Letters From Lisa – April 2021

Don’t let Summer Stress You or Your Business

Just because some beef producers think that green grass means less need for supplementation (this is totally not true), doesn’t mean your business needs to slow down in the summer. Here are some ideas to make the summer work for you instead of against you.

Find other ways to bring in revenue
Your sales don’t have to grind to a complete halt during the off-season. Diversify your business offerings and see if you can sell related or complementary products and services. Determine the other needs of your customers and find ways to fulfill them even when your main business isn’t in season. May I note that most horse owners love to supplement their “pet” all year long, so please consider the Vitalize® brand. We’ve been through this diversification drill in these letters before; note, I won’t give up on helping us all remember to do this.

Build your community
Social media gives you tons of opportunities to connect with people all year, so keep your blog and social accounts active. Keep publishing blog posts and posting updates on all of the channels your customers follow. Use your downtime to come up with great content that can educate your customers. Doing so helps you build authority, strengthens your community and ensures that people will remember you when it comes time to do business again in the fall.

Reach out to the media
Publications usually plan their articles months in advance, so if you want to land a magazine feature just in time for the peak season, you’ll have to reach out NOW.

Attend networking and educational events
Use the slow months to broaden your knowledge and network. Virtual conferences and even local business events can help you gain new partnerships and skills that you can use in your business, so don’t pass up the chance to attend them.

Get feedback
The off-season could be the perfect time to get feedback and reviews from your customers. Consider getting in touch with people who purchased from you and ask them what they thought of your products.

Business may be seasonal, but your commitment to it shouldn’t be. Put these tips into action and find ways to thrive. I find summer to be one of the most inspiring times of year. It’s a great time to allow yourself to create things you might not normally create—or make progress in directions you wouldn’t otherwise prioritize. For me, summer has always been about picking goals that are less directly correlated with professional success, and more about self. It’s my way of maintaining some sort of connection to that child-like feeling of “summer vacation.”

VitaFerm Concept•Aid 5/S HEAT with ClariFly is Now Available

You asked, we listened. The ultimate summer breeding mineral is here! VitaFerm Concept•Aid 5/S HEAT with ClariFly is now available and ready to order! This mineral package combines the benefits of Concept•Aid to get cows bred with the proven effectiveness of the HEAT package for summer grazing and NOW added 4-fly control with ClariFly! ClariFly helps control horn flies, face flies, stable flies and house flies in the larval stages.

CHANGES COMING IN APRIL 2021

NEW PRODUCTS

  • On April 1, BioZyme® will launch VitaFerm® Concept•Aid® 5/S HEAT® with Clarifly®. This product will only be available in registered states. The states we have received approval for are: Alabama, Arkansas, Colorado, Florida, Georgia, Iowa, Idaho, Illinois, Indiana, Kentucky, Louisiana, Michigan, Minnesota, Missouri, Montana, Nebraska, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, West Virginia and Wisconsin. We will update the Product Center in the Online Dealer Center as we receive additional approvals.
  • On March 1, BioZyme® launched a DuraFerm® Goat Concept•Aid® Protein Tub:
    • A breeding mineral with 20% natural protein in a cooked tub for goats specifically designed to target cycling, embryo production and conception when fed 30 days prior to kidding through breeding. Especially beneficial in A.I. and E.T. breeding programs.
    • This product will be on the March 1 price list but will not start shipping out until March 15.
  • On February 1, BioZyme launched a new brand, Backyard Boost™. Backyard Boost is a line of natural products that are purposefully crafted to support the health, wellbeing and productivity of poultry. Backyard Boost uses only the highest quality components and proprietary ingredients proven to support a flourishing flock. Two products will be included in the initial launch:
    • Backyard Boost Daily Essentials is a pelleted, natural protein supplement fully fortified with a prebiotic, vitamins, minerals and organic trace minerals to maximize growth and egg production and support overall flock health. Available in 2.5# and 10#.
    • Backyard Boost Defense is a liquid supplement that promotes feed and water intake during times of stress and recovery to help support digestive health and a healthy inflammatory response. Available in 16 oz.

PRODUCT UPDATES

  • On January 1, 2021 we changed from Altosid (1-fly claim) to ClariFly (4-fly claim) in all of our IGR products. The registration process of the new ingredient requires product name changes to several products as well as new product numbers:
    • VitaFerm® Concept•Aid® 5/S IGR will now be 85317 VitaFerm® Concept•Aid® 5/S with Clarifly®
    • VitaFerm® HEAT® IGR will now be 10991 VitaFerm® HEAT® with Clarifly®
    • VitaFerm® Concept•Aid® 5/S CTC 3G IGR will now be 85001 VitaFerm®
      Concept•Aid® 5/S CTC 3G with Clarifly®
    • We have received approval and can begin selling these products in the following states: Alabama, Arkansas, Colorado, Florida, Georgia, Iowa, Idaho, Illinois, Indiana, Kansas, Kentucky, Louisiana, Michigan, Minnesota, Missouri, Montana, Nebraska, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, West Virginia and Wisconsin. We will update the Product Center in the Online Dealer Center as we receive additional approvals.

PRODUCT CHANGES

  • Vitalize® Equine Digest More® Plus 10# will begin shipping in a slightly different bag once current bag inventory is depleted. This change is due to our current bag being discontinued by the supplier.

ORDERING UPDATES

When submitting Customer Pickup orders, instead of defaulting to “I want it as soon as possible,” the order system now requires you to select a date that the order will be picked up. Any orders that are not picked up within 5 business days of the requested pick up date will incur additional storage fees of $10 per pallet, per day. 

SHIPPING UPDATES

  • EFFECTIVE IMMEDIATELY: Due to consistent service delays, high damage rates and a change to their freight claim reimbursement policy, BioZyme, Inc is no longer shipping products with Dohrn Transfer Company. Customers and Area Sales Managers [ASM] can still choose to use Dohrn Transfer Company for shipping LTL orders. However, both the Customer and the ASM must sign a Release of Liability for each order for which Dohrn Transfer Company will be used.
  • FREIGHT CLAIM REMINDER: Please remember that you MUST notate what was damaged and sign the DRIVER’S copy of the delivery receipt in order to submit a freight claim. The freight companies deny our claims when the delivery receipt is not signed, and we cannot provide a credit on denied claims.

EMPLOYEE UPDATES

  • Ryan Hoefling has joined BioZyme as the new Lab Manager.

CHANGES COMING IN MAY 2021

NEW PRODUCTS

  • Starting May 1, two new Vitalize products will be available for purchase. Vitalize Blazin’ is product developed for horses to support normal recovery from heat stress and exertion. Additionally, Vitalize JumpStart will be added to the price list and serve as a nutritional boost to support the immune system of foals, weanlings, and young horses. Blazin’ and JumpStart will be offered in a liquid form, designed to be used as a top dress and drench, respectively.

Dealer Spotlight: National Roper Supply and Shawnee Milling

Equine Enthusiasts Share Passion for Products

This month we shine the spotlight on two individuals who represent themselves and their respective dealerships as outstanding ambassadors for the Vitalize® line. Later in March, you will have the opportunity to hear from these men as they share their passion for the Vitalize products, how they position the products to their customers and some of the benefits their customers like too.

James Smith has been involved in agriculture his entire life, starting from a very young age. He grew up in Washington state, Oklahoma and Texas, where he graduated from high school.

Horses have always been a part of his life, and he started roping calves and team roping when he was 15. He learned to shoe horses as a way to pay his rodeo entry fees and to help finance his way through college. He graduated from Oklahoma State University in 1984 with a bachelor’s in Agriculture. He was a member of the OSU rodeo team and was the team captain his senior year.

After graduation, he began his start in the feed business, working as a salesman in central Oklahoma for ACCO Feeds, selling equine, swine, cow-calf and stocker feed; however, his emphasis was working with dealers and the dairy industry. He started his career with Shawnee Milling in 1994 as territory manager, covering Oklahoma and the Texas panhandle and still sells dairy, cow-calf, stocker and equine nutritional products.

Horses remain a passion for James. His wife Dawn’s parents are heavily involved in the Quarter horse breeding business with Belle Mere Farm in Norman, Oklahoma, standing great stallions like Easy Jet, Bully Bullion, Mr. Eye Opener, Marthas Six Moon and many more. They often breed as many as 1,200 mares a year.

James and Dawn live in Dibble, Oklahoma, where he still sells feed and enjoys team roping. He says he has three of the best horses he has ever ridden. They also own a commercial cow-calf operation, using Angus, SimAngus and Hereford Bulls. Their family includes two grown and married daughters, one granddaughter and one more on the way.

Jason Brooks is the Vice President of Marketing for the National Roper Supply, headquartered in Decatur, Texas. A Texas native, Jason attended Texas Tech University where he received his Master’s of Business Administration and bachelor’s in Finance and Business Economics.

Jason started working at NRS in 2007 as the Head of the NRS Buying Team before moving into his role as VP of Marketing.

Growing up, his family ran a purebred cow-calf operation in Texas where he developed his passion not only for the cattle industry but the equine industry as well. While at Texas Tech, Jason trained saddle horses and team roped; to this day he is currently still a competitive team roper.

Jason and his family reside in Krum, Texas, where they are actively involved in all aspects of the animal agricultural industry. He is a proud stock show dad and thinks there is no better place to raise his family than on the back of a horse and in the showring.

Be sure to tune in, March 18 to learn more about Jason and James, their enthusiasm for the equine industry and how they market and position the Vitalize products to their customers. We are blessed to have industry professionals that use and understand the products that work as dealers in our network, providing care that comes full circle.

Vitalize. For That Good Gut Feeling

By now you are probably aware of the variety of products that Vitalize® offers in the equine line for that good gut feeling. If not, we encourage you to review the November issue of VISION, visit the Product Center on the Online Dealer Center or go to www.vitalizeeq.com. Currently, eight great Vitalize and Hyaluronex® products available to you and your customers that can benefit the digestive and joint health of a horse.

Greatness doesn’t always happen inside the arena. Greatness happens in the horse, in the barn, on the long haul. Greatness happens where you make it happen, and that is why we have rounded up some folks to share their stories about the great things that Vitalize has done for them.

The Marketing Team utilizes 37 industry experts that use and promote the Vitalize to help position products through the Vitalize Ambassador program. People like to hear from their peers, and they develop a certain level of trust. According to one Nielsen report, a 92% level of trust exists among peers, much more than with any other group. Although it is generally fairly simple to get product testimonials, the equine industry is much more visible with the variety and number of competitions both in the English and Western disciplines. The ambassadors are not only passionate about the products, successful at what they do, but are respected within the industry and are usually active on at least one social media platform where they can share their thoughts and ideas with the masses.

Professionals like 10-time Olympic show jumper Ian Millar, his son Jonathan and his daughter, Amy, also an Olympic show jumper, use the products. So do two former World-champion tie-down ropers, Marcos Costa and Haven Meged. Laura Kraut, Olympic Gold Medalist, and Jenni McAlister, Three-Time FEI Show Jumping World Cup Qualifier, are two of the ladies who use Vitalize and travel the international circuit. In addition to two-time NFR qualifying barrel racer Emily Miller-Beisel, other barrel racers like Megan Lyerly and Bobbi Grann use the products. Shaun Strickland, the manager at Poison Spider Ranch uses it on his ranch horses and his champion cutting horses. Eventer and equine blogger Lauren Drew and Derek Braun, the Owner/Trainer at Split Rock Farm and President and Founder of the Split Rock Jumping Tour also use and promote Vitalize.

Why?

Because they believe in the products! They have had positive experiences, and they are willing to share to share their experiences with others. See what they say.

“The Vitalize® products allow my horses to better utilize their feed and reach their full ability. I like my horses’ hair coat and their consistent performance they are giving me. The Vitalize Recovery Gel is a must! It keeps my horses eating and drinking properly while on the road. They then perform to their full potential!” – MARCOS COSTA, World Champion Tie-down Roper

“In early 2019, my #1 competition horse Quantico was struggling to come back into competition shape and generally didn’t seem comfortable in work. My vets couldn’t find anything seemingly wrong, but I felt in my gut that he just wasn’t 100%. In the summer of ‘19 I put Quantico on Vitalize® Digest More® Plus and his comfort in work started to improve over the following weeks, the discomfort in his hindgut had been overlooked for months but was finally under control! Vitalize Digest More Plus helped Quantico go from a very light workout schedule to full fitness work and competing again over the first 6 months he was on it made a huge positive change in his work ethic under saddle and truly helped him get back to the competition ring! I will continue to feed the Vitalize supplements to all of my training and competition horses to keep them feeling good from the inside out! – COTI HAUSMAN, 2017 USEA American Eventing Championships Preliminary Rider Champion

“Vitalize® Alimend® is a vital part of our horses’ daily program. With the added stomach and gastric support, I have seen a complete transformation in the consistency of my horses’ overall health, happiness and performance while using Alimend.” – DEREK BRAUN, Owner/Trainer at Split Rock Farm and President and Founder of the Split Rock Jumping Tour

“The Vitalize® products are user-friendly, as there isn’t a lot of mixing, and my horses look great. All three of my horses look better. They are staying filled out, and they are staying chilled out, which is the Amaferm® working to make their gut feel better. I can tell when my mare’s stomach is bothering her, and she doesn’t want to perform, but I haven’t had those problems since I started her on Vitalize. I’ve had my horses on the Vitalize® High Performance pellet for almost 3 years now. It’s a necessity while I’m going up and down the road! It keeps my horses looking great and feeling even better. What I’m most excited about this year is the new Vitalize Alimend®! My good mare stresses and it really doesn’t take much for her to get ulcers. I can’t tell you the last time she’s had gut trouble since I started the Alimend! It’s definitely a must-have in your feed program.” – WHITNEY DESALVO, Three-time WPRA World Champion Heeler

DeSalvo is really good about sharing the Vitalize message with young roping students. She offers a couple roping clinics throughout the year and will typically give students swag bags that include Vitalize caps and/or products. Some of the ambassadors will do giveaways on their social media or partner with another company such as a horse photographer to offer a package. These are all creative ways to spread the Vitalize message among peers.

While these ambassadors are always on the go, we like to see what your customers are doing too! Do you have loyal customers that you could deem as your local ambassadors? Do you have someone that shares the Vitalize message (or any brand message) on social media? Be sure to share that on your social media and tag us in it or share it to the Dealer Facebook page. Some of the best ideas and marketing messages come from our peers.

Using ambassadors, testimonials and word of mouth is a great way to position a product. Ask one of your loyal customers for a testimonial. Chances are, he or she will be glad to talk about the benefits of the product and if the neighbors know that person has success with it, that success will help you gain some other customers as well.

Letters From Lisa – March 2021

Diversification is important for long-term success

In business, diversification means branching out into other product categories or industries. While this strategy does present some risks, diversification is often viewed as a safety net against downturns in a single industry or a way to grow your business by improving its sales and increasing its clientele.

If successful, diversification has many benefits, which is why it is considered essential for the growth of every business. There are a variety of ways in which you can diversify your products. These ways can include the following methods.

Expansion
An example of expansion could be a company that produces fashionable children’s shoes and diversifies its business to incorporate children’s toys. The two products have nothing in common, but as long as they are both in demand by the same consumer market, the company is sure to earn more sales.

Ancillary Services
To grow a business through diversification, companies often add additional services to existing products. For instance, a car manufacturing company can offer car maintenance and repairs. The concept of goods and services alongside one another can help create steady revenue. In our industry, the service we offer is hay testing to help properly determine the protein level that needs to be supplemented based on where the herd is in the stages of production.

Brand Extension
A brand extension also becomes easier with the help of diversification. Famous brands and established businesses can extend the range of products to gain more customers. Brand expansion is often quite profitable if the same standard and quality of the goods are maintained because brands usually have many loyal customers who will buy every product they introduce into the market. If you sell VitaFerm® Concept•Aid® mineral, then brand extension is easy with the tubs and with Cattleman’s Blend™ or Conserve™ in times of lower nutritional needs.

Addition of a New Line
Some businesses prefer to diversify by adding new lines. These lines may bring in a different type of customer or the same customer for another reason. The Backyard Boost™ line fits the bill by bringing in most all of the public. Apparently, when times are tough, people want chickens. Chick sales go up during stock market downturns and in presidential election years.

The Vita Charge® line also fits. Vita Charge addresses specific challenges, and usually during a challenge people are more likely to spend money so having all of the products in this line readily available provides significant diversification.

Many of your customers likely own multiple species. If they have cattle, they probably have horses. If they have horses, they could also have dogs. Have you thought about how you can introduce Vitalize® to these customers? Read further into this issue for more ideas.

Just Do It
Considering the number of ways in which diversification can be used to expand and grow a business, it becomes clear that every booming business must eventually opt for diversification to survive and prosper.

CHANGES COMING IN MARCH 2021

NEW PRODUCTS

  • On March 1, BioZyme® will launch a DuraFerm® Goat Concept•Aid® Protein Tub:
    • A breeding mineral with 20% natural protein in a cooked tub for goats specifically designed to target cycling, embryo production and conception when fed 30 days prior to kidding through breeding. Especially beneficial in A.I. and E.T. breeding programs.
    • This product will be on the March 1 price list but will not start shipping out until March 15.
  • On February 1, BioZyme launched a new brand, Backyard Boost™. Backyard Boost is a line of natural products that are purposefully crafted to support the health, wellbeing and productivity of poultry. Backyard Boost uses only the highest quality components and proprietary ingredients proven to support a flourishing flock. Two products will be included in the initial launch:
    • Backyard Boost Daily Essentials is a pelleted, natural protein supplement fully fortified with a prebiotic, vitamins, minerals and organic trace minerals to maximize growth and egg production and support overall flock health. Available in 2.5# and 10#.
    • Backyard Boost Defense is a liquid supplement that promotes feed and water intake during times of stress and recovery to help support digestive health and a healthy inflammatory response. Available in 16 oz.

PRODUCT UPDATES

  • On January 1, 2021 we changed from Altosid (1-fly claim) to ClariFly (4-fly claim) in all of our IGR products. The registration process of the new ingredient requires product name changes to several products as well as new product numbers:
    • VitaFerm® Concept•Aid® 5/S IGR will now be 85317 VitaFerm® Concept•Aid® 5/S with Clarifly®
    • VitaFerm® HEAT® IGR will now be 10991 VitaFerm® HEAT® with Clarifly®
    • VitaFerm® Concept•Aid® 5/S CTC 3G IGR will now be 85001 VitaFerm®
      Concept•Aid® 5/S CTC 3G with Clarifly®
    • We have received approval and can begin selling these products in the following states: Alabama, Arkansas, Colorado, Florida, Georgia, Iowa, Idaho, Illinois, Indiana, Kansas, Kentucky, Louisiana, Michigan, Minnesota, Missouri, Montana, Nebraska, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, West Virginia and Wisconsin. We will update the Product Center in the Online Dealer Center as we receive additional approvals.

PRODUCT CHANGES

  • Vitalize® Equine Digest More® Plus 10# will begin shipping in a slightly different bag in early March once current bag inventory is depleted. This change is due to our current bag being discontinued by the supplier.

ORDERING UPDATES

When submitting Customer Pickup orders, instead of defaulting to “I want it as soon as possible,” the order system now requires you to select a date that the order will be picked up. Any orders that are not picked up within 5 business days of the requested pick up date will incur additional storage fees of $10 per pallet, per day. 

SHIPPING UPDATES

  • EFFECTIVE IMMEDIATELY: Due to consistent service delays, high damage rates and a change to their freight claim reimbursement policy, BioZyme, Inc is no longer shipping products with Dohrn Transfer Company. Customers and Area Sales Managers [ASM] can still choose to use Dohrn Transfer Company for shipping LTL orders. However, both the Customer and the ASM must sign a Release of Liability for each order for which Dohrn Transfer Company will be used.
  • FREIGHT CLAIM REMINDER: Please remember that you MUST notate what was damaged and sign the DRIVER’S copy of the delivery receipt in order to submit a freight claim. The freight companies deny our claims when the delivery receipt is not signed, and we cannot provide a credit on denied claims.

EMPLOYEE UPDATES

  • Terry Stahl has joined BioZyme as the Sanitation Coordinator – Back.

CHANGES COMING IN APRIL 2021

NEW PRODUCTS

  • On April 1, BioZyme® will launch VitaFerm® Concept•Aid® 5/S HEAT® with Clarifly®. This product will only be available in registered states. The states we have received approval for are: Alabama, Arkansas, Colorado, Florida, Georgia, Iowa, Idaho, Illinois, Indiana, Kansas, Kentucky, Louisiana, Michigan, Minnesota, Missouri, Montana, Nebraska, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, West Virginia and Wisconsin. We will update the Product Center in the Online Dealer Center as we receive additional approvals.

Backyard Boost for a Flourishing Flock

The popularity of backyard chickens has been growing since the early 2000s; however, during the COVID-19 pandemic that status reached a record level with more people being confined at home, schools closing down, people looking for new hobbies and a genuine concern about their food supply decreasing. With the increased demand for backyard birds, BioZyme ® Inc. knew it was important to create products for these animals with the Amaferm ® advantage to demonstrate “care that comes full circle.”

Backyard Boost™ is a line of natural products that are crafted to support the health, wellbeing and productivity of poultry. Backyard Boost uses only the highest quality components and proprietary ingredients proven to support a flourishing flock. Initially, BioZyme is launching two products to help backyard poultry producers produce healthy, happy birds.

BACKYARD BOOST DAILY ESSENTIALS
Backyard Boost Daily Essentials is a pelleted, natural protein supplement fully fortified with the precision prebiotic Amaferm® , vitamins, minerals and organic trace minerals to maximize growth and egg production and support overall flock health. Amaferm is research-proven to increase digestion and absorption of nutrients to help maximize egg production and quality. In addition, Daily Essentials contains additional protein to support growth, feather quality and egg production and calcium and other nutrients for natural improvement of eggshell and yolk quality.

  • 2.5 lb. or 10 lb. resealable bag.
  • Fed at a rate of 0.5 oz/chick/day.
  • For a 6-bird flock, 2.5 lbs. will last 2 weeks, and 10 lbs. will last 8 weeks.

BACKYARD BOOST DEFENSE
Backyard Boost Defense is a liquid supplement that promotes feed and water intake during times of stress and recovery to help support digestive health and a healthy inflammatory response. With natural products like the precision-prebiotics Amaferm® that helps combat the negative effects of stress and gets your hens back to producing eggs faster, and MOS to trap and expel unwanted disease-causing pathogens, limiting their ability to do harm, Defense promotes feed and water intake. It also contains electrolytes to support proper hydration and works with antibiotics to improve health and recovery.

  • 16 oz twin neck bottle with dosing chamber.
  • Added to water at the rate of 1 oz per gallon.
  • Mix daily to best freshness.
  • Designed for intermittent feeding during stress/recovery; can be fed at same time as Daily Essentials.

SHARE THESE BENEFITS WITH YOUR CUSTOMERS!

DAILY ESSENTIALS:

  • Improved health & performance
  • Supplementing calcium improves eggshell & yolk quality
  • Supplementing protein supports growth, feather quality
  • Increase egg production
  • Amaferm ensures that you’re getting the most nutritional value from your feed through increased digestion & absorption
  • Healthier chickens

DEFENSE:

  • Recover from stress & sickness
  • Increase appetite
  • Decrease diarrhea incidences
  • Reduces peculiar behaviors like feather picking, egg eating, comb or vent pecking
  • Decreases panting and excessive tiredness
  • Supports the birds’ immune systems

BE SURE YOUR CUSTOMERS KNOW WHEN AND HOW TO USE THESE NEW PRODUCTS:

DAILY ESSENTIALS:

  • Feed daily – either in the feeder or scattered around the pen
  • Intended as a supplement, not as a complete feed

DEFENSE:

  • Designed for intermittent feeding during times of stress, sickness and recovery
  • Mix in fresh water daily for best results
  • Maximizes the effectiveness of antibiotics