Letters Lisa FROM
What has 2023 meant to me? 2023 has been a year of recovery in many ways.
To be honest, for me, 2022 went by without any real intention, but more so I was merely trying to make it from one day to the next. Grief is a funny thing; it sneaks up on you and doesn’t really care what you need or where you are trying to go.
I was quite happy and relieved when I made it to 2023, hoping things would at least start moving week to week, not only day to day. And as He always does, God delivered. BioZyme has taken advantage of this time and accomplished many items that will have a significant impact on our very bright future. They include:
1. Tripling our fermentation and downstream capacity and ensuring that capacity allows for the most complex and impactful fermentation possible. This will ensure we can continue using fermentation and the knowledge we receive from it to develop passionate solutions for undeniable impact.
2. Restructuring the company governance to have a dynamic, experienced board of directors that represents all the opportunities and challenges BioZyme faces – industry, science, use of funds and historical perspective.
3. Expanding the manufacturing and sales teams so we have the mental and physical recourses to not be reactive but proactive and working to be amazingly predictive.
4. Getting our market channels better defined so we can help animals through all of our abilities, including nutrition, health, additive technologies and manufacturing expertise. This has resulted in two new divisions: animal health and toll manufacturing (pelleting, minerals, fermentation/DSP, liquids and gels) both of which have a very bright future.
5. Expanding our operation to have an equine-safe line. This separate line allows us to manufacture in a 100% safe environment from a horse’s perspective. This also allowed all our manufacturing, outside of the tubs, to be in-house. This accomplished goal is one we have had for a few years.
6. Always looking ahead with intention, to ensure we don’t miss a chance to grow as humans in providing care that comes full circle in all that we do.
LISA NORTON, PRESIDENT & CEO lnorton@biozymeinc.com
With dreams as vast as the endless sky. The future opportunities, we can’t deny, A world of success will be nigh.
In every heart, a burning desire, To reach higher, to aspire.
In this year, we won’t tire, For hard work is what we require.
We’ll innovate, create and explore, To open new pathways and unlock the door.
Challenges faced, we’ll conquer and more,
The future’s success, we’ll surely implore. With diligence, hard work, and funation,
We’ll build a cool but thankful foundation. In 2024, a global celebration, Of progress, growth and realization.
In our strategies, willingness to change and graphic arts,
We’ll make our mark, playing our parts. While innovation will set us apart, Always working toward a brighter future and a fresh start.
So let us march into this year, with hope and purpose, without fear.
In
2024, success will be clear.
In 2024, we’ll set ur sights up high “ “
FOR EACH BRAND TOP GROWTH PRODUCTS
It’s hard to know where you should go, without reviewing where you’ve been. We thought it would be fun to review some of our top selling products for 2023 year-to-date, compared to the same time last year.
These products are fast growing, and by keeping them stocked on your shelves and in your warehouse, you might just see a difference in your sales.
Backyard Boost ® Defense – 8 oz
This was by far the top growth product, experiencing nearly a 151% growth, year over year. This liquid supplement for poultry designed to support digestion and a healthy immune response is also a high-margin product. It can be marketed during chick days and beyond as it provides nutrients needed in times of stress and promotes water intake and hydration. Several dealers actually use it to turn their water green during chick days and have signage that encourages customers to “Ask me about the Green Water.”
Gain Smart ® Wheat – 50 lb bag
This somewhat seasonal and regional product charted a 92% growth in sales. A freechoice vitamin and mineral supplement for stocker cattle designed to maximize efficient gain on wheat or small grain pasture. Gain Smart Wheat provides nutritional support for a healthy immune system. It contains Amaferm, organic copper, iodine and zinc for maximum bioavailability and hoof health.
Vitalize® Blazin – 32 oz
This liquid product for horses is designed to support normal recovery from heat stress and exertion. This quick response product grew in sales 66%. It promotes cellular hydration and water retention. In addition to Amaferm, it includes antioxidants to reduce damaging free radicals caused by exertion and heat.
Sure Champ® Joint Juice – 64 oz bottle
Posting a 68% sales growth, is this multi-specie liquid product for livestock designed to support joint health utilizing patented technology. Joint Juice supports sustainable soundness and mobility while it lubricates
joints. It contains MHB3®, a patented high molecular weight hyaluronic acid.
VitaFerm Conserve® CTC 3G – 50 lb bag
This VitaFerm product also charted a 67% growth. It’s a vitamin and mineral supplement for beef cattle with CTC designed to support herd health and performance while conserving cost. It features a complete, but economical vitamin and mineral package and contains CTC for control of anaplasmosis.
DuraFerm Goat Concept•Aid® – 50 lb bag
In the small ruminant line, this product grew by 39%. This free-choice vitamin and mineral supplement for goats is designed to support reproductive success. It supports embryo production and conception using organic trace minerals, while high levels of vitamin E assist in reproductive tract repair.
Vita Charge ® Clench Gel – 30 mL
This rapid-response product grew in sales by 22%. Clench is a gel for all livestock designed to support normal digestive function during occasional diarrhea/scours. It contains MOS to help normalize gut microflora and support the immune system and electrolytes to support rehydration. It also has Amaferm, to enhance digestibility. Like all Vita Charge and Sure Champ products, it can be used on show livestock without testing and doesn’t interfere with antibiotics.
As you can see with a range in growth across product lines from 22% to 151%, the BioZyme family of brands truly does offer something for every customer. We recommend stocking some of these high-margin, more popular products to make sure that your sales continue to grow into 2024 and beyond.
Marketing materials or signage are now available in the SAMM Center (Signage, Apparel, Marketing Materials) in the Online Dealer Center. These branded materials, in one location, make your marketing even easier than ever
BACKYARD BOOST® DEFENSE 151% GROWTH
VITAFERM
TOP GRO WTH PRO DUCTS
GAIN SMART® WHEAT
SURE CHAMP ® JOINT JUICE 68% GROWTH 92% GROWTH
VITALIZE® BLAZIN 66% GROWTH
VITA CHARGE® CLENCH GEL 39% GROWTH
LOOKS FORWARD TO 2024 LEADERSHIP TEAM REFLECTS ON 2023
“No man will make a great business who wants to do it all himself, or to get all the credit of doing it.” Those are the words of American industrialist and philanthropist Andrew Carnegie. Carnegie eloquently described, before his time, the Leadership Team, that is guiding BioZyme® Inc., in 2023 and beyond.
Although each company faces challenges, the BioZyme Leadership Team leads each individual team to pivot those challenges into opportunities on a regular basis. Let’s look back at 2023, and review some of the big wins, according to our leaders.
PRESIDENT & CEO LISA NORTON
Defining wins in 2023 is subjective and depends on individual experiences, goals and perspectives. However, from my seat on the bus, I would define 2023 wins by reflecting on the following.
Personal Achievements: If you accomplish significant personal goals, 2023 was a win. With the use of the Culture Index (work traits analytics) in almost every facet of our business, I think we have had a win here. People understand themselves better so they can work with others to accomplish personal achievements.
Relationships: If you build strong and meaningful relationships it makes for an incredible win. This for sure happened in 2023; we had more meetings and offers to be partners with our vendors, customers and potential customers than we have ever had in the history of the company. Just to name a few, our bagging supplier, our phosphorus supplier, Zinpro, Furst-McNess and Trait Bio.
Happiness: Thanks to all our team members (YOU), most days we experienced and supported each other’s happiness which made the atmosphere at BioZyme happy. For me, that is always a win. Sure, we all make mistakes occasionally, but in totality I think we did a great job in 2023 at being happy, despite a lot of stress from capital projects and slow sales.
Learning and Growth: If you learn, grow and develop new skills or knowledge during a year, it is a huge win. I saw lots of this going on in 2023. Some learning was intentional (all manufacturing team becoming PCQI) and much came from the experiences of each day. In any case, it is a win.
Overcoming Challenges: Successfully overcoming challenges, adversity or obstacles is always a win as it demonstrates resilience and personal growth. In my opinion, we have done a lot of this over the last two years. We have done it by sticking together, not giving up and looking forward instead of backward.
Ultimately, what makes a win in a company is a whole bunch of personal wins throughout each individual team member’s work. I think we had a lot of that in 2023, and for that I am very grateful!
Health and Well-Being: BioZyme continues to be in a strong financial position. That is always a win in a forprofit business.
Positive Change: Getting our corporate governance and board of directors in place was a huge win in 2023. We now have a dynamic, experienced board of directors who represent all the opportunities and challenges BioZyme faces – industry, science, use of funds and historical perspective.
DIRECTOR OF INTERNATIONAL BUSINESS DEVELOPMENT VOLKER ALTENBOKUM
This was a very busy, but successful year. Our focus was the launching effort for AO-Biotics® EQE. The product is now already actively sold in eight different countries, and we are continuously registering it in more countries. Validation studies were done with many egg producers in different countries, and our research is confirmed constantly.
Another focus was the signing of distribution agreements in interesting countries that have a good potential for our portfolio. We appointed new distribution partners for the GCC countries, Egypt and Slovenia. Continuous training of Product Managers and Salespeople of our distribution partners was a very important part of our work. This is the base for continued growth we are expecting for 2024 and beyond.
DIRECTOR OF ANIMAL HEALTH & COGENT KEN FORD
One of our biggest achievements from a marketing perspective has been positioning the BioZyme family of brands from a silo of individual brands to a family this year. This lets our customers know that we offer multiple products across species and that we can help more than just one kind of animal at a time.
We have also been building new teams and introducing new people to BioZyme, while overall getting better at knowledge transfer. We can never stop learning and growing, and this knowledge we learned in 2023 will help take us further in 2024.
The sales and marketing teams stepped up their retail merchandising and display activation. Thanks to you, the dealers, we now have more signage and presence each quarter, and this will continue into the next year.
In Animal Health, we continue to support our distributors and have eight additional salespeople working in the field servicing wholesale partners as they promote our products to the retail channel. In addition, Ali Brunner has transferred from ASM to Animal Health Sales Manager.
We have heard from our partners through the surveys and through that feedback the team is working to identify gaps in our product range so that we are able to introduce new products in 2024.
On the human health side, we were excited to focus complete attention on Baxyl® and HyaGlo® with the transition of all equine and companion animal products from Cogent to the Vitalize® line. We rebranded Baxyl and have built a new team while developing a new web-based platform for these products.
DIRECTOR OF QUALITY & REGULATORY JILL VANOVER
This year, the quality and regulatory teams worked diligently to show just how WOWING BioZyme can be as we strive to live and breathe quality and
compliance each day. Some of our 2023 wins are highlighted below.
BioZyme rocked our 2023 quality certification audits:
• Stockyards FAMI-QS - 99%
• Stockyards Safe Feed, Safe Food – 100%
• Easton FAMI-QS - 100%
• Cogent GMP - 100%
• Surprise EPA inspection at Stockyards - no findings
• Surprise FDA audit at Stockyards - no findings
• Surprise Eurofins FAMI-QS audit at Stockyards and Easton -no findings
We increased awareness of food safety and safe, accurate product through education:
• PCQI training for all of operations, quality, laboratory employees
• FAMI-QS training for regulatory personnel
We updated and implemented a more robust sampling and testing plan for finished products and raw materials:
• Updated Amaferm testing plan
• Implemented EQE testing plan
• Implemented Amaferm ECO testing plan
• Implemented a test-and-hold program for all international orders
• Created and implemented a sampling calendar for communication on testing needs and deadlines
We prioritized and expanded the scope of laboratory testing, monitoring, and documentation:
• In-house copper testing with one-day turnaround
• In-house non-protein nitrogen
• In-house acid insoluble ash
• In-house liquid fiber analysis
• Increased aseptic technique in Microbiology lab
• Implemented in-process environmental monitoring
• Implemented daily sterility checks for every AO batch
• Generated SOPs for Analytical and Microbiology labs
As we close out the year, we look back on all we’ve learned and the new relationships that have been solidified. I am especially thankful to be part of a work family where colleagues support and encourage each other and excellence is expected. I am most grateful that despite all the challenges we faced in 2023, our team has stayed the course and is fully dedicated to a bigger and brighter 2024!
DIRECTOR OF RESEARCH & INNOVATION IGNACIO IPHARRAGUERRE
In the dynamic landscape of 2023, BioZyme’s Research & Innovation battalion experienced a pivotal year defined by strategic initiatives and groundbreaking accomplishments. Noteworthy was the company’s significant investment in state-of-the-art fermentation and drying technologies, laying a robust foundation for advancements in biotechnology.
This dedication also manifested in the expansion of our research portfolio, exemplifying our commitment to staying at the forefront of scientific innovation. Our team successfully devised and implemented a strategic innovation system finely attuned to both business development objectives and the evolving needs of our diverse customer base.
A highlight of the year was the team’s instrumental role in fortifying the AO-Biotics® brand, achieved through the strategic launch of a specialized postbiotic tailored for laying hens. This targeted product not only bolstered our market presence but also showcased our dedication to addressing specific challenges within the poultry industry.
Moreover, BioZyme actively contributed to advancing scientific knowledge in the field of postbiotics, with research findings garnering recognition from esteemed peers, including the International Scientific Association for Probiotics and Prebiotics (ISAPP). These accolades underscore our commitment to scientific excellence and further solidify our standing as industry leaders.
Importantly, the team continued to deepen its understanding of the impact of Amaferm, BioZyme’s flagship additive, demonstrating an unwavering commitment to excellence in animal nutrition. Efforts to expand our additive portfolio reflect a forward-thinking approach, aimed at addressing major challenges in animal nutrition and health. This comprehensive approach to innovation, coupled with a steadfast dedication to scientific inquiry, positions BioZyme as a trailblazer in the field, ensuring sustained growth and impact in the years to come.
COMPANY NEWS
Redeem Action Rewards Points Now
You’ve worked hard to earn your Action Rewards Points. Redeem Action Rewards Points for caps, hoodies, jackets and other items to help promote your business and show appreciation toward your customers and employees. Points can be earned for in-store displays, mailings, completing the Master Dealer Program, working at a trade show booth, submitting a forage sample and so much more!
To learn more about the Action Rewards Program, log onto the Online Dealer Center: https://dealers. backofficeapps.com.
Remember, all award points for this year must be redeemed by January 31, 2024. You don’t want to lose out on all your hard work!
Take Action with Annabelle
In the last issue of VISION, we briefly introduced you to our new mascot, Annabelle. We want you to become familiar with Annabelle, who will help guide you to take action through 2024 and beyond!
Annabelle is all business, and she is here to offer advice about marketing and sales. Be on the lookout for Annabelle in future issues of VISION, in the Online Dealer Center and on the Dealer Facebook page. Anywhere you see Annabelle, you can be sure to see some great Action Advice to help you grow your business!
Shop the BioZyme® SAMM Center
Have you had a chance to explore the new BioZyme SAMM (Signage, Apparel, Marketing Materials) Center? Located in the Online Dealer Center, this one-stop shop now allows dealers to order all signage, swag and marketing materials in one transaction. You can see the quantities and sizes of apparel available. You can also print-on-demand if you need literature in a hurry.
Here are a few updates worth mentioning. All materials from the SAMM Center now will require a credit card at check out. Also, shipping is one flat rate of $15 for everything up to $100; after that shipping is free. All literature that is free of charge will also ship free. Check out the SAMM Center today!
BIOZYME ADDS TO ITS TEAM
Troy Goretska, Corydon, Iowa, is the Area Sales Manager for Iowa and Illinois. He brings a lifetime of livestock industry knowledge and a willingness to work with people to his position. Goretska has nearly a decade of experience in the animal nutrition industry. He and his family raise show goats and Angus cattle. He attended Black Hawk East. His wife, Bridget, owns a boutique. His four children, Chloe, Morgan, Tyson and Trey, have all been raised showing livestock competitively. Goretska enjoys raising them and watching them become successful young adults.
Jason Bow, El Reno, Oklahoma, is the new ASM for his native state. He has an extensive agricultural and sales background, having previously worked in ag sales for more than a decade. He also taught high school agriculture for eight years. He is an alumni of Oklahoma State University with a degree in Agriculture Education and Animal Science. He was a member of the OSU meats judging team. He and his wife, April, enjoy judging livestock shows together. They have four children who also show livestock, which he enjoys supporting.
Sam Silvers, Junction, Texas, is the new National Small Ruminant and Show Livestock Business Development Manager. In his role, he will use his expertise to help grow the market share for the sheep, goat and show livestock product lines in the BioZyme family of brands. Silvers is no stranger to the BioZyme team, as he previously worked as an Area Sales Manager in West Texas for three years.
Silvers has an extensive background in the livestock industry. He and his family successfully raise show lambs as well as commercial sheep and goats. He earned his master’s degree in Ag Science from Texas A&M, Kingsville. He received his bachelor’s from Texas Tech and also attended South Plains Community College, where he participated on the livestock judging team. Silvers has worked as a county extension agent, sold farm and ranch real estate and also sold livestock mortality insurance. He most recently worked as a territory sales manager for an animal nutrition company. He and his wife, Jurahee, have two children. In addition to spending time involved in the livestock industry and with his family, he enjoys hunting in his free time.
ROUTE 51 FEED AND SUPPLY DEALER SPOTLIGHT:
Build it, and they will come.
This line from the iconic baseball movie “Field of Dreams” describes Route 51 Feed and Supply near Ramsey, Illinois. Both Josh and Kim Miller work away from their livestock operation, like many in their rural area. While they were looking for projects for their teenage sons, Mitchell and Lucas, Route 51 Feed and Supply was started earlier this year.
“We realized a lot of people couldn’t make it to the feed store during traditional 8-5 business hours,” said Mitchell, 18, who is a senior in high school. The Miller family, who raise sheep, goats and chickens, said their local feed store is at least a 20-mile drive one way. Mitchell was looking for a business for his senior CEO program. His younger brother, Lucas, who is a sophomore, needed an SAE (supervised agricultural experience) for his FFA record books. The feed store seemed like the ideal way to fill a void for both them and their neighbors. One neighbor, Blake Bauer, was deciding to terminate his BioZyme® dealership and offered it to the Millers. Although they had never used the BioZyme family of brands previously, they took Bauer up on his offer,
and got their inventory this February. The brothers work the business together to serve their customers, and they have taken advantage of various marketing tools, like having their sign designed, to help themselves help their customers.
Lucas said that the Master Dealer program was very helpful for them to learn about the products. Lucas, Mitchell and Josh completed it together when
they first started their business. They are enrolled in Promoboxx and also take advantage of the quarterly mailers to contact their customers to promote the BioZyme brands and their business.
Route 51 Feed and Supply is customer friendly. They have regular hours, Monday through Thursday from 4:30 to 8 p.m. The on-farm store is also open Saturday mornings from 8 a.m. to noon, and by appointment, Mitchell said. These hours allow the brothers, who are both involved in various FFA contests, to practice for any upcoming contests. Josh said he and Kim also help the boys when needed.
In addition to running a business, Mitchell and Lucas are straight-A students and both at the top of their class. They are both FFA officers and sell VitaFerm® to their FFA adviser. Lucas is involved in the student council, and Mitchell was involved until this year, when he became active in the CEO program. Mitchell is a member of the National Honor Society and mows about a dozen lawns all summer long. This is all on top of taking care of their stock. Although young in years, they offer some great advice for newer dealers.
“Build a good customer base. You have to be able to communicate with your customers and have a good rapport with them. BioZyme has a good product, but you have to be able to explain how that product works and how it is going to help the customer,” Lucas advised.
“Just run with it. Be willing to learn and ask questions. We put all our effort into this,” Mitchell said.
Watch for more from the Miller brothers for years to come. Mitchell plans to study animal nutrition and ag business after graduation from high school next spring. Lucas has an interest in ag sales and ag marketing. They are getting great experience already, and they are proof that action equals growth! Thank you, Millers for being part of the BioZyme family.
Create
Take advantage of our fastest growing products from 2023! There’s a reason these items listed on pages 4-5 are such popular sellers. Be sure to have them on hand for your customers, too. Give back to your community during this any time of year, and see how that care will come back full circle. 1. 2. 3.
6010 Stockyard Expressway
St. Joseph, MO 64504
www.biozymeinc.com
Cattlemen’s Congress - Booth G40-41
Outside of Super Barn Arena, Oklahoma City, Oklahoma
National Western Stockshow Stop by our tent in the Yards, Spaces 83-85!
International Production & Processing Expo
Georgia World Congress Center in Atlanta
NCBA Convention - Booth 1629
We will be at booth 1629, and look forward to good conversation in the Sunshine State!