Buylines Fall 2012

EXPO PREVIEW ISSUE

2012 BWI EXPO |San Antonio, TX | September 17-19, 2012

Get Your Fall Garden Going!

Amend your established garden with...

To build a raised bed...

160 McGregor • Dripping Springs, TX 78620 • 512-858-9090 www.ladybugbrand.com

CONTENTS

BWI Companies, Inc. | Buylines | Fall 2012

EXPO PREVIEW

Highlights/Show Schedule......................... 7 New Vendors.............................................. 10 Continuing Education............................... 19 New Products............................................ 20 Show Specials........................................... 34 Pallet Alley................................................. 50 Participating Vendors................................ 68

ARTICLES

Why is BWI Companies, Inc. So Diversified?

by Jim Bunch, President/CEO................................... 3 How Many ‘Second Chances’ Will The Market Allow In Today’s Business World?

by Mark Fomby, VP Sales.......................................... 6

Why We Do The Things We Do

by Mike Mize, Executive VP......................................17

Muck Boots in Farm Stores/Garden Centers

by Will Welch, Key Account Manager......................30 It’s Almost That Time Of Year Again

by Randy Townsend, Marketing Manager.............33

We’re Here To Help...The Salesman Is Just One Tool In The Box

by Kolby Keeling, Turf Sales Coordinator.......... 47 Do You Need An Audit?

by Clay Wilkerson, BWI GTS Manager.....................48

BWI Launches YouTube Channel

by Ralph Waits, Corporate Training Coord.......... 63

Most Common Human Resources Issues For Small Business Owners

by Steve Collier, Director of Human Resources......66 Cover photos and page 1 photos courtesy of The San Antonio Convention & Visitors Bureau.

SEPTEMBER 2012 /

Initiatives: Let BWI Help Make It A Business Venture Not A Wild Adventure

by Craig Schulz, BWI Sales Manager......................70 WWW.BWICOMPANIES.COM

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WHY IS BWI COMPANIES, INC. SO DIVERSIFIED? | Jim Bunch

T

he short answer to, “Why is BWI Companies, Inc. so diversified?” in its customer base services as well as product portfolio is to be true to our mission statement, “BWI is built on providing our customers Top Notch service and quality products at competitive values by professional people on a Jim Bunch consistent basis. The end result is President/CEO to be a significant contributor to the horticulture, pest management, and lawn & garden industry resulting in a fair return on investment.”

BWI services six core customer market types: 1.

2.

3.

4.

5.

6.

Greenhouse and Ornamental Growers Farm and Hardware Stores Retail Garden Centers Professional Pest Control Operators Professional Turf Professional Landscape

Within the aforementioned market types, BWI distributes over 12,000 stock keeping units. To say the least it can often be very challenging for BWI team members as well as our valued customers.

When BWI was founded in 1958, vegetable seed was the primary focus and top line revenue driver of BWI. Who would have thought 54 years later we would be selling products such as:

Footwear & Apparel Ammunition Repellents Bird & Squirrel Products Pond Management Livestock Supplies Wildlife Products Lawn & Ornamental Pesticides Greenhouse Containers Turf Fertilizers Various Tools Herbicides Erosion Control

Drip Irrigation Injection Systems Filtration Systems Fans & Heaters Greenhouse Covering Greenhouse Cooling Systems Greenhouse Benches Flat Fillers Transplant Conveyers Soil Amendments Turf Seed Fungicides Adjuvants & Markers

BWI’s core competency is as simple as; “We are a distributor that leverages its volume, wide geography, customer base, and fixed assets to move product in the supply chain as efficiently and economically as possible.”

In today’s world, economy of scale is critical to be successful in the distribution world. A few examples of tools BWI has been able to take advantage of due to our diversification and size are: Owning and operating our own fleet of trucks that enables prompt on time deliveries by professional drivers.

We feel the most efficient way to provide service is with our company owned delivery fleet. Starting in July, BWI equipped its trucks with on-board recorders which will allow us to monitor our trucks every minute of every day. Also, this will allow us to increase driver productivity, safety, improved compliance with the Department of Transportation and, most important, enhanced customer service.

Warehouse automation which produces extreme accountability of stocking and picking of inventory while reducing redundant paperwork. With the implementation of WMS, our order picking accuracy has been greatly improved.

BWI employs its own company sales team which we feel is equipped with knowledge as a result of very intense training. They are able to partner with our customers and add value to the supply chain.

In today’s business environment, all processes flow through a company’s information technology department (computer department) and there is a revolution transforming the ways companies interact and service their customers. By its own admission, BWI has a lot to learn in order to help position our customers, vendors, and employees for this exciting change and hope to be able to once again leverage our diverse customer, geography and product mix in order to collaborate and service our customers In closing, I would like to say THANK YOU to all of BWI’s customers and vendors who have afforded us the opportunity to service and represent you for the past 54 years. We look forward to the next 50 years in our ever changing business world!

Hope to see you in San Antonio in September at the 2012 BWI EXPO!

This list of categories and products is by no means allinclusive of the diversification BWI has in its assortment of inventory.

Yes, some would say BWI’s far reaching diversification of customers served and broad breadth of inventory flies in the face of those who say find a unique niche and be the best at what you do the best.

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VISIT BOOTH 1319 AT BWI EXPO IN SAN ANTONIO, TX | SEPTEMBER 17-19

TERRO and Sweeney’s ®

Two powerful additions to Woodstream’s portfolio of top selling brands

Only Extinguish Plus ®

Gives `em Both Barrels.

Blow away fire ants before they take another bite out of your assets. ® Extinguish Plus gives you the double barrel approach to fire ant control with an adulticide to knock `em down and an Insect Growth Regulator (IGR) for long lasting results.

Unsuspecting workers take the bait back to the mound as food, eat it and die. They also spread it to the queen—effectively eliminating colony ® growth and relocation. Extinguish Plus is fire ant ammo approved for indoor and outdoor use where fire ants are a problem.

Visit us at Booth 200

Aim for superior results, reduced costs and dead fire ants. For more information, contact your local distributor, call 1-800-248-7763 or visit extinguishfireants.com/turf.

69 N. Locust Street, Lititz, PA 17543 Always read and follow label directions. Extinguish is a registered trademark of Wellmark International. ©2012 Wellmark International.

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®

DISCOVER KNOW WATCH LEARN DISCOVER

Experience the 2012 BWI EXPO in a whole new way...myBWI mobile app // iPhone

// Android

// mobile site: http://customers2.eventgenie.com/bwi

The app is designed to enhance your experience before, during and after the show by putting the following features and information at your fingertips: full event schedule, personalized agenda, exhibitor listings, floorplan maps, social networking, speaker listings, and lots more.

KNOW

Sign up for BWIe-News to receive news and specials in your inbox An electronic newsletter sent to BWI customers, BWIe-News includes

information on custom marketing tools for you such as e-Coupons, as well as BWI Companies, Inc. news and links to useful information and tools on the Web. To sign-up for e-News, visit the BWI website and log in to your account. The “Join our Email List� link is at the top.

WATCH / LEARN

Watch BWItv videos anywhere, at any time // website: youtube.com/bwicompanies Visit the BWI Companies, Inc. YouTube Channel, where you can find expert advice, ideas and insights. Explore the community of ideas powered by BWI, and be sure to subscribe for the latest how to videos, product information, and opportunities to get involved.

SEPTEMBER 2012 /

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HOW MANY ‘SECOND CHANCES’ WILL THE MARKET ALLOW IN TODAY’S BUSINESS WORLD | Mark Fomby

T

he available options for customers seeking goods and services are becoming a rapidly growing environment….. especially with endless information at most everyone’s fingertips. Therefore the chance of a largely uninformed customer base is not reality or a basis Mark Fomby for our business plan. Often times VP Sales we can get lulled into a somewhat false sense of security by relying on historical processes and their related customer outcomes.

However, as we are all realizing, we must expand our customer base, our products, our services and our marketing to stay competitive in the coming business cycles. Why? Because the days of ‘second chances’ with customers can quickly vanish because of the availability of options and alternatives.

It seems most everywhere you turn that you do not have to look hard or far for a story of poor customer service or a shopping experience gone bad. While this relationship between vendor and customer is as old as the wheel, the differences today are the options available for customers have increased dramatically. Take your own community for example….how many choices do you have for?

BBQ Establishments Home Centers Cleaners Dollar Stores Auto Dealers Pest Control Companies Farm Supply Stores Wholesale Sourcing

Yogurt Shops Auto Parts Stores Banks Nail Salons Landscape Companies Plant Outlets Golf Courses

With today’s choices, do you personally find yourself just not going back to where you had or continue to have bad experiences? I do. The reality is you might not find a much better situation somewhere else and even if you do, my experience is you rarely go back to the first place you had an unpleasant experience.

So the next time you experience: • A cleaners that knocks several buttons off your shirts and says ‘sorry’ when you are spending $30 a week with them (every week) • A clerk who is laying her head down on the counter at a restaurant because it’s early in the morning and takes your order that way • An employee in a lending institution that continually tells you what time they go to lunch when you want to finalize a simple transaction (that they advertise) • A car dealership that says sorry we don’t email but we/ you can fax your personal information over (for the office busybody to see) • An auto parts store that answers 4 phone calls while you stand there with a bad battery and a simple question • A car wash employee who says ‘not today boss’ when you inquire about wiping the inside down (again part of the deal on the chart) These all happened to me in the past two weeks and I have found alternatives on the repeatable transactions since then and will seek options when I need the remaining services again. At this point, I am not planning on returning to these places.

We all experience these types of things in our lives and how we react to them is different than it once was. The problem is none of the owners or principals in the scenarios listed above even knew it happened or they lost a customer.

So we all need to be cognitive of the kinds of service we offer our customer base and be prepared to be customer centric from top to bottom or we will look up one day and be a buggy whip. At BWI, we still make mistakes and from time to time disappoint a customer when we had the opportunity to excel but how we respond is the key. We are working hard to continually earn your business and we appreciate your support.

I hope to see you in San Antonio at our EXPO in a few weeks!

The point of this is that customers are harder to keep than in the past so we must evolve in our relationships and thought processes to compete with the alternatives. As I have said before, internally we struggle with making changes when it has always worked. Often times it is still working but on a smaller group of customers and the ones who fade away because of options are not as replaceable anymore.

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EXPO PREVIEW / HIGHLIGHTS & SCHEDULE OF EVENTS

EXPOHIGHLIGHTS

CHECK OUT WHAT WE HAVE IN STORE FOR THIS YEAR’S EXPO!

> Plan your next year with the right people all in one place > The best of our industry on display Insecticides, Herbicides, Fungicides, Fertilizers, Plant Care, Bird & Squirrel Products, Livestock Supplies, Pest Management, Wildlife Supplies, Pond Management, Planters & Accessories, Grower Supplies & Equipment, Lawn Ornamental & Furniture, Water Gardening & Equipment, Landscape & Professional Supplies, Potting Soil, Tools, Seed and more all represented! > Hot Buys 2 HOT BUY SESSIONS! Deep discounts you can’t miss. On Monday, September 17 we will offer 3 FULL HOURS of HOT BUYS starting at 5:00 p.m. On Wednesday, September 19 we will offer 1 HOUR of HOT BUYS starting at 8:00 a.m. The same product selection will be available at both Hot Buy sessions. > Pallet Alley We’ve done the work and added the savings for you! Pallets are stacked with great product and are ready to move out the door. Pallet Alley is not just a convenient way to purchase, it’s a smart way to save. > Bonus Bucks Rewards Program Earn cash back on every purchase at the 2012 BWI EXPO! The more you purchase, the more cash back you receive. The BWI Bonus Buck Rewards Program pays you for your purchases upon check out at the EXPO in the form of gift cards or credit on your account. Cash incentives on specific product purchases offered by manufacturers are paid out as part of this program.

SEPTEMBER 17, 2012 MONDAY

5:00 pm................EXPO Floor Opens 5:00 pm................Hot Buys (3 Hours) 8:00 pm................ EXPO Floor Closes

SEPTEMBER 18, 2012 TUESDAY 8:00 am................EXPO Floor Opens Noon.......................................Lunch 6:00 pm................ EXPO Floor Closes 7:00 pm......... Dinner & Entertainment

SEPTEMBER 19, 2012 WEDNESDAY

8:00 am................EXPO Floor Opens 8:00 am..................Hot Buys (1 hour) Noon.......................................Lunch 3:00 pm................ EXPO Floor Closes SEPTEMBER 2012 /

RECREATION

EXPO SCHEDULE

SCHEDULEOFEVENTS

SEPTEMBER 17, 2012 MONDAY

6:30 am.................. Golf Tournament 8:00 am...................... Sporting Clays

National Shooting Complex 9:00 am...........................Alamo Tour

Hourly 9:00 am to 12:00 pm 9:00 am................... Riverboat Cruise

Hourly 9:00 am to 12:00 pm You must pre-register for Monday’s events.

Educational classes with the opportunity to earn up to 5 CEU credits are also available on Monday, September 17. See page 17 for more information.

WWW.BWICOMPANIES.COM

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Driven by innovation Inspired by nature

Introducing Peters Excel pHLow ®

™

The all-in-one solution to feed your plants and better manage high alkalinity.

With Peters® Excel pHLow™ water soluble fertilizers you can easily and conveniently deliver complete, reliable plant nutrition—and now—better manage high alkalinity at the same time.

• A patented acidifying technology manages alkalinity of irrigation water • A safer alternative to conventional liquid acids • Enables a proactive approach to media pH management versus reactive corrective measures • Highly soluble; limits “scale” buildup in tanks, piping and drip emitters • Available in multiple formulations; find your ideal solution with the online Peters® A-B-C Selection System™ For more information on the advantages this all-in-one solution can bring to your operation, consult with your local Everris® Territory Manager.

Everris NA, Inc. 800-492-8255 Email: info@everris.us.com www.everris.us.com

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© 2012 An ICL Fertilizers Company, Worldwide Rights Reserved.

SEPTEMBER 2011 / WWW.BWICOMPANIES.COM

• 5.0 megapixel black infrared flash • No visible LED light • Night range up to 50-ft • Hybrid time-lapse plot camera • Records video with sound • Up to 1-year battery life • SD memory card slot - up to 32GB* • Operates on (4 or 8) AA batteries*

• Less than 6 feet in height • Plastic tapered hopper • 200 lb. capacity • Programmable 6x a day • Customize feed amounts • Built-in metal varmint guard and funnel

• 5.0 megapixel infrared • Night range up to 50-ft • Hybrid time-lapse plot camera • Picture delay – 15 sec, 30 sec, 1-60 min • SD memory card slot - up to 32GB* • Operates on 6 C-cell batteries*

• Easy one-person assembly • Includes metal feeder feet • Operates on one 6-volt battery*

*Not included.

golf

lAWN

Nursery

orNAmeNtAl

The hottest show on the weed control road just got even louder.

Get ready for the Rock the Weeds Tour featuring Dimension® 2EW specialty herbicide and, now, Gallery ® specialty herbicide. Both easy to use and easily tank-mixed, this dynamic duo delivers hard-hitting preemergence control of grasses and broadleaves like crabgrass, creeping woodsorrel and bittercress. And the nonstaining formulation of Dimension can rock all season long and be applied over the top of your field- and container-grown ornamentals. On this tour, there are no one-hit wonders. It’s brought to you by the company that delivers only consistent, proven solutions — Dow AgroSciences. www.DowProvesIt.com

® Dimension and Gallery are trademarks of Dow AgroSciences LLC. State restrictions on the sale and use of Dimension 2EW apply. Consult the label before purchase or use for full details. Always read and follow label directions. ©2012 Dow AgroSciences LLC T38-337-011 (07/12) BR 010-60819 DATOTURF9075

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EXPO PREVIEW / NEW VENDORS Booth #1200

Booth #702

Booth #1031

Booth #901

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EXPO PREVIEW / NEW VENDORS Booth #922

Booth #708

DUKE COMPANY

Booth #701

SEPTEMBER 2012 /

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Booth #1101

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EXPO PREVIEW / NEW VENDORS Booth #300

Booth #301

POWER HOUR For ONE HOUR each show day, dealers can get $1.00 OFF these awesome Preen products!

(Individual/Each Pricing) Garden Weed Preventer + Plant Food

Southern Garden Weed Preventer + Plant Food

Battery Powered Garden Weed Preventer & Southern Garden Weed Preventer

Preen Lawns

Stop by booth #1418 from 9:00 AM to 10:00 AM each day to

SAVE!

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GreenHouSe ConStruCtion reModelinG & repairS

irriGation SySteM deSiGn

autoMation & eQuipMent

Call 888-447-3403 and talk to our Staff of trained SpeCialiStS today for Help WitH your next projeCt.

S

Type Mont Type Month h peci

2 Month Tree &

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Shrub Protect &

Specials

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nsect protectio • 40 lb treats up to 4,000 sq ft n for trees Provides 12-m onth systemic • For lawns, flowers, shrubs, vegetables, and trees pr ot ncluding adelg ection against ids, aphids, lea • Contains damagin g insects iron and nine other minerals essential to lawn health fminers, beetles eds the roots and bore• rsFor pluasquick and long-lasting green o spraying, jus • For all soil types t mix and pour at plant base • Will not burn • Contains no phosphorus

Type store inf orma information yo tion here or any other u feel that is important.

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FREE sprinkle r can with purchase!

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Flex Corn, 37.1 lb

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Type Month

Purchase 2 bags and save $5.00!

Greenlawn 2-gallon Tank Spray

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Bite-size crunchy attractor clusters lus Crabgrasseasons •• The ultimage corn alternative bringing the next • Apply early & W ee e d Prebased in the Sprin venteattrac r, 20tionlb g or Fall; 2 to germination 3 weeks • to obta

Lawn Food P

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Type store information here or any other information you feel that is important.

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Type store information here or any other information you feel that is important.

$XX.XX

Buy 2 bags 1 bag of we and get ed prevente Redeemable only by email recipien FREE! t • Offerr valid xx/xx/xx XX/XX/X xx

Redeemable only by email recipien In order to qualify for free goods, purchas email recipient em In order to qu t • Offer valid xxXX • Offer valid /xx/XX /xx/XX alify for free xx -- xx • Outd In order to qu XX oor XX/xx /XX or /XX Redeemable /XXXX - XX/XX indo only /xx or byofemail /XX app recipient goods, purch xx • Offer licat alify for free go valid XX/XX/XXXX XX/XX/XXXX ion XX/XX/XXXX • XX/XX/XXXX cons • Lim Limit 2 coupons /XX ume per household it XX • Limit 2 per month r garden chemicals 2 coupons pe ase must be ods, pu•rchCan cou ase mu po on r bestused ns ho usehold per e invoice (no be on for r household pe one deck ntspeand allonyear inv etrea month t cumulative sealantsr month (not tme cumulative ). the color of your pond or lake • A dependable valueoicfor ).

• Pond colorant enhances the

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Crystal Blue, 1 gallon

-Coupons

user who only sprays occa sionally • Flexible 16” poly wand and 33” hose • Translucent tank to chec k fluid level • Thumb control for instant on/off • Wand storage clip

long to a beautiful royal blue acre, 4-6 ft deep • 1 gallon treats 1 surface rainfall, y 30-60 days depending on • Treatment necessary ever run-off, turbidity and out-flow ember • Apply February through Nov

Fogger Bonide Fog Rx Insect e Mosquito

When used in conjunction with Bonid Barn and eater®, Bug Beater® and /or Fly Beater™ nes table Insecticide Fogs, our FOG Rx™ machi Type store , informati cracks roduce dense fog that permeate foliage, information you feelon here or any other that is important. collapsing revices and other hiding places, quickly nsect populations, leaving a safe, pest free livestock -nvironment for people, pets, plants and without pesticide residue.

Redeemable only by email

Type store information here or any other information you feel that is important.

$XX.XX

recipient • Offer valid XX/X XX/XX X/XX /XXXX XX - XX/X

XX/XXX/XX /XXXX XX • Limit 2 coupons per hous

X $XX.X e $10.00 Receiv off 1 gallon of fogging solution!

ehold per month

XX $XX. 2 gallons

or any other Type store information here is important. information you feel that

In-store set-up available!

/XX XX XX/XXX/XX /XX -- XX/X X/XXXX recipient • Offer valid XX/XXX/XX Redeemable only by email

Buy and save $5.00 per jug!

ehold • Limit 2 coupons per hous

Have you noticed coupons by the box stores and wish you had the time and resources to offer something like this • Limit 2 coupons per household per month to your customer base? Well now you can with help from BWI. We have developed 40 plus ready to go editable pdf templates for your use. Simply download the e-coupon template from the BWI website, modify it and email it to your customer base. If you have not collected your customers email addresses, print out the coupon and use them around your store or include them with monthly invoices.

X XX/XX/XXXXX XXXXX -- XX/XX/ XX/XX/X valid XX/XX/ Redeemable only by email recipient • Offer

We are developing more templates that tie in with HOT BUYS to help our customers market and promote the items purchased at the 2012 BWI EXPO. Our hope is that we can provide a service that allows our customers to buy in at the lowest price of the season and give you the tools to help get it out the door!

The program is easy to use and best of all FREE. Instructions: View/edit the templates using Adobe Reader. Download the latest version from http://get.adobe.com/reader.

Log into your account at www.bwicompanies.com.

Click on the E-Coupons tab under Marketing Tools.

Scroll through the listing of 39 customizeable templates and click the link. A download page will open. Click the attachment link and save to your computer.

To edit simply highlight and type over the text you would like to change.

Editable areas include: • The month • The dark blue box (type store information here) • Price • The advertised special (no special is necessary; it can be deleted if you choose) • Offer valid XX/XX/XXXX - XX/XX/XXXX (simply type over the Xs) Save the pdf.

More information can be found on the BWI website at www.bwicompanies.com. If you have questions or need help troubleshooting the pdfs, please contact Patrick Wilder at patrickwilder@bwicompanies.com.

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per month

pecials SUse on driveways

era of corn

ng process

in deer al content to uctive deer

$XX.XX Buy 5 bags and get 1 bag FREE!

XX- xx/xx/xx - XX/XX/X xxX • Limit 2 coupons per household per month

must be on one invoice (not cumulative).

in natural settings & landscapes

along fencerows

anywhere weeds are a nuisance!

Roundup makes getting rid of weeds so much easier.

DEAD WEEDS – QUICK! Roundup QuikPRO herbicide is a fast-acting, nonselective professional herbicide for use in non-crop areas and industrial sites!

BE SURE AND VISIT US IN BOOTHS 1326/1328 AT THE BWI EXPO! SEPTEMBER 2012 / WWW.BWICOMPANIES.COM

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WHY WE DO THE THINGS WE DO | Mike Mize

H

ave you ever wondered why BWI needs certain information or what goes on behind the scenes at BWI?

BWI is always looking for ways to better serve our customers. If there is one principle that the sales reps, drivers, warehouse crew, office Mike Mize staff, and the corporate office know Executive VP and understand, it is that “nothing happens until a sale is made”. Our customers and their well-being are critical to the overall well-being of BWI. If we can do something to make our customer’s life easier and better, we will find a way to do it. Examples of this are: installing a computerized warehousing system to ensure that items are stocked and pulled correctly; offering invoices and statements by email and checks by fax for immediate credit; providing EDI and electronic funds transfer options to our vendors and customers; simplifying our invoices and statements; providing the ability to order through the internet; implementing laptop technology for our sales reps; ensuring on time / reliable delivery of orders; on-board recorders, etc.

Changes are made for various reasons. They may come from state mandates that require implementation for compliance. Audits may find areas of non-compliance, which lead to states collecting additional money from BWI. Many times these audits result in our customers being audited for the same transactions resulting in more costs for them. When these areas are discovered, BWI is quick to implement changes to protect us and our customer and to be complaint with state laws. Some examples of this are continual updates of our customer applications and revisions of our sales tax computer program to ensure that various state taxes are collected correctly.

This protects our customers from possible future audits coming as a result of audit non compliance from BWI.

Our accounting staff, computer department, and credit department work closely together to ensure that the company remains in compliance with all regulatory agencies. BWI prides itself in continually investing in our communication and computer systems (hardware and software) to insure that we remain current with the latest technology. This investment results in better service to our customers. The addition of On Board Recorders in our trucks, covered in another article, is one of our latest investments.

In addition to investing in equipment and technology, BWI has intensified its training of our warehouse supervisors and sales reps. We have two full time corporate trainers, one training of our warehouse leaders and another working with our new sales trainees and updating our established sales reps. All of this is done to improve effectiveness and methods of operating to serve our customers.

Our purchasing staff continually seeks to improve the efficiency of our inventory control process, as well as works with manufacturers in forecasting inventory needs. The focus on serving our customers includes working in conjunction with our marketing department in developing booking programs that help forecast product needs and ensure delivery of product when it is needed; ordering product in a timely manner from manufacturer; and coordinating with our warehouses for storage.

To maintain our position as a leader in our industry, you can be assured that there are a host of people working behind the scene to make things better and more efficient in serving and meeting our customers’ needs. It is BWI’s intent to continually add products that will benefit both BWI and our customers. For BWI to remain in business and to grow, it is imperative that our customers remain in business and grow. It is our hope that this year’s EXPO is just another example of our continued effort to do things better each year and to give our customers new creative ideas and better product selections.

See you in San Antonio!

IT’S NOT TOO LATE TO REGISTER FOR THE 2012 BWI EXPO > Visit www.bwicompanies.com > Click the EVENTS link > Click the EXPO Customer Registration link > Log in using your customer number as your login and password (all caps) > Click on BWI EXPO Registration in the events box SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

REGISTNERE O.bNwicLomIpanies.com

www

NOW

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The Taste Rats and House Mice Just Die For!™ ©2011 Farnam Companies, Inc.

11-1943

Farnam, the Farnam design, The Taste Rats and House Mice Just Die For! and Just One Bite are trademarks of Farnam Companies, Inc.

Driven by innovation Inspired by nature

More prills in the pot, more profit in your pocket.

Fusion Technology™ effectively binds prills to container growing media.

Everris NA, Inc. 800-492-8255 nfo@everris.us.com www.everris.us.com © 2012 An ICL Fertilizers Company, Worldwide Rights Reserved.

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View the video at TheNoSpillPrill.com

• When nursery stock gets blown or knocked over you lose fertilizer, you lose money, through additional material and reapplication costs, or lower plant quality.

• Osmocote® Pro with Fusion Technology™ is available in 5-6 and 8-9 month formulations.

• Consult with an Everris™ Territory Manager to calculate what you’re missing without the no-spill prill in your pots.

EXPO PREVIEW / CONTINUING EDUCATION

EDUCATIONAL OPPORTUNITIES EARN UP TO 5 CEU CREDITS NO COST - UP TO $150 VALUE BENEFITTING THE FOLLOWING MARKET TYPES:

GOLF, LCO, PCO & HORT

MONDAY, SEPTEMBER 17 • 9:00 am - 3:00 pm CEU Classes for Pesticide License Time

Topic

Structural/Commercial CEU

Agricultural CEU

9:00 am...... Argentine Ants................................. Pest......................................IPM 10:00 am.... Laws & Regulations......................... General.................................Laws & Regulations 11:00 am..... Safety & Exposure........................... General.................................Safety General 12:00 pm.... Lunch 1:00 pm...... Wood Destroying Beetles................ Lawn/Ornamental.................General 2:00 pm...... New Herbicides and PGR’s............. Weed....................................General (Application Techniques) 3:00 pm...... Handout of Certificates for Completion of CEU’s

SPEAKER

Register Online Now! http://goo.gl/k3JoM

Thomas Kezar

Thomas Kezar of Dripping Springs, TX is owner and operator of CTN Educational Services. He is currently a Commissioner on the Texas Animal Health Commission. Kezar received his agriculture education certificate from Texas A&M University at Kingsville, a bachelor’s degree from Texas State University, and a master’s degree in agriculture education from Texas A&M University at College Station.

Sign-up for one class or for all of them. You will register for classes individually.

Please bring picture ID’s and chemical license numbers.

More info: www.ctnedu.com

For more information, or if you have question, email Kolby Keeling at kolbykeeling@bwicompanies.com.

SEPTEMBER 2012 /

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19

EXPO PREVIEW / NEW PRODUCTS Garden Stakes

Green Birdbath

15-1/2” Syrian Urn

4 Gallon Bayou Fryer Booth #914

Booth #922

Amdro Roach Block, 30 oz

Mobile System Amdro Quick Kill, 10 lb Booth #1215

20

SEPTEMBER 2012 /

Booth #1413 WWW.BWICOMPANIES.COM

EXPO PREVIEW / NEW PRODUCTS Radiant Finch Feeder

Elixer Rat & Mouse Traps

Vintage Hummingbird Vintage Songbird Feeder

Booth #405

Booth #700

SE ASO N A F T E R SE ASO N

Post Driver - 3-1/2” • Handles on standard models are angled for best control and more ergonomic gripping position • 31” Model • All-steel construction for rugged use and long life • High-quality welded construction for superior strength

Flex-A-Spout® • • • • •

Diverts water away from foundation Bends around trees, shrubs and decks Attaches to 2” x 3” and 3” x 4” downspouts Expands from 22” to 55” Join together multiple downspouts for longer lengths Booth #1118

Booth #401 SEPTEMBER 2012 /

New Products continued on page 23.

WWW.BWICOMPANIES.COM

21

Force Pests To SURRENDER This Season.

SURRENDER G ®

• For use on lawns, ornamental & flower gardens,

and vegetables • Fast acting against fire ants, fleas, spiders, mole

crickets and ticks • 3.5 lbs. Treats up to 3,500 sq ft • Easy-to-Use bag with applicator nozzle For more information on SURRENDER G or other Martin’s® Brand products, visit us at www.martinsbrand.com

Fire Ants

22

Fleas Mole Crickets Spiders

SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

Ticks

EXPO PREVIEW / NEW PRODUCTS

Hercules, Omega & Atlas Edging

Hydroponic Herb Garden Kit

Booth #826

Booth #707

16” & 30” One Touch Rain Wands Weedblock Pre-Emergent, 5.6 lb

ColorStorm Impulse Sprinklers

Organic WeedBlock for Vegetable Gardens, 5 lb Booth #1004 Booth #1128 SEPTEMBER 2012 /

New Products continued on page 24.

WWW.BWICOMPANIES.COM

23

EXPO PREVIEW / NEW PRODUCTS

Blazin Gemz™ Collection

Bushdoctor Sledge Hammer, Microbe Brew & Kangaroots Root Drench, 1 qt Booth #1213

Booth #805

Belona Decor, 16” Gold and Green

Stack’Ms Booth #403 Booth #902

24

SEPTEMBER 2012 /

New Products continued on page 27.

WWW.BWICOMPANIES.COM

SEPTEMBER 2012 /

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25

CELEBRATION OF ACHIEVEMENT A gathering at the BWI Corporate Office on July 12th was a celebration honoring the long-time service of many of BWI’s dedicated employees.

30 YEARS Mr. Bunch presented a 30 year award to Robert Bunch

Jim Bunch presented a 30 year award to Mark Fomby

25 YEARS Mark Fomby presented a 25 year award to Paul Toler

20 YEARS Susan Buchanan presented a 20 year award to Vicki Walker

OUR SINCERE THANKS FOR YOUR YEARS OF DEDICATION AND SERVICE TO BWI.

15 YEARS Henry Munson presented a 15 year award to Greg Tyl

5 YEARS Henry Munson presented a 5 year award to Gary Moore Susan Buchanan & Jan Morrow presented a 5 year award to Lynn Hickerson

EXPO PREVIEW / NEW PRODUCTS 5331 E-Line Flat Filler

Assorted Clock Display

Features: • Low cost • Variable speed drive • Agitator above feed for even filling • Adjustable filling height • Adjustable support legs standard • Direct feed from 1-1/4 yard and above soil mixer

Booth #1401

Booth #1120

New Galvanized Items

Rubber Pan with Handles Tumbling Composter

Booth #705

Booth #1321

SEPTEMBER 2012 /

New Products continued on page 28.

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27

EXPO PREVIEW / NEW PRODUCTS Spiral Beverage Holders (Assorted Colors)

23-1/2” Patio Pod

30-1/2” Beverage Stand

8-1/2” Ella Wall Display

Booth #1000

Booth #800

104 & 52 gal Collapsible Rain Barrels

Pot Toes available in Black, Light Gray & Terra Cotta (not shown) Booth #1421

28

SEPTEMBER 2012 /

Booth #1002 WWW.BWICOMPANIES.COM

EXPO PREVIEW / NEW PRODUCTS

Fairlawn WaterSAVER Hoses - 25’, 50’, 75’, 100’ Economy Drop Spreader Booth #302

Booth #404

UNITED GENERAL SUPPLY CO. New Statuary Decor for 2013!

Booth #1329

Booth #311 SEPTEMBER 2012 /

New Products continued on page 57.

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MUCK BOOTS IN FARM STORES/GARDEN CENTERS | Will Welch

I

n today’s competitive r e t a i l environment, the times of feed stores and garden centers simply putting out a pallet Will Welch of product or Key Account Manager bench of flowers and watching customers flock to their doors is long gone. The purchasing power and marketing strategies of the big boxes has created a climate where the savvy independent must carve out a unique and profitable niche, without trying to beat them at their own game. Competing on price or trying to replicate the chain’s depth of selection is a sure fire recipe for disaster for today’s independent. Luckily, there are still some well known, national brands that reward retailers for their marketing and hard work, such as the Original Muck Boot Company brand of footwear.

Once the decision to carry the line has been made, the retailer’s real homework should begin…which styles should you carry? Even the newest, shiniest, fastest ‘sprocket’ on the shelf will go unpurchased unless the right consumer comes along. Take the time to make a critical assessment of your clientele. Who are they? What do they do? What are their passions? Hobbies?

Poll customers. Ask their opinions of the offerings from Muck. You will need to factor in economics as well. Just because you have a high percentage of hunters that frequent your store, is the most expensive hunting boot the right choice? Maybe, as is often the case in our region, that cold weather hunting boot is overkill, and a higher comfort range boot would fit better (less cold protection = less cost). At a minimum, retailers should try to find one applicable style each from the Work, Outdoor Sporting and Outdoor Casual categories (see catalog for

30

listing). But obviously, if your location is not frequented by shoppers of a certain category, don’t try to pull them in initially, unless you are prepared to advertise substantially. Especially early on, it is easier to grow the brand’s sales relying on your existing clientele.

So now you’re ready to order product or it’s already arrived. What now? Muck Boots are more of an impulse expense than it would seem, given their cost, especially to consumers new to the brand. Just walking past a well laid out display can trigger the thought, “Hmm, those might be nice for rainy days/to work in the yard”, so it is essential that a high traffic shelf/ end-cap is selected. Muck Boots will not be the ‘milk’ of your store, putting them at the back corner only gets them ignored. Now that you have a location, accent it. There are several sign options from Muck. Every store should have a banner, whether placed outside to lure traffic or inside to highlight location.

The window decal placed at the front door is always a good idea, as are logo rugs and floor stickers.

Once the customer is inside, in the right area, looking at Mucks, how to ensure that they walk out the front door with a box under their arm and a smile on their face? Muck Boots will sell themselves, to a limited extent, based on their reputation and following, but that only gets those customers familiar with the brand. Shelf-talkers extolling the features of the product, placed near the right product, displayed outside of its box sounds simple, but is often overlooked. Customers want to see before they even commit to trying one on and it might surprise you how many are hesitant to open a box to look, so make sure an example is sitting in plain sight.

Now they’re inside, now they’re looking, making sure you have adequate inventory is the next and probably easiest hurdle. Pre-season bookings are the best and most

SEPTEMBER 2012 /

economical way to bring in inventory at discounted pricing and extended payment terms. Hopefully there will be times that your projections have not kept up with demand. BWI’s 1-3 day turnaround on spot orders should alleviate any growing pains as your volume increases. Use the fall booking dates (January thru May) to book hunting and cold weathers styles and the Spring booking to restock and bring in Outdoor Casual styles.

Now the time has come to close the deal…who better to do this than an employee who owns a pair of Mucks, or better yet, is wearing them as they help the customer? An employee program whereby they can purchase Mucks at or close to wholesale pricing will more than pay for itself in the long run. It is easy to be intimidated by the breadth of the Muck line but selling these comes down to knowing a few simple facts that apply to each style: • All are 100% waterproof from toe to top • Breathable inner lining • Easy on and off • Easy clean-up • Unsurpassed comfort and ‘wearability’ • Durable and long lasting The sale has been made, the customer goes home happy. Supporting the brand after the sale is probably the best, easiest way to ensure that your Muck customers will remain Muck loyalists and more importantly, loyalists to you. Each pair is covered by a one year warranty from the date of purchase covering defects in materials and/or workmanship. This of course does not cover normal wear and tear.

The compression resistant foam lining is susceptible to tearing and easy fixes like marine sealant over a tear are the types of things consumers remember when it comes time to add to or finally retire that well worn pair of Muck Boots.

WWW.BWICOMPANIES.COM

Good luck and great selling!

turf

BWI COMPANIES, INC.

BWI is proud to offer you the largest selection of pest management, lawn and garden, grower, turf, landscape and agriculture supplies in your area.

Complete product information and literature is available from our sales representatives or office personnel who will be pleased to assist you in any way possible.

www.bwicompanies.com

NIES, INC. BWI COMPA m mpanies.co

www.bwico

2011-2012

BWI COMPANIE www.bwicom

panies.com

retail

2011-2012 R BWI COMPANIES, INC. etail Consumer Products www.bwicompanies.com

2

2011-201

r e w o r g Professional Turf and Landscape Supplies

2012-2013

Empowering Our Partners Service|Knowledge|Support Family Owned Since 1958

Professional Pest al Growesr Profession SuppMa lie nagement Solutions

AMDRO® QUICK KILL®

Lawn & Landscape Granules

AMDRO® ROACH BLOCK™

Home Perimeter Roach Bait

ABOVE GROUND OR BELOW GROUND, LAWN PESTS HAVE NOWHERE TO HIDE! Customize your attack with this mixable Quick Kill weapon. Choose your coverage and keep insects away for up to three months. With this in your stockpile, you can kill more than 200 lawn insects. Happy Hunting. Provides immediate control. Kills on contact and keeps killing for up to three months.

KILL ROACHES OUTSIDE, SO THEY CAN’T COME INSIDE! Spread this bait around the perimeter of your home and structures, such as porches, air conditioners, and woodpiles to create a wall of pain for cockroaches. Hello peace and quiet. So long roaches. One 30 oz. container of AMDRO® Roach Block™ Home Perimeter Roach Bait treats 1500 linear feet.

BE SURE TO STOP BY OUR BOOTHS AT THE BWI EXPO #1215, 1218, 1314, 1316 SEPTEMBER 2012 /

S, IN

WWW.BWICOMPANIES.COM

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• Easy to Install - No electrician or welding required.

• Solar Capable - Can be set up with solar panels to charge battery.

• Versatile - Works on chain link, ornamental, wood and vinyl gates.

• UL Approved - All Mighty Mule gate operators feature obstruction sensing that enhances operation safety.

For more information on Mighty Mule gate operators and accessories please visit

www.mightymule.com

WWW.BWICOMPANIES.COM Visit the BWI website at www.bwicompanies.com and discover exciting tools to assist you in your account management.

From this site you can search for products using the easy to use navigation or browse the online catalog for retail, turf and grower items. The information available includes product image, description, availability at your shipping location and your price.

For access to direct order entry, you may also use www.orders. bwicompanies.com. This takes you directly to a secure site dedicated to making your order entry efficient and easy.

The BWI website also has several features that allow you to review your invoices, special programs, marketing tools (e-contacts) and upcoming events. All of your account information is protected with this secure website and is only accessed with your personal sign on and password (your customer number in all capital letters). This website is one of our premier services developed with you, our customer, in mind to help you grow your business.

32

SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

IT’S ALMOST THAT TIME OF YEAR AGAIN! | Randy Townsend

I

Randy Townsend Marketing Manager

t is almost time for the 2012 BWI EXPO. That also means it’s the time of year to start (if you haven’t already) your business plan for 2013.

This practice is a necessity in today’s business environment to remain competitive and viable in the market.

We hope that we have done our due diligence in bringing you the value of our EXPO as an effective tool in your planning process.

The holiday product category is another event that requires planning in order to be successful and profitable.

This is a new endeavor for BWI but many of our retailers have enjoyed success with the holiday category for many years.

This one season can truly be a retailer’s most wonderful time of the year.

We know that for the mass merchant, chain store, and department stores this category is built around their sales cycle. It can really help determine their success at the end of each year. They offer a wide selection of products from gifts to decorations to artificial trees and they have become good merchants in selecting a proper mix and acquiring at costs to reach their perceived price points. But what do they know that is different than an independent retailer? Not all that much in my opinion, with the exception of having a larger budget to work within chosen categories and where to source product.

This is not all that different from being an independent in the lawn and garden industry where we usually make our year in a season as well. It is just not the same season as the mass merchants. The level of success in our season is determined by a few more factors than just what is mentioned above.

Weather, regulations, restrictions, and a host of others can play into what level of success we can have in our season.

Right now in some parts of our footprint water restrictions are so tight that no new plantings are allowed. That also applies to lawns and annuals as well. Think of all the related products and services that you offer that are affected by this phenomenon. Ours can be a challenging industry when you are overtly dependent on so many factors in our season to have a successful year. That is why taking the time to plan what kind of year you want to have is imperative.

When considering category additions or expansions in planning, we all struggle as they take us into the unknown.

We are familiar with what we have to sell and know that we have a customer base that comes in looking for those items.

However, we are uneasy offering products and product categories that require a change in the shopper’s pattern.

Consider the holiday category from above. How many SEPTEMBER 2012 /

Garden Centers and Farm Stores offer Poinsettias during the season? What about gift items we merchandise for that impulsive shopper that will pick up a present for someone while in the store? We are already dipping our toes in the holiday category. How much of a stretch would it be to expand your holiday offering to garner a few more register rings while you have a consumer in your store?

Did you know that among independent lawn and garden retailers over half the holiday decoration sales are in trees and predominantly in artificial trees. Lighting will account for around half of the other 50% with yard ornaments taking up the largest majority of the remainder. Some of these items are larger ticket items which bring good profit return. Yes, some of the items are larger than what we are accustomed to having on our floor, but what are you doing with that space in November and December that drives store traffic and turns a very profitable return?

So a review of the facts finds: • Planning greatly improves success • The holiday season is a very large retail opportunity • Most national retailers can make their year during this time • The lawn and garden industry is historically dependent on the spring season • The lawn and garden industry typically experiences some of its lightest foot traffic and profits during the holiday season • Holiday season can bring opportunity for additional sales • Holiday merchandise can increase the average ticket • Many of us are already dabbling in the holiday category • BWI can help you be successful with this category Reviewing the facts listed above; do you have more interest in this category? BWI will be showcasing our holiday offering front and center at the EXPO. From trees to lighting to yard blow ups to the traditional molded lawn figurines, we have an assortment sure to help you begin to develop this category.

Already doing something in the holiday category? Let us show you how we can help you consolidate for ease of ordering and improve service to your store in this category.

We stand ready to help whatever the case may be. Please ask your BWI representative about our holiday offering and make sure you stop by our display at the BWI EXPO.

Hope to see you all in San Antonio!

WWW.BWICOMPANIES.COM

33

EXPO PREVIEW / SHOW SPECIALS AMERICAN GARDENWORKS u20% off select displays. See booth for details.

AMTURF uCash Spiff up to $50 on select displays. See booth for details.

ANDERSONS uBuy 45 bags of select product and receive 5 bags FREE. See booth for details.

API/GARDEN SCENE uSave 15% on Dura Cotta Planters and 30% on window boxes.

AQUASCAPE uCash Spiffs of $5 to $20 on select items. See booth for details.

AQUATROLS u5% discount on all horticultural products. Also earn additional 5% Bonus Bucks on select products. See booth for details.

ATLAS GREENHOUSE uFREE Netafim irrigation system with the purchase of qualified greenhouse package.

BACK TO NATURE uOne FREE pallet for every full truckload order. See booth for details.

34

BARENBRUG USA uUp to $15 Cash Spiff on select items. See booth for details.

BASF u10% Discount on Pendulum 2G, 40 lb (AM2480050), Ultra Pure Oil (WH092307, 2/2.5 gal & WH092308, 30 gal drum), Pillar G, 30 lb (AM59012594), Stature SC, 6/25 oz (AM59011288), Pendulum Aqua-Cap, 2/2.5 gal (AM59049276), Amdro Pro, 25 lb (AMCYAM25) and all full case orders of the Total Release Aerosol products.

BASF PEST CONTROL uReceive a 10% Discount on the following BASF Pest Control items: 221L Residual Insectide, 17.5 oz (AM59011783); Alpine Ant & Termite Foam, 20 oz (AM59011849); Alpine Pressurized Insecticide, 20 oz (AM59011841); Cy-Kick C&C Pressurized Residual, 17.5 oz (AM59011782).

BECKER UNDERWOOD uReceive a 5% discount on Transition HC, 4/1 gal (ZZBCTRANSITION) and Admiral, 4/1 gal (BCADMIRAL1).

BIOSAFE uSave 12% on Zerotol (CHZEROTOL, 2.5 gal & CHEZEROTOL30, 30 gal), Sanidate, 275 gal (ZZCH2006275) and Axxe, 2.5 gal (CH760025).

BOND MFG. uCash Spiffs up to $300 on select displays. See booth for details. uSave up to 40% on select items. See booth for details.

BONIDE u$10 to $50 Cash Spiffs on select displays and assortments. u$200 Cash Spiffs with the purchase of Bonified programs. uSave up to 34% on select items. See booth for details.

BAYER ADVANCED uReceive $30.00 to $80.00 Cash Spiffs on select displays.

See booth for details.

BAYER CROP SCIENCE u5% Discount on select products. Receive one ticket for every $1,000.00 in purchases for a chance to win a Remington Versa Max 12 gauge shotgun. A $1,500.00 value. See booth for details.

SEPTEMBER 2012 /

BIOWORKS uReceive FREE prizes with qualifying purchase at $5.00 levels including T-shirt, loupe, 1 lb Rootshield WP Plus, Kindle Fire or I-Pad. Rules: Prizes are not cumulative between dollar levels 2 thru 5, only 1 prize awarded for highest dollar level achieved, purchase made during Hot Buy periods will not be included in show special qualifying dollar amounts.

WWW.BWICOMPANIES.COM

EXPO PREVIEW / SHOW SPECIALS

uBuy-One-Get-One on select displays. u25% off select Amdro and Image products. See booth for details.

CENTRAL LIFE SCIENCES u10% Cash Back on all purchases.

CHAPIN MFG. uSave up to 12% on select items. See booth for details.

CLASSIC BRANDS uCash Spiffs up to $250. See booth for details.

CLEARY u15% Discount on full cases of Spectro 90WDG, 4/5 lb (CLSPECTRO), and Alude, 2/2.5 gal) CLALUDE.

u3 FREE bundles for every 30 bundles purchased of 1/8” x 10’ Steel Edging (PS1012). Net 60 day terms.

CONTROL SOLUTIONS uCash Spiffs up to $25.00. uCash Spiffs up to $250.00 on pallet purchases (32 cases) on new Surrender G insect granules. See booth for details.

CORONA uSave up to 15% on select items. See booth for details.

D&D COMMODITIES u$50.00 Cash Spiff on Arbor Display. u$50.00 Cash Spiff on Cardinal Assorted Starter Pallet. u$25.00 Cash Spiff on Apple Crate Display.

COM PANY DEWIT T BY

d ew i t t co m p a ny.co m

DISTRIBUTED

1- 8 0 0 - 8 8 8 -9669

PRODUCT

Decompose Gradually

Conserve Water

PRODUCT FEATURES ■ Allows air and water through ■ Made from natural paper fiber ■ Gradually decomposes ■ Lasts a full growing season ■ No clean up, tillable into soil ■ Excellent for vegetable gardens ■ Use in flower gardens, too All Natural Formula

ORGANIC CHOICE

5-5-5 Fertilizer Enriched —Time Release

FERTILIZER ENRICHED

Stop Weeds

Down to Earth Protection. Down to Earth Results. >>> 800.888.9669 • dewittcompany.com

u$100 Cash Spiff on 1 lb Amdro (Pk/48).

FABRICS FOR EVERY REASON. PRODUCTS FOR EVERY SEASON.

CENTRAL GARDEN & PET

u2 FREE bundles for every 20 bundles purchased of 1/16” x 10’ Steel Edging, Green (PS10145) & 1/16” x 10’ Steel Edging, Brown (PS10145B).

New Innovative Products

u5% Discount on select products. See booth for details.

COLLIER METAL

NEW

CARL POOL

uFreight Prepaid on $500 for all EXPO orders.

Biodegradable Paper Mulch Designed for Annual Gardens and Plantings

uUp to $50 Cash Spiff on select displays. See booth for details.

COLEMAN CABLE

One Company. One Call. Over 600 Products!

BOSS GLOVES

u$10.00 Cash Spiff each on u8% Discount on full pallets of Finch Sock Display and Block 30 lb 3336 DG Lite (CL3336DGL). Display.

Continued on page 36.

NEW

u10% Discount on Torque (CLTORQUE, 5/1 gal, CLTORQUE1, 4/1 qt).

SEPTEMBER 2012 /

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35

EXPO PREVIEW / SHOW SPECIALS Photo: The Grand Golf Club, San Diego, CA (David Yanez, Superintendent)

DALEN

READY PLAY

uSave on select items from Dalen. uReceive a FREE Display Rack (ZZDNGC-M) with the purchase of 6 cases (mix & match) of Netting, Owls or Harvest Guard product.

TransiTion HC High Concentrate Dark Turf Colorant For superintendents challenged by seasonal variations in turfgrass growth and color throughout the year, Transition HC dark turf colorant provides an economical complement or alternative to fall and spring cultural programs.

Achieve a ready-to-play look on your golf course in as little as one day’s time with consistent color that lasts up to 30 days.

u10% Discount on chemical application equipment.

EARTHBOX uSave up to 15% on select pallet items. See booth for details.

DANIELS PLANT FOOD uSave 5% on all products (Discount does not apply to freight on non-stock drop ship orders).

DANNER MFG. u3% Cash Spiff on all items. uSave up to 8% on select items.

www.beckerunderwood.com 800-232-5907

DOW AGROSCIENCES

just

ONE TOUCH

™

for precise watering control

Thumb Controlled Shut-Off

delivers precise watering control

Rubber Overmold protects natural wear-point

Lightweight Extension Handle

DRAMM

extends reach beautifully with durable aluminum

Original 400PL Water Breaker® Nozzle

waters quickly & thoroughly

One Touch™ Rain Wand™

Stop by the Dramm Booth to

uPurchase 10 bags of Snapshot, 50 lb (EL20120) and receive 1 bag of same FREE. uPurchase 10 bags of Showcase, 50 lb (EL257904) and receive 1 bag of same FREE. u10% Discount on Dimension 2EW, 2/2.5 gal (EL278317) and Gallery 75DF, 4/1 lb (EL20116). u15% Discount on combination purchases of both Dimension 2EW, 2/2.5 gal (EL278317) and Gallery 75DF, 4/1 lb (EL20116) with minimum purchase of 5 gallons of Dimension & 24 lb Gallery.

See Our NEW Products!

EARTHWAY uSavings on the Earthway Precision Garden Seed (ERPGS).

ENVINCIO uUp to 16% Discount on select products. See booth for details.

ESPOMA u$60 Cash Spiff on 12 case assortment. u$20 Cash Spiff on 5 case assortment of EarthTone products. u$20.00 to $200.00 Cash Spiffs on Espoma soils. See booth for details.

EVERRIS u15% Discount on the entire list of Everris Plant Protection Products. u10% Discount on all Fusion products. uSave up to 6% on all the entire Osmocote line of products.

Professional Quality for Life www.dramm.com

36

SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

EXPO PREVIEW / SHOW SPECIALS FESTIVAL WINDCHIMES u$20 Cash Spiff on orders of $1,500 or greater. uEarn an additional $20 Cash Spiff with the purchase of Corinthian Bells or Shenandoah Melodies Triple Display Package or Mountain View Display Package.

FLORIKAN uSave up to 5% on Gro-Smart products. uSave up to 4% on select Top Dress products. uSave up to 7% on Nutricote Advantage products.

GLAMOS WIRE uSave 10% on combo pallets.

GOWAN uEarn extra 2% Bonus Bucks (4% total) on full case purchases of Scythe, 2/2.5 gal (EL128101).

GREEN-TEK uReceive a 10% discount on product purchases.

GROSFILLEX u$25.00 Cash Spiff on pallet purchases.

HEADWIND uSave up to 9% on Florikote Advantage products. See booth uSave up to an additional for details.

15% off on specific items. See booth for details.

FLOWERHOUSE

uSave 40% on two top selling items. See booth for details.

FMC u10% Discount on Solitare, 6/1 lb (CHSOLITARE) and Dismiss (CHDISMISS1, 12/6 oz , CHDISMISS2, 4/64 oz).

FOX FARM

HEATH MFG. uSave up to 10% on select items. See booth for details.

HOPE AGRI uReceive 1 FREE pallet of Pine Bark Mulch with every truckload order delivered between November 1, 2012 through January 31, 2013.

uSave 10% on liquids and solubles.

HOWARD JOHNSONS

uSave 4% on soils and dry fertilizer.

u5% Discounts on the entire Howard Johnson product line.

Creating More Wild Delight Fans For Retailers Everywhere, It’s A Birdinga !

Bonanz ®

™

The makers of Wild Delight® have developed a video game app that all types of pet lovers (of all ages) will enjoy.

Whether consumers want to learn more about wild birds or are looking for some relaxing entertainment, Birding Bonanza™ is filled with fun. Birding Bonanza™ is free for the Apple iPad, iPhone and iPod Touch via the Apple App Store. Scan the QR code to visit birdingbonanza.com to learn more.

Continued on page 38.

GARDEN TECH uCash Spiffs up to $50.00 on select displays and pallets. See booth for details.

www.wilddelight.com SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

37

EXPO PREVIEW / SHOW SPECIALS HYDRO/DOSMATIC/ CHEMILIZER

A NEW LEVEL OF

WEED & GRASS CONTROL

uSpecial price of $369.00 on Chemilizer Mobile System.

IRONITE u$150.00 Cash Spiff on 40 lb Ironite pallet. u$2.00 Cash Spiff on 20 lb Ironite.

JACK LINKS

uSave 8% on open stock cases.

UP TO 6 MONTHS OF WEED AND GRASS CONTROL One application kills all types of weeds and grasses plus prevents new weeds and grasses from emerging for up to 6 months. For use on driveways, sidewalks, patios, along fences and foundations and around walkways and mulch areas.

ALWAYS READ AND FOLLOW LABEL DIRECTIONS. ©2012 Bayer CropScience LP. Bayer Advanced is a business group of Bayer CropScience LP. 2 TW Alexander Drive, Research Triangle Park, NC 27709. Bayer (reg’d), the Bayer Cross (reg’d), Bayer Advanced,™ and DuraZone™ are trademarks of Bayer.

6_R1.indd Art Director

Protect Your Yards & Gardens Saved at

Copywriter

with

Acct. Manager

Studio Artist

2-27-2012 9:55 AM Proofreader

Printed At None

Traffic

Production

u$750.00 Freight Allowance on equipment purchases.

LFS/ATLAS GLOVES u10% off select displays. See booth for details.

Client Media Type Live Trim Bleed Job Title Pubs Advanced Ad Code

Bayer Advanced Magazine None 4.8125” x 4.8125” None BWI Insertion Spring Buylines Ad for Bayer

LIQUID FENCE

uUp to $125 Cash Spiffs on select items. See booth for details.

None

Ad

uSave an extra 10% on new OMRI listed Garden Insect Killer, Moisture-In and Weed and Grass Killer.

Harvest-Guard® • Provides fall and winter protection against wind, frost, snow and ice damage • 40" x 50' roll size • GF-4050

LUSTER LEAF Deer-X® • Protects shrubs, trees, and vegetable gardens from destructive deer • 3/4" polypropylene mesh • DX-7 Dalen Products, Inc. 700 Dalen Lane, Knoxville, TN 37932 800.747.3256 / Order Fax: 865.671.0720 DalenProducts.com

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SEPTEMBER 2012 /

u$5.00 to $25.00 Cash Spiffs on select items. See booth for details.

MARCHIORO USA uSave 10% on select displays.

See booth for details.

WWW.BWICOMPANIES.COM

EXPO PREVIEW / SHOW SPECIALS MILLER MFG. uSave up to 5% on select items. See booth for details.

MILORGANITE uSave up to 10% on Milorganite, 36 lb (HE620436).

MODINE MFG. u10% discount on PDP models.

MONSANTO uReceive $20 Cash Spiff on each case of RoundUp ProMax purchased.

MONTEREY

uUp to $0.50 off each bag of select products. See booth for details.

MYERS GROWER u3% Discount off standard price list. uSave up to 30% on select items. See booth for details.

NEOGEN u5% Cash Spiff on all items.

See booth for details. uWith every $500 Neogen order, receive 2 special edition buckets of Ramik Nuggets (60/4 oz) FREE (a $135.00 retail value).

u5% Show Discount.

NUFARM R&P uDiscounts on a select list of products. See booth for details. uPurchase 12 cases of Weedestroy, 2/2.5 gal (RP98373RR) and receive 1 case of same FREE. Limit 12 cases of free goods per customer.

NUFARM T&O u20% Discount on Riteway, 4/1 gal (NUF10309041) and Chlormequat, 4/1 gal (NUF1401ET41). u15% Discount on all pack sizes of Mallet 2F T&O and Abamectin SPC. u5% Discount on select products. See booth for details.

Continued on page 40.

u12% Discount on select item end caps.

MOULTRIE uSave 15% on the purchase of select items. See booth for details.

MUCK BOOT uPurchase a minimum of two styles from the new Spring 2013 line (at least 24 pair total) with your tier 2 or 3 booking and receive an additional 2% off the entire order. See booth for details.

MULCH MFG. u$100.00 off a full truckload drop ship order. u$50.00 off a half truckload drop ship order.

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39

EXPO PREVIEW / SHOW SPECIALS OHP u5% Discount on all products excluding those offered in Hot Buy (Marathon, B-Nine, Kontos, Biathlon and Azatin).

PACE 49 u6% Discount on all sizes of Kleen Grow, Uptake and Strip-It.

PANACEA uSave 10% on select displays.

PBI GORDON u3% Discount on Atrimmec (GD6621076, 4/1 gal, GD6621086, 12/1 qt), Embark T&O, 4/1 gal (GD6851076), and T-Zone (GD8251076R, 4/1 gal, GD8251126R, 2/2.5 gal).

40

PRECISION PRODUCTS uSave 15% on select items.

Savings on Garden Seeder.

Principle Plastics u$50 Cash Spiffs on select assortments.

QUIETAIRE u10% product discount.

RESCUE/STERLING uReceive $5.00 to $65.00 Cash Spiffs on select displays. See booth for details.

ROCKWELL LABS u7.5% Discount on select products. See booth for details.

SEPTEMBER 2012 /

SANCO uCash Spiffs up to $50 on select displays. u$5.00 to $20.00 Cash Spiffs on select case goods. See booth for details.

SCOTTS u$100.00 Cash Spiff on each pallet (64 bags) of Green Max, 5M, Southern or Northern version (SI44605 or SI49100) purchased. uBuy one, get one FREE on Miracle-Gro Shake’N Feed Jugs and Ortho Bug-B-Gone Rose & Flower Insect Killer plus Miracle-Gro Plant Food. u50% rebate on select Whitney Farm assortments,

WWW.BWICOMPANIES.COM

EXPO PREVIEW / SHOW SPECIALS Classic Seed Select assortment, uPurchase 6-1 qt containers and new Ortho Repellent of Akari (EL5950) and receive 1 assortment.

FREE. uSpecials good for warehouse uPurchase 5-8 oz containers orders only. See booth for of Edgeless (ELEDEC3158) and details. receive 1 FREE. uSpecial pricing that equates uPurchase 8-4 lb containers to buy 3 pallets and get 1 FREE of Talus 70DF (EL5753) and on Osmocote and Whitney receive 1 FREE. Farms soils. See booth for details.

SHAKE AWAY

SENNINGER uReceive a 10% Discount off retail Senninger manufactured items.

SEPRO

uPurchase 6-2.5 gal containers of Legacy, (ELLGEC3124) and receive 1 FREE.

u$5.00 Cash Spiff per case on all items.

ST. GABRIEL ORGANICS uReceive up to $40.00 in Cash Spiffs on displays. See booth for details.

SUMMIT uUp to $40.00 in Cash Spiffs on select displays. See booth for details.

SUNGRO RETAIL uUp to 50% off Black Gold products. See booth for details.

SWAN uUp to 20% on select items.

See booth for details.

TECHNISOIL u$5.00 Cash Spiff per case.

T.O. PLASTICS u7% Discount on select products. See booth for details.

Continued on page 43.

Protects Plants from Drying Out It’s like wrapping your plants in a clear, strong, protective membrane – perfect for trees, shrubs and evergreens.

EcoLogic™ Moisture-In™ protects your plants from moisture loss due to summer heat and drought, winter’s harsh winds and frozen ground and the shock that occurs after transplant. Moisture-In can even help extend the life of cut Christmas trees and greens!

Another Planet Approved Product from...

Rhododendron treated with Moisture-In prior to winter desiccation...

Rhododendron untreated...

The results are clear!

“

Moisture-In has been proven most effective in reducing water loss and improving transplant survival when tested against 18 other anti-transpirants.

”

“Antidesiccant Compounds Improve the Survival of Bareroot Deciduous Nursery Trees,” Journal of the American Society for Horticultural Science.

(800) 923-3623 • liquidfence.com

Ask about our new granulars, including 2012 Green Thumb Award Winner: Yard Net Lawn & Yard Insect Repellent!

LF BWI Buylines Fall 2012 Ad.indd 1

SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

41

7/18/2012 1:19:36 PM

Regardless of style, a beautiful work of art requires perfectly blended growing media.

A horticultural masterpiece is a product of its environment, that’s why Fafard Technical Services meets with you at your growing operation to help determine your media needs based on multiple factors. We can even create custom blends. Together, we’ll figure out ways to manage input costs, increase yield potential, and help grow your business.

We’re not just a growing media company; we’re your partner in creating art.

FA F A R D . C O M • 8 0 0 - 7 3 2 - 8 6 6 7 • A S Y NG E N TA G R OU P C O M PA N Y

42 10-FRD-044 Pro Paint tube GMPro.indd 1

SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM 4/9/10 10:37 AM

EXPO PREVIEW / SHOW SPECIALS TRUNK MAT uBuy 3 plus rolls, get FREE stand.

WELLMARK EXTINGUISH uSave 10% on Extinguish, 1 lb (ZO24550) and 25 lb (ZO24560).

uSave 12% on Mavrik, quart, uBuy 12 Personalized mats, get (SA10510895) and Enstar quart (SAENSTAR1) and gallon 1 FREE. (SAENSTAR2). uBuy 25 Personalized mats, get 2 FREE.

WELLMARK STARBAR uSave 10% on all sizes of Extinguish Plus.

uBuy 6 plus rolls, get FREE roll.

u$300.00 off Custom Plates.

Ship by 1/15/13, get 4/1/13 terms.

TUFF STUFF

WESTERN PULP uSave up to 5% on select products. See booth for details.

WELLMARK GROWER

u12% Discount on Mavrik, quart, (SA10510895) and Enstar AQ, quart and gallon (SAENSTAR1 & SAENSTAR2).

WOODSTREAM u10% Cash Spiff on all Woodstream products.

Spiff will be paid in $250.00 increments.

uSpecial pricing on select items of stock tanks, round tubs, and utility buckets. See booth for details.

VPG uCash Spiffs of $3.00 to $10.00 on select case goods. uBuy 3, Get 1 FREE on the following: Hi-Yield Turf Ranger, 10 lb (FH32320), Natural Guard Lawn Shield Insect Granules, 10 lb (FJ40730), and Fertilome Mole-Go Granules, 10 lb (FE11317).

WARE MFG. uReceive up to $30.00 Cash Spiff with the purchase of assorted products. See booth for details. uSave up to 15% on entire line. See booth for details. uSave 20% on select dog houses. See booth for details.

SEPTEMBER 2012 /

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A

2013 BUILD TRUCK PROGRAM

Back by popular demand, the BWI Build-A-Truck program will again be offered at EXPO. This program allows you to shop among 100 different products that are heavy or bulky and let you pick either 12 or 24 pallets, mix and match, for delivery prior to the busy season . This purchase not only benefits you in terms of pricing and dating, but also benefits you in terms of more timely deliveries each week in the spring.

Most people in a region stock up at the same time of year, resulting in delays receiving your weekly bill of goods. With this program, you take it early, buy only what you normally sell, have it when the season breaks and pay for it later. Everybody wins!

Each pallet comes with a pallet sock so merchandise can be stored outside if need be.

Ordering is easy and each load comes with extra Bonus Bucks.

Visit us at Booth #406 for more information on this exciting program and find out what we can do for you!

SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

45

NEARLY NAKED GARDEN GLOVES

! r e e h S y l g n i k c o Sh

Take a good look.

You may never see it again.

{fig. w-42}

Poa annua Specticle ® provides effective, long-lasting pre-emergent weed control.

Specticle from Bayer gives you superior control of Poa annua, crabgrass and goosegrass as well as 75 other grasses and broadleaf weeds. And now it’s available in a new FLO formulation and even more application options. Get ready to achieve more with Specticle.

For more information, please contact your local BWI sales representative, or visit www.BackedbyBayer.com/Specticle.

Bayer CropScience LP, Environmental Science Division, 2 TW Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.BackedbyBayer.com.

Bayer, the Bayer Cross, and Specticle are registered trademarks of Bayer. Not all products are registered in all states. Always read and follow label directions carefully. ©2012 Bayer CropScience LP.

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WE’RE HERE TO HELP...THE SALESMAN IS JUST ONE TOOL IN THE BOX | Kolby Keeling BWI has always prided themselves with offering the most complete product lines, backed by a knowledgeable sales staff and dependable delivery system. While these are just a couple of traditional services we offer, BWI also has several other services or what I like to call “Tools” in the toolbox to offer our customers. Below are some overviews of the other “Tools” we offer: Kolby Keeling Regional Turf Sales Coordinator

Soil, Water and Tissue Testing Having a baseline to compare throughout the year or from year to year will help establish a successful agronomic program

Disease Diagnostics Results provided by Universities and/or Independent labs

Chicken Everything you need for the back yard flock!

Check out our special in the Pallet Alley on our Ware Chick-N-Café and all the Chicken accessories!

Nematode Testing Results provided by Universities and/or Independent labs Guidance with the installation of a fertigation/wetting agent injection system Limited to certain areas of our territory and done in conjunction with select vendors USGA Spec Testing of Greens Profile Mix Independent Laboratory that will help determine the right percentage of sand, peat and Profile (porous ceramic material) Earth Stabilization Testing Independent lab that helps determine the correct erosion material to use based on your soil type and degree of slope on your project CEU Classes State and National Associations We believe the above “Tools” help reaffirm our commitment to making you more successful in your business. Please do not hesitate to contact your BWI sales representative to provide more detail and explanation on any of the above “Tools”.

Thank you for your business and I look forward to seeing everyone in San Antonio at the EXPO!

To learn more about our products visit us at www.waremfginc.com or call us at 602-257-8803

SEPTEMBER 2012 /

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47

DO YOU NEED AN AUDIT? | Clay Wilkerson

J

ust hearing the word “audit” makes most people cringe. For many it conjures up images of some hard-nosed government official picking through their files looking for mistakes; looking for ways to penalize them. However, not all audits are a bad thing. The basic idea behind the word “audit” is to evaluate Clay Wilkerson someone or something and provide Grower Technical Sales Manager an assessment. With that definition in mind you can begin to see how an audit could be a very good thing. For example, an audit of your production operations, processes and procedures could provide a basis for evaluating how you do what you do with a view towards identifying weaknesses and making improvements. It’s likely that you will find weaknesses in your level of efficiency, effectiveness or economy and those kinds of issues don’t typically show up on your radar unless you do a serious and honest evaluation of your business.

This kind of self-evaluation is healthy for any business because it focuses on discovering areas of weakness that can be corrected and ultimately bring more profit to the bottom line. However, in this day and time with the challenges we all face from a weak economy, erratic weather patterns and rising raw material costs, taking on a task like this may be as much about self preservation as anything else.

So, assuming you see the logic of this kind of “operational audit”, the question becomes “where do I start”? If you own or operate a greenhouse or nursery business there are three major areas that I would recommend you start with.

These areas represent the greatest opportunity to reduce production and operational costs because they typically represent the greatest cost of production and/or the greatest areas of neglect in the production process. If we want to find areas to increase efficiency and reduce costs we need to follow the money; and in this case the money trail leads us to labor hours, energy costs and water usage.

Since labor is typically the most expensive part of running any greenhouse or nursery operation it has to be at the top of the list. An audit of your labor hours is essential if you want to reduce overall costs and increase profits. I don’t know the details of your business but I do know that you should be moving towards automating some of the more labor intensive and tedious tasks in your production process. Not all tasks can or even should be automated. But, if you spend some time gathering information about which operations take the most time you can then evaluate each area in light of where the most potential for improvements exists and start from there. Also, once you understand where the greatest number of labor hours are being consumed you can look at potential

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equipment purchases based on the return on investment rather than strictly focusing on the upfront costs associated with equipment. In the end, equipment that reduces labor costs, adds to your production efficiency and allows for a reasonable ROI is always a worthwhile investment.

The next area of focus in your audit should be energy costs, since it is typically the second highest cost of production in a greenhouse or nursery. Energy is used to heat greenhouses, pump water, run equipment and ship product. However, 7075% of the typical annual energy consumption is used for heating. That being the case, it makes sense that this area should be a primary focus for any efforts to gain efficiencies and reduce production costs. Most efforts in this area can be broken down into two broad categories: Reduction of heat loss – Options in this category range from the simple and inexpensive to the more costly and elaborate. No matter what your budget, there are a number of things that can be done to keep more of the heat that you have paid for in the greenhouse. Something as simple as sealing up air gaps in your greenhouse around doors, equipment and covering could reduce your fuel use by 5-10%.

Efficiency of heat input – This primarily addresses the issue of how efficiently your existing heating equipment converts the energy in your fuel into actual heat in the greenhouse. Equipment efficiency varies based on equipment type and age so both of these must be considered in making decisions in this area. For example, changing out an older standing pilot gravity vented heater to a newer intermittent pilot power vented unit can give you a 16% efficiency advantage.

The final area that deserves some attention during your personal business audit is water; both how you apply it and the amount you use. There is no input in the production process of a greenhouse or nursery that is any more important than water. In addition, how you manage this area has the potential to impact your labor and energy costs in a dramatic way. Unfortunately it’s one of the most neglected and poorly managed resources in a growing operation. For this reason the potential gains in terms of efficiency are considerable. If you use these four simple principles to guide you in evaluating your current situation and deciding how to use and apply water in the future, you will be well on your way to reducing your costs and gaining greater efficiency and control of your water.

Move from manual systems to automatic systems Move from high flow products to low flow products Move from high pressure systems to lower pressure systems

WWW.BWICOMPANIES.COM

Move from designs that provide less control to those that provide more control

At this point, all of this may seem overwhelming to you. After all it’s a major undertaking to evaluate all three of these areas, understand the issues and know how to make adjustments that will have a real impact on your costs. The good news is you’re not on your own, we can help. Our GTS staff

can help you work through the process and provide information and expertise that will help you make smart decisions that can ultimately impact the health and profitability of your business. So if you’re going to be at our Expo in September come by the GTS booth and say hello. It might just be one of the smartest business decisions you make this year.

Effective. Economical. Easy.

PROFESSIONAL PRODUCTS

Simple to Use!

Imagine better-toned plants...earlier flowering...darker foliage...with one single liquid formulation.

RETAIL PRODUCTS

Simple to sell...because it works!

Daniels is the perfect choice for the time-challenged home gardener looking for a more sustainable plant food.

Daniels® Plant Food brings out the best in everything you grow!

Visit with Daniels at the BWI EXPO. BOOTH #1518 SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

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EXPO PREVIEW / PALLET ALLEY

Save 29%

Mixed Plant Stand Display ZZAWMPSCA

Save 20%

Save 31%

Assorted Urn Kit Pk/28 2012PSWEXPOKIT2

Save 31%

Assorted Birdbath Kit Pk/16 2012PSWEXPOKIT1

40 Piece Color Shepherd Hook Display ZZAWCSHA

80 Piece Black Shepherd Hook Display ZZAWBSHPAL1

AMTURF

Save 19% with a $20.00 cash spiff Wildflower 1/4 Pallet Display ZZAEL44325QP

Save 14%

Save 31% with a $1.75 cash spiff Complete Granular 12 lb; 2 Pallet Minimum BY700288A

Save 29% with a $2.25 cash spiff

Save 13%

Assorted Fountain Kit Pk/10 2012FOUNTAINKIT

Save 15%

Wonder Grip Glove Display Pk/144 AGPWONDER12KIT

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Season Long Grub Control 12 lb; 2 Pallet Minimum BY700710A

Save 18% with a $20.00 cash spiff Weed Beater 50/10 lb ZZBP60477

Save 19% with a $20.00 cash spiff PU Coated Dump Display Pk/30 ZZWL93763

Save 29% with a $20.00 cash spiff

Unlined Leather Glove Display Pk/72 ZZWL93441

Save 39% with a $3.75 cash spiff Ironite 40 lb; 1 Pallet Minimum IR40

Save 27% with a $35.00 cash spiff

Sevin 5% Dust & Quart RTU Mixed Display Pk/90 ZZGUS7026

Save 22% with a $10.00 cash spiff Sevin 5% Dust 1 lb; 36/Pk3 ZZGUS7013D

Save 41% with a $100.00 cash spiff Amdro Fire Ant Bait 48/1 lb ZZAM100504803

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EXPO PREVIEW / PALLET ALLEY

Save 14%

Ceramic Birdbath Pk/30 IMPDCRHBB03

COLEMAN CABLE Save 7% with a $15.00 cash spiff Assorted Stake Light Kit Pk/91 2012MOONRAYKIT

Save 22% with a $50.00 cash spiff

Rainforest Sprinkler Display Pk/42 ZZCT300000870

Save 25% with a $20.00 cash spiff

Nooski Mouse/Rat Trap Display Pk/42 ZZCT300000867

Save 22%

Save 23% with a $25.00 cash spiff

5/8” x 50’ Colorstorm Hose Assorted Colors Pk/24 ZZDM7017000

Save 17%

Colorpoint Cutting Tools Pk/78 ZZDM63001

Rotating Head Owl Pallet Pk/30 ZZDNRHO30MP

Assorted Net & Owl Display Pk/46 2012DALENKIT

Save 7%

2’ Hydroponic Planogram Pk/109 ZZSP022840

Save 10%

Save 37%

Save 19%

Touch N Flow Assorted Display Pk/120 ZZDM60084

Save 26%

Earthway Spreader Kit Pk/16 2012SPREADERKIT

Terra Cotta Pot & Saucer Pallet - 4”, 6”, 8” Pk/508 ZZPDDM8150MZ

Save 10%

Terra Cotta Pot & Saucer Pallet - 11”, 12” Pk/102 ZZPDDM8160MZ

S EASO N AF T ER S E ASO N

24” Poly Rake Display Pk/48 ZZCRDSPSP25124

Save 23%

Save 29%

Save 37%

Weed Block Pre-Emergent Southern 27/5.6 lb ZZEA70008MP Continued on page 52.

6 Year Weed Barrier 3’ x 50’ Pk/32 PUM50X

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EXPO PREVIEW / PALLET ALLEY

Save 27% with a $50.00 cash spiff Organic Lawn Food Starter Pallet Pk/60 ZZESEOLFSP

Save 24% with a $25.00 cash spiff Garden-Tone Mini Bin 90/4 lb ZZESGT4MP

Save 24% with a $30.00 cash spiff Bio-Tone Mini Bin 90/4 lb ZZESBTSP4MP

FESTIVAL WINDCHIMES Save 2% with a $25.00 cash spiff

Corinthian Bell Triple Tower Display Pk/22 DSWCTRPLTOWRDIC

Save 31% with a $100 cash spiff Blacksmith Display Pk/30 ZZRB490234

Save 22% with a $50 cash spiff Watering Can Display Pk/36 ZZRB1190026

Save 26% with a $70 cash spiff Lantern Tube Feeder 40-Piece Display ZZRB0290022

Save 16%

Wind Spinner Display Pk/16 ZZRB1290011

Save 25% with a $25.00 cash spiff

Havana Decor Planter Pallet Pk/30 ZZGFUSP80006

Save 24% with a $25.00 cash spiff

Mixed Belona & Tobego Planter Pallet ZZGRFUSP80002

Save 18% with a $12.00 cash spiff

American Flag Assortment Pk/126 ZZIFDRD806

Save 18% with a $10.00 cash spiff Save 18%

Creative Color Combo Pallet Pk/95 ZZGW7999

2.4’ x 4’ Banner with 5” Wood Pole Pk/12 ZZIFDRD832

Continued on page 55.

Save 20%

Save 33%

Classic Large Display ZZFLXCLADIFL12

14” x 42” Blazin Gemz Combo Pallet Pk/100 ZZGW20409

Save 23%

Heavy Duty Tomato Cage Pallet Pk/150 ZZGW74327

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WE’VE DONE THE WORK AND ADDED THE SAVINGS. PALLET ALLEY IS NOT JUST A CONVENIENT WAY TO PURCHASE, IT’S A SMART WAY TO SAVE.

The Future in Lawn Care has arrived!

Safe, Profitable, & Priced to Sell.

Tired of making slim margins on the same old chemical lawn programs? With the Espoma Organic Lawn Program everyone wins. Consumers get a 5k sq. ft. organic program for as low as $80.

You make up to 3x the profit and lawns become safer for kids, pets and the environment.

Espoma. A natural in the garden since 1929.

For more information call us at 800.634.0603 | www.espoma.com

Don’t forget to stop by Pallet Alley and check out the specials on the Espoma display bins and the Espoma Organic Lawn Food Starter Pallet.

Espoma also has a HOT BUY on 5 oz. plant food packets!

SEPTEMBER 2012 / WWW.BWICOMPANIES.COM

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EXPO PREVIEW / PALLET ALLEY

Save 18% with a $5.00 cash spiff

Jerky Strip Floor Display Pk/40 ZZSKS2727

Save 16% with a $10.00 cash spiff

Save 23%

Plant Labels/Ties Spinner Display Pk/212; ZZAI89499

Save 23%

Outdoor Clock/Thermometer Pk/14; ZZAI20000

Mixed Jerky Floor Display Pk/32 ZZSKS2748

Save 25% with a $75.00 cash spiff Assorted Jerkey Display ZZSKASSORTMENT

JARDEN

Save 19% with a $75.00 cash spiff

Ball Ready to Ship 1/2 Pallet Pk/38 ZZCKJ1440096578

Save 20% with a $15.00 cash spiff

Ball Salsa/Pickle Various Display Pk/36 ZZCKJ1440072057

Save 19%

Save 37%

Petra Terra Cotta Pot & Saucer Display MAOPETRAKIT

Save 12%

Petra Tomato Kit Pallet Pk/72; ZZPOM387673

Save 32%

Menfi Assorted Color Pot & Saucer Display Pk/228; MAOMENFICLRKIT

Save 32%

22” Mojave Black Onyx Planter Pallet Pk/60; ZZAK22000PLT

Save 14%

Liberty Garden Southern Seed Starter Display Pk/1221; ZZAKPDISLG141S

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Save 26%

2012 Expo Farm Kit 2012EXPOFARMKIT

Assorted Color Bucket Pallet Pk/144 2012EXPOBUCKETS

Ball It’s Time to Jam Display Pk/42 ZZCKJ1440082029

Save 20% with a $15.00 cash spiff

Save 24%

2012 Expo Galvanized Container Pallet 2012GALVKIT

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Save 19%

25 lb Galvanized Auto Dog Feeder Pallet Pk/24 LGCH25

Save 25%

Flex Tub 11 Gallon (Red, Blue, Green) Pk/24 ZZLGFTRGB

Save 25%

Flex Tub 11 Gallon (Yellow, Pink, Pistachio) Pk/24 ZZLGFTYPP

Save 19%

3 Roll Mat Dispenser Kit ZZLG3ROLLMAT

Save 23%

5 Slot Mat Rack Kit ZZLG5SLOTKIT

EXPO PREVIEW / PALLET ALLEY

Save 20%

Save 22%

Patio Pod Planter Pallet Pk/40 2012NOVELTYKIT

Save 20%

Tomato Cage Mixed Pallet Pk/750 ZZPA89894

Save 15%

Half Oak Whiskey Barrel Planter Pk/21 BHRHWB

Save 18% with a $20.00 cash spiff Milky Spore Mini Pallet ZZBHMP80080

Save 21% with a $30.00 cash spiff

42� Tomato Cage Assorted Colors Pk/200 ZZPA89901

Milky Spore Powder Display Pk/16 ZZBH800021

Save 23%

STERLING

Homeland Collection Display Pk/28 ZZPA9090130

Save 17%

Vibrant Assorted Display Pk/54 ZZPA9090075

Save 23%

Rain Barrel Pallet Display Pk/9 ZZHDP76700DI

Save 24% with a $30.00 cash spiff

WHY Trap & Attractant Display Pk/56 ZZBHWHYTRFD32

Save 23% with a $15.00 cash spiff

Pop Fly Trap & Attractant Display Pk/56 ZZBHPFTRFD32

Save 22% with a $10.00 cash spiff

Disposable Fly Trap Display Pk/48 ZZBHFTDFD48 SEPTEMBER 2012 /

WWW.BWICOMPANIES.COM

Save 24%

3 Hose Mixed Pallet Pk/60 ZZAAFAFE050

Save 5% with a $75.00 cash spiff Welcome Sign & Spout Statuary Kit Pk/68 IMTOSEXPOKIT1

Save 6% with a $75.00 cash spiff

Gnome Garden Statuary Kit Pk/64 IMTOSEXPOKIT2

Save 8% with a $75.00 cash spiff

Backyard Animal Statuary Kit Pk/70 IMTOSEXPOKIT3

Save 6% with a $75.00 cash spiff Whimsical Statuary Kit Pk/64 IMTOSEXPOKIT4

Save 7% with a $75.00 cash spiff

Farm Animal Statuary Kit Pk/62 IMTOSEXPOKIT5 Continued on page 67.

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EXPO PREVIEW / NEW PRODUCTS New Products continued from page 29.

Antique Blue, Red, Green Glass Feeders

New Cat Furniture

Water Cooler

Booth #1102

Booth #200

STAY CONNECTED BWIe-News

Sign-up to receive news & specials in your inbox. bwicompanies.com

myBWI mobile app Stay up to date on all things EXPO 2012!

BWItv youtube.com/bwicompanies

SEPTEMBER 2012 /

iPhone/Android/Blackberry Search BWI Companies WWW.BWICOMPANIES.COM

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The 3 Days of Christmas Visit booth 113 at the front of the Exhibit Hall at the BWI EXPO on September 17, 18, 19 BE AMONG THE FIRST TO STOP BY AND RECEIVE A FREE BWI EXPO SAN ANTONIO ORNAMENT

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SECOND CHANCES | Tom Shay

S

e v e r a l years ago there was a public service announcement that had a closing line of, ‘a mind is a terrible thing Tom Shay to waste’. While Profits+Solutions, Inc. we will not be seeing the theme repeat in another public service announcement, this is an appropriate message for owners of businesses within the industry.

A challenging economy is a terrible thing to waste. How can this be?

Businesses have closed; many have downsized and most have been challenged to change their business practices in an effort to make it through the current year.

Yet, here is a message that says there is a wonderful opportunity for those who have figured out that the current economy is not like a rain storm or drought that has a start and an ending.

This is a change for which no one can see if there is an ending.

If you are willing to step out, let me invite you to take a look at where there are some opportunities. Join me and I believe you will find your business, and yourself in a different position – a better position – before the year is out.

Let’s begin with what needs to first be changed; it’s your spare time. You likely begin your day with the morning news that you are getting through the television, radio, newspaper or the Internet. Think about the news you have been exposed to in the past year. How much of that news has done anything to help you grow your business or make you a better business owner?

Most likely the answer will be that none of it has helped. Our first change to suggest is that you remove these negative influences from your life. Instead, grab a book; not a novel

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but instead a book that can teach you.

There are hundreds of books directed toward small business owners.

What would you want to learn first?

How about ideas of how to sell that you could share with your staff? What about a book that would help you develop the right strategy for business development? Could you use a book that would tell you about other stores that have been very creative in the way they have operated?

You likely will not find a book that is going to talk about a business that is just like yours. Instead, you have to be able to ‘translate’. A great book about how a bike shop operates (Try Reinventing the Wheel by Chris Zane) can share some great ideas that can easily be adapted to your business.

Great ideas often come ‘wrapped’ inside something; they do not frequently come fully developed and ready to use. Look at what impresses you about another business and then change it to fit yours.

The first ‘outside action’ is to notice how so many other businesses have retreated during this economy. They cut their hours, their product selection, depth of inventory, their staff, and even product categories. When this happens, you should look to see if there is intelligence behind their effort.

Many simply retreat because they are scared. Instead of a thought of, ‘Wow! The economy really is getting bad.”, try looking at what they have changed with the thought of, ‘I can’t believe my competition is going to give me a great gift like this by abandoning their business and allowing me to take their customers and sales.’

The next outward action is to look at your existing customers with a simple theme of, ‘Never forget a customer.

Never let a customer forget you.’ A customer comes to your business and spends hundreds of dollars. We give good customer service, tell them

SEPTEMBER 2012 /

thanks, and wait for them to return.

That strategy might have worked 20 years ago, but it does not work today.

The customer that has said they prefer to do business with an independent needs to be reached for on a frequent basis; not by traditional advertising media but by multiple forms that say, ‘I remember you. I want to invite you back. I want to help you become a person that is addicted to enjoying the products and services that my business offers.’

You can use postcards, hand written notes, phone calls, Facebook, and any other creative way you can think of to make sure that customers remember you.

Speaking of advertising, in a simple statement, ‘do not stop advertising’.

Trying to save money by stopping your advertising is like trying to save time by taking your watch off. (Give credit to Henry Ford for that expression.)

Other businesses will stop advertising.

Potential customers will forget these businesses and think they have closed.

With fewer businesses advertising, it is easier for new potential customers to see you as an alternative to the box and chain stores.

Because of the media, many business owners have repeatedly heard how customers are cutting back on their budget and looking for cheaper products and services. So, some businesses begin to change their focus. They go looking for this penny pinching customer as their new target.

Yet, these businesses forget the many customers that have been with them for so many years. Did their customers change their shopping preferences? It is OK to add an additional category of products; you can add a value line of yard tools to go with the quality lines you have carried for years. Try this method as compared to abandoning your offering quality goods and services to go for discounting everything.

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Luck has nothing to do with it. The harder you work, the more you can succeed. But work is not just about your putting in more hours on the sales floor and more hours in the business in general. Hard work is more about thinking of how to beat the competition and take advantage of the situation.

There was once a small town barber.

He had been there for years; knew his customers by name. He charged $10 for a haircut. A new franchise shop came into town and put a banner that said haircuts were only $8. The people in town asked their local barber how he would survive against someone who was charging 20% less.

The new sign on the small barber’s shop said, ‘We fix $8 haircuts’. He was not lucky; he was smart and knew what his customers wanted.

If something has not been working for you during the challenging economy, it is not likely to start working now. This applies particularly to your staff. Do you have someone that is not giving 110% of their effort to your business? With an 8% unemployment rate, there are a lot of great people looking for work. It’s time for a change at your business.

Of course, some of that 8% are overqualified to be working in your business. They may eventually find a job in their traditional field of work and leave. That is always a possibility.

As an alternative, you can keep that underperforming person. Don’t worry about their leaving your business; nobody else wants them either.

Not to decide is to decide. Too many small business owners are paralyzed by the fear of making a wrong decision.

My contention has been that the successful small business owners are much like Spiderman. They have a sixth sense that helps them. Look for your Spiderman instincts to help you make decisions. (Years ago, we referred to this as your ‘gut feeling’.)

The last point. It is all in the numbers.

You cannot rely on your accountant to take care of the financials for you.

You do have to understand how the financial statements are created. If the accountant cannot explain it to you, it is the accountants fault for their inability to put the information in a format that a layperson can understand. Tell the accountant to figure out how to make it understandable.

You have to create a budget. This is simply projecting the next 12 income statements. It is your plan for what will happen. It tells you how much inventory to have and how much to spend on payroll, advertising, and other various expenses.

drink; the rest contained air. The glass is full.

Your business has a history of success; that is represented by the drink.

The air represents the opportunity. It is there if you are looking for it.

Tom Shay, CSP, is a fourth-generation merchant providing proven management and promotional business building ideas.

He writes a column for IGC Retailer and speaks at the IGC Show. His company is Profits+Plus Solutions. Tom can be reached at 727.464.2182 or through his website: www.profitsplus.org.

With the budget, you then calculate the flow of money through your business. Making a profit each month does not guarantee there will be the necessary cash on hand to pay the bills each month. You know how seasonal this business is and how the need for cash is just as seasonal. There has to be a plan which outlines your expectation of the income and outflow of cash. Borrowing the title of another book recommendation, ‘Hope is not a strategy’.

There is that story about a person seeing a glass and whether that person sees the glass as half full or half empty. The truth is that the glass is completely full. Part of the glass contained a

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BWI PROFESSIONAL PEST MANAGEMENT SOLUTIONS BWI proudly announces the addition of Professional Pest Management Solutions to our portfolio of product offerings. We are excited to have the opportunity to serve this specialized customer base with a full menu of services leading BWI to be recognized as one of the premier distribution companies in the Mid-South and Southeast.

We recognized the need to have the market correct product assortment in conjunction with our current vendors as well as new vendor partners, this goal has been achieved. We also have a market specific customer service team to offer support of your efforts and our sales staff’s efforts. We will be happy to answer your needs at 1-855-5587378 (PEST).

2012 BWI EXPO

Stop by the new Pest Management Solutions section at the 2012 BWI EXPO. In combination with our supporting vendors, BWI will be offering unmatched promotions along with just in time shipping for the 2013 spring season.

BASF Envincio Rockwell Labs

Bayer FMC Syngenta

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BWI Professional Pest Management 855-558-7378 (PEST) www.bwicompanies.com 62

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BWI LAUNCHES YouTube CHANNEL MAKING IT SIMPLE FOR CUSTOMERS TO STAY UP TO DATE ON PRODUCT INFORMATION AND TRAINING | Ralph Waits BWI is always working to improve our customer service. We know that helping our customers achieve success is the only way BWI can be successful. BWI believes that there will always be room for more “how to and educational opportunities”. Our job is, once it is all boiled down, a “How To” business.

One of the most recent ways BWI has decided to contribute and enhance our customer service is to create our own YouTube channel. For BWI, we see this YouTube channel as a repository of knowledge from our staff, vendors, and customers. A place where knowledge can be shared; whether it be “how to” or even philosophically “why we do it”, without pressure from any party as to being right or wrong for your business. Help, if you need it or want it when you need it or want it.

Ralph Waits Corporate Training Coordinator

Our first efforts are just now being populated. Our hope is to have approximately 80 or more videos online by the middle of November 2012. Our first videos include BWI history as told by Bob and Betty Bunch, “How to calibrate a spreader, or a sprayer”, “How to treat for fire ants”, “Advantages of Contec DG fertilizer”, “Installing an injector”, “All about greenhouse ventilation”, and “Why you should attend the BWI Expo in San Antonio”.

We are creating a playlist to organize these videos into focus groups like Turf, Grower, Retail and General Information.

Some of the videos to come are listed below by groups.

BWI Topics

Golf Course

Greenhouse Grower

Farm Store/Garden Center

LCO’s

Nursery Grower

Company Branding E-Coupons Category Management Customer Events Gro Group/Prokoz/NPS

Growth Regulators on Greens Cutworm Applications Aquatic Applications Pre-Emergent Applications Soil Surfactants

Injector Trouble Shooting Heater Pre-Season Checklist PGR Choices Thrip Controls Downy Mildew Controls

Chick Days Display Cross Merchandising Seasonal End Caps and Displays Lawn Care Made Easy Home Pest Control

How to Sell Fire Ant Preventative Treatments Pre-emerging Flower Beds Successful Pond Management Using Growth Regulators Post Emergent Herbicide Options

Osmocote Fusion Advantages Weed Control in Containers Kase Equipment for Container Filling Fire Ant Applications Drench or Granular Selection of the Proper Irrigation Pump

These are just a few of the many topics that are planned. We hope you can find one that helps you.

Please visit our YouTube Channel at www.youtube.com/BWICompanies.

SEPTEMBER 2012 /

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NEW! Natural Elegance Planters

Available in 4 sizes and 5 colors. Handcrafted from 100% bamboo, hand-coiled and has an attractive, durable, waterproof lacquer finish. With shapes and colors that lead the way amongst all current design trends, these environmentally beneficial and stylish gems make a great planter.

Avino Planters

Available in 5 sizes and four classic shapes. The Avino Planter is an innovative spun pottery with the look of aged concrete but with the durability and ease of use of plastic.

Horizon Planters Available in 3 sizes and colors. Made from a specialized mix of stone and plastic composite. Our unique Fiber Clay planter provides the feel of ceramic with the strength and durability of plastic.

Stop by our Booths 703/705 at the BWI EXPO and see these exciting new additions to the Myers line.

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SEPTEMBER 2012 /

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Find out more at biospot.com ©2012 Farnam Companies, Inc. Bio Spot, Bio Spot Defense, Bio Spot with design, InfestStop, Smart Shield and Smart Shield with design are trademarks of Farnam Companies, Inc. Spot On is a registered trademark of Wellmark International. All other trademarks are the property of their respective owners.

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MOST COMMON HUMAN RESOURCES ISSUES FOR SMALL BUSINESS OWNERS | Steve Collier

M

ost small businesses can’t afford to employ an individual solely dedicated to managing the human resources (HR) of the organization. Usually, that responsibility falls squarely on the business owner. How does a small business owner balance the Steve Collier incredible demands of finance, taxes, Director of Human Resources sales, marketing, and operations along with the complexity that comes from employing people? Like most things in life, the answer is based on a bit of common sense, on tapping into the right resources, and on having a basic understanding of the key issues involved.

First, let’s tackle some of the key issues. Many of the HR issues for small business relate in some way to employee turnover - or perhaps better said in the reverse - to attracting and retaining the best people. Some have reported that due to the tough economy over the past four years and the “jobless recovery” over the past two, pent-up turnover is lurking just under the surface. According to CareerBuilder’s 2012 U.S. Job Forecast and a survey conducted by Harris Interactive, 34 percent of HR and hiring managers reported that voluntary turnover at their organizations rose in 2011.

Thirty percent of employers said they lost top performers in 2011, and 43 percent said they were concerned that top talent could jump ship in 2012.

High turnover can be expensive: The cost to replace and hire new staff is estimated to be 60 percent of an employee’s annual salary. But total costs of replacement, including training and loss of productivity, can range from 90 percent to 200 percent of an employee’s annual salary. While many organizations focus more on reducing voluntary turnover (when an employee chooses to leave), involuntary turnover (when the employer initiates the separation) may reveal issues in recruiting methods or performance improvement plans. Some companies choose to focus on retention of their top performers since their departure would have the greatest negative impact on the organization.

Attracting top talent involves aggressive recruiting activities, offering wages and benefits which are competitive in the local job market, and interviewing and reference checking candidates - with a high level of patience and tenacity. Retaining top talent involves setting clear goals and expectations, holding them accountable to do the job you hired them to do, and rewarding them, generously, for achievements in building the business.

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There are a number of practical HR program areas SEPTEMBER 2012 /

which you should be prepared to address in your business plan. These include the following: Compensation Strategy - A compensation philosophy setting a clear positioning of wages for your employees in comparison to other local employers, along with a set of jobs and pay ranges for the roles required in your business.

Employee Benefits Indirect employee compensation which employers use to attract and retain good employees, e.g., 401(k) retirement plans, paid time­-off, and health insurance; and benefits which are mandated by federal, state or local laws and regulations, e.g., state and federal income tax, Medicare, Social Security and unemployment taxes.

Employee Relations - Establishing effective relationships and frequent communications between management and employees, developing workplace policies and employee handbook, recordkeeping, resolving workplace disputes and a myriad of rules and regulations aimed at governing fairness and equal opportunity.

Employee Training & Development - Motivating, engaging, training and long-term career development for growing the human capital in your organization.

Safety, Security and Loss Prevention - Your efforts to prevent or mitigate loss, risks to or from your employees, and threats to the physical assets of your company. Managing the potential for workplace violence, conducting background investigations of prospective and current employees, and establishing an effective workers compensation program.

These are but a few of the critical HR programs which must be considered for any small business. And today, every one of these programs come with their own set of complex legal and regulatory challenges. You may ask, “How can you possibly survive in this complex world of laws & regulations?” The short answer is to surround yourself with good resources. Some of these are inexpensive, and even free, while others involve contracting with outside vendors, law firms, accounting firms, payroll firms, staffing agencies or consultants.

One of the most under-utilized and inexpensive HR resources available to small businesses is the Society for Human Resources Management (SHRM). SHRM is a

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national (even international) organization comprised of over 250,000 HR professionals established to promote the profession of Human Resources, including the education of its members, and to support the success of businesses around the world. Most importantly, SHRM is comprised of local chapters who meet regularly to support its member companies with great HR programs and a broad mix of educational opportunities. You don’t have to be an HR professional to join and benefit from SHRM.

with support of any kind, including offering advice on how best to manage your valuable human resources.

Finally, consider reaching out to BWI’s Human Resources Department if you have questions. We always have time to support our loyal customers and provide you

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Piercing and sucking insects that may need weekly applications for control. Most frequently recommended controls are Malathion Spray or Carbaryl (SEVIN Garden Dust). Leafhoppers feed on blossoms of beans and cause a poor pod set.

Spray or dust appearance and apply weekly as needed.

First choice is Carbaryl (SEVIN). Bacillus thuringiensis (Dlpel, Thruicide)- start using when worms are small; worms must ingest the material; very safe to use, no restrictions.

Or use Kelthane.

Same controls as Cucumber Beetles. Spray or dust when beetles appear and weekly as needed. Use Carbaryl (SEVIN) dust or Permethrin. Young plants of eggplant are vulnerable to Potato Beetle attack. Look for damage when first leaves unfold.

Spray or dust when beetles appear and weekly as needed.

Use 10% Carbaryl (SEVIN) dust or Permethrin.

PLANTING MADE EASY Bare Root 1. Remove all packaging

Dust or Spray in a band along the row with Carbaryl (SEVIN) dust. Or control before planting with a soil application of Carbaryl (SEVIN). This will stop wire worm damage.

Look for appearance after June 15. Dust with Carbaryl (SEVIN) to get nymphs. Apply 3 times at 10-day interval.

material before planting.

2. Check to make sure roots

First generation shows up in June and July; second generation August. Dust foilage with Carbaryl (SEVIN) for corn borer. For corn earworms dust silks when they emerge and repeat every 2 to 3 days until silks turn brown.

are moist and alive.

3. Dig a hole large enough

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to allow all roots to spread laterally without bending and deep enough to allow planting mix to reach 2 inches above the original soil mark on the plant. Soil will settle to original soil mark with time.

4. Set plant in hole to correct depth and backfill with planting mix - usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss.

5. Form a berm around the hole, using soil mix, to aid in watering.

6. Water slowly and thoroughly with a mixture of water and Root Stimulator and Plant Starter Solution. This not only feeds and waters the plant but also eliminates any air pockets.

7. Prune 1/3 to 1/2 off the top of the plant to help balance top growth and root system.

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Balled & Burlapped Container Grown 1. Always carry the plant by *This planting technique is the root-ball, never by the trunk. Dig a hole twice the diameter of the root-ball and deep enough to place the plant at the original growing depth.

2. Leave any burlap or other material around the root-ball, but be sure to remove any wire or nylon cord from around the trunk.

3. Backfill the hole with

planting mix, usually a combination of sandy loam and peat moss (or other organic matter).

4. Plunge water hose to the

bottom of the hole to soak and settle soil, working out any air pockets.

5. Large trees should be staked and tied with guy wire to prevent wind damage.

6. Using soil mix, form a berm around the hole to aid in watering.

7. Prune 1/3 off topof the plant to help balance top growth and root system.

8. Wet soil around plant with solution of Root Stimulator and Plant Starter Solution.

the most preferred since the root system is fairly large and has never been pruned or cut back. Be careful not to damage the roots when removing the plant from it's container.

1. Dig hole twice the diameter of the root ball and deep enough to place the plant at it's original growing depths.

2. Backfill hole with

planting mix, usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss.

3. Form a berm around the hole, using soil mix, to aid in watering.

4. Water slowly and

thoroughly with a solution of Root Stimulator and Plant Starter Solution and water. This not only feeds and waters your plant but also helps to settle soil and eliminate air pockets.

5. Prune only to achieve desired shape since root system has never been pruned or cut back.

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GARDEN CARE PROGRAM Planting , Watering & Fertilizing Vegetables - When Planting, choose an area that will receive full sun and good air circulation. Vegetables do best when planted in raised beds. The ideal planting mix is sandy loam and organic material (peat moss) in a 50/50 ratio. Good drainage is the foundation for great gardening. Consult your local ferti·lome® dealer for correct varieties, specific planting methods and optimum planting dates in your area. As you are Watering, remember that the roots are very shallow; they will probably require more water than your other plants. Water slowly and thoroughly to saturate the bed area. Frequency of watering will depend upon your local soil conditions and weather. Avoid wetting the foliage as this can promote disease problems. Fertilize your vegetables every three to four weeks during the growing season. Proper fertilization is essential to producing a good harvest.

Insect & Disease - The damage from insects and disease can quickly devastate your garden. To prevent and control common insects and diseases, spray twice a month during the growing season. More frequent applications may be required during rainy periods since the spray can be washed off. For more specific insect problems refer to your ferti·lome® dealer. Areas that have high humidity levels tend to have the worst disease problems. In these parts of the county, you should treat preventively before disease appears. If you live in an arid region, wait until you see the first signs of the disease, and then begin treatment.

Two treatments, usually 14-30 days apart, will be required on most problems. Some diseases, like brown patch, may require treatment for up to three years in a row. Try to spray and water your plants in early morning, since plants that stay wet overnight tend to be more susceptible to disease problems.

Weeds - Unique situations will arise from time to time that call for the use of specific weed killers. There are basically two categories; selective & non-selective. Selective weed killers control only certain or types of weeds (grassy or broadleaf). Some are safe for use around desirable plants while others are not. Most non-selective weed killers cannot tell the difference between weeds you want to control and your desirable plants. It is very important to keep non-selective weed killers, as well as certain selective ones, off the foliage of desirable plants. Special weed killers work best on young, tender, actively growing weeds. If the weeds you want to control are large and not growing much anymore, you should cut them off at ground level, wait until 2 to 6 inches of new growth appears and then make your application. Due to the importance of using special weed killers properly, always read the label directions thoroughly or consult with ferti·lome® dealer.

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Dalton, Georgia 67

EXPO PREVIEW / PARTICIPATING VENDORS Absorbent Products Ltd. AgraQuest, Inc. Agri-Nutrients American GardenWorks, Inc. Amturf LLC Andersons Aquascape Aquatrols Arcadia Garden Products, Inc. AT Films, Inc. Atlas Manufacturing, Inc. Baccto/Michigan Peat Back to Nature, Inc. Barbour International, Inc. Barenbrug USA BASF (Pest/Retail) Bayer Advanced Bayer Crop Science Bayer Pest BCF Becker Underwood BioSafe Systems BioWorks, Inc.

BACK SAVER SPRAYERS

Black Gold Compost/Black Gold Envirosafe Bond Manufacturing Bonide Boss Manufacturing Camp Chef Carl Pool Products Central Garden Central Life Sciences (Pet/Equine) Ceramo Chapin Manufacturing Classic Brands Coleman Cable Company Collier Metal Specialties Ltd. Colorite-Swan Concord Iron & Foundry Works, Inc. Contech Enterprises, Inc Control Solutions, Inc. Corona Clipper Creative Sales D&D Commodities Ltd. Dalen Products Daniels Plant Food

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Danner Manufacturing Deroma Design Toscano Dewitt Company Dow AgroSciences Dramm Corporation Duke Traps/Pecan Products EarthBox Earthway Products Easy Gardener Envincio LLC Everris Exhart Fafard Festival Windchimes Flexrake Corp Florikan ESA FlowerHouse FMC Corporation FMC Pest FoxFarm Garden Scene/API Gardman Glamos Wire Products GNC Sprayers Gowan Green-Tek, Inc. Grosfillex, Inc. Happy Jack Headwind Consumer Products Heath Outdoor Products Honeywell/Muck Boot Hope Agri Products Howard Johnson Enterprises Hydro/Dosmatic/Chemilizer Independence Flag Division of FlagZone Jack Links Beef Jerky Jarden Home Brands Jones Seed Company JRM Chemical Kase Horticulture Labeling Solutions Ladybug Natural Brand Landscaper‘s Pride Lebanon Seaboard Corp Lebanon Turf

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EXPO PREVIEW / PARTICIPATING VENDORS LFS, Inc. Liquid Fence Luster Leaf Products Marchioro USA Medina Agriculture Products Miller Manufacturing Milorganite MK Minerals Modine Manufacturing Monsanto Monterey Lawn & Garden Mosser Lee Moultrie Mr. Bird Mulch Manufacturing, Inc. Music of the Spheres, Inc. Myers Industries Lawn & Garden Group Neogen Corporation Novelty Manufacturing Nufarm Americas, Inc. (R & P) Nufarm Americas, Inc. (Turf & Ornamental) Nursery Supplies OHP, Inc.

Old World Spices & Seasonings Pace 49 Panacea Products Patten Seed Company PBI/Gordon Pickseed Plant Stand, Inc. PlantMates LLC Poppelmann Plastics USA Precision Products, Inc. Premier Tech Horticulture Principle Plastics Quietaire Real Wood Products Robert Bosch Tool Corp/GW Division (Gilmour) Rockwell Labs Sanco Industries Senninger Senoret Chemical Sepro Shake Away Solo St. Gabriel Organics Sterling International

Stonecasters LLC Summit Chemical Sun Gro Horticulture Synergy Outdoors Syngenta Syngenta Pest T.O. Plastics Technisoil North America The Espoma Company The Scotts Company The Trunk Mat Company, Inc. Tuff Stuff Products Turner Hat Company TVI & Grower Select United General Supply Valent Professional Products Valley Industries Voluntary Purchasing Groups Ware Manufacturing, Inc. Wellmark International West of the Wind Western Pulp Products Company Woodstream Zep/Country Vet

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INITIATIVES: LET BWI HELP MAKE IT A BUSINESS VENTURE NOT A WILD ADVENTURE | Craig Schulz

T

o borrow a saying from a veteran sales person in the industry “I have been in the lawn and garden business 20 years and I have one year of experience.”

Every year seems to be different from changes in the weather to changes in the economy. At the end of the Craig Schulz day we can only change the things BWI Schulenburg Sales we can control. Of all the markets Manager that BWI is currently serving, one item is constant; BWI wants to be a partner and help you, our customers, be successful and run a profitable business. To be a partner we can only suggest initiatives that have been successful in other markets.

The simple definition from Wikipedia defines Initiative (organization): a readiness to embark on a new business venture. BWI is not in business to lead our customers into a new business venture that will turn into an adventure. We do have an obligation to introduce our customers to new ideas and opportunities related to their business.

At BWI, we have developed a program that we call Category Management. It is designed to allow BWI’s experience and supply knowledge to help dealers manage a particular product category. The program has been developed to offer our dealers the best retail items in twenty different categories. For example if you have concerns over which items to stock in a watering category, BWI can supply you with a plan-o-gram of the best moving items in that category. If you need help developing a Wildlife section in your Farm and Ranch store BWI can suggest items and supply product information sheets. Your BWI territory manager can offer product knowledge meetings to educate your staff and help you sell more products. We have done the leg work on these twenty categories so that we can help you make this a business venture not a wild adventure that you will later regret.

on to their customers or bank the savings. Next dealers can look for new products or trends throughout the show. They also look for new business ventures to help increase their product mix and make money. If you are not looking for a wild adventure in a new line, ask another dealer for an honest answer. What I enjoy about this industry is the willingness of the independent dealer to lend valuable information to another dealer. They will tell you up front “yes, this is a good line” or “these are the products to try first.”

New initiatives for the golf course superintendent, commercial growers and pest control operator can also be researched at the BWI Expo. Vendors from each market will be on hand to answer questions and offer advice on cultural practices. A superintendent may want to commit to a new pre-emergent program. Suggestions can be obtained from vendors. This information can be shared with other superintendents in attendance and pros and cons discussed.

Growers can look at new pot styles and actually ask a retail customer their opinion right at the show. Pest Control operators will be able to develop new rodenticide programs for fall while visiting with vendors. After the correct initiative is researched the easy part is booking the products at the Expo and taking advantage of the benefits each program offers.

Good luck on your initiatives for the coming season. Let BWI help make it a business venture not a wild adventure. I look forward to seeing you in San Antonio at the BWI EXPO.

The BWI Expo is a Top Notch venue to look for a new business venture. At this event, vendors are showcasing their latest products and ideas. You can put your hands on the product, discuss marketing ideas with the vendor and save some serious money on the early order programs. Dealers that consider the Expo a success will book conservative numbers on products they know will sell through the spring. Dealers can then focus on our Hot Buys and develop a marketing strategy for these great deals to either pass

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HOMEOWNERS HAVE QUESTIONS.

WE HAVE ANSWERS.

Visit www.debugthemyths.com/point-of-purchase for point-of-purchase materials and customer communication tools that answer the most common questions about pesticides, fertilizers, and the products’ benefits to lawns and gardens.

SEPTEMBER 2012 /

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Sa ve Th eD

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