Category: Business Resources

Featured BioZyme Team – Domestic Sales

At BioZyme®, we take the TEAM approach, meaning that Together Everyone Achieves MORE! That is why we have a sales TEAM to support our customers. You likely know these men and women out in the field as your ASMs, or Area SalesManagers. They are our boots on the ground to help the dealers succeed in their business.

“We want the dealers to communicate with the ASMs their goals and aspirations for their business,” said Bob Burkham, Senior Manager of National Sales, who oversees the team of ASMs. “Do you want to grow as a dealer? Or are you happy where you currently are? Use your ASM to help you grow!”

The Sales Team is currently comprised of 12 knowledgeable men and women across the country to help you reach your goals. If there isn’t an ASM in your specific territory, feel free to call the BioZymeOutreach Support TEAM at 800-821-3070.

According to Burkham, the Sales Team offers dealers four key areas of support.

Product Knowledge

The sales team is well-versed in product knowledge and can provide training to you or your staff.

Expert in the Field to Answer Questions

Do you or a potential customer have a question about how a product works, the best product within a line for a specific scenario or how to merchandise a product? Use your ASM or Inside Sales Rep to get your questions answered.

Access to Nutritional Support

Not every company offers nutritional support, but in addition to the Sales Team, we offer a staff of nutritionists to help you. The ASMs can help you work with them, and also help you gather hay and feed samples for testing to be sure your customers get the right products.

Business Development

Do you have a potential end-user who is on the fence? Schedule a joint meeting with that producer, you and your ASM to discuss a product and the BioZyme products that would benefit its operation.

“My main goal is to help people improve their animals’ performance. Training the dealer to service the end-user is one of the best uses of my time. Fifty dealers are going to talk to way more people than I can in a day, and that helps us spread the care that comes full circle,” said Kevin Glaubius, ASM in Nebraska.

In the end, Burkham and Glaubius both agree, the dealer-ASM relationship is based on a common goal –growing the dealer’s business and providing solutions for customers.

“Call on any ASM to get the resources you need. They are here to help you reach your goals,” Burkham said.

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.

BioZyme® Takes its Diversified Family of Brands to SuperZoo and Dakotafest 

What do Mitchell, South Dakota, and Las Vegas during the third week of August have in common? Probably not much unless you are wildly excited about the BioZyme® family of brands. 

Our team divided and promoted the diversity of brands at two unique events, SuperZoo and Dakotafest. 

The Similarities 

Both SuperZoo and Dakotafest allowed BioZyme experts to share the advantages of AO-Biotics® Amaferm®. They both had captive audiences of people interested in making animals’ lives better. This was BioZyme’s second year at each of the three-day events. 

SuperZoo 

SuperZoo is North America’s largest pet retail event. 

According to Lori Lawrence, Senior Manager of Commercial Marketing, it allows BioZyme to showcase diverse products that set us apart in the marketplace.  Additionally, we can connect directly with animal health and pet suppliers. 

“When we see all the different goods out there and all the suppliers, we realize just how large the pet industry is. It sure made us walk away with some ideas on how to be more innovative with new products and collaborations,” Lawrence said. 

BioZyme had a 10×20 booth in the Farm & Feed Area. We were able to showcase several product lines including Vitalize®, Backyard Boost®, Vita Charge® and Sure Champ®.  

“At SuperZoo, the pet business is huge. You realize how many people humanize their animals. You see a little bit of everything there,” Lawrence said. 

The Vitalize products have received NASC (National Animal Supplement Council) accreditation. Therefore, we were able to cross promote in the NASC booth. Lawrence said NASC allowed BioZyme to display Vitalize products with the NASC seal in their booth, adding to brand presence. 

Dakotafest 

This annual event is designed for farmers, ranchers and those who embrace a rural lifestyle.  

For the second year, the BioZyme Livestock Tent has been the hub of livestock industry information at Dakotafest. In addition to our own display, dealer Greg Steele, Greg’s Feed Service, also had a booth in the tent. Another BioZyme dealer, Cowell Ag, also was at the Dakotafest. 

While BioZyme sponsored the livestock tent, there were other vendors there. This was to our company’s advantage. Each day during chute demonstrations by the equipment company, we were able to demonstrate the ease of using Vita Charge® Cattle Drench and share its benefits. 

“We had a captive audience twice a day. We able to demonstrate cattle drench on live cattle while we hung it on our shoulders,” said Bob Burkham, Senior Manager of National Sales. 

That audience allowed our experts to share the benefits of Amaferm. Talks provided by Chris Cassady, Ph.D., ASMs Kevin Glaubius and Justin Doubet, touted the economic and nutritional advantages of VitaFerm. Wyatt Marshall, Industry and Events Coordinator, also spoke about Vitalize products. 

“Dr. Cassady talked about the value of Amaferm. He even had a white board so he could show the audience the math,” Burkham said. 

Doubet agrees that the set-up at Dakotafest is unique. 

“It gives us an opportunity to partner with another company demonstrating their equipment, while we can still showcase our products,” he said. 

Meeting our Goals 

Sales diversification is one of BioZyme’s core goals. From attending a pet-focused event in Las Vegas to demonstrating our products chute-side for ranchers in South Dakota, our team is dedicated to providing care that comes full circle to a variety of animals. With the BioZyme family of brands there is a product for every animal lover out there. 

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.

Dealer Spotlight: Cottor Farms Excels in Diversification

“We wish we would have gotten started with BioZyme® products sooner,” said Leo Sanftner, of Cottor Farms, Osceola, Wisconsin.

That’s a pretty strong sentiment from an 11-year veteran dealer who sells everything from VitaFerm® Concept•Aid® for breeding success to Vita Charge® Liquid Boost® to show rabbit customers, and even mixes AO-Biotics® Amaferm® into their own custom layer feed.

Sanftner, long-time employee of Cottor Farms, said he was first introduced to the BioZyme family of brands by former ASM Dorothy Orts at a bull sale when she recommended the Vita Charge tubes to jump start newborn calves. As they say, the rest is history.

According to Sanftner, once they saw how well the calves responded to the Amaferm in the Vita Charge, they started expanding their product offering to other BioZyme brands. Today, he said they have a majority of their customers on the fly control mineral for the summer. Cottor Farms mixes their own feed and serves both Wisconsin and Minnesota, being so close to the state line. They will average three tons of layer feed per week that includes Amaferm.

“We have very few dairy cows up here. Most of our customers have beef cattle, hogs and chickens. We cater to the smaller customers. We are smaller; they trust us,” Sanftner said.

Their mission is to go above and beyond when it comes to customer care. Sanftner said he will deliver feed up to 100 miles away for customers who need it, primarily larger customers and those who have show animals. They have also created signs for their show livestock and show rabbit families with the same statement: “Go above and beyond with Cottor Farms.”

Cottor Farms also supplies Maple Hill Feed & Farm Supply in Maple, Wisconsin, with their BioZyme products, including Backyard Boost® products and layer feed they needed for a recent Chick Days event. He said they will also conduct horse and beef clinics at the store; however, most of the promotion and education comes from him visiting personally with customers or through their social media. A new website is in development to be launched early this summer.

From chickens, rabbits and hogs to cattle and horses, there are no customers too big or small for Cottor Farms when it comes to showing care that comes full circle. Thank you for being leaders in species and brand diversification and hitting the target on one of BioZyme’s core goals!

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

Dealer Spotlight: Kentucky Distributor is Family Focused

If there’s one word to describe Central Farm Supply of Kentucky, it’s family. This family owned-and-operated BioZyme® distributor is based in Louisville, Kentucky. However, as a wholesale distributor to more than 700 stores from Kentucky to Virginia and points in between, its family has grown immensely since it was first established.

“We’re family owned, but every one of our dealers is part of our family. Our company was built on service, and that is still our strong suit,” said Larry Manning, Sales Manager, whose brother, Tommy, started the company in 1985.

Central Farm maintains a fleet of 10 tractors and 25 trailers. The fleet of trucks along with their 10 drivers allows them to be in control of the service they provide to their dealers, which has always been one of their strengths, but has become even more evident in the last few years in the midst of all the supply chain and distribution issues everyone experienced due to COVID.

Although Central Farm Supply of Kentucky has a long history in the agricultural industry, it is in its fifth year as a BioZyme dealer. Manning said incorporating the VitaFerm® line, and subsequently other BioZyme products, provided their customers with a premium product to offer their customers. He said with so many dealers that they distribute to, the need exists to have a product for every level of producer.

“We have to be able to offer products that fit every cattleman in our market. The VitaFerm products are premium cattle supplements that fit a lot of our cattle producer customers,” Manning said.

He suggests that every dealer discovers their market and knows who their customer is and what every customer wants in order to find success. Some will be happy with a salt block, some want the cheapest mineral they can buy, but those who truly keep records on their cattle operation will immediately see the results of using the BioZyme products.

Central Farm views their relationship with their dealers as a partnership. In order for Central Farm Supply to continue to be successful that partnership also includes their vendors. Since the early days, Central Farm has fostered the relationship between the dealers and vendors, by offering a buying show each October, so their dealers can come to Louisville to meet with their top vendors, exchange ideas and participate in “trade show specials” offered that day. Manning said it is truly a family event where dealers bring the entire family, including kids and grandkids for food, fun, entertainment and great deals during this one-day event.

The business actively uses BioZyme’s and other companies marketing tools, like Promoboxx and participates in quarterly dealer mailers. They also have four sales reps.

“I’d give BioZyme an A-plus in the marketing of their products when it comes to creating brand awareness and tying those brands to the dealers and distributors. Marketing is their real strength,” Manning said.

Family is important to Central Farm Supply of Kentucky, and it is important to BioZyme, too. We are certainly proud to have you in the BioZyme family, continuing that care that comes full circle!

The Importance of Testimonials – How to Snag ‘Em and Ways to Use ‘Em

Word of mouth marketing is one of the most important marketing tools you can use in any type of marketing vehicle: social media, website, sales letter, advertisement. 

According to socialfresh.com, “customer testimonials have the highest effectiveness rating at content marketing at 89%.” In other words, testimonials are 89% better at increasing conversion rates than other forms of marketing.

At BioZyme®, we love to earn customer testimonials, and we use them frequently. The hashtags #TestimonialTuesday or #FeatureFriday are a great way to showcase what customers are saying about the products on social media, and as you will read below, there are other ways to showcase testimonials as well. 

However, it isn’t always easy to get customers to share what they like about a product. 

“I usually find that if I start the conversation asking about their animals and their goals, they will be more open. I ask what challenges they were having and what led them to using the particular BioZyme product. Then, I ask them specific questions about the results they saw. What was their overall conception rate? How many more lambs did they wean? How many more pounds of gain did they experience with the Gain Smart mineral? Our producers are typically very data driven and keep great records and those are the stories we want to share,” said Shelia Grobosky, BioZyme Content & PR Manager. 

Below are four types of testimonials you can use in your marketing. 

  • Quote Testimonial:

The most common type, it is exactly what its name implies, a simple quote. You can get these over the phone, via email or in person, and use these a variety of ways. These are often the most read and most effective. The audience can read these quickly, and the quote gets right to the point.

  • Longform Testimonial: 

This might be a five-minute testimonial. You might record a conversation with a customer (always ask for permission before recording), and he or she has a great story. You can transcribe this for your website or even ask permission to post the entire audio to your website, as some people will prefer to listen to it over reading this long paragraph. These will also typically show more emotion, and emotion sells. 

  • Social Testimonial: 

This is another effective testimonial where you ask your customer to post their own review of a product on their own social media account, perhaps with a photo of the product. 

  • Video Testimonial: 

Like its name implies, this is a video of a customer telling you and your audience why he or she likes the product and the impact they have seen with the product. This is often the most beneficial since there is no reading involved, and the viewer can see and hear the emotion in the speaker’s voice. 

Testimonials are a great marketing tool. We encourage you to use them in your marketing, and if you have a great testimonial to share with our team, reach out to Grobosky at sgrobosky@biozymeinc.com. 

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.

Dealer Spotlight: Oklahoma Dealer Shares Passion for Products

Some might call it fate. Others might say it was destiny. However, it came to fruition, Wood Cattle Company, Vinita, Oklahoma, is sure of one thing – the timing was right, and they are glad to be BioZyme® dealers.

Patti and Chad Wood are long-time users of the VitaFerm® Concept•Aid® products. They had used them for years on their registered Red Angus herd in Wisconsin. When they relocated to Oklahoma, where the feedstuffs and forages were totally different, they were instructed that they would need to switch up their mineral program.

“We didn’t use it for a while, and the Genex rep who breeds our cows for us, told us to go back to the VitaFerm to see if we noticed changes. It was a night and day difference with the Concept•Aid. Not only in our conception rates, but in our feet, in our hide and hair. Down here in the heat and with the fescue, the HEAT mineral makes a world of difference, too,” Patti said.

No one nearby consistently kept the mineral on hand. Patti’s father-in-law was also bringing them commodities to mix their own feed. That is when they discovered an Umbarger dealer close to him. However, once they tried and decided they liked the Umbarger feeds, that dealer decided to quit his business, too. So, the Woods family took matters into their own hands.

They contacted Umbarger and became a dealer and opened a feedstore on their farm. They have been BioZyme dealers since 2018, and according to Patti, were thankful for the timing with the pandemic hitting just two years later.

“We never intended to have a feedstore. We moved from just outside Madison, Wisconsin, where there are lots of people and activities to Big Cabin, Oklahoma, which is very remote. Some of our best friends are the people we have met through our feedstore. We were busy through the pandemic, and this just fell into our lap,” Patti said.

She added that the products sell themselves, and she would never sell anything she doesn’t use or hasn’t tried herself, one of the reasons she feels like her sales have grown. She was hesitant about the Backyard Boost® line until she tried it at first. Now, she carries it and highly recommends it.

“Backyard Boost Defense is simply amazing! I picked up chicks from the post office. They were lethargic, droopy eyes, and I thought I would definitely lose some. I dipped all their beaks in water, and they fought me. I then took the water and added Backyard Boost, I walked out and left them. I came back 15 minutes later, and all the chicks were drinking and had drunk half of the water I put in with the Backyard Boost in it. All my chicks are alive, healthy and happy,” she said on one of her social media posts.

Patti relies on social media and word of mouth as her primary marketing tools. She also offers service and advice whenever needed. If someone comes in asking for Concept•Aid, for example, she will ask specific questions to learn their challenges to discover exactly which mineral they need. She also offers delivery, lives right at the farm so if someone needs “emergency mineral” can get it for them on a weekend, and her customers can see the Vita Charge® Stress Tubs in her kids’ show calves pens so they might ask questions, leading to more education and sales.

Her ”old school mentality” of service helps her gain customers and sales. Since her family does show, she will look for customers at the shows and offer them advice and help, as she wants to see everyone succeed.

“We’ve used the products. We know they work, and we believe in them, both from a seedstock operation and show program perspective. We have a passion for them, and for dealers to be successful, they need to be able to share that passion, too,” Patti encouraged.

Thank you for your passion, Patti. You are an example of care that comes full circle!