Dealer Spotlight: Gillespie Farms

Nathan Gillespie was looking for a more convenient source of the BioZyme® products to use on his family’s operation, Gillespie Farms. His brother suggested that he become a dealer so the products they had relied on for their farm would be right outside their back door. With a little convincing and after visiting with his Area Sales Manager at the time, Nathan decided to become a dealer, and in the three years since, he has grown his business substantially each year. He is also teaching his 16-year-old son, Morgan, about the business. The high school sophomore helps his dad with the warehouse when he can and has learned about the products at the same time.

Although Nathan says that he doesn’t spend many advertising dollars, he attributes his growth as a dealer to two key areas – a familiarity of the products from using them on his family’s farm and using the resources that BioZyme offers him.

“We try to use everything we sell in some aspect. It helps being able to talk about the products, especially the VitaFerm® Gain Smart® lines and the Vita Charge® Stress Tubs,” Nathan said. “We’ve had some tough sales to some people around here, trying to convince them that certain products work, if you give them more than 60 days. That’s been a challenge. People feed their mineral for 60 or 90 days while they get their cows bred, and then we don’t ever see them again until the next year when it’s time to breed again. I don’t know how it works for them, but it doesn’t work for us. That’s been the biggest challenge, convincing people they need to stick the course to see the true results.”

The Gillespie family has experience with most of the product lines, except Vitalize®, as they don’t have horses. However, they run purebred Hereford cows, and Nathan’s dad backgrounds calves. Nathan and his brother feed out freezer beef. He also raises Boer goats – both show wethers and commercial does.

In addition to believing in the products, which helps him spread the word to others in the area, Nathan is an advocate for the programs and services that the company offers its dealer network. He credits his relationship with his Area Salas Manager Ty McGuire for some of his new sales growth.

“Ty has taken me into some areas where I didn’t know many people and introduced me to some new customers. We can make sales calls together, which helps. We communicate 3-4 times a week, either by text or phone call. He is always available and willing to help out,” Nathan said.

The ties to his ASM have helped him meet people, but other programs have helped Nathan build his product knowledge. He completed the Master Dealer Training Program this spring and said that has helped him learn more in-depth about each product line, and how each might help specific customers with their needs. He also conducts producer meetings to introduce other producers in the area to the products, with the goal of starting more targeted meetings, perhaps one for feeders and one more focused on the cow-calf producer.

“Take time to know your customers,” Nathan advises. “Find out what their needs are and then suggest the right products for them so they will get the biggest bang for their bucks.”

Nathan Gillespie became a dealer to fulfill his needs of having a product he relies on readily available to him. In the meantime, he’s been helping others in his area meet their needs too. With continual growth, Nathan understands thinking like his customers and using all the resources available to him.

#TipTuesday For This Holiday Season

With the holiday season approaching, this is a great time to start thinking about ways to give back to the communities that give us so much. From donating to a food bank to hosting a holiday open house, we have some helpful blog pieces to get you in the holiday spirit.
Click here for some inspiration:

Effective, Easy Breeding with Concept•Aid

Vitaferm® Concept•Aid® is a line of vitamin and mineral supplements for beef cattle formulated to promote effective, easy breeding when fed 60 days pre-calving through 60 days post-breeding. High concentrations of vitamin E and organic trace minerals, coupled with the Amaferm® advantage, supports quick repair of the reproductive tract and more energy for reproductive success. Additionally, increased nutrient absorption and digestion leads to healthier and heavier calves giving you performance that pays.

Why Your Customers Need it: 

  • The Amaferm Advantage: Amaferm is a precision prebiotic that provides more intake, feed digestbility and nutrient absorption resulting in amplified breeding performance of the cow.
  • High Vitamin E: Contains high levels of Vitamin E shown to assist in reproductive tract repair.
  • More Stability: Contains organic trace minerals for more stability and higher bioavailability.

Selling Tools:

  • Concept•Aid Quiz: With so many different formulations of Concept•Aid, many customers are not sure which one to choose. To help we’ve created a quiz that asks a variety of questions about their environment and feeding situation. Based on their inputs, it recommends an appropriate Concept•Aid formula for them.
  • Gestation Calculator: We’ve added a gestation calculator and printable gestation table to our website to better serve our customers. In addition to calculating date of birth, it also calculates dates that we recommend feeding Concept•Aid.
  • VitaFerm Conception Calculator: Use this tool to show your customers the additional advantage per calf they can expect from feeding VitaFerm.
  • Progressive Cattlemen rely on VitaFerm: Check out our collection of blogs on why these Progressive Cattlemen rely on VitaFerm.

Position Available: Outreach Support North Coordinator

We are currently hiring for our Outreach Support North Coordinator position. The Outreach Support North Coordinator works with our Outreach Support Center to support dealers and end-users in the northern territories.
If you know someone you think would be a good fit or for more information, click here: https://biozymeinc.com/blog/2019/10/31/outreach-support-north-coordinator/

Take Action: Creative Thinking Helps You Grow and Earn

There are several traditional methods to grow your business. However, BioZyme® offers support to its dealer network for its marketing and outreach efforts and rewards dealers enrolled in the Dealer Rewards Program for their creativity and their efforts.

Area Sales Managers, the Outreach Support Center and the Marketing Team are all available to assist dealers in their marketing and promotion efforts. Brainstorming with these groups will help you find some creative and unique ways to grow your business. You will also find resources that are readily available for your use, like online posts using Promoboxx or mailers and print advertisements.

Some of the most inventive methods of promotion are the results of creative thinking on behalf of a dealer and his or her ASM. Digital billboards, signage at local livestock auctions and targeted producer meetings focused on specific audiences are all some “out of the box” methods to help promote your business.

Year-end Planning

As the end of the year approaches, you will want to think about ways to spur end-of-the-year sales and thank your customers. This might be with a customer open house, a newsletter to talk about calving preparedness or a producer meeting to talk about products. Remember planning these in advance is always a good idea, and the BioZyme staff is available to help.

In addition to growing your business, you can also earn dealer reward points. Dealer Reward points were created to motivate and reward dealers for their participation and efforts to educate and market the BioZyme products. Points can be accumulated through the year for many of the tasks already mentioned. They can also be earned for completing the Master Dealer Training Program, going on a sales call with your ASM, after-hours dealer trainings and much more. Once you have participated in an activity, work with the staff to make sure your points get calculated.

Use the information in the Online Dealer Center to see a complete list of activities that can earn reward points. But, don’t be afraid to propose an idea that isn’t on the list. We always love to hear your original ideas and get especially excited to share them with other dealers. Those new ideas will earn you points as well.

Once you have points, you can redeem them for a variety of items, from caps and jackets representing the various product lines to gift cards, an iPad and even a show box. Points accumulate during the year and need to be redeemed by Jan. 31 the following year or they are wiped out. The rewards make great gifts for customers, employees and even nice swag to keep for yourself to wear with pride as you promote your business.

Get creative with your promotion. Brainstorm with your staff, family members and the BioZyme team that is here to help you. Take action. Earn rewards. Watch your business grow

Thinking Like Your Customer Helps Build Business

As the year winds down and you’re examining those sales figures, trying to decide how to best get over the hump and build some new business to reach your goals, one thing should come to mind: treat your potential customers like you would want to be treated. In other words, gone are the days of the hard-sell, and here are the days of thinking like your customer would think to solve their challenges.

John Jeffrey, BioZyme® Area Sales Manager (ASM) for Oklahoma and Eastern Kansas, said there are three points to consider when talking to potential customers and trying to develop new accounts. Thinking like a customer is key so you know what his or her challenges are and how the products can help, but first, you must build a relationship with the potential customer.

Perhaps statesman Abraham Lincoln would have been a great sales trainer back in his day. He once said, “When I get ready to talk to people, I spend two thirds of the time thinking what they want to hear and one third thinking about what I want to say.”

Potential customers are just like you. They value their time, want to have a relationship built on trust and understanding, and appreciate the follow-up that isn’t too bothersome. Put yourself in their shoes to start developing business.

  1. Identify a need. Jeffrey said when a producer approaches him at a trade show, meeting or even calls him on the phone, the first thing he does is visit with the person to discover the gap in his or her program. This is the foundation for a relationship built on trust and further understanding their needs. Ask the questions: What are your goals? Are you meeting them? If not, what is missing? Discovering the challenge will help put you in that producer’s shoes and understand further what the frustrations are and what supplement can potentially fill the gap.
    “You won’t get anywhere if you just start providing them with a lot of information. First, you’ve got to make them realize they have a challenge and that they need something to fix that challenge,” Jeffrey said.
  2. Consider their time. Jeffrey reminds all salespeople, that nobody owes you time, so make the most of their time when you are visiting with potential and current customers. One way to make the most of your time and theirs is to leave your phone in the car. The one exception is if you are expecting a very important call, such as receiving word on a family emergency, and then, silence your phone and explain to your client before your meeting that the only way you will take a call is if it is of the upmost urgency and that you are expecting that type of call.
  3. Follow up. “Persistence pays, but don’t be annoying,” Jeffrey said.
    He said he likes to follow up with potential customers, and though he doesn’t have a set schedule, he does like to be persistent and available to answer further questions, especially in today’s competitive mineral market. Once again, he puts himself in his customers’ shoes, and thinks about how often he’d want the follow up or how he’d want his questions answered and makes sure he is available to answer questions.

Perhaps statesman Abraham Lincoln would have been a great sales trainer back in his day. He once said, “When I get ready to talk to people, I spend two thirds of the time thinking what they want to hear and one third thinking about what I want to say.”

Potential customers are just like you. They value their time, want to have a relationship built on trust and understanding, and appreciate the follow-up that isn’t too bothersome. Put yourself in their shoes to start developing business.

Critical Thinking Can Grow Your Business

Meetings can be one of the best ways to work collaboratively to help grow your business and work ON your business, if you structure them correctly, involve the right people and ask the right questions. As Lisa referred to in this month’s letter, the best way to advance your business is in the dining room, looking toward the future, and not necessarily dwelling on the past.

Another way to look at working ON your business is through critical thinking sessions or brainstorming meetings. According to the website, www.barefootbrainstorming.com, there are several ways to make your next strategic planning session productive and move your business forward.

  1. Have an agenda. Have a list of goals that you want to accomplish during the set time of the meeting. The agenda shouldn’t be too specific, but the end results should answer the questions of who will be responsible for achieving the assigned duties or tasks.
  2. Value time. Make sure you have a start time and end time and keep track of time throughout the meeting. Time is a valuable asset, and if the participants know the meeting will start and end on time, with plenty of short breaks to check email and return calls, they will be more focused during the actual meeting time.
  3. Put away the PowerPoint. Nothing is more boring than seeing a screen of numbers and charts flash before the attendees’ eyes, only for a brief amount of time. And, the focus is drawn away from what is being discussed and rather diverted onto copying the numbers onto a notebook. Instead, print out notes, provide colorful pens, markers and colored pencils for notetaking, as the colors are soothing, and help promote creative thinking.
  4. Play. Some of the most productive meetings will include small toys or gadgets to engage all five of the senses because according to one blog site, “when we engage both our left and right hands simultaneously, we use 80% of our brain power!” The blog recommends the following for each of the senses:
    • Sight – colorful toys, pictures, and crayons.
    • Smell – Play-Doh, and Mr. Sketch scented markers.
    • Touch – tactile toys (slinkies, legos, pipe cleaners, and Play-Doh).
    • Sound – music.• Taste – candy bags including chocolate, caramels and gummy bears.
  5. Encourage participant engagement. Invite people from various teams or departments to the meeting for a fresh perspective, but let your expectations be known. Everyone should participate. And, every idea has some merit, even ones that seem a little far-fetched, can be responded to like this, “yes, and then…” building on an idea to get a different, but positive outcome in the future.
  6. Assign a recorder for all ideas. Every idea has some good merit, and it is important to keep those ideas flowing. Assign one or two people to write the ides on a big poster so everyone can see them, and when it is time to start critiquing ideas, start with positive feedback first.

Meetings can be productive, and they can be a way to start planning for growth in the future. Critical thinking is a tool that allows various perspectives to be shared, while hearing fresh ideas from different team members. Pull up a chair, make room for creativity and start planning the steps to grow your business.

Letters From Lisa – November 2019

Last month we talked about working on your business instead of in it. We are going to continue that discussion by focusing on some thought processes that might help you stay focused on just that.

The ways we think about past experiences can help or hinder the development of insight that makes working on the business more difficult than it is just by its nature. When we make decisions based on habits of the past, we lose out on some of the great changes possible in our lives. Working on the business means not forgetting the past but leaving it in the kitchen while sitting at the dining room table.

Working on the business should allow one to achieve performance breakthroughs, or in other words, create impact in the areas that drive the improvement we all desire. I like to use the term A to the 4th power (A4) to help me stay true to working on instead of in business. The four terms come from Scott Snell and Ken Carrig’s forthcoming book, “Strategic Execution: Driving Breakthrough Performance in Business”, and are Alignment, Ability, Architecture and Agility.

ALIGNMENT

Alignment conveys the deceptively simple notion that execution depends on everyone working together toward the same goal. Alignment is the “sine qua non” of execution; without it, nothing else much matters.

It provides clarity of purpose and direction, momentum to overcome inertia, a focus for decisions and actions, and resilience in the face of change or disruption.

Today, misalignment has become the norm, not the exception. There’s often a substantial gap between understanding the requirements of strategy and each person’s work. Disengagement can create this misalignment, which unfortunately leads right into working all day in the business instead of on it.

It is, therefore, a constant challenge to emphasize the mission-critical elements that unite the organization toward its strategic purpose and work to achieve those outcomes. An important part of alignment is clarifying with others how work that they are accountable for leads to those strategic outcomes, or in other words, how overall success is attributable to them.

ABILITY

In any endeavor, whether it’s business or sports, great execution requires great skill.

Usually, what begins with a discussion of alignment often evolves to a deeper discussion of ability. This isn’t just a focus on productivity, but on attracting and developing; raising skill levels; all while keeping aligned accountability.

ARCHITECTURE

The design of your organization, as well as its underlying infrastructure, processes, technologies and controls constitutes the domain of organizational architecture. Your organization’s design makes a big difference in terms of reliability, alignment and continuity of performance.

In terms of working on the business, ensuring a valid organizational architecture is critical for resource flows, information availability, decision-making and processes that propel the organization forward.

Try to focus on ways to streamline your organization’s architecture, simplify structures, improve processes, and clarify roles, responsibilities, accountability and communication flow. This includes building connections and opportunities (meetings AND one-on-one conversations) to improve joint decision-making.

AGILITY

The ability to respond and adapt is critical for achieving organizational goals. Ironically, one of the most common inhibitors of agility is our approach to execution. In an attempt to drive better performance and maximize efficiency, many organizations create a situation in which change is difficult. The harder they work in the business instead of on it, the more challenging it is for them to see the need for change, or to flex, adapt and adjust appropriately. People hate change, but in reality, if you are not constantly changing you are not working on your business but in it.

There’s a great book (see picture) that summarizes these concepts way better than I have. Take the time to read it and then get to work ON your business at the dining room table, not in the kitchen.