are fed Sure Champ Extreme adapt better when arriving at the show. Traveling to a show during the summer heat can be very hard on animals, especially the ones that are kept in coolers during the day. I feel that when animals are fed Sure Champ Extreme the temperature difference does not affect them as much. This product is key when you are trying to get show heifers bred because it helps regulate the body temperature and helps reduce stress. When selling this product, I like to share my own personal stories and experiences. If I am a believer in the product, I feel my customers will gain trust from me and try the product out for themselves.” – KORI SOUTER, ASM, Iowa

Vita Charge®

“A lot of my customers run several thousand stockers a year, and a majority of these calves are high-stress cattle that are prone to sickness. I always let the customer tell me what their challenge is, and a lot of times, I hear, ‘If I could do better, I wouldn’t have to buy as much medicine, or I could get them eating faster.’ I don’t try to sell them a product for the whole herd. I want them to see the results for themselves, so I will give them a jug of Vita Charge Drench and challenge them to use it in a control group of 100 head out of 500 head group. They can see it work that way once they get their hands on it. As for the Vita Charge Stress Tub HEAT, those are another bullet in your gun when it comes to fighting heat stress, especially on black calves in the south. We have seen a big difference in the heat stress relief in some of those black calves with the introduction of that HEAT Stress Tub.” – CHRIS KYLE, ASM, Arkansas & Louisiana

Gain Smart® Stocker HEAT®

“No matter what product I am trying to sell, I always start by talking about Amaferm®. If they are running stockers on native grass, I will talk to them about Amaferm, and the value it brings to gain and feed efficiency and utilization of nutrients. In addition, Amaferm has a positive effect on gut health for those animals. Then, I will find out their interest in the HEAT package. Due to the capsaicin, that is research-proven to help maintain the animals’ core body temperature, the heat will dissipate from them, and they will be out grazing longer, converting more forage to pounds.” – JOHN JEFFREY, Feedlot-Stocker Business Development Manager

“Up north here, where I deal with a lot of customers, I encourage them to start feeding the Gain Smart Stocker HEAT by at least June 15. The capsaicin in the HEAT package works great at increasing blood flow and maintaining the body temperature, and the garlic works at keeping the flies off those cattle. This product works, and I know it works because I use it myself. The calves graze and stay spread during the day. When I’ve got customers getting calves ready for a Superior sale, they see the value in it, and they know they need to be on Gain Smart at least 45 days before they sell on Superior.” – JOHN TUCKER, Large Beef Accounts Specialist

Dealer Spotlight: Earlybird

For one dealer, keeping education at the forefront of its customer service is key. Earlybird, with three Illinois locations and one in Missouri, has a sales and marketing team of individuals who grew up in the livestock industry and know the importance of youth programs. That is why it is imperative that they continue to provide education, training and support to their young customers today.

“No question is a bad one. We encourage you to ask us all the questions about your livestock. It is our job to do everything we can to get you on the right track. Nutrition, animal management and prepping for a show all goes hand in hand, and how you handle one or the other will affect your outcome,” said Codee Schmidgall, Marketing Specialist at Earlybird. “The beauty about our team is that they grew up raising and showing livestock and many of them go home and put the exact same efforts into their own. They live it, breathe it and know what it takes to be successful. All you have to do is ask!”

In addition to answering customer questions, Earlybird takes a proactive approach to educating its customers and supporting the youth. They have conducted and sponsored several multispecies clinics and shows around the Midwest. Recently, they conducted a show pig clinic in southern Illinois where a few of their feed specialists talked about “how to take care of and manage show pig projects from the time they enter the barn to the time they reach their target show.”

“When we do host a clinic, we encourage the whole family to come especially if the kids are just starting out! Showing livestock is a family affair and we think that if everybody has a little insight on what to do then it takes the pressure off just one family member,” Schmidgall said.

Creating partnerships with companies like BioZyme, helps Earlybird when it is time to provide educational opportunities. BioZyme will help sponsor an Earlybird show or donate products for events like the Illinois Beef Expo and other shows.

“Not only do we enjoy working with the BioZyme team, but we believe that their products work! Vita Charge® HydraBoost™ has been an absolute HIT with many of the pig breeders around Illinois and has become more and more popular with our out of state customers. Around this time of year, many families walk away with products like Vita Charge® Liquid Boost®, Climate Control Gel, and the Stress Tubs because that is what they use to #preptowin,” she said.

And, what sells their Sure Champ and Vita Charge products? Amaferm®, of course!

“The Amaferm Advantage is key! BioZyme has done such a great job at pushing information out there that backs these products up which makes our jobs easy. I cannot speak for all the feed specialists because they have their own preferences and experiences, but I know my family does not leave for a show without a bag of Sure Champ Cattle in our trailer,”Schmidgall said.

Earlybird is around for the long haul, for its seasoned customers and for its younger customers who are just getting started in the show industry. In addition, they offer two summer internships to students interested in youth and the feed business. According to Schmidgall, the interns are also great at interacting with the youth at as many events possible and help promote their customers’ successes via social media.

“The Earlybird mission has been based on providing a variety of highquality feeds that exceed the needs of our large customer base, but most off all we have put a strong emphasis on our service, and our ability to help families achieve their goals. This family-owned business has always had its sights set on supporting and promoting the next generation of the agriculture industry; and we will continue to make it a priority!”

That’s care that comes full circle.

Products that Help #PreptoWin in the Ring and in Life

Care that Comes Full Circle at BioZyme® extends far beyond just the care for our animals – it extends to the care takers, too. Sure Champ® is a brand that strives to provide quality products for show livestock while extending a branch of outreach to the young people who care for the livestock, who hold the future of our industry in their hands!

Sure Champ® is a line of livestock show supplements that proactively work to assist with the challenges created by the show environment. Sure Champ uses only the highest quality components and proprietary ingredients proven to generate high-yielding results.

Sure Champ for your CATTLE:

Sure Champ Cattle, Sure Champ Extreme with Climate Control

Sure Champ for your Small Species:

Sure Champ Spark, Sure Champ Extreme with Climate Control

Sure Champ Leadership Team Scholarship

The Sure Champ Leadership Team Scholarship program strives to reward young livestock enthusiasts looking to sharpen and expand their leadership skills. Each year we award 10, $500 scholarships to people wishing to attend a breed association leadership conference of their choice. This year, we partnered with the Hereford, Angus, Simmental and Maine Anjou Associations.

This year’s team has representation from 10 different states and all four breeds!

Sure Champ Developmental Resources

The summer is a time of great opportunity for youth involved in agriculture when it comes to job opportunities and internships. Sure Champ serves as a hub for useful resources to help students achieve the outcomes they desire.

Summer Show Tour

We always love to hit the road every summer and show our support for the junior breed associations Junior National Shows. It is great to engage and connect with Junior customers both new and old! This summer you can find us at:

• The Exposition

• Maine/Chi Junior Nationals

• Simmental Junior Nationals

• Hereford Junior Nationals

• Steer Show Junior Nationals

AND we will have the help of a summer intern – another way Sure Champ strives to provide professional opportunities to our youth!

Educational Resources At Your Fingertips

Gone are the days of flipping through voluminous, outdated encyclopedias for information. Instead, our first instinct is, “I’ll just Google that.” But how does information get onto Google? Did you know that the BioZyme® Marketing Team utilizes various search engine optimization (SEO) tools and Google Analytics to determine what end-users are looking for on Google and various search engines? They do. Then, they use that information to develop educational resources that you can use to help educate your customers. Those resources are available at the click of a button at www.biozymeinc.com.

Gestation Calculators are available for cattle, sheep and goats. These calculators allow the breeders to input breeding dates to get their anticipated calving, lambing or kidding dates and also provide the suggested dates for beginning to feed Concept•Aid®. If your customers are already on a year-round Concept•Aid feeding program, there are also gestation tables available for each species. Visit the “Resources” tab at vitaferm.com and duraferm.com to try them out!

Product Quizzes exist for Gain Smart®, Concept•Aid, and Vitalize® so users can discover which product will be best suited for their management scenario. With several great products in these various lines, the Product Quizzes allow you to input information about your animals and the feedstuffs you have available to them before selecting the ideal supplements. These can be found on the product pages on these brand websites.

Cost Calculators are effective tools to help predict how Amaferm® and the various product lines can help add money to your bottom line. A variety of calculators exist including a VitaFerm Cost of Gain Calculator, an Amaferm Value Calculator and a Forage Savings Calculator. All of these are found on the “Resources” tab at vitaferm.com. The Amaferm Value Calculator is also found under the “Resources” tab on the Gain Smart page.

Hay Testing and Forage Analysis is vital to know what nutrients you are needing to supplement with. At BioZyme, we offer hay testing as a service to our customers. Once that report is received, it is important to know what to do with the information. On the VitaFerm, Gain Smart, DuraFerm and Vitalize pages under the “Services” tab, you will find complete information about hay testing with a form that tells how to interpret you data and an another interactive form that allows you to input the protein and energy information to get even more information about which products to feed.

The BioZyme website is full of useful interactive calculators and tools just like these. Check back often or watch the Dealer Facebook page for updates as more are added.

Sure Champ® In The Classroom Gets A Makeover

If something isn’t broken, there is no need to fix it; however, there is always room to make improvements in the tried and true. That is what has been happening this winter and spring as the Sure Champ in the Classroom website received a makeover to provide more user-friendly information that is easier to find, broken down by both topics and species.

Sure Champ in the Classroom is an online resource designed to help young people #preptowin in life. The online resource offers educational information about basic animal husbandry, livestock evaluation, preparing a cover letter and resume, preparing for CDEs and more.

“The Sure Champ in the Classroom resource page has especially been targeted to help agriculture educators and advisors thrive and develop their lesson plans in the classroom. With the progression and popularity of ‘virtual’ resources, we have come to realize that education doesn’t just happen in the classroom – it can happen anywhere. We revamped our resource page to be more user friendly for all demographics: teachers, students, advisors, 4-H and FFA members alike,” said Jessie Judge, BioZyme Marketing Brand Manager for Beef and Show Livestock, who manages the website. “These resources cover a wide scope of topics to help teachers in the classroom, support students getting started with new livestock projects, provide tips for career development endeavors and more. We’re all familiar with the phrase ‘the best learning happens in the barn,’ and that same principle drove our decision to overhaul our resources – the classroom can be ANYWHERE. Learning isn’t confined to just the classroom.”

BioZyme® feels that it is important to have well-educated young people involved in agriculture as they become industry advocates. The company also wants these same young people to succeed both in the show ring and in and out of the classroom. The makeover of this site divides learning activities by species so someone with a pig can easily go to the pig resources to find information about selection, nutrition, reading ear notches, commingling animals and a checklist of equipment needed when showing pigs. If you are preparing for a livestock judging contest, a variety of judging classes with placings, cuts and reasons are posted under the Judging Classes and also divided by species. Finally, a host of educational topics live under the educational posts that range from reading a feed tag to preparing for an internship or job interview.

“Equipping young people in our industry with the tools they need to win and be successful in life is vital to the success of our business because these young people are the future of our industry. When they surpass the show ring, many of them will seek careers in this industry and contribute to our progression as an agriculture industry at large. It is important for Sure Champ to make an impact on these young people early on through means of education and leadership opportunities not only to leave a lasting impression and emphasize our Care that Comes Full Circle vision, but to ensure they are prepared to go into the career field and thrive in supporting the industry we serve,” Judge said.

If you have a young customer who is new to livestock showing or who needs material to study for an FFA or 4-H project, guide them to the Sure Champ in the Classroom page. There is a wealth of information there that will help them #preptowin in and out of the show ring!