Category: Business Resources

A Step-by-Step Approach to a Successful Producer Meeting

The BioZyme Team wants your next producer meeting to be a success. Follow this guide as you plan your next meeting this fall or winter.

1. Set a Date

Setting a date can be the biggest challenge, as you want to work around your customers’ schedules of calving, harvest, pulling cattle off of government managed ground and other tasks. Work with your Area Sales Manager and set a date at least 60 days out that works best for your schedule.

2. Submit a Marketing Request

At least 60 days before your producer meeting, submit a Marketing Request through the Online Dealer Center to let your ASM and the Marketing Team know that you are planning a Producer Meeting, along with all the pertinent information. The Marketing Team will send invitations on your behalf, provide you with literature and arrange one of the BioZyme experts to speak at your event, if you so choose.

“Use the BioZyme Marketing Team. They are a talented, creative group, so let them help you,” said Keith Micke, K Triangle Feed. Micke hosts at least one successful meeting annually.

3. Update your Customer List

Once you have your Marketing Request submitted, you will want to get an updated customer mailing list submitted to the Marketing Team. Make sure this includes customers and potential customers that you want to invite to your meeting.

Make sure your list is relevant; if you have customers out of state, no need to invite them. If you are focusing on cow-calf nutrition, should you invite customers who only buy dog supplements?

Make Local Arrangements

Decide on what you need locally for your meeting. Are you providing a meal or heavy appetizers? Secure the caterer or work with a local church group or producer’s group to do the cooking. Make sure you have adequate tables, chairs, plates and utensils. If you are having a speaker, you will need a screen and an LCD projector.

5. Follow Up with Phone Calls

Micke advises following up the printed invitation with a friendly phone call. Although the postcard invitation is professional and looks nice, so many of his customers get lots of mail. He said the phone call is a nice reminder for people who might otherwise forget about the meeting.

6. Host the Producer Meeting

On the day or evening of the meeting, make sure you have everything you need. Micke said the best piece of literature he offers attendees is the Product Guide.

“I used to flood them with too much literature. Now we just go through the Product Guide to let them know we have products for every animal and even humans. I will usually sell Baxyl at every meeting,” Micke said. “The other piece of literature that is important is the Amaferm booklet. It all starts with Amaferm, and they need to see how it works.”

He adds that his customers really appreciate seeing someone from BioZyme like Chris Cassady or John Jeffrey at the meeting, as they do a great job explaining and showing care that comes full circle.

7. Close the Sale

At the end of the meeting, follow up with the attendees to gather any orders, especially if you are offering a one-time discount. Follow up with potential customers who you might have met at the meeting within a few days to answer any questions.

The ASM will collect contact cards. A thank you email will be sent on yours and the ASMs behalf. Producer meetings are a great way for outreach, marketing and sales. Reach out to your ASM or the Marketing Team if you have questions on how to make your next producer meeting a success!

Continuous Improvements Lead to New Product Developments

“Times and conditions change so rapidly that we must keep our aim constantly focused on the future.”

This quote from entrepreneur Walt Disney aligns perfectly with the values of BioZyme®. With a mission to show care that comes full circle to all animals and caretakers of those animals, our team is continually focused on making positive changes for the future. 

One of BioZyme’s more recent changes and improvements comes from forming a key partnership with Zinpro®, a world leader in trace minerals. We are excited to kick off this partnership that allows us to introduce a new organic trace mineral (OTM) technology. 

“Absorption is key. Present research shows that using an amino acid complex opens multiple doors for absorption and increases mineral retention rate, providing for maximum utilization. Zinpro Performance Minerals also utilize amino acid transporters for uptake into the bloodstream,” said Chris Cassady, Ph.D., BioZyme Director of Beef Technical Sales. 

Zinpro amino acid complexes have four primary benefits outlined here: 

1. Soluble

Soluble simply means being capable of being dissolved in a liquid. Since we know that the animal’s body is primarily made of water, if a mineral is not soluble, it won’t be available. 

Mineral absorption is water based, and all Zinpro Performance Minerals have high solubility to improve efficacy and absorption into the enterocyte (small intestinal cell). 

2. Stable

The stability of the organic trace mineral is primarily based on the bond between the mineral (metal) and the amino acid it is “complexed” to. 

Varying bond strengths and pH changes throughout the GI tract cause a lot of OTMs to break apart and become less usable. The rumen is 6.7-7.0, the abomasum is around 2, the duodenum starts to increase back to 5, so it has to be strong enough to make it through this gauntlet of pHs. All Zinpro Performance Minerals are bound to an amino acid ligand with a stability constant between 2-7.4 pH. 

Stability requires a balance, tight enough to stay together, but not so tight that it can’t let go when needed. 

Cassady compares stability to a dating relationship. 

“Stability is a really good girlfriend. If you find this person, you should marry them.” 

“A crazy (too strong bond) clings, clings, clings to you and never lets go when you need it to,” he explains. “Alternatively, the weak girlfriend kind of holds your hand, but lets go and leaves you hanging when younger, more attractive guys show up to the party (antagonists in the rumen),” he said. 

3. Absorbable

For an OTM to be absorbable, it is able to easily enter the bloodstream. Obviously, for trace minerals to be used by the animal, they must be absorbed and distributed through the bloodstream to organs, tissues and enzyme systems. 

Zinpro Performance Minerals are manufactured to create a molecule that the animal can absorb and put to good use. Inorganics and some other organics are inadequately absorbed or not absorbed at all. If they aren’t absorbed, they aren’t used, and are excreted into the environment. 

Zinpro has the data and science to prove that their amino acid complexes are absorbed through the amino acid transporters. So, the receptor on the enterocyte essentially recognizes the specific amino acid it is targeting and “pulls it in”. The Availa Zn, Mn and Cu we are now using have these minerals complexed to multiple amino acids instead of just 

one glycine molecule like we had in the past. This increases the affinity and “opens more doors” for the complex minerals to be absorbed compared to the technology we used in the past.  

4. Metabolically Available

Metabolically available amino acids are in the body, available for immediate use and help animals reach their full genetic potential more efficiently and effectively. Zinpro Performance Minerals are research-proven to provide greater efficiency to reach target organs, tissue, and enzyme systems. These OTMs give us the opportunity to consistently increase the amount of minerals that are available and usable in the animal. 

As you can see, the primary benefits of the Zinpro Availa organic trace minerals are increased health, performance and absorption for the animals. The producers should see more efficiency, a reduced cost and more gain. 

At BioZyme, we know that continuously improving is important to the animals, the customers and you, the dealers. If our products don’t get better, we don’t get better. We hope that you and your customers appreciate these enhanced OTMs the progress we are making to improve our products every day. 

Prebiotic Tools for Heifer Development

By Chris Cassady, Ph.D., BioZyme® Inc., Director of Beef Technical Sales 

A new era of calf prices has brought amazing revenue for cow-calf producers. Immediate income opportunities incentivize cattlemen to sell their weaned calves, meaning a greater number of heifers are destined for the cattle feeding sector. Collectively, the cow herd hasn’t expanded as quickly as projected, ushering in amazing value for the replacement female. Like any valuable asset you may own, protecting your genetics with quality nutrition and management can help cattlemen get the most out of their retained females. Longevity is key to success in this business. With minimal incentive to grow the cow herd, it’s time to explore all the technologies available to produce high quality, sufficient levels of beef with the fewest cow numbers in decades. 

Maximize Cow Herd Longevity

Maximizing longevity is dependent upon getting your replacement heifers bred up early enough to calve by two years of age. Research has shown the long-term negative impacts of late calving heifers on their productivity and stayability as a mature cow. Fertility is paramount, but it’s hard to single-trait select for due to its low heritability. Additionally, the fact that reproduction is non-essential, it’s no surprise that any nutritional or health insult to a growing heifer can prevent her from effectively breeding. Missing cycles takes away substantial dollars to our weaned calf market next year and puts the replacement herself at risk of falling out of the herd thereafter. Collectively, it’s our job to protect cattle from any stressors that can impact their lifetime productivity in the herd. 

Heifers need to stay healthy to breed. However, the immune system requires an exorbitant amount of nutrition when activated and is responsible for anestrous, early-term abortions and more. The first thing that comes to mind when talking about herd well-being are effective vaccination protocols. Many are effective promotors of acquired immunity in your animals, but did you know that more than 70% of the immune system can be found in the gut? Hence, researchers have focused their efforts in evaluating the positive relationship between gut health and overall immune function. It may be time to take a proactive approach to the well-being of our developing heifers. Products such as prebiotics are designed to improve the number and activity of beneficial bacteria in the rumen and gastrointestinal tract. Competitive exclusion by promoting the good bugs and maintaining a stable rumen pH can help to eliminate pathogens and their negative effects on reproductive function. 

Just like a late-night informercial would claim, that’s not all for prebiotics! Prebiotics are defined by their positive impact on beneficial microorganisms in the gut, and some are research proven to improve feed utilization. At BioZyme®, we are proud to have AO-Biotics® Amaferm®, a research-proven prebiotic designed to enhance digestibility. Amaferm stimulates the growth of energy-harvesting bacteria, resulting in greater volatile fatty acid production (VFA) in the rumen. Volatile fatty acids serve as the primary energy source for ruminants, and an improvement in VFA production by 16% from feeding Amaferm is nutritionally the same as feeding a pound of DDGS per head per day. Unlocking more energy from within affords the heifer additional energy available for growth, improved body condition and an earlier onset of puberty. Not to mention elevated energy levels have been shown to improve the production of follicle stimulating hormone (FSH) and luteinizing hormone (LH), which are crucial to the effective onset of ovulation in heifers. Obviously, these are essential for reproductive success, meaning that the prebiotic Amaferm can help improve breed-ups without any risks of grain-fed, overweight heifers. 

Prebiotic vs Probiotic

One of the key elements that distinguishes a prebiotic from a probiotic is that it is non-living. The fact that it stays viable at extreme temperatures and varying moisture and pH levels suggests that many delivery mechanisms exist for your heifers. Prebiotics can be fed via total mixed rations (TMR) in confined heifer development systems but are more commonly incorporated into mineral supplements. Vitamin and mineral supplementation strategies are well-established promotors of beef production efficiency. When highly available mineral and vitamin products serve as the carrier for a powerful prebiotic, an effective one-two nutritional punch can be provided to your replacements. 

The best way to incorporate Amaferm into your herd is through the VitaFerm® vitamin and mineral supplements powered by Amaferm. VitaFerm® is a line of nutritional supplements for beef cattle that maximize energy and forage utilization for successful production. A variety of products are available for cattle producers that contain organic trace minerals and Amaferm to help your heifers optimize their health and maximize their reproductive success. 

The feeder calf market is holding back any herd expansion because it incentivizes producers to cash in on their heifer calves while the market is hot. However, if you’re keeping fewer replacements this year, it’s likely you’re keeping the absolute elite of your calf crop. While this will certainly improve the genetic merit of a smaller domestic cow herd, it’s still up to us to maximize the genetic potential of our programs by developing our heifers in the best possible way. Great genetics require premium nutrition, and now is the most critical time to effectively set up our yearling females for a lifetime of success in the herd. 

Offering a prebiotic like Amaferm through a supplementation program like VitaFerm is the best way to ensure your yearling heifers are successful contributors to the herd. Prebiotics are powerful tools that can proactively benefit health from within as well as improve feed utilization and energetic status in the animal. Collectively, this technology serves as a vital tool for maximizing heifer breed-ups in the first year, and effective longevity thereon.  

Taking Your Business to the Next Level

“To improve is to change; to be perfect is to change often.” 

This quote by Winston Churchill can be applied to many facets of our lives. It also resonates with the team here at BioZyme®. We are constantly changing, and working to continuously improve ourselves as businesspeople. We know you are too!

At BioZyme, we strive to always live up to our motto: care that comes full circle. One of the most critical ways we do this is by collaborating with you, our dealers. Another way we do this is by working to embody our 4 pillars.

But our pillars aren’t just goals for us. We know from experience that each of these pillars—research, innovation, inspiration, and giving back—can help you grow your dealership and business. After all, as far as we’re concerned, you, our dealers, are part of our team. When you succeed, we succeed.   

That’s why BioZyme created the Dealer Action Rewards Program, to both thank you and motivate you toward further success. The program allows our dealers to earn and receive points for actions that help their business grow and promote BioZyme products. 

It is our ultimate goal to help you grow your business. The best and fastest way we can do that is by supporting you as you complete the tasks set up within the BioZyme Dealer Action Plan Booklet that best aligns with your business’s overall goals.  

Five Stages for Business Growth 

Small businesses can vary widely in size and capacity and allow for growth within them. The Harvard Business Review states in an entrepreneurial management article, The Five Stages of Small-Business Growth, small businesses can be categorized by 3 key categories. Those growth categories include: independence of action, differing organizational structures and varied management styles.  

Keeping those three key categories for small businesses in mind, you can assess your business’s current standing. Then, assess and evaluate your needs, using that information to take your business to the next level.  

Applying Strategy to Discover Growth 

In the Harvard Business Review article, those five stages include existence, survival, success, take-off, and resource maturity.  

In the existence and survival stages, these companies can range from newly started to high-technology manufacturers that have yet to stabilize and establish either production or product quality. 

When evaluating your business in these stages, it might be helpful to ask, “Can I get enough customers, deliver products, and provide services well enough to become a viable business?” 

In the third, fourth, and fifth stages of business growth, the business faces the challenges of continuing to use the company for growth. Other aspects companies will experience are finding new opportunities as financial growth takes off and delegating responsibilities.  

Along with the rapid growth, it is also key for a company to consolidate and control its financial gains. At this stage, the company has the resources to engage in detailed operational and strategic planning. Examples of this strategic planning could include a standard marketing plan and brand identification for the company, special product promotions, or attending events to build brand awareness. 

Leveling Up: Where Do You Want to Land? 

When leveling up your business, it’s important to remember that your dealership is no different from raising livestock. The quality inputs that you put into your business (taking action) can help increase performance (sales) and drive gains (growth).  

When assessing your business’s current state and determining its desired growth, it’s ideal to consider the tiers set up in the BioZyme Dealer Growth Program—Bronze, Silver, Gold, or Platinum. 

These tiers were implemented into the Dealer Action Rewards Program to set dealers up for success both in their own business and as BioZyme dealers. Promoting BioZyme products to drive sales and increase profit can help you advance and level up in the action rewards and growth program.

Along with leveling up in the program, dealers can consider what specific and clear actions are necessary to take their business to the next level. 

Bronze Level: Minimum Sales $10,000 

Dealers who achieve this level earn a maximum 1,499 Action Rewards Points. They also score between 21-25 on their Action Score Card and have at least $10,000 in total sales.  

They have also accomplished at least two out of the three of the following:  

  • $500 in Animal Health product purchases 
  • Total purchases increase annually by 5% or more 
  • Carry at least 2 BioZyme brands and purchase each annually 

Bronze Dealer Benefits 

• Receive a BioZyme Swag Pack with a choice of retail merchandising and apparel 

Silver Level: Minimum Sales $25,000 

Dealers level up to the Silver Level after achieving a score of 1,500–2,249 Action Rewards Points, Action Score Card Score between 26-28 and $25,000 in total sales. 

They have also accomplished at least two out of the three of the following: 

  • $1,000 in Animal Health purchases 
  • Total purchases increase annually by 4% or more 
  • Carry at least 3 BioZyme brands and purchase each annually 

Silver Dealer Benefits 

  • Invite to Dealer Retreat but no reimbursement (you will receive 500 action rewards points for attending). 
  • Guaranteed 2% of total sales from the prior year will be allocated toward a BioZyme-approved marketing plan. 

Gold Level: Minimum Sales $100,000 

Dealers must achieve a score of 2,250–2,999 Action Rewards Points, Action Score Card Score between 29-31, and $100,000 in total sales to advance to Gold Level status. 

They have also accomplished at least two out of the three of the following: 

$3,000 in Animal Health product purchases 

  • Total purchases increase annually by 3% or more 

Carry at least 4 BioZyme brands and purchase each annually 

Gold Dealer Benefits 

  • Invite up to two people and up to $500 expense reimbursements to the annual Dealer Retreat.  
  • A guaranteed 2% of total sales from the prior year will be allocated toward a BioZyme-approved marketing plan. 

Platinum Level: Minimum Sales $300,000 

This level in the Action Plan and Growth Program achieves the requirements of 3,000+ Action Rewards Points, an Action Score Card Score of 31 or above, and $300,000 in sales.  

They have also accomplished at least two out of the three of the following: 

  • $5,000 in Animal Health product purchases 
  • Total purchases increase annually by 2% or more 
  • Carry 5 BioZyme brands and purchase each annually 

Platinum Dealer Benefits 

  • Receive an EXCLUSIVE VIP experience with BioZyme team members — Director of National Sales, Vice President of Domestic Business, and/or your Area Sales Manager.  
  • A guaranteed 2% of total sales from the prior year will be allocated toward a BioZyme-approved marketing plan. 
  • All expenses paid invite for up to two people to the annual Dealer Retreat. 
  • Priority ordering 

Once you level up to the next tier, you are then eligible to redeem those benefits. By staying on target in the plan and continuing to maintain dealer status, you are on the path to taking your business to the next level. Check out the BioZyme Dealer Action Plan Booklet to view this list and the tasks through action you can take to get your action plan started.  

Are you curious about more information on our Animal Health products available to order? Learn more about these products in the Product Center in the Online Dealer Center.  

Elevate Your Business 

At the forefront, it seems daunting and possibly intimidating to try to find where to begin the process and steps to take to discover growth and elevate your business. Remember, keep your business in mind and the tools, resources, and actions you can implement to help your business grow.  

Assess Your Current Status 

It is always beneficial to start with an assessment of current standing to know where you are and evaluate where to go with moving toward your business goals.  

BoardroomAdvisors.co suggests a SWOT Analysis to conduct a balanced assessment of internal strengths, weaknesses, external opportunities, and threats. This analysis is one of the most commonly used tools by individuals and businesses.  

Along with the BioZyme Dealer Action Plan Booklet, other beneficial resources include a database of prospects and leads in your area. You can develop these through printed direct mailers and in-store display merchandise materials from the SAMM Center to market products to your customers and potential new customers.  

When taking your business to the next level, you can also utilize BioZyme’s professional team. Learn from our team of nutrition experts and other dealers across the country who discuss a variety of topics through the Message Board in the Online Dealer Center.  

Set Clear Goals 

Evaluating the current business standing is just the beginning. To execute a plan to take off and determine the actions to take, you will need to set clear and achievable goals for your business.  

Determine SMART goals for your company and the growth you want to achieve. It is important to remember with the SMART goals in mind, you are setting goals that are:  

Specific  

Measurable 

Achievable 

Relevant 

Time-bound 

These goals can help give you a clear sense of direction, push you further, and help you stay organized to be successful. 

The LinkedIn Learning blog, How to Help Employees Set SMART Goals for Professional Development, discusses the goals set up in the SMART framework. This framework can ensure clarity, focus, and measurable progress in skill enhancement. 

BioZyme Benefits 

After assessing and setting goals for your business, it is vital to then put those goals into action. BioZyme offers several options for dealers to leverage for their businesses and tackle the smaller tasks to achieve the big goals.  

The actions you take can look different for each individual business. To name a few, these include:  

  • Participate in the quarterly direct mailer to your customer list 
  • Engage on social media 
  • Utilize the Ration Request service 

In the Action Plan booklet, we have created examples of the routes you can take to earn points and take your business to the next level. 

The Action Points earned can then be redeemed for items in the list of rewards in the Dealer Center. 

Monitor Progress 

As you are achieving these actions in your plan, remember to monitor and review your progress toward your goals.  

One simple way to review your Action Point total and track activities: check the My Action Dashboard in your Online Dealer Center account! You can then look to see which level you land in the BioZyme Dealer Action Plan Booklet. 

To review your sales progress competitively with other BioZyme dealers, check the Dealer Dashboard under the My Account tab in the Dealer Center. It displays the top 10 dealers of each BioZyme brand. You can also view your sales ranking per product line on the homepage of your account. 

Keep an eye out in Dealer Center and the BioZyme Dealers Facebook group! We provide continuous updates to those dashboards to better keep you in the loop.  

Rewards Program: Fueling Your Growth 

Taking your plan and goals into action is just the first step in fueling growth as a BioZyme dealer. 

At each level of the BioZyme Dealer Action Rewards Program, you will be able to track your business’ growth. All the recommended actions have been specifically designed to generate growth. Though it might not be immediate, you’ll be able to see real, substantive benefits to your earnings and sales numbers.

Shining Success

Don’t just take it from us. Here are a few success stories from BioZyme dealers who have taken action in the Dealer Action Rewards Program.  

Spotlight: K Triangle Feed 

Keith Micke at K Triangle Feed says, “Everything in the Action Rewards Program I’ve done has helped me with sales one way or the other.” He says the Dealer Rewards Program can give you ideas for actions that you may not otherwise do.  

Micke further explains that the program’s actions can also help you get out of your comfort zone. That helps you accomplish tasks that benefit your business long-term.  

“Master Dealer trainings keep you updated on new products coming out and give you ideas on how to sell and place with your customers,” he says.  

He also states hay testing is another way to help you with your customers in making decisions on product placement. Attending trade shows and fairs and setting up booths gets people coming by that you may not normally see.  

 “This can help to get the word out and add exposure for our products and the benefits of Amaferm in their program,” he says. “You may plant the seed one year, and a year or two—or 10—they see you consistently out at these events, they start buying.” 

At the 2024 BioZyme Dealer Retreat, K Triangle Feed received top honors. They were awarded Second Place Action Dealer and Second Place VitaFerm® Dealer from sales in 2023. In 2023, he earned a total of 4,160 action points to receive this award. He did this through attending events, direct customer mailings, co-branded swag, and more!  

Spotlight: Tina Graham 

Though a relatively new member of the BioZyme family, Tina Graham has found the Dealer Action Rewards Program beneficial to her business. She has experienced first-hand the lasting impact that a personal touch can have on her customer base.  

“I benefit from using the rewards program to earn swag to give back to all of my customers,” Tina explains. “Customers love getting ‘gifts’ from me from the simple stuff of chapstick to t-shirts and vests. The rewards program allows me to do this without adding more overhead cost to my business.” 

At this past Dealer Retreat, Tina received the inaugural Rookie Dealer of the Year award for her sales in 2023.  

She also received the new Live It, Love It, Lead It Awards during the 2024 Dealer Retreat.  

BioZyme President and CEO Lisa Norton presented 13 Live It, Love It, Lead It Awards to dealers who exemplified leadership and passion for their businesses. The award spotlights dealers who excelled in their businesses not only in sales but also with engagement, growth, and action.   

“Leadership is intentional. It is a trait you must work on every day,” Norton said. 

Live It, Love It, Lead It is part of an ongoing leadership development program at BioZyme. The program’s mission is to grow leaders for the industry from within our community—employees, dealers, and consumers. 

Put Your Plan into ACTION 

Now that we have evaluated several avenues and resources BioZyme offers through the Dealer Action Rewards Program, it’s time to put these plans into tangible action for your business.  

It is important to remember: 

  1. Action = Growth 
  1. Growth = Success 

Get started with the BioZyme Dealer Action Plan Booklet to develop a business strategy and promote BioZyme products.  

If you have any questions, you can also contact your Area Sales Manager or the BioZyme Action Team. The support team can help you start putting your plan together or taking these actions for your business.  

The Importance of Hay Testing Near Me

We know that BioZyme® dealers wear many hats. You are a salesperson, a consultant in nutrition across species, a supporter of youth livestock and horse events, and a pillar in your community. Let’s add one more role to your over-extended job description: forage sampler. Did you know that hay sampling is a free service that BioZyme offers its customers, who are ultimately your customers?  

That’s right! The next time you have a customer ask, “Is there anywhere that does hay testing near me,” your answer will be simple: right here. 

Why Test Hay? 

Testing hay in the late summer and early fall is imperative to know exactly the nutrient content and makeup. Just like no two BioZyme dealers are the same, no two hay crops are the same, even if they both look similar. There is no way to tell the nutritional makeup of your hay just by looking at it. You could have the most gorgeous group of bales, yet they could all be deficient in protein or energy. 

If you or your customers cannot tell the nutrient value of your hay, how will your livestock be getting the proper nutrition. A simple forage analysis can help a customer determine what is missing from their hay, which in turn helps you sell them the added vitamins and minerals to supplement their herd. Forage testing is a win for the customer, you, and their animals. That’s care that comes full circle. 

That is why hay testing is so important.  

Hay Testing Made Easy 

At BioZyme, we want to make your customer’s forage testing experience as simple as possible. That is why we have broken it down into these 5 simple steps. 

1. Identify your Hay 

It is important for you or your customer to have their hay identified by a lot number, so they know which test results are from which lot. A lot is defined by the field and the cutting it is from. 

For instance, a lot from the second cutting from field one would be named Lot 1-2. A first-cutting sample from the third field would be 3-1. It is important to identify the lots when you haul them from the field and store them and continue to know where they are kept.   

2. Collect Samples 

Once the lots are identified, it is time to collect samples. As a dealer, you or your Area Sales Manager should be prepared to help your customer collect samples. Having an accurate sample is the key to a successful analysis. 

We recommend taking 10 samples from each lot, mixing them together, and submitting them as a representative sample of that lot. Be sure to get the samples from as far inside the bale as possible. There are two ways to collect samples: with a probe or by hand. 

Sampling with Hay Probe 

Reach as far as possible inside the bale with your coring tool. This can be more difficult when bales are wet or when the hay is very mature. In those cases, a spare battery for the drill is helpful, especially if a large number of bales are to be probed. 

Sampling Hay by Hand 

It helps to use a short pipe to pry open the bale. The goal is to reach inside with your hands open and grasp tightly a handful of hay. You want to try not to strip the leaves off when you grab them, so many small handfuls are better than one large handful. 

3. Place Samples Into a 5-gallon Bucket. 

Repeat steps 2 and 3 until you have at least 10 samples from 10% of the bales in the lot you are testing. Place all the samples into the same 5-gallon bucket. 

After sampling your bales, make sure to pull apart and thoroughly mix the entire sample. Do not rely on the lab to mix your sample. 

Place the sample into a re-sealable plastic bag and remove any excess air. It is fine if the bag is not completely full, but you will need approximately 1/2 a quart of material in the bag. You, the BioZyme dealer, should be able to submit the samples. 

If you have any questions at all, please contact your Area Sales Manager or a member of the Dealer Action Team. We submit every sample we receive to Dairyland Laboratories. 

4. Wait for Results 

Once you submit forage samples for testing, we can typically generate results within a week. These results indicate any deficiencies in energy or protein. In addition to knowing the nutrient content of your forages, it is also important to know the amount of each lot of hay you have. 

This is especially important when working with the BioZyme Nutrition Team to plan your next steps. This will help them calculate the proper rations and make supplement recommendations moving forward when they know how to match your forage supply to your production calendar. 

5. Work with the BioZyme Nutrition Team 

We send the forage analysis results to the producer, the dealer, and the ASM. We suggest the dealer and producer work with the nutritionist at BioZyme to calculate and coordinate formulations and supplementations. 

Where Can I Find Hay Testing Near Me?  

So, next time you hear, “Where can I find hay testing near me?” you will know just how to answer. We hope you are confident that you can pull and collect samples and submit them. That way, you can help your customers find the best nutrition options available.  

Sometimes wearing all these hats can be a challenge. But sometimes, it makes you a superhero, too. Offering hay and forage testing is just one way you can offer customer service that will pay your customers’ dividends in the long run. 

Why Should you Prioritize High Protein Cattle Feed?

Every BioZyme® dealer is different. What one on-farm dealer in North Dakota makes a priority might be totally different than the storefront in Florida. However, you all share more in common than you might think. Every single dealer puts the customer first, and that is care that comes full circle. With fall around the corner, it is time to start thinking about getting high protein cattle feed in stock. 

Be Prepared; Fall is Coming

You are probably selling products with the HEAT® technology and fly control faster than we can say AO-Biotics® Amaferm®. And that is a good thing, for now. However, time moves quickly, and before you know, fall will be here, as the temperature shifts, so will the needs of the beef cow herd. 

We want you to be prepared so you can best serve your customers. If you have protein supplements on hand when your customers are ready, they won’t have to go to another product or another dealer. They will be pleased that you have thought ahead and put their concerns at the top of your mind. 

So, start now to plan your fall protein orders and stock up on high protein cattle feed and supplements. 

Why Worry about Protein in the Fall?

Your cattle customers, and more specifically their cattle, often need added protein in the fall for several reasons. Forage quality decreases, they are preparing for winter, and their nutritional needs increase. Let’s examine each of these a little more in-depth as you consider why you should stock high protein cattle feed and supplements.  

Decline in Forage Quality

Unfortunately, all good things must come to an end, and that is true for summer. As the growing season ends, the nutritional quality of pasture forage typically declines. The protein content in grasses and other forages decreases, forcing supplemental protein to meet cattle’s dietary requirements. 

Increased Nutritional Demands

During the fall, many cattle enter stages that significantly increase their nutritional needs, particularly for protein either late gestation or early lactation. Adequate protein is crucial for fetal development, milk production and overall health. It is vital to ensure your herd has high protein cattle feed or supplements during these phases.  

Preparation for Winter

Providing additional protein helps cattle build and maintain body condition before the harsher winter months. Adequate body condition is essential for maintaining health and productivity during the winter, when nutritional challenges can be more severe. 

Growing in Young Livestock

Young, growing cattle require higher protein levels to support their growth and development. Fall supplementation ensures they continue to grow efficiently and stay healthy as they transition to winter feeding programs. 

The Importance of Protein Supplements for Cattle

Protein is essential for cattle for several key reasons. 

Growth & Development

Proteins are fundamental building blocks for muscle, skin, hair and other tissues. They support the overall growth and development of young cattle, ensuring they reach their full size and potential. Because protein is vitally important to growth and development, it is important that calves in the growing phase receive adequate protein. 

Milk Production

Protein is crucial for lactating cows producing high-quality milk. Adequate protein levels in the diet help maintain milk yield and composition, particularly the protein content of the milk itself. Supplementing with extra protein during lactation helps to ensure your cows produce an adequate milk supply. The calf also receives that extra protein through the milk supply.  

Protein is important for reproductive health. Adequate protein levels improve fertility rates, support healthy pregnancies and contribute to the overall reproductive efficiency of the herd. 

Immune Function

Protein plays a critical role in maintaining and boosting the immune system. Adequate protein intake helps cattle resist diseases and recover more quickly from illnesses. 

Repair & Maintenance

Protein is necessary for the repair and maintenance of body tissues. Protein helps in the healing of wounds and the regeneration of damaged tissues, ensuring cattle remain healthy and productive. 

Enzyme & Hormone Production

Many enzymes and hormones, which regulate various physiological processes, are proteins or are derived from amino acids, the building blocks of proteins. These are crucial for digestion, metabolism and overall bodily functions. 

Energy Source

While carbohydrates and fats are the primary energy sources, proteins can also be used for energy, particularly in situations where other energy sources are inadequate. 

Feed Efficiency

Proper protein nutrition improves feed efficiency, meaning cattle can convert feed into body mass or milk more effectively. This is economically beneficial for cattle producers. 

VitaFerm Protein Options

In total, VitaFerm offers 5 options of protein supplements for cattle, between both the tubs and loose mineral forms. All contain Amaferm, the prebiotic research-proven to enhance digestibility. 

Let’s learn more about their similarities and differences: 

VitaFerm® Conserve® Protein Meal

VitaFerm® Conserve® Protein Meal 

VitaFerm Conserve Protein Meal, a free-choice vitamin and mineral supplement with protein for beef cattle designed to support herd health and performance while conserving cost. 

• Includes 20% natural protein. 

• Features a complete, but economical vitamin and mineral package. 

VitaFerm® Concept•Aid® Protein Tub

VitaFerm Concept•Aid® Protein Tub, a premium protein tub with vitamins and minerals for beef cattle on grass pasture designed to support reproductive success on low protein forage. 

• Includes 20% natural protein along with organic copper, iodine and zinc for maximum bioavailability, innate immunity and hoof health. 

• High levels of Vitamin E support reproductive tract repair and milk quality. 

VitaFerm® 30-13% Protein Tub

VitaFerm 30-13% Protein Tub, a protein tub for beef cattle with urea and natural protein designed to support herd health and performance while conserving cost. 

• Includes 30% urea protein with no more than 13% equivalent crude protein from non-protein nitrogen. 

• Features a complete, but economical vitamin and mineral package. 

VitaFerm® Conserve® Protein Tub

VitaFerm Conserve Protein Tub, a natural protein tub for beef cattle designed to support herd health and performance while conserving cost. 

• Includes 20% natural protein. 

• Features a complete, but economical vitamin and mineral package. 

VitaFerm® Concept•Aid® Protein Meal

VitaFerm® Concept•Aid® Protein Meal, a premium free-choice 2% phosphorus vitamin and mineral supplement with protein for beef cattle on grass pasture designed to support reproductive success on low protein forage. 

• Includes 20% natural protein and organic copper, iodine and zinc for maximum bioavailability, innate immunity and hoof health. 

• High levels of vitamin E support reproductive tract repair and milk quality. 

Regardless of the protein supplement you choose, it is just important to be sure that your herd receives the added protein it needs when it needs it most. 

“Providing cattle with a proper supplement that contains adequate minerals is important, as it serves as an insurance policy for seasonal fluctuations in forage quality and can keep cattle from becoming deficient or imbalanced in energy, protein or mineral status,” said Chris Cassady, Ph.D., Director of Beef Technical Sales for BioZyme. 

Save Dollars with Loose Mineral

BioZyme offers two loose supplements with a combination of essential minerals, Amaferm and natural protein in a granular form for beef cattle.  

In a loose formulation, salt is added to control intake. Producers don’t sacrifice any nutrition if they do offer loose mineral instead of tubs. Many of the same high-quality ingredients are used along with less expensive protein sources in the loose mixes, but since molasses is not in the mix, there is added cost savings. 

Another cost savings comes with the packaging. The bag that the loose mineral comes in costs less than 50 cents. A tub adds about $6-7 additional cost to the product; that is money spent that your cows are not consuming. 

For every pallet of tubs purchased, you could purchase a new ground mineral feeder to feed the loose mineral. 

BioZyme Products are Research Proven

Amaferm® is the key additive in all VitaFerm products. It has more than 111 published and/or presented research studies proving its increase in digestibility and, ultimately, its impact on the animal.    

Providing a high-quality trace mineral and vitamin supplementation like VitaFerm Concept•Aid is research-proven to improve reproductive efficiency. For example, our reproductive success report shows that VitaFerm Concept•Aid has proven itself as an industry leader in fertility support. Its ability to improve pregnancy rates, calving percentages, and weaning weights is unmatched by other brand products.    

“Research proves that cattle fed Amaferm synthesize 100 more grams of microbial protein each day. That’s enough protein equivalent to a pound of supplemented soybean meal available for the cow or heifer. This additional protein generated from Amaferm in a year-round supplemental program can help producers reduce their need for additional protein by up to 40% annually. That is a huge continuous savings on feed costs,” Cassady said.  

Get Your High Protein Cattle Feed & Supplements Today

We hope we have convinced you that it is time to start thinking about stocking up on your high protein cattle feed and supplements. Be prepared so when fall comes, your customers are not waiting on you to get the products they need and want for their cattle. 

In addition to the VitaFerm protein supplements, BioZyme also has some protein and VitaFerm mineral literature you might find helpful to have in stock to share with your customers. A protein product guide shows and describes all the products for cattle producers, their benefits and approximate cost per day. 

The other handy resource for this time of year is a seasonal product guide. This one-sheet guide suggests which BioZyme products a producer should feed at which time of year. 

You can request both of these guides and more through the SAMM Center by logging in through the Online Dealer Center. 

Prepare for the fall nutritional needs of your customers now. Fall will be here before we know it — so don’t be left unprepared. Stock up now on high protein cattle feed and supplements. You’ll be glad you did! 

Letter from Lisa

What a pleasure it was to host BioZyme®’s highest achieving dealers – in dollars, action and growth – at the recent Dealer Retreat in St. Joseph, Missouri. The Olympic theme lent itself to conversations about what it takes to “get to the podium” in sports, life and business.

The podium (bronze, silver and gold) can also be symbolic of a popular selling model in many businesses called “Good, Better, Best.” The Good, Better, Best model has revolutionized consumer choices by offering a tiered selection that caters to a wide range of preferences and budgets. At its core, this model provides customers with options that vary in features, quality and price points, ensuring there’s something suitable for every individual.

The “Good” tier typically offers essential functionalities at an affordable price, appealing to budget-conscious consumers without compromising on basic needs. Moving up to “Better,” customers find enhanced features and improved performance, striking a balance between affordability and enhanced capabilities. Finally, the “Best” tier represents topof- the-line quality, boasting cutting-edge technology, superior craftsmanship and premium materials for those seeking the ultimate in performance and luxury.

This tiered approach not only simplifies decision-making but also empowers customers to make informed choices based on their specific needs and desires. Start looking and you will notice this model being used in various industries, from gas at fuel stations, to cable TV, to airline tickets and car washes because the customer is empowered to select which tier best caters to their needs.

At BioZyme, we are very anxious to announce a “Good, Better, Best” approach coming soon to the VitaFerm® line. During Dealer Retreat we officially unveiled the newest VitaFerm product, ReproMaxx®. ReproMaxx features all the premium benefits your customers need to take reproductive success to the MAXX. Born out of an environment with high cattle prices and cutting-edge research, ReproMaxx is designed to provide research-proven technologies such as AO-Biotics® Amaferm® and Zinpro® Performance Minerals®. In fact, we are proud to announce that, through collaboration with Zinpro, ReproMaxx will be one of the few beef cattle minerals on the market to carry the Zinpro Verified seal.

ReproMaxx will be positioned as the “best” VitaFerm breeding mineral to fuel reproductive success, but it may not be for every customer. Concept-Aid® is still king, and it will be positioned as the “better” breeding mineral. Newcomer VitaFerm ONE will be positioned as the “good” breeding mineral.

We are excited about this Good, Better, Best approach. We hope you are, too.

BioZyme® Dealers Recognized for Outstanding 2023 Achievements

BioZyme® dealers were honored for their sales and action during the 2023 business year at the 2024 BioZyme Dealer Retreat. “The Best of BioZyme” was June 4-6 in Saint Joseph, Missouri, home to the leading global fermentation company that relies on nearly 2,000 dealers in its network from coast to coast. 

Alan Lee, Vice President of Domestic Business, recognized the dealers for their accomplishments. Top dealers in each line of the BioZyme family of brands received a personalized belt buckle with a complementary display rack. 

Award winners for 2023 include:  

Top Overall Dealer 
• First Place: Stockmen’s Feed Bunk, Inc. – Texas
• Second Place: High Hill Supplements – Texas  

Top Action Dealer
• First Place: Boyce Feed & Grain – Texas
• Second Place: K Triangle Feed – Wyoming 

Overall Rookie Dealer
• Tina Graham – Wyoming

Top VitaFerm® Dealer
• First Place: Basore Cattle – Missouri
• Second Place: K Triangle Feed – Wyoming

Top Gain Smart® Dealer 
• First Place: Twin Rivers Nutrition – Texas
• Second Place: LaMoure Feed & Seed – North Dakota

Top Vitalize® Dealer
• First Place: FarmVet.com, Inc. – Tennessee
• Second Place: Kentucky Buying Coop – Kentucky

Top Sure Champ® Dealer
• First Place: Sullivan Supply – Iowa
• Second Place: Producers Coop – Texas

Top DuraFerm® Dealer
• First Place: Heritage Cooperative – Ohio
• Second Place: Stillwater Milling Agri Center –
Oklahoma

Top Backyard Boost® Dealer
• First Place: Shawnee Milling/Shawnee Feed Center – Oklahoma
• Second Place: Boyce Feed & Grain – Texas

Basore Cattle
K Triangle Feed
LaMoure Feed & Seed
Sullivan Supply
Stillwater Milling Agri Center
Twin Rivers Nutrition
Tina Graham



Live It, Love It, Lead It Awards  

New in 2024, BioZyme President and CEO Lisa Norton presented 13 Live It, Love It, Lead It Awards to dealers who exemplified leadership and passion for their businesses.  

“Leadership is intentional. It is a trait you must work on every day,” Norton said just before recognizing the dealers. 

Live It, Love It, Lead It is part of a leadership development program that Norton is launching and growing within BioZyme. The Live it, Love It, Lead It program’s mission is to intentionally grow leaders for the production livestock industry, through the employees, dealers and the Sure Champ® brand. 

The inaugural Live It. Love It, Lead It Award Winners include:  

• Basore Cattle – Missouri 
• Boyce Feed & Grain Corp – Texas  
• Crusty’s Feed Store – Nebraska 
• Darlington Feed, LLC – Wisconsin 
• DS Farm Supply – Tennessee 
• Falling Timber Farm – Missouri 
• Tina Graham – Wyoming  
• Hallstead Farms – Kentucky 
• Osage Elevator – Iowa 
• Performance Feeds – Kentucky 
• Reiss Seed Inc. – Kansas  
• Route 51 Feed & Supply – Illinois  
• WM Feeds – South Dakota 

BioZyme relies on its extensive dealer network to help provide care that comes full circle to its customers and their animals across the country. We are proud of the dealers for their efforts and appreciate them for taking time to attend the Annual Dealer Retreat to learn, network and strengthen the business acumen. 

To find a dealer near you, visit our dealer locator. 

Basore Cattle
Crusty’s Feed Store
Darlington Feed, LLC
DS Farm Supply
Reiss Seed Inc.
Route 51 Feed & Supply
Tina Graham

Letter from Lisa

Some might say that I am extreme for caring about developing leaders. However, at BioZyme®, leadership development is just another part of the “care that comes full circle.” It doesn’t matter if it is your local 4-H club, fraternity, sports team or a Fortune 500 company, if you don’t have properly trained leaders in the driver’s seat, you will ultimately fail. 

“Leaders aren’t born, they are made. And they are made just like anything else—through hard work.” — Vince Lombardi 

Some argue that leaders are born. I don’t agree. One person might be born with more natural leadership tendencies than another, but leadership traits are developed and refined over time. That’s why two of our four values tie directly to leadership development: outreach and inspiration. 

You might ask how being inspired builds leaders? It is proven that individuals who score higher on their inspiration scale accomplish more than others and have a stronger drive to master their work. They are naturally more motivated, confident and creative. At BioZyme, we strive to have a culture full of highly inspired people. 

The other value – Outreach – is one we have invested countless resources in, and we are excited to continue this mission. Since 2008, BioZyme has supported young people by sponsoring and providing an educational theme at numerous junior national shows held each summer. BioZyme launched the Live It, Love It, Lead It initiative as a part of this effort in 2016. 

The Live it, Love It, Lead It program’s mission is to intentionally grow leaders for the production livestock industry. The theory is that these already hard-working youth are developing the leadership traits that are cherished by BioZyme – a bias for action, a passion for continuous improvement and a belief in care that comes full circle. If we pointed out those traits and helped them intentionally focus on them, we would be growing leaders that BioZyme could 1) recruit as future employees or 2) prepare as leaders for our industry. It was always Bob’s dream to have one of these young junior exhibitors and Sure Champ® customers make it to the Oval Office someday. 

The program continues inside BioZyme as we develop our intentional leadership development program. We know that we have some of the best employees in the business, but we must continue to grow them into leaders. We want them to lead BioZyme. And we want them to represent BioZyme and lead other industry organizations effectively. 

At BioZyme, we believe building effective leaders is best accomplished by focusing on nine competencies. These competencies fit into the three categories, Live It, Love It, Lead It. 

The Live It competencies are all ones that an effective leader must live each and every day. 

• Care that comes full circle 

• Effective communication 

• Self-awareness 

The Love It competencies are things that are hard, but the leader knows they must love to do them and share that passion throughout their team. 

• Structure, systems & processes 

• Innovation & improvement 

• Results-balance 

The Lead It competencies must be intentionally part of the leader’s inner core, ensuring they happen to keep the organization passionate and sustainable. 

• Drives action 

• Quality decisions 

• Inspired accountability 

Leadership is growth, and growth doesn’t happen overnight. Watch for more about the Live It, Love It, Lead It program and how we are growing leaders through our Sure Champ outreach efforts and Building Effective Leaders internally. 

I challenge each dealer to think about their leadership skills and how they can grow and develop them. 

Letter from Lisa

At about this point in the year we begin to say “oh well” to our new year’s resolutions. Many people find it difficult to stick to their goals, especially when they’re big and ambitious. But what if there was a way to make it easier to achieve these big lofty goals or challenges.  

That’s where the power of small wins comes in. Small wins are those little successes that you achieve along the way to a larger goal. They can be anything from walking for 5 minutes in the morning to finishing a difficult task when trying to close a big sell. Small wins are significant because they give you a sense of accomplishment. They boost your confidence and motivation, and they make it easier to stay on track to hit the big goal. 

In fact, research has shown that people who focus on small wins are more likely to achieve their goals than those who don’t. Business struggles are no different. If you’re struggling to achieve your business goals, try breaking them down into smaller, more manageable steps. Focus on making small wins by using the following tips: 

1. Break down big goals into smaller, more manageable tasks: Instead of focusing on a big, intimidating goal, break it down into smaller, more achievable tasks. This will make it easier to track progress and stay motivated.  

2. Use small wins to build momentum: Small wins can help build momentum toward bigger goals. As you achieve more small wins, you’ll feel more confident and motivated to tackle bigger challenges. 

3. Track your progress: Keep track of your progress toward your goal. This will help you see the progress you’re making, even if it’s just small steps.  

4. Celebrate small wins: When you achieve a small win, take the time to celebrate and acknowledge progress. Every step you take toward your goal is progress. 

At BioZyme, we always default to action to help us to take those small steps, because we believe action = growth. It is something that we have proven repeatedly at BioZyme, growing 146% over one five-year period. We have accomplished a lot of big things thanks to many of you, but it has always been the small accomplishments that have created the momentum we could sustainably continue. 

In The Rise of Superman (New Harvest, 2014), Steven Kotler considers the sweet spot to be where the task is hard enough to make us stretch but not so tough that it causes us to snap, a value he ascribes numerically at four percent. This single-digit approach illustrates that a goal must be close enough that it can be achieved—but at least four percent more challenging. Four percent seems so small, but yet it is all it takes to accomplish those big goals.