Relationships Grow this Texas Dealer
Building relationships and knowing how to best help their customers has been the system for success at Gro-Tex Supply in Groesbeck, Texas. The family-owned BioZyme® dealership that includes brothers Ty and Cody deCordova and their cousin Keith Rand, have formed a partnership that has sold 246 tons in their first six months of business.
Ty had seen Alan Lee, Director of National Sales – South, at some Superior Livestock sales in the spring and early summer. Alan tried to convince Ty to become a BioZyme dealer or at least try a few of the products. But, Ty, already busier than he wanted to be, said he did not have time to add one more “job.”
“That’s when my cousin Keith started talking to me about the products and said he was interested in being a dealer,” Ty said. “My brother and I know a lot of people in the cattle business, and Keith does a lot of the leg work, so we make a great partnership.”
The deCordova family also owns and operates the sale barn in Buffalo. Ty is a rep for Superior Livestock Auction, and he said his family helps market a majority of their BioZyme customers’ calves. Never having used the products before mid-2017, Ty said they are now big believers in VitaFerm® Concept•Aid® and HEAT®, and have their cow herd on those products during the appropriate seasons.
Due to their hectic schedules and size of customers, marketing to those herds that have 500-2500 cows, Gro-Tex relies heavily on customer testimonials and word-of-mouth to help sell the products. They also don’t have to control inventory because they have none on hand. Most of their orders are for truckloads of product going directly to one customer at a time.
“There might come a day when we keep some products around, but for now, this is the more efficient way for us to do business. Some of our customers are a little way away from us, so having them order a large quantity at a time is good for them and us,” Ty said.
Ty said their biggest seller has been Concept•Aid, and customers have been pleased with the results. One Brahman operation jumped their conception rates from 70% to 92% after making the switch to Concept•Aid. Although they have primarily focused on the cattle sector, he said there are several large horse operations in the area, and their goal is to start marketing Vitalize® to those horse enthusiasts.
“The easiest way to sell the product is to know the people you are dealing with. It all comes back to relationships. Know who to target. Know how to help them, and know who will accept your help,” he said.