Educational Resources At Your Fingertips

Gone are the days of flipping through voluminous, outdated encyclopedias for information. Instead, our first instinct is, “I’ll just Google that.” But how does information get onto Google? Did you know that the BioZyme® Marketing Team utilizes various search engine optimization (SEO) tools and Google Analytics to determine what end-users are looking for on Google and various search engines? They do. Then, they use that information to develop educational resources that you can use to help educate your customers. Those resources are available at the click of a button at www.biozymeinc.com.

Gestation Calculators are available for cattle, sheep and goats. These calculators allow the breeders to input breeding dates to get their anticipated calving, lambing or kidding dates and also provide the suggested dates for beginning to feed Concept•Aid®. If your customers are already on a year-round Concept•Aid feeding program, there are also gestation tables available for each species. Visit the “Resources” tab at vitaferm.com and duraferm.com to try them out!

Product Quizzes exist for Gain Smart®, Concept•Aid, and Vitalize® so users can discover which product will be best suited for their management scenario. With several great products in these various lines, the Product Quizzes allow you to input information about your animals and the feedstuffs you have available to them before selecting the ideal supplements. These can be found on the product pages on these brand websites.

Cost Calculators are effective tools to help predict how Amaferm® and the various product lines can help add money to your bottom line. A variety of calculators exist including a VitaFerm Cost of Gain Calculator, an Amaferm Value Calculator and a Forage Savings Calculator. All of these are found on the “Resources” tab at vitaferm.com. The Amaferm Value Calculator is also found under the “Resources” tab on the Gain Smart page.

Hay Testing and Forage Analysis is vital to know what nutrients you are needing to supplement with. At BioZyme, we offer hay testing as a service to our customers. Once that report is received, it is important to know what to do with the information. On the VitaFerm, Gain Smart, DuraFerm and Vitalize pages under the “Services” tab, you will find complete information about hay testing with a form that tells how to interpret you data and an another interactive form that allows you to input the protein and energy information to get even more information about which products to feed.

The BioZyme website is full of useful interactive calculators and tools just like these. Check back often or watch the Dealer Facebook page for updates as more are added.

Sure Champ® In The Classroom Gets A Makeover

If something isn’t broken, there is no need to fix it; however, there is always room to make improvements in the tried and true. That is what has been happening this winter and spring as the Sure Champ in the Classroom website received a makeover to provide more user-friendly information that is easier to find, broken down by both topics and species.

Sure Champ in the Classroom is an online resource designed to help young people #preptowin in life. The online resource offers educational information about basic animal husbandry, livestock evaluation, preparing a cover letter and resume, preparing for CDEs and more.

“The Sure Champ in the Classroom resource page has especially been targeted to help agriculture educators and advisors thrive and develop their lesson plans in the classroom. With the progression and popularity of ‘virtual’ resources, we have come to realize that education doesn’t just happen in the classroom – it can happen anywhere. We revamped our resource page to be more user friendly for all demographics: teachers, students, advisors, 4-H and FFA members alike,” said Jessie Judge, BioZyme Marketing Brand Manager for Beef and Show Livestock, who manages the website. “These resources cover a wide scope of topics to help teachers in the classroom, support students getting started with new livestock projects, provide tips for career development endeavors and more. We’re all familiar with the phrase ‘the best learning happens in the barn,’ and that same principle drove our decision to overhaul our resources – the classroom can be ANYWHERE. Learning isn’t confined to just the classroom.”

BioZyme® feels that it is important to have well-educated young people involved in agriculture as they become industry advocates. The company also wants these same young people to succeed both in the show ring and in and out of the classroom. The makeover of this site divides learning activities by species so someone with a pig can easily go to the pig resources to find information about selection, nutrition, reading ear notches, commingling animals and a checklist of equipment needed when showing pigs. If you are preparing for a livestock judging contest, a variety of judging classes with placings, cuts and reasons are posted under the Judging Classes and also divided by species. Finally, a host of educational topics live under the educational posts that range from reading a feed tag to preparing for an internship or job interview.

“Equipping young people in our industry with the tools they need to win and be successful in life is vital to the success of our business because these young people are the future of our industry. When they surpass the show ring, many of them will seek careers in this industry and contribute to our progression as an agriculture industry at large. It is important for Sure Champ to make an impact on these young people early on through means of education and leadership opportunities not only to leave a lasting impression and emphasize our Care that Comes Full Circle vision, but to ensure they are prepared to go into the career field and thrive in supporting the industry we serve,” Judge said.

If you have a young customer who is new to livestock showing or who needs material to study for an FFA or 4-H project, guide them to the Sure Champ in the Classroom page. There is a wealth of information there that will help them #preptowin in and out of the show ring!

Sharing Knowledge Helps Grow Business

In today’s world, you aren’t just a feed dealer, mineral supplier or farm and home store. You are more than a business. You and your sales staff become industry experts. Experts that your customers rely on for their nutritional advice as it relates to their herd, flock, show stock, horses and dogs. That’s why it is more important than ever before to have knowledge available and ready to share.

According to Shep Hyken, New York Times and Wall Street Journal best selling author and customer engagement expert, 96% of customers will leave a business because of one bad experience. These experiences could range from poor customer interaction, untimely responses, lack of response, rude personnel, consistently being out of stock on a product or never showing appreciation.

In a recent presentation, Hyken offered several tips to help create customer amazement. The central idea to creating customer amazement is to be better than average. When it comes to customer service, no one wants just “fine” service, they want excellent service. Hyken said fine is an acronym that stands for: Fake smile, Insincere feedback, Never coming back, Emotionless (business is dead to the customer). Let’s explore the five ways he recommends providing customer amazement.

  1. Create moments of magic. Make sure that you provide the information and education that the customer is looking for. If they ask a specific question, answer that question directly, not five other questions and don’t beat around the bush. Share another customer testimonial or if you have used the product, share about that positive experience too. Customers want to hear about why something will work for them and their program.
  2. Embrace feedback. Both negative and positive feedback can be good things to help your business grow and share information with others. For example, BioZyme® heard your feedback about the paper mineral bags. A positive change was made due to that feedback. If you hear positive feedback about a product, you can use that to your advantage when talking to others about that specific product.
  3. Communication is key. When providing your customers with valuable information, remember communication is a two-way process. Provide information. Ask the extra questions. Listen for their concerns or challenges. Address their specific needs. Don’t talk circles around them, and don’t do all the talking, but always make sure to be sincere and listen to what they need.
  4. Offer convenient solutions. Perhaps you have all your product information on your website, but not all your customers have internet access. One of the best ways to lay out the information is in a FAQ document. What frequent questions do your customers have? Create the answers for those and answer them in one document and have them readily available to distribute when talking about a product or time in the production cycle.
  5. Show appreciation. You rely on your customers for your success just as much as they rely on you. Be sure to thank them for their patronage and for believing in you and your products.

Providing information is an ongoing process, and mastering the process is ongoing as well. Be sure you and your employees understand the above steps and the importance of providing education and information. Customer amazement is an important step to customer retention. Continue to educate your customers and watch your business grow!

Look to BioZyme Resources for Education and Information

As a feed and supplement dealer, your customers look to you as an expert in animal feeding and nutrition when it comes to helping them achieve their goals. Do you feel like you are armed with the proper information and knowledge you need to help the producers who ask you questions? Do you have the answers to the questions they seek? Are there existing resources to help you when you need them?

If you answered “no” to any of those questions, or if you are just curious on how to be more informed and prepared to answer your customer questions, read on.

BioZyme® understands how important its Dealer Network is. That’s why we have prepared the tools to help you succeed when it comes to providing the best and most accurate information to your customers. The more information you can provide and in a timely manner, the more your customers will value you, and be more likely to return.

VISION

If you are reading this, you know that we care about getting timely information to dealers each month. We strive to provide you relevant product information and tips on how to position those products, give you sales and marketing tips, general business development guides and update you on company happenings.

Dealer Facebook Page

The BioZyme Dealer Facebook is a great space to share ideas with other dealers, see information about product launches, and keep current with happenings. Regular posts make this a great place to see information about live educational events and other news from the company.

Master Dealer Program

The Master Dealer Program was created to provide you and your employees the opportunity to learn more about BioZyme products, how to use them, how to market them, and how they can help the customer succeed. Multiple people from a dealership can complete the program to each learn about the products. Sign in to the Online Dealer Center to complete these quick learning tools today!

People

Each dealer should feel good knowing he or she has an Area Sales Manager and an Outreach Support Dealer Coordinator that they can contact for help. These people are a phone call or email away to help you with your needs. These staff members can also put you and your customers in touch with nutritionists to answer questions and help with hay testing services.

Online Dealer Center

Perhaps one of the most comprehensive places you can find the information you need to help you and your customers succeed 24/7 is the Online Dealer Center. Once inside the ODC, there are multiple tools and resources for you to use. You can ask questions and search for answers on the message board, place and track orders, learn more about the products in the Product Center, calculate LTL shipping costs, order swag and literature and download and print literature. Let’s explore some of the great resources available when you log in.

Product Center

The product center contains all the information you need about each product including selling points, feeding directions, ingredients, spec sheets and much more. It can be searched many ways to easily find the products your customers need. To access the Product Center, go to Products > View Products.

Message Board

Ask questions and receive feedback directly from the BioZyme staff on a variety of topics including nutrition, product information and more. To access the message board, visit Training > Message Board.

LTL Freight Quote

Receive an estimated freight quote for your order by filling out the LTL Freight Calculator located under Products > LTL Freight Calculator.

Literature and SWAG

All of our literature along with branded apparel and merchandise is available through the ODC. Literature is available to download in PDF format at Marketing > Marketing & Sales Aides. To have printed literature shipped to you or to order any of the swag, fill out the Literature Request or the Merchandise Request under Marketing > Marketing Requests.

Information is power. The more information you can provide your customers, the more they will rely on you to help them succeed. Good, reliable information builds trust. Trust builds relationships, and relationships are the foundation of a successful business.

Help Youth Succeed Through Remote Learning

Remote learning. It’s the phrase that students, parents and teachers did not expect to add to their vocabulary this spring when COVID-19 was declared a pandemic. However, with each new update and each governor’s recommendation, remote learning became a part of daily lives in households across the country. School districts devised lesson plans, some delivered their students’ packets via the bus route or mailed and emailed lessons to students on a weekly basis.

Youth might have missed out on the chance for building relationships with their peers and mentors, state FFA contests and conventions, spring sports, prom and more activities, but for those in agriculture, it provided an opportunity to work more with their livestock projects, help out with calving and lambing and perhaps even help prepare for spring planting. Remote learning and sheltering-in-place has allowed many families to spend more time together, learning and working ahead on junior national contests or county fair projects – both livestock and nonlivestock related.

When schools started closing their buildings this spring, online learning and virtual tours seemed to pop up almost instantly. Farm Bureau organizations, breed associations and other ag companies shared content that ranged from simple coloring sheets and word-searches to online judging contests and virtual ag tours.

What did we do?

We were ready. Before the chaos ensued, the Sure Champ® in the Classroom program existed. This online resource offers a variety of learning ideas for educators and parents.

Sure Champ in the Classroom offers various information about cattle, pigs, goats and lambs. Educational information ranges from selection, feeding and nutrition, caring for and preparing for shows and showmanship. General nutrition information is also available as well as quizzes with answer keys for assistance to learning. Educational videos are online for cattle and pigs that detail showmanship, feeding, animal care and reading pig notches.

In addition to the Sure Champ in the Classroom resources, a regular feature of the Sure Champ digital efforts includes an online judging tool, Mark that Card, complete with judging classes and official placings with cuts and reasons. These have been very popular on the Sure Champ social platforms and are all archived at www.surechamp.com.

Local Resources

What can you as a dealer do to help provide some information and resources to your customers in this time of remote learning? Maybe you had a spring livestock clinic planned; don’t let social distancing spoil your plans. With today’s technology on phones and handheld devices like tablets and iPads, it would be efficient and effective to record something from your local store or barn to post to your website or social media to help educate your young customers.

Talk about animal nutrition and break down the various feed ingredients in a ration and describe what they do. Record your own showmanship or clipping clinic. Perhaps you can offer resources for those youth preparing a speech for their junior national or their county club days. Or, you could offer to listen to that speech over the phone or via FaceTime to give some pointers on content or delivery. Offering your time as a resource is a valuable tool to a young person; they won’t forget time that you give them.

Share with us and your fellow dealers what you are doing to serve as a resource and help your young customers #preptowin during this time of social distancing. Post your ideas and your results on the BioZyme Dealer Facebook page so others can learn from you. We are all in this time of uncertainty together. Let’s work collectively to help our young people.

Master Dealer Training Program Provides Resources

Information is power. The more informed you are when talking to your customers and potential customers, the more empowering you will be. Although there is nothing wrong with admitting you don’t have an answer readily available and you will find the answer, you are going to shine brighter and perhaps snag that sale when you have top-of-mind product knowledge ready on the fly. That’s why BioZyme® developed the Master Dealer Training Program and Advanced Master Dealer Training Program to help empower and train its dealers.

Since its inception, nearly 200 dealers have completed the Master Dealer training. More than 100 of those have finished the second phase – year 2 of Master Dealer Training. The Master Dealer program is a series of online training modules that cover a multitude of topics. A passed quiz must be completed with each module in order to complete the training program. In addition, a dealer must carry three out of four product lines every six months. Currently, Vita Charge® and Vitalize® are grouped together as one product line.

“This is a great training tool with helpful information on Amaferm®, all product lines, nutrition, effective marketing and overall business tips for all new dealers and great brush-up information for existing dealers. By completing the Master Dealer and Advanced Master Dealer programs, our dealers have more confidence to go out and promote BioZyme products and their business,” said Jennifer Miller, Outreach Support Manager.

Getting Started

The Master Dealer program allows individuals to complete the program at their own pace, and it allows multiple employees from the same dealership to participate. To get individualized employee login-ins to the Online Dealer Center, contact Miller or your Outreach Support Coordinator.

Educational modules for Year 1 include overviews of each product line and how Amaferm works with each of the of the various segments and each species. Year 2 covers topics that are more business and marketing oriented as well as more in-depth on selling specific products.

Once an individual has been a Master Dealer for one year, he or she will receive an email that reminds him or her to enroll in the Year 2 program. On-demand courses are also created and launched with new products or product changes, like transitioning from paste to gel, to keep dealers in the know.

The Benefits

In addition to adding to your knowledge base and becoming a more empowered dealer, there are other benefits to achieving the Master Dealer status. Once a dealer or an employee within a dealership passes all the courses and meets the product requirements of carrying three of four product lines, that dealer will show up on the BioZyme Dealer Locator with a Master Dealer logo. You will also receive a Master Dealer Kit, which includes a Master Dealer jacket and a Master Dealer sign you can hang up in your dealership. Remember, each employee who completes the training is eligible to receive a jacket.

Once a dealer has completed the Year 2 courses, he or she will receive a Master Dealer Yeti cup and VitaFerm® caps. Press releases about both the Master Dealer and Advanced Master Dealer achievements are written and distributed to ag media in the state of the Master Dealer by the BioZyme Marketing Team each month.

Information is power. The more information you have, the more easily you will be able to talk to the users and potential customers in your area. Become a Master Dealer today. It’s a simple way to train your employees and help them be more effective when it’s time to reach out to customers.

Producer Meetings are an Ideal Venue to Promote the Program

Producer meetings are a great way to gather a group of like-minded people to talk about the BioZyme® products, exchange ideas and see your customers and potential customers all in one setting. Depending on your location, it’s probably best to host these meetings in the fall or spring, when producers are not swamped with field work or busy with calving, weaning or breeding.

One of the best topics that can be discussed at a producer meeting is the overall benefit of the Amaferm® advantage that animals receive through all BioZyme products, according to Jake Warntjes, National Sales Director and Area Sales Manager for Kansas, Western Oklahoma and Northwest Texas.

“First, educating producers on the benefits of Amaferm provides a common thread and basis of understanding of the ingredient in all BioZyme products. From there, selling the value of Amaferm and how its metabolic impacts on the animal will increase the bottom line will help position value over cost.,” Warntjes said.

Once they know about the benefits of Amaferm, producers need to understand the benefits of a year-round mineral program, the second topic you will want to address at your producer meeting. Some producers want to use a mineral at breeding or calving; however, to receive the maximum benefits, a year-round program is essential.

Educating the producer on a program, not only helps their herd, it also will help your bottom line (see charts below).

“You have to help them understand it is something you can’t do just part of the year like right before breeding or right at weaning. It is something you need through all production phases to see the full value of using it for a full year,” Warntjes said. “You have to keep Amaferm in them year-round whether you keep them on Concept•Aid® or Cattlemen’s Blend™. They have to realize the importance of keeping them on Amaferm all year.”

The best way to help your producers establish a nutrition program is to visit with them about their goals. Determine what they want to establish in terms of increased conception rates, heavier weaning weights, healthier cattle or how they might want to market their calves on a value-added program using the VitaFerm® or Gain Smart® mineral programs.

It’s more than a mineral. It’s a program. Not only does that program help your customers have higher-performing, healthier animals, according to the numbers below, your sales and income will grow too. Producer meetings are a great way to share that “program” message with your producers. Start with educating them on the benefits of the Amaferm advantage and watch your business grow.


Education is Key to Product Launches

Change is inevitable. It is a sign of growth; however, it usually doesn’t come without a few growing pains. One of the most exciting changes a business can make is to launch a new product. New products mean new education and sales strategies, but with the BioZyme products, there are some things to remember. First, no new products are introduced without proven research to back them, and all products include the Amaferm® advantage.

“We don’t come out with these products on a whim. Our company does a lot of research and have requests for these types of products before our leadership decides to make them,” said Jake Warntjes, National Sales Director and Area Sales Manager for Western Kansas, Western Oklahoma and Northwest Texas. “All new products have much thought, time and research devoted to them.”

Whenever BioZyme does introduce a new product, it does its very best to provide the information and education to its dealers in a timely and concise manner. Information is available in the Online Dealer Center and multiple webinars are scheduled that allow interaction between the dealers and the staff to learn and ask any questions they have. Typically, ASMs are armed with information prior to these webinars so they are available to help the dealers learn or answer any further questions they have.

Perhaps the most important thing to remember is that all of the BioZyme products work together as part of a program, so when a new product is introduced, it will usually fit into an existing program, and be an improvement. Think about Gain Smart® Stocker HEAT®. This was an improvement on an existing product that many find beneficial during the summer months. It is part of a program, still offers the benefits of Amaferm, but wouldn’t necessarily replace Gain Smart Stocker in every climate or every time of year.

“The best way to launch a new product is to show how it fits into a particular program. Show how it can work with the other products you’ve been offering, how they work together and how and when to use them. Use them different ways and different times of year. It all goes back to promoting the programs,” Warntjes said.

Remember, not all new products will be suited to all your customers. Once you know about a new product, prepare a target list of customer who the product would benefit and develop a strategy to reach out to let them know what you have, how it works, and how it will fit into to their existing program. It is common that most people will have to hear about this new product several times in multiple mediums before they make a purchasing decision, so be persistent if you feel it will truly benefit their operation.

Change is a necessary part of growth. Growth is needed in order for a business to succeed. Growing pains are part of those changes, but they don’t have to be painful. Plan ahead, educate yourself, your staff and your customers on new products and changes, and watch your business grow.

The Benefits of Customer Education

We ask a lot of our employees – be knowledgeable about the products, provide outstanding customer services and sell, sell, sell the product! But did you know there is another important task that we need to have them do? Yes, we need to start educating the customers on the products and services.

Education is not the same as marketing, and when you educate your customers, they feel empowered to make greater decisions. Customer education happens when you present the facts. According to the article by Customer Think, when you educate your customers, you “equip customers with the knowledge & skills needed to make the most out of your product or services.”

So, how is that different from marketing? With education, you are only presenting them the facts to help them solve their problems or meet their goals. With marketing, you are getting emotionally involved and persuading them to purchase a product or service through elaborating on features and benefits of the product or service.

Although marketing is key to making the sale, let’s explore the three key benefits to providing customer education.

  1. Build Customer Trust. Any time you provide information and take time to present that information, you are communicating with your customers. Communication builds trust and trust builds loyalty. According to the Customer Think article, people will trust a business that has presented several solutions to their challenge; not just tried to sell them one product that will do the job.
  2. Reduce Complaints. When the initial trust is built between the customer and the business, the number of complaints will decrease. Furthermore, when the customer is fully educated about a product or process, he or she can do some of his or her own troubleshooting, which will free up your support staff’s time.
  3. Enhance Customer Loyalty. The customer trusts the business because the business took time to provide information. The customer understands the benefits and challenges of the products and how they will help achieve goals. Because of the trust established, the customer will usually remain loyal to the brand or the business.

Now that you’ve learned why you should educate your customers; how will you accomplish it? You are probably already doing several things to provide information but remember to think about the basics when it comes to providing information.

There are several avenues you can use to deliver information to your customers such as producer meetings, in-store meetings, on-farm visits and via social media channels. Use these outlets to provide the most current information about the products. To stay relevant and current on product information, be sure to take advantage of the resources BioZyme ® provides like Master Dealer Training, Dealer Retreat, Online Dealer Center and other communication tools.

Informed customers make informed choices, have trust in a product and company and become loyal customers. Yes, your plate is full, but the time you spend educating your customers will just help you grow your business even more.

 

Resource used in this article: http://customerthink.com/educating-your-customers-the-benefits-how-to-achieve-it/