Letters from Lisa

At BioZyme®, values are a critical component of our identity, decision-making processes and overall success. The BioZyme values have helped us create a positive and purpose-driven work environment for over 60 years. For many of these 60 years, BioZyme had three values. These included Research, Innovation and Outreach or Giving Back.

Why these values? Because they are who we areand why we exist. The value of Research ensures our products have an undeniable impact on the animals our customers work so hard to produce and love. Innovation encourages creativity, risk-taking and learning. Giving back is a value of high importance because we believe we have a responsibility to contribute to the well being of the broader community. These three values have served BioZyme well for a very long time.

There is a push and pull relationship between staying true to your values and allowing yourself to change and progress. After all, one of our values is innovation, which is often synonymous with some type of change. Growth, at any level, requires change. When an entity grows, it must change. Think of children as they progress through the stages of infant, toddler, teenager, adult – or a calf from newborn to weaning.

So, how do you change but stay true to your values?

The answer, we’ve found, is a one-degree change. The one-degree change feels slight; after all, it is just one tiny little degree. Yet, a one-degree change can be extremely powerful. As an example, prior to fancy avionics, pilots, especially in the military, were often taught about the 1-to-60 rule. Basically, it means that a one-degree off-set will put you off one mile from your intended destination at 60 miles from start. Traveling 600 miles? You’ll be 10 miles from where you thought. Small changes (good or bad) can make a big difference in outcomes.

So, in 2024, BioZyme’s commitment remains deeply rooted in our values, as well as to growth. Growth of our business, growth of our dealers, growth of our outreach. This growth will require many one-degree changes. We are excited to present these to you, our dealers, throughout the year as we whole heartedly believe they will also contribute to your growth.

A few of our own examples to illustrate the concept:

– The integration of Vita Charge products into Sure Champ and VitaFerm that began in January. This is one-degree change (only the brand name/look of the product) that we believe is already having an impact. We launched the “new look” at National Western Stock Show in Denver with great feedback and many comments about folks being excited to get their hands on the VitaFerm Cattle Drench.

– The launch of VitaFerm ONE in February. To say this is just a ONE-degree change (pun intended) feels a bit odd to those of us that have worked extensively on it for nearly a year, but all in all it is just a small change to open a BIG door of opportunity to have a product to position as a year-round mineral. And that’s what one-degree changes are all about.

If you know us very well, you know we aren’t going to stop there. The excitement we have for some of the one-degree changes we are developing for this year is extensive. The opportunities have never felt bigger. And for that we are very thankful.

Letters from Lisa

What Did 2023 Mean to Me? 

As we enter a new year, I always like to reflect on the past. 2023 was a year of recovery in many ways. To be honest, for me, 2022 went by without any real intention, but more so I was merely trying to make it from one day to the next. Grief is a funny thing; it sneaks up on you and doesn’t really care what you need or where you are trying to go. 

I was quite happy and relieved when I made it to 2023, hoping things would at least start moving week to week, not only day to day. And as He always does, God delivered. BioZyme has taken advantage of this time and accomplished many items that will have a significant impact on our very bright future. They include: 

  1. Tripling our fermentation and downstream capacity and ensuring that capacity allows for the most complex and impactful fermentation possible. This will ensure we can continue using fermentation and the knowledge we receive from it to develop passionate solutions for undeniable impact. 
  1. Restructuring the company governance to have a dynamic, experienced board of directors that represents all the opportunities and challenges BioZyme faces – industry, science, use of funds and historical perspective. 
  1. Expanding the manufacturing and sales teams so we have the mental and physical recourses to not be reactive but proactive and working to be amazingly predictive. 
  1. Getting our market channels better defined so we can help animals through all of our abilities, including nutrition, health, additive technologies and manufacturing expertise.  This has resulted in two new divisions: animal health and toll manufacturing (pelleting, minerals, fermentation/DSP, liquids and gels) both of which have a very bright future. 
  1. Expanding our operation to have an equine-safe line. This separate line allows us to manufacture in a 100% safe environment from a horse’s perspective. This also allowed all our manufacturing, outside of the tubs, to be in-house. This accomplished goal is one we have had for a few years. 
  1. Always looking ahead with intention, to ensure we don’t miss a chance to grow as humans in providing care that comes full circle in all that we do. 

In 2024, we’ll set our sights up high,  

With dreams as vast as the endless sky.  

The future opportunities, we can’t deny,  

A world of success will be nigh. 

In every heart, a burning desire, 

To reach higher, to aspire.  

In this year, we won’t tire,  

For hard work is what we require. 

We’ll innovate, create and explore,  

To open new pathways and unlock the door.  

Challenges faced, we’ll conquer and more, 

The future’s success, we’ll surely implore. 

With diligence, hard work, and funation,  

We’ll build a cool but thankful foundation.  

In 2024, a global celebration,  

Of progress, growth and realization. 

In our strategies, willingness to change and graphic arts,  

We’ll make our mark, playing our parts.  

While innovation will set us apart,  

Always working toward a brighter future and a fresh start. 

So let us march into this year, with hope and purpose, without fear.  

In 2024, success will be clear. 

Letters from Lisa

We’ve all heard the saying “a good product sells itself.” If only that were universally true. People might line up for the release of the newest iPhone, but it’s not only because of the product itself. It’s also because Apple has spent decades building brand credibility, a unique customer experience and fantastic customer support

No matter the product, a prepared and knowledgeable salesperson is always going to prevail over an underprepared one. So, if you’re looking to increase your sales, read on for eight approaches that will boost your numbers and propel you forward.

  1. Do your research ALWAYS
  2. Adopt a consultative sales approach
  3. Personalize your sales presentations
  4. Focus on the person—not the product
  5. Anticipate sales objections
  6. Upsell and cross-sell only when appropriate
  7. Stop focusing on closing
  8. Manage your sales with a CRM (know your customer)

You believe in your company and the products you sell, and that probably shows in your pitches. However, in the current market, most companies aren’t only selling products—they’re selling experiences. In fact, 80% of customers say they’re more likely to do business with a company if it offers personalized and positive experiences

That’s not to say the product isn’t important, but truly unique products are rare nowadays, and the competition is fierce. The way to win customers is through superior, personalized experiences.

Personal selling is a longer game than product-based pitching, but it pays off with a higher percentage of repeat customers and referrals. Personal selling occurs when a sales representative meets with a potential customer to nurture them until they make a purchase.

Personal selling happens face-to-face. Direct contact distinguishes personals elling from other sales and marketing strategies, like public relations or automated sales calls that tout your company’s products or services.

Again, think of the personal selling process as getting to know someone like you would a friend or potential romantic interest who you consistently follow up with. You’re discovering details about what the person likes, dislikes and needs. And in the case of personal selling, you’re also learning about the motivations behind their purchasing decisions.

During this one-on-one interaction, focus on building a sincere relationship with the potential customer rather than on making a sale. Ask the right questions to establish rapport and learn more about their pain points and what they’re looking for in a solution. Listen carefully to their concerns and see how your company’s products or services can help them.

Say you sell mattresses. You might find out your customer’s sleeping preferences by asking:

  • Do you prefer a soft or firm bed?
  • Do you sleep on your stomach, back or side?
  • Did you run into any problems with your previous mattress?

Sure, you could collect answers to these questions through a survey or questionnaire, but you’ll receive a limited response. Personal selling is unique because it entails exchanging back-and-forth information and allows you to dive a little deeper so you can provide that personalized touch.

Remember, 80% of customers say they’re more likely to do business with a company if it offers personalized and positive experiences. You now officially have permission to be “personal.”

Letters from Lisa – The History of BioZyme

The history of BioZyme®is rich with care that comes full circle. I believe this care is especially entwined into one fact; we make products that do what we say they do. This was true in 1951 when our company was born and is still true today.

Many well-established brands have built a reputation for delivering products that live up to their claims. This requires investing heavily in research, development and quality assurance to maintain customer trust. BioZyme is not an exception. We spend money each year to discover, understand and constantly validate all this care. We take these research efforts to the next level by creating products and ideas that deliver care that comes full circle to the animal, the owner and the industry.

Care that Comes Full Circle implies that effort, energy or actions you put into something or someone will be reciprocated or reflected back to you in some way. It suggests that the treatment or consideration you extend to others is likely to be mirrored in how others treat or respond to you.

Our founder, LarryEhlert, began this cultureinside BioZyme. From his vision to provide a high-quality, highly fortified and concentrated product for the livestock producer, Ehlert’s Feeds was born in the early 1950’s. A concentration on vitamins, trace minerals and natural protein sources were incorporated. He wanted to put everything in the bag that the producer did not have, but needed to balance the grain and forage he already had on the farm to feed. Larry was a stickler for only using “old process” soy, cotton and linseed meals. He was known to pick on inferior ingredients. For example, he described urea by saying, “it may be a good fertilizer, but it should not go through the cow first to get in the ground.”

Doing things right was always Larry Ehlert’s way. Doing things right is the foundation of care that comes full circle. This is the history and the future of BioZyme and ensures our products do exactly as we say they do.

Letters from Lisa – The 4 P’s of profitable growth

If you know me, you know I am an accountant (CPA) who by nature is a black and white, bottom-line type of person. So, let’s start with the bottom line. Profitability and growth go hand-in-hand when it comes to success in business. Profit is key to the basic survival of a business, while growth is the key to long-term success. Profitability is the primary goal of all business. Without profitability the business will not survive. 

Profitability is measured by income and expenses. Income is money generated from the activities of the business. For example, if crops and livestock are produced and sold, income is generated. However, money coming into the business from activities like borrowing funds does not create income. This is simply a cash transaction between the business and the lender to generate cash for buying assets.

Expenses are the cost of resources used by the activities of the business. For example, seed corn is an expense of a farm business because it is used up in the production process. Resources, such as a machine whose useful life is more than one year, are used over a period of years. And just as borrowing money is not income, repayment of a loan is not an expense; it is merely a cash transfer between the business and the lender. 

Increasing profitability is one of the most important tasks of business managers. Managers should constantly look for ways to change the business to improve profitability. Some people believe profitability causes growth, but I do not. Many profitable businesses do not grow. 

However, profitable growth is one the best ways to improve profitability. Growth that loses money is not helpful, in fact it is quite harmful, as it takes your money and your time, neither of which we have enough of in our lives. Smart growth, on the other hand, ensures all the P’s that drive profitability are met. Let’s look at the 4 P’s of profitable growth:

Product – Consider all of the following when assessing the products in your business from a smart growth perspective: 

• Target market size 
• Product positioning vs. buyer needs 
• Capacity you can supply 
• Competitive landscape 
• Gross margin

People – Having the right people is great, but they should also be in the right seats. When people can bring their unique talents to work, they are inspired and naturally engage which makes profitability and growth a heck of a lot easier. Consider the following points to ensure you are attracting and keeping the right people: 

• Culture  
• Skill & behavior requirements  
• Primary job responsibilities & their communication  
• Hiring process  
• On-boarding & training process
• Compensation 
• Engagement and retention strategies 

Passion – A strong desire and devotion to an activity or concept (passion) is the key to everything your business does if you want to be highly profitable while you work to grow. It gives you the momentum to keep going even when times get hard and builds your business even higher when times are good. True passion ensures you are: 

• Attracting the right consumers to your business  
• Building an authentic brand and brand story  
• Networking with the right people who share similar perspectives   
• Setting yourself apart from competitors 

Proof – Profitable growth should not be counted on until proof exists on all of the P’s: 

• Product efficacy   
• People power   
• Passion that never turns off   

Keep these 4 P’s in mind for profitability and growth that will make you stop and go WOW.

Letters from Lisa

At BioZyme®, one of our corporate goals is to produce products that meet or exceed our customers’ needs and wants. We call it safe, accurate product. This goal has always been very important to me, as I believe our end customer is the animal, and animals have always been my heart throb. My mother could tell you numerous stories about how many wild animals I tried to “save” and how many dogs I brought home that “found” me.

The responsibility of quality is to ensure all products are free from defects, the process reduces waste, and the product meets the customers’ expectations before it leaves the manufacturing facility. The pursuit of quality must be everyone’s responsibility at each stage of the process.

This pursuit at BioZyme includes the following:

  • Reliable products – From a business perspective, consumers favor products that are reliable.
  • Safe products – Perhaps the most critical element is that we must ensure our products are safe to use.
  • Compliance – There are many rules and regulations we must adhere to, and compliance is a key issue of quality to prevent delays in production and avoid fines.
  • Consistency – All products must meet the same standard of excellence.
  • Waste reduction – We lower costs when material resources are conserved and used wisely in the production process.
  • Minimizing risk – A rigorous QC process identifies root causes quickly when there is a problem.
  • Continuous improvement – Quality is about always improving the process to create a better product.

Once you have these standards defined and implemented, then you must decide how you will know they are working. At BioZyme we wanted to be very specific about our safe, accurate product goal. That started with defining safety and accuracy.

Those definitions are outlined here:

  • Safety refers to all factors that impact the health and well-being of the manufacturing employees and the products they manufacture.
  • Accuracy is the degree of conformance to the known standard when it comes to the quality and performance of a finished product.

Next, we worked hard to define our versions of each.

BioZyme Safe

  • Produced under safe, clean conditions.
  • Free of harmful, foreign substances.

BioZyme Accurate

  • Labeled appropriately, legibly and truthfully.
  • Consistent in look where look is defined as color, smell and particle size.
  • Consistently palatable.

And finally, in true Lisa style, we outlined how we would measure if it was really happening by defining these metrics:

  • 0 worker accidents
  • 0 animal deaths
  • 0 pounds of off-spec product
  • 100% of product produced is without a product integrity customer concern.
  • 100% of finished product tested matches its tag.
  • 100% of product hits parameters set for the color spectrometer and particle size analyzer.
  • 100% of product contains formula tested amount of flavor.

After defining, outlining and documenting all the above we began upgrading all that we do at BioZyme to ensure we walk the talk.

Below is a list of what we have done to date:

  • Installed an Industrial Dehumidifier
  • Perform Monthly Leg Camera Scoping
  • Installed a Feed Cleaner Just Before Bagging
  • Installed More Magnets, a Magnet Drawer & Metal Detection
  • Implemented AI Camera Pictures of Every Bag with Alarms
  • Ensured FIFO Monitoring
  • Implemented an Employee Safety Program
  • Added Sampling & Testing of All Inbound Ingredients
  • Added Sampling & Testing of a Statistically Significant Amount of Finished Product
  • Ensured Full Team is PCQI Trained
  • A PCQI is an individual who has successfully completed adequate training to implement a food safety plan. A PCQI manages important aspects of the food safety program and ensures that preventive controls are effective and proper records are maintained.
  • Implemented 100% Automated Checklist Use with Alarms when a NO is Clicked
  • Ensure Dust Control Content Analysis
  • Implementation of Automation in All Processes Except Drug Hand-adds
  • Employed Two Full-time Sanitation Employees at each Facility
  • Track & Manage Moisture Variation in Amaferm Drying
  • Implemented QC Bag Screening on First 10 Bags of Every Run
  • Hired a Certified, Professional 3rd Party Pest Control Program
  • A 3rd Party Audit at Each Facility for Quality Certification
  • Added an Equine Safe Manufacturing Line for our Vitalize Line

Is safety and accuracy really worth all this effort?

According to the National Institutes of Health, interacting with animals has been shown to decrease levels of cortisol (a stress-related hormone) and lower blood pressure. Other studies have found that animals can reduce loneliness, increase feelings of social support and boost human mood.

Yep, it’s worth it

Letters from Lisa

Care that comes full circle is a philosophy that postulates if you truly care for someone or something, that care will eventually, naturally come full circle back to you.

Naturally meaning if we take care of the animals, they will take care of us by ensuring we get to eat or feel unconditional love. Naturally meaning if we take care of our customers, they will remain loyal, which allows us to continue to have the resources to research new technologies for them. Naturally meaning if we take care of our vendors by communicating and staying loyal to them, they will help us during challenges. And last but certainly not least, naturally meaning if we take care of our employees by being understanding, good communicators and fair, they will passionately fuel the care throughout the company.

Care that Comes Full Circle. Those five words are the value statement that drives BioZyme® Inc. each and every day.

How can you embody care that comes full circle into
your dealership?

A fair question after every minute of every day statement is, if something takes this much energy, is it really worth it? If you Google “care that comes full circle,” you will either find items about BioZyme (which made me quite proud), or you will find items about caring for an aging parent. So, at first glance I guess it doesn’t really have a role in business where money usually tends to be the main driver. However, think of this well-known statistic: “A customer who has had a good experience will tell two people, but a customer who has a bad experience will tell 12 or more people.” This is true of vendors and employees as well. I like to refer to vendors and employees as internal customers. They deserve the same care as external customers. Care starts and ends by embracing the four items below and yes, they apply to a chicken and horse as well as a human.

  1. Listen
    Make yourself available to hear with as many touch points as possible. Take a genuine interest in what the other person or animal seeks to deliver to you.
  2. Respond
    Hearing is one thing, responding is another. Be an ally, putting the other person’s needs first. Ensure emails are followed up with in a timely manner; phone calls are answered; waterers are full, feed stays consistent, and time and attention are given where they are needed, when needed.
  3. Resolve
    What good is a response if it doesn’t make something better?
  4. Follow Up
    Seek and be ready to hear honest feedback, and then remain committed to making whatever it is better, happily remembering that this is a cycle that never ends.

Care – we know it is an important component of life, but we often forget one of the simplest principles: to show we care is to find out what people or animals need and then deliver on those needs. Getting started is a matter of holding yourself accountable to the above four actions. If you take the time to do this, I promise it will come full circle.

Letters from Lisa

Don’t put all your eggs is one basket is a proverb that dates back at least to the 1600s. There are several stories concerning the origin of the expression, but it may have been inspired by the real-life experiences of poultry farmers who used wagons and baskets to take their eggs to market. If all of a farmer’s eggs were placed in one basket, it would only take one unfortunate accident along the way to ruin his entire investment and opportunity.

By not putting all your eggs in one basket, you reduce the risk of having nothing to offer at the market by pinning all your hopes or future goals on one and only one option. In business, we refer to this as diversification.

Diversification
Diversification is a foundational principle of a sound, long-term plan. One of the key benefits of diversification is that it makes for a smoother ride on the path to achieving one’s goals. In short, we are vulnerable if we rely too heavily on one species, one major customer or one region. Diversification is about developing new products, exploring new markets and taking new risks. None of this diversification lingo is not new information. So why don’t we diversify?

We Intentionally Say No
I’m as surprised as anybody, but Crocs’ all-purpose footwear is still going strong long after their 2002 debut. They’ve come a long way since then; their initial batch of 200 pairs sold out immediately, but they now weigh in as a $880 million company, just in the U.S. And still they remain singularly focused on their flagship product. Michelin is another company that notably stuck to its guns – or, in this case, tires. Although they’ve dabbled in manufacturing things like road maps and rocket components, Michelin keeps coming back to the product that made them famous: tires. They were the first radial tire company to span the globe, and today they’re one of the most recognizable names in the automotive industry.

We Don’t Like Risk
Keep in mind that the path toward diversification will be decided, at least in part, by how much of a risk we want to take – and how much money we have available to take it. If one is risk averse, they tend to not diversify, which in the end is sometimes very risky.

We Don’t Have the Right Expertise
When you do one thing, you can train your staff and use their expertise to execute, unlike when you offer dozens or hundreds of products that require additional expertise not currently possessed by your staff.

We Don’t Have the Right Mindset
Diversification must be a purposeful mindset to influence the future of the company. For many, this mindset is just not an option. Having the openness to hear new ideas, and the flexibility to act on tactical diversification opportunities that can ultimately serve you better than sticking strictly to your original strategy takes an open, visionary mindset. Note that only 3.2% of Americans are visionary so this is difficult.

Diversification can mean something different to every single business. It takes effort and its own kind of focus, so it’s important to first assess whether it’s something your company is striving for, and if so, then examining and perhaps also trying different avenues that may suit your business and your company mindset.

But remember, for diversification to be an option in the first place, openness and willingness to change is the most important criteria.

Letters from Lisa

A new year means a fresh slate. Many people say it is a good idea to start the year with a fresh perspective and focus on how to put your best foot forward. 

There’s a Buddhist parable called The Second Arrow. The story explains that in life, things that don’t go the way we desire is inevitable. This is likened to being shot by an arrow – an instance which is outside of your personal control.  

The option of pulling out that arrow and then complaining about the event is entirely on you. This is referred to as the second arrow. Here are a few tips to help you with that second arrow so you start the year with a clean slate as opposed to leaving remnants of those first arrows. 

Practice Gratitude 

Being truly grateful assists you in fresh perspective and putting your best foot forward. 

Make a No “What Ifs” Rule 

Spinning on what might have been keeps you from moving forward. Your thoughts may seem to circle back again and again to the things you think you could, or should, have done differently. When you catch yourself thinking a “what if,” just recognize that you didn’t, and move forward. 

Get Physical 

Take a weightlifting or yoga class or give one-foot barn cleaning or ballroom dancing a go. When you choose an activity that requires your focus to balance or to learn a sequence of motions, your brain will be busy doing something other than ruminating on arrow one. I really need to get this incorporated into my life in 2023.  Stay tuned for how that goes. 

Make a To-Do List 

Having a plan for today keeps you from feeling ungrounded. If you fill your day with meaningful tasks, you will have something to keep you from focused forward and grounded. This takes time, but the payoff is seriously worth it. 

Remember, Happiness is a Choice 

In every moment, you have the choice to be happy. Victor Frankl, Austrian neurologist and psychiatrist who survived the Holocaust and founded the Third Viennese School of Psychotherapy, is said, “Everything can be taken from a man but one thing: the last of the human freedoms—to choose one’s attitude in any given set of circumstances, to choose one’s own way.” If you are choosing your old perspective as a pattern, consciously make the decision to replace it with a fresh perspective. 

Start with a Mantra or Affirmation 

If your day begins with a thought like, “Today is the first day of the rest of my life,” or “I’m excited for what today will bring,” it keeps your focus on the present and future. Choose a positive affirmation to start each day. One of my favorite gifts during the last year was a set of Daily Prayer cards given to me by a friend who lost her husband too early as well.  Each card is a very short Bible verse focused on the good God provides.  I would say those cards have helped my perspective each day more than anything. It does work. Try it! 

Perspective – yours, mine and others – are all equally important. Take the time to know them all so you can ensure yours is fresh. 

Letters from Lisa – December 2022

December is my favorite month. This is because I get to give many “gifts” to those around me. These gifts include the most days off work of any month, end of year performance reviews, the annual Christmas bonus, Christmas gifts, happy New Year hugs and pausing to celebrate Jesus’ birthday.

The word in there I would like to focus on this month is pausing.

Pausing at times — even for just a few seconds — can make a major difference in how we think and react. Before you dismiss this as simple common sense, remember: the pause is easy in theory, difficult in practice.

Emotional intelligence (EQ) includes the ability to understand and manage our emotions, using them to work for us instead of against us. Emotional intelligence can help us think logically, rather than solely reacting with emotion. Like any ability, it can be learned, exercised and honed to help produce desirable outcomes. What one action can sharpen your EQ?

The pause.

The pause isn’t only effective when dealing with upsetting situations. Often, we are tempted to jump on opportunities that look really good at the time but that we haven’t really thought through. Used effectively, the pause can help reduce those “What was I thinking?” moments. Now wouldn’t that be a nice gift to give everyone around us?

How to Use the Pause Effectively

  1. Stop. Resist the urge to act immediately.
  2. Take a deep, long breath.
  3. If possible, take a walk. At least 10 to 15 minutes is great; longer is even better.

Using the pause can help us look to the future with more optimism. It is the pause that allows us to digest information and begin to use that information effectively. We can move logically through the processes of thinking, then planning and then doing. The order is important, and it is that order that allows the future to be all it can be for you and for your business.

Some situations do require immediate responses, and a pause may not always be an option. Time is money, but in big decisions that may have great impact, a pause can pay dividends.

Take the time this process requires, and you will find better decisions throughout business.

Now that’s a gift worth giving and receiving!