Congratulations to these outstanding dealers for completing MD Chapter 3 in July!
Darlington Feed LLC
Southern FS
Southern Oregon Feed & Mineral Solutions
Wilson Fertilizer & Grain
Fayette Ag Services Inc
Peculiar Farm Supply
High Hill Supplements
Burgess Farms
By Shelia Grobosky – Marketing Brand Manager – Dealers & Public Relations
Depending on where you are located geographically this month, your news will likely vary. If parts of the U.S., like where I live, you’re probably like me – thankful for the rainfall, but tired of dumping the rain gauge. And yet, we are praying fervently for our friends that are drought-stricken, fighting fires and wondering if they need to sell cows now, wean early and start feeding hay with hopes that rain is on its way.
In agriculture, we are taught the value of doing hard things. I was reminded this earlier today when I had to take my parents’ 11-year-old dog to the vet to be euthanized. This was not how I envisioned using vacation time as an adult, but as he was the link to my dad, who passed last summer, I couldn’t expect my mom to take care of this blind, deaf diaper-wearing house dog who no longer had a quality of life. Thankfully, my dad had raised me to take care of animals, and do the right thing, and I knew that putting this dog out of his misery was the proper thing for him and my mom.
So, this month, I decided instead of recapping the news, because I’m sure most of you are aware of the rising input costs, midterm elections and the basketball player who wanted to share her “agricultural” habits with our Russian friends, I would encourage you and challenge you.
Edgar A. Guest wrote one of my favorite poems a century ago. Perhaps you had a former 4-H leader, FFA advisor or coach share this. But in today’s ag world, I thought it would be fitting to share too. Don’t worry. I’m not going to share poetry every month. But in light of the state of the world, I wanted to take two minutes this month to encourage you all with the following. Have a great month!
Don’t Quit
When things go wrong, as they sometimes will,
When the road you’re trudging seems all uphill,
When the funds are low, but the debts are high,
And you want to smile but you have to sigh,
When care is pressing you down a bit,
Rest if you must, but don’t you quit.
Life is strange with its twists and turns,
As every one of us sometimes learns,
And many failures turn about
When we might have won had we stuck it out.
Don’t give up though the pace seems slow –
You may succeed with another blow.
Success is failure turned inside out –
The silver tint of the clouds of doubt,
You can never tell how close you are,
It may be near when it seems so far;
So stick to the fight when you’re hardest hit –
It’s when things seem worst that you must not quit.
“Be a lifelong student. The more you learn, the more you earn and the moreself-confidence you will have.” – Brian Tracy
Five years ago, BioZyme®launched one of its most successful resources to date, and it just keeps getting better. The Master Dealer Training Program was started in 2017 as an online tool to better familiarize dealers with the wide variety of product lines the company offers. Since that time, the online training portal has expanded its offering to help the dealers become better BioZyme marketers and overall, more successful salespeople.
Now, with three “chapters” or levels, the Master Dealer program offers training on a variety of subject matter, all from the comfort of the dealer’s own computer. Having a slow day in in the office? Log on toMaster Dealer. Hired a new employee? Get that person new credentials in the Online Dealer Center so he or she can receive training from theMaster Dealer Program.
In addition to passing the online courses, the Master Dealer Program has a few other requirements. However, the benefits far outweigh the time and resources needed for the Master Dealer designation. Once the dealer has successfully completed coursework, he or she must also purchase three of the following product lines, before receiving certification as a Master Dealer with all the benefits. Eligible brands include:
Chapter One is the most extensive online training that gives a company overview of BioZyme, as well as brief summaries of most product lines and how to position them. Once a dealer completes the requirements for Chapter One, the dealership will be designated as a“Master Dealer” on the Dealer Locator, receive signage for the store, and receive a jacket with the Master Dealer logo.
Chapter Two includes targeted courses about marketing HEAT products, using small pack to open doors and other marketing resources. Once a dealer completes Chapter Two, he or she receives a Master Dealer insulated cup and two caps.
Chapter Three was introduced in the spring of 2022with a specific focus on programs and tools for BioZyme dealers and how to make their business more successful. The dealers who complete Chapter Four receive more BioZyme wearables.
Chapter Four is coming this fall and will focus more on the sales support for BioZyme dealers. The reward for this will definitely be something for the entire family.
Just like anything that gets better with time, that is the case for the Master Dealer Program. Now, dealers can complete all courses as they wish with no waiting in between course work. Complete Chapter One today and start Chapter Two; you don’t have to wait a year in between. A dealership can allow multiple employees to complete the coursework and each employee receives the benefits.
To learn more about the Master Dealer Program, log on to the online Dealer Center and click on Training. This is the most comprehensive training you can get without leaving home!
In previous issues of VISION, I talked about having the right people in the right seats on the bus. In thinking about the forward movement of that bus, lifelong learning helps keeps the momentum. These folks never settle for what they currently know and always seek to improve and build upon their current knowledge. People become smarter with the power of knowledge and solve problems more easily. Who doesn’t want them on their bus?
In this busy world, it may be hard to find time to learn anything that isn’t repeatedly shoved in our face. But if we can find time to learn a bit more, it is well worth the effort. Both personal and professional development are extremely rewarding, and I encourage you to make some time to grow and expand your knowledge.
Here are some tips for including the habit of continuous learning in our busy life.
Read! Reading helps cultivate curiosity, expand imagination and develop a greater appreciation for those who are different from you.
“Any man who reads too much and uses his own brain too little falls into lazy habits of thinking.”-Albert Einstei
Think! Simply reading the wisdom of others isn’t enough; you must think through ideas yourself. Spend time journaling or contemplating over ideas you have read.
Apply! Skill-based continuous learning is useless if it isn’t used. Reading a book on a coding language isn’t the same thing as writing a program. Watching a YouTube segment on painting isn’t the same as picking up a brush. Knowledge must be put it into practice to improve those in the seats.
Taking risk by setting out to do something you don’t know how to do, whether in a personal or business environment is valuable. Forced learning in this way can be fun and challenging and make you more valuable to your teammates on the bus.
The desire to learn must come from within; few external forces are going to persuade you to do it. And sometimes it may seem a daunting task. But if you set learning goals, plan and take action to keep yourself moving, you will find yourself immersed in true learning.
When you make lifelong learning a priority it helps you enhance the depth and breadth of your knowledge, which can subsequently help provide key insights and opportunities to move business forward.
The more you know and learn, the more you will realize what there is available to know and learn. Start building momentum for greater chances of lifelong achievement and happiness.
In the northern part of North Dakota, there is a BioZyme® dealer who doesn’t let any grass grow under his feet. He raises livestock, works for the local school district, sells and rents a variety of equipment, and he sells BioZyme products. Greg Maddock, owner of Maddock Sales, said VitaFerm® is his number one seller and with results that a customers can see with their own eyes, it’s easy to sell.
Greg’s involvement with the BioZyme products all started with a family friend, Dorothy Orts, former BioZyme ASM whose husband was also the ag teacher in Maddock, North Dakota, where Greg and his wife, Marla, live. Greg recalls that they were experiencing a bad drought, and he had started feeding his cows large, square hay bales. Dorothy had encouraged him to try the VitaFerm mineral, and he gave in, buying 10 bags. He knew exactly what his cows had been eating.
“When I started them on the VitaFerm mineral, they cut down on their consumption. The cows did well on the mineral; they looked good on it. I was sold,” Greg said. “There were no dealers in our area, and Dorothy convinced me to become a dealer. If you know Dorothy, you knew she bled VitaFerm.”
Believing in the product and sharing the results is the most effective sales tactic that Greg employs. He shares his business on his Facebook page and also has a website. For newer dealers, he encourages them to try the products first so they can see the benefits for themselves, and if they don’t have livestock, he suggests having a neighbor try the products and watching their livestock change and improve.
“It’s an easy product to believe in, and it sells itself. BioZyme has a great line-up for the whole season from conception to fly control to weaning time,” he said.
And just as the product line is diverse, so are Greg’s other livelihoods. He is a bus driver and maintains all the buses for the Maddock School District. He also runs about 100 Angus cows and backgrounds their calves. His herd also includes 35 Bison cows. He has developed a niche market for the Bison meat and offers trophy hunts for the older bulls ever few years. And yes, the Bison also get the VitaFerm.
“I’m a big believer in diversification and specialty farms and ranches,” he said.
We’re glad you’re a big believer in BioZyme and its product lines, Greg. It’s always good to hear from one of Dorothy’s friends who turned into a dealer. That’s the care that comes full circle.
VITA CHARGE CATTLE DRENCH NOW AVAILABLE IN SMALLER SIZE
Vita Charge® Cattle Drench is now available on the Price List in a 32 oz. size, making it more convenient for customers with show livestock, smaller herds or those who need to promote feed and water intake in more remote areas. Both Vita Charge Cattle Drench sizes have a shelf-life that has been extended to 24 months.
NEW TRIXSYN PRODUCT LAUNCHED THIS MONTH
Trixsyn® Canine Performance is now available to assist active dogs with joint health and exercise recovery. This new innovative product will include the same concentration of proven MHB3 Hyaluronan with the powerful antioxidant astaxanthin. This launch will also coincide with an overhaul of the look and feel of the entire Trixsyn family. This will include new and improved labels as well as a pump for ease of application.
SHELF LIFE EXTENDED ON SMALL PACK LIQUID AND GEL PRODUCTS
Upon completion of extensive shelf life testing, the shelf life of Vitalize®, Vita Charge®, Sure Champ® and Backyard Boost® liquid and gel products is now being extended to 24 months from the manufacturing date of the product. This process started in July and will continue through the Fall as product inventory runs low and new inventory for each product is produced with updated labels.
PROMOTE YOUR LUCKY 7 WINNERS
All of the “Lucky 7” promotion tokens have been placed in specially marked bags, and some of our end-users have been fortunate enough to cash in on this promotion. Continue to promote the value of Amaferm year-round and care that comes full circle, the reason behind this promotion, by showcasing any of your customers who win and by continuing to market the promotion.
Specially-marked that could contain a winning token include:
All prizes must be redeemed by Dec. 20, 2022.
Congratulations to these dealers who completed Chapter 3 in June! Be watching for information coming out on Chapter 4 that will be released in September! Information will be coming out soon!
“You can’t win together if you don’t work together.” – Nick Saban
INVESTING IN YOUR TEAM HELPS GROW YOUR BUSINESS With a career record of 232-62-1, Saban obviously knows a little about building WINNING and WOWing teams. Recently, Bob Burkham, BioZyme® National Manager of Supplement Sales, offered his perspective on why it is vital to invest in your teams to grow your business.
“Investing in training is an investment in their success and ultimately the business’s success. You are making your employees more valuable by giving them the tools they need to be more successful in their jobs,”he said.
Those trainings can come in various models and forms, including external trainings like the BioZyme Master Dealer Training Program, a leadership growth program provided by the local chamber of commerce or other organization or a webinar about sales or other products you offer. Regardless of the trainings you offer, the most important resource to share with your team is communication.
Communications is key to building the team, according to Burkham. It is important to remember that communication doesn’t just take shape in reminders posted to a bulletin board or barking orders to workers before your morning cup of coffee.
“Bring everyone together for a roundtable discussion and listen to their ideas. You probably can’t incorporate all the ideas all of the time, but it will help figure out where there are chinks in the armor, and it helps make everyone feel part of the team,” he said.
Another important thing to consider when investing in your team, is time – both theirs and your customers. When investing in trainings, make sure they are the correct trainings for the correct people on the team, so those valuable team players don’t feel like you are wasting their time in another meeting. Ensure the trainings they receive will inspire, motivate and teach them to be better at whatever their role is to help grow your business.
And, when training a salesperson, especially, make sure they are not going to be wasting a potential customer’s time. If the customer doesn’t feel that their time is valued, they probably won’t feel valued at all.
“Everyone has a limited amount of time in this fast-paced world. It is paramount to show up and bring value,” Burkham said.
Finally, Burkham suggests that when sales staff have the proper training, their natural competitive spirit shows up to do better or sell more than their peers. A competitive rivalry is likely to occur if there is more than one salesperson. And even with a one-person sales staff, that person will likely want to outperform the month or quarter previous, due to the competitive nature of sales.
“Your sales team will be racing to the checkered flag, and at the end of the day, the entire company wins when you have taken time to invest in your team,” Burkham said.
Put forth the resources. Open the lines of two-ways communication. Know the value of time. Grow a successful team and watch your business grow!
Summer is a great time to get involved in your community. It doesn’t matter if your community has more than 75,000 people like Saint Joseph, Missouri, where our corporate headquarters is located, or just a few more than 750 dwellers like Alexis, Illinois, where this article is written from, communities thrive in the summer, and people notice when businesses get involved.
From the summer softball leagues to small town festivals, county fairs and pageants, there are a myriad of ways for businesses to get involved in their community. They don’t all have to involve a lot of extra time, money or resources, but they will likely garner some type of appreciation. End users notice when businesses give back and often, that will gain your business a little extra revenue too. Here’s a look at a few ways businesses can get involved on the Local Team this summer.
Be a Mentor
There is often nothing more rewarding than mentoring a young person. Serve as a mentor to a young person who might be interested in pursuing a career in sales, marketing, nutrition or feed manufacturing. Offer your time to the person to come job shadow you at your company for a few days throughout the summer so they can see various aspects of your career, ask questions and get a feel for what you do. Be sure to follow any safety regulations,
Provide a Space
Perhaps there is a group of young people trying to raise money for an educational trip to Washington D.C., or some other place that wants to have a bake sale or sell fresh produce from their garden. Surely you have a place at your store front for an 8-foot table to allow these kids to sell their goodies. These young people won’t forget your kindness, neither will their relatives. And don’t forget to bring some cash that day; you’ll probably need some of Grandma Betty’s cookies or some fresh tomatoes.
Join the Parade
At least in the Midwest, it seems there is never a shortage of parades. Fourth of July. Let’s have a parade. The county fair. Let’s have a parade. A random Wednesday after wheat harvest. Let’s have a parade! Parades often have themes and are a fun, relatively inexpensive way to showcase your business. Showcase your company, your employees’ cute kids and throw out some candy, and get involved.
Support the Fair
One great way to give back to your customers is to support the local fair or livestock show. You can sponsor a show or purchase and an animal at the premium auction to show support for your customers or their kids or grandkids. Although this typically will have some financial cost, the rewards are worth it in thank you notes and customers that are happy to return the business back to you. This truly demonstrates care that comes full circle.
Having a business means being part of a greater community. Get involved in your local community this summer to show that your business is a team player.
Mid-year Outlook
Livestock producers are in the mid-year quandary. Do they hold onto their cows in hopes for some late summer rains for fall grass? Or do they ship them to town now, potentially taking a loss but not spending excess resources on feed? More producers are shipping cows due to widespread drought; however, if forecasts for both weather and markets remain where they are currently, cow-calf producers will potentially make a profit at fall weaning time if they can hang on that long.
Everyone continues to be a little bullish about the fed cattle market as we move in the third quarter. According to Darrell Peel, Oklahoma State University,” Reduced fed slaughter for the remainder of the year implies reduced feedlot marketing rates. Feedlots, as of June 1, had record inventories of cattle on feed which seems to be at odds with the idea of reduced marketings in the coming months. However, feedlots have been placing larger numbers of lightweight cattle which leads to more days on feed and slower turnover rates… in other words, slower marketing rates.”
In other markets, sheep appear to be trading slightly lower, with Colorado feedlot inventory up over the same period as last year at this time. If you’ve been to the supermarket lately, you’ve likely noticed the egg market remains high on extra-large and large, lower on medium, steady on the balance. Supplies of extra-large are very light. Retail demand is good. The highly pathogenic avian flu incidences have decreased; however, the implications of that are still evident from both egg and poultry prices at the retail levels.
Hay production is also down this year, either due to drought, lack of fertilizer or a combination of factors. This is a great time to promote minerals with Amaferm® so producers can get the most out of their existing forages and feedstuffs.
Freight Issues Continue
According to Trains.com, Foster Farms, the largest chicken producer in the western U.S., asked federal regulators to issue an emergency service order last week that would direct Union Pacific to prioritize corn shipments that thousands of dairy cattle and millions of chickens and turkeys depend upon.
”The point has been reached when millions of chickens will be killed and other livestock will suffer because of UP’s service failures,” Foster Farms wrote in its request to the Surface Transportation Board.
