Buylines Fall 2010 by BWI Companies, Inc.

preview issue CHATTANOOGA CONVENTION CENTER CHATTANOOGA, TN SEPTEMBER 20-22, 2010

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Sweeney’s Animal Repellents Every weapon you need. VISIT US AT

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Is Our Best Customer the One We Already Have?

believe that to be a statement of fact. There is an existing relationship for some reason. It could be that we like each other, our businesses align, geography, mutual service needs and expectations, or it could be that the marketplace facilitates the relationship. In any event I subscribe an existing customer should be where we all look for increasing the value of the supply chain. That is not to say new business is not a necessary ingredient to any business model because it is. However when you look strategically (long term) at the two - step market we are all in today; it demands we look inside and develop the best value relationship and business ties possible with the people that are already doing business with us collectively. We don’t have to re-convince them, just do a better job than the options. The manufacturing community in our marketplace has traditionally focused on their distribution partners to help them get their goods to market. That holds true even today. One issue that I have mentioned before is www.bwicompanies.com

that there are more goods being made than places to sell them. The distribution community has consolidated in numbers over the last twenty years at a faster rate than manufacturing. So what does that mean? It means the distributors that are active and healthy today face tougher choices than they did years ago especially with increased pressures from suppliers needing more sales year after year. So what do you do as a distributor when, for example, three high value vendors each have basically the same item they expect you to buy and actively promote? Do you see the challenge this presents? A five pound bag will not hold ten pounds! Therefore the tough decisions come into play for distributors like BWI that are focused on the best model of distribution for our customer’s success. We attempt to have a wide array of products with a deep inventory but without excess duplication and confusion. That is why we align ourselves with the best vendors for BWI and as a result drive more dollars for them to be an ‘A’ customer in the long term. We want to be their best option going forward as a customer because we already understand each other and that helps us focus on driving goods through the channel instead of playing cat and mouse. BWI is trying to do a better job for our customers than the options that are available. Our focus going forward is to develop stronger relationships with our valued customers and understand their opportunities as well as constraints in order to ask them to do more business with BWI. Our end game is helping you, our valued partners, sell more goods or services and become more profitable, not simply selling you more! We only want what we can earn because in the long run, we feel that is business that we can reinvest in with time, effort, and support that will allow us to attempt to be your supplier of choice into the future. We are trying every day to make that an easier decision for you. We appreciate all of you and my hope is that we see each other in Chattanooga!

April 2010 • Buylines | 1

OUR INVENTORY RUNS DEEPER THAN JUST OUR PRODUCTS...

IT’S OUR SERVICE THAT MAKES THE DIFFERENCE!

PROFESSIONAL SALES STAFF

CONSUMER CONTACT PROGRAM

PROJECT ASSISTANCE PROGRAM

HELPFUL BUSINESS TO BUSINESS WEBSITE

RETAILER CATEGORY MANAGEMENT PROGRAM

REAL TIME FIELD ORDERING SYSTEM

LOW MINIMUM ORDER REQUIREMENTS

ONE STOP SHOP

DEPENDABLE WEEKLY DELIVERY

LARGEST PRODUCT SELECTION IN THE SOUTH

LIFT GATES & PALLET JACKS ON EVERY TRUCK

HORTICULTURAL TECHNICAL SUPPORT STAFF

BEST VALUE IN INDUSTRY PREVIEW

RETAILER STAFF TRAINING PROGRAM

2 | Buylines • September 2010

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Visit us at Booth 303: Lots of New Glove Styles & Displays!

www.bwicompanies.com

September 2010 â&#x20AC;˘ Buylines | 3

Chattanooga Convention Center • Chattanooga, TN September 20-22, 2010 EXPO Schedule Monday, September 20, 2010 EXPO Floor Opens Hot Buys (3 Hours)

5:00 p.m. 5:00 p.m.

EXPO Floor Closes

8:00 p.m.

Tuesday, September 21, 2010 EXPO Floor Opens Lunch

8:00 a.m. Noon

EXPO Floor Closes

6:00 p.m.

Wednesday, September 22, 2010 EXPO Floor Opens Hot Buys (1 Hour) Lunch EXPO Floor Closes

8:00 a.m. 8:00 a.m. Noon 3:00 p.m.

Customer Events Monday, September 20, 2010 Seminars Golf Tournament Aquarium/River Gorge/IMAX Rock City/Ruby Falls/Incline Railway Battles of Chattanooga/Incline Railway Softball Game Tuesday, September 21, 2010 Customer Appreciation Event (Dinner & Entertainment) 4 | Buylines • September 2010

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It takes courage to admit there’s a problem. OFFICIAL CHEMISTRY COMPANY

Meet Frank. He’s got what you’d call a “problem” with hand-weeding. Fortunately, there’s Dimension®, Gallery ®, Snapshot ® and Showcase® specialty herbicides from Dow AgroSciences. They give Frank the kind of group therapy he really needs by delivering serious control of the toughest weeds in both field-grown and container nurseries. So go ahead and skip the awkward meetings. Come learn more about the portfolio of products proven to help kick the hand-weeding habit at DowProvesIt.com. www.DowProvesIt.com 800-255-3726 Trademark of Dow AgroSciences LLC. State restrictions on the sale and use of Dimension specialty herbicide products, Showcase and Snapshot apply. Consult the label before purchase or use for full details. Always read and follow label directions. ® The swinging golfer logo is a registered trademark of PGA TOUR, Inc. ©2010 Dow AgroSciences LLC T38-000-019 (3/10) DAS 010-60672 ®

Better Be ett tte ter Science. Scienc ce. Better Be ett tte ter Results Re esults ts

INSECT CONTROL FOR SOIL & TURF YComplete Y Complete Insect Control Dual Action Above Ground and Below Covers 6,000 Sq. Ft. For Season Long Protection Apply Every 3 Months for a Bug-Free Yard

INSECT SOLUTIONS FOR YOUR EDIBLES YFruit, Citrus & Vegetable Insect Control (Drench) Use during planting season Actively protects plants insuring better fruit production YVegetable & Garden Insect Spray Apply any time during growing season to kill insects. Kills on contact. Broad label. LOOK FOR PALLET ALLEY SPECIALS AT THE BWI EXPO AND BE SURE TO VISIT US IN BOOTH 1302. www.bwicompanies.com

September 2010 • Buylines | 5

Increasing Sales From Today’s Shoppers By Ian Baldwin

o, how was 2010? Business roared off like a train, but the train slowed way too early, shoppers got off and only seem to want to get back on when there are deals to be had! Across most of the country, the same story; increased foot traffic early but decreased Average Sale Per Customer; new younger faces in the stores, excited seminar attendees but with short attention spans and a lack of loyalty. When it got hot they decided gardening wasn’t “cool” after all.

Even though their Customer Count and their Average Sale per Customer was flat, this company paid off their credit line earlier than ever before, have more money in the bank going into Fall than last year and, just as important, have a customer base that loves to shop there.

How did they do it? They bought to a tight budget finding deals and opportunities, slashed SKUs, reduced the retail footprint twice in summer, hired less hours, trained and led the team rigorously, painted/cleaned everything and Oh and one more thing; information and knowledge was set out to win! in high demand (did you cash in on that?) The owner is not a tyrant, far from it. However the So WHAT is going on out there? company is disciplined and very focused on the end result – long term success through customer success. That breeds The trend is…. no trend. Uncertainty rules in consumers’ loyalty. The leaders have vision and a passion that shows minds with regards to their job, home, retirement, college on the faces of the team and their customers every day. funds and so on. Heck, thanks to 24 hour news, even BP has hit registers, thousands of miles from the Gulf. The Helpful Hardware (Garden) Store Winning Ways But there are some winners this year and those who did have a good spring provided both how-to and value to their customers. ‘How-to’ in terms of displays, information, seminars, web sites and confident employees walking the store in “helpful” mode, not “I’m an expert or too busy” mode.

You know who else won this year? The Independent ‘Value’ by making sure those 50 – 100 K.V. (Known Hardware stores (Ace, Tru Valu etc). They were really on their game with tie-in products everywhere and lower Value) lines were sensibly priced at a lower margin. margins on K.V. lines to drive traffic or tempt those new Was The Watering Can Half Empty? shoppers to try unfamiliar items. Not for some garden and home stores, here’s one of them: They had impulsive end caps focused on the one key GC “X”, yearly sales $3.4 Million product of the week, even a 48 hour price on a thing like Weed B Gon. They dedicated high traffic store space 2010 YTD compared to 2009 YTD to the spring gardening craze (including mountains of Sales $ .....................................-3.4% lawn food for those consumers who fired their lawn care Customer Count .....................+1.0% service). Gross Margin Dollars ..............+14.1% Hardware stores had project suggestions for lawns, Labor Costs .............................-17% Net Profit or Bottom Line ......+186% (yes, one eighty six) veggies, herbs etc. Tomato cages? Right on the tomato table – duh. Earth Boxes? Planted up to show-how with Did I hear a collective gulp? 20 boxes and tie-ins right there to grab and go. Questions 6 | Buylines • September 2010

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about raised herb beds? Hardware stores had the best (in some cases the only) how-to-build-‘em displays in town. And for those shoppers who clearly looked lost, there was a red or blue golf shirt there in seconds it seemed. WOW; these companies were playing seriously hard and fast.

Ian Baldwin • Biography

Remember that both Independent garden and hardware “channels” are similar with generations of family management, restrictive sites and often a lack of capital, so they have more in common than you might think. But whereas the hardware stores saw Gardening 2010 as a golden opportunity to gain market share and lock in some loyalty through success, I suspect some garden and farm stores haven’t got the memo about the changing market. Baby Boomers are aging and the next two generations think of this industry in terms of their projects, not their hobby.

Retail consultant Ian Baldwin was born in England and has worked in the nursery industry since he was 16, holding a BS in Horticulture from University Of London and an MBA from Medway College in England. He has lived in California since 1986 and is an American citizen. For over 27 years Ian has consulted for companies in N. America and Europe on garden center design, layout, marketing, merchandising, “retail detail”, strategic planning and the financial criteria necessary for a profitable operation.

Missed Opportunity - Tie-ins My un-statistical survey of shopping carts in garden and home stores shows the Tie-in count no different to other years and still less than one cart in five containing anything other than plants. I saw little evidence of teams excited by the opportunity to win these new customers, persuading unsure shoppers to give things a try. All those new innocent customers in our stores trusting our word and buying what we tell them, yet the average sale declined this year; and it wasn’t just because big ticket items are still soft.

Ian is a featured speaker at many nursery and garden center meetings through the year such as ANLA’s Management Clinic, OFA, Superfloral, The GC Symposium, the IGC and The Far West Show.

When I suggest spreading tie-ins around the customer’s shopping journey I get the same push back about taking up space needed for plants or that “Jenny doesn’t like them in her department”. Well when Jenny personally writes the check for those tomato plants she can call the shots! Until then it is not her call, sorry.

For 17 years Ian has written a regular column for the “Garden Center” magazine, while his “TLC...Think Like Customers” and “Retail Sales Pro” sales motivation programs have helped to increase sales on over 250 retail nurseries.

Top Down Strategy I am always amazed at the territorial defensiveness of some employees and managers. Employees rarely suggest adding tie-ins to “their” area; this can only start at the top. Owners must drive the “Help these new customers succeed” message firmly, or they tolerate low commitment to the cause. I saw table after table of herbs with no plant food, no pottery nor soil, no support frames, no ready-toplanters, how-to manikins, no recipes, no “Salsa herbs”, (continued on page 8) www.bwicompanies.com

Over the years he has been retained by The ANLA, The ECGC group, Independent Nursery Group, David Austin Roses and The Scotts Company.

His business management program for the ANLA, “The Garden Center University” has set the standard for future training in the business of the nursery business and is fully subscribed at each enrollment. His September tour of England’s dynamic garden centers and the GLEE Show has become an early sell out every year since 1993. Throughout all of Ian’s work one particular theme prevails. His goal is to help his customers make more money with less stress, and it works! September 2010 • Buylines | 7

(continued from page 7) no suggested use and so on. Just So let’s make this stuff fun and easy to use; especially if more herbs this year than last. you want customers to return happy next year and try again. We probably only have 2-3 years at most to win If this industry is to win lasting shopper loyalty, the them over. After that, with a rising economy, it will be on customer’s needs must come first. So owners and managers the other projects, interests and eating out; enjoy. have to drive it and execute the plan. How long would an employee survive in a grocery store if they said “I don’t like *** Full disclosure: Ian and Lisa Baldwin have a large putting Olive Oil bottles with my Mozzarella, it spoils the and productive veggie garden helped by the considerable look of my cheese cabinet”? output of their donkey, Earwig. But those stores who did drive it report strong interest and rising sales of hard goods from moisture meters to perennial frames. To the new gardener, hard goods that we plant lovers have treated like an ugly cousin for the last 15 years, are essential components for their project. Today’s younger consumers are not hobbyists looking for some obscure item they have read about; they are grateful, information-hungry shoppers looking to complete a project – and quickly.

HIGH QUALITY GROWING MEDIA

Projects Are Your Future In the next few years the Garden, Farm and Home business will have to fight for every dollar; Tie-ins, solutions, success packages, etc. will be a crucial part of this fight. This starts at the top, so let’s see those “Success with XXXXX” kits, to help customers harvest their tomatoes and squash, hide the nosey neighbors or drown out the sound of next door’s puppy. Most of those younger homeowners don’t know about plant food, frost, pH, soil amendments, N:P:K, irrigation or rabbit repellent – not a clue.

Interested in Ian’s services? He is available for in-store consulting or if you are just interested in training materials, they are available as well. Please see his ad on the next page for contact information.

SUSTAINING FAMILY VALUES Since 1923, Premier Tech Horticulture has been building its know-how and reputation on technological expertise in Sphagnum peat moss. Through these years of experience Premier Tech Horticulture has maintained its constant concern for research and development of ecological and performing products. Having become leaders in horticulture, Premier Tech Horticulture makes sure to restore all of its peat bogs and therefore paying particular attention to sustainable development. For the past 85 years, by listening to its customers needs and desires, Premier Tech Horticulture has created a unique range of value and quality products that surpasses the highest of standards.

P T H O R T I C U LT U R E . C O M

8 | Buylines • September 2010

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Ian Baldwin’s TLC. . . Think Like Customers

Newly Revised DVD Format for 2010 PLEASE SEND ME Ian Baldwin’s New TLC Sales Training Program-$879+S&H Contact Name:

________________________________________________

Contact E-mail:

________________________________________________

Contact Phone:

________________________________________________

Company Name: ________________________________________________ Shipping Address: ________________________________________________ ________________________________________________ (city, state/prov)

________________________________________________

(zip/post code)

________________________________________________

Number of Retail Stores _____________ Please call for multiple retail store quote if you have more than one store

Here is my check for $894(US)* payable to Ian Baldwin *$879 + $15 Shipping &Handling- 2 to 3 day Priority Mail within the US

Previous TLC User Companies and Garden Center University Graduate Companies are eligible for a limited time discount. Please call 916-682-1069 if you qualify, have questions or have more than one retail store. THANK YOU!!! xIan Baldwin x P.O. Box 1146 x Elk Grove, CA x 95759-1146 x tel: 916-682-1069 x x ianbaldwin@comcast.net x www.ianbaldwin.com x www.bwicompanies.com

September 2010 • Buylines | 9

new vendors

bwi EXPO preview - new vendors ALLIED PRECISION INDUSTRIES, INC. Quality Products for Lawn and Garden

Cajun Injector offers a full line of products designed to enhance your Grilling, Smoking, or Barbecue experience.

Quality Metal Products and Containers Since 1911

Responsible • Economical • Proven Horticulture Products

10 | Buylines • September 2010

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new vendors

bwi EXPO preview - new vendors

Professional growers from coast to coast use Daniels® Plant Food for beautiful, sustainable results. Daniels® Professional products answer the needs of the professional grower with improved plant growth and enhanced root development resulting in more compact, toned plants.

The simple art of Terracotta

The new BF-400 - The most amazing machine for removing greenhouse plastics, you have ever seen!

www.bwicompanies.com

September 2010 • Buylines | 11

bwi EXPO preview • new vendors

Products for Pet Odors, Carpet Stains & Pet Training Aids.

• Tool free assembly • Handcrafted in the USA • Constructed of 100% Western Red Cedar Unfinished

12 | Buylines • September 2010

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new vendors

bwi EXPO preview • new vendors

SPRINGSTAR INC.

SpringStar provides effective, non-toxic, and environmentally safe pest control products.

Outdoor Canvas Art

Flag Center Displays

www.bwicompanies.com

September 2010 • Buylines | 13

Do You Know Who Your Current Customers Are? S

ounds like a simple question, but the reality is most businesses do not. Yes, they may know the faces they see on an occasional basis, and even know names of the regular ones, but do they know the consumer that shops or browses once a month or a couple of times a year? In tough economic times, the customer that knows you could be your best customer. It costs much less to keep them and grow their purchases than it does to search and advertise for new ones (some statistics show as much as 5 times more). So how do you keep up with them? Do you have a customer list or charge account listing? Do you send out newsletters or mailers? Do you collect e-mail addresses? These are all great ways to keep up with your current customer base. The point here is to have something in place that tells you who your customers are and how to contact them. The new generation of shopper, and to some extent the older ones, have a new way of doing business and staying in contact with people and places of interest. On-line retailing and social media sites such as Facebook, MySpace and Twitter, provide a great portal for doing business. Many of today’s shoppers rely heavily on these new avenues. You can’t Randy Townsend go to any website Marketing Manager without seeing some sort of advertising. The same holds true for the social media sites. You can “follow” anyone or anything 14 | Buylines • September 2010

including a business on these sites. If you are not currently part of this phenomena, or have not looked into it, you might want to think again. This form of communication is not going away and new developments are on the horizon.

by Randy Townsend

I believe the easiest way to do more business with your current customer base is to start in your store. How do you treat customers when they are in your store? What do you offer as incentives for repeat business? Do your employees know who

BUILD-A-TRUCK PROGRAM In an effort to better serve our retail accounts next spring, we are introducing another service at the BWI EXPO. The program is called BUILDA-TRUCK. This program will allow you to shop among 100 different products that are heavy or bulky and let you pick either 12 or 24 pallets, mix and match, for delivery prior to the busy season. This purchase not only benefits you in terms of pricing and dating, but also benefits you in terms of more timely deliveries each week in the spring.

This program is not intended to replace our drop shipments in any way but is a spin-off of the drop shipment program for items that we typically ship out of our warehouse in categories and quantities that do not have an existing drop ship program. For example a farm store might select...

3 pallets of pine shavings 1 pallet of cedar shavings 2 pallets of chicken manure 3 pallets of potting soil 2 pallets of lime 1 pallet of peat moss 1 pallet of ice melt 1 pallet of Back To Nature 1 pallet of gypsum 1 pallet of Athletic Field Marker 2 pallets of 13-13-13 1 pallet of cypress mulch 2 pallets of black oil sunflower 2 pallets of top soil 1 pallet of wild bird food

None of these items individually can make a drop shipment from a single vendor, but they are still needed and we deliver them as needed on our truck each spring. The issue is most people in a region stock up at the same time and it results in delays in receiving your weekly bill of goods. With this program, you take it early, buy only what you normally sell, have it when the season breaks and pay for it later. Everybody wins. Also, each pallet comes with a pallet sock so merchandise can be stored outside if need be. Ordering is easy and each load comes with a GIFT CARD. Why not get paid, become more efficient and be prepared if the season breaks early with BUILD-A-TRUCK!

VISIT THE BUILD-A-TRUCK BOOTH AT THE BWI EXPO... BOOTH #2016...AND SEE WHAT WE CAN DO FOR YOU! www.bwicompanies.com

1 (: e Chick-N-Hutches Chick-N-Villa ITEM # 01462 (69.5”W x 34”D x 50.25”H)

Down to earth protection. Down to earth philosophy. DeWitt Pro-5 Weed Barrier® The Industry’s Best 5oz. Fabric Lifetime Guarantee! UÊ ««À Ûi`ÊLÞÊ i>` }Ê > `ÃV>«iÊ ÊÊÊ>ÀV ÌiVÌÃÊ> `Ê} ÛiÀ i ÌÊ>}i V iÃ UÊ*ÀiÛi ÌÃÊÕ Ü> Ìi`ÊÜii`ÃÊvÀ Ê}À Ü } UÊ Ài`ÊÃÌÀ «iÃÊv ÀÊi>ÃÞÊ« > ÌÊ> } i Ì UÊ*À ÌiÃÊ> `Ê VÀi>ÃiÃÊ« > ÌÊ}À ÜÌ UÊ ÃiÀÛiÃÊÌ iÊÃ ½ÃÊ ÃÌÕÀi

• Covered screened porch provides a safe “free-range” environment • Rustproof galvanized wire • ‘EZ’ to assemble • 2 removable roosts • Large screened front door • Convenient storage compartment • Rear access clean-up door • Attachable access ramp

Quality Materials and Superior Cratsmanship

Easy Access Makes Care Safe & Easy

Add A Universal Nest Box (Item#01475)

DeWitt Weed Barrier® Pro

Chick-N-Cabin

No Weeds — 100% Guarantee!

ITEM # 01461 (48”W x 45.5”D x 37.25”H)

UÊ iÃ } i`Êv ÀÊ«À viÃÃ > Ê > `ÃV>«iÀÃ] ÊÊÊ}>À`i ÊVi ÌiÀÃÊ> `ÊV ÌÀ>VÌ ÀÃ UÊ Þ`À « VÊÌÀi>Ìi`Êv ÀÊ«iÀ i>L ÌÞ UÊ Û> >L iÊ ÊL >V ]ÊÜ Ìi]Ê> `ÊLÀ Ü Ê UÊ/ iÀiÊ>ÀiÊV ÀÃÊv ÀÊiÛiÀÞÊ>«« V>Ì UÊ16ÊÌÀi>Ìi`ÊUÊ « iÌiÊÜii`ÊV ÌÀ UÊ ÃiÀÛiÃÊÌ iÊÃ ½ÃÊ ÃÌÕÀi

DOWN TO EARTH PROTECTION `iÜ ÌÌV «> Þ°V ÊUÊ£°nää°nnn° ÈÈ

these customers are? Developing instore promotions that reward shoppers and keep them coming back can help create a sustainable relationship. Training and involving your employees in your strategy and direction assures a confident and knowledgeable staff who can only add to the success of your business. We at BWI believe that we have to follow the same principals in our own business in order to grow and www.bwicompanies.com

succeed. Our current customer base is our lifeblood and what allows us to bring new programs and offerings to market. Through our continual review of what works and what doesn’t, we have formulated our strategy and plans to present to our customers at the BWI EXPO. These plans are now in place for 2011 and we hope you will join us in Chattanooga to see all that we have to offer.

• 4 removable roosts, lift-out ﬂoor panels, plus attachable access ramp • 2 removable screened front panels • Safe non-toxic stain • Removable side wooden panel • All hardware included

Quality Materials and Superior Cratsmanship

Easy Access Makes Care Safe & Easy

Add A Chick-N-Pen (Item#01464)

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

September 2010 • Buylines | 15

bwi EXPO preview • new products

Bamboo Glove with 2NFT™ Nitrile Palm Coating • • • •

Naturally anti-bacterial UV protective Biodegradable Keeps hands cool & comfortable

4 Gallon SureSpray Deluxe Backpack Sprayer • Same great sprayer • Much better price point

Vegetable & Garden Insect Spray Season Long Grub Control All-In-One Rose & Flower Care 2-In-1 Systemic Rose & Flower Care

16 | Buylines • September 2010

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bwi EXPO preview • new products Rain Wizard™ Urn Decorative rain barrel with planter in top for your favorite plants.

Sevin 5% Dust

Compost Wizard® Hybrid • Looking for larger sizes of Sevin Dust? • EPA now mandates Sevin in no larger than 1 lb canisters • Come check out GardenTech’s new 3 pk of 1 lb Sevin Dust for a great value

7 cu ft composter & 47 gal rain barrel all in one unit.

Kills Crabgrass

• Also kills sedges & many broadleaf weeds • 1 packet to 1 gal of water • Sulfentrazone & Quinclorac

Large Rustic Metal Urn Climbing Tomato Planter • Comes with 4’ tomato cage

Armadillo Repellent • Stops the digging! • Just hook to hose & go

Cauldron Pot • Use as pot cover or plant directly in it • Made in USA www.bwicompanies.com

September 2010 • Buylines | 17

bwi EXPO preview • new products Fleece Dog Beds • 2 new colors: sage & chocolate • For use in crates, carriers & homes • Machine washable

Ramik® Lures Use with live traps to capture hard to trap animals

Rain Train, Rezimar™

New line of organic & natural products for the Independent Garden Center

• Covers 13,500 sq ft • Travels up to 200 ft • Auto shut off • Great new price point

27.5” Napa Planter • Self watering • Waist high elegance in soft gray New waterproof packaging! 18 | Buylines • September 2010

bwi EXPO preview • new products

Same Great Products New Larger Bonus Packs

Lawn Shield Insect Repellent • Cedar granules • Great alternative for insect control

• Same dependable name you trust now offering soils • Feeds up to 6 mo.

Compost Maker • The natural way to make fertilizer

Grub Control • Safe alternative for Grub control

Neem • All-in-one natural gardening spray • Defends against insects, disease & mites

September 2010 • Buylines | 19

Beauty and brains.

Going granular.

Going aerosol.

Itâ&#x20AC;&#x2122;s the complete package. Literally.

Always all-natural.

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And, of course, guaranteed-effective! Brand new Deer & Rabbit Repellent Granular, Snake Repellent Granular and Wasp & Hornet Killer join the Liquid FenceÂŽ family of products!

ÂŠ2010 Conrad Fafard, Inc. FafardÂŽ, The Science Behind the Artâ&#x201E;˘ and the Fafard logo are trademarks of a Syngenta Group Company.

LIQUID FENCE

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liquidfence.com

September 20-22, 2010 Chattanooga Convention Center Chattanooga, TN Register online at www.bwicompanies.com 20 | Buylines â&#x20AC;˘ September 2010

And now... CowPots in 6-Cell Flats! Visit us at Booths 320 & 419 www.bwicompanies.com

We Can Only Sell More If You Sell More! June Specials

Do you ever see coupons for specials by the box stores and wish you had the time, resources and wherewithal to offer something like this to your customer base?

Ironite Mineral Supplement, 40 lb Â&#x2021; Â&#x2021; Â&#x2021; Â&#x2021; Â&#x2021; Â&#x2021; Â&#x2021;

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Purchase 2 bags & save $5.00!

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Look no further than the E-Contact booth at the BWI EXPO. BWI has developed 40 ready-togo email blast templates for your use. We have been encouraging our retailers to capture email addresses this past year with the idea of providing this service to solicit more sales for your valued dealer base. They are split between garden center items and farm store items and allow you to add your store information and send out a promotion on the items you probably already carry. We will have a BWI staff member explaining this service and you can sign up to receive this right on the spot. Itâ&#x20AC;&#x2122;s free, effective and offered by your choice of suppliersâ&#x20AC;ŚBWI!

STOP BY THE E-CONTACTS BOOTH AT THE BWI EXPO FOR MORE INFORMATION...BOOTH #2014.

MAKING PET CARE A PRIORITY IN YOUR BUSINESS. Does your pet category bring rewards with a reasonable return on investment? If you would like to revamp your offering and selection in this category, please make sure you visit these vendors at the BWI EXPO.

Booth No. YAllied Precision Industries:: F Feeding eed ee diin ngg Bowls, Bow wl Feed Storage ....214 YBehrens Mfg: Metal Feed Pans, Buckets, Cans ......................1210 YCentral Life Sciences: Adams, BioSpot Remedies ...... 1507, 1509 YHappy Jack: Pet Remedies ...........................................................407 YLeather Brothers: Collars, Leashes, Feeding Bowls.................502 YMiller Mfg: Pet Carriers, Beds, Feeding Tubs.......... 412, 414, 416 YClean Control (OdoBan): Odor and Stain Removal ...............505 YSanco: Stain Removal .................................................................1502 YSmokehouse Pet: Pet Treats and Chews ..................................1512 YUnited Pet: Doghouses, Treats and Chews, Feed Storage & Odor Control ....................................209 YWare Mfg: Doghouses................................................................2012 www.bwicompanies.com

September 2010 â&#x20AC;˘ Buylines | 21

CUSTOMER RETENTION by Paul Toler

I was trying to remember what the exact percentage is from memory and I believe the statistic is that it costs seven times more to obtain a new customer than it does to retain an established customer. Let’s assume that number is correct or at least close to correct and look at the cost of developing a new customer for our business. True some costs are constant and a new customer helps average out our existing costs but what about the additional cost associated with acquiring a new customer as opposed to increasing our value with an existing customer. Here are a few possible cost factors to consider with acquiring a new account versus retaining an established customer: ADDITIONAL ADVERTISING COSTS How did this customer find you? Did you spend money in trade magazines, trade shows, or personal travel to make contact with this customer? Advertising is necessary for any business but the cost of advertising to established customers is much less and much better received than with a possible potential customer. UNKNOWN PREFERENCES Most growers know their customers’ preferences and what the customer’s expectations are for quality and delivery. I don’t know how many times I have heard a grower say “they only want the best, don’t ship those plants”. Working relationships take time to develop and a learning curve Paul Toler costs money. With a new Key Account Manager customer we often must learn their exact preferences and what particulars they value while we can rely on historic knowledge to satisfy the existing customer. 22 | Buylines • September 2010

RETAINING CUSTOMERS SAVES MONEY If we retain just 2% of the customers who would have gone somewhere else it in effect cuts our cost by 10%. That’s true in any business, from selling airplanes to petunias. CUSTOMER LONGEVITY The longer you keep a customer the more valuable they become. Studies show that by making “loyal “ customers out of just 5% of your customers it will translate to an average increase of 63% in profits for your company from that customer. RETAINED CUSTOMERS BECOME SALESMEN Customers who deal with you over a period of time tend to attribute good qualities to you and your company. They do business with you because they trust you, because you deliver on what you promise, you treat them fairly, and you solve any problems that come up in a satisfactory manner. These people sing your praises to others and actually bring you that new customer as well. Bottom line is that it is critical for all of us to work extremely hard to make sure we are satisfying our present customers and offering them the service they desire. We all want and need new customers but we must not lose sight of our existing customers and their needs. I usually don’t have time to read the newspaper anymore but I was waiting on an appointment recently and happened to read an article by Andy Rooney. His subject was about his changing values over his considerable life span as well as the constants that always remain true. One line in his article really caught my attention: “gratification is usually the death of desire”. His reference had nothing to do with customers yet it still could apply. None of us want to be guilty of desiring a new customer and not showing our gratitude to the customer who already honors us with their business. www.bwicompanies.com

PROJECT CENTERS What to display and when...who knows and who has the time and the imagination?

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WEâ&#x20AC;&#x2122;LL SEE YOU AT THE EXPO!

www.bwicompanies.com

September 2010 â&#x20AC;¢ Buylines | 23

bwi EXPO preview • show specials AQUASCAPES Receive a $10 CASH SPIFF with the minimum purchase of select aquatic patio ponds. See booth for details.

ARTEFX FREE shipping on 12 or more prints.

ATLAS GLOVES $5 to $30 CASH SPIFFS on select displays.

BACK TO NATURE FREE pallet of your choice on all full truckload orders shipped by 3/31/2011. Purchase 10 or more loads and receive a FREE pallet of your choice on all loads throughout the season. See booth for details.

BARENBRUG Purchase 10 bags, receive 1 bag FREE on select varieties. (Must purchase like product to receive free goods.) See booth for details.

BASF Additional 4% discount on Onetime, 4/1 gal. (AM59012018). Additional 10% discount on Pylon, 4/1 pt. (AM59012156), Attain TR, 2/2 oz (WH1820), and Fungaflor TR, 12/2 oz. (WH092379). Purchase 1 case of Pure Spray Green Oil, 4/1 gal. (WH092306), or 2 cases of Ultra-Pure Oil, 2/2.5 gal., and receive 1 case of Pure Spray Green, 6/1 qt. (ZZWH092305) FREE. 24 | Buylines • September 2010

Purchase 1 drum of Ultra Pure Oil, 30 gal. (WH092308) and receive 3 cases of Pure Spray Green, 6/1 qt. (WH092305) FREE.

BAYER ADVANCED Receive $50 to $75 CASH SPIFFS on select items. $500 spiff offered on the purchase of pallet assortments. See booth for details.

BAYER CROP SCIENCE Additional 5% discount on 26GT, 2/2.5 gal. (BYT4250930), Tempo SC Ultra, 12/240 ml (BYT4196332), Coretect 4 pack (BYT79283261), Merit 2F, 12/240 ml (BYT4327283) and Armada, 8/12 oz. (BYT3843819).

BECKER-UNDERWOOD Purchase $1,000 minimum combination of Bioline and receive Cabelas Gift Card worth 5% of Bioline purchases.

BEHRENS 10% CASH SPIFF on your order when you purchase any 3 different Behren’s items.

BOSS GLOVES $5 to $40 CASH SPIFFS on select displays. Save up to 25% on select styles. See booth for details.

BRADFIELD ORGANICS $20 CASH SPIFF on pallet purchases.

CARL POOL Receive 5% off select items. See booth for details.

CENTRAL GARDEN & PET CASH SPIFFS $5 TO $75 on select displays and pallets. Purchase 6 cases of Image Crabgrass Granules (AM100503351) and receive 1 FREE! Purchase 6 cases of Amdro Quick Kill Mound Drench (AM100503145) and receive 1 FREE!

CENTRAL LIFE SCIENCES/JUST ONE BITE

Save 20% on select items from Bond. See booth for details.

$3.25 to $5.25 CASH SPIFF per case on all Just One Bite products BONUS: $10 CASH SPIFF on every Brute ordered and $10 CASH SPIFF for each 10 case order of bars. $100 CASH SPIFF with the purchase of select Adams products. See booth for details.

BONIDE

CLASSIC BRANDS

BIOWORKS Receive 15% savings when purchaseing the BioPack.

BOND MFG.

$10 to $300 CASH SPIFFS on select displays and pallets. See booth for details.

Receive $15 to $50 CASH SPIFFS with minimum purchase. www.bwicompanies.com

bwi EXPO preview • show specials CLEARY

DEWITT

FLOWERHOUSE

Save 21% when purchasing 2 or more Pro-Pak drums (CL3336WP). Receive additional 5.5% Bonus Bucks on full case purchases of Tristar 30SG, 16/8 oz. (CLTRISTAR2) or 2/2 lb. (CLTRISTAR3).

Save 7% to 27% on select items. See booth for details.

Save 30% on select items from Flowerhouse. See booth for details.

DRAMM

FMC

Save up to 14% on 5/8” x 50’ Colorstorm water hoses in assorted colors.

COLLIER METAL (COL-MET)

EARTHWAY

Additional 5% discount on Dismiss, 12/6 oz. (CHDISMISS1), Dismiss, 4/64 oz. (CHDISMISS2), and QuickSilver, 4/8 oz. (CHQSILVER).

Save 30% on an Earthway Precision Garden Seeder (ERPGS).

GARDENTECH

EASY GARDEN BOX

Purchase 10 cases of 1 lb. 5% Sevin, 4/3 pk. (GUS7023) and receive one case FREE.

Purchase 20 bundles of 1/8” x 10’ Steel Edging in green (PS1012), 1/16” x 10’ Steel Edging in green (PS10145), or 1/16” x 10’ Steel Edging in brown (PS10145B), and receive 1 bundle of like product FREE!

COLORITE SWAN Save up to 18% on select items. See booth for details.

CONTROL SOLUTIONS CASH SPIFFS FROM $3 TO $30 PLUS FREE GOODS on select items. See booth for details.

CORONA Save 16% to 27% on select items. See booth for details.

D&D COMMODITIES $10 TO $60 CASH SPIFFS on select displays. See booth for details.

DALEN Save up to 14% on select items. See booth for details.

DELTAG Receive a FREE display with minimum $550 purchase. www.bwicompanies.com

Save 20% on the 4’ x 4’ Easy Garden Box, Stone (ROE2219100).

ESPOMA $40 CASH SPIFF with pallet purchase of Weed Preventer plus Lawn food (ESCGP25) $50 CASH SPIFF with purchase of 10 cases, mix and match, of Earth-Tone liquids PLUS a FREE display rack.

FAFARD Purchase 7 pallets of Fafard brand retail mixes and receive 3 pallets of your choice of Ground Rules product FREE. See booth for details. Receive special pricing plus grower allowances on all 1/2 truckload orders.

FESTIVAL WINDCHIMES $20 CASH SPIFF on order of $750 or more.

FLORIKAN Receive up to 4% discounts on drop ship orders. (3 ton minimum.)

GARDMAN Save 20% on select Coco Liners. See booth for details.

GILMOUR Save up to 32% on select items. See booth for details.

GOOD IDEAS Save 10% on a Standing Compost Bin.

HAPPY JACK $35 CASH SPIFF on assorted displays. Save 25% on Xylecide and Seal ‘N Heal.

HEADWIND Save up to 11% on select items. See booth for details.

HEATH Purchase 12 cases of Suet, receive 1 case FREE.

Buylines • September 2010 | 25

bwi EXPO preview • show specials IRONITE

MEDINA AG

$1 CASH SPIFF per 40 lb. bag (IR40) $0.50 CASH SPIFF per 20 lb. bag (IR20)

$15 CASH SPIFF for new dealers on select purchases (see booth for details). Purchase 5 cases of select product and receive a sampler case FREE.

LEBANON SEABOARD Receive a $50 Cabelas Gift Card for purchases of $5,000 or more.

LEWIS TOOLS Save 20% to 30% on select displays. See booth for details.

MARS FISHCARE Save up to 30% on select items. Receive up $20 in spiffs. See booth for details.

MICHIGAN PEAT Save 5% on drop ship orders of new products. Warehouse orders only: Purchase 42 bags of Baccto Potting Soils, 50 lbs. (MH211250) and receive 8 FREE. Purchase 115 bags of Baccto Potting Soils, 25 lbs. (MH211225) and receive 15 FREE. Purchase 110 bags of Baccto Lite Potting Soil, 20 qt. (MH1425) and

receive 20 FREE. Purchase 55 bags of Baccto Lite Potting Soil, 40 qt. (MH1450) and receive 10 FREE.

MILLER MFG. Save 37% on 20 qt. Flatback buckets. Save 35% on 8 qt. Utility pails. Save 33% on Fleece Dog Beds. Save 28% on 8 qt. Flatback buckets.

MODINE Receive a 4% discount on entire Modine line.

MONSANTO FREE case of ProMax and

Classic and Grecian Urns were the harbingers of modern day flower pots and still, to this day, stand tall in heritage bringing beauty to our plants and surroundings as they have for centuries. Novelty urns maintain this same neoclassic style; always durable, fashionable and a must-have for deck, patio, poolside and entry. Available: • Classic in 12 and 18 inches • Grecian in 12 and 19 inches • Two-piece construction with optional punch-out drain holes • Black, White, Stone

800.442.7336 noveltymfg.com

26 | Buylines • September 2010

www.bwicompanies.com

bwi EXPO preview • show specials QuikPro Dose Packs with qualified purchase PLUS FREE display rack. 3 FREE cases of QuikPro Dose Packs with qualified purchase PLUS FREE display rack. Enter to win an E-Z Go Golf Cart with 1 chance for every $500

purchased of Monsanto branded products.

MONTEREY $10 CASH SPIFF with every 5 case order.

VISIT WELLMARK AT BWI EXPO IN CHATTANOOGA , TN BOOTH 410 | SEPTEMBER 20-22

MOTOMCO BUY 1, GET 1 FREE on select new items. See booth for details.

MUCK BOOT Receive 10 pair of select shoes or boots FREE with every $1250 purchase.

MULCH MFG. FREE pallet of Cypress Rose Mulch on full truckload orders. Restrictions apply. See booth for details.

MYERS-GROWER Receive up to 50% discount on select Dillen and ITML containers including the ITML Panterra line.

NEOGEN 5% SHOW CASH on all products.

NUFARM T&O ®

Only Extinguish Plus Gives ’em Both Barrels. Blow away fire ants before they take another bite out of your assets. ® Extinguish Plus gives you the double barrel approach to fire ant control with an adulticide to knock ‘em down and an Insect Growth Regulator (IGR) for long lasting results. Unsuspecting workers take the bait back to the mound as food, eat it and die. They also spread it to the queen—effectively eliminating colony growth and ® relocation. Extinguish Plus is approved for indoor and outdoor use. For more information, contact your local distributor, call 1-800-248-7763 or visit extinguishfireants.com.

www.bwicompanies.com

Enter to win an Apple IPad. See booth for details.

NUFARM T&O Enter to win a Kindle DX 3G with 9.7” display. See booth for details.

NURSERY SUPPLIES 2% discount on full product line.

OHP Additional 5% discount on Discuss N/G, 4/1 gal. (CM982410), Veranda O, 4/1 lb. (CM989400) and Terrazole L, 8/1 qt. (CM988478).

September 2010 • Buylines | 27

bwi EXPO preview • show specials PBI GORDON Additional 3% discount on Ferromec Micros, 2/2.5 gal. (GD9661126). Additional 4% discount on Atrimmec, 12/1 qt. (GD6621086) or 4/1 gal. (GD6621076).

Display (DSSC00000). $50 CASH SPIFF on Big Blue Display (ZZSC11111). $50 CASH SPIFF on Hoof Plex Display (ZZSC99000). $20 CASH SPIFF select displays. See booth for details.

PLANT STAND, INC.

SCOTTS-GROWER

$15 CASH SPIFF with the purchase of a Spinner Rack Display, Pk/120 (ZZBH26434). $15 CASH SPIFF with orders of 5 cases of plant caddies of any size OR 8 cases of 12” and 2 cases of 16” plant stands.

Receive up to 8% discount on Osmocote Plus, Classic, Pro, all Scotts offered herbicides, plant protection, Benefit and Jewel.

PLANTMATES Save 18% on Scatterboxes (ZZHDP76500). Purchase 5 each Dust Applicators (HDP76900) and receive 1 FREE.

POPPELMANN Receive up to 20% discount on select Thermoformed, Injection, Decorative Containers and Hanging Baskets.

PROKOZ Save an additional 2-5% discount on select products. See booth for details.

RADIUS GARDEN Receive a $20 CASH SPIFF with the purchase of 1 display assortment containing 10 cases or more. Receive $20 CASH SPIFF with the purchase of $1,000 or more.

SANCO $25 CASH SPIFF on Mini Blue 28 | Buylines • September 2010

SCOTTS-RETAIL $75 CASH SPIFF with pallet purchase of Green Max.

SENORET $10 to $200 CASH SPIFFS on select items. See booth for details.

SMITHERS-OASIS Receive a 10% discount on all Smithers-Oasis cleaning products. Receive a 5% discount on select grower foam products.

SMOKEHOUSE PET Save 10% on items purchased at the EXPO.

SOUTHWEST AGRI PLASTICS Receive a 4% discount on full product line.

SPRINGSTAR Save 10% to 14% on select displays. Receive a FREE shelf display with the purchase of any of the 4 featured displays. See booth for details.

ST. GABRIEL LABS Receive up to $75 in CASH SPIFFS on select displays and pallets. See booth for details.

SUMMIT CHEMICAL $7 to $40 CASH SPIFFS on select items. See booth for details.

SWEET CORN PRODUCTS Receive a FREE display with a minimum purchase. See booth for details.

TRUNK MAT Purchase 12 personalized rolls and receive a FREE roll. Purchase 25 personalized rolls and receive 2 FREE rolls.

TUFF STUFF Save up to 25% on select items. See booth for details.

TURNER HAT $25 CASH SPIFF on Spring Prepack. $50 CASH SPIFF on Fall Prepack.

UNITED PET GROUP Save up to 12% on select items. See booth for details.

VALENT USA Purchase 40 bags of Broadstar, 50 lb. (OA88560290X) and receive 4 bags of same FREE. Purchase 10 bags of Distance FAB, 25 lb. (OADISTANCE25) and receive 1 bag of same FREE. Receive up to 50% rebate on www.bwicompanies.com

bwi EXPO preview • show specials Tourney, 4/5 lb. (OA61710480) for minimum purchase. See booth for details.

WARE MFG. Save 25% on select Premium A-Frame Doghouses. See booth for details.

trunk mat company BOOTH#314

WELLMARK-GROWER Additional 15% discount on Enstar AQ, 6/1 qt. (SAENSTAR1), Enstar AQ, 4/1 gal. (SAENSTAR2) and Mavrik, 12/1 qt. (SAPENMAV2). $15 Cash Spiff per 2 unit order of Enstar AQ (SAENSTAR1, SAENSTAR2, or Mavrik (SAPENMAV2) $30 Cash Spiff per 4 unit order, mix & match. See booth for details.

DU RE

$10 CASH SPIFF on 5 case mixed orders of Extinguish. $25 CASH SPIFF on 10 case mixed orders of Extinguish.

WELLMARK

RECYCLE

Made from Recycled Poly

Show Specials at Booth 314!! Free Stand w/3 Stock Rolls, Free Roll w/5 Stock Rolls Free Roll w/12 Personalized Rolls

Personalized & Custom Trunk Mats PERENNIALS

PLANTING INFORMATION

ANNUALS

www.fertilome.com

PLANTING MADE EASY Bare Root 1. Remove all packaging material before planting.

2. Check to make sure roots are moist and alive.

3. Dig a hole large enough to

Thank You For Shopping With Us!

WOODLINK $50 CASH SPIFF on a Recycled Plastic Feeder Display, Pk/34 (ZZWONAGGDISP). $10 CASH SPIFF on a Brushed Copper Feeder Display, Pk/40 (ZZWOBCDISP2009).

Ask about New LOW Minimums!!

CASH SPIFFS of $1-$3 per case on all products.

t the

WATERBURY

BOOTH#314

allow all roots to spread laterally without bending and deep enough to allow planting mix to reach 2 inches above the original soil mark on the plant. Soil will settle to original soil mark with time. 4. Set plant in hole to correct depth and backfill with planting mix - usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss. 5. Form a berm around the hole, using soil mix, to aid in watering. 6. Water slowly and thoroughly with a mixture of water and Root Stimulator and Plant Starter Solution. This not only feeds and waters the plant but also eliminates any air pockets. 7. Prune 1/3 to 1/2 off the top of the plant to help balance top growth and root system.

ADVERTISE

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

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

3. Backfill the hole with planting mix, usually a combination of sandy loam and peat moss (or other organic matter).

4. Plunge water hose to the bottom of the hole to soak and settle soil, working out any air pockets. 5. Large trees should be staked and tied with guy wire to prevent wind damage. 6. Using soil mix, form a berm around the hole to aid in watering. 7. Prune 1/3 off topof the plant to help balance top growth and root system. 8. Wet soil around plant with solution of Root Stimulator and Plant Starter Solution.

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

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

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

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

4. Water slowly and thoroughly with a solution of Root Stimulator and Plant Starter Solution and water. This not only feeds and waters your plant but also helps to settle soil and eliminate air pockets. 5. Prune only to achieve desired shape since root system has never been pruned or cut back.

GARDEN CARE PROGRAM Planting , Watering & Fertilizing Vegetables - When Planting, choose

THANK YOU FOR SHOPPING Always Sunny Garden Center Locations: Myrtle Beach & Pawleys Island South Carolina www.alwayssunny.com

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

Insect & Disease - The damage from insects and disease can quickly devastate your garden. To prevent and control common insects and diseases, spray twice a month during the growing season. More frequent applications may be required during rainy periods since the spray can be washed off. For more specific insect problems refer to your ferti·lome® dealer. Areas that have high humidity levels tend to have the worst disease problems. In these parts of the county, you should treat preventively before disease appears. If you live in an arid region, wait until you see the first signs of the disease, and then begin treatment. Two treatments, usually 14-30 days apart, will be required on most problems. Some diseases, like brown patch, may require treatment for up to three years in a row. Try to spray and water your plants in early morning, since plants that stay wet overnight tend to be more susceptible to disease problems. Weeds - Unique situations will arise from time to time that call for the use of specific weed killers. There are basically two categories; selective & non-selective. Selective weed killers control only certain or types of weeds (grassy or broadleaf). Some are safe for use around desirable plants while others are not. Most non-selective weed killers cannot tell the difference between weeds you want to control and your desirable plants. It is very important to keep non-selective weed killers, as well as certain selective ones, off the foliage of desirable plants. Special weed killers work best on young, tender, actively growing weeds. If the weeds you want to control are large and not growing much anymore, you should cut them off at ground level, wait until 2 to 6 inches of new growth appears and then make your application. Due to the importance of using special weed killers properly, always read the label directions thoroughly or consult with ferti·lome® dealer.

BOOTH#314

your garden center, color logo, specialties

706-694-8855 - www.trunkmat.com www.bwicompanies.com

September 2010 • Buylines | 29

bwi EXPO preview • pallet alley

Save 5%

Save 15%

Atlas Fit Dump Bin Pk/144 ZZWLAHDWR300BIN

Fairlawn/Farm & Ranch/ Soaker Mixed Pk/60 ZZAAFAFRT050

Save 7% plus get a $40.00 cash spiff Tomato Tone Bin 45/8 lb ZZEST08MP

Save 7% plus get a $40.00 cash spiff Save 9% plus get a $10.00 cash spiff Complete Insect Killer 12 lb (80 bags) BY700288A

Save 9% plus get a $75.00 cash spiff Season Long Grub 12 lb (60 bags) BY700710A

Save 31% 24” Poly Rake Display Pk/48 MR9161

Garden Tone Bin 45/8 lb ZZESGT8MP

Save 24% plus get a $60.00 cash spiff Natural Lawn Food 30 lb ESNL30

Save 24% Corn on the Cob 20 lb (80 bags) BD38820

Save 24%

Save 10% plus get a $20.00 cash spiff Mole Max 10 lb (50 bags) ZZBP69250 30 | Buylines • September 2010

Save 25% Purple Martin Display PK/10 ZZHTPMC1A

Heavy Duty Tomato Cages Pk/125 ZZGW74327

Save 24% Creative Color Combo ZZGW7999

www.bwicompanies.com

bwi EXPO preview • pallet alley Save 12% plus get a $60.00 cash spiff RoundUp Pump’N Go 56/1.33 gal ZZMS5100210

Save 25% Hose Truck Starter Assortment Pk/5 ZZLTHTSTART

Save 23% 24 oz Orbital Sprayer Pk/100 ZZTH2498100

Save 28% plus get a $25.00 cash spiff Little Giant Farm Kit 2010EXPOFARMKIT

Extremely attractive “Show Special” pricing on Roundup PROMAX®, Roundup PRO Concentrate®, QuikPRO® and Ranger PRO® with favorable payment terms. Eye-catching Point-of-Purchase retailer display “FREE with purchase” of show specials (Roundup PROMAX and QuikPRO). A $150 value!

The fastest weed control you can get with visible results within 24 hours. ®

Save 23% plus get a $25.00 cash spiff Pet Lodge Pet Kit 2010EXPOPETKIT

Save 18%

QuikPRO , powered by Roundup Technology , gives you fast burndown results with an easy-to-mix, water-soluble granule. All it takes is one try to see why it’s the choice of lawn pros everywhere. ®

See us today for more information or visit RoundupQuikPRO.com PROVEN | RELIABLE | SUPPORTED

25 lb Galvanized Auto Dog Feeder LGCH25 www.bwicompanies.com

ALWAYS READ AND FOLLOW PESTICIDE LABEL DIRECTIONS. QuikPRO and Design®, Ranger PRO®, Roundup PRO®, and Roundup PROMAX® are registered trademarks of Monsanto Technology LLC. ©2010 Monsanto Company. 25090 071210

25090_QuikPRO ad.indd 1

7/14/2010 9:51:06 AM September 2010 • Buylines | 31

bwi EXPO preview • pallet alley

D E S I G N S

Save 16%

Save 18%

Save 19%

42” Tomato Cage Color Assortment Pk/200 ZZPA89901

Willow Planter/Saucer Assortment Pk/150 ZZRKPLT0845

Denali Earth Tone Planter Display Pk/360 ZZRKPLT1035

Save 19%

Tomato Cage Display Pk/750 ZZPATCMIX1

Flower Pouch Assortment Pk/772 ZZRKPLT1100

Save 12% Slot ‘N Pin Display ZZWOSPWDISP

Keep Pests Away With CYZMIC™CS & VECTOR-BAN™ PLUS CYZMIC CS is a microencapsulated formula featuring NEW CapVantage™ Technology. Providing quick knockdown and long-lasting residual, CYZMIC CS can be used for outdoor perimeter pest control, indoors residential & food handling areas, on turf and ornamentals and in animal housing. Controls tough pests such as darkling beetles, ticks, flies, fleas, scorpions, bed bugs and many more! VECTOR-BAN Plus may be used in automatic misting systems, outdoor & indoor applications, crack & crevice, ULV space spray and on listed animals. Controls mosquitoes that transmit the West Nile Virus, flies, gnats, wasps, fleas, cockroaches, bed bugs, spiders and many more! Contact your local BWI sales representative for more information on these products. For a current list of state registrations visit www.controlsolutionsinc.com

32 | Buylines • September 2010

www.bwicompanies.com

bwi EXPO preview • pallet alley

Save 16%

Save 19% Mosquito Control Display ZZCH3200

Save 9% plus get a $100.00 cash spiff Mole & Gopher Granules 10 lb (40 bags) ZZSE7002FD

Medium Doghouse Pk/10 Only $33.50 ea UP536

Save 17% Large Doghouse Pk/10 Only $50.00 ea UP538

Save 28% plus get a $30.00 cash spiff Starter Assortment 2010ZXPOWAREKIT

NEW AT THIS YEAR’S BWI EXPO...FIXTURES Looking to change the layout or just spruce up your store? Let BWI help. New for our EXPO this year is an offering of store fixtures, displays, and merchandisers from Madix Store Fixtures and R.W. Rogers Company. Be sure to visit these booths and get expert advice on how to improve your merchandising and display options while creating a better shopping environment.

MADIX STORE FIXTURES Provides retailers with a number of options for customizing each store’s fixture layout. Whether you need gondolas, wall shelving, end caps, or three- and four-way merchandisers, Madix manufactures components engineered of materials and finishes that complement varying retail styles.

VISIT BOOTH #319, 220 www.bwicompanies.com

R.W. ROGERS COMPANY For the past 45 years, R.W. Rogers has focused on the supermarket industry. With the recent acquisition of a fully established line of garden center carts, their focus has widened to include the nursery and garden center industry. The wide range of products they offer allows them to provide a convenient purchasing experience for their customers.

VISIT BOOTH #1619, 1520 September 2010 • Buylines | 33

bwi EXPO preview • participating vendors Allied Precision Products Aquascapes AT Films Atlas Glove Atlas Manufacturing, Inc. Austram Back to Nature, Inc. Barenbrug BASF Bayer Advanced Bayer Environmental Becker-Underwood, Inc. Behrens Mfg. Bigfoot Baler BioSafe Systems BioWorks Black Gold Compost Co. Bond Bonide Boss Gloves Bradfield Organics Cajun Injector Carl Pool Products Category Management Booth Central Life Sciences Chapin International Cherry Creek Systems Classic Brands Clean Control (Odoban) Cleary Chemical Collier Metal Specialties Colorite-Swan Contech Control Solutions Corbitt Mfg Corona Clipper D&D Commodities Dalen Daniels Plant Food Danner Mfg. Deltag DeVault 34 | Buylines • September 2010

DeVroomen Holland Garden Products DeWitt Company Dosmatic Dow AgroSciences Dramm Corporation EarthBox Earthway Products Easy Garden Box E-Contacts Booth Espoma Company Excel Marketing Exhart Fafard Festival Windchimes/ QMT Associates, Inc. Flexrake Florikan Flowerhouse FMC Garden Tech Gardman Gilmour Ginegar Glamos Good Ideas, Inc. Gowan Green Light Co. Green-Tek Grosfillex GTO, Inc. Happy Jack Headwind Consumer Products Heath Outdoor Products Henri Hope Agri Jones Seed JRM Chemical Kase Lady Bug Natural Brand Landscapers Pride Leather Brothers

Lebanon Lewis Tools Liquid Fence Madix - fixtures Mars Fishcare Medina Agri Products Michigan Peat Micro-Grow Miller Mfg. Milorganite MK Minerals Modine Monsanto Monterey Lawn & Garden Monthly Product Booths Mosser Lee Motomco, LTD Moultrie Feeders Muck Boot Mulch Manufacturing Music of the Spheres, Inc. Myers Grower Myers Lawn and Garden Natural Industries Neogen Novelty Mfg. Nufarm America Nufarm America - T&O Nursery Supplies OHP Orcon Page Seed Panacea Patten Seed Company PBI Gordon Pickseed Plant Mates Plant Stand, Inc. Poppelman Plastics Pottery Direct Premier Horticulture Primitive Planters www.bwicompanies.com

bwi EXPO preview • participating vendors Principle Plastics Prokoz PSW Pots Quietaire R.W. Rogers - fixtures Radius Garden Rivard Companies Rivermarket Rush Creek Designs Rustic Natural Cedar Furniture Company Sanco Scotts Company Scotts Company - Grower Senninger Senoret Chemical Sepro Shafer Seed

Shake Away Silverado Business Systems Smithers Oasis Smokehouse Treats Solo Southwest Agri Plastics Springstar St. Gabriel Stall Dry/Absorbent Products, Ltd. Summit Chemical Sungro Sweet Corn Products Syngenta T.O. Plastics The Trunk Mat Company Tubtrugs Tuff Stuff Products Turner Hat Co.

United General United Pet Group Valent USA Valley Forge Valley View VPG Ware Manufacturing Waterbury Website Booth Wellmark International West of the Wind Western Pulp Wet & Forget, Inc. Wildgame Wildlife Enterprises Woodlink Woodstream

WWW.BWICOMPANIES.COM Want up-to-date information about products, services or your account? The answer is www.bwicompanies.com.

At this year’s EXPO, BWI will have a booth on the show floor explaining the features, benefits and capabilities of the BWI website. A BWI Staff member will have the active site up and running and will be happy to show you how you can use this tool for the benefit of your business. With this being a business to business website, it may lack the pizzazz of consumer sites, but it more than makes up for it in access to business information about your account. And because it is tied to our mainframe, that information is updated each day. Even if you only use it for a reference, that feature alone will allow you to increase your knowledge base and maybe save you a few calls in the meantime. Stop by for 5 minutes and you will leave with a tremendous return on your investment.

VISIT US IN BOOTH #2015

www.bwicompanies.com

September 2010 • Buylines | 35

Customer Relationships Y by Brad Meador

ou could spend several hours outlining what the best customer would be on paper but the reality is that every account is unique and requires a custom approach. It is definitely somewhat of a science determining what each customer finds value in. BWI has several long standing relationships that we have had the privilege of servicing over the years and we continue to find ways to improve these relationships year after year. While we appreciate the addition of new business, like any company would, we place the most value on developing within our established loyal customers. Customer loyalty to us means someone that considers our business together a partnership, which is the intention BWI has as we build customer relationships. We have been dealt a very volatile market in the last couple of years; therefore all of us have to make sure that we associate ourselves with stable business partners going forward. As some markets continue to shrink, we have to start thinking about how to absorb more of what is left and continue to strengthen our ties in new markets. Diversity is what seems to drive the market these days and this is what BWI strives to present to our customers. We hope our loyal customer base appreciates how we do business and continues to have full confidence in us as supplier. This is crucial in developing or diversifying with established accounts. BWI believes that it is not only important to provide our customer base with excellent service on current business but present new ideas or new

36 | Buylines • September 2010

segments of business opportunities as well. New business segments with unfamiliar customers can be a challenging task with the natural skepticism that comes with new supplier relationships. Of course we have to prove our worth as any one would expect but unfortunately this has a negative impact on the success of the new line of business, which is immediately perceived as a failure by the new account. It is important to realize that BWI differs from a lot of suppliers in respect that we visit our accounts as much as once a week. With that being said, product success and new category success is very apparent to us. With the confidence we have built with our established accounts, the transition into capturing new markets is much less painful and is approached as a team effort and typically is much more successful. All of this being said, BWI feels that although some of the market appears to be shrinking, there is still much opportunity with our long standing loyal accounts and answers the question of “Why current accounts are the best accounts.”

MOLE KILLER Designed and manufactured to mimic a mole’s favorite food... the earthworm.

LIQUID CONCENTRATE Controls both rats and mice. Gives exceptional control of rodents under dry conditons or when food is readily available, such as in grain elevators and food storage warehouses.

Brad Meador Marketing Manager

Be sure to stop by our booth #116 at the BWI EXPO. www.bwicompanies.com

THE ANSWER IS

YES So many questions, one easy answer: Yes, Interface™ should be the core of your program for healthier turf. It provides broad-spectrum disease control and turf safety you can count on anytime, anywhere. Interface blows away the competition on dollar spot, is the best on leaf spot and even controls snow mold. Its non-DMI chemistry lets you manage resistance issues. You can use it in the heat of summer and rotate in year-round. Yes, Interface with StressGard™ formulation technology provides denser turf and stronger roots to manage course stress. And naturally it is Backed by Bayer. So perhaps the only question left is do we have the data to back it up? And of course, the answer is yes – at BackedbyBayer.com/Interface

Bayer Environmental Science, a business group of Bayer CropScience LP, 2 T.W. Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.BackedbyBayer.com. Interface and StressGard are trademarks of Bayer. Not all products are registered in all states. Always read and follow label instructions carefully. ©2010 Bayer CropScience LP.

Please contact your local BWI sales representative to learn more about Interface and other Bayer products.

www.bwicompanies.com

September 2010 • Buylines | 37

Don’t Forget This Side of the Fence by Mike Mize

o many businesses, the grass is always greener on connecting regularly by visits, phone calls, direct mail, the other side of the fence. You often hear salese-mail, etc. Relationship building requires time and oriented people talking about what a good customer effort. By effectively communicating with your best they are about to pick up. Nothing brings excitement and customers, you will know what customers like and enthusiasm to an organization like news don’t like about the company, products, or of a new customer coming aboard. New services. customers are great, but without your • Capture any critical information existing customers, there wouldn’t be a that will help you sell more to your best business. The grass may look greener on the customers. Work the relationship. Build other side of the fence, but thank goodness trust. You don’t need bells and whistles to for the grass on this side of the fence. It’s show customers you care. Send personal always been important to cultivate new notes, call valued customers to chat about customers and add to a customer base, but deals and sales. Never take your customers in difficult economic times, when every sale for granted. Look at your business through is imperative, the importance of existing your customers’ eyes. customers is elevated. Sometimes, your best • Distinguish your business from Mike Mize the competition and meet your customers’ new business is new, additional business to your existing customers. Generally, Executive VP/CFO needs on a continual basis. the 80/20 rule applies. Twenty percent of • Say what you mean and mean what your customers contribute eighty percent of your profit. you say. Your best customer referrals come from your Therefore, some customers clearly contribute more to your satisfied customers. Positive words from your customer profitability and are critical to the ongoing success of your base are more valuable than any form of advertisement. business. • Treat your employees the way you want them to Regardless of the percentage, it is critical to know who interact with customers. Your words and actions set your best customers are and what, when, and how often they a clear standard for how your employees behave with buy. Here are some helpful tips: your customers. • Never lose sight that for your business to survive and • Clearly define what makes a customer a top customer. prosper, your best customers must remain in business. Understand the characteristics of your best customers Work, especially with your key customer base, from the – the more you can precisely define which customers perspective that it is partially your responsibility to see you are trying to serve, the easier it is to perceive your that they are in business next year. As your customers business thru their eyes. Know what kind of customer prosper, so will you. you want to win and keep. • Identify your best customers and understand what Remember, the best opportunity for growth in your motivates them to buy and why from you. business may be the customers you already have. It just • Make sure everyone in your organization knows who might be that if the grass is greener on the other side of the the top customers are and why they are important. fence, it is because your grass has not been watered, fertilized, Without customers, there is no business. and properly maintained. Cultivate stronger, closer working • Remain in constant contact with them. This will require relations with the key customers you already have.

38 | Buylines • September 2010

www.bwicompanies.com

Does Your Customer’s Pond Look Like This? Wipe-O Out the weeds and take control of your lawn. ®

YOU CAN HELP! Call Your BWI Representative Today For Great In Season Savings!

Controls even the toughest weedss Can be used whenever weeds are actively i l growing i www.greenlightco.com

Prevent algae with Crystal Blue and Natural Pond Cleaner Treat existing Algae with Crystal Plex! Always read and follow label instructions. Green Light and Wipe-Out are registered trademarks of Green Light, A Valent U.S.A. Company. 800-777-5702 GLC-10-019 ©2010 Green Light, A Valent U.S.A. Company. All rights reserved.

www.bwicompanies.com

Sanco Industries

www.sancoind.com September 2010 • Buylines | 39

2011 BWI EXPO • SAVE THE DATE September 26-28, 2011 Gaylord Texan Resort & Convention Center Grapevine, TX

40 | Buylines • September 2010

www.bwicompanies.com

Our Best Customer

BY CLAY WILKERSON

s our best customer the one we already have? I can’t purchase of automation and equipment. It’s not hard answer that question for you because I don’t know to find a company that wants to sell equipment. The all the variables but it certainly is a great question. difficult thing is finding someone who is interested in In thinking about the question from our customer’s your long term success and understands your business perspective, two related questions come to my mind. well enough to offer you real solutions when they are If they are your best customers, what are you doing to possible and straight talk when they are not. The same retain their business and add value to the relationship? is true of new construction and remodeling. There If they are not, what are you doing to are numerous companies you can call attract the right kind of customers and if you are just looking for someone to begin building a relationship with them? sell you a greenhouse and then move I’m not sure what the answer is for you on to the next customer. Our approach but I know what it is for BWI. is different by design and by necessity. At BWI we believe the best customers We have greenhouse specialists who are are the ones we already have. It’s not that available to walk our customers through we don’t see the value in prospecting for the maze of decisions that it takes to new customers, we do. However, our pull off a new construction project from current customers represent existing beginning to end, all the while keeping relationships; relationships that we have their budget and goals in mind. It’s what Clay Wilkerson worked hard to develop and grow. Our Grower Technical Sales they are trained and paid to do for our Manager hope is that those relationships have customers. The difference is after the last evolved over time into a partnership that screw is turned and the plants go in we benefits both companies. As we have worked with our have a vested interest in making sure that our customers customers over the years to help their business grow, are satisfied with the final product. We don’t have the we have been fortunate enough to grow with them. luxury of moving on to the next customer hoping that We understand that their success is our success, so we by the time they need another greenhouse they will have made it our goal to provide products and services have forgotten about all the unresolved issues. that help our customers grow their business and their So who is the most important customer to us? profits. It’s you, our existing customers, because you have One of the ways we have sought to do that at BWI already allowed us the opportunity to be a part of your is through providing technical support for critical areas business. That’s why we have provided these kinds of of our customers’ business that might otherwise be hard services through our GTS staff. It is part of our effort to come by. For example, we provide irrigation design to be a partner focused on the success and growth of support for our existing customers so that they are able your business rather than simply trying to sell you more to water their plants in the most efficient way possible. products. Doing this saves time, labor and money, all of which help maximize profits. Another area we offer support to our existing customers is in relation to the design and www.bwicompanies.com

September 2010 • Buylines | 41

Why Our Current Customer is Our Best Customer BY HOWARD BISHOP

n interesting question has been posed as the focus of this month’s article for the BWI Management Team... “is our best customer the one we already have?” I wholeheartedly agree that this statement contains a lot of truth. With a long history of serving the professionals of the golf, landscape, and LCO markets, we have a broad base of customers that have looked to BWI as their main supplier of products for a number of years. In at least most (and hopefully all) of these cases there is at least one, if not many factors that have made BWI stand out as the best choice to supply their needs. It may be a level of customer service and delivery that attracts customer A. For customer B, it may be the knowledge and experience their salesperson brings to their business. For customer C, it may be that they simply appreciate doing business with a distributor that brings the most complete product offering in the industry to their business. These reasons, among others, are what keep our customers coming back to BWI. This is not ground breaking information to either us or to you, our customers. However, in order to continue to be successful in a particularly difficult economic climate, it is important to continually evaluate what value BWI brings to their customers and what we can do to continue to set ourselves apart from our competition. Take a look for a minute at two different businesses that BWI services in the realm of professional products. Flash back fifteen or so years ago if you 42 | Buylines • September 2010

will. The golf industry was growing at an alarmingly quick rate. At one time, there was one new golf course opened nationwide EVERY DAY. Money was flowingly freely from lenders and many new opportunities for BWI existed in helping to grow this market. Today’s environment is markedly different. Courses across the country are experiencing decreases in membership or play. Many golf courses have closed. So, in the realm of the golf industry and our original question we are asking ourselves in this article, it is vitally important that we continue to service and maintain our current

customer. However, it involves more than just “selling products”. We must first recognize the economics in play with each individual account and make sure that we are helping them to do three things. One, we must help them Howard Bishop maintain (continued on Marketing Manager page 44)

www.bwicompanies.com

Birds Know Better Outdoor Pet Food, And So Do Consumers Stock your shelves with Wild Delight ® and get ready to see sales soar. You’ll win over bird enthusiasts looking to attract the most desirable outdoor pets in the neighborhood when you offer premium products from Wild Delight.® After all, loyal birds on feeders mean loyal customers in your stores.

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where growing begins.

Booth 311

WIN - $384.12

ities Ltd. and D & D Commod Cancer Sociestye the Americantog ether to rai are working awareness breast cancer . es and save liv The Society does not endorse any specific product. D & D Commodities Ltd. pays a royalty to the Society for the use of its logo.

BUCK$

Simply give us a business card You are eligible to win

Not first place $212.19 At least I won something $102.36

While you’re at the booth (311) ask about the Early Order/Early Take Program Discounts - dated terms - specials on new products - free products with purchase - Co-Op $$$$ Advertising - POS Materials - Rebates REMEMBER WE DO NOT SELL TO MASS MERCHANTS

Plus you get to talk to a bunch of great guys Allow 3-4 weeks for delivery of check - call 281.520.1999 or sales@michiganpeat.com for information No purchase necessary

www.bwicompanies.com

September 2010 • Buylines | 43

Turf & Grower Seminars Monday, September 20, 2010 - 3:00 p.m. Grower Seminar with Brian McCaffrey (BASF) Title: Greenhouse and Nursery Insect and Disease ID tips and What is Controlling Them

Monday, September 20, 2010 - 3:00 p.m. Turf Seminar with Jim Harris Title: You Canâ&#x20AC;&#x2122;t Fight Facts with Emotions How to cope in todayâ&#x20AC;&#x2122;s world of budget cuts.

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(continued from page 42) the quality of their course through making appropriate product offerings for their situation. Two, we must do so within the constraints of the economics currently in place at that course. And lastly, we must offer a service level that exceeds our competitors and continue to bring them added-value. Conversely, the landscape and LCO businesses have been areas of growth for BWI. Just like the golf industry, we also have long-term relationships with many companies in these fields. These businesses, while still facing challenges due to the economy, are continuing to at the least maintain their gross revenues, if not grow them. While we are very thankful for those long-term customers we have, BWI continues to become a distributor of choice for some new customers as well. Our diverse product offering, convenient and consistent delivery, and a sales force becoming better focused on the particular needs of these segments, has allowed us to enjoy many â&#x20AC;&#x153;newâ&#x20AC;? customers in this field. In any service business, if it werenâ&#x20AC;&#x2122;t for our customers, we wouldnâ&#x20AC;&#x2122;t exist. BWI has enjoyed long-term relationships with many customers. They are vitally important to our success, and hopefully, we can be vitally important to their success. And while the goal of any business is growth, it is important to not only thank you for your business, but also reflect on what we can do to make your business more profitable and efficient. We look forward to seeing you at the EXPO in Chattanooga and hope that your business enjoys an abundance of success for the future.

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ZZZ VHQQLQJHU FRP www.bwicompanies.com

You spoke. We listened. Introducing a whole new way to grow your business.

Our commitment to innovation results in a newly offered program!

Stop by and check out the full line of products at the Scotts Booth #2008 www.bwicompanies.com

September 2010 • Buylines | 45

7KH 6FRWWV &RPSDQ\ //& :RUOG ULJKWV UHVHUYHG

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

P.O. Box 5968 Texarkana, TX 75505

CASH SPIFFS

Cash Spiffs are being offered on the following items at the BWI EXPO.

Ferti-lome Double Play .............................................................. $3.00/cs Ferti-lome Triple Action Plus II NEW ..................................... $3.00/cs Ferti-lome Bougainvillea & Flowering Vine Food NEW ........ $3.00/cs Ferti-lome Come and Get It! Fire Ant Killer............................. $3.00/cs Ferti-lome Borer, Bagworm & Tent Caterpillar Spray .............. $3.00/cs Ferti-lome for All Season ............................................. $25.00/plt (64) Natural Guard Spinosad ............................................................ $3.00/cs Natural Guard Neem NEW ...................................................... $3.00/cs Natural Guard Lawn Shield Insect Repellent NEW .............. .$0.25/bag Natural Guard Compost Maker NEW ......................................... $3.00 Natural Guard Natural Animal Repellent NEW ......................... $3.00 Hi-Yield Bug Blaster w/2.4% Bifenthrin NEW ............................ $3.00 Hi-Yield Vegetable & Ornamental Insect Granules NEW .......... $3.00

BE SURE TO STOP BY OUR BOOTH #2002 AT THE BWI EXPO AND CHECK OUT THESE SPECIALS AND MORE!

VPGâ&#x20AC;&#x201C;A PATRON-OWNED GARDENING GROUP