2014 Spring Buylines

WHAT IS BEST IN TODAY’SMARKETPLACE...LONG TERMPLANS OR SHORT TERM ACTIONS?

Take time tofeed to makea difference

indeed!

12286 HWY 105 E • Conroe, TX 77306 • 936-756-4846www.ladybugbrand.com

Feed Your Plants & Soil This Spring With One Of Our Natural Or Organic

Fertilizers.

Feed Your Plants & Soil This Spring With One Of Our Natural Or Organic

Fertilizers.

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 1

CONTENTSBWI Companies, Inc. | Buylines | Spring 2014

ARTICLESLike A River, A Company Either Moves Forward Or Becomes Stagnantby Jim Bunch, President and CEO .........................3

What Is Best In Today’s Marketplace...Long Term Plans Or Short Term Actions?by Mark Fomby, VP Sales .......................................6

Knowing And Controlling Costsby Mike Mize, Executive VP and CFO ....................13

Product Assortment Selection Strategyby Randy Townsend, Marketing Manager ..........20

What’s Best In Today’s Marketplaceby Brad Meador, Marketing Manager .................28

Short Cuts & Quick Fixesby Clay Wilkerson, GTS Manager ........................ 34

Planning For Long Term & Near Term Successby Joel Green, BWI Texarkana Sales Manager... 39

Agronomic Programs Equals Money Savedby Kolby Keeling, Regional Turf Sales Coord. .... 43

Photos provided by the Nashville Convention & Visitors Corp.

EXTRAS2014 EXPO Schedule At A Glance ...................... 17

2013 EXPO Grand Prize Winners ....................... 18

2013 BWI Award Winners ................................... 32

Dramm Introduces One Touch™ Line ............... 36

16

FEATURESAdvancements In Weed Control For The Nursery Marketby Dow AgroSciences ........................................... 8

Make Your Spring Sales Count While Improving Your Customers Gardening Experienceby Andy Chidester, Lady Bug Brand .................. 24

Can You Improve Production Efficiency With New Technologyby Janet Curry, Nature’s Source ..........................30

2014 BWI EXPOMUSIC CITY CENTER

September 15-17 | Nashville, TN

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

P24528_2014 Ad - BWI RUP 365 03.03.2014 SIZE: 8.5"x 11"

ALWAYS READ AND FOLLOW LABEL DIRECTIONS.NOT REGISTERED FOR SALE OR USE IN NEW YORK. Roundup and Roundup and Design are registered trademarksof Monsanto Technology LLC. ©2014 Monsanto Company. © 2014 The Scotts Company LLC. World rights reserved. 14R29

RAINPROOF IN 30 MINUTES VISIBLE RESULTS IN 12 HOURS

AVAILABLE IN THE FOLLOWING SIZES: 1.33 GALLON WITH COMFORT WAND 1.25 GALLON REFILL 32 OZ. CONCENTRATE

KILL & PREVENT WEEDS

12 MONTHS!FORUP TO

NEW!

Contact your BWI salesman for detailsFor more information visit Roundup.com/365


As much as we

would like for the business world to return to the “good old days” or remain the same, the real-ity is business is like a river 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 – Hav-ing 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 pay-able and receivable.

• While our warehouse auto-mated 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 out-weigh the short term inconvenience. The aforementioned are just a couple of changes that BWI will be working on in 2014 in order to con-tinue to be a value added distribu-tor 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 distri-bution business for over 55 years! Until next time, make it a good one and have fun!

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

Jim BunchPresident and CEO

President’s Message


Scan here for yourfree lawn and gardenproblem solving app

™™™™

Rose Shield Rose Shield

The new technology leader in Rose Care

• The very latest and most advance formulation of consumer plant protection.

• Provides more, longer lasting control of insects and disease than any other product on the market.

• Rain proof in 1 hour, effective for over 30 days.

• Unsurpassed contact and systemic control of insects and diseases on roses, flowers, landscape plants, trees, shrubs and ground covers. Active ingredients...Lamda-Cyhalothrin: Provides fast knock down of over 100 different types of plant destroying insects. Thiamethoxam: Contemporary chemistry that works systemically to kill sucking and chewing insects for 30 days. Difenoconazole: Dynamic chemistry that provides both contact and systemic disease protection for over 30 days.

in stock...all warehouses

Baccto products have a naturally natural water holding capacity

where growing begins.TM

PRODUCT OF USA

BACCTO PRODUCTS ARE NOT SOLD TO MASS MERCHANT OR

BIG BOX STORES!


For complete information about the Baccto products, programs, or to place an order call 800.324.7328 x228 or e-mail [email protected]

INDEPENDENT GARDEN CENTERRETAIL PRODUCTS

PROFESSIONAL GROWER PRODUCTS

BULK BAGSLOOSE FILL BAGS BALES


FULL DEALER SUPPORT PROGRAMSPOS/POP MATERIALS

PALLET STANDS/PRODUCT INSERTS3% CO-OP ADVERTISING

ATTRACTIVE EYE CATCHING PACKAGINGDEALER REBATES

CONSUMER REBATESPRODUCT QUALITY & CONSISTENCY

“FILL THAT TRUCK” PROGRAMEMPLOYEE PRODUCT TRAINING

BACCTO GOES GREEN

2.2 & 3.8 bales &

1.5 cf bag

40 qt bag 40 qt bag

NEWPRODUCT

2 cf loose fill bag

2.8 cf loose fill & bulk bag

Product of MichiganProduct of USA

Professional Grower’s Mix - Pro Planting Mix -High Density Mix - High Porosity Mix - Bark 1000-

Bark 2000 - Seedling Propagating Mix - ProFortified Peat (bulk bag only)

NEWORGANIC OPTIMUM MIX for GROWERS

OMRI LISTED


Well the short answer is

both! At BWI, like everyone else, we use a combina-tion of the two listed above. What works best for us is to have long term plans but support them with 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 FUTUREThis is a very important issue at BWI. As we all know, the choices in today’s economy are vast and chang-ing 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 MODELIf 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 perfor-mance, innovation and value.

DEVELOPING BUSINESS SUPPORT SYSTEMS THAT WILL CARRY US INTO TOMORROW AND BEYOND BY INCREASING EFFICIENCIES BUT NOT SACRIFICING SERVICEWhile 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 some-thing 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 BASEEach day someone gets up and is

charged to sell everything we con-sume 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 deci-sion. 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 sup-plier 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 val-ued 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

Mark FombyVP Sales

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


Bellingham® Blue™C3000 S-XL

Nitrile TOUCH®NT3700AC S-L

Stock Up On These Favorites: 15% OFF!

Ask your sales rep. for details.

Stock the gloves that deliverMore Profit Per Peg!

Only Extinguish®

PlusGives `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.

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

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.

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.


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 profi ts 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 long-lasting control of more than 95 species

of broadleaf weeds — including chickweed, spurge and oxalis — for up to six to eight months, depending on environmental conditions. It can be applied with confi dence on 714 fi eld-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.

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 herbicideis 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 fi eld-grown and

DATOTURF3072_BWI_BUYLINE_8_5x11.indd 2 3/28/14 1:24 PM

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.

Role: Name: Initials: Date: Order Role: Name: Initials: Date: Order

Proofi ng GCD

Project Mgr. Michelle Art Buyer Martha S

Writer XXXX Account Exec. Sara Bojar

Art Director XXXX Senior Level AE XXXX

ACD XXXX Other XXXX

Production Lead Jeff H. Other XXXX

Production Artist Production Mgr. Lisa N



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 profi ts 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 long-lasting control of more than 95 species

of broadleaf weeds — including chickweed, spurge and oxalis — for up to six to eight months, depending on environmental conditions. It can be applied with confi dence on 714 fi eld-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.

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 herbicideis 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 fi eld-grown and


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.

Role: Name: Initials: Date: Order Role: Name: Initials: Date: Order

Proofi ng GCD

Project Mgr. Michelle Art Buyer Martha S

Writer XXXX Account Exec. Sara Bojar

Art Director XXXX Senior Level AE XXXX

ACD XXXX Other XXXX

Production Lead Jeff H. Other XXXX

Production Artist Production Mgr. Lisa N



®Trademark of The Dow Chemical Company (“Dow”) or an affiliated company of DowState 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.

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

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.

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



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


• Fold-down Hop-Way door design

• Galvanized slide-out pan

• Full opening roof top for ‘EZ’ access

Chick-N-Rabbit PenITEM # 01491 (40” x 60” x 36”)Master 1

Chick-N-HutchITEM # 01490 (42.5” x 28” x 39”)Master 1

Large Rabbit HutchITEM # 01550 (42.5” x 28.25” x 39”)Master 1

Backyard Water BucketITEM # 12060 - 1 gal. (10.75” x 9.5” x 9.5”) Master 6

To learn more about our products visit us atwww.waremfginc.comor call us at 602-257-8803

Top Sell ing Designs!

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

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

SPRING SPECIALS

• Wind guard design and adjustable perch

• Waterproof shingle roof

Easy access egg door

• Attaches to Large Rabbit Hutch and Chick-N-Hutch

• Expands pet’s living space

• Easy fill/convenient carry design • Provides water for

indoor or outdoor

A Premium Blend with MORE FRUIT and ZERO-WASTE! Who says you can’t have the BEST of

both worlds!

AVAILABLE NOW! Ask your sales-representative

for more details.(Available in 5 lb. and 20 lb. bags)

Introducing Wild Delight® Zero-Waste™ Fruit Blend

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

Regardless, whether sales are grow-ing 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 typi-cal, total people costs are the largest percentage of your total operating costs. When considering people costs include payroll, payroll taxes, work-man’s comp, and any other costs related to your employees. Secondly, it is just as critical to determine how many gross profit dollars are gen-erated 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 ben-eficial exercises you will endeavor to insure the financial well-being of your business. It forces you to exam-ine 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 budget-ing forces us to look back and look forward, which takes time and analy-sis. It makes us take important time

KNOWING AND CONTROLLING COSTS


to look at every aspect of our business and in the process, causes us to see areas that we can make improvements. Then naturally, the next step is to plan a course of action to correct some things about the business. With-out a plan of action, the budgeting process alone will not strengthen your business. Where do you begin in prepar-ing a budget? The first step is to prepare or have prepared a balance sheet for the past three years. The second step is to prepare or have prepared a profit and loss statement for at least the past three years. Then, the third step is figure your cash flow statement for the past three years and project your monthly cash flow for the next 12 months. (It is always a good idea to examine your personal balance sheet and cash flow periodi-cally.) Lastly, examine and evaluate your monthly expenses for the prior 3 years and estimate your next year’s expenses by month and also follow the same process in estimating your next year’s revenues and gross prof-its. There are many software pack-ages and free templates available on the internet to get you started. Once all of this information is accumu-lated, 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 financial-ly, 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-

ing some difficult deci-sions, which will lead to adjustments in how you do business. Reminiscing about the good ole days is fun and is a good subject of conversation with friends. However, living off past successes and doing what you have always done is no lon-ger a guarantee that you

will get what you have gotten in the past. Survival and success now begin with thinking and planning. Most of us are so busy fighting the fires of day-to-day activities that there is no time to plan. But as Yogi Berra said, “If you don’t know where you’re going, you might end up some place else.” To stay in business and to grow business, it is imperative that you plan. Otherwise, we might end up some place we don’t want to be. Failing to plan is planning to fail. Developing a good business plan requires beginning with a financial business plan. A good financial plan begins with knowing where you are financially.

-Mike Mize

LIQUID FENCE ®

A good thing.

Liquid Fence®

Deer & Rabbit Repellentand Liquid Fence Snake Repellent

2 Pound Granulars are now available through BWI!

And now, even more of a good thing.

800.336.1372 • liquidfence.com

Liquid Fence® is now a proud part of the United Industries family of

outstanding Home & Garden brands.

BWI BuyLines Sp2014 Ad.indd 1 3/13/2014 2:41:15 PM

Mike MizeExecutive VP and CFO

KNOWING AND CONTROLLING COSTS


• Suppressesrootdiseaseandenhancesplantgrowth

• Minimizestheneedforfungicidedrenchestoreducecostsandmaximizeprofits

• Provideshigh-qualityBiofungicideworkinginsynergywiththeonly100%contaminant-freeMycorrhizae

• Combinesthemostadvancedtechnologiesinbio-additives

PRO-MIX® bIOfungIcIde™ + MycORRhIzae™

PremierTechHorticultureproudlyoffersleadingedgegrowingmediaforgreenhousegrowersseekingoutstandingresults.

NothingsaysdiseasesuppressionandgrowthenhancementlikePRO-MIX®BIOfuNgICIde™+MyCORRHIzae™.

†Resultsobtainedfromindependentplantgrowthtrials.Individualgrowthresultsmayvarytoadegree.additionalresultsanddetailsareavailable.

PROVen ReSuLTS†

IVYbranchIng& breaks+33 %

salVIa

+39 % flower & folIage drY weIght

1 800 667-5366

visit us at PThORTIcuLTuRe.cOM

Pro-mix® is a registered trademark of Premier Tech Ltd. or its affiliated companies © Premier Tech Ltd. 2014. All rights reserved.

noThing sAys growing mediA beTTer™

new onlIne !a tool to learn and share knowledge


®

www.senninger.com Made in U.S.AServing the irrigAtion indUStry for over 50 yeArS!

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 TechnologyMaintaining 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.

Pressure RegulatorsSenninger introduced the Wobbler®

technology in 1980. The unique off-center 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 is ideal for flows from 0.42 - 2.18 gpm (95 - 495 L/hr).Upright & Inverted models available.

Micro-Sprinklers

ConvenienCeorPerformanCe?Why Not Both!Why Not Both!Why Not Both!

ConvenienCeorPerformanCe?


BWI COMPANIES, INC.

2014 BWI EXPOMUSIC CITY CENTER

September 15-17 | Nashville, TN

Save the DateThe 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


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 GLANCEMonday, September 15, 20148:00 am - 3:00 pm ..................................Customer Appreciation Events5:00 pm - 8:00 pm ..................................BWI EXPO Open5:00 pm - 8:00 pm ..................................BWI Hot BuysTuesday, September 16, 20147:30 am - 6:00 pm ..................................BWI EXPO OpenWednesday, September 17, 20147:30 am - 11:30 am ................................BWI EXPO Open


BWI COMPANIES, INC.

2013 BWI EXPOGrand Prize Winners

Congratulations

GRAND PRIZE WINNERS2014 Chevy SilveradoClegg’s Nursery (Baton Rouge, LA)

70” TVPrecure Nursery (Oklahoma City, OK)Shore Acres Plant Farm (Theodore, AL)

Surveillance SystemBarton Springs Nursery (Austin, TX)

LaptopShady Creek Greenhouse (Avera, GA)

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

iPad MiniAll 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 TabletGreen Tree Nursery (Little Rock, AR)Valley Feed (Decatur, AL)

Kindle FireFamily Flowers Greenhouse (Ozark, MO)Hieden Feed & Supply (Houston, TX)

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

PROTECT YOUR INVESTMENTProtect Your Garden



As the hustle and bustle

of spring sales brings much awaited revenue to retailers in our industry, a very important process begins in distribu-tion. While the retailer is selling off initial inven-tory stockings

and placing reorders for products to fulfill consumer demand, distribu-tion is evaluating and reviewing those same products for success and not so successful experiences. Every busi-ness has a process of building and managing their portfolio of product offerings. Although the timing is dif-ferent, 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 selec-tion for the upcoming year can begin as early as booking programs for the current year are ending. Manufactur-ers are already planning new offerings for the following year, making plans to launch to the suppliers in the chan-nel, 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 book-ings. This also applies to those items a manufacturer considers for discon-tinuing 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 process-es 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 market-place 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 selec-tions. 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 suf-fer 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

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 mar-ket. 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 some-what resembles a flow chart to deter-mine 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 expecta-tions

• Product packaging

COMPETENCY• Financial position and credit rat-

ing• 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 quantities-

inventory turns

Randy TownsendMarketing Manager

PRODUCT ASSORTMENT SELECTION STRATEGY


CUSTOMER ORIENTED• Offers limited distribution in our

coverage area• Training of BWI employees, train-

ing aids and educational courses• Web access to product information

and specifications• Sense of urgency• Reliable customer service depart-

ment

PERFORMANCE HISTORY• Proven performance with current

customer base• Management and organization• Industry reputation and participa-

tion

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 compo-nents 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

MARKETING PIECES• Introductory promotions includ-

ing 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

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 dili-gence 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 inven-tory. 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.

-Randy Townsend

One Touch™ Rain Wand™

One Touch™ Fan Nozzle

One Touch™ Shower & Stream™

justONE TOUCH

for Precise Watering Control

Professional Quality for Lifewww.dramm.com

Watering Tools with Thumb Controlled Shut-Offfor complete water flow control.

Revolution is coming


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.

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: [email protected] • www.neogen.com

©Neogen Corporation, 2014. Neogen and Ramik are registered trademarks of Neogen Corporation, Lansing, Mich.

Introducing!

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.

Grow better every day.

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

SOme Of OUr NeweST prOdUcT AddiTiONS:

©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.

More where it matters most. www.nufarm.com/usto

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 23Bayer 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.

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.BackedbyBayer.com.

Follow us on Twitter @BayerGolf


By Andy Chidester

The 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 represen-tative 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 comfort-able with just ringing up our custom-

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. Con-sider 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

Make Your Spring Sales Count While Improving Your CustomersGardening Experience


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 fertil-izer 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 inter-est 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 display-ing 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

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.

Develop programs or “how to” hand-outs 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 call-ing 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

Andy Chidester is the “Lady Bug Lady” or Sales Brand Man-ager 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.


Breaks up clay soils

improves moisture retention in soils

Food source For BeneFicial soil organisms

rich source oF organic material

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

Cotton Burr Compost

www.backtonaturecompost.com

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.

The following product catalogs are also available in print or online here:issuu.com/bwi_companies

BWI COMPANIES, INC.2013-2014www.bwicompanies.com

Professional Turf& Landscape Supplies

BWI COMPANIES, INC.

2013-2014

www.bwicompanies.com

Lawn and GardenSuppliesBWI COMPANIES, INC.

2012-2013

www.bwicompanies.com

Empowering Our PartnersService|Knowledge|Support

Family Owned Since 1958

Professional PestManagement Solutions

www.bwicompanies.comThe BWI website has several features that allow you to review your invoices, view special programs, download marketing tools and discover upcoming events.

www.bwicompanies.com | APRIL 2014 BWI Companies, Inc. | 27MORE POWERFUL WEED CONTROL

The next generation in the evolution of high performing Roundup IT&O products for the green industry.

▶More Concentrated▶Consistent Performance

▶Better Weed Control▶30 Minute Rainfast Warranty

▶Quick Measuring▶Quick Mixing▶Quick Action

▶Quick Results

Simply no better choice for immediate, visible resultsand unsurpassed weed control.

FROM PARKS TO GOLF COURSES

ROUNDUP® PRODUCTS HELP YOU TRIUMPH OVER THE TOUGHEST WEEDS.


Options. Options.

Options. In any instance when making a per-sonal purchasing decision you can literally have as many options as you choose to entertain. The same holds true in the distribu-

tion 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. RELATIONSHIPI believe this to be the most important factor in a purchasing decision. Cer-tainly 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 con-tinue to have new offerings five years from now?

MARKET RELEVANCEIs 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 impor-tant 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 per-formance against all others, then the likelihood of its success will be much greater than a product with average performance and premium pricing.

DEMANDOften 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, white-flies, 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 gener-ally 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 instanc-es such as the previous mentioned pests, sometimes even a third option is worth having.

SUPPLYAs 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

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 unfore-seen spike in sales? Do they have multiple locations they can service your account from? If the manufac-turer 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.

PRICINGThe 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:

• 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 impor-tantly are they financially stable enough to support that issue.

Brad MeadorMarketing Manager

WHAT’S BEST IN TODAY’S MARKETPLACE


• 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 deci-sions than bad. Sure, we all make mistakes but considering these topics when making decisions will improve your bat-ting average.

-Brad Meador

WATCH & LEARNWatch BWItv videos anywhere, at any timeWebsite: youtube.com/bwicompaniesVisit 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.

Article by: Janet CurryIt is interesting that when a new version of a cell phone comes out so many wait in line to buy the latest and great-est to simplify how we communicate and to become more efficient. Do you ever wonder why, when it comes to green-house production, we look at new plant varieties that of-fer 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 technolo-gy in key components of greenhouse production – nutrition, sanitation, and delivery – can simplify growing and make you more efficient.

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 in-formation, and in greenhouse production Nature’s Source Plant Food needs the best delivery system coupled with

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.

Nature’s Source Plant Food is a blended product that of-fers 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

• Proline Protects membranes and proteins against ad-verse effects from high salts and temperature extremes, increasing plants’ ability to deal with temperature stress

• Phenylaline Starting compound for flavonoid biosyn-thesis 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 struc-ture, more intense color, and toned growth with improved

Can you improve production efficiency with new technology?

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 ra-tio and pull straight from the container, letting your Dosa-tron 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-stan-dard 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.

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 synthet-ic fertilizer or a blended plant food like Nature’s Source. Biofilm is made up of various microbes both pathogen-ic and benign and they want feed also. They will feed off

your plants nutrition source rob-bing your crops of intended nu-trients, building up in your lines causing water flow issues, and pro-viding 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 col-onies by Week 4 and are heavily saturated by Week 7.

7 weeks into a crop that started with clean lines and propagation water

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 improv-ing 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.

Fertilizer/No Sanitation ZeroTol 2.0 & Fertilizer

LLC

®

®

WATER POWERED DOSING TECHNOLOGY


Call BWI Grower Technical Sales • (888) 447-3403

Simply the Best!Complete Ventilation Solutions

• CIRCULATION FANS • EXHAUST FANS • EVAPORATIVE COOLING • MISTING SYSTEMS • CONTROLS

Quality and Innovation Since 1951

trunk matthe

company

CustomPersonalized

StockTrunk Mats

706-694-8855www.trunkmat.com

2013Award Winner

s

Manager of the Year Co-Employee of the Year Co-Employee of the Year Co-Corporate Co-Corporate JUAN FLORES TEODORO “TED” JIMENEZ JARETT CRON Employee of the Year Employee of the Year BWI Homestead Warehouse Dayshift Driver - BWI Springfield KAREN TRAMMELL JOANN LANSDELL Supervisor - BWI Dallas Assistant Controller Assistant Corporate BWI Corporate Office Credit Manager BWI Corporate Office

BWI Division of the Year - BWI SCHULENBURG


Maximum Control with OxiPhosIncrease disease control with new OxiPhos, a systemic and contact bactericide/fungicide. OxiPhos takes disease control to a whole new level and holds the power to control pathogens like Downy Mildew, Pythium, and Phytophthora.

• Powerful Dual Mode of Action• Labelled for Turf, Ornamental, & Food Crops• Can Be Tank Mixed

OxiPhos – Control Like Never Before

®LLCSimply Sustainable. Always Effective.

1.888.273.3088 | biosafesystems.com

©2014 Copyright BioSafe Systems LLC. Always read and follow label directions.

Visit biosafesystems.com or call 1.888.273.3088 to learn more.

BioSafe Systems’ Full Product Line:• Algaecides • Bactericides • Fungicides • Insecticides

• Herbicides • Sanitation • Water Treatment • Equipment


One 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 short at all. In fact, 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

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 strug-gling. 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 busi-ness to where it is today. As a result of a tight budget and limited experi-ence, 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 nurser-ies you can track the evolution of the business by looking at the differ-ent types and styles of greenhouses they’ve purchased from the begin-ning 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 finish-ing times. Too often due to a combina-tion 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. Unfortu-nately, 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

Clay WilkersonGTS Sales Manager

SHORT CUTS & QUICK FIXES


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 green-

house equipment or production equipment. Since technology is changing so rapidly it’s inevita-ble 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 patch-ing 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 think-

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

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 uni-formly 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 bot-tom line.

-Clay Wilkerson

CHAPIN SPRAYERS MAKE IT EASY TO MAINTAIN YOUR

GORGEOUS GARDEN.

Home & Garden Sprayer - 1 G

SureSprayTM Backpack Sprayer - 4G/15.1L

CONTACT YOUR BWI SALES REPRESENTATIVE

PremierXP Poly Sprayer - 2G/7.6L

VISIT WWW.CHAPINMFG.COM OR

GREENHOUSE SOLUTIONS FROM A NAME YOU KNOW AND TRUST

www.growertechnicalsales.com


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 for-ward 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 con-

crete. Sandra Gerdes from the test gar-den at Better Homes & Gar-dens Magazine says, “With all the watering we’ve had to do this sum-mer, I really

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

The One Touch Shower & Stream™ has been of-ficially tested and recommended by the National Home Gardening Club! The National Home Garden-ing 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 recom-mend 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 pat-tern 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.”

water with ease

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

One Touch™ Rain Wand™


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 lon-ger be lost in the lawn: red, orange, yellow, green, blue, and berry.

Dramm has added a Facebook page. Please send pic-tures of Dramm products in your store and we will post them on the Facebook page. Please send pictures to [email protected].

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!

One Touch™ Shower & Stream™

One Touch™ Fan Nozzle

2014 BWI EXPO

MUSIC CITY CENTERSeptember 15-17 | Nashville, TN

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

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

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.

Your ONE SOURCE for GreenhouseStructures, Automation, and Irrigation


Driving sales growth for

BWI and effec-tively servicing our customer base are inextricably related. In other words, BWI can’t have one without the other. Our success as a distri-bution and sales 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 plan-ning. 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 prioritiza-tion. Covey’s system advocates a four quadrant process to determine the tasks that need to be a priority for success. Quadrant 2 activities – Impor-tant/Not Urgent – are the activities that are highlighted for long-term suc-cess. Quadrant 2 activities are imp-ortant 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 develop-ment initiatives

• Identifying and developing new markets and customer opportuni-ties

• 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 (Quad-rant 1) as well as distractions, inter-ruptions, 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 staff-ing and man-power needs are deter-mined 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 deci-sions. As important as strategy and long-term planning are, they do not replace the need for short-term planning and tactical execution. Our local BWI divi-sions 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 adjust-ments to sales territories or a change in outside salespeople, but they are intended to address specific business building or customer opportunities. Competitive pressures and chang-ing 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 com-mitment 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. Long-term 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 ever-changing environment. We have pro-grams 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

Joel GreenBWI TexarkanaSales Manager

PLANNING FOR LONG-TERM & NEAR-TERM SUCCESS


BWI provides THE BEST selection of professionalpest management products, competitive prices,

and excellent service.Termiticides • Insecticides • Insect Baiting

Rodenticides • Cleaners • Disinfectants • EquipmentApplicators • Apparel

BWI COMPANIES, INC. 855.558.7378 (PEST) / www.bwicompanies.com



Greenhouse Films • Nursery Films • High Tunnel Films

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.

Clearly, we’ve got you covered.

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.

Contact: 800-661-3606 or [email protected]

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

Kolby KeelingRegional Turf Sales

Coordinator


It’s always a topic of good

conversation. Will I do better if I bud-get for preventa-tive programs or is my money better spent on treat-ing needs as they arise? I believe, and research shows, that having a good preven-

tative program is the most efficient way to go. It doesn’t matter if you are talking about fungicide, herbicide, insecticide or fertility programs; well-planned 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 unex-pected, declining turf or landscape situations, you can bet your bottom dollar that there will be an unex-pected increase in your labor cost. In addition, chemicals will cost more at a curative rate than they will at a preventative rate. Bottom line, well-planned, 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 com-municating issues to management, members and owners. This is a situ-ation that nobody wants to be in and can be avoided. Preventative pro-grams will ultimately save you time. Listed below are a few of the agro-nomic 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 unde-sirable landscape or substandard turf conditions, nobody wants to have to explain these to members, manage-ment or owners. With a good preven-tative program, this can poten-tially be avoid-ed. If you want to become more cost effective, save time and limit negative exposure, let BWI help you put a good strong agro-nomic program in place! I look for-ward to seeing everyone at this year’s EXPO and I wish you and your business the very best!

-Kolby Keeling

Kolby KeelingRegional Turf Sales

Coordinator

AGRONOMIC PROGRAMS EQUALS MONEY SAVED

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 infor-mation 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.

DISCOVER


GREATBUYS!

Say CYONARA™ to Pests For Good

800-242-5562 | martinsbrand.com controlsolutionsinc.com

®

• 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

• 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

• 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

• 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.

• 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

• 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™ L&G QUART

CYONARA™ L&G RTS QUART

CYONARA™ 9.7 INSECTICIDE 8 OZ.

CYONARA 9.7™ INSECTICIDE QUART

CYONARA™ PLUS POUR-ON TOPICAL INSECTICIDE GALLON

CYONARA™ POUR-ON TOPICAL INSECTICIDE GALLON

Driven by innovation Inspired by nature

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

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

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

• 100% coated mini-prills containN-P-K, magnesium and micronutrients

• Plants receive virtually all the nutrition you buy; nutrient runoff is signifi cantly reduced

• Effi cient and easier root zone management; minimal stress from pH and EC swings

The more convenient way to fertilize Sized-right nutrition for smaller containersOsmocote® BloomPeters® Excel pHLow®

Specially formulated to feed plants with a production time of 6-12 weeks.

Grower benefi ts include:

Trusted brands.New solutions for the greenhouse.

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

S336-033782-4 - (Peters/Osmocote Ad-Trusted Brands) #109

Size: T - 8.5 x 11.0 B - 8.75 x 11.25 Color: 4 Color

SIZE A BWI ByLines

S336-33782-109_BWI_ful_pg_ad.indd 1 3/5/14 9:39 AM

P.O. Box 5968Texarkana, TX 75505

PRSRT STDU.S. POSTAGE

PAIDCARTHAGE, TXPERMIT NO. 80

Only Sold to

Independents

Documents

2014 Spring Buylines