Buylines Spring 2014

WHAT IS BEST IN TODAY’S MARKETPLACE...LONG TERM PLANS OR SHORT TERM ACTIONS?

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CONTENTS

BWI Companies, Inc. | Buylines | Spring 2014

FEATURES

ARTICLES

Advancements In Weed Control For The Nursery Market

by Dow AgroSciences............................................ 8

Like A River, A Company Either Moves Forward Or Becomes Stagnant

by Jim Bunch, President and CEO..........................3

Make Your Spring Sales Count While Improving Your Customers Gardening Experience

by Andy Chidester, Lady Bug Brand................... 24

What Is Best In Today’s Marketplace...Long Term Plans Or Short Term Actions?

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

Can You Improve Production Efficiency With New Technology

by Janet Curry, Nature’s Source...........................30

Knowing And Controlling Costs

by Mike Mize, Executive VP and CFO.....................13 Product Assortment Selection Strategy

by Randy Townsend, Marketing Manager...........20

16

What’s Best In Today’s Marketplace

by Brad Meador, Marketing Manager..................28 Short Cuts & Quick Fixes

by Clay Wilkerson, GTS Manager......................... 34 Planning For Long Term & Near Term Success

by Joel Green, BWI Texarkana Sales Manager... 39 Agronomic Programs Equals Money Saved

by Kolby Keeling, Regional Turf Sales Coord...... 43

2014 BWI EXPO

MUSIC CITY CENTER

September 15-17 | Nashville, TN

EXTRAS

2014 EXPO Schedule At A Glance....................... 17 2013 EXPO Grand Prize Winners........................ 18 2013 BWI Award Winners.................................... 32 Dramm Introduces One Touch™ Line................ 36

Photos provided by the Nashville Convention & Visitors Corp. www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 1

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President’s Message

Like a River, a Company Either Moves Forward or Becomes Stagnant A

s much as we would like for the business world to return to the “good old days” or remain the same, the reality is business Jim Bunch is like a river President and CEO and it has to move forward or it will get stagnant. 2014 will be a year of change for BWI and I would like to share some of the changes that will take place.

By the time you receive this issue of BWI Buylines, your BWI sales representative will have replaced his or her laptop with a tablet. While laptops have served BWI well for over 15 years, tablets are the wave of the future and much more user friendly. Tablets require almost no maintenance, are lighter and smaller, power up much faster, and acquisition cost is considerably lower than laptops. With tablets also comes new software called C.E. Mobile that makes order entry, history search, and presentation of programs much more efficient for the BWI sales team.

Another big change for BWI that will happen in 2014 and 2015 will be the conversion from our current software, Butler & Curless Associates which has served us well for 20 years, to a new software provider, Vormittag Associates, Inc. (VAI). BWI has basically developed its own in-house software for the past 10 years which has allowed us increased efficiencies and to grow our business. However, VAI will really take our business to another level and allow us to continue to provide the type of service our customers expect and deserve.

Examples of enhancements are: • Inventory management – Having our inventory dollars in the inventory units our customers require and need the most.

• Enhanced customer service by moving to a browser based system.

• Streamlining our accounts payable and receivable.

• While our warehouse automated system is already very efficient, we feel VAI software will improve our accuracy and efficiency.

Yes, a software conversion is a daunting task but in order to stay ahead of the curve in today’s fast

changing world, it is necessary. In the end the advantages greatly outweigh the short term inconvenience.

The aforementioned are just a couple of changes that BWI will be working on in 2014 in order to continue to be a value added distributor to our customers.

After a long and cold winter, I hope spring has been wide open and your business is going full speed ahead!

We are looking forward to seeing everyone in September in Nashville.

In closing, I want to say “THANK YOU” to all of BWI’s customers, suppliers, partners, and team members who have allowed BWI to grow and be in the distribution business for over 55 years!

Until next time, make it a good one and have fun!

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 3

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4 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

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WHAT IS BEST IN TODAY’S MARKETPLACE...

LONG TERM PLANS OR SHORT TERM ACTIONS? W

ell the short answer is both! At BWI, like everyone else, we use a combination of the two listed above. What works best for us is to have long term plans but Mark Fomby support them with VP Sales continuous short term actions. We feel you cannot have one without the other and still remain viable in the marketplace. A partial list of some of our long term plans includes: PARTNERING WITH SUPPLIERS THAT ALIGN WITH OUR FUTURE This is a very important issue at BWI. As we all know, the choices in today’s economy are vast and changing even in its form. We attempt to be as important as we can to the fewest number of vendors we can while recognizing the best mix and best opportunities available. This is supported by our involvement in several industry organizations such as Gro Group, Prokoz, and IHA. Each of those are specific to a market type currently served by BWI and allow us to channel our purchases with vendors that are in alignment with two step distribution.

PARTNERING WITH SUPPLIERS THAT WILL BE HERE IN THE FUTURE Again a very important issue at BWI. Recent exits and consolidations in distribution can serve as pause for us all to look into the viability and health of our suppliers. This historically had not been an issue of much concern

but it may become one of the biggest issues going forward as we all make supplier decisions. BWI prides itself on the foundation of being a strong industry presence for 55 consecutive years with plans to maintain that solid status in the many years to come.

DEVELOPING A CUSTOMER NEEDS BASED SALES AND SERVICE MODEL If you do not have the best interests in place for your customers, all else is immaterial. Our service and sales model has been a cornerstone of BWI service for years and our only plans are to sharpen this model through efficiencies to be able to continue to be a supplier of choice based on performance, innovation and value.

DEVELOPING BUSINESS SUPPORT SYSTEMS THAT WILL CARRY US INTO TOMORROW AND BEYOND BY INCREASING EFFICIENCIES BUT NOT SACRIFICING SERVICE While making a decision to change your operating platform is difficult (the easy thing to do is nothing) it also requires confidence in your business model and your people. We can’t be driving a car with a carburetor when fuel injection is the norm or we will be passed by our competition. We all know it’s much harder to get something back once you lose it so our intention is to be ahead of the curve.

We want to say ouch while we have the band aid in our hand.

MAINTAINING A SUSTAINABLE SELECTION OF PRODUCTS AND CORRESPONDING INVENTORIES TO SUPPORT OUR CUSTOMER AND VENDOR BASE Each day someone gets up and is

6 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

charged to sell everything we consume in the world. Someone has to sell razors, magazines, ink cartridges, fertilizer, soil, batteries, pet supplies, carpet, etc. We see our share of brands and types of every category we sell and they all mostly work and are represented by mostly professional people. The determination of which one we can support in a sustainable manner lies at the crux of the decision. We cannot make everyone happy just like in your business, you make the best decisions you can and they are not always to everyone’s liking.

Our philosophy is not to confuse the market or the customer with too many choices as it does not promote a service level we can manage or lead us to our desire to have a primary supplier and a strong secondary supplier sometimes supported by a third in rare instances.

These types of activities do not just happen. We try to maintain a sense of urgency at BWI to take the actions necessary to remain a valued supplier to our customers and a valued customer to our vendors.

The marketplace is changing and we all must see the line to the end result in order to be a market leader in our community, region or state. Please join us in planning for the future and continuing to partner in tomorrow’s marketplace.

-Mark Fomby

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www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 7

ADVANCEMENTS IN WEED CONTROL FOR THE NURSERY MARKET

F

or a commercial nursery operation, weed control is vital. Weeds compete with desirable nursery stock for water, nutrients and space. In addition, weeds host and attract pests and diseases. Not only does the nursery stock need to be weed-free but also the grounds need to be clean to avoid contamination. Maintaining a comprehensive weed control program must be a top priority for nursery operators.

8 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

of broadleaf weeds — including chickweed, spurge and oxalis — for up to six to eight months, depending on environmental conditions. It can be applied with confidence on 714 field-grown and 562 container-grown ornamentals — more than any other preemergence herbicide on the market.

Available in 1-quart and 2-gallon containers and applied at a rate of 1 quart per acre, Gallery SC in the 2-gallon jug will cover 8.32 acres in a single container, greatly reducing rinsing and disposal.

Container nurseries spend nearly twice as much on hand-weeding than on herbicides, according to a study by Jefferson Davis Associates, Inc., a leading market research group. Because of the high-value stock and plant sensitivity, there is often a reluctance to use herbicides to control weeds.

But, the fact is, hand-weeding can strangle profits in no time.

Hand-weeding is a short-term solution, but weeds are a never-ending problem.

Over time, hand-weeding costs your business time and money and detracts from business-building opportunities. But what if you could get effective weed control with exceptional plant safety?

Gallery® SC specialty herbicide, a new product coming to market this fall, is an easy-to-use suspension concentrate formulation. It provides excellent plant tolerance and longlasting control of more than 95 species

Gallery SC contains the unique active ingredient isoxaben, developed by Dow AgroSciences. It bonds tightly with soil particles and has a low water solubility, so it won’t move out of the weed germination zone. Studies show that Gallery is stable on the soil surface and stays put, even in heavy rainfall.

State registrations are pending.

Snapshot® specialty herbicide is one of the leading preemergence brands for nursery growers. Tested on hundreds of ornamental plants and grasses — including sensitive species, such as hostas, daylilies and black-eyed Susan — Snapshot can be applied to 636 field-grown and

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 9

of action, Showcase is tough on weeds, but it has a “Caution” signal word and excellent plant tolerance by popular ornamentals. Showcase is a great tool for controlling nearly 150 weeds in container- and field-grown ornamentals, along with other labeled sites. The easy-to-use granular formulation is a great choice for growers because it’s labeled for use on more than 200 plant varieties.

487 container-grown ornamentals without harming them. It controls more than 125 broadleaf and grassy weeds, including spurge, bittercress and crabgrass — the top nursery offenders.

Snapshot can be applied in early spring prior to germination of target weeds, in late summer to early fall, or immediately after cultivation. It offers long residual — up to six to eight months of control for field-grown and landscape ornamentals and up to

three to five month of control for container-grown ornamentals.

The convenient granular formulation bonds tightly with soil particles, and the low water solubility holds Snapshot within the application zone.

Showcase® specialty herbicide offers preemergence control of both broadleaf and grassy weeds and is formulated specifically for ornamental growers. With three active ingredients and three modes

For over-the-top flexibility on field- and container-grown nursery and landscape ornamentals in a liquid formulation, Dimension® 2EW specialty herbicide provides season-long preemergence control of crabgrass and more than 45 other grassy and broadleaf weeds, as well as early postemergence control of crabgrass. It can be used on more than 440 landscape, field- and container-grown ornamentals, with over-the-top application on more than 140 species.

Visit www.DowProvesIt.com to find the proven solution that matches your needs.

Gallery® SC

Snapshot®

Showcase®

Dimension® 2EW

Active ingredient(s)

Isoxaben

Isoxaben, trifluralin

Isoxaben, trifluralin, oxyfluorfen

Dithiopyr

Formulation

Liquid

Granular

Granular

Liquid

Type of control

Preemergence

Preemergence

Preemergence

Preemergence; early postemergence crabgrass control

Weeds controlled

More than 95 broadleaf weeds

More than 125 broadleaf and grassy weeds

More than 150 broadleaf and grassy weeds

More than 45 grassy and broadleaf weeds

Ornamental safety

For use on 714 field-grown and 562 container-grown ornamentals

For use on 636 landscape and field-grown and 487 container-grown ornamentals

For use on 206 field-grown and 159 container-grown ornamentals

For use on more than 440 landscape, field- and container-grown ornamentals, with over-the-top application on more than 140 species

® Trademark of The Dow Chemical Company (“Dow”) or an affiliated company of Dow State restrictions on the sale and use of Dimension 2EW, Showcase and Snapshot apply. Consult the label before purchase or use for full details. Always read and follow label directions.

10 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

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. www.dowProvesIt.com Trademark of The Dow Chemical Company (“Dow”) or an affiliated company of Dow. 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. ©2013 Dow AgroScience LLC T38-337-014 (03/13) BR 010-60819 DATOTURF9075

®

DATOTURF3001_RockWeeds_AD_7.5x4.8125.indd 1

3/14/13 5:31 PM

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 11

SPRING SPECIALS Top Selling Designs!

Large Rabbit Hutch

ITEM # 01550 (42.5” x 28.25” x 39”) Master 1 • Fold-down Hop-Way door design • Galvanized slide-out pan • Full opening roof top for ‘EZ’ access

Chick-N-Hutch

ITEM # 01490 (42.5” x 28” x 39”) Master 1 • Wind guard design and adjustable perch • Waterproof shingle roof

Introducing Wild Delight® Zero-Waste™ Fruit Blend A Premium Blend with MORE FRUIT and ZERO-WASTE! Who says you can’t have the BEST of both worlds!

Easy access egg door

Chick-N-Rabbit Pen

ITEM # 01491 (40” x 60” x 36”) Master 1 • Attaches to Large Rabbit Hutch and Chick-N-Hutch • Expands pet’s living space

Chicken Feeder Trough ITEM # 12063 - 16” (15.75” x 5” x 4”) Master 12

• Wire scratch guard prevents wasted food • Sturdy galvanized steel construction

Backyard Water Bucket

ITEM # 12060 - 1 gal.

(10.75” x 9.5” x 9.5”) Master 6 • Easy fill/convenient carry design

• Provides water for indoor or outdoor

AVAILABLE NOW!

Ask your sales-representative for more details.

(Available in 5 lb. and 20 lb. bags)

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

12 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

T

he days of operating a business out of your shirt pocket are over.

Regardless, whether sales are growing or flat, it is imperative to know what your costs are. That means analyzing each expense category and looking for an opportunity to cut or reduce costs. There is no doubt all costs are escalating. So it is more important than ever to understand how each cost contributes to your bottom line. If your business is typical, total people costs are the largest percentage of your total operating costs. When considering people costs include payroll, payroll taxes, workman’s comp, and any other costs related to your employees. Secondly, it is just as critical to determine how many gross profit dollars are generated by each employee. This is a simple calculation, total gross profit dollars generated divided by the number of employees you have on staff. By examining this number, it is easy to see if you are overstaffed and the productivity of your staff.

Also, if you are going to control your costs and improve profits, it is important to have a budget for the year. Preparing a budget is a pain and many consider a waste of time.

However, it is one of the most beneficial exercises you will endeavor to insure the financial well-being of your business. It forces you to examine your costs, sales and margins.

It is time consuming and requires research and thought. However, without budgeting correctly, you will be operating your business by the seat of your pants and whatever happens just happens. The budgeting forces us to look back and look forward, which takes time and analysis. It makes us take important time

KNOWING AND CONTROLLING COSTS to look at every aspect of ing some difficult deciour business and in the sions, which will lead to process, causes us to see adjustments in how you areas that we can make do business. improvements. Then Reminiscing about naturally, the next step is the good ole days is fun to plan a course of action and is a good subject to correct some things of conversation with about the business. Withfriends. However, living out a plan of action, the off past successes and Mike Mize budgeting process alone doing what you have Executive VP and CFO will not strengthen your always done is no lonbusiness. ger a guarantee that you

Where do you begin in preparwill get what you have gotten in the ing a budget? The first step is to past. Survival and success now begin prepare or have prepared a balance with thinking and planning. Most sheet for the past three years. The of us are so busy fighting the fires of second step is to prepare or have day-to-day activities that there is no prepared a profit and loss statement time to plan. But as Yogi Berra said, for at least the past three years. Then, “If you don’t know where you’re the third step is figure your cash flow going, you might end up some place statement for the past three years else.” To stay in business and to and project your monthly cash flow grow business, it is imperative that for the next 12 months. (It is always a you plan. Otherwise, we might end good idea to examine your personal up some place we don’t want to be. balance sheet and cash flow periodiFailing to plan is planning to fail. cally.) Lastly, examine and evaluate Developing a good business plan your monthly expenses for the prior requires beginning with a financial 3 years and estimate your next year’s business plan. A good financial plan expenses by month and also follow begins with knowing where you are the same process in estimating your financially. next year’s revenues and gross prof-Mike Mize its. There are many software packages and free templates available on the internet to get you started. Once all of this information is accumulated, develop a strategy that will help you reach certain goals that you would like to attain. Then, after analyzing your current business and determining where you are financially, develop a sales plan to reach the specific sales goals. Then, do what needs to be done to reach these goals each month. Reaching these goals will almost assuredly require mak-

A good thing.

And now, even more of a good thing.

Liquid Fence Deer & Rabbit Repellent and Liquid Fence Snake Repellent 2 Pound Granulars are now available through BWI! ®

LIQUID FENCE

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800.336.1372 • liquidfence.com Liquid Fence is now a proud part of the United Industries family of outstanding Home & Garden brands. ®

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 13

noThing sAys growing mediA beTTer™

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14 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

r o P e e r C f e r i o n man Ce n e v n ?

Co

Why Not Both!

Micro-Sprinklers Senninger’s inverted and upright Micro-sprinklers deliver a fine spray of gentle droplets in a consistent and uniform pattern.

Micro-Sprinklers are Ideal for flows from 16.8 to 20.4 gph (63.6 to 308.9 L/hr).

Several connections and models to choose from.

Wobbler Technology Senninger introduced the Wobbler® technology in 1980. The unique offcenter rotary action provides outstanding uniformity over a large area at low pressures. This design delivers a gentle rain-like application employing.

The Xcel-Wobbler is ideal for

flows from 0.78 - 6.97 gpm (177 - 1584 L/ hr). High and Mid-angle models available.

The mini-Wobbler

Pressure Regulators Maintaining a constant preset outlet pressure regardless of variations in inlet pressure helps assure optimum system performance. Senninger introduced the first inline high quality regulator in 1966.

Several models to choose from.

is ideal for flows from 0.42 - 2.18 gpm (95 - 495 L/hr).

Upright & Inverted models available.

® www.senninger.com Made in U.S.A Serving the irrigAtion indUStry for over 50 yeArS! www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 15

2014 BWI EXPO

MUSIC CITY CENTER

BWI COMPANIES, INC.

September 15-17 | Nashville, TN

Save the Date

The 2014 BWI EXPO is the MUST EXPERIENCE event of the year. > 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 and Squirrel Products, Livestock Supplies, Pest Management, Wildlife Supplies, Pond Management, Planters and Accessories, Grower Supplies and Equipment, Lawn Ornamental and Furniture, Water Gardening and Equipment, Landscape and Professional Supplies, Potting Soils, Tools, Seed and more all represented! > Watch a short video on why you should attend the BWI EXPO here: http://goo.gl/n4I5Ps

16 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

ONLINE REGISTRATION AND HOTEL ACCOMMODATIONS COMING IN MAY Be sure to visit http://events.signup4.com/bwiexpocustomer for more information on EXPO’s Schedule of Events, Customer Appreciation Events, Hotel Accommodations, Education Topics, and more!

EXPERIENCE THE BWI EXPO IN A WHOLE NEW WAY...

The BWI mobile 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, speaker listings, and lots more.

Search BWI Companies in the stores for iPhone and Android apps.

2014 EXPO SCHEDULE AT A GLANCE

Monday, September 15, 2014 8:00 am - 3:00 pm...................................Customer Appreciation Events 5:00 pm - 8:00 pm...................................BWI EXPO Open 5:00 pm - 8:00 pm...................................BWI Hot Buys Tuesday, September 16, 2014 7:30 am - 6:00 pm...................................BWI EXPO Open Wednesday, September 17, 2014 7:30 am - 11:30 am.................................BWI EXPO Open www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 17

Congratulations BWI COMPANIES, INC.

2013 BWI EXPO Grand Prize Winners

GRAND PRIZE WINNERS 2014 Chevy Silverado

Clegg’s Nursery (Baton Rouge, LA)

70” TV

Precure Nursery (Oklahoma City, OK) Shore Acres Plant Farm (Theodore, AL)

Surveillance System

Barton Springs Nursery (Austin, TX)

Laptop

Shady Creek Greenhouse (Avera, GA)

iPad

Landry’s Feed Store (Crowley, LA) Northeast Texas Co-op (Sulphur Springs, TX)

iPad Mini

All State Pest Control (Georgetown, TX) Allen’s Nursery (Rocky Mount, NC) Conway Feed & Garden (Conway, SC) Economy Feed & Seed (Savannah, GA) Linneman’s Lawn Care & Landscaping (Columbia, IL)

Nexus Tablet

Green Tree Nursery (Little Rock, AR) Valley Feed (Decatur, AL)

Kindle Fire

Family Flowers Greenhouse (Ozark, MO) Hieden Feed & Supply (Houston, TX) 18 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

PROTECT YOUR INVESTMENT

Protect Your Garden ROTATING-HEAD OWL

▶Realistic head bobs and turns in gentle breezes; helps repel birds and pests while adding charm ▶This patented Natural Enemy Scarecrow® provides maximum garden protection ▶18” tall imposing presence; hand painted ▶Pole mount or fill with sand or gravel for best results

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 19

PRODUCT ASSORTMENT SELECTION STRATEGY A

s the hustle and bustle of spring sales brings much awaited revenue to retailers in our industry, a very important process begins in distribution. While the Randy Townsend retailer is selling Marketing Manager off initial inventory stockings and placing reorders for products to fulfill consumer demand, distribution is evaluating and reviewing those same products for success and not so successful experiences. Every business has a process of building and managing their portfolio of product offerings. Although the timing is different, similar approaches are taken no matter your point of the channel. For a distributor, that time occurs when the consumer buying season is at a peak.

The timeline for product selection for the upcoming year can begin as early as booking programs for the current year are ending. Manufacturers are already planning new offerings for the following year, making plans to launch to the suppliers in the channel, and at the same time their current offerings are just being purchased by consumers. Most new products are introduced to suppliers in distribution 4 to 6 months before being presented to the retail trade for early order bookings. This also applies to those items a manufacturer considers for discontinuing production.

By the time you read this, BWI will have already reviewed many of the offerings we bring to market looking for those successes and those that we look at and wonder what we

were thinking. Every product, line, and category has a decision process in determining how we support, and every decision has winners and losers.

What we attempt to do in our processes is limit those on the losing side. But as any business knows, all decisions can’t be winners.

Product classification for BWI helps to effectively manage the wide assortment of offerings we bring to market. By identifying the core items, we can review these quickly for any changes in demand, either up or down and make adjustments as needed. Our core item definition is simply those items that are mainstays in the marketplace having a consistent demand and good share across our service area.

These are high velocity items with good turns at every level of the supply chain. We build most of our programs around such items and concentrate on heavy inventories to meet the heavy demands. You will see such products in our Category Management selections.

When reviewing our product offering, we use many tools to review.

One of our best tools for determining success of an item, line, or category is early order bookings. The BWI EXPO allows us to gauge interest levels in new products and make decisions on how best to support additional demand in season. However, not all success from early order indications translates to additional success in season. Many times items are bought once by a retailer, sold through at retail and not ordered again, or suffer the “what was I thinking when I bought that” syndrome. We all are guilty of these unsuccessful decisions and then must do our best to move out at minimal losses to retrieve valuable

20 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

capital tied up in potentially dead inventory.

With BWI’s broad footprint, we are also able to capture demand and success of items, lines, and categories from the many regions we service.

Different climates, demographics, and trade practices help in determining up and coming demand for new products or those that find a place in the market. We can capitalize on the interest in one area and take those practices to other areas touting the new found benefits and features helping to build demand there.

Many other factors are used in determining the appropriate product mix. BWI utilizes a process that somewhat resembles a flow chart to determine if an item, line, or category is a fit and meets the expectations needed to be successful for our business model.

These factors include: QUALITY • Products and services that meet or exceed our customer’s expectations • Product packaging COMPETENCY • Financial position and credit rating • Market strategy and awareness • Procedural compliance GROWTH OPPORTUNITIES • Innovative products • Brand recognition • Marketing support DELIVERY • High fill rates • On time shipments • Warranties and claim policies • Reasonable re-order quantitiesinventory turns

CUSTOMER ORIENTED • Offers limited distribution in our coverage area • Training of BWI employees, training aids and educational courses • Web access to product information and specifications • Sense of urgency • Reliable customer service department PERFORMANCE HISTORY • Proven performance with current customer base • Management and organization • Industry reputation and participation

Once the prospective item, line, or category has met approval, it is put in motion to develop our plan to go to market. This strategy involves many steps to ensure we have all components in place to be effective in our presentation to prospective buyers.

INVENTORY PLANNING • Research for demand by region (BWI warehouse location) on projections of inventory breadth and depth • Movement of inventory among BWI’s 8 distribution centers • Warehousing and trucking requirements

Making product assortment decisions is not an easy task when the wrong decision could result in resources being tied up and perhaps lost. This is especially true when the opportunity is also there to invest in items, lines, or categories that are proven movers to provide a good return on the investment. Due diligence must be taken to make the right decision and having a well thought out strategy to do so is a must. Many companies, especially in distribution, have experienced a loose strategy for investment of resources in inventory. BWI does not intend to follow that system. We plan on being here to service your needs well into the future and will continue to work to bring the right product assortment based on all tools at our disposal to make sure we are helping you make the right choices as well.

Thank you for your patronage and trust as a business partner.

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MARKETING PIECES • Introductory promotions including any discounts or incentives available • Sell sheets and email blasts with benefit/features • EXPO programs to draw attention PRODUCT KNOWLEDGE TRAINING OF SALES STAFF • Manufacturer presentations at sales meetings • Manufacturer customer calls with BWI sales reps • Email blasts of information with training packets for review

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 21

! g n i c u d Intro Neogen’s newest consumer friendly Ramik® Mouser RF is a great option for the homeowner looking for rodent control solutions. The Mouser RF package includes a refillable bait station and bait bars. The Ramik mini bars are a proven and effective anticoagulant rodenticide and will be kept securely inside the bait station. The station’s two small openings allow easy access for mice to enter and feed — but prohibit access to children.

Features • EPA compliant child resistant refillable bait station.

• Contains Ramik Mini Bars.

• Available in 8 ct or 16 ct sizes.

• Easy to use bait station.

• Resealable pouch packaging displays great on the shelf and keeps the bait fresh.

Visit www.neogen.com to see all of Neogen’s rodent control product line.

Neogen Corporation • 944 Nandino Blvd. • Lexington, KY 40511 USA • E-mail: inform@neogen.com • www.neogen.com ©Neogen Corporation, 2014. Neogen and Ramik are registered trademarks of Neogen Corporation, Lansing, Mich.

SOme Of OUr NeweST prOdUcT AddiTiONS:

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Our product line is growing bigger and better every day. And, with more quality solutions, we can deliver more options for your business to grow better too.

To learn more about recent additions to our product line, talk to your distributor or visit us online. www.Nufarm.com/USTO

More where it matters most. www.nufarm.com/usto ©2014 Nufarm. Important: Always read and follow label instructions. Anuew™, Change Up™, Last Call™, Trooper™ and WEEDestroy® are trademarks of Nufarm. 3336® and Affirm® are trademarks of Cleary Chemical, LLC. TriStar® is a trademark of Nippon Soda Co, LTD. Clipper®, Safari®, SureGuard® and Tourney® are trademarks of Valent U.S.A. Corporation. Arena® is a trademark of Sumitomo Chemical Company, Ltd.

22 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

Tribute™ Total is the complete solution that goes the distance in weed control. Tribute Total provides post-emergent control of grassy weeds, broadleaf weeds and sedges. With one product, you can do more with fewer resources and free up time to handle other problems that might come into view. Tribute Total, the complete solution for the most troublesome weeds. For more information, please contact your local BWI sales representative, or visit www.

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Follow us on Twitter @BayerGolf Bayer CropScience LP, Environmental Science Division, 2 TW Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.BackedbyBayer.com. Bayer (reg’d), the Bayer Cross (reg’d), and Tribute are trademarks of Bayer. Not all products are registered in all states. Always read and follow label instructions carefully. ©2014 Bayer CropScience LP. www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 23

Make Your Spring Sales Count While Improving Your Customers Gardening Experience

By Andy Chidester

T

he spring season is now upon us.

Spring is our most prosperous time of year in retail lawn and garden and you know we do not get a second chance so it is important to make each sale count. I heard a sales representative pole a group of retail owners asking if they knew what the average customer spent per sales transaction?

This is an incredibly important fact that both the store owner and employees

of the store should know. What if your average sale was $17 per transaction and you increased this average sale just .50 cents. This would increase your bottom line.

Often times we are not progressive enough when it comes to our sales. We do not use all of our assets to make a difference in what could have been our final sales total for the day.

At some point we all become comfortable with just ringing up our custom-

24 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

ers. We forget the importance of a simple add on sale. Sometimes having the “add on sale” conversation can be uncomfortable for managers and owners to have with their staff. Consider the attitude that goes into an add on sale. Completing an “add on sale” is not simply asking a customer as they do in the fast food industry if they would like fries with their order.

By offering an “add on sale” we are taking the opportunity to improve the customers gardening experience and

simply because the customer did not realize that they could plant even more than they originally considered. This way your customer has everything they need and maybe even something they had not thought about.

success therefore making a lifelong gardener and customer. For example if a customer in your garden center is purchasing a flat of vegetables, simply asking them “Have you prepped the vegetable garden with compost?” can lead to a discussion prompting them to purchase additional items by offering them a choice of compost such as the Lady Bug Revitalizer or Back to Nature Cotton Burr Compost. Then ask the customer what their choice of fertilizer might be? If they do not have one, maybe tell them about the Natural Guard Tomato & Vegetable Food or Lady Bug’s new Healthy Harvest with KMAG and Actinovate. If you are in the South in the spring it is always a helpful suggestion to the home owner to purchase the Fertilome Tomato and Pepper Set Spray to assist with a plentiful harvest. Another aspect to customer service is showing interest in your customer when they come through the door. Please make sure that your staff greets each customer that walks in the door with a friendly smile. Encourage employees to ask customer’s “What gardening project are you doing today and how can I help?” If they are just looking, this is the time to let them know of new shipments that have arrived and about any upcoming events and specials.

Remember, the customer that comes through our doors has chosen us over the box store.

Your second biggest asset are your displays. Displays should be changed regularly, they should be in tune with what is occurring in the garden.

I recently heard a wise VPG sales representative state, “Don’t leave your spring gardening displays up until it is time for Santa Claus to come.” When building a display make it a one stop shop. For example if you are displaying your seed selection be sure to include a seed starting soil such as the Lady Bug Germinator, seeding trays, peat pots, plant markers and Medina Seaweed. Placing copies of your local area recommended planting dates and vegetable varieties can increase sales

Andy Chidester is the “Lady Bug Lady” or Sales Brand Manager for Lady Bug Brand. She has worked in the industry for 16 years and was a manager for the Natural Gardener in Austin, Texas and General Manager for Lady Bug until it was sold in November 2013.

Develop programs or “how to” handouts for your customers. If you don’t have time to put together a program; Lady Bug, Fertilome, and Hi-Yield offer several programs for you to put in place in your garden center. For example Fertilome and Hi-Yield have a Lawn Care Program while Lady Bug has a How to Build a Garden handout.

These programs and handouts act as silent sales people for you because they list everything that is needed to complete the project.

Get your customers to try something new. I recently had the opportunity to meet one of our customers in Alabama that put together an entire “Tomato Planting Kit.” For a set fee the kit comes with a large container, growing medium, fertilizer, cage, stakes, and Tomato Fruit Set Spray and let’s not forget the tomato plant. They make this kit sustainable and renewable by allowing the customer to bring back the container for refilling, another bag of fertilizer and plant at a reduced fee.

This garden center has customers calling in before spring arrives to reserve their kit.

So before spring gets here determine your average sales transaction then set a date aside for a staff meeting to discuss add on sales. Make a plan to put in some fresh new displays and place your programs and handouts where the staff and customer can have easy access to them. And get creative and encourage your customers to try something new; maybe a “kit of some type.”

Happy Gardening

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 25

BWI is proud to offer you the largest selection of lawn and garden, pest management, 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.

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WHAT’S BEST IN TODAY’S MARKETPLACE O

ptions.

Options.

Options. In any instance when making a personal purchasing decision you can literally have as many options as you choose Brad Meador to entertain. The Marketing Manager same holds true in the distribution world. Almost every day could potentially be spent reviewing a new line or hearing a presentation of why a manufacturer’s new product is better than the current one.

Whether it is buying horticultural chemicals or choosing a new style of bird houses there are several factors that impact the purchase decision.

RELATIONSHIP I believe this to be the most important factor in a purchasing decision. Certainly long term personal relationships have an impact but I am referring to the relationship that will be offered in addition to the transaction. Will this manufacture provide the needed customer service after the sale? Will they stand behind their product? Do they have a field staff that can help grow the line and relationship with end-user and distributor reps? Is this a progressive company that will continue to have new offerings five years from now?

MARKET RELEVANCE Is there a great enough need or market awareness for this product? Often times when approached by a potential new vendor the sales pitch tends to be geared towards university research

and results, which is definitely important but if researchers are the only people that know there is a need the success of the product is typically minimal. I tend to be more interested in the marketing of the product and what results they may have had with trials at large name operations. Also, how unique is the product? If it is unique in terms of outstanding performance against all others, then the likelihood of its success will be much greater than a product with average performance and premium pricing.

the supply chain depending on the season. While these supply issues are generally exceptions, it is important to know what kind of facility your suppliers have. How easy or accessible is product should you have an unforeseen spike in sales? Do they have multiple locations they can service your account from? If the manufacturer were to shut down, how quickly can they rebound to fill orders? The unknown of several of these questions generally has the largest impact for adding an alternate product.

DEMAND Often times in BWI’s seasonal business the most recent problems tend to put a spike in demand on certain products.

Seasonal pests such as fire ants, whiteflies, downy mildew or poa annua are all examples of issues that end-users face and generally want taken care immediately once they decide to find a resolution. For a distributor having only one option or depending on one manufacturer for all their needs could be the kiss of death. Customers generally are not willing to wait when the time comes and not having an option to meet the demand typically leads to a lost sale. In several seasonal instances such as the previous mentioned pests, sometimes even a third option is worth having.

PRICING The last mentioned but generally the greatest decision factor with several companies is price. This can be a very difficult factor to manage with all the post patent low cost alternatives in our market today. It is very important to weigh all the additional benefits or lack thereof when making a decision on price:

SUPPLY As a distributor we put a lot of faith in our vendor partners to provide us with adequate supply no matter what the season brings. Although we would like to think there is an endless supply of the products we stock, the reality is shortages do occur. Anything from storms to scheduled shut down for maintenance could drastically affect

28 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

• Technology – Is this particular product old technology or a “me too”? If so, it will be very difficult to be a distributor on the cutting edge if all of your volume is with post patent companies.

• Supply – As mentioned before, if a company cannot supply the right amounts at the right time it wouldn’t make any difference if the product was free.

• Product support – What happens if there is a crop failure that is said to be linked back to a certain product? Does the manufacture have a staff that can do the testing or research to see if it was truly a product failure and more importantly are they financially stable enough to support that issue.

• Devaluing – Is the lowest cost supplier devaluing the market? Sure we all like to get a deal but intentionally taking value out of the market does more harm than good to all of our businesses in the end.

BWI considers all of the above factors in our product and vendor decisions and the result is usually more good decisions than bad. Sure, we all make mistakes but considering these topics when making decisions will improve your batting average.

-Brad Meador

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.

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 29

Can you improve production efficiency with new technology? good sanitation practices to get the most nutrition delivered to the intended target – your plants. Dosatron®, BioSafe Systems®, and Nature’s Source® have compatible, quality products that will improve production. BioSafe says it all with "Simply Sustainable. Always Effective." In addition to great product offerings, we all work to partner with our growers to ensure success with their nutrition and treatment programs.

Article by: Janet Curry It is interesting that when a new version of a cell phone comes out so many wait in line to buy the latest and greatest to simplify how we communicate and to become more efficient. Do you ever wonder why, when it comes to greenhouse production, we look at new plant varieties that offer more sizzle or easier care for the consumer, but when it comes to production and growing those plants, well how often we’ve heard, "It’s the way we’ve always grown" or "Why change what’s working?" Newer sustainable technology in key components of greenhouse production – nutrition, sanitation, and delivery – can simplify growing and make you more efficient.

Nature’s Source Plant Food is a blended product that offers growers the best of a synthetic fertilizer, the best from an organic food source, and the benefits of a slow release fertilizer. The natural nutrition, found in oilseeds, is high in nutritive value for plants and the soil. It contains all the trace elements, calcium, and an abundance of organic compounds including, vitamins, amino acids and so much more. All in a balanced form that is taken up by the plant at optimum efficiencies. In addition to the NPK and trace elements found in water soluble fertilizers, Nature’s Source provides identifiable compounds that have been introduced as "Boost Molecules." These boost molecules found in seed extract do even more to grow a strong plant with increased vigor and improved post-harvest:

• Aspartic Acid Significantly improves nutrient acquisition; increases root branching and root hair development • Alanine Operates in anaerobic conditions; helps plants deal with wet feet and nitrogen-limiting conditions • Glutamic Acid Fundamental metabolite in the formation of vegetable tissue and chlorophyll synthesis • Glycine Plant growth regulator to slow maturation process, temporarily suppressing ethylene production • Methionine Established precursor of ethylene provides a positive effect on plant growth; documented yield increases

Newer technology in plant nutrition has been on the market for 19 years now and it is allowing growers to grow healthier crops with better shelf life and plant quality. Nature’s Source® Plant Food 10-4-3 is just that product. It is exciting to see so many growers making the switch after all these years.

But keep in mind not one product can give us everything.

Social media needs a carrier and an avenue for sharing information, and in greenhouse production Nature’s Source Plant Food needs the best delivery system coupled with

• Proline Protects membranes and proteins against adverse effects from high salts and temperature extremes, increasing plants’ ability to deal with temperature stress • Phenylaline Starting compound for flavonoid biosynthesis impacting flavor; key component to antioxidant production • Silicon Promotes disease and insect resistance, cell structure fortification Chance Finch, GM at Ball DPF says, "The benefits to these boost molecules are better stress tolerance and root structure, more intense color, and toned growth with improved

your plants nutrition source robbing your crops of intended nutrients, building up in your lines causing water flow issues, and providing a host of disease pathogens.

Research from the University of Connecticut shows propagation lines that start clean but are not protected during production with ZeroTol 2.0 develop bacteria colonies by Week 4 and are heavily saturated by Week 7.

shippability and shelf life, which allow you to see the effects of these compounds through all levels of the supply chain." Did I mention labor savings...

The great thing about this new technology in plant nutrition is it allows a grower to grow a wide range of crops easily with one formulation. Easy means you set a drum or a tote of Nature’s Source right up next to your Dosatron, adjust the Dosatron to the proper ratio and pull straight from the container, letting your Dosatron do all the mixing for you.

Nature’s Source with Dosatron is a sustainable fertilizer injection solution for your greenhouses, garden centers and nurseries. With Dosatron, your plants get the right amount of nutrients every time. The industry gold-standard for quality and reliability. The Dosatron multitasks as a reliable vehicle for ensuring accurate dosing for many products. This is also important for the BioSafe Systems line of products that provide protection for your greenhouse, nursery and garden center.

7 weeks into a crop that started with clean lines and propagation water Fertilizer/No Sanitation

ZeroTol 2.0 & Fertilizer

By teaming up with your BWI sales representative, you can simplify your greenhouse production and become more efficient with the use of BioSafe Systems products to start clean and stay clean, reducing pathogen risk while improving your nutrition delivery. With the elimination of nuisance pests your plants can now get the full nutritional benefit of Nature’s Source. You can ensure quality plants while being "Simply Sustainable and Always Effective" with the ease and efficiency of feeding your plants through your Dosatron with Nature’s Source Plant Food.

Janet E. Curry is the National Sales Manager for Nature’s Source.

So let’s look at why there is a need for sanitation and the BioSafe System products. Starting with clean lines is the first step in efficient, effective productions. Why? ... When algae/biofilm is in your lines it can cause nutritional deficiencies whether you’re using a synthetic fertilizer or a blended plant food like Nature’s Source.

Biofilm is made up of various microbes both pathogenic and benign and they want feed also. They will feed off

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www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 33

SHORT CUTS & QUICK FIXES O ne of the greatest temptations in life is to buy into the false notion of a “short cut” or a “quick fix.” The problem is that short cuts rarely turn out to be Clay Wilkerson short at all. In fact, GTS Sales Manager most of the time

they end up taking us places we don’t want to go and keeping us longer than we want to stay. The same is true of quick fixes, they certainly can be quick but they rarely turn out to be a real and lasting “fix” for the problems we face. What’s true in life is also true in business. Although we are constantly tempted to take “short cuts” and fall for “quick fixes”, seldom does that approach work out in the long term.

We may save some time now but in

34 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

the long run it almost always cost more time and money than if we had taken a more thoughtful and long term approach. Nowhere is that more obvious in our industry than in how we approach capital projects. Since we work with growers and retailers across a large part of the country I get to see examples of folks getting it right and of others who are struggling. Three common areas where people struggle with taking a long term approach to capital projects are structures, equipment and irrigation.

Many, if not most, people who are in the greenhouse business started small and gradually grew their business to where it is today. As a result of a tight budget and limited experience, the greenhouses they initially purchased and built were probably not the best case scenario for what they were growing then and certainly aren’t now. In fact, in most nurseries you can track the evolution of the business by looking at the different types and styles of greenhouses they’ve purchased from the beginning of their business until today. The problem is that many of those original structures that so faithfully allowed them to start the business and get through the first few years now have the potential to become money pits.

Because they aren’t well suited to the crops being grown now they have the potential to increase production costs, reduce crop quality and extend finishing times. Too often due to a combination of sentimentality and a hesitancy to spend capital dollars, it’s tempting to apply “quick fixes” and try to limp along for one more season. Unfortunately, that approach almost always costs more money in the long term because of the impact on the bottom line. Many times it makes much better business sense to upgrade to higher quality more efficient structures that are better suited for the crops you’re

growing today than to keep struggling with greenhouses that are a constant drag on your efficiency and profit.

Another area that people struggle to take a long term approach is in regards to equipment. This could be greenhouse equipment or production equipment. Since technology is changing so rapidly it’s inevitable that equipment is constantly evolving and getting more efficient. As equipment ages and begins to need repair it often makes good sense to make those repairs and keep the equipment in service. This is true if there is a reasonable expectation that the repairs will extend the usable life of the equipment for several years. However, there are times when continuing to patch and repair older equipment is really no “short cut” at all, resulting in nothing more than sending “good money after bad.” If the equipment is several years old and there have been significant advances in features and efficiency, the smartest course of action might be to opt for purchasing new equipment rather than continually patching and repairing the old. This approach allows you to apply the money you would have spent on current (and future) repairs of old equipment towards newer equipment that will operate at a higher efficiency and allow you to reduce operating costs. This kind of thoughtful and long term approach to equipment purchases always makes good business sense.

There’s probably no area on a greenhouse or nursery that is more neglected and driven less by long term thinking than the irrigation system.

As mentioned earlier, most greenhouse businesses started small and grew gradually over time with little thought of a master plan. Unfortunately the irrigation system rarely grew at the same rate as the business and too often, was designed and laid

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out through a series of “short cuts” and “quick fixes”. As a result, production typically outgrows the watering system, leading to a number of common problems that all have the potential to increase production costs and reduce profit: • Older and/or undersized pumps operating at low efficiency • Undersized plumbing that leads to high operating pressures • Worn out and outdated watering devices that require too much water and have a low rate of uniformity.

These kinds of irrigation problems are almost always the inevitable result of taking a short term and segmented approach to irrigation and become a drag on the bottom line. Taking a long term systems approach to irrigation design avoids these kinds of problems and ultimately results in the ability to provide water efficiently and uniformly at the lowest possible cost.

In business, as in life, there is always the temptation to take “short cuts” and apply “quick fixes” to the challenges we face. That’s probably true in our industry now more than ever because the demands are great and the stakes are high. Growers and greenhouse owners are being pressed on every side to do more with less in an effort to save money so the temptation to reduce costs by taking a short term approach to capital spending becomes appealing. It’s during these times that wisdom is most needed, however, because if those areas are approached with a short term “Band-Aid” mentality it will actually cost more money in the long run; money that will come directly from the bottom line.

-Clay Wilkerson

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www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 35

water with ease The new One Touch™ line gives you complete control of the water flow with a move of your thumb.

Dramm introduces a line of watering tools allowing you to water with ease. The new One Touch™ line gives you complete control of the water flow with a move of your thumb. Simply move your thumb forward to water and move your thumb back to stop watering, saving time and water when you move from plant to plant; a great item to have in water restricted areas and for arthritic hands. The new One Touch™ Valve is now available on Dramm Rain Wands™ and hand held watering tools.

The One Touch™ Rain Wand™ comes with Dramm’s classic 400 Water Breaker® that creates a shower for flowers. It also comes with a new rubber over mold that protects the natural wear-points when dragging the Rain Wand™ around grass and concrete. Sandra Gerdes from the test garden at Better Homes & Gardens Magazine says, “With all the watering we’ve had to One Touch™ Rain Wand™ do this summer, I really 36 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

appreciate the One Touch™ Valve with its easy thumb control.”

The One Touch Shower & Stream™ has been officially tested and recommended by the National Home Gardening Club! The National Home Gardening Club is a community of gardening enthusiasts sharing tips & advice on gardening. The One Touch Shower & Stream™ received a 98% approval rating and 9.8 out of 10 gardeners approve and recommend this product.

Arielle Smith says, “We’ve been in the midst of a persistent drought all summer – I’ve learned to resent the constant watering. Voila! The Dramm shows up – and in my favorite color, no less!

Suddenly, watering is fun again! The Shower and Stream is easy to use and lightweight.”

The One Touch Shower & Stream™ has two pattern options: Shower, a cascading flow of fine water droplets that will not harm your plants, and Stream, a concentrated jet, powerful enough to wash even the muddiest sidewalks. Delia Drudge says, “The shower setting did not even damage one petal on my flowers or rosebushes and was easy to direct. The stream easily cleared leaves from my driveway. The items felt like a tool, not a toy.”

One Touch™ Shower & Stream™

One Touch™ Fan Nozzle

Dramm continues to expand the One Touch™ line with the new One Touch™ Fan Nozzle. The corrosion proof head creates a precise and gentle water pattern that won’t harm delicate plants and seedlings – Great for watering containers, plants and shrubbery.

All of the new One Touch™ products fit comfortably in your hand, are made with heavy-duty metal and are available in Dramm’s six bright colors that will no longer be lost in the lawn: red, orange, yellow, green, blue, and berry.

Dramm has added a Facebook page. Please send pictures of Dramm products in your store and we will post them on the Facebook page. Please send pictures to jreinhardt@dramm.com.

Dramm has been making professional watering tools for nurseries, greenhouse growers and avid gardeners for over 65 years. Dramm strives to produce products that save time and energy while providing quality products that will last a lifetime. For more information about Dramm visit us online at www.dramm.com and join our Facebook page!

2014 BWI EXPO

MUSIC CITY CENTER September 15-17 | Nashville, TN

PLAN YOUR EXPO TRIP ON THE GO Download the 2014 Nashville Visitors Guide app from your app store.

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 37

Your ONE SOURCE for Greenhouse Structures, Automation, and Irrigation

Whether you are expanding, remodeling existing greenhouses, or upgrading equipment, our trained specialists are here to help. Our GTS staff can provide you the technical support you need along with the level of customer service you have come to expect from BWI. Let us take the worry and hassle out of your next project.

Call today to speak to one of our specialists - 888.447.3403.

www.growertechnicalsales.com

38 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

PLANNING FOR LONG-TERM & NEAR-TERM SUCCESS D

riving sales growth for BWI and effectively servicing our customer base are inextricably related. In other words, BWI can’t have one without the other. Our Joel Green success as a distriBWI Texarkana bution and sales Sales Manager company depends on our ability to service and satisfy our various customers and markets.

BWI’s sales process focuses on both long-term and short-term planning. Although different in scope and specificity, both are important to sales growth and profitability. Since early in my sales career, I have long been a proponent of Stephen Covey’s “Time Management Matrix” for prioritization. Covey’s system advocates a four quadrant process to determine the tasks that need to be a priority for success. Quadrant 2 activities – Important/Not Urgent – are the activities that are highlighted for long-term success.

Quadrant 2 activities are important but do not require immediate attention. They are activities that must be planned for. Some typical Quadrant 2 activities would be: • Developing meaningful customer relationships • Associate training and development initiatives • Identifying and developing new markets and customer opportunities • Personal development (continuing education, exercise, etc.)

These activities are critical to business growth and sustainability.

They require research, study, and a significant time investment. They can be squeezed-out by fire-drills (Quadrant 1) as well as distractions, interruptions, and routine business tasks (Quadrant 3). Nevertheless, because they have long-term implications they must be addressed and planned.

At BWI, long-term planning and strategy development affect many aspects of the sales process. Our staffing and man-power needs are determined by new market opportunities as well as servicing existing markets and customers. Our recruiting and sales training efforts are predicated on new markets and the requirements associated with these entries. A good example would be BWI’s recent entry into the Pest Control market (PCO).

The unique product and application aspects of this industry affect our long-term hiring and training decisions.

As important as strategy and longterm planning are, they do not replace the need for short-term planning and tactical execution. Our local BWI divisions develop annual sales plans with the purpose of driving productive sales activity and improving customer interaction and service. These are essentially short-term business plans.

These plans may result in adjustments to sales territories or a change in outside salespeople, but they are intended to address specific business building or customer opportunities.

Competitive pressures and changing market conditions will always mean short-term course corrections.

Pricing decisions and changes to our product offering and availability are areas that will frequently be based on

near-term conditions and challenges.

These challenges affect our sales plan and require immediate attention and action. In these instances, our commitment to our customer is to provide clear communication and reasonable fallback options.

The challenges and opportunities faced by BWI are no different than those faced by our customers. Longterm growth and sustainability among our customers requires planning, investment, and many times, risk.

BWI’s desire is to support your efforts and to be more than just a distributor option. We want to provide market and merchandising expertise to help you compete in a tough and everchanging environment. We have programs such as Category Management that help you navigate the on-going planning and merchandising arena.

EXPO is a unique and exciting buying opportunity with the added benefits of vendor interaction, visibility to new products/categories, merchandising programs, and significant product discounts. In everything we do, BWI’s goal is to bring added value through outstanding service before and after the sale!

-Joel Green

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 39

BWI provides THE BEST selection of professional pest management products, competitive prices, and excellent service.

Termiticides • Insecticides • Insect Baiting Rodenticides • Cleaners • Disinfectants • Equipment Applicators • Apparel

BWI COMPANIES, INC.

855.558.7378 (PEST) / www.bwicompanies.com 40 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 41

Clearly, we’ve got you covered.

Dura-Film® Products by AT Films, Inc. The favorite choice of BWI customers for over 20 years.

Superior strength and durability—backed by outstanding service.

Greenhouse Films • Nursery Films • High Tunnel Films Researchers with AT Films developed the Dura-Film® family of products to meet the growing needs of the horticulture industry. Superior strength and durability is backed by the industry’s leading non-prorated warranty. With a distribution network that spans from coast to coast, AT Films has the ability to meet the needs of your growing operation.

Download your free 2013 AT Films Horticultural Product Guide at www.atfilmsinc.com

Contact: 800-661-3606 or info@atfilmsinc.com www.atfilmsinc.com 42 | BWI Companies, Inc. APRIL 2014 | www.bwicompanies.com

AGRONOMIC PROGRAMS EQUALS MONEY SAVED I

t’s always a topic of good conversation. Will I do better if I budget for preventative programs or is my money better spent on treating needs as they arise? I believe, Kolby Keeling and research Regional Turf Sales shows, that having Coordinator a good preventative program is the most efficient way to go. It doesn’t matter if you are talking about fungicide, herbicide, insecticide or fertility programs; wellplanned agronomic programs will save you money, time and unwanted exposure.

If preventative programs are not in place and problems arise, one way or another, money is always involved.

When you need to react to unexpected, declining turf or landscape situations, you can bet your bottom dollar that there will be an unexpected increase in your labor cost. In addition, chemicals will cost more at a curative rate than they will at a preventative rate. Bottom line, wellplanned, quality agronomic programs will save you money in the long run.

Declining turf and landscape equates to more time; i.e. more labor hours, increased usage of equipment and let’s not forget, time spent communicating issues to management, members and owners. This is a situation that nobody wants to be in and can be avoided. Preventative programs will ultimately save you time.

Listed below are a few of the agronomic programs that you may want to consider working into your budget or agronomic planning:

• Poa Control Program • Aquatics Program • Foltec Fertility Program • Moisture Management • Fairy Ring Program • Guaranteed Fire Ant Control • Bentgrass Fungicide Program • Bermudagrass Fungicide Program

Any of the above programs, as well as other programs can be explained in detail by your BWI account manager. Many of these programs are backed by manufacture guarantees.

Whether it is aesthetically undesirable landscape or substandard turf conditions, nobody wants to have to explain these to members, management or owners. With a good preventative program, this can potentially be avoided.

If you want to become more cost effective, save time and limit negative exposure, let BWI help you put a good strong agronomic program in place!

I look forward to seeing everyone at this year’s EXPO and I wish you and your business the very best!

DISCOVER

Sign up for BWIe-News to receive news and specials in your inbox!

An electronic newsletter sent to BWI customers, BWIe-News includes new product information 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.

-Kolby Keeling

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 43

GREAT BUYS!

®

Say CYONARA to Pests For Good ™

CYONARA™ L&G QUART • • • •

CYONARA™ L&G RTS QUART

Kills 130 plus pests on contact Covers up to 16,000 sq. ft.

Fast acting and low odor Protects lawns, vegetables, roses, flowers, trees and shrubs • Kills spider mites, fleas, aphids, fire ants, chinch bugs and more

• Connect and spray • Fast acting and low odor • Protects lawns, vegetables, roses, flowers, trees and shrubs • Kills spider mites, fleas, aphids, fire ants, chinch bugs and more • Treats 16,000 sq. ft.

CYONARA™ POUR-ON TOPICAL INSECTICIDE GALLON • Ready-to-Use • Controls lice and horn flies on beef cattle, cows and calves • One gallon treats up to 378 head of (600 lb.) cattle • One dosing gun included with each case of gallons

44 | BWI Companies,| Inc.martinsbrand.com APRIL 2014 | www.bwicompanies.com 800-242-5562

CYONARA™ 9.7 INSECTICIDE 8 OZ. • Contains Sigma Technology • Used for outdoor perimeter pest control, indoor food handling areas, turf and ornamental and animal housing • Great for control of tough pests like darkling beetles, ticks, flies, mosquitoes, scorpions, bed bugs and many more

CYONARA 9.7™ INSECTICIDE QUART • Contains Sigma Technology • Used for outdoor perimeter pest control, indoor food handling areas, turf and ornamental and animal housing • Great for control of tough pests like darkling beetles, ticks, flies, mosquitoes, scorpions, bed bugs and many more

CYONARA™ PLUS POUR-ON TOPICAL INSECTICIDE GALLON • Synergized formula • Ready-to-Use • Controls lice and horn flies on beef cattle, cows and calves • One gallon treats up to 378 head of (600 lb.) cattle • One dosing gun included with each case of gallons

controlsolutionsinc.com

Driven by innovation Inspired by nature

Trusted brands.

New solutions for the greenhouse.

Peters Excel pHLow ®

®

The more convenient way to fertilize

Osmocote Bloom ®

Sized-right nutrition for smaller containers Specially formulated to feed plants with a production time of 6-12 weeks.

The all-in-one water soluble solution to deliver proper plant nutrition and manage alkalinity.

• Useful over a wide range of water alkalinity types and application rates • Highly soluble formulations mix easily and help keep irrigation systems clean • Acidifying technology and chelated micronutrients maintain dark green foliage of spring crops • Single stock tank compatibility saves time, labor and materials costs

Grower benefits include: • 100% coated mini-prills contain N-P-K, magnesium and micronutrients • Plants receive virtually all the nutrition you buy; nutrient runoff is significantly reduced • Efficient and easier root zone management; minimal stress from pH and EC swings

Consult with your Everris® Territory Manager for more advantages Peters Excel pHLow and Osmocote Bloom can bring to your operation.

Everris NA, Inc. • 800-492-8255 • Email: info@everris.us.com • www.everris.us.com © 2014 An ICL Fertilizers Company, Worldwide Rights Reserved.

1/5 the size of a standard prill for better uniformity and even distribution of nutrition in smaller containers, optimizing plant utilization.

P.O. Box 5968 Texarkana, TX 75505

PRSRT STD U.S. POSTAGE PAID CARTHAGE, TX PERMIT NO. 80

Only Sold to Independents