Nathan Gillespie was looking for a more convenient source of the BioZyme\u00ae products to use on his family\u2019s operation, Gillespie Farms. His brother suggested that he become a dealer so the products they had relied on for their farm would be right outside their back door. With a little convincing and after visiting with his Area Sales Manager at the time, Nathan decided to become a dealer, and in the three years since, he has grown his business substantially each year. He is also teaching his 16-year-old son, Morgan, about the business. The high school sophomore helps his dad with the warehouse when he can and has learned about the products at the same time.<\/p>\n
Although Nathan says that he doesn\u2019t spend many advertising dollars, he attributes his growth as a dealer to two key areas \u2013 a familiarity of the products from using them on his family\u2019s farm and using the resources that BioZyme offers him.<\/p>\n
\u201cWe try to use everything we sell in some aspect. It helps being able to talk about the products, especially the VitaFerm\u00ae Gain Smart\u00ae lines and the Vita Charge\u00ae Stress Tubs,\u201d Nathan said. \u201cWe\u2019ve had some tough sales to some people around here, trying to convince them that certain products work, if you give them more than 60 days. That\u2019s been a challenge. People feed their mineral for 60 or 90 days while they get their cows bred, and then we don\u2019t ever see them again until the next year when it\u2019s time to breed again. I don\u2019t know how it works for them, but it doesn\u2019t work for us. That\u2019s been the biggest challenge, convincing people they need to stick the course to see the true results.\u201d<\/p>\n
The Gillespie family has experience with most of the product lines, except Vitalize\u00ae, as they don\u2019t have horses. However, they run purebred Hereford cows, and Nathan\u2019s dad backgrounds calves. Nathan and his brother feed out freezer beef. He also raises Boer goats \u2013 both show wethers and commercial does.<\/p>\n
In addition to believing in the products, which helps him spread the word to others in the area, Nathan is an advocate for the programs and services that the company offers its dealer network. He credits his relationship with his Area Salas Manager Ty McGuire for some of his new sales growth.<\/p>\n
\u201cTy has taken me into some areas where I didn\u2019t know many people and introduced me to some new customers. We can make sales calls together, which helps. We communicate 3-4 times a week, either by text or phone call. He is always available and willing to help out,\u201d Nathan said.<\/p>\n
The ties to his ASM have helped him meet people, but other programs have helped Nathan build his product knowledge. He completed the Master Dealer Training Program this spring and said that has helped him learn more in-depth about each product line, and how each might help specific customers with their needs. He also conducts producer meetings to introduce other producers in the area to the products, with the goal of starting more targeted meetings, perhaps one for feeders and one more focused on the cow-calf producer.<\/p>\n
\u201cTake time to know your customers,\u201d Nathan advises. \u201cFind out what their needs are and then suggest the right products for them so they will get the biggest bang for their bucks.\u201d<\/p>\n
Nathan Gillespie became a dealer to fulfill his needs of having a product he relies on readily available to him. In the meantime, he\u2019s been helping others in his area meet their needs too. With continual growth, Nathan understands thinking like his customers and using all the resources available to him.<\/p>\n","protected":false},"excerpt":{"rendered":"