Buylines Fall 2009

S

Are you preparing for

pring 2010?

INSIDE: 09 EXPO SHOW SPECIALS NEW VENDORS EVENT SCHEDULE

Are You Preparing for Spring 2010?

Don’t let planning get lost in your daily grind

P

rior planning prevents poor offering new products and removing performance…that is the motto products. What we also discovered everyone in marketing should is that we were very good at adding adhere to in their work lives. The but somewhat lacking in removing.

2009 version of that saying should The best correlation I can give is a possibly be worded “prior planning closet or garage that has had items helps prevent poorer performance added but little thought or effort but it certainly keeps the worst on what needs to be removed. In of results at bay.” Either way, researching this result, we found Mark Fomby planning is a very important tool that we had accumulated too many VP Sales that sometimes gets lost in the daily choices in many categories and grind. If we are not careful, we find ourselves we needed to make the necessary adjustments ‘showing up’ each day and letting the events that to remain at the head of the distributor choices transpire determine our success or failure. That is available to our customers. a daily fight in our collective businesses.

These adjustments, we feel, will be seamless As far as BWI is concerned, the marketing to our customer base and the only resulting factor department seldom gets to enjoy the fruits of their noticeable will be an increased service rate as we labor in the present because they are attempting adjust our inventory to what our customers feel to run ahead of the sales department and the are the best offerings in each category. operational side by several months. Their job is The moral to this story is that had we, as a to create an environment that allows our sales company, continued to follow our historical review staff and their corresponding customer base to processes, we may have overlooked something take advantage of the opportunities available in a that had been building for years, and if left as is, profitable manner while incorporating the feelings, could have been a detraction to our service level to facts and opinions of multiple input sources both our customers going forward. We encourage you within and outside the company. Their resulting also to take a step back and look to see if anything goal in this department is to improve the offering you are currently doing could be an impediment of products and programs each and every year. to future growth and profitability. If you do find As a past member of this conduit structure something that BWI can help you adjust, please between the manufacturers, the sales staff and the let us know. We are all in this together and our customers; let me add this is not a 100% process health as a company depends on your health as a nor will anybody ever come up with how to make company. this a 100% process.

During the process of planning for 2010, we See you in Chattanooga! decided to take a step backward and assess if the -Mark Fomby manner in which we add and subtract from our product offerings is still the best avenue for the future. In reviewing this aspect, we discovered that it runs hand in hand with our sales process on

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September 2009 • Buylines |

| Buylines • September 2009

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September 2009 • Buylines |

Riding the Wave into 2010

I

t is often said of the lawn and garden retail industry that it is recession proof. Although there may be arguments on both sides of this statement, the fact still remains that when facing an economy near or in a recession, having the right strategy to ride the wave is equivalent to breathing in regards to the life of your business.

During tough economic times when cash flow and credit are tight, one of the biggest challenges a retailer will face is keeping the right product mix on hand while keeping inventory levels in check. This practice leaves little margin for error with high inventory levels leading to markdowns and high carrying cost, and low inventories resulting in lost sales and dissatisfied customers.

While lean inventories are the most common practices for a rough economy, there are other strategies that can prove effective to survive the times. But let’s focus on inventory first.

Some say that the best practice for a down economy is focusing on your core. I tend to side on this belief as that is what usually pays the bills. Concentrating on the product mix that turns off the shelf and provides operating capital is an obvious good choice.

Making buying decisions based on this belief when looking at 2010 offerings is a must, but | Buylines • September 2009

what about those other items that are needed to round out an offering?

While the core items are necessary to keep your business running, there are many items that are needed to keep the consumer coming back to see

Randy Townsend Marketing Manager of Consumer Products what you are offering in the way of new and unique. These sometimes “fringe” items are where retailers tend to make inventory mistakes having too much left at the end of a season.

Having a plan to review and analyze these items and develop a strategy to address those are equally important before a buying decision is made.

One of the phrases that have been echoing in the retail trade pertaining to these “fringe” items or categories is “In and Out” strategies. This is where a buying decision is made to offer an item or category based off the notion of an initial buy

in, selling through, and be out.

This is the same concept used for seasonal merchandise but can apply as well to other items that may be slower movers. These “fringe” items are usually good margin makers with decent movement off shelf but do not necessarily justify year round inventory levels. They can also make for great promotional and merchandising opportunities.

That brings me to the next strategy. Consumers are tighter with their dollar during these times and look for buying triggers getting them to make a purchase.

Merchandising opportunities such as displays, category identification, and off shelf focus are just a few ways to draw attention. One of the easiest steps toward effective merchandising is making sure your store is presentable. By this I am referring to free of clutter and inviting to whoever walks in the door. Are the display fixtures in good shape, merchandising products in a way that is appealing to the consumer? This not only applies to the inside but any environment the consumer has the opportunity to shop; greenhouse, feed room, bagged goods lot, etc.

The third and final strategy I wanted to share is one that I believe should be practiced during any economic cycle but really has good implications www.bwicompanies.com

during a down trend. Identify your value and offerings that set you apart from competition.

Whether it is your competitive prices, unique product mix or category offerings, convenient location, or knowledgeable and friendly sales staff, use some sort of marketing or ad campaign to get the word out to the consumer you are open for business. This could include, print, website, radio, TV, community events, and in store clinics. It doesn’t have to be lavish but in some format to convey your value offering.

So how do you implement and start the process? It starts now. An evaluation of what works and what doesn’t in regards to inventory levels, store appearance, and marketing campaigns must be done in order to prepare for the 2010 season. Knowing what your needs may be before hand and not letting the season sneak up on you is the key. BWI stands ready to help in any facet we can in your planning for 2010. We encourage you to take a moment to evaluate your business and develop a strategy to ensure your business health for 2010 and beyond. While in attendance at our EXPO in Chattanooga or any other buying event you attend, implement your plans by making buying decisions based on what your strategy www.bwicompanies.com

may be. Whether it is taking advantage of heavy discounts on core items to stock the store, finding that trendy item to use as promotional, display, and/or merchandising opportunities, or making a buying decision targeting specific areas based on your marketing campaign plans, it all starts now. If we do not have a strategy in place with

steps on how to accomplish, we end up doing the same as we always have and get the results we always have. Given the economic cycle we are currently in, I choose to have a plan for success rather than leaving my fate to chance. What about you?

-Randy Townsend

September 2009 • Buylines |

Expo 2009 New Vendors A Smarter Approach to Plant Care

Pro-Series Tree Staking Kits • Tree Staking • Palm Bracing • Tree Strapping

High Quality Native Grass Seed Direct From Our Farm to You!

True Controlled Release Fertilizers for the Horticulture Industry

Geraniol Insect Repellent

The next level of protection. BugBand products are a proven, effective alternative to synthetic traditional pesticides, protecting children and adults from biting insects while avoiding the risks associated with irritating chemicals.

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The Original Garden Weasel® New & Improved!

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Certified Frost-Proof

Rain Savers & Composters

Animal Health Care Products for Over 50 Years

SHAKE-AWAY Animal Repellent

Naturally Safe, Non-Toxic 100% Organic Get Relief from Chiggers Now!

TUBTRUGS

®

The World’s Most Flexible Two-Handed Tub

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Moss, Mold & Mildew Stain Remover

Slow Roasted & Smoked Dog Treats

• Cooks out much of the fat content • Treat bastes in its own juices • Smoking leaves no bitter aftertaste • Exceptional palatability is our goal

September 2009 • Buylines |

A Sampling of New Products for

Bellingham Gloves

Performance Work Glove • Leather palm, breathable back • Neoprene cuff & knuckle protection Thorn Resistant Gauntlet Glove • Tough, flexible synthetic leather protects hands & forearms from thorns & other irritants

2010

Bedbug Killer • Odorless & non-staining • Kills on contact • Works up to 4 weeks

Cut Resistant Gloves

Fungus Control For Lawns RTS • 2.42% Propiconazole • Controls broad spectrum of lawn diseases • Treats 5,000 sq. ft.

• Protects up to a month Fruit, Citrus & Vegetable Insect Control • Systemic drench for edibles • Season long protection Season Long Weed Control For Lawns • Kills current broadleaf weeds • Rainproof in 1 hour

Benches • 48” Wide Classic Park Bench • 48” Wide Omni Park Bench Outdoor Gas Firepits • Grey Newcastle Firepit • Mandalay Firepit Outdoor Grills • 4 Burner LP Gas Grill • 3 Burner LP Gas Grill • Cart Grill

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Dynee White™ • HPPE shell for max strength • Knit wrist • Polyurethane coated palm provides good abrasion resistance

Bite Fixer • Instantly fix the pain & itch • Bite Fixer belongs in your car, backpack & your first aid kit

• • • • • • • •

5/8” Bypass Pruner Long Reach Ropeless Pruner 12” Compound Action Tree Pruner 7” Folding Razor Tooth Saw Compound Action Bypass Lopper w/Extended Handles Sharpening Tool Nylon Scabbard 4-Tine Spading Fork

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A Sampling of New Products for Raised Garden Kit • Low maintenance footprint fits any backyard - 42.5” x 42.5” x 6” • UV resistant • Made from weather resistant composites & eco-friendly recycled wood flour

New Sizes • Palm-Tone - Now in a 20 lb. Bag • Tomato-Tone - Now in a 17 lb. Bag • Organic Traditions Dried Blood - Now in a 20 lb. Bag

When Faced with Multiple Weed Problems, the Single Solution is Solitare!

New Sizes • Sevin 10% Dust - Now in a 2.5 lb. canister • Sevin 5% Dust - Now in a 5 lb. bottle

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• • • • • • •

2010

Popup Planters for Growing Strawberries & Herbs Growbags Potato Tubs Steel/Copper Watering Can Parisian Vases Victorian Planters & Stands Blacksmith Welcome Planter

Large Coverage Sprinkler • Extra Large water jet for more coverage • Water coverage up to 8500 sq. ft.

• Trip levers for full or partial coverage with reversing full circle setting

New Insecticides

Tree & Shrub Insect Control with Safari Insecticide • Season long Whitefly & other insect control • Treats 12-4” diameter trees or 23-3’ tall shrubs • Easy to apply granules Grub Control with Arena Insecticide • Treats up to 5,000 sq feet • Use in turfgrass and landscapes • Protects plants by killing insects when they feed on them

September 2009 • Buylines | 11

A Sampling of New Products for

Rain Gauges

Wireless Digital Rain Gauge • Color LCD display with battery backup • Indoor/Outdoor temperature • Self emptying wireless rain collection cup Digital Rain Gauge & Thermometer with 4-Color LCD • Track accumulated rainfall • Self emptying wireless rain collection cup • Low battery indicator

Martin Gourds

Two-Piece Gourd • 7” diameter nesting area • Water preventing canopy • Available in 4-, 6-, 8-piece sets Purple Martin Gourd • 2.25” diameter entrance hole leads to a spacious 6.5” long, 6.5” wide interior compartment

Sports Cameras • Splash Underwater 5MP with screen • Sportsman 5MP Underwater 4 & 1 digital camera • Trekker 3MP digital camera • Splash Mini Trekker • Sportsman Pro • Infinity Light • Rechargeable Light

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2010

Wild Bird Feeders

Straight-Sided Tube Feeders • 17-1/2” tall • Holds 1-1/2 lbs. of seed Seed Ball • 6” round shape • Holds 7 cups of black oil sunflower seeds

Biopesticide with Long Term Control Verando™ O

Shepherd Hooks • 90” Double • 84” Single • 84” Double • 84” Offset Double • 46” Double Deck Compost Bin Standing Flat Iron Basket Folding Finial Basket Hanger Red Inverted Tomato Cages

Hummingbird Feeders • Harvest Feeder • Fairy Dust Feeder Seed Feeders • Patriot Wild • Cupola Wild • Fathom Wild • Whimsy Wild

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A Sampling of New Products for Powder Mill • Dust applicator with an extra hopper • Apply dust in the attic & crawl spaces • Features large blower wheel & four air induction louvers Scatter Box • All-purpose applicator for fertilizer, seed, granular insecticides, ice melts & fire ant baits Broadcast Spreader • 25lb. capacity • Adjustable shoulder strap • Stainless steel rate gate

Ceramics...The Natural Companion for Plants

Raised Garden Grid

2010

Decorative Urns

Injected Molded Urns • Acadia Urn • Chesapeake Urn Rotation Molded Urns • Corinth Urn • Verona Urn • Treviso Urn

United General Supply Co., Inc.

Char-Log Series

Storage Official Collegiate Coolers King Bench Rocker King Rocker 5’ Swing w/Foot Rest & Canopy 4’ Porch Swing Adirondack Chair & Ottoman • Durable Cedar log construction • Special Char-log heat curing, preserving, finish process resists mildew, mold & stains • Varnished to preserve Char-log finish

Rain Run®

The ultimate back saving clean-up tool. Easily picks up debris, leaves, logs, rocks, etc. Got a mess to clean up? Let the Gator grab it.

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September 2009 • Buylines | 13

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Challenges & Opportunities N

ever before during my 26 year career in the lawn and garden business have I seen so many challenges yet so many opportunities.

Challenges in the form of “frozen credit” from lending institutions, loss of millions of American Jim Bunch jobs resulting in less Co-President/CEO consumer spending, the fear of uncertainty during our current economic times.

Opportunities in the sense that less people are competing for a slice of the pie; availability of talent in the work force; banks, manufacturers, etc. are looking to partner with companies that are properly financed and well managed who will be in business when the dust settles.

Could it be that in order to survive and thrive we will be required to stop doing things the way we have always done them and start doing them in a more efficient and productive manner? The book Who Moved My Cheese by Spencer Johnson and Ken Blanchard seems very fitting with today’s challenges and opportunities.

Last week I had the opportunity to attend a meeting and the common opinion was that we have hit the bottom of this recession and a lot of pent up demand is on the way, thus creating a huge opportunity to sell product in the coming months.

BWI recently made a major change in the way employees’ vacation time; sick leave time; hours worked, etc. are kept with a system called UltiPro. Basically a system that will eliminate the triple handling of time cards, manual paper requests for time off, etc. that will feed directly into a payroll processing system thus reducing www.bwicompanies.com

errors and greatly improving our efficiency while reducing duplicated paperwork.

I will have to admit at first I was somewhat apprehensive about the change but now, three months into the improved process “change”, BWI is seeing the benefits. This reminds me of the initial stage of implementing laptop computers for our sales staff. Sure we had a few minor glitches but today we don’t have a single sales person that feels they could make it a day without their laptop.

Yes, we are in uncertain times and many people feel that now is not the time to make changes and pull in their wings. I am of the opinion that successful businesses will adapt, learn, grow and make improvements to their respective businesses.

By now you know BWI is “changing” its show location this year to Chattanooga, Tennessee.

BWI feels it’s Expo is a great opportunity to see new products for 2010, receive our best prices of the year, network with others in our industry and have fun as well. Responses so far have been nothing but positive about our new venue in Chattanooga and BWI has left no stone unturned to make this event the best ever. We feel this event is a WIN/WIN/WIN for growers/retailers, vendors and BWI. I can’t wait to see everyone at this exciting new venue. After all, it is not often you all have a chance to get together to conduct business as well as have fun!

-Jim Bunch

September 2009 • Buylines | 15

The Time to Get Ready for Tomorrow

W

IS TODAY

by Clay Wilkerson

ith all the economic challenges we face right waited too late. It is precisely when things are not now it would be very easy for the average going well that we need to be looking ahead and business person to sit still in fear and do nothing. planning for better times.

Uncertainty tends to do that to us. We hear about With those two questions in mind, let me the condition of the housing market, continued job suggest a few things you might want to consider in losses and the chaos on Wall Street and it makes order to put your business in a more competitive us want to hold onto our money and maintain position today and tomorrow. the status quo with our business.

It is sort of a defense mechanism Reduce Costs by Upgrading that seems to kick in these kinds of Existing Equipment times so I understand this reaction.

Technology is exploding and In fact, I have to admit that as a manufacturers are constantly consumer, I have reacted the same figuring out how to build better way on some level. But, the more and more efficient equipment. thought I have given to this mind Many times you can get a fairly set from a business perspective, quick return on your investment the more I have come to realize the simply by replacing older, less flaw in it. The fact is this is not the efficient equipment, with new more time to sit tight or “hunker down” efficient models. For example, you as some might say. Just the opposite can reduce your energy cost 15Clay Wilkerson is true. This is the time for all of us 16% simply be replacing an older Sales Manager/GTS to look forward to next spring and gravity vented standing pilot heater next year and begin to think about what needs to with a new more efficient power vented model be done now so that we can be ready when the with an intermittent pilot. Another example of economy turns around, and it will turn around. savings would be to change over from older, Already, economists are beginning to slowly find less efficient thermostats, to more accurate and consensus on the idea that we have hit the bottom efficient environmental controls. Those are just or close to it. Most of them caution that it will be a two examples of several we could mention where slow recovery, but a recovery nonetheless. upgrading your existing equipment would reduce Based on that certainty, let me pose a couple of your costs and put you in a stronger position now critical questions for you to consider. First, what are and in the future. you doing right now during the downturn to put your business in a position to gain an advantage Automate Where it Makes Sense over the folks you compete with? That’s critical Evaluate your business and processes and because if the “pie” is smaller than what it was, automate where it makes sense. Automation is the only way your piece is going to stay the same a great place to gain some efficiency by either size as it used to be is for you to do a better job in reducing labor and/or using your labor more some key aspects of business management than efficiently. Just keep in mind there is no onewhat your competition is doing. Second, what size-fits-all with automation. Every greenhouse are you doing in order to prepare for the future operation is different to some degree and you when things turn around? The time to get ready have to determine where it will work for you. for tomorrow has always been today. If we wait However, everyone should evaluate where and until things turn around to begin planning how to when to automate based on the potential to meet take advantage of the new opportunities, we have at least one of two goals. First, the equipment 16 | Buylines • September 2009

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should save you money, either in labor reduction or in some other gain in efficiency, so that you get a return on your investment in at least 2-3 years.

Second, the equipment should allow you to speed up production or streamline processes so that you are able to hit critical production windows.

Due to the ever narrowing window of sales in our industry, sometimes you have to evaluate automation, not based on the labor it saves you, but the increased sales opportunity it provides you because you are able to get the product to market at the right time in the right quantity.

through a variety of means (micro sprinklers, drip, booms, etc) with a few fairly certain results. First, labor cost will be reduced because fewer man hours will be required to perform the tasks. In many cases, the labor is reduced so dramatically that the new system pays for itself in one season of use. Second, water will be applied more efficiently. That seems counterintuitive, I know, but it really should not surprise us that a well designed irrigation system or a piece of irrigation equipment could do a better job consistently than people can applying water. Finally, the amount of water used will be reduced. Any time you Adopt Better Irrigation Practices transition to a more efficient means of applying Irrigation is one of the areas that the average water you will naturally reduce the amount of greenhouse or nursery operation can gain the water used, and by extension, the amount of most efficiency for the least amount of money energy needed to pump the water. So, automating spent. For example, many greenhouse operations your irrigation based on a well designed system (commercial and retail) continue to do a large has the potential to reduce labor cost, while at percentage of their irrigating by hand even though the same reducing your water and energy costs. it is one of the least efficient and most expensive By no means is this list comprehensive, ways to irrigate. In addition, many of the existing but they certainly represent important areas irrigation systems that are currently being used of consideration for both now and in the are inefficient and outdated. The good news is that future. Changes in any one of these areas will this process can be automated and/or updated cost you and that is the reason [Cont. on 21]

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September 2009 • Buylines | 17

09EXPO Show Specials ABSORBENT PRODUCTS Purchase 10 bags of 40 lb. Redlake Earth, course Granules (BHSD40) & receive 1 bag FREE! Purchase 25 bags of 40 lb. Stall Dry (BHSD44X) & receive 3 bags FREE! Purchase 55 bags of Stall Dry Plus w/deodorizer (BHSD133) & receive 7 bags FREE! Save $7 on the purchase of a case of Redlake Earth Powder, 6/6 lb.

(BHSDW105)

ARBORGUY Cash Spiffs

ATLAS GLOVES Cash Spiffs $5-$50 $20 Cash Spiff on the Classic 12-Peg Display, Pk/144 (ZZWLACLASSIC12) & the 12Peg Best Seller Display, Pk/144 (ZZWLALG12) $50 Cash Spiff on the 20-Peg Best Seller Display, Pk/240 (ZZWLALG20)

BACK TO NATURE Purchase 19 pallets of Back to Nature products to ship between 10/15/09-3/31/10 & receive 1 pallet of product FREE! Purchase 10 or more truckloads of Back to Nature products (to ship between 10/15/09 & 10/15/10) & receive 1 pallet of product FREE on every truckload bought for the entire season

BARENBRUG Purchase 10-25 lb. bags of Panterra Annual Ryegrass (FS9225) & receive 1-25 lb. bag FREE! Purchase 10-25 lb. bags of Barblanca White Clover (FS83) & 18 | Buylines • September 2009

receive 1-25 lb. bag FREE! Purchase 10-25 lb. bags of Primero Forage Bermuda (FSPRIMERO) & receive 1-25 lb. bag FREE! Purchase 2 cases of 6/5 lb. Panama Bermuda (FSPAN5) & 1 case of 12/1 lb. Panama Bermuda (FSPAN1) & receive 1 case of 12/1 lb. Panama Bermuda FREE!

COLLIER METAL

BAYER ADVANCED

CONTROL SOLUTIONS

Spiffs up to $100 on the purchase of select pallet & displays

BONIDE Spiffs up to $100 on the purchase of select display & assortments Purchase 10 cases of the following items, mix & match, & receive 1 case FREE! Total Release Flea Foggers, 3Pk6 oz. (BP685); Household Insect Foggers, 3Pk-6 oz. (ZZBP683); Ant, Roach & Spider Aerosol, 12/15 oz. (BP404); Mosquito Beater Yard Fogger, 12/15 oz. (BP560)

Purchase 20 bundles of any of the following products & receive 2 bundles FREE! 1/16” x 10” Steel Edging, Pk/5, Green (PS10145); 1/16” x 10” Steel Edging, Pk/5, Brown (PS10145B); 1/16” x 10” Steel Edging, Pk/5, Galvanized (PS10145G) $2 to $30 Cash Spiff on select case goods

CORBITT MFG. Purchase 1 truckload of product (mix & match) by 2/19/10 & receive 1 pallet of mulch FREE! Purchase 1 truckload of product (mix & match) by 12/15/09 & receive 2 pallets of mulch FREE! Save 3% on select items Put your name in a drawing to win FREE jewelry

DEWITT

Cash Spiffs $5-$40

Receive up to $10 per roll off select bulk roll Weed Barrier Landscape fabrics

BRADFIELD ORGANICS

EARTHWAY

BOSS GLOVES

Cash Spiffs $25-$75

CENTRAL LIFE SCIENCES (FARNAM PET) Spiffs up to $100 on the purchase of an end cap

CHAPIN SPRAYERS Save 20% on select sprayers

CLEARY CHEMICAL Save $281.33 per drum on the purchase of 2 or more drums of Cleary 3336WP Pro-Pak, 48/1 lb

Save 30% on a Precision Garden Seeder (ERPGS)

ESPOMA $50 Cash Spiff or FREE rack with the purchase of 10 cases (mix & match) of Earth-Tone Liquid Products $25 Cash Spiff with the purchase of 5 cases (mix & match) of EarthTone dry products $40 Cash Spiff with the purchase of 1 pallet of either Corn Gluten (ESCGP25) or Natural Lawn Food (ESNL30) $100 Cash Spiff with the purchase www.bwicompanies.com

09EXPO Show Specials of 1 pallet of Corn Gluten (ESCGP25) & Natural Lawn Food (ESNL30)

EXCEL MARKETING

Lite Potting Soil (MH1450) & receive 10 bags FREE! Purchase 110 bags of 20 qt. Baccto Lite Potting Soil (MH1425) & receive 20 bags FREE!

Spiffs up to $75 with the purchase of select displays

MILLER MFG.

GARDENTECH Spiffs from $10 to $60 on select pallets Purchase 10 cases of Sevin (mix & match) & receive 1 FREE case of 10% Sevin, 6/2.5 lb. (GUS7006)

GARDMAN $50-$200 Cash Spiffs Save 20% on shaped coco liners

HAPPY JACK $35 Cash Spiff with the purchase of the Deluxe Assortment Shelf Display (ZZHJ1061) Special Pricing on Xylecide Anti-Fungal (HJ1324); Skin Balm (HJ1052) & Paracide Shampoo (HJ1063)

IRONITE Spiffs up to $50 on select pallets

JUST ONE BITE $2.50 per case Cash Spiff with the purchase of 4 cases of product (mix & match) $5 per case Cash Spiff with the purchase of 20 cases of product for an end cap

MICHIGAN PEAT Purchase 42 bags of 50 lb. Baccto Potting Soil (MH211250) & receive 8 bags FREE! Purchase 85 bags of 25 lb. Baccto Potting Soil (MH211225) & receive 15 bags FREE! Purchase 55 bags of 40 qt. Baccto www.bwicompanies.com

Save up to $14 on select items

MONSANTO (NO LIMIT) Purchase 5 cases of QuikPro Dose Packs, 6/5-1.5 oz. (MSR88603) & receive 1 case FREE! Purchase 5 cases of QuikPro, 4/6.8 lb. jugs (MSR22913) & receive 1 case FREE! Purchase 5 cases of Roundup Promax, 2/1.67 gal.

(MSR10918898) & receive 1 case FREE! Purchase 1 drum of Roundup Promax, 30 gal. (MSR10918843) & receive 1 case of Promax (MSR10918898) FREE! Purchase 8 cases of Roundup Pro Concentrate, 2/2.5 gal.

(MSR10317188) & receive 1 case FREE! Purchase 1 drum of Roundup Pro Concentrate, 30 gal.

(MSR10317181) & receive 1 case of Pro Concentrate (MSR10317188) FREE!

NEOGEN Cash Spiffs equal 5% of purchases

PROKOZ Receive an additional 5% discount off select items $25 Cash Spiff per case with the purchase of Clevis, 6/4-8 oz (ELCLEVIS)

SCOTTS-RETAIL

Purchase 1 case each of the following Home Defense Max products: Mouse Trap (OR0320110), Press ‘N Set (OR0320310), Glue Traps (OR0320410), Bait Paste (OR0320610), Bait Blocks (OR0320710), & Bait Station (OR0320810) & receive 1 case of Home Defense Max Mouse Traps (OR0320110) FREE!

SENORET Cash Spiffs up to $75.00 on select display assortments

TUFF STUFF Save 9 to 17% on select items

TURNER HAT $25 Cash Spiff with the purchase of a Spring Prepack Display, Pk/80 (DSTUSPRINGPACK) $50.00 Cash Spiff with the purchase of a Fall Prepack Display, Pk/48 (DSTUFALLPACK)

VALENT (GREENHOUSE/ NURSERY) Additional 5% in bonus bucks for every $5,000 purchased on select items Purchase 10 bags of Distance Fire Ant Bait, 25 lb. (OADISTANCE25) & receive 1 bag FREE! Purchase 40 bags of Broadstar, 50 lb. (OA88560290) and receive 4 bags FREE!

SANCO $10 to $50 Cash Spiffs

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09EXPO Show Specials [Cont. from 19]

WELLMARK (EXTINGUISH)

VALENT (GOLF/LCO)

$10 Cash Spiff with a 5 case order (mix & match) $25 Cash Spiff with a 10 case order (mix & match)

Additional 5% in bonus bucks for every $3,000 purchased on select items Purchase 10 bags of Distance Fire Ant Bait, 25 lb. (OADISTANCE25) & receive 1 bag FREE! Purchase 10 bags of Arena .25G, 25 lb. (OA61427190) & receive 1 bag FREE!

VPG Cash Spiffs up to $3 per case & $25 per pallet on select items Purchase 5 cases, mix & match of Killzall, 8 oz. to gallon sizes, (FH33690, FH33691, FH33692, & FH33693) & receive 1 case of 12/24 oz. Killzall FREE (FH32162)

WATERBURY Purchase 12 meter refills & receive 1 metered dispenser (QM321131) FREE! Special pricing on the CV80D Dairy Bomb (QM348315)

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$10 Cash Spiff per 2 unit order with the purchase of Enstar II IGR, 24/5oz. (SAENSTR2) and/ or Mavrik Aquaflow, 12/1 qt.

(SAPENMAV2). Mix & match. $25 Cash Spiff per 4 unit order with the purchase of Enstar II IGR, 24/5oz. (SAENSTR2) and/ or Mavrik Aquaflow, 12/1 qt.

(SAPENMAV2). Mix & match.

some greenhouse owners & managers struggle with the decision, especially in the current economic climate.

However if all you see is the up front cost you really miss the point. The right question is not, “What does it cost?”

The right question is “How quickly will I get a return on my investment?” If you follow that sort of mindset in managing your business, you will almost certainly make good decisions today that will prepare you for tomorrow.

WOODLINK

-Clay Wilkerson

WELLMARK INTERNATIONAL

$10-$50 Cash Spiffs

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September 2009 • Buylines | 21

WHY BOOK GARDEN SEED? W

hy should I book my vegetable seed? How do I know that someone else will not come out with a lower price closer to delivery?

These are questions of which I am sure some of you are familiar. They are good questions, and ones that deserve answers.

As a distributor, we strive to fulfill our customers’ needs. We do our best to ensure that we have the vegetable seed we list in stock, at a fair and competitive price. While there are times when particular varieties may not be in stock or are not the lowest priced, there has not been one time we have not tried our best to have both stock and low price. We know that to be successful as a supplier, we have to help our customers be successful as well.

You may also ask why is it that BWI has run out of “okra” seed, while one of its competitors still has inventory? The answer is multi-faceted. Our competitor may not have done as good a job of selling seed in the beginning of the season. BWI, like our customers, has to book seed with its suppliers, and okra may have been pro-rated due to poor crop yield; or the increase in demand was greater than the source of supply.

BWI has to book its seed with suppliers as early as possible, just as we ask our customers to book with us. For example, BWI books its Fall seed (seed sold during the months of August

22 | Buylines • September 2009

through November) in April of the same year. April is generally the time of the year when our suppliers know what their crop yields should be and can finalize their pricing.

For our Spring seed (seed sold during the months of February through May) we must book our needs by June of

Rodney Hatridge Purchasing Agent the prior year, as our bookings help the growers plan how much acreage to plant of certain varieties.

When crops are short, booking seed as early as possible is one of the most important things that you, and BWI, can do. Most suppliers, whether they be growers or brokers have a general idea how much seed they expect to receive. They will then sell based off this number of forecasted stock. Once harvest is complete, they are either able to fulfill everyone’s bookings or pro-rate how much each customer can get of their original booking, usually based off when the seed was booked, how much seed was booked,

and requested delivery date.

When seed is pro-rated from a booking, BWI then goes to other suppliers in the market to see if there is any seed available from them. If there is seed available, we purchase based off forecasted need with our customers and then price average our inventory, as seed that is not booked early is usually purchased at a higher price.

BWI is no different when it comes to booking seed. When crops are pro-rated we use the same criteria: when, how much, and requested delivery. We believe those customers who book ahead with us, instead of waiting until the last minute to order, deserve “first shot” at short crops – a reward of sorts for committing to do business with us.

We all realize that this past vegetable season was tough – increased demand and decreased supply. The United States vegetable seed market realized an increase in seed sales of 20-30%, depending on seed category. Those paying attention to the market did the best they could to prepare by booking as early as possible, and to as much as they could commit. So what is in store for us in 2010?

According to the National Agricultural Statistics Service (NASS) in their report dated July 10, 2009, only five categories of vegetable seed out of fourteen have slight increases www.bwicompanies.com

in acres planted in 2009 versus 2008, which is not enough to offset the continuing overall downward trend for the past four years. Overall acreage for vegetable seeds in the United States is down by 2.84% for 2009. How does that affect us?

This past season, BWI saw an increased demand of 23-27% depending on seed category. It is not rocket science to figure out that smaller acreage and expected increase in demand means there possibly will be shortages in some varieties of seed for 2010.

So what to do?

• Book your seed as early as possible.

• Ask to take your seed as soon as it becomes available.

• Periodically ask for updates

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on delivery time frame and possible pro-rations, which would allow you to evaluate short crops and how that will impact you.

is no guarantee in regards to lowest price, but if booked with the right supplier, you can be assured that your seed will be competitively priced.

Forecasting another year of increased demand, and knowing that overall acreage is down we must all be as proactive as possible to have a successful season. BWI has already booked it’s seed and published it’s price list for 2010.

Have you booked your seed yet?

At this time, based on the information given to us by our suppliers, only one seed category looks to be short: collards. At it stands, BWI is in position to receive 90% of the seed booked. However, there may not be other sources should we sell our inventory.

So, back to the questions: Why should I book my vegetable -Rodney Hatridge seed? Book seed early to ensure delivery, even if it is pro-rated, especially if there are concerns of shortages.

How do I know that someone will not come out with a lower price closer to delivery?

As with any commodity, there

September 2009 • Buylines | 23

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Going with the Flow U

nder the proper conditions, the river. They open the doors of going with the flow may the business day after day, year be great for a float trip on your after year, going with the flow. favorite river. It may require When the economic climate is little effort and provide some good, their business does good. beautiful scenery, while passing When things are bad or difficult, the time. However there are some their business suffers greatly inherent dangers when going and it’s the economy, weather or with the flow. Recently, BWI had competition. Just as white water Mike Mize a warehouse managers’ meeting in requires, a long, sturdy, wide boat central Arkansas and many of our Executive VP/CFO with a power motor, tough times people witnessed the following interesting event. requires more than the minimum to make things A young man and his female companion happen. There was a time when business could attempted to launch a ten foot flat bottom boat survive by just opening the doors and letting (with nothing but a trolling motor – no motor, things happen. Those days are long gone. A get the picture) from a trailer into the Little country humorist once said, “if you don’t know Red River below the Greer’s Ferry Lake dam. where you are going, how will you know when Needless to say, his plans were to (1) launch his you get there?” These words are a funny version boat, (2) pick up his lady on the river bank, and of the more serious business quote of “Failing to then (3) spend a leisurely afternoon floating the plan is planning to fail”. Both of these quotes river. Only one of these three events actually contain a gem of truth worth its weight in gold. occurred!! As soon as the boat left the trailer, To survive and prosper in business today and it departed from the shore and trailer rather beyond, it is imperative that we plan ahead quickly (which may be an understatement) and know where we are going and know how with the nose of the boat in the air and back of we are going to get there. The ever-changing the boat nearly below water level. A small flat competitive forces and day-to-day crisis that bottom boat powered by nothing but a trolling arise require us to think and plan ahead. motor is rather difficult (this is an even larger Don’t get caught going with the flow or going understatement) to control in swift, rising water. down the river without a motor or a paddle.

For those not aware, Greer Ferry Lake is a power generating lake. On this particular afternoon, -Mike Mize the gates were open to generate power; therefore the water was rising extremely fast, resulting in very swift water. The good news is the boat remained afloat and several miles down the river, this young man and his boat were successfully captured and pulled to the shore by another boat. However he may have difficulty taking his girl back to the river with him.

Some businesses resemble this afternoon on www.bwicompanies.com

September 2009 • Buylines | 25

Participating Vendors Arborguy* AT Films Atlas Glove Atlas Greenhouse Systems Austram, Inc. BA Products Back to Nature, Inc. Bamert Seed Co.* Barenbrug USA BASF Bayer Advanced Becker-Underwood, Inc. BioSafe Systems Bond Manufacturing Bonide Products, Inc. Boss Gloves Bradfield Organics BugBand* Carl Pool Products Central Life Sciences Chapin Sprayers Cherry Creek Systems Cleary Chemical Coastal Solutions Cohasset Imports Collier Metal Specialties Colorite-Swan Contech Electronics, Inc. Contempo Industries Control Solutions Corbitt Mfg. Corona Clipper D & D Commodities Ltd. DBA Wild Delight Dalen Products Danner Mfg. DeltAg DeVault Enterprise DeVroomen Holland Garden DeWitt Company Dosatron International Dosmatic USA, Inc. 26 | Buylines • September 2009

Dow AgroSciences Dramm Corporation EarthBox Earthway Easy Gardener Espoma Company Evolved Habitats Excel Marketing Exhart Environmental Systems Fafard, Inc. Fertile Earth Plumstone*

Festival Windchimes/QMT Associates, Inc. Flexrake Florikan E.S.A. Corp.* FMC Corporation Garden Tech Garden Weasel* Gardman USA Gilmour Manufacturing Good Ideas, Inc.* Gorilla Glue www.bwicompanies.com

Gowan Co Green King Green Light Co. Green-Tek, Inc. Grosfillex, Inc. Growth Products Happy Jack, Inc.* Headwind Consumer Products Heath Outdoor Products Henri Hope Agri Products, Inc. www.bwicompanies.com

Humco Holding Group* Jones Seed Company JRM Chemical, Inc. Kase Lady Bug Natural Brand Landscapers Pride Lebanon L&G Lewis Tools Liquid Fence Co., Inc. M K Minerals Mars Fish Care/Aquarium

Medina Agri Products Messina Wildlife Management Michigan Peat Micro-Grow Greenhouse Systems, Inc. Miller Manufacturing Milorganite Monsanto Monterey L&G Products, Inc. Mosser Lee Moultrie Feeders Mulch Manufacturing Music of the Spheres, Inc. Myers Grower Myers Lawn and Garden Natural Industries Neogen Norcross Safety Products, LLC (Muck Boots) Novelty Mfg. NuFarm Americas, Inc. (R&P) NuFarm Americas, Inc. (T&O) Nursery Supplies, Inc. OHP Oregon Wire* Organic Control, Inc. Pace 49 Page Seed Co. Panacea Products Patten Seed Company PBI Gordon* Phyton Corporation PickSeed PL Light Systems Plant Mates* Plant Stand, Inc. Poppelmann Pottery Direct Premier Horticulture Presto Products Principle Plastics Prokoz Quietaire Radius Garden River Market Pottery* Rush Creek Designs, Inc. Rustic Natural Cedar Furniture Sanco Industries [Cont. on 28] September 2009 • Buylines | 27

Participating Vendors [Cont. from 27]

Scotts Company Scotts Company - Grower Senninger Irrigation Senoret Chemical SePRO Corporation Shake-Away* Silverado Systems Smithers-Oasis Smokehouse Pet Treat* Solo Southwest Agri-Plastics St. Gabriel Laboratories Stall Dry/Absorbent Products, Ltd. Summit Chemical Sun Gro Horticulture Sweet Corn Products, LLC SWK, Inc. (Modine) Syngenta T.O. Plastics, Inc. Tanglefoot Company The Andersons The Trunk Mat Company The Yard World Tricam Industries* Tubtrugs* Tuff Stuff Products Turner Hat Co. United General Supply Co. Valent USA Valley View Industries VPG Ware Manufacturing, Inc. Waterbury (Country Vet) Wellmark International Western Pulp Products Wet & Forget, Inc.* Wildgame Innovations Woodlink, Inc. Woodstream Corporation

It’s Not Too Late To Register For 2009 BWI EXPO information and to register, visit us online at www.bwicompanies.com.

* = New Vendor 28 | Buylines • September 2009

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September 2009 • Buylines | 29

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September 2009 • Buylines | 31

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Chattanooga, TN September 14-16, 2009

T

he summer months are an exciting time of the In order for the show to be a truly successful event year for BWI and its customers as planning for the for the customer, some planning before attending the 2009 BWI Expo is well underway. This year’s show is show is critical to making purchasing decisions that shaping up as one of our most exciting will not only save money, but also ever with more buying opportunities make the manager’s job easier for the than ever for our customers to take coming year. We encourage you to sit advantage of. As the show has evolved down with your salesperson before the over the years, more and more buying show and review the vendors who will opportunities for our golf course and be attending the show and presenting turfgrass management professionals products to the customers. Within have become available to our customers a particular vendor’s product line, in this market segment. your salesperson will have access to Last year, BWI placed an emphasis the quantities of specific product that on attracting more of our golf course were purchased the prior year. Your superintendents, landscape companies, salesperson will also have a list of and lawn-care operators to attend by “show specials” that vendor is offering Howard Bishop providing more vendor offerings and at the show. These may take the form Marketing Manager/ special buying opportunities that were of rebates, free product, extended terms, Turf Products not offered at any other time of the year. deep discounts or some combination As a result, those that attended remarked that not of the three. By reviewing your buying history, and only were they impressed by the discounts on product thinking ahead for next year’s needs before the show, offered by BWI and their vendor partners, but also you will be better prepared to make informed buying amazed at the size, organization, and fun that they had decisions. This planning is also a great way to lay the while attending the EXPO. While attending industry foundation for budgeting next years chemical and trade shows is common by those professionals, the fertilizer purchases. concept of a “buying market” was a bit foreign to most In today’s economy, it is more critical than ever to of the first-time attendees. The overall response from make informed buying decisions and BWI is proud this customer base was very positive and many plan to to partner with our vendors and customers to make return again to our new venue in Chattanooga. this happen. While somewhat unique in the turfgrass This year, a whole section of the trade show will and landscape industry, once you have attended the be dedicated to those vendors serving our turfgrass BWI EXPO, we feel that the value will be instantly managers. Educational sessions are scheduled by recognizable and it will become a date that will be leading professionals in the field that will be timely circled on your calendars the next year. and informative to the attendees. Once again, the Contact your BWI salesperson today or go online vendors will be helping customers solve problems to www.bwicompanies.com to find out more details effectively and affordably. We are excited about our on one of the most exciting events offered in our professional products lines and looking forward to the industry.

EXPO growing into a “can’t miss event” for turfgrass and landscape managers.

-Howard Bishop www.bwicompanies.com

September 2009 • Buylines | 33

[Cont. from 13]

New Products, New Packaging • Double Play • Weed Out with Q • Palm Tree Food with Systemic • Azalea/Evergreen Food Plus with Systemic • Weed & Feed with Dimension • Winterizer & Weed Preventer II for Southern Grasses

Premium Dog Houses • Solid wood construction • Waterproof shingle roof • Adjustable waterproof feet

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Collapsible Cage • 32” L x 10” W x 12” H • One-handed set, one-handed release • Collapses for space saving storage 34 | Buylines • September 2009

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September 2009 • Buylines | 35

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