Two Minutes in November

By Shelia Grobosky, Marketing Brand Manager – Dealers & PR

Corn and soybean harvest begins to wind down, and the leaves crunch under foot on the way to the barn each morning. Those subtle reminders combined with the need for a hoodie or light jacket are evidence that Thanksgiving is just around the corner. There are many things to be grateful for this year, including the opportunity to work with those of you who market the BioZyme® products I am passionate about, and ultimately show care that comes full circle.

Of course, there is an election this month. I hope everyone took time to go to the polls and made their voices heard. We still live in a democracy, last I checked, and the process still should thrive.

I don’t have to remind the dealers how big of a logistical nightmare that transportation is; however, just in case you tried to forget, there is a looming railway strike that could yet happen in November. In late October, the National Cattlemen’s Beef Association (NCBA) joined more than 100 other national and state trade organizations in sending a letter to President Joe Biden urging him to work with the railroad unions and railroads to avoid a strike. The letter made clear “the overwhelming concern that a rail shutdown would have a significant impact on the U.S. economy and lead to further inflationary pressure.”

With the holiday season basically upon us, many folks are focused on the economy – both from a spending and a profit standpoint. According to Rabobank analysts’ forecast, lower real wages will negatively impact protein consumption in the remainder of 2022 and the first half of the new year.

In one article on porkbusiness.com, Glynn Tonsor, professor of Ag Economics at Kansas State University who also tracks consumers buying habits through the Meat Demand Monitor, said the country is indeed in a recession. One indicator of that can be tracked by consumer spending, including protein.

“We’re seeing some trading down within the protein complex. Think about going from a bacon product to a ham product, or from a ribeye steak to a sirloin steak. There’s a lot of examples like that,” Tonsor said.

So, while the economy and transportation issues might feel like we are in a world of gloom, remember, there is still always something to be thankful for. Count your blessings each day and remember what is most important. Faith, family, friends, good business partners and the promise a bright future.  

Danielle Johnson Joins BioZyme® Sales Team

Danielle Johnson, Dunn, North Carolina, is the new BioZyme® Inc. Area Sales Manager (ASM) in North Carolina, South Carolina and Virginia. In her role, she will work with the dealer network to promote the BioZyme product lines and brands and educate dealers and customers about high-quality nutrition.

Johnson has an extensive background and passion in agriculture and animal health, having been raised on her family’s fifth-generation row crop farm and cow-calf enterprise where they also raised thoroughbred horses. She earned an associate degree in Agribusiness Management with a double major in Livestock and Poultry Management from North Carolina State University. She received both her bachelor’s and master’s degrees in Agriculture Education – Professional Service from North Carolina A&T University. Johnson has five years professional experience in the feed sales industry.

“I love this industry. I am extremely excited about my territory, and I look forward to building strong and trusting relationships with the dealers and customers,” Johnson said.

As the ASM, she will travel the three-state area and work closely with dealers to keep them informed on product offerings and help them educate their customers on the best ways to use the BioZyme products.

“Danielle brings a wealth of product knowledge and industry experience to this role. She will be able to hit the ground running with the elite products that BioZyme offers. Her passion for the agriculture industry is evident when you talk to her. I am so pleased to have Danielle join the BioZyme family in the ASM role,” said Bob Burkham, BioZyme National Manager of Supplement Sales.

Johnson enjoys being outdoors when time allows. Her hobbies include fishing and hunting.

Letters from Lisa – November 2022

The Thanksgiving holiday likely conjures up hopes of family, food and football. And for sure thankfulness. Thankfulness is defined as being “pleased and relieved.” To be grateful is to “show appreciation of kindness.” There is a difference. Being thankful is a feeling whereas being grateful is an action. 

Saying “thank you” is one of the easiest and simplest ways to show gratefulness. This small action of kindness is a powerful tool that’s constantly at our disposal. Below are eight ways to take this very action and instantly make someone’s day: 

1) Write a note: Few people hand write anything anymore, but when one does, it’s meaningful and not forgotten. 

2) Do what you do best: Everyone is good at something! Love cooking? Make a meal and drop it off to someone needing an act of kindness. Love kids? Offer to babysit so their parent can have a break. Interestingly, doing more of what you love makes you happier, too. 

3) Be present: In very busy times, getting 100% of a human’s attention is a rare luxury. Show someone how much you care by truly stopping and listening to them. 

4) Be sneaky: Leave a surprise somewhere totally unexpected. Studies show that variations to normal routine make us happier – and that goes double when it’s a surprise thank you. 

5) Reciprocate: Anything someone has done for you, you can do, too. 

6) Pay it forward: The recipient of your kindness will often be so inspired by your action they will continue the trend.  

7) Make cookies: Few people can resist homemade cookies, so mix them up and make someone’s day. Making cookies is my favorite act of gratefulness.  It makes me so happy to see how much people like a tasty homemade cookie. 

8) Write a poem: How many people get custom-made poetry these days? Not many! It doesn’t need to rhyme or follow rules. It just needs to make them know how awesome they are and how much they’re appreciated. 

So here it goes . . .  

No matter if you are grateful or thankful, it’s about care. 

Care is what we need to share. 

No matter which of the above caring actions we choose to do, 

It’s the do that we must always pursue. 

Doing is what causes the care to come full circle 

And allows us to clear all of life’s hurdles. 

Be thankful, be grateful, every Turkey Day. 

Actually, let’s be so every day no matter what the media say. 

CHANGES COMING IN NOVEMBER

EQUINE & COMPANION ANIMAL PRODUCTS NOW FEATURE NASC QUALITY SEAL

BioZyme® Inc. and Cogent Solutions Group, a BioZyme company, have proudly joined the National Animal Supplement Council (NASC) and will now carry the NASC Quality Seal on products specifically designed for the equine and companion animal markets.

With the explosion of the companion animal supplement market in recent years, the NASC was developed to help consumers make informed decisions. The NASC works “to promote the health and wellbeing of companion animals and horses that are given animal health supplements by their owners and to protect and enhance the animal health supplement industry.” BioZyme and Cogent Solutions Group are proud to have met all the criteria to become an approved member of the NASC and provide superior supplements for horses, dogs and cats under the Vitalize®, Hyaluronex® and Trixsyn® brands.

Companies that are members of the NASC must go through rigorous quality assurance audits, meaning they deliver the absolute highest-quality products available on the market. Along with demonstrating quality standards and cGMP compliance, all outward facing marketing material including the BioZyme and Cogent Solutions Group websites and language were reviewed, product labels were audited and updated, and all product ingredients were reviewed by the NASC scientific advisory committee. The last step was a third-party onsite audit of the companies’ manufacturing facilities to ensure all quality standards were met or exceeded.

The NASC seal will be a rolling change as packaging inventory is exhausted. Be watching for the NASC seal soon!

VITALIZE® HORSE TREATS AVAILABLE IN HOLIDAY PACKAGING

Vitalize® Horse Treats will once again be available in limited-edition holiday packaging starting November 7. These carrot-flavored prebiotic snacks for horses make a great gift in the removable packaging in festive wrap.

SMALL PACK PRICING CHANGES COMING

Pricing for 2023 on Animal Health (small pack) products will be released this month to give everyone enough time to make necessary adjustments. Please watch for a separate email that will be coming to relay more information about this change that will affect MAP pricing. It is important to stay current on all pricing issues, and email is the quickest, most efficient communication method to reach all dealers.

CHANGES MADE TO AMAFERM® PELLET

The calcium in the Amaferm pellet now has a slight increase from 2 to 3% to fit the product in the bags more efficiently. You might notice a slight difference in the tags; however, there should be no other noticeable differences.

THANKSGIVING HOURS AND SHIPPING

Due to the Thanksgiving holiday on Thursday, November 24, the BioZyme offices will be closed Thursday, November 24-Friday, November 25. No orders will be shipped or be available for pick up Wednesday, November 23-November 25. The office will resume business as usual on Monday, November 28. We wish all dealers, their families and staff a blessed holiday and are grateful for your faith in our products.

NEW EMPLOYEE

Danielle Johnson is the new ASM for Virginia, North Carolina and South Carolina.

Dealer Spotlight: Hale Feeds LLC, South Dakota

Imagine eating lunch with a local celebrity – it’s kind of like Cheers, except nowhere near Boston. Enning, South Dakota. The local establishment is multipurpose. It is a restaurant/bar, convenience store and post office all in one building. It was a Tuesday in September, and local BioZyme® dealer Tee Hale of Hale Feeds was having lunch with his ASM Brett Tostenson and Marketing Brand Manager – Dealers Shelia Grobosky. Tee was more like a local celebrity, where nearly everyone stopped by to pat his back, shake his hand or just exchange a few good words.

Tee is a well-rounded local guy who has a lot going on. This particular day he took time from his schedule to talk to Brett and Shelia about what he likes about BioZyme, the products and how he works to market them.

As an on-farm dealer who is also a cow-calf producer and has a passion for horses, he understands the needs of his customers. And as a friend and neighbor, he wants those customers to succeed. That is one reason carrying the products with Amaferm® is so important to him. One of his friends built him a small shop on his ranch that Tee finished on the inside to carry small pack products like Vitalize® and Vita Charge® along with some horse supplies and gloves.

“We want to make a living doing what we love. That’s the best part about running cows and feeding the products. I can tell them what I’ve seen with my own eyes. You know what to expect,” he said.

In the heart of cattle country, Tee’s number one seller is VitaFerm® Concept•Aid®. However, the Vitalize products are also growing in popularity. He has formulated his own ration of horse feed that includes Vitalize Equine Free Choice mineral mixed with other ingredients like oats and beet pulp, which is popular with his customers.

Even though Tee is well known in his community, he values the marketing assistance that BioZyme provides the dealer network. He keeps current on the Master Dealer Program. His Facebook page is linked to Promoboxx, he engages with the Quarterly Dealer mailers, and he works with his ASM to provide timely promotions to his customers to promote products that will work for their operations.

With an easy-going spirit and a willingness to try new things, it is easy to see why Tee is successful in his BioZyme dealership. Thanks for showing your customers care that comes full circle, Tee!

Know your Checkbook: Adding Value Grows Profits

Who doesn’t love a good deal? There is a reason society is consumed with buy one, get one offers, happy hour at the local burger place and a crowd favorite, Taco Twosday. Adding value to a good or service drives business. Seems simple enough. What can you do to add value to your business?

As a BioZyme® dealer, you already are adding value to your lineup by offering Amaferm® to your customers. But do they really understand the value Amaferm offers? Be sure they know that especially when forage quality is low and grass is scarce, the Amaferm advantage helps stretch their resources the furthest.

Once your customers are seeing the true value of the products and the differences they make, share with them the marketing outlets specifically for Gain Smart® and VitaFerm® fed calves through Superior Livestock. Superior Livestock is an innovator in value-added marketing programs and partnered with BioZyme to offer its first nutrition-based value-added programs nearly six years ago. These programs recognize calves on quality nutrition programs and are recognized by buyers for typically being healthier and higher performing.

Another way to add value is by offering a package of BioZyme products for a specific need. This might include combining Vitalize® Alimend, Equine Gel and the Horse Treats in one kit for equine enthusiasts. Closer to lambing, put together a jug pen nursery kit with Vita Charge®

Neonatal, Vita Charge Gel and Vita Charge Clench, all combined at one price. The cost savings you pass along to the customer might be minimal; however, the convenience of having everything ready to go in one package will show that you care about their time.

Adding value doesn’t have to involve products. You can also add value by sharing your time and expertise. Perhaps partnering with a local veterinarian to talk about bull breeding soundness exams is a good use of your time. This would be a great time to address a captive audience about also feeding VitaFerm® Concept•Aid® to the entire herd.

Working with the local FFA chapter or 4-H group to teach young livestock enthusiasts about show animal care, including nutrition basics, is another way you can add value to your customers and potential customers.

The wonderful thing about adding value is it can be developed in a variety of ways. By adding value, the consumer will feel that you are genuine in your efforts to help them and their animals.  

Adding value will continue to bring your customers back because they feel you care, and when repeat customers return, they are likely to spend more. Continue adding value to what you are doing, and watch your business grow!

Effective Action: How to Plan a Successful Producer Meeting

Keeping your customers and potential customers informed is vital to your company’s success. They like to see that personality shine through, and they want to know how your products can help them succeed. At BioZyme®, we take pride in offering you the tools you need to plan successful producer meetings.  

Schedule the event. 

Once you decide you want to host a producer meeting, contact your Area Sales Manager to coordinate a date that works with both of your schedules, as the ASM will want to be there to engage with your customers and help answer any questions. Once you have determined a date, complete the producer meeting request in the Online Dealer Center to get started with the promotion of your event: go to Marketing > > Marketing Request > Producer Meeting Request. This will start the process of getting your invitations printed and getting your event on our master schedule. 

Invite your guests. 

The BioZyme Marketing Team will help send invitations to your customer list. They do highly recommend submitting the Marketing Request at least four weeks prior to your event to get the invitations printed, mailed and into your potential guests’ hands so they can also get the event on their calendar.  

“Everybody has a busy schedule, but people like to gather, especially with those who have common interests and goals. If we can help you get these invitations out in a timely manner and the potential attendees can get it on their calendars earlier, it should help increase your attendance,” said Shelia Grobosky, Marketing Brand Manager – Dealers & Public Relations. 

Plan your program. 

What kind of budget do you have for this event? Will you serve a meal or have some appetizers and drinks in the late afternoon? Does it make sense to partner with another allied industry partner like a semen company to help share the cost? These are all some questions to consider. You will also want to think about the program. BioZyme has several key staff on its Business Development Team that can address several topics at the producer level, so when you set your date, reach out to one of them if you are interested in having them attend and present information 

Bigger isn’t always best. 

It is acceptable to have several smaller producer meetings, too, especially if you want to target a specific audience or have some potential new customers you want to talk to. What if you have a handful of sheep producers who might be interested in DuraFerm®? You could invite them to a breakfast meeting at the local café and discuss the advantages of the DuraFerm products. They might know you sell a great cattle mineral but have no idea you also carry products for other small ruminants. 

Follow through. 

Finally, if you have people attend your meeting that seem to show the slightest interest in the product, make sure to follow up with them in a timely fashion. Don’t wait for them to go somewhere else to buy their nutritional products. Give them a call or stop by to see them. Producer meetings are great tools to make sales. 

These meetings are great for customer outreach, engagement and product promotion. They are one of many steps toward your success! 

Know your Customer: Help Your Customers Receive Value They Deserve

Just like not all mineral programs are created the same, not all livestock marketing opportunities are equal. However, as it comes time for your customers to sell their cattle, make sure you have provided them with the information they need to make the marketing decisions to garner the most potential profit. 

“If the dealers see themselves as truly invested with their customers and their operations, they will align them with the professionals at Superior Livestock to help them get more money for their calves through one of their programs, especially if they are already feeding Gain Smart® or VitaFerm®,” said John Jeffrey, BioZyme® Beef Business Development Manager. 

Superior Livestock Auction has been a leader in value-added programs since the mid-1990s, and in 2017, BioZyme, became the first-ever nutrition company to partner with Superior on two additional value-added programs. The VitaFerm Raised and Gain Smart Programs were designed to ensure that calves have been on a high-quality nutrition program, an important part of overall health. Calves sold through these Superior programs are either being raised on a cow being fed the VitaFerm mineral, or calves that have been weaned, backgrounded or on grass pasture previously and have been supplemented with Gain Smart. Both minerals contain Amaferm®, a prebiotic designed to enhance digestibility by amplifying the nutrient supply within for maximum performance. 

Jeffrey encourages dealers to work with their customers to connect them with Superior representatives to help them get the most dollars possible. If you are unsure of who your rep is, reach out to your ASM, and he or she can introduce you to the Superior rep in your area. With a variety of programs, the customers could be eligible for more than one. Programs are available for vaccination protocols, natural cattle, GAP, BeefCare and more.  

“Some of those programs do not allow the traditional products that have been used in the past, so keeping Amaferm® in their diets helps keep them healthy while increasing feed efficiency. Since both the Gain Smart and VitaFerm products contain Amaferm, they are on track to a healthier digestive system with the potential to help those cattle on several programs,” Jeffrey said. 

Although cattle marketed through Superior are sold in load lots, Jeffrey said the smaller producer doesn’t need to feel left out. Often, the Superior reps will work with a group of producers in an area who might have 30-50 cows to put together a load. He said mixed lots of steers and heifers can also be put together, if they are similar in weight and kind. In addition to cattle sales, Superior hosts a monthly sheep sale and markets cattle and sheep on its Country Page. They also host horse sales in conjunction with LiveAuctions. 

If your customers are still not convinced they want to sell through a value-added program like Superior offers, many local livestock auctions markets host special feeder calf sales. Encourage your customers to find a special sale date that works for them. As Jeffrey said, most times the auction markets will announce from the block special protocols like health and nutrition that the cattle have been on, and customers become accustomed to buying good cattle with proper health practices from these local sale barns. 

There are multiple ways to help your customers get top dollar when it comes time to help them sell their cattle. The Gain Smart and VitaFerm raised programs are two of the ways to help ensure their calves stay healthy and gain and get your customer the biggest return on their investment.