Making The Most of Chick Days: Chicken Products, Sales Strategies and The Value of Planning Ahead

As any seasoned dealer can tell you, Chick Days is more than a routine—it’s a boom or bust moment for any vendor in the world of chicken products. As a dealer or feed store owner, you’re not just witnessing a surge in demand; you’re at the forefront of a thriving market. That means there’s genuine opportunity there that you might not initially realize. 

Chick Days isn’t just a blip on the calendar; it’s an opportunity for those well-versed in the nuances of poultry commerce and products. In this blog, the BioZyme team is diving into the intricate dance of supply, demand and consumer behavior during this pivotal period. Let’s be frank: as dealers, you are the experts in what your consumers want. You know your community better than we do. That’s why we aim to provide insights that resonate with the seasoned dealer. Our goal is to offer strategies to fine-tune your approach and extract the maximum value from Chick Days. 

And if you’re new to Chick Days and are looking to get an insight into how to best set up your operation for success, we’ve got you covered. This guide is not only intended to be practical but a tool for everyone. Let’s navigate this season together, leveraging your industry acumen to make Chick Days not just profitable but a standout chapter in your business story. 

What’s So Special About Chick Days? 

Chick Days are a period marked by increased interest in chicken products—typically involving the sale of live chicks to enthusiasts and farmers. 

But it’s more than just about buying chicks. This tradition, rooted in the agricultural calendar, serves as a bridge between winter and spring. It signals not only a practical approach to poultry farming but also a cultural celebration of renewal and growth. It’s more than a fun seasonal event—it’s an annual agricultural milestone. It’s also a dynamic sales period. 

Seasonal trends vary based on factors like geographical location and evolving consumer preferences. Understanding these fluctuations is essential. Are backyard enthusiasts looking for specific breeds? Is there an uptick in demand for organic feeds? By deciphering these nuances, businesses can tailor their offerings, aligning with the pulse of consumer behavior during Chick Days. 

Planning for Chick Days 

For the seasoned dealer or feed store owner, Chick Days necessitates a strategic approach. Anticipating the ebb and flow of demand, optimizing inventory and crafting targeted promotions are imperative for success during this critical season. Strategic planning ensures businesses don’t merely navigate Chick Days; they thrive. 

Check out our Starter Guide for Baby Chicks

Our Tips for Ensuring Successful Chick Days for Your Business 

Tip #1: Consider Your Customers 

Identifying your target customers during Chick Days is pivotal. Are they seasoned farmers, backyard hobbyists or first-time enthusiasts venturing into the world of chicken products? These customers are looking for different things from their dealers, and you can service all of them if you’re strategic. 

Customer Preferences for Chicken Products 

This may sound like a lot of work, especially if you’ve run Chick Days in the past, but where there’s products to sell, there’s more money to be made. With that in mind, it’s important to think about what different types of customers may be looking for. Experienced farmers may gravitate towards heritage breeds, valuing their resilience and self-sufficiency. Hobbyists or first-time buyers are likely to prioritize organic or high-end feeds, as they want to guarantee success and don’t know all the ins and outs of caring for chicks. 

It also doesn’t hurt to take some time to examine accessory trends. For instance—novel coop designs, automated feeding systems or eco-friendly bedding options. While not all of these will be right for all your customers, they can be a great source of additional profit. That being said, don’t make investments that don’t match your community’s needs. If your customer-base is exclusively long-standing chicken producers, you don’t need to go all-in on chicken products for first timers. 

It’s important to make these considerations to ensure you’re pre-empting demand. 

Tip #2: Create A Stellar Lineup of Chicken Products 

Beyond live birds, dealers can enhance their product lineup with a comprehensive array of essential supplies and accessories. This encompasses coops, nesting boxes, bedding and other coop management essentials. Creating an all-in-one shopping destination ensures customers have convenient access to all chicken products required for a successful poultry-raising experience. 

The Value of Nutritional Supplements and Feeds 

The nutritional well-being of poultry is a top priority for backyard enthusiasts and farmers alike. Dealers can elevate their offerings by including a range of nutritional supplements and feeds. This includes specialized feeds for different life stages, ensuring optimal growth and egg production. Nutritional supplements, such as those promoting digestive health and immune support, add a layer of care to the product lineup, providing customers with comprehensive solutions. 

BioZyme offers a variety of excellent supplement products through our Backyard Boost brand that you can steer customers toward! 

Backyard Boost Products Include… 

Backyard Boost® Defense 

A liquid supplement for poultry designed to support digestion and a healthy immune response. Backyard Boost Defense contains AO-Biotics® Amaferm®, a prebiotic research-proven to enhance digestibility and provides nutrients needed in times of stress. By adding this green liquid to their fresh water daily, you will promote water intake and hydration. 

Backyard Boost® Daily Essentials 

A pelleted protein supplement for poultry designed to maximize digestibility and egg production. Backyard Boost Daily Essentials also contains Amaferm. Additionally, it contains AO-Biotics® EQE, a postbiotic research proven to enhance egg quality and production. This supplement also provides nutrients needed for overall well-being. 

Backyard Boost® Busy Balls 

A prebiotic treat to help bounce boredom, we designed Backyard Bost Busy Balls to maximize engagement among backyard chickens and improve overall quality of life. Busy Balls also contain Amaferm, making them a powerful tool to supplement nutritional deficiencies and improve overall quality of life for a coop. 

Tip #3: Merchandising for Brick-&-Mortar Stores 

Now this is a subject that the BioZyme marketing team has A LOT to say about. Not just because we’re a big fan of our own work, but because it genuinely improves results for dealers at the checkout counter. And we believe that’s what you deserve. 

If you’re looking to make a killing on chicken products during Chick Days, effective merchandising is more than arranging shelves. It’s all about creating an immersive experience. A well-merchandised store isn’t just a place to buy supplies—it’s a hub engaged customers will want to spend money and acquire information. How do you make that happen? 

Eye-catching Displays and Signage 

Transform your store into a shopping destination with displays. Eye-catching arrangements draw customers in, highlighting the diverse array of chicken products you have available. They also make your store look better and more reputable across the board. You can even be strategic about how you place signage, subtly guiding your customers through the available offerings you carry. 

Create Themed Sections for Ease-of-Access 

In particular, many dealers have success organizing their store with themed sections that mirror the journey of raising chickens. This not only simplifies the shopping experience for customers, it makes it easier for you to keep track of what you’re selling the most of. 

Educate Customers About Products In-Store 

Knowledge is key—empower your customers with information about each product. Engage them through interactive displays and informative signage. We also encourage staying up to date on product details so you can have informed conversations with them! An educated customer is a confident customer, more likely to make purchases that ensure the success of both their flock and your business. 

Check out this blog for additional retail merchandising tips

Tip #5: Think Digitally 

We’re more than willing to recognize that this tip is easier said than done for a small operation. Especially if your customer base is older and less likely to use the internet to keep current on deals, seasonal events and purchasing information. But learning to take advantage of e-commerce platforms or social media to announce available chicken products during Chick Days can be a real boon to your business. 

You can consider running special deals on certain chicken products or allow customers to reserve purchases ahead-of-time online. You could even create social posts highlighting your store to potential users looking to partake in Chick Days. Being easier to find and engage with online will almost always help your sales numbers. 

Advice from an Expert… 

To provide you all with a little more usable information, we consulted with Content and Digital Strategy Manager John Sprong, our resident web marketing expert. 

“If you’re a small dealer servicing a smaller community, it’s important to recognize your ability to reach new people online is going to be modest. It might not be worth the man hours necessary to execute a small campaign for your business. But if there’s a real chance you can reach a larger, untapped audience, make sure your investment is meaningful. Link back to your business’ website, run a countdown ‘til the start of Chick Days, send reminder emails. You might even consider creating a special promotion for the event, and reposting your store’s address to help new folks find you.” 

“I recognize this isn’t going to be practical advice for everyone, but if you have a website, you want to create as many opportunities for your customers to engage with you digitally as possible. This can be through exclusive online deals, eblasts to loyal customers, or Facebook posts that you send out prior to the start of Chick Days. You want to highlight your chicken products, and why consumers should turn to YOU.” 

As Sprong stated rather succinctly, “what matters is planning ahead and following through on that strategy.”   

Tip #6: Encourage Customer Engagement 

As most dealers already know, engaged customers are the heartbeat of a successful business. That’s why great dealers don’t only focus on transactions. They create passionate consumers. This may sound a little hokey, we know, but it’s worth thinking of your business as a community in-and-of itself. This can transform chicken product sales during Chick Days into sustainable, year-round revenue. But how do you do that? 

Build a Community Around Chick Days 

Transforming Chick Days from a transactional event to a community celebration is an investment in the longevity of your business. We have found that small dealers thrive by fostering connections, creating spaces where enthusiasts can share experiences, tips, and the joy of raising chickens. So, what does that look like? 

Involve Your Customers 

Empower your customers to share their Chick Days journey. This can be powerful online, or even in the store. Everything from posting testimonials, leaving business reviews or sharing photos, videos and posts about their journey raising chickens. If you care about their experience, they’ll come back to keep buying from you. It can also do wonders to help encourage other people online to pay you a visit and spend money with you. There’s no better advertising than an enthusiastic customer! 

Think About a Customer Loyalty Program 

Loyalty is a two-way street. Implementing a customer loyalty program not only rewards purchases but also acknowledges engagement. From exclusive Chick Days previews to special discounts, valuable incentives can be a key driver in new business. Who wouldn’t want to be a dedicated customer with a dealer that values them? 

Tip #7: Encourage Feedback 

If you’re a small operation looking to make the most of this Chick Days and improve in the years to come, there’s no better compass than your customers. This holds true for larger dealers and feed stores, too. Nobody knows whether your customers are getting what they want better than your customers. 

That’s why if Chick Days come to a close, and you’re wanting to take stock of what worked and what didn’t, turn to your customers. It’s possible their feedback doesn’t give you much direction. Lots of folks might not be comfortable sharing their unfiltered opinion. But there’s real value in asking for honest feedback. 

Maybe you didn’t have the chicken products they were looking for, or the layout of your store could use a little bit of fine-tuning. All of that is useful information. But also, it lets your customers know that you care about their experience. More than that, it showcases that you want to serve them better in the future. So, even if you get nothing but glowing reviews, checking in with the people you serve can be a great way to ensure you get repeat customers next Chick Days. 

BioZyme Can Help Make the Most of Chick Days 

If you’ve read this blog and are feeling overwhelmed about prepping for Chick Days, don’t worry. BioZyme is here to help. Most standardized retail merchandising supplies can be requested through the Online Dealer Center or through your Area Sales Manager. There are exceptions. 

To request Backyard Boost display boxes, email Sam Albers at salbers@biozymeinc.com, with your dealership name, the type needed (Backyard Bird or Songbird) and quantity needed. These will be delivered to you by your ASM, preassembled. 

Have an idea for something you’d like to see? Submit a Marketing Request or watch the Dealer Facebook page and VISION newsletter for more merchandising material in the future or to ask for help. 

Program Keeps Medicine Costs Down for one Producer

Nutrition and health. The two are synergistic, and one multi-generation background operation in Oklahoma has found that if they keep their calves healthier from the start with a good nutrition and vaccination program, the calves stay healthier during their time on the ranch.

“Vita Charge® has been important to us. It’s helped us be able to run more cattle faster through the system without making any major changes and without spending a lot of money,” said Steve Howard of Howard Ranches at Waurika, Oklahoma. Howard Ranches backgrounds 14,000 to 15,000 calves annually.

According to Micky Worley, sales rep for Twin Rivers Vet Supply, Howard Ranches has been a long-time customer, buying vaccines from the company for more than a dozen years. But about four years ago, the progressive operation also wanted to keep their nutrition in check too, realizing that health and nutrition typically work better together.

“We know that premium nutrition like that offered through the Vita Charge program is a direct benefit to a good vaccination program. The Vita Charge Drench helps those calves’ digestive system get to working right. It keeps them on feed, keeps them going, keeps them gaining and performing,” Worley said.

Upon arrival, the Howards, give each calf a dose of Vita Charge Cattle Drench which provides a jump start to the digestive system and protects cattle during stress. It is formulated to help cattle recover quickly and does not interfere with antibiotics that might be given simultaneously. Amaferm®, a research-proven precision prebiotic that increases intake, digestion and absorption is the key ingredient in all BioZyme products. Once the calves are processed, they are turned into pens for up to three weeks to make sure they stay healthy before they are turned out to grass. In those pens, they have Vita Charge Stress Tubs waiting for them. The tubs allow cattle to get their daily dose of Vita Charge in a convenient method. In addition to Amaferm, the Stress Tubs also contain MOS to expel the bad pathogens in the gut.

“As soon as we started using it, we saw our consumption go up. Cattle went to the bunks faster and would eat more. There in turn, I know they started gaining weight from day one, instead of setting there several days just trying to get back to pay weight. In addition, before we started using the Vita Charge Drench, we would spend at least an extra $3 per head, per load using more medicine to treat sick cattle. That first year, from the day we started using it until the end of the year, we got in about 700 head and our death loss dropped one-half of a percent. Little things make a big difference,” Steve added.

In addition to the monetary cost savings of medicine since the Howards switched to Vita Charge, Steve said they are saving time and labor from pulling and treating sick calves. Their calves are not getting set back; they are feeling good and gaining.

“The return on investment is several times over what it costs to put the Vita Charge in them. I couldn’t be happier. Their consumption is up, their performance this year is better than I can remember. At the end of the day, they are healthy, eating good, feeling good and will make more money,” Steve said.

When a program saves time, money and keeps calves healthy and performing, that is an investment worth looking into. Not only do the synergies exist between the products BioZyme offers, but good nutrition works together with good health, keeping those cattle growing and gaining the way they should with fewer treatments.

Vitalize® Program Provides “Common Ground” for Horseman

Miles Baker is a student of his horses. He spends at least 12-14 hours each day with the 10-15 horses he is currently training. And that’s just his half of the equine athletes he and his business partner have split to work with. Although Baker has been horseback and working with young horses as long as he can recall, he doesn’t want to be known solely as a horse trainer, although that is his primary profession.

“I want people to be like ‘that guy’s a horseman. He can start colts. He can ride a cutter. He can ride a reiner. He can train a rope horse.’ I just want to be known as good at anything that involves a horse,” Baker said.

Baker started riding on his dad’s southwest Oklahoma ranch and feedlot when he was just a young kid. He’d ride pens, rope and treat sick calves. Later, he rodeoed at Oklahoma State University and continued to train some horses in college, until he returned back to the family ranch, where he said training horses works really well with the cattle operation.

A critical part of his horsemanship skills is keeping his horses in good shape nutritionally. He learned about the Vitalize® equine products from a friend who uses the VitaFerm® products on his cows. He now feeds only alfalfa and a program of Vitalize products, allowing him to save money on grain.

Baker said his program consists primarily of Vitalize® Digest More® Plus and Vitalize® Alimend®. He counts on Vitalize® High Performance and Vitalize® Equine Gel when he needs some assistance.

“If I have a program, it is like a common ground, a set regimen that everything gets. And I know if I need to go up or down. That’s why my program consists of Vitalize Alimend and Digest More. On the 2-year-olds if they stay fat as a tick, they don’t get the Alimend. They only get the Digest More. Then, if I have a horse I want to do a little bit better, I can step them up with the Equine High Performance. With having the Alimend and Digest More as the common ground, it lets me know if I need to do more or if I can do less,” he said.

Although he doesn’t use the Vitalize Equine Gel daily, he said it is definitely one of his favorite products to get him out of a bind.

“We’ve had some young horses and hauled them. They get off feed and water when the get on the road. Then, we’ve got some horses in and changed their diet, and they go off feed or get a little colicky. It seems like I can give them that Equine Gel and they are back on feed and water really quick. The Vitalize Equine Gel has saved me some trips to the vet,” he said.

For Baker, the Vitalize program is an important part to his horsemanship success. He encourages others to find the Vitalize products they like and develop a program that works for them, too.

“The thing that keeps me going is you never quit learning, and that is part of the horsemanship side for me. You never stop learning about the horse, mentally, physically. Whether it’s training them, feeding them, just being around them. I take a lot of pride in the riding side of it and the feed program side of it and I’m constantly just trying to become a better horseman. You have to continue trying to do what’s best for the horse and you can’t do that without a good feed program,” he said.

Dealer Uses and Promotes the “Total Package”

Steve Groves is a self-proclaimed Amaferm® guru. His passion for the prebiotic found in the BioZyme products and understanding of the benefits of absorption is why he said it is important to him to make sure it is in his herd’s diet year-round.

Groves owns River Bend Cattle at Garland City, Arkansas. At just 300-feet elevation, in the southwest corner of the state, the cow-calf producer and BioZyme dealer said that Amaferm is one of the main reasons he switched his mineral to the BioZyme products. And he feeds the entire program.

“I can’t stress enough what Amaferm does for a cow. Increasing absorption of what you are feeding them, it is just helping them do a better job,” Groves said.

Groves has shortened his calving window to 60 days since using the VitaFerm® products. He calves in January and February, so his cows start on the VitaFerm® Concept•Aid ® 5/S in December and are on that mineral until late April or early May, when they switch to VitaFerm HEAT® . They consume HEAT until mid-October, and then eat Cattlemen’s Blend until December when they start back on the Concept•Aid 5/S.

Groves said he initially started solely using the Cattlemen’s Blend mineral, and he experienced a slight increase in his conception rates. He decided to try the VitaFerm Concept•Aid 5/S to see if he could take it up one more notch. He said it did. In addition to his commercial cow herd, Groves puts embryos in about 60 cows each year, and he knows how easy it is for those cows to lose a calf, and if they lose a calf, they are out everything.

“I will do anything I can to hold that embryo. We’ve had great results with the VitaFerm Concept•Aid,” he said.

Weaning Program Just as he’s a believer in the VitaFerm program for his cows, he’s a firm proponent for the 3-step Gain Smart® program when he weans his calves. He gives them all a dose of Vita Charge® Cattle Drench at weaning time, and then starts them on the Vita Charge Stress Tubs and Gain Smart mineral.

“Gain Smart is really economical on my calves. I have had awfully good results. No sickness. Their health is right where it should be. I don’t worry about consumption for the first 30 days. They will usually slow down,” Groves said.

If he feels his calves are over consuming their Gain Smart, he will put salt at the bottom of their feeder, so they have to eat the mineral first, then eat some salt for a few days before he refills the feeder with mineral. He always felt like different types of grass made them crave salt.

Groves will ship his calves in early July when they reach about 800 pounds. Since they are getting fleshy, he switches them to Gain Smart Stocker HEAT® around May 1. He said the cattle continue to eat well and gain well for those last two months, even at heavier weights.

Selling the Program Groves does not run eared cattle, but instead settles for a mix of Red Angus and Simmentals, but he does cull for heat tolerance since the heat and humidity do take a toll on the cattle in his climate. He said he would hate to think about running cattle – both cows and stockers without the HEAT minerals he uses.

With 47 years in the cattle business, he said it just made sense that he started selling the BioZyme products, especially when he could talk about Amaferm. Groves said there are two general audiences. One of less progressive producers who “look over the fence” at what he’s doing and then ask questions. Another group of progressive producers much like he is that once they’ve tried the products, “don’t know how they got by without them for so long.”

“I have people always asking me how I can calve in a 60-day window? To me, it is the most economical thing about raising cows is to keep the calving window short, so I can feed all my cows the same. If I have one dry cow and I have to feed her with the wet cows for four or five months, that costs money and she gets too fat,” he said.

Amaferm’s absorption benefit is the tie that binds all the BioZyme products together to deliver the whole package to Groves and his customers. From breeding to calving and weaning and beyond, he is a believer in products from VitaFerm to Vita Charge and Gain Smart. He knows his cattle are healthier and higher performing because of a program, and he’s glad to share that with those who will listen.

Capitalize on Marketing DuraFerm®

The number of sheep and goat producers in the United States might be on a decline, but the demand for the red meat and natural wool fibers is on the rise, making supplies tight. When supplies are tight, prices tend to increase, providing producers the incentives to raise the highest quality meat and wool they can. Now is when these producers need a high-quality nutritional program that all of you have access to sell: DuraFerm®.

Now is the time to capitalize on marketing DuraFerm as a line of vitamin and mineral supplements for sheep and goats that emphasizes reproductive performance. With producers aiming to have healthy lamb crops and vigorous kids, now is a great time to market a high-quality supplement to sheep and goat producers.

With the goal for both ewes and does to breed and settle and to give birth to twins, there is a DuraFerm Mineral right for both ewes and does for all times of the year. The Marketing Team has been making a concerted effort to market these DuraFrem products to a variety of audiences.

Promoboxx:
Don’t miss out on the content that is created specifically for dealers to share on their social media pages. This content meets up with national and regional campaigns, so your local messages have a cohesive look and feel.

Event Partnerships:
Members of the BioZyme staff recently attended the Midwest Stud Ram Sale in Sedalia, Missouri, and are preparing to attend the Texas A & M AgriLife Sheep and Goat Expo in San Angelo. By attending these industry events, we can contact a wide array of producers who might not be aware of DuraFerm and point them in the direction of a dealer in their area.

Media Placements:
With both paid advertisements and press release coverage in industry print and online publications, we are helping to share the message of DuraFerm and how it helps keep the flock or herd nutritionally sound while keeping females bred. A few of our media partners include The Goat Rancher, Livestock Weekly, RingSide, ChampionDrive, Integrity Livestock Sales and some breed publications.

As a dealer, the Marketing Team and your ASM is here to assist you to market products like DuraFerm, that might not be as familiar to you. Reach out to your ASM or the Outreach Support Center if you need specific tools and materials to help you market DuraFerm. The time is now to take advantage of the market that exists.

Help your sheep and goat customers strengthen their stock and have healthier, higher performing, growthier lambs and goats. Help your customers reach their full potential, and your DuraFerm sales will reach its potential. That’s care that comes full circle.

Reach for New Audiences to Promote DuraFerm®

Commercial sheep and goat producers often depend on the income from their livestock for their livelihood. Wouldn’t it be nice to help them improve their bottom line while increasing the overall health of their herds and flocks and even helping them get more lambs and kids on the ground?

It might not always be easy to break into this demographic of commercial breeders. However, they are usually hungry for information on animal health, nutrition, parasite and predator control and reproduction and will reach out to experts in their areas for this information. Since the challenges and opportunities vary so much in each region, it is important for producers to build and cultivate relationships with their veterinarian and local or state Extension sheep specialists to learn information about specific regions.

Just one way BioZyme® is making strides to reach out to more potential DuraFerm users in the largest sheep and meat goat producing state – Texas – is by sponsoring and having a booth at the Texas A&M AgriLife Sheep and Goat Expo, August 20-21 in San Angelo. This event is supposed to draw attendees from all across the country who want to hear experts talk about ways producers can improve their bottom lines, and we knew we didn’t want to miss it.

“Sheep and goat producers are thirsting for knowledge, and these are great events to create awareness that we offer sheep and goat nutritional products that are science-driven. We’re choosing to get involved in these programs not just to market products, but to lend a helping hand to producers, which is living our company motto of ‘care that comes full circle,’” said Sam Silvers, BioZyme Area Sales Manager in Texas and New Mexico.

Although not all states have an Extension sheep specialist, many do. And, as part of their Extension and outreach mission, these specialists host either a state-wide or regional educational workshops annually. Look on their websites or Facebook pages to discover when these are. Contact them to see if they are looking for a sponsor. Chances are, they will be excited you are willing to offer to have a booth or information table, as a lot of Extension funding has been depleted. The more interaction you can have with the attendees, the better. Remember to reach out to your ASM to see if he or she might be able to help you.

Even if your state doesn’t have a state Extension sheep and goat specialist, chances are that your local or area Extension office will have a field day or expo that you can participate in.

“Extension Service centers and their corresponding field days/expos are one of the best places within communities, and states as a whole, to find the ideal BioZyme product customers. Attendees are typically progressive stockmen looking to always see what is new and upcoming in their respective industries, those who are always looking to make the best decisions for their operations based on current economic decisions, but also futuristic projections and opportunities. Extension offices provide a huge benefit and asset to their states and communities and are a great way to help support the future of the industry,” said Ashley Fitzsimmons, Regional Marketing Coordinator for BioZyme.

Partnerships come in all shapes and sizes. Look for partnerships in educational outlets where you can not only educate producers about the Amaferm advantage and the high-quality nutrition program of DuraFerm but establish relationships with commercial producers. Build these partnerships and watch your business grow!

Sheep, Goats are Economical Grazers, Browsers

During a time when Mother Nature wreaks havoc on the climate, it can be challenging to provide adequate forages to cattle. However, regardless of if you are in dry climate where resources are dwindling or if you are in an area of excess rain, sheep and goats often compliment the grazing system.

It is important to point out that these small ruminants will often eat different parts of the plants than cattle and are more efficient at converting their forages to gain. Sheep and goats vary from cattle in the types of forages they prefer. They will eat the shorter forbs or shrub-like plants before they eat the taller grasses. They typically will go for the most nutritious parts of the plants first, the leaves and anything that is soft before they eat the stems or even grass. It is best to have a variety of plant species and turn your sheep and goats out when those plants are in the vegetative stage instead of a more mature stage to receive optimum nutrients from the forages. It is essential to have forages that are high in digestible fiber and at high enough levels of crude protein to keep their rumens functioning properly.

Especially in a drought situation like many producers are currently facing, sheep and goats would make more economical sense to raise. They will still help with pasture management while providing protein and a source of income with a relatively good ROI, depending on your overall investment in the livestock and fencing materials.

Anytime you or your customers are grazing small ruminants like sheep or goats, don’t forget they still need mineral. During the drought, especially, the Amaferm® in the DuraFerm® line, will help stretch your feedstuffs to get the most nutritional value out of your forage. Amaferm is a research-proven precision prebiotic designed to enhance digestibility by amplifying the nutrient supply for maximum performance. It is designed to increase the energy available to the animal resulting in more milk production as well as the ability to initiate and maintain pregnancy and fertility.

During the summer heat, your sheep customers will want to use DuraFerm Sheep Concept•Aid® HEAT®, specifically designed with the HEAT package to help mitigate heat stress anytime temperatures reach hotter that 70 degrees. The combination of HEAT and Amaferm help maintain that core body temperature, keeping the sheep cooler and helping reduce heat stress, which in turn helps get ewes bred and keeps them bred if breeding in the summer and early fall.

Goats are referred to more as browsers than grazers, because although they do graze like sheep do with their heads down, they also like to climb up a structures and trees to get leaves and greens that are up high, too. If you or a customer has goats, be sure to provide them with a DuraFerm Goat Concept•Aid Protein Tub. This convenient tub offers 20% protein, especially important during a drought when protein might not be so readily available. The other ingredients in Concept•Aid are key to reproductive success of the herd.

Smaller animals take up less space. They also will eat some of the less popular forages that cattle will leave standing. Sheep and goats make economical sense from a grazing standpoint, especially during a drought. Contact your local extension personnel if you have questions about grazing sheep and goats or even comingling them with cattle. However you graze your pastures, don’t forget the Amaferm advantage in DuraFerm.

Opportunities to Address Challenges Lead to Sales

For some on the BioZyme sales team, they take the relationship approach to getting products in front of customers. It is more about being problem solvers or helping the potential customer reach their production goals with a nutrition program, than it is “selling” a product.

Brett Tostenson, ASM who represents South Dakota and Eastern North Dakota, said he does extensive homework about a potential customer’s production goals, both commercial and seedstock, before he ever makes contact or sets foot on his or her ranch. With the use of the Internet and state-wide ag publications, there is typically a plethora of information about the larger cow-calf producers he calls on.

“I’m a huge proponent of connection-based selling to help them meet their needs. I look at the birthdates and sire groups in their sale catalogs, see if they have a ranch website or Facebook page, and Google to see if there is information about them, where they market their cattle. This helps me have a plan before I ever meet them,” Tostenson said.

He adds that is it is imperative to be genuine in the conversation, and with knowing background about their operation or having a mutual contact, it shows that you have an interest, and you are not just another cold call salesperson.

Once he knows about their operation, he will set up a time to stop by to look at their cattle, which he enjoys doing. Then, after he’s seen their cattle and had a good conversation, he’ll listen to any needs the producer might have like poor breed-backs, retained placentas or low conception rates. That is when he tells them about the reproductive mineral he uses on his own herd, VitaFerm® Concept•Aid®. His closing statement is strong:

“I don’t try to sell something I would not use on my own cattle.”

Once that trust is established and the producer decides to try the product, Tostenson will put him or her in touch with a dealer. He does follow up to make sure the dealer and the product is meeting expectations. And, he said it is important to be visible at their sale, but just to say hello, and not to talk shop on their big pay day.

The Consultant
Similar to Tostenson, Ty McGuire, who represents Michigan, Western Ohio and Kentucky, said he too likes to help potential and current customers meet their operation goals. He likes to consider himself as more of a consultant rather than a salesperson.

“I want them to know that I am looking out for them, and they can confide in me for answers whether it’s about nutrition, A.I. protocols or anything. I am a straight shooter, and that helps gain their trust and get the sale,” McGuire said.

Typically, on an initial visit, he will leave them with some beneficial literature that might include the sale report from a local livestock auction market, along with some BioZyme product information and his business card.

He agrees that sales books are a great way to learn about operations, and you can tell a lot about calving times, calving windows, sire groups and just about the people from the contents of the sale book. He said his initial face-to-face meetings can last from 20 minutes to an hour, and you can tell how much a person will open up and trust another in a short amount of time. Once he has their trust, he likes to talk about Amaferm®.

“I will bend over backwards for a potential customer to get the Amaferm advantage into their livestock. We have great products for every species and every situation, and I want them to know I will help them meet their goals, not only with nutrition but in other areas, as well,” McGuire said.

Do your homework. Build the relationship. Gain the trust. Sometimes selling isn’t even about selling as much as it is helping a fellow producer meet his or her production goals. Relationship selling is all about helping others. And that is care that comes full circle.

Use Amaferm® to Sell Across All Species

With vitamins, minerals and supplements aplenty, there is one thing that sets BioZyme® products apart from all the rest – the Amaferm® advantage. This is the selling point used by many when it comes time to market the products we offer.

“I always talk about Amaferm and how it can help all species across the board,” said Lori Lawrence, ASM in Eastern Ohio, Pennsylvania and West Virginia.

Lawrence attributes the brand recognition of Amaferm and VitaFerm® to the success of the products she helps her dealers sell, and she uses that recognition to trickle down into other products for other animals besides cattle. The product guide is her number one favorite selling tool.

“People are not typically single-species raisers, so that product guide is a great way to showcase all the products we have that contain Amaferm, all of them,” she said.

In her sales area, she might visit with a customer who has show lambs and a cowherd and a few horses. Therefore, she can talk about Amaferm and how it can help their lambs stay on feed and water, while helping with general herd health of their cows.

With an area that is predominately store front dealers that offer a variety of products, Lawrence said training new dealers and existing dealers on new products is a top priority. Because so many people do have multiple species, she recommends that the stores carry some of every product. She also encourages in-store displays during the high-selling seasons since often if a product is “out of sight, it is out of mind.”

“During HEAT® season or whatever season, I remind the dealers to bring a few bags of product into their stores to display. When they bring those products in for customers to see, their sales do increase. I like to remind the dealers that Amaferm is the biggest differentiation between our products and others they might carry. We are a premium mineral with premium results,” she said.

Western ASM Britney Creamer agrees that Amaferm is the key sales tactic that she uses. Creamer travels Colorado, Utah and Wyoming and also works with a diverse group of customers.

“Amaferm is always the first thing I talk about with customers and potential customers as it is the one thing that significantly separates the BioZyme line from competitors and provides the most overall benefits no matter the situation,” she said.

The Amaferm advantage of increased intake, digestion and absorption is important regardless of geography, production goals and species. Once a customer has seen the results in one species, he or she will typically understand them and be excited to use a product with Amaferm in other animals.

Creamer said once she has talked about Amaferm and its benefits, she likes to share examples of how the products have helped others. She makes sure they don’t have impractical expectations, and she always follows up.

“Utilizing testimonials, research and personal experience with products always seems to resonate best with potential customers and allows them to feel more comfortable or confident in what you are offering them. I make sure to not create unrealistic expectations as well because people want such quick results that they can visually see with their eye these days. It’s important to let them know what they can expect to see with the eye and also remind them that what is working inside an animal may take a few weeks to see on the outside,” she said.

With an ingredient like Amaferm, it makes differentiating the BioZyme products from their competition a little simpler. Sharing “premium minerals with premium results” across all species should be the goal of every dealer, and that is definitely what the Amaferm advantage does for you.

Different Brand Name, Same Amaferm® Advantage

We’ve encouraged diversification because it does work.

Amaferm® is the key component that sets our products apart from other nutrition products and is found across all product lines The Amaferm advantage has been proven across all species. Are you trying to increase your conception rates or shorten your calving window? Amaferm in the VitaFerm works. Have a flock of ewes that you want to breed, have them carry those lambs to term and then once the lambs are born, make sure those lambs have more vigor? The Amaferm in the DuraFerm® works. Are you trying to keep high-dollar show animals on feed and water through times of stress? Amaferm in Sure Champ and Vita Charge works. How about giving your high-performance horses a good gut feeling? Amaferm in the Vitalize works!

In addition to the research that Amaferm has been a part of, livestock producers and horse and dog enthusiasts provide countless testimonials to our staff that prove that Amaferm is working – doing what it says it will do, in every animal across species. That’s diversification, and that is why it is important that our customers know that we offer products that fit the need across all animal species, especially if they are already familiar with the Amaferm advantage in one product line.

Vitalize® ambassador and 2019 world-champion tie-down roper Haven Meged, Miles City, Montana, and his family are a perfect example. The Meged family’s relationship with BioZyme ® began when their son, Haven, started using Vitalize and saw results.

Haven gives his horses Vitalize Alimend® twice a day to help ensure they maintain a good gut feeling to help keep them healthy and performing while he’s traveling up and down the road.

“These two-lanes roads are rough. The Vitalize® Alimend® is going to help keep my horses’ guts feeling good because when we are traveling day in and day out, getting in and out of the trailer, that is the hardest part on the horse. When they are in the trailer that is when they get ulcers the worst. I want my horses to stay slick and shiny and feeling their best. That is my number one priority out here; making sure my horses look good and feel good. If they don’t feel good, they aren’t going to perform to their best. It’s all about making them feel good,” he said.

After witnessing Haven’s experience with Vitalize and having known about the VitaFerm® brand for a while, his dad, Bart decided to try the VitaFerm mineral on his cow herd.

Bart has seen great results with his herd, feeding both VitaFerm Concept•Aid® and Conserve™.

“Bart said that he is glad that he had the nudge from his son, as he has heard and known of the quality of Amaferm and VitaFerm as being the best,” said John Tucker, Large Beef Account Specialist.

It is common for the younger generation to get the older generation involved in a new product line. That is often the case with the Sure Champ® line. Once young exhibitors use the Sure Champ or Vita Charge® products on their show livestock, regardless of species, it is easy to open up a conversation with their parents about the product lines that exist. This could be VitaFerm for the cow herd, DuraFerm for the flock or Vitalize for the horses.

Diversification is everywhere! And it is your success story just waiting to be written.