The Scoop - Vol. 10, Issue 1, January 2015

thescoop
PROSPECTING: THE KEY TO GROWING YOUR BUSINESS
By Dennis Wilber, Show-Rite® Sales Account Manager, Multi-Specie Specialist
As we all know, growing our business each year is the key to staying in business and
being profitable. One of the biggest challenges in selling show feed is continual growth.
This is a limited market and there are two ways to grow business. The first way is to
expand your market area and the second is to take the business away from competitors. I
will argue that it takes both to continually grow show feed business.
Because of attrition (the loss of business, due to factors beyond our control); it is estimated
that a dealership will lose 15% of their business each year. Such things like kids getting
out of 4-H due to age, a change in focus due to sports or school related activities, or
even a desire to work with a different feed dealer can cause a business to lose customers
through no fault of the dealership. So, if you want to grow your business by 10% you will
have to increase business by 25%.
Growing business each year by 25% seems like a very challenging task. It is going to
take hard work, but moreover smart work to achieve this goal. That is where prospecting
comes in. Statistics show it takes a minimum of seven calls to make a sale. How many
new prospects have you called on in the past six months seven times? The days of new
customers just walking in your door and gracing you with their business are not likely to
happen. People have choices and they are going to do business with people that truly
care about their project, people they trust and people that they feel can take them to the
next level. The only way you get into the trust and purchase mode is by prospecting.
Successful prospecting involves knowing your market area and where your potential
customers live. Making a prospect list and follow up calls will determine if you grow your
business or fall behind. The work you do now until spring, will determine the amount of
success you will have for next year. Starting the New Year off right by having a list of
prospects you are calling on, will greatly enhance your goal of growing your business.
Together we can make it happen!
Remember: Together Everyone Achieves More!!
Volume 10 Issue 1
January 2015
Happy New
Year!
Welcome to your latest issue
of The Scoop.
We are starting our 10th year
publishing The Scoop, and
so a fresh new look seemed
appropriate to start out
2015.
The content will remain
focused on you, our
dealer, working to bring
you pertinent information
you can use to grow your
business!
We’re always interested in
your input and feedback, so
if you have any topics you’d
like to see highlighted in The
Scoop, please let us know!
E-mail:
[email protected] with
the subject ‘The Scoop’.
FOCUS ON FARROWING TIME
TransRite Sow Ultra & SecoSorb Improve Piglet Survival
By Lori Stevermer, Marketing Specialist and Mandy Gerhart, Swine Nutrition Specialist
The goal of every person who farrows pigs, no matter what type farm or the number of sows they own, is to wean as many
healthy, viable pigs as possible. Paying attention to the small details on the days leading up to and during farrowing, can lead to
big dividends. Research has shown that pigs born with less stress nurse faster resulting in heavier weaning weights and more pigs
weaned per litter.
Hubbard Feeds has two products that can help during this “Focused on Farrowing” time: TransRite Sow Ultra and SecoSorb.
TransRite Sow Ultra is a specially formulated topdress fed the last 3 days before farrowing and is designed to help improve muscle
contractions reducing farrowing time and resulting in less farrowing stress. Improvements in farrowing ease can lower stillborn
rate, improve piglet vigor, nursing, and milk consumption.
SecoSorb is a moisture absorbent used to quickly dry off newborn pigs and prevent chilling. It can also be used on comfort mats
and floors to soak up excess moisture due to scouring, urination or water.
Thermal images of newborn pigs show the
body temperature differences between piglets
dried with SecoSorb and those left to dry on their
own 30 minutes post farrowing. Pigs dried with
SecoSorb had higher body temps and nursed sows
quicker than pigs left to dry on their own.
General recommendations are one pound of SecoSorb
per litter. If you include TransRite Sow Ultra, for less
than a $1.50 per sow, you can help improve pig health
and vitality. It only takes one extra market pig or show
pig to provide a greater return on your investment.
TransRite Sow Ultra and SecoSorb are important
products in providing a sound management program
with a “Focus on Farrowing.”
Piglet treated with Secosorb 30
minutes post-farrowing
Watch for details of this New Dairy product technology,
which builds on the advantages of Gladiator products!
SPECTRUM DH and Gladiator products are trusted parts
of Hubbard’s Dairy Program. Use SPECTRUM DH during
times of stress, when cows need help the most.
Piglet left to air-dry
30 minutes post-farrowing
timelytopics
january
• This is a great time to plan and hold some Producer meetings in your area. Consider coordinating it with
your local veterinarian.
• Review your plan for selling silage inoculants. 45% of all inoculant sales take place between January and April.
• It’s a great time to renew Big Easy Feeder Finance Contracts and sign new customers up.
• Prevent dehydration and horse colic by heating drinking water in winter.
• Think about the CRYSTALYX® products you may want to feature this time of year!
february
• Consider positioning Sheep-lyx® for ewes prior to and after lambing time. Then, send out a sales postcard to your sheep producers featuring the Hubbard lamb starter and grower products.
• Develop a list of local 4-H & FFA groups & promote Show-Rite® Show Feeds.
• Promote STOCKMASTER® Calving and Breeding mineral products.
march
• Plan a Chick Day event with the Hubbard® Life Homestead® Poultry products.
• Put up a Show-Rite® Feed display and feature an influential livestock breeder and winner pictures with some testimonials from your area.
BECAUSE EVERY
CALF MATTERS
Stress. Nutrition challenges. Poor weather. These are just a few of the
factors that can contribute to poor breed up conditions for your producers.
Stay ahead of challenges this spring and stock up on
these CRYSTALYX® mineral and protein supplements.
Breed-Up® products are designed to overcome nutritional stress
associated with calving and breeding. They are fortified with high
levels of vitamins/minerals and provide chelated/organic trace
minerals from Zinpro®. All in a highly palatable supplement to
ensure uniform, consistent intake across an entire herd.
Take the next step. Reduce the effects of stress, order today.
800-727-2502 l www.crystalyx.com
SAFETY FIRST: BLACK ICE
By: Kevin Levi, General Manager, WBU
Freezing weather causes hazardous driving conditions. Even if precipitation doesn’t fall,
roads can turn into ice rinks. This condition is called black ice, and some call it a weather phenomenon.
Black ice fools drivers. Its shine tricks them into thinking it’s water on the road. What they may not realize is that condensation, such as dew,
freezes when temperatures reach 32 degrees or below. This forms an extra-thin layer of ice on the road.
This shiny ice surface is one of the most slippery road conditions. Black ice is likely to form first under bridges and overpasses, in shady spots
and at intersections.
TIPS & WARNINGS
• Put your car in a lower gear to give more control, if you think you are approaching a patch of black ice.
• Make sure your tires have enough tread before driving in icy conditions.
• Keep an emergency kit in your car.
• Avoid passing lanes, which may contain even more black ice than the main road.
• Do not use cruise control. With black ice you need to be in full control of your car.
WHERE ARE WE?
National Western Stock Show & Rodeo – Denver, CO, Jan. 10-25
South Dakota Pork Congress – Sioux Falls, SD, Jan. 14-15
Pheasants Forever River City Expo – Council Bluffs, IA, Jan. 16-18
Minnesota Pork Congress – Minneapolis, MN, Jan. 21 & 22
Iowa Pork Congress – Des Moines, IA Jan. 28-29
Botkins/Shipshewana SKILL & Dealer Banquet – Fort Wayne, IN, Jan. 30-31
Black Hills Stock Show & Rodeo – Rapid City, SD, Jan. 30 - Feb. 8
Illinois Pork Expo – Peoria IL, Feb 3-4
Iowa Beef Expo – Des Moines, IA, Feb. 8-15
Pheasant Fest – Des Moines, IA, Feb. 20-22
CBU Dealer Awards & SKILLS Training – Nebraska City, NE, Feb. 27-28
Lancaster SKILL Meeting – New Cumberland, PA, March 13-14
Central Plains Dairy Expo – Sioux Falls, SD, March 24-26
P. Allen Smith Poultry Workshop – Roland, AR, March 28
BE PART OF OUR COMMUNITY...
200
$
TON
SAVINGS
BulletProof® Early Order Booking Program
Shoot for two dealer incentives!
Your customers are making their 2015 forage crop plans now.
Help them plan for improved forage quality and reduced dry
matter loss with BulletProof® Forage Preservative.
Book now for the Best Pricing of the Season
$200/ton Savings
Commitment Only – Payment Due on Delivery
Earn BulletProof® Incentive Rebate after 1 ton
Contact your Hubbard® Account Manager for pricing. Booking commitments
are due February 27, 2015. Take delivery by August 28, 2015
LIKE US ON FACEBOOK:
Hubbard Feeds, Hubbard Life,
Show-Rite, McCauley’s and CRYSTALYX
FOLLOW US ON TWITTER:
bulletproofyourforage.com | 507.388.9489
Hubbard Feeds, Hubbard Life
and CRYSTALYX
www.hubbardfeeds.com
www.hubbardlife.com • www.showrite.com
www.mccauleybros.com • www.crystalyx.com
Hubbard Feeds Inc.
Mankato, MN 56001
(800) 869-7219
thescoop
JANUARY 2015 INSERT
By: Michael Hinton, Marketing Mgr., US Feed Operations
Announces “This is the Life” Sweepstakes
Exmark Mower Winners
After receiving more than 4,500 entries from customers drawn to the prospect of winning an
Exmark zero-turn riding mower, Hubbard has announced the winners of its “This is the Life”
Sweepstakes.
Developed to generate customer traffic to Hubbard’s Dealerships, the Sweepstakes began July
30 and ended October 1, 2014. Three grand prizes were awarded, each being an Exmark Lazer
Z® X-Series Mower with 60” Ultracut Series 6 Deck, having a manufacturer’s suggested retail
price (MSRP) of $13,208. One winner at random was selected from each of Hubbard’s (3)
three geographic regions of the United States.
The three official winners are:
• Western Region Winner: Francis Bolte of Randall, KS. Registered at Randall Farmers Coop Union, Randall, KS (top photo with Hubbard Account Manager Clint Scheck).
• Central Region Winner: Lynne Townley of North Branch, MN. Registered at Peterson’s North Branch Mill, North Branch, MN (middle photo with Hubbard Account Manager Lyle Landowski).
• Eastern Region Winner: Fred Spotts of Denver, PA. Registered at Goods Feed Mill, East Earl, PA (bottom photo with Hubbard Sales Manager Ron Childs and Douglas Michael, Owner of Hollingers Sports and Turf).
Hubbard Dealers from whom the three winners were selected were also treated to a
complimentary lunch by Hubbard Representatives, in appreciation of their participation in the
Sweepstakes.
“On behalf of everyone at Hubbard Feeds, I’d like to congratulate all three winners in the
“This is the Life” Sweepstakes” said Hubbard’s Marketing Manager, Michael Hinton. “In
addition, we’d also like to thank Exmark Manufacturing for making this
Sweepstakes possible, their partnership proved to be very valuable.
Thanks again to everyone who participated.”
INSERT
Hubbard® Life Homestead® Poultry Feed is gaining momentum
in the marketplace with our recent P. Allen Smith partnership.
By: Michael Hinton, Marketing Mgr., US Feed Operations
In the last several months, the Homestead® brand has been represented at the Fall P. Allen Smith Poultry
Workshop, attended by 167 attendees at Moss Mountain Farm in Roland, AR; the Ohio National Poultry
Show in Columbus, OH; and most recently the APA National Poultry Show in Knoxville, TN. P. Allen Smith
has also created one of four new Homestead Poultry Feeds videos for Hubbard which can be viewed on
our website or by scanning the QR code below.
The Spring P. Allen Poultry Workshop is scheduled for March 28, 2015 in Roland,
AR. For more information or reservations, email: [email protected] or
visit: www.pallensmith.com/garden-home-retreat/visit/heritage
Hubbard will be promoting the Homestead brand and Workshop in its 2015
Advertising, placed in Hobby Farms
& Chickens magazines. Watch for
these issues in February along with
our Chick Days Promotion.
Kinetic™ Performance Dog Food proud to be
feeding13 Mushing teams participating in Iditarod
Kinetic is proud to play significant role in feeding teams participating in the
upcoming Iditarod Trail Sled Dog Race.
The Iditarod (The world’s most famous sled dog race), is an annual longdistance race run in early March from Anchorage to Nome. The teams
average 16 dogs, which means over 1,000 dogs leave Anchorage for Nome,
covering the distance in 9–15 days or more. The Iditarod began in 1973 as
an event to test the best sled dog mushers and teams. It has since evolved
into today’s highly competitive race. Iditarod means clear water and was
named by the Shageluk Indians for the Iditarod River.
Iditarod teams being fed Kinetic™ include:
•
•
•
•
•
•
•
•
•
Nathan Schroder, 2014 Rookie of the Year
Ray Redington, Team Redington (2-teams)
Lance Mackey, Comeback Kennels (2-teams)
Mushing Mortician / Team Janssen (2-teams/Barrington twins)
Paul Gebhardt (2-teams/Barrington twins)
Paul Kaiser
Richie Diehl
Karin Hendrickson
Mike Supreant
Read testimonials from
Lance Mackey, 4 Time winner of both the Iditarod and the Yukon Quest, and
others at: www.kineticdogfood.com/testimonials
For more information about the Iditarod race, visit: www.iditarod.com
Race starts March 7, 2015!
“We began testing our Ultra 32 Formulation
with a couple of select Mushing Teams in
Northern Minnesota this past September, and
the performance and recovery response time
with the dogs was simply fantastic. The
Mushing community, in particular, Mushers
that participate in the Iditarod, have a
communication network to the likes of something
I have never seen before. Testimonials’ of
Kinetic Ultra 32 preceded our outreach efforts
and calls to other Mushers to introduce them to
Ultra 32 became more of a “I need 100 bags to
start” conversation.
In a very short period of time we have made
a true impact on the sled dog community. No
other K-9 Athlete is under more stress then a
sled dog. Nutrition density is paramount due to
the amount of calories these dogs burn while
running, Ultra 32 is meeting the needs and
demands of in this highly competitive sport
and it is evident not only the number of teams
feeding Kinetic but the quality of the teams.”
-Dave Dourson
KINETIC Performance Dog Food
Cincinnati, OH

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