Buylines Spring 2015

BUYLINES

Spring 2015

BWI COMPANIES, INC.

MOVING FORWARD NEW MARKETS, ENHANCEMENTS, CHANGES

www.bwicompanies.com

EXPO Save the Date

BWI Partners with Alliance Animal Care, LLC

BWI Honored by the State of Texas

12286 HWY 105 E • Conroe, TX 77306 • 936-756-4846

ladybugbrand.com

SAVE THE DATE

CONTENTS

APRIL 2015

2015 BWI EXPO SEPTEMBER 21-23 SAN ANTONIO, TX

IN THIS ISSUE

Flip this issue to page 16 for registration information in addition to hotel information and a schedule at a glance.

3

President’s Message BWI’s Commitment to its Customers, Suppliers, and Employees

By Jim Bunch President & CEO

6 9

BWI Companies, Inc. Partners with Alliance Animal Care, LLC

Not Enough Time

By Mike Mize Executive VP & CFO

13

Keeping Up with the Industry

15

By Jason Platzer BWI Apopka Sales Manager

Why Growers Should Consider Using Insect Growth Regulators

24

By Dr. Carlos Bogran, OHP, Inc.

Are You Adapting?

By Randy Townsend Marketing Manager

32

Staying Ahead by Moving Forward

By Brad Meador Marketing Manager

28

Things to Consider About Compost, Soils, and Mulch

By Andy Chidester, Lady Bug Natural Brand

39

Adding Structure to Add Value

By Clay Wilkerson BWI GTS Sales Manager

44

Moving Forward Not Backword

By Will Welch Key Accounts Manager

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 1

Don’t let weeds get in the way of your job.

Follow us on Twitter @BayerLawn

A lot of hard work goes into providing beautiful lawns for your customers. But weeds can mean more work, more callbacks and more headaches. Tribute® Total is the only post-emergent solution you need, controlling over 55 types of weeds.

Meaning your customers’ lawns can look fantastic. And you’ll look pretty good too.

Learn more at BackedbyBayer.com/tributetotal.

The BackedbyBayer app is available for download at the iTunes store.

For more information, please visit BackedByBayer.com or contact your local BWI sales representative.

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 Tribute are registered trademarks of Bayer.

2 Not | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com all products are registered in all states.

Always read and follow label directions. ©2015 Bayer CropScience LP.

PRESIDENT’S MESSAGE BWI’S COMMITMENT TO ITS CUSTOMERS, SUPPLIERS, AND EMPLOYEES As we start a new year, BWI Companies, Inc. enters into its 57th year in business. We owe our existence and success to our customers, vendor partners, and employees.

Our commitment to the aforementioned is, “We will not rest on our laurels and we will continue to invest in assets and processes that will automate, improve efficiencies and ultimately enhance the service we deliver to our customers and suppliers.”

I would like to share a few examples of how BWI is investing in the future: • BWI is now in the animal health business with a partnership with Alliance Animal Care, LLC. We feel this will give farm and ranch stores an alternative place to source their animal health supply needs. This has been a long time coming and we are very excited about providing this category.

• New equipment such as new trucks and trailers that get better fuel mileage and are light allow us to carry more weight resulting in less down time.

• Thanks to a steady sales growth in South Carolina, North Carolina, and Georgia, BWI made a major warehouse expansion at our Greer, SC location. This will allow for improved efficiencies and continued growth allowing us to provide even better customer service to our current and future customers.

• As part of our software conversion process we have replaced the software and hardware used by our sales force and moved to tablets operating on CE Mobile software. Now our sales force has a more portable device allowing them to be more efficient.

• We have made major enhancements to our MIS hardware by replacing legacy switches to Ethernet switches in most locations for a more reliable information network with less down time.

• Our EXPO will be in San Antonio this year with expanded offerings, Hot Buys and new products. Nashville was a terrific venue for our EXPO in 2014 and in 2016 we plan to return to Nashville.

For 2015, BWI has set a goal to increase its top line sales by 7% which is definitely a stretch goal. Size matters in distribution and top line sales are important to continued success because we have to leverage our volume source when we are purchasing inventory, supplies, financial assets, employee health insurance, etc. We feel it is incumbent for BWI to grow in order to provide value, service and competitive prices to our customers in today’s super competitive environment.

In closing, on behalf of BWI and the Bunch family, I would like to say THANK YOU to our customers and suppliers for all of your loyalty and support. I wish you and your business a terrific year in 2015!

Jim Bunch, President and CEO BWI Companies, Inc. www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 3

where growing begins.

ORGANIC BACCTO STYLE

TM

INDEPENDENT GARDEN CENTER RETAIL PRODUCTS BACCTO PRODUCTS ARE NOT SOLD TO MASS MERCHANT OR BIG BOX STORES!

Baccto products have a naturally natural water holding capacity

Contains Naturally Natural Organic Peat & Organic Fertilizer where growing begins.

TM

University Studies Show Less Watering Less Fertilizer this Equates into Lower Water Cost & Lower Labor

FULL DEALER SUPPORT PROGRAMS POS/POP MATERIALS PALLET STANDS/PRODUCT INSERTS 3% CO-OP ADVERTISING ATTRACTIVE EYE CATCHING PACKAGING DEALER REBATES CONSUMER REBATES PRODUCT QUALITY & CONSISTENCY “FILL THAT TRUCK” PROGRAM EMPLOYEE PRODUCT TRAINING

Water the Money Tree 6 Retail & Grower Rebate Program 2015 FOR COMPLETE PROGRAM INFORMATION CALL 281.520.1999 OR E-MAIL sales@baccto.com

PROGRAM DATES: April 1-June 30, 2015

where growing begins.TM

4 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

Ideal mix for hydroponic gardening

where growing begins.

TM

PROFESSIONAL GROWER SOILS & BLENDS AVAILABLE IN LOOSE FILL BAGS - BALES - BULK BAGS

where growing begins.

TM

PRODUCT OF USA

For complete information about the Baccto products, programs, or to place an order call 800.324.7328 x228 or e-mail sales@baccto.com

NEW Swan 1-2 Vertical BWI Spring 2015 ad.pdf

1

3/9/15

11:04 AM

Only Extinguish Plus Gives `em Both Barrels. ®

Fast acting. Long lasting. Extinguish Plus is the only dual-action bait that kills adult fire ant workers and sterilizes the queen.

®

C

Blow away fire ants before they take another bite out of your assets. These little buggers account for nearly $6 billion* of damage annually in the United ® States. 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.

M

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MY

CY

CMY

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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.

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.

©2009 Wellmark International Extinguish is a registered trademark of Wellmark International.

Always read and follow label directions. *source: USDA

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 5

NOT ENOUGH TIME by Mike Mize

S

top and ask someone about their day, and usually the first words uttered are “there isn’t enough time in the day to do what I have to do”. It’s strange because most of us seem to find time: to watch hours of junk television, to go to ball games, to go out and eat numerous times a week, and to do just about anything we really want to do. However, it does seem that most of our schedules are full and the day flies by. If we really want to stop impressing people with how busy we are and start living life instead of enduring it, we might stop and review our schedules. This applies to our work life and our personal life. Most of us have a lot of clutter in our life, because “junk” fills up too much space. We need to learn how to say “No!” In order to simplify our lives, we must learn to say “No” fairly often. For me, it begins with resolving to simplify my life and rearranging my priorities, which sounds easy but is very difficult. I have found I need to do a better job of managing myself and others in the following areas: >> KNOW WHAT YOU ARE GOOD AT. Most people really don’t know what they are good at. Instead, they know what they are not good at. A person can only build performance on strength, not weaknesses. Therefore, concentrate on your strengths and put yourself where your strengths can produce results; work on improving your strengths and improve your skills; and work on improving things you do or fail to do that diminish your effectiveness and performance. >> KNOW HOW YOU PERFORM. Just as most people achieve results by doing what they are good at, they also achieve results by working in ways they perform best. Are you a reader or listener? People are one or the other. Few listeners can be made into competent readers and vice versa. Do you learn by listening or writing or talking? Writers do not learn by listening and reading, they learn by writing. Others learn by hearing themselves talk. Know yourself. >> ESTABLISH VALUES. To manage yourself, you must have established values. There is a difference in values and ethics. Your values should drive your ethics. As Stephen Covey says, “The way things are is Reality. The way things should be is Values. We assume that the way we see things is the way they are or should be. The way we see is a source of the way we think and act. What we see is highly interrelated to what we are. When I open my mouth to describe what I see, I describe myself and my perceptions.” Determine ahead of time what is really important to you. Don’t let situations or circumstances determine your response. >> BE EFFECTIVE. Our effectiveness does not depend solely on how much effort is put forth, but on whether or not the effort is in the right place. Work for the sake of working does not always guarantee success. Working smart pays big dividends. Planning, relationship building, looking for new opportunities, and prevention are sometimes not as glamorous as work, but eliminates future problems and provides tremendous future benefits. >> BE VALUE DRIVEN. Are you driven (controlled) by values or feelings? If you are controlled by feelings, you are actually controlled by circumstances and other people; or you are acted upon by these forces and may view yourself as a victim. If you are con-

6 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

Mike Mize Executive VP & CFO

now has more hose ends to offer! trolled by values, you view yourself as in charge and subordinate your feelings to your values.

Life is a lot simpler and work is much more fun when you are doing what you are good at doing and when you leave the rest to others’ strengths. But, it all begins with knowing yourself and knowing those around you. Keep working on the important things instead of the unimportant things and time will take care of itself. If we needed more than 7 days in a week and 24 hours a day, the Lord would have made it differently.

Revolution

™

is here

Revolutionize the way you look at Hand Watering.

Wondering what happened to the former Gilmour® branded sprayer lineup?

There’s great news for you! Chapin® International, Inc. has acquired the former Gilmour® branded sprayer lineup and is now manufacturing these designs under the Chapin® brand.

Chapin®, with over a century of sprayer manufacturing expertise, has taken this popular lineup, tested, refined and improved it to the exacting standards that Chapin® customers expect.

Visit www.ChapinMFG.com or contact your BWI Sales Representative

WHO’s

Protecting Your Garden?

• Effortless, Thumb Controlled Valves • Heavy-Duty Metal • Eye-Catching Colors

One Touch™ Fan Nozzle

Revolutio

yG n™ Spra

un

One Touch™ Rain Wand™

One Touch™ Shower & Stream™

Professional Quality for Life

www.dramm.com

For more information about our products, visit us at DalenProducts.com www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 7

8 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

COMPANY NEWS

BWI Partners with Alliance Animal Care, LLC Alliance Animal Care, LLC is a wholesale animal health distribution company focused exclusively on procuring products from manufacturers and suppliers and delivering them to wholesale and retail locations through a just in time logistics network.

There are several attributes of Alliance that make it an excellent choice for your animal health supplier. First, Alliance is core in animal health; it is all we do. This allows us to focus exclusively on the animal health market, its trends, and its future directions. This focused approach also allows for the staff of Alliance to be very focused on animal health knowledge. Indeed, the operational staff of Alliance has over 80 combined years of experience in selling animal health. Each of the staff members has a strong personal background in animal care and professional careers in animal health as well. The staff includes a veterinarian, a veterinary technician, and a nutritionist. Dr. Kevin Cox, the veterinarian, serves as the company’s chief operating officer and is available for technical support of animal health products we sell.

Another advantage of being intently focused on the animal health market comes from the fact that Alliance uses a third party logistics company for product delivery. This company has expertise in warehousing and shipping cooler items which are an important part of animal health sales. This added

benefit ensures that the expertise of logistics is left up to the experts and the operational staff can focus on the business of selling and promoting animal health.

Finally, Alliance carries a full lineup of over the counter animal health products for livestock and pets.

Alliance has direct L to R: Back Row - Colleen Hughes, Dr. Kevin Cox, Chad Coley, Kim Smith. Front Row - Carla Taylor, supply agreements Amanda Cornwell. with the largest and most reputable companies as well as some smaller animal health manufacturers that round out our full offering of products.

The goal of Alliance is to be a competitive, reliable source of animal health products for our customers. We strive every day toward that goal. Talk to your BWI sales representative about letting BWI and Alliance supply your animal health needs.

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 9

Hats Off To George!

GEORGE ARMSTRONG HONORED FOR 40 YEARS OF SERVICE George Armstrong, Division Manager at BWI Springfield, recently celebrated 40 years with the company. George has been with BWI longer than any active employee (besides Bob and Betty Bunch).

After taking on an assortment of job roles throughout the early years, he has since spent the majority of his tenure as Division Manager, first at the Jackson location, then at the Springfield Division since 1994.

DISCOVER

Visit our website bwicompanies.com

CONNECT

Like our business page facebook.com/BWICompanies

The Bunch family made the trip to BWI Springfield to honor their long-time employee and friend.

INTERACT

Follow us @bwicompanies twitter.com/BWICompanies

WATCH

Subscribe to our channel youtube.com/BWICompanies

KNOW

Log in to our website and click the “join email list” link

(L to R) Eric Cunningham, Steve Collier, Mike Mize, Bob Bunch, Betty Bunch, George Armstrong, Jim Bunch, Robert Bunch, and Henry Detherow.

The Leading Brand In Liquid Ant Control-

IT WORKS!

T1812

NEW!

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T1812

www.terro.com

Woodstream Corporation | 69 N. Locust St. | Lititz, PA 17543 Toll Free: 1-800-800-1819 | Fax 717-626-1912

LiqAntBait 1-6pg Ad V4.indd 1 10 Terro | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

2/27/15 1:45 PM

BWI Springfield Managers (L to R): Henry Detherow, Transportation; Barbara Coursey, Office; George Armstrong, Division; Tom Campbell, Sales; Eric Cunningham, Warehouse.

building success – TogeTher.

At Nufarm, we understand disease, weed and insect pests can be devastating. That’s why we’ve made it our mission to deliver the best chemistries combined with unbeatable customer support. After all, our success starts with your success. turf & ornamental solutions

range & pasture solutions

Learn more about our compLete Line of turf, ornamentaL and range & pasture soLutions www.nufarm.com/us ©2015 Nufarm. Important: Always read and follow label instructions. Change Up™, Last Call™, Relegate™, Trooper™ and WEEDestroy® are trademarks of Nufarm. 3336® is a trademark of Cleary Chemical, LLC. Safari® is a trademark of Valent U.S.A. Corporation.

The trusted source in insect control

944 Nandino Blvd. Lexington, KY 40511 • 859/254-1221 • 800/621-8829 • www.neogen.com

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 11

Top Selling Designs!

A-Frame Doghouse

EASY

A good thing.

Protecting Our Future One Product at a Time

EASY

Item #14071 33” x 39.75” x 34.5”

• Top quality waterproof shingle roof • Easy to assemble using only a screwdriver • Stylish solid wood shelter

EASY

REUSE

DeWitt Edge 15 & Edging Line Recycled plastic edging that keeps shape and stays in place. Create any edge imaginable with our 8 unique DeWitt edging lines.

Large Rabbit Hutch Item #01550 42.5” x 28.25” x 39”

• Fold-down Hop-Way door design • Galvanized slide-out pan • Full opening roof top for ‘EZ’ access

And now, even more of a good thing.

Chick-N-Hutch Item #01490 42.5” x 28” x 39”

NEW

• Wind guard design and adjustable perch • Waterproof shingle roof

Chick-N-Rabbit Pen Item #01491 40” x 60” x 36”

• Attaches to Large Rabbit Hutch and Chick-N-Hutch • Expands pet’s living space

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

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

PolyTuf Black Stallion Mesh Tarps The Black Stallion Mesh Tarps are ideally suited for a multitude of uses. Great for use as a truck cover, shade cloth cover, netting, landscaping lawn care and nurseries.

PolyTuf SUNSHIELD SUNSHIELD used with the Reflective Silver Side up will divert both heat and ultraviolet light, while using the black side up will absorb heat/divert ultraviolet light. Both sides are heat and cold resistant.

NEW

®

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

800.888.9669 • dewittcompany.com

One Company. One Call. Over 600 Products!

12 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com DW_BWI_SPRING 2015_EXPO.indd 1

3/5/15 3:14 PM

Keeping Up with the

Industry

BY JASON PLATZER

S

upporting and participating in the industries we serve goes further than supplying a quality product at a competitive price in a timely manner. We also get involved with the professional associations in which many of our customers belong.

In Florida, we are active members of FL Turfgrass Assoc. (FTGA), FL Nursery Growers and Landscape Assoc.

(FNGLA), FL Pest Management Assoc.

(FPMA), and Certified Pest Control Operators (CPCO). The payoffs for our participation are more than company exposure but also provide education in our diverse ever-changing businesses.

Typically we get involved on local chapter levels but occasionally interact on state and national levels. I encourage our sales people to attend monthly chapter meetings, CEU courses, conferences, and industry trade shows to not only show our support of the industry but also learn the current “hot topics” and challenges

Jason Platzer Sales Manager, BWI Apopka

our customers face in their businesses. These gatherings offer networking opportunities and a venue to build business relationships with future and current industry leaders.

An association membership also includes numerous benefits including educational opportunities, participation in mass marketing, industry trade shows, cost-saving member services, a voice in government affairs

and regular industry updates through various types of media. Many of these benefits are difficult to accomplish on an individual basis but become more realistic when teamed up with likeminded businesses.

Many times, the knowledge gained at these events can be shared with customers and coworkers who aren’t as involved. This not only makes the sales person a resource for product knowledge but a resource for industry issues and potential solutions.

As our business changes and we explore new markets, memberships in those market associations provide us with the opportunity to learn the ins and outs of what those businesses deal with on a daily basis. This type of grass roots education not only enhances our company exposure but gives us the benefit of industry knowledge.

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 13

OUTSTANDING WEED CONTROL.

Marengo Herbicide

#marengo @OHPSolutions ohp.com (800) 356-4647

Granular

Liquid

INSECTICIDES FUNGICIDES MITICIDES PGRS HERBICIDES

Pre-emergent control of grass and broadleaf weeds Extended and exceptional length of control New and unique mode of action (MOA) Liquid & granular formulations Multiple use sites

2015 OHP, Inc. Marengo is a registered of Bayer.

14 | BWIŠCompanies, Inc. APRIL 2015 | trademark www.bwicompanies.com

ohp.com

Why Growers should consider using Insect Growth Regulators.

PEST MANAGEMENT: THE IGR ADVANTAGE

S

ome of the most difficult to control pests are among those species that are able to survive adverse conditions, and quickly disperse, reproduce and outbreak when conditions are favorable. In this type of pest organisms, the proportion of immature life stages in a population can change within days and lead to substantial plant injury before wide-spread symptoms appear. Control of all the immature stages of the pests using Insect Growth Regulators (IGR’s) may take a little extra time but will greatly enhance pest and disease management in high quality crops.

Insect growth regulators are a series of compounds that negatively interfere with the normal development and reproduction of the target insect pest. Insect growth regulators target specific steps in the developmental process of the pest. Development and reproductive strategies varies greatly among insect groups including pests. IGRs are selective compounds; not all are active against all groups of insects or mites. In many cases IGRs are harmless to parasitoids and predatory insects and mites which makes their use compatible with biological control practices. It is important to understand how they work, to better incorporate these tools into a pest management program.

Based on their mode of action, all IGRs belong to one of three general groups:

1. Juvenile hormone mimics/analogs, including s-Kinoprene (Enstar®) and Pyriproxyfen (Fulcrum®, Distance®);

2. Chitin synthesis inhibitors, including Buprofezin (Talus®), Cyromazine (Citation®), Difubenzuron (Adept®) and Novaluron (Pedestal®); and 3. Ecdysone agonists or antagonists, including Azadirachtin (Azatin® O, )

Currently registered IGRs products belong to five different IRAC-mode of action classification groups which makes them great tools in rotation programs to reduce the risk of insecticide resistance. Based on target pests, Fulcrum®, Distance®, Talus®, Enstar® are commonly used against whitefly, aphids, scales and mealybugs.

Pedestal™ and Fulcrum® is used against thrips; Adept®, Fulcrum® and Citation® against fungus gnats; Citation® against leafminer flies and Adept® against worms and caterpillars.

When pest populations are large, IGR’s may be mixed with adulticide products to complement their activity. In most cases however IGRs applications are more effective when pest populations are relatively low. IGR applications do not provide quick knockdown activity of the pest; their efficacy should be evaluated 5 to 10 days after treatment. In each case, application timing is critical for effective control; applications should be made when the target pest life stage is present or predicted to occur.

Reapplication may be necessary in pests with multiple overlapping generations.

Because of their selectivity, their safety and their different modes of action IGR’s are great tools within pesticide management programs aimed at preventing pest outbreaks, reducing risk of resistance development in common pests and maintaining crop quality and profits.

Dr. Carlos Bogran Manager Technical Services OHP, Inc

Azatin is a registered trademark of Certis USA, LLC. Adept is a registered trademark of Chemtura Corporation Pedestal is a trademark of Makhteshim-Agan Fulcrum is a registered trademark of OHP, INC Distance is a registered trademark of Valent U.S.A. Corporation Citation is registered trademark of a Syngenta Group Company.

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 15

2015 BWI EXPO SEPTEMBER 21-23 Henry B. Gonzalez Convention Center San Antonio, TX

SAVE THE DATE

ONLINE REGISTRATION AND HOTEL ACCOMMODATIONS COMING IN MAY

Information on EXPO’s Schedule of Events, Customer Appreciation Events, Hotel Accommodations, Education Topics, and more will be posted online in May. Visit the website starting May 1 for more information: http://events.signup4.com/bwiexpocustomer

DOWNLOAD THE BWI EXPO MOBILE APP

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, Social Media, and lots more.

Search BWI Companies in the stores for iPhone and Android apps. 2015 information will be updated in May.

EXPO SCHEDULE AT A GLANCE

Monday, September 21 8:00 am - 2:00 pm........Customer Appreciation Events 3:00 pm - 7:00 pm....... BWI EXPO Open 3:00 pm - 7:00 pm....... Hot Buys Tuesday, September 22 7:30 am - 6:00 pm....... BWI EXPO Open Wednesday, September 23 7:30 am - 11:30 am..... BWI EXPO Open 8:00 am - 9:00 am....... Hot Buys

SAN ANTONIO—IT’S BEYOND CONVENTIONAL!

From the stones of the Alamo to the meandering paths of the River Walk, San Antonio takes you on a journey through a land as grand as its reputation. Walk the lines drawn for independence when you visit the Alamo— one of five Spanish colonial missions. Stroll the cobblestone sidewalks of the River Walk to uncover an outdoor theatre with flamenco dancers and mariachis, nationally acclaimed museums, luxury riverside hotels and sidewalk cafes that offer everything from authentic Tex-Mex to worldly cuisines.

Be sure to explore the rolling terrain of San Antonio’s Hill Country, a lush oasis offering resorts complete with top-notch golf courses, spas and waterparks. Just down the road you’ll find SeaWorld San Antonio, the world’s largest marine life adventure park and family entertainment showplace; and Six Flags Fiesta Texas with thrilling rides and shows fun for every age.

Here, diversity is a way of life; from the colors of the culture to a broad range of attractions.

So come, find for yourself that San Antonio is more than a convention destination.

16 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 17

Congratulations 2014 BWI EXPO GRAND PRIZE WINNERS

BWI Schulenburg Sales Manager Craig Schulz hands keys to Mike Fanick (2nd from left) and Mark Fanick (3rd from left) of Fanick’s Garden Center in San Antonio, TX. Dennis Brower, BWI Schulenburg Division Manager is on the far right.

2015 CHEVY SILVERADO Fanick’s Garden Center (San Antonio, TX) 70” SAMSUNG TELEVISION Renken’s Nursery ( Victoria, TX) SURVEILLANCE SYSTEM Evergreen Home & Garden (Kingsport, TN) TOSHIBA LAPTOP Producers Co-op (Bryan, TX)

18 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

APPLE IPAD Apex Pest Control (Apopka, FL) Garden City (Bentonville, AR) Spencer’s Feed & Seed (Folsom, LA) Thibodeaux Feed (Abbeville, LA) Westwind Nursery (Palm City, FL) Pest Control Outlet (New Port Richey, FL) SAMSUNG GALAXY TAB S Freemans Nursery (Simms, TX) Galveston Country Club (Galveston, TX)

MIRACLE-GRO® GRO-ABLES® SEED PODS™ • Ready-to-Plant seed pods™ • 17 different varieties • Growing your own food made easy

LIQUAFEED® UNIVERSAL FEEDER • Feeding your plants is as easy as watering • Connects to your spigot, turning any watering device into a feeder

NATURE’S CARE™ • A full line of products for down-to-earth gardening • Making gardening simple for a new generation of gardener | APRILrights 2015 reserved.

BWI Companies, Inc. | 19 © 2015 Thewww.bwicompanies.com Scotts Company LLC. World 15AD17

BWI TO OPEN NEW LOCATION

Jim Bunch, President and C.E.O. of BWI, shares about the success BWI has had over the last 56 years.

BWI San Antonio 10600 Sentinal San Antonio, TX 78217

BWI Honored by State of Texas BWI Companies, Inc. was recently honored with the Texas Treasure Business Award. The Award program, administered by the Texas Historical Commission (THC), pays tribute to Texas’ businesses that have been in continuous operation for 50 years or more. Created in 2005 through legislation, the program recognizes well-established Texas businesses and their exceptional historical contributions to the state’s economic growth and prosperity.

The honorees are presented with a special emblem for display at their place of business and are afforded statewide recognition through various THC promotions. Consumers will know, when they spot the familiar Texas Treasure Business icon, they are doing business with a wellestablished, Texas owned and operated business that has long contributed to job growth, stimulated the local economy, and generated state and local tax revenues.

The awards ceremony for BWI was held at Woodview Ranch owned by the Bunch family. Representative George Lavender was on hand to present the award and commented on the significance of the event. “Small businesses are the

BWI is proudly opening a location in the Alamo City, San Antonio, Texas. It is a warehouse geared to the professional markets and will open in early April to service the Pest Control, Turf, and Landscape industries. A building has been secured and we are making plans to bring inventory in to get ready for our opening.

Trevor Roberts will be the manager and has been training for this position for nearly 18 months in our Houston Facility.

BWI has serviced the San Antonio area from its Schulenburg location since 1987.

It will be primarily supported by Karaline Hawley, professional pest control specialist, Bo Phillips and Chris Harborth, professional turf and landscape specialists. Joe Armstrong, Bob Belanger and Dave Ecke will also lend their support.

Establishing a brick and mortar facility will be instrumental in further penetration into these markets.

BWI QUICK FACTS ESTABLISHED: 1958 EMPLOYEES: 600+ Company Wide including 125 Salespeople

backbone of our Texas economy,” said Rep. George Lavender. “BWI Companies, Inc. represents the very best of what East Texas is all about - hard work and commitment to family, community and heritage.”

The presentation marks BWI’s 56th continuous year in business. Started

by Bob and Betty Bunch in October of 1958 as a retail seed store in Texarkana, TX, BWI has since grown into a wholesale distributor of garden seed, farm seed, grower supplies, lawn and garden products, turf products, animal health products, and pest control products serving fourteen states.

Bob and Betty are proud to see their two sons and three of their grandchildren now working within the company. The future is bright at BWI!

20 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

LOCATIONS: BWI Texarkana (Nash, TX) BWI Jackson (Jackson, MS) BWI Schulenburg (Schulenburg, TX) BWI Dallas (Carrollton, TX) BWI Memphis (Memphis, TN) BWI Forest Hill (Forest Hill, LA) BWI Semmes (Semmes, AL) BWI New Summerfield (Jacksonville, TX) BWI Houston (Houston, TX) BWI San Antonio (San Antonio, TX) BWI Springfield (Springfield, MO) BWI Greenville (Greer, SC) BWI Apopka (Apopka, FL) BWI Homestead (Homestead, FL) BWI Top Notch (Nash, TX) BWI Corporate Office (Nash, TX) Company drivers operating company owned fleet with electric pallet jacks and lift gates.

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Salespeople equipped with electronic ordering system featuring real time inventory.

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www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 21

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22 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

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TerraClean 5.0 is a powerful bactericide/fungicide that wipes out soil-borne pathogens. Follow up with TerraGrow, a completely soluble powder of perfectly blended beneficial bacterial and fungal spores that improves soil characteristics, plant stress tolerance and vigor. Together TerraClean 5.0 and TerraGrow are part of BioSafe Systems’ sustainable, healthy soil program. www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 23

ARE YOU ADAPTING?

I

n this ever changing world, in order to prosper, you must change too. I know that sounds clichĂŠ, but it rings true. Being in a B2B world, we have seen many come and go on both sides of the equation. For the independent retailer, the expansion of the national and mass merchants has forced many out of business as well as changing go to market strategies. For the distribution network, much consolidation has taken place and likely much more is to come. And I am not referring to just our industry, this applies to all business segments. It is the natural progression, costs are driven out of channels and synergies are created.

There are many reasons change must occur in our models to stay viable in the consumer market of today. The most important I believe is customer demand. This is the one factor that can cause the most failure the quickest in a business; for instance engaging in the technology and social media age. If you are not participating by offering these tools to your customer, there is a good chance many are shopping elsewhere.

With increased time constraints on schedules, being able to shop for goods in more ways than at a brick and mortar has come to the forefront. Internet sites and social media sites offer just about anything you care to purchase all without walking into a store. Those that are embracing this new outlet for shoppers are gaining strides over those who do not.

This holds true for distribution. Technology plays a major role in what we offer and how we operate. The systems we function with must have the ability to meet the needs of the customer for multiple customers at a time. Business is not 8-5 any longer and systems and features in place adapted to meet the availability of time are crucial to the potential buyer. Telephone is still a major communication tool for us in distribution but email is by far the most

by Randy Townsend

utilized. New platforms such as texting and social media with its private messaging are growing fast. I am amazed at the number of people that utilize these new tools for business practices and even more at the number of businesses that are set up completely in a social media setting. The proof that these new ways to communicate can be used for more than keeping up with vacation pictures of friends lies in the success of all the small businesses and individuals offering their goods and services on these platforms and capitalizing on the massive amount of networking that takes place on these sites by getting their message out. We must adapt or lose out to those that do.

When our customer base becomes mature or has been tapped and no new customers are available, there are several options available to get the much needed growth that is critical for a business to thrive. While the aforementioned technology and social media options bring a lot to the table in finding new business, we often overlook the most economical and easiest way to bring additional revenue to our books; existing customers.

They already know who you are and likely would do more business with you if what they are searching to buy was offered by you. Many of the most successful retailers today offer many different categories of product that are much different than when they started business. Some of those same successful retailers are targeting markets much different than where they started. The point being, if your model today is exactly the same as it was when you started, you could be missing increased business and have the probability of stagnancy or decline in years to come if you do not make adjustments.

For distribution this is no different. We must continue to search out new market opportunities both with our existing customer base and new

24 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

ventures.

Our best opportunities are to bring to new products and categories to our existing customer base. We have a relationship Randy Townsend already Marketing Manager in place, the cost of doing business is already established, and moreover we have a vested interest in the success of those businesses. It behooves us to make the necessary adjustments to help those customers find new ways to grow their business. As they grow so does their supply chain.

Targeting new markets may bring more business in the long run, but the costs to enter a new market can be more than what that new market brings to the bottom line. Often times the unseen or unknown factors in a

new venture can prevent establishing a foothold or creating a presence. In depth analysis and research must be conducted before making those new ventures.

Developing a market strategy and plan are a must and the lack of being the primary reason that many will fail when attempting to enter unfamiliar avenues.

But, when done correctly, these opportunities can bring exponential growth to top line sales.

We are all consumers and have reasons we buy from one place or another. I would bet that there are not many places you shop or source product that have remained the same over time. We as customers look to those that meet our needs the best. Why would we not mold our business model to meet the needs of our customer and the prospective customer?

If we are to have a sustainable business, it is a must that we do so. That is something BWI will continue to strive towards, meeting the needs and demands of our customer base.

Wishing you a great spring season.

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IT ONLY TAKES A MINUTE In that time, growers can turn on the lights and begin their day. But growers aren’t the only ones working hard. It only takes a minute for pests like leafminers, lepidoptera or thrips to invade your operation and start causing unsightly damage to your plants.

In a new chemistry class, Mainspring™ insecticide is the perfect partner for integrated crop management programs. It quickly stops pests from feeding and prevents further plant damage. So while life is measured one minute at a time, it takes less than that to realize Mainspring is a great choice.

EVERY FLOWER TELLS A STORY™

For more information about how Mainspring will help control your pests, visit www.MainspringInsecticide.com or contact your Syngenta territory manager or distributor.

All photos are the property of Syngenta unless otherwise noted. ©2014 Syngenta. Important: Always read and follow label instructions. Some products may not be registered for sale or use in all states or counties. Please check with your state or local Extension Service to ensure registration status. Every Flower Tells A Story™, Mainspring™, the Alliance Frame, the Purpose Icon and the Syngenta logo are trademarks of a Syngenta Group Company. Syngenta Customer Center: 1-866-SYNGENT(A) (796-4368). www.SyngentaPlantProtectionUS.com

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26 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

7/16/14 12:23 PM

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

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855.558.7378 (PEST) / www.bwicompanies.com www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 27

BWI COMPANIES, INC. has a complete selection of COMPOST, SOILS, AND MULCHES.

Things To Consider About Compost, Soils And Mulch Every spring you as the independent business owner bring in lines of soils, composts and mulches. Are you offering these products simply because of the packaging, a marketing campaign, vendor spiff or price point? Do you know how these products were made and what do they contain?

LET’S BEGIN WITH COMPOST, WHICH we all know is the key to a successful garden. Compost is important to our environment not just in improving soils and helping plants to grow; but in helping keep valuable organic matter from going into the land fill.

When choosing a compost manufacturer ask questions about what is the source of the compost and how was it processed. Sources of compost may be animal manures, yard waste, food waste, worm castings, plant waste and even human waste. The process of composting is truly an art form. It takes the right balance of carbon, nitrogen, oxygen, and hydrogen to achieve the perfect compost. The balance is what separates a nutrient rich compost to just a plain pile of decomposed matter.

The compost should smell earthy not rank. Compost is not made overnight.

It takes a least 10 to 12 weeks to make a mature compost. The compost pile must reach a temperature between

131º to 170º for at least 15 days. This process is what makes a safe and weed free compost. Consider having at least three to four types of compost available for your customers.

Your next biggest seller is most likely soils. This category may range from a garden or a specialty soil to a potting soil. When you purchase soils you should ask questions too. What are the

28 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

ingredients of the soil? You will want to make sure that the manufacturer did not just use fillers, such as silt, sand and clay. Ask the manufacturer if the soil was composted? This will help to assure that your customer is not receiving a bag full of weeds. How much compost is in the blend and was the compost produced correctly? The compost should be processed using

good composting techniques. There are many different levels of compost in soils with the higher quality soils containing the greater levels of compost. As you know sometimes we need a different soil for the type of project we are doing in the garden. Customers will need a potting soil for containers.

Potting soils may be peat based or compost based. And typically contain perlite or vermiculite. You will want to have a seed starter blend for customers who like to start seeds in trays. A seed starter medium is typically light weight, holds some moisture but drains effectively. Rose soils will typically have added nutrients that roses need or added amendments that effect drainage and pH. Finally let’s look at Mulch. Mulch is a personal choice and is the finishing touch to a landscape. Sometimes we forget that cheap is not always the best choice, quality will last longer.

Consider where did the mulch come from? Mulch is typically a waste from land clearing, tree trimming and biproducts of the lumber industry. Does it contain dyes to make it last longer?

Today’s dyes are typically a food grade dye that is sprayed or pressed into the wood. Some mulches are composted to give them a darker appearance.

Mulches can also be ground into different particle sizes depending upon the type of machinery that was used to produce it. In shredded mulches particles will typically bind together, this will help the mulch stay in place.

Chipped mulches will often wash away a bit easier and should be used in level areas. Pine straw works well in the vegetable garden because it can be raked back easily to plant more seeds or transplants and it is lightweight and fluffy. You will want to give your customers a few choices.

BWI has a complete selection of

compost, soils and mulches. BWI is also selective in what brands of compost, soils and mulches they carry.

This is simply to assure your success.

Please know that some manufacturers are regional. Please speak with your BWI sales person to help select the compost, soils and mulches for your area.

-Andy Chidester Andy Chidester “the Lady Bug Lady” Sales and Marketing Lady Bug Natural Brand.

She has worked in the garden industry for 19 years both on the retail and manufacturing side.

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 29

LOW PRESSUREHIGH PERFORMANCE

S I

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30 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

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www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 31

STAYING AHEAD BY

MOVING FORWARD BRAD MEADOR

H

ow often have you made a purchase only to find out the new model is set to be released in a couple weeks? It seems impossible to stay up to date on the rapid changes to everything from technology, vehicles or even the latest health trends.

Although the pace of change is difficult to stay in tune with, it appears that the success of most companies relies on how progressive they are in making changes for improvement.

In distribution the need for being progressive and proactive with change and improvements is no less important. We often times are selling the same products as our competitors and we have to have some distinguishing factors that make us stand out as the supplier of choice.

BWI’s entry into the Pest Control Market signifies our dedication to making changes in our business that enhance our service and offerings. This category of products provides a wide range of solutions to several pests such as rodents, termites, roaches and bed bugs. Pest Control products have presented several opportunities for our current accounts, new accounts and long term suppliers.

CURRENT ACCOUNTS - Seasonal business creates seasonal highs and lows at consumer levels and for distribution as well.

Offering a wide variety of products that fill the needs for each season is the only way to avoid the major peaks and valleys our businesses face. Pest products offer many commercial grade chemical solutions that provide an exclusive offering to many retail-

ers and happen to be a desirable sku during the traditionally slow summer days. Additionally, these items help keep our delivery trucks full, which allows us to continue to offer a weekly service option.

NEW ACCOUNTS - BWI brought a new service offering to this market. Our sales staff is used to making weekly visits to accounts and providing weekly scheduled deliveries, which wasn’t standard for this market. We are also able to provide several product options that compliment this market, such as spreaders, safety apparel, hand tools, etc. that may not have been available from their previous supplier and provide a one stop shop atmosphere.

LONG TERM SUPPLIERS - Most chemical manufactures seem to have many different tentacles or business segments, so it was no surprise that most of our long standing Turf and Ornamental suppliers had a Pest Division. This allowed BWI to become more of an asset to many of our suppliers by diversifying our business along with offering them new environments for their product lines. Additionally, this gave several suppliers an opportunity to have a very large presence at our annual EXPO. As expected, entering new markets can create challenges of acceptance from both customers and suppliers, but this change has proven to be very successful for BWI. It is just one more step in the right direction for improved service and investing in the changes it takes to make BWI the distributor of choice.

32 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

Brad Meador Marketing Manager

EXPERIENCE SOMETHING REVOLUTIONARY. It’s two new active ingredients. It’s dual modes of action. It’s an insecticide that’s gentle on plants and beneficial insects. It’s controlling chewing and sap-feeding pests. It’s the XX Factor — and only XXpire™ WG insecticide delivers it.

Visit ExperienceXXpire.com to learn more.

Trademark of The Dow Chemical Company (“Dow”) or an affiliated company of Dow XXpire WG is not registered for sale or use in all states. Contact your state pesticide regulatory agency to determine if a product is registered for sale or use in your state. Always read and follow label directions. ©2015 Dow AgroSciences LLC

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Maximize Ornamental Insect Control With XXpire WG ™

With overuse of older chemistries, insect control becomes a greater challenge to nursery professionals. Growers are in search of new solutions to add to their rotation to protect the health of their plants and their reputation.

“We talked to growers and learned about some of the challenges they currently face,” says Jamie Breuninger, technical leader for Dow AgroSciences Turf & Ornamental. “After hearing their feedback, we saw a definite need for new chemistry.”

XXpire™ WG insecticide is an ornamental product that combines two new active ingredients, spinetoram and Isoclast® Active, a brand-new class of insecticide chemistry. Effective on 40 species, including 7 of the 10 most troublesome ornamental insects, XXpire controls both chewing and sap-feeding pests. It is available for use in nurseries, greenhouses and commercial landscapes.

Innovative chemistries XXpire is composed of two proprietary active ingredients from Dow AgroSciences. Isoclast Active is a recently registered active ingredient and the sole member of the sulfoximines (Group 4C)

34 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

Photo credit: Buzz Uber, Crop Inspection Services, California

Treated

Untreated

and is not a neonicotinoid. It provides outstanding control of sap-feeding insects, such as whiteflies, lacebugs, scales, mealybugs and aphids. Isoclast Active provides excellent knockdown and residual control.

Breuninger adds that rotating compounds between groups, rather than subgroups, is recommended for maximum control.

Spinetoram, the other component in XXpire, is a spinosyn insecticide (Group 5). Spinetoram offers good insecticidal activity and residual control. It targets thrips and most lepidopteran pests.

Ornamental safety is a critical issue for nursery professionals.

“Together, these active ingredients create two modes of action, reducing the likelihood of resistance and broadening the spectrum of control,” Breuninger says.

Resistance management XXpire is an excellent partner in a resistance management program. Because the active ingredients each belong to a unique IRAC group of insecticides, XXpire™ WG insecticide can be rotated with other commonly used insecticides in different IRAC groups. As with all insecticides, XXpire must be used responsibly to reduce insect resistance. Resistance management practices include minimum treatment intervals, rotation of insecticides among different modes of action and adhering to maximum use restrictions.

Plant safety and efficacy

“XXpire has been tested on more than 300 plants, including more than 100 ornamental species, and has shown no signs of phytotoxicity,” Breuninger says. “It also leaves no visible residue on leaves or flowers.”

Trials conducted over the last two years measured the efficacy of XXpire when applied to various pests on common ornamentals. XXpire™ WG insecticide demonstrated excellent control of green peach aphid on roses, chilli thrips on roses, beet armyworm on aster, silverleaf whitefly on rose mallow hibiscus and two-spotted spider mite on butterfly bush to name a few.

Visit ExperienceXXpire.com for additional product information and trial data. ®™ Trademark of The Dow Chemical Company (“Dow”) or an affiliated company of Dow XXpire WG is not registered for sale or use in all states. Contact your state pesticide regulatory agency to determine if a product is registered for sale or use in your state.

Always read and follow label directions. ©2015 Dow AgroSciences LLC

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 35

2014

AWARD WINNERS

INDIVIDUAL AWARD WINNERS CO-DEPARTMENT MANAGER OF THE YEAR

RANDY HUTCHERSON

BWI TEXARKANA WINS BRANCH OF THE YEAR MANAGEMENT DEPT. BWI Texarkana

Transportation Manager BWI Texarkana

“Hutch” with Bob Bunch, BWI Chairman.

OFFICE DEPARTMENT CO-DEPARTMENT MANAGER OF THE YEAR

BWI Texarkana

CONNIE FLORUS Office Manager BWI Schulenburg

Connie with Dennis Brower, BWI Schulenburg Division Manager.

SALES DEPARTMENT BWI Texarkana

CO-EMPLOYEE OF THE YEAR

DOUG WILBORN Dayshift Supervisor BWI Apopka

Doug with Barry Thomas, BWI Apopka Warehouse Manager.

TRANSPORTATION DEPARTMENT BWI Texarkana

CO-EMPLOYEE OF THE YEAR

JACKSY WALKER

Collections Supervisor BWI Texarkana Jacksy with Bob Bunch, BWI Chairman.

CORPORATE EMPLOYEE OF THE YEAR

JAN MORROW

Accounts Payable Supervisor Jan with BWI Controller Susan Buchanan and BWI CEO Jim Bunch.

36 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

WAREHOUSE - NIGHT SHIFT BWI Texarkana

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www.bwicompanies.com | APRIL 2015 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.

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38 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

ADDING STRUCTURE TO ADD VALUE

by Clay Wilkerson

I

F YOU’VE READ SOME OF THE other articles in this edition you can tell there are a lot of exciting changes going on at BWI. The thing that makes those changes exciting is not the changes themselves but rather the purpose behind them. I mean, let’s face it, change can be difficult since it usually means we have to stretch and grow requiring us to leave our comfort zone for something far less comfortable. So what motivates us to keep changing, adding, innovating and pressing forward into less comfortable territory? Very simply put... it’s you. Behind every change and every innovation is the desire to do what we do more efficiently and effectively to better serve you, our valued customer.

We’ve made several changes in the last couple years at GTS with that purpose in mind. We launched a new website to showcase the various products and services we offer so you have a better understanding of who we are, what we do, and the different ways we might add value to your business.

We also launched a catalog specific to GTS vendors and products in an effort to organize and simplify our product lines so you could more

Clay Wilkerson GTS Sales Manager

easily find what you need when you need it. Also, through our staff of specialists, we’ve offered several instructional seminars in various parts of the country designed to help customers better understand the impact of labor, energy and water on their bottom line and how to be more efficient in each of these areas.

The latest change here at GTS is an expansion of our office to accommodate an additional staff member. Our job is to provide technical support to our customers in the areas of greenhouse design, construction, irrigation, automation and equipment. First

and foremost that means having a knowledgeable and friendly staff available by phone to answer questions and provide reliable technical expertise related to our products and services. However, depending on the size and complexity of the project, it sometimes makes sense to do an on site visit to get a more thorough understanding of the needs of the customer and provide the best possible product or solution. Because our staff is relatively small and the BWI service area we support is fairly large, those two priorities have sometimes been in competition with one another.

However, with the addition of another trained specialist to our GTS staff we’ll be better positioned to serve our customers in both an inside and outside support capacity.

We are excited about the changes taking place within the GTS division and throughout BWI, not because we are fascinated with change itself but because the changes we are making allow us to better serve you, our valued customer.

www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 39

FOLLOW US /BWICompanies

@BWICompanies

/BWICompanies

bwicompanies.com e-NEWS

Log in to the BWI website and sign up to receive our emails.

Cotton Burr Compost

 Breaks up clay soils

 improves moisture retention in soils

 Food source For BeneFicial soil organisms

 rich source oF

organic material

40 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

Life doesn’t start with the seed, it starts with the soil ™. www.backtonaturecompost.com

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42 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

Greenhouse Films " High Tunnel Films

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Contact: 800-661-3606 or info@atÞlmsinc.com! www.bwicompanies.com | APRIL 2015 BWI Companies, Inc. | 43 www.atÞlmsinc.com

MOVING FORWARD NOT BACKWARD

T

he genesis for this article came to me from the title of Alan Deutschman’s book, Change or Die – The Three Keys to Change at Work and in Life, which is pretty clear cut, leaving no wiggle room: one can change, adapt, grow…or ‘die’ figuratively in whatever venture they find themselves in. While the book’s title is certainly eye-catching, I much prefer William S. Burroughs’ quote, “When you stop growing, you start dying”.

This mindset has broad applicability in everyone’s professional and personal lives and is something I truly believe. Unless you’re advancing yourself, you’re not static…you’re losing ground.

This way of thinking can have far reaching impact. Take for instance physical health. In Deutschman’s book, he cites statistics that more than 11.5 million people a year undergo coronary bypass or angioplasty surgery, yet after the surgery only 3% of these patients commit to a healthier lifestyle that would stop their heart disease. Other studies also tell us that after age 30, every year brings increased muscle loss for inactive individuals. These are eye opening statistics that you would think would encourage anyone to make necessary changes to avoid further issues. But how often does that happen? Not a lot according to the book. And how many of us have ourselves or know people that joined a gym at the new year with the best of intentions yet haven’t been in months? Change is hard, change is altering the norm. “Change (verb) – Make or become different”.

Change is rarely easy, but always necessary.

So what role should change play in not only your personal life but your professional life as well? In my mind, I think that all depends on the stage you’re in and how much adaptation there has been to date. Getting out

ahead of any problem is always good practice. Better to be prepared, planning for the worst, than to be caught flat-footed when circumstances change. One of the best examples of this for any of us reading this article is customer churn or customer attrition, the loss of clients or customers.

Businesses like banks, telephone and cable companies, and others use attrition analysis to track and predict this rate because we all know the cost of retaining an existing customer is far less than acquiring a new one.

Each and every business person reading this will have different challenges to keep their business or service current and valuable. In my mind, no matter what you’re ‘selling’, we have to uncover the motivating factors that compel customers to visit your store or utilize your service.

What are these motivating factors?

If I knew that, it would be my name that someone else writing this article would be quoting! Long answer short? Everyone is different and no two people can be motivated the same way, every time. Urban Meyer, while still at Florida, and maybe still at Ohio State, marked the helmets of incoming freshmen with a piece of black tape. The only way to remove the incriminating mark was through good play and taking of responsibility, i.e. grades. How motivating do you think it’d be to be an 18 year old set away from the crowd? The crowd or team that they’ve worked countless hours to become a part of? I’m betting that was pretty motivating.

But what does any of this have to do with retail businesses in the markets that BWI services? What it tells me is that every one of us has to be constantly flexible and watchful of changes in the ways we go to market, the ways that we sell whatever wares we place value on. In this day and age of Facebook, YouTube and Twitter

44 | BWI Companies, Inc. APRIL 2015 | www.bwicompanies.com

by Will Welch

information is moving ever faster and faster and it’s important that we all find ways to use new technologies to keep ahead or at least keep pace with our competition.

If you’re sitWill Welch ting back on Key Accounts Manager your recent shipment of plant material hoping customers come by to check, what happens when your competition Instagrams their latest shipment? Or what if you’re still maintaining your stellar customer service as a pest control operator but your competition is offering 10% off when clients ‘checkin’ with them via Facebook?

I truly wish I was here to give everyone a clear cut answer to how to change and adapt our businesses to stay ahead of competition but hopefully I’ve encouraged you to embrace change, to welcome it as a means to continue to grow personally and professionally.

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