Buylines Spring 2013

Let us show you how we can

WORK FOR YOU

2013 EXPO INFO NEW PRODUCT CATALOGS

GTS UNVEILS NEW WEBSITE 2012 BWI AWARD WINNERS

1.5 CUBIC FEET

SYLVAN TREE/SHRUB MULCH

G RO W M O RE V E G E T A B L E

S

MOR E F L O W S MORE HERBS . . . W IT H 80 %ERLESS SPACE & 20 % LE SS W

AT ER

!

CONTENTS

BWI Companies, Inc. | Buylines | Spring 2013

7

2013-2014 BWI Catalogs

FEATURES

Easy Vegetable Gardener For The Beginner

by Andy Chidester, Ladybug Brand Organics...... 10 Greater Root Zone Control With Low Pressure Irrigation

by Senninger Irrigation...........................................22

3

Versatility: A Key Component to Greenhouse Design

by Mark Davis, Atlas Manufacturing......................28

ARTICLES

Your Employees Are Working For You. Are Your Vendors Working For You As Well?

by Mark Fomby, VP Sales.......................................... 3

Is BWI Working For You?

by Kolby Keeling, Regional Turf Sales...................... 8

SAVE THE DATE 2013 BWI EXPO • September 16-18 Gaylord Texan Resort & Convention Center

You’ve Got A Specialist On Your Staff

by Clay Wilkerson, BWI GTS Manager.....................16

Our Focus Is You

by Jana Swanson, Marketing Associate................19

Working To Keep “You”, Our Customers, Satisfied

by Ronnie Britt, BWI Jackson Sales Manager........33

BWI Serves The Professional Pest Market

by Ron Sheffield, PPM Coordinator.................... 25 Working For The BWI Customer

by Brad Meador, Marketing Manager................ 35

EXTRAS

2012 EXPO Grand Prize Winners............... 20 BWI Grower Technical Sales Unveils New Website...................................................... 26 2012 BWI Award Winners................................33 The above photos courtesy of Gaylord Texan.

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1

ORTHO’S MISSION

™

THE ORTHO® COMFORT WAND® LARGE ADJUSTABLE NOZZLE Choose the spray pattern for your needs

EXTENDED REACH No more bending over

ERGONOMIC HANDLE Easy handling & comfort

ONE-TOUCH CONTINUOUS SPRAY No more pumping or trigger fatigue

*

*Also available in Weed B Gon® Plus Crabgrass Control and Weed B Gon® for Southern Lawns.

©2013 The Scotts Company LLC. World rights reserved. 13AS21

YOUR EMPLOYEES ARE WORKING FOR YOU. ARE YOUR VENDORS WORKING FOR YOU AS WELL? | Mark Fomby

I

have a recurring habit of attempting to apply the challenges at BWI against the challenges of our diverse customer base. The two types of businesses are at different steps in the supply chain but they have many of the same challenges in day to day business. I want to Mark Fomby focus this article on a single VP Sales aspect of the customer/ supplier relationship….are our suppliers working for (not employed but in support of) BWI and is BWI working for (not employed but in support of) our customers?

Whether we realize it consciously or not, most of us will gravitate to doing business with people who help us do business and do it as seamlessly as possible. At BWI we make these decisions almost daily without a lot of consternation. It just happens.

At BWI, what does ‘working for us’ actually mean in terms of our vendors? We all expect good products and prices but it is the balance of the support that explains ‘working for us’.

Our very best vendors ‘work for us’ by:

• Are accountable for the resulting successes or failures and hold BWI to that same standard At the end of the day, we look up and these are the vendors we do the most business with at BWI. Therefore we want to be that vendor at the end of the day that you have made the decision to partner with going forward.

We ask you to do the following. When you are evaluating your vendors, please ask yourself “Does BWI work for us?”

Do they?

• Work with my business to better understand the advantages of the products we sell/use • Have a show that allows my business to purchase efficiently and competitively • Have a business relationship with me and my staff • Work as problem solvers when issues arise • Understand the focus of your business and support that focus • Understand the sale is just the beginning of the product success cycle • Work to build trust in themselves and their company each year

• Working with our sales staff in the field to better understand the advantages of their product lines

• Evaluate your business on the overall vs the single transaction

• Support our Expo with impactful specials and buying opportunities

• Support customer events where possible

• Develop a business relationship with our people • Work as problem solvers when issues arise • Understanding the focus of BWI with their products/product line and work to support that focus • Understand selling us is just step one in the success of the relationship. It must sell two more times to be a win/win • Use each year as a building block of a total relationship of trust

• Show accountability for the outcomes of doing business with them We want to ‘work for you’ and we believe we do that day in and day out. We can always do better and that is our goal. There is only one way we can be successful and that is for you to be successful. We feel we do that better than most in the industry and we will continue to make the effort to ‘work for you’ and improve each step along the way.

Have a great spring season!

-Mark Fomby

• Do not focus on each single transaction to determine success but rather look at the entire sales season for profitable results • Support our events involving our mutual customers APRIL 2013 /

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2013 BWI EXPO • Sept. 16-18 Gaylord Texan in Grapevine, TX

ION EGISTRAT ONLINE R G IN MAY! IN COM nies.com ompa www.bwic ENTS! Click on EV

MONDAY, SEPT. 16

TUESDAY, SEPT. 17

WEDNESDAY, SEPT. 18

Seminars.................... 3 pm

EXPO Open..... 8 am - 6 pm

EXPO Open..... 8 am - 3 pm

EXPO Open..... 5 pm - 8 pm

Hot Buys......... 8 am - 9 am

Hot Buys......... 5 pm - 8 pm

Take a good look.

You may never see them again.

{fig. w- 42}

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Digitaria sanguinalis

Eleusine indica

Specticle from Bayer provides effective, long-lasting pre-emergent weed control. Specticle gives you superior control of crabgrass, goosegrass and Poa annua as well as 75 other troublesome grasses and broadleaf weeds.

Get ready to achieve more with Specticle. ®

Apply less. Achieve more.

For more information, please contact your local BWI sales representative, or visit www.BackedbyBayer.com/Specticle.

Specticle G is now available as a spreadable granule.

Bayer CropScience LP, Environmental Science Division, 2 TW Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.BackedbyBayer.com. Bayer, the Bayer Cross, and Specticle are registered trademarks of Bayer. Not all products are registered in all states. Always read and follow label directions carefully. ©2013 Bayer CropScience LP.

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DISCOVER KNOW WATCH LEARN ARTICLE TITLE | Author

DISCOVER

Experience the BWI EXPO in a whole new way...myBWI mobile app // iPhone

// Android

// mobile site: http://customers2.eventgenie.com/bwi

The app is designed to enhance your experience before, during and after the show by putting the following features and information at your fingertips: full event schedule, personalized agenda, exhibitor listings, floorplan maps, social networking, speaker listings, and lots more.

KNOW

Sign up for BWIe-News to receive news and specials in your inbox An electronic newsletter sent to BWI customers, BWIe-News includes

information on custom marketing tools for you such as e-Coupons, as well as BWI Companies, Inc. news and links to useful information and tools on the Web. To sign-up for e-News, visit the BWI website and log in to your account. The “Join our Email List� link is at the top.

WATCH / LEARN

Watch BWItv videos anywhere, at any time // website: youtube.com/bwicompanies Visit the BWI Companies, Inc. YouTube Channel, where you can find expert advice, ideas and insights. Explore the community of ideas powered by BWI, and be sure to subscribe for the latest how to videos, product information, and opportunities to get involved.

APRIL 2013 /

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ARTICLE TITLE | Author

Only Extinguish Plus Gives `em Both Barrels. ®

where growing begins.

TM

ORGANIC BACCTO STYLE

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

®

Wholly Cow Veggie Mix Rose Mix

Blow away fire ants before they take another bite out of your assets. These little buggers account for nearly $6 billion* of damage annually in the United ® States. Extinguish Plus gives you the double barrel approach to fire ant control with an adulticide to knock `em down and an Insect Growth Regulator (IGR) for long lasting results.

Baccto products have a naturally natural water holding capacity

PROFESSIONAL GROWER’S PRODUCTS BULK BAGS- COMPRESS BALES LOOSE FILL BAGS INDEPENDENT GARDEN CENTER RETAIL PRODUCTS

Unsuspecting workers take the bait back to the mound as food, eat it and die. They also spread it to the queen—effectively eliminating colony ® growth and relocation. Extinguish Plus is fire ant ammo approved for indoor and outdoor use where fire ants are a problem.

BACCTO PRODUCTS ARE NOT SOLD TO MASS MERCHANT OR BIG BOX STORES!

Aim for superior results, reduced costs and

Water the Money Tree IV

dead fire ants. For more information, contact

Dealer - Grower & Retail Rebate Program 2013

your local distributor, call 1-800-248-7763 or visit extinguishfireants.com/turf.

VISIT WWW.BACCTO.COM/MONEYTREE.PDF FOR CLAIM FORM, PROGRAM DATES, REBATE AMOUNTS, AND COMPLETE INFORMATION where growing begins.

TM

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

Always read and follow label directions. *source: USDA

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PRODUCT OF USA

WWW.BWICOMPANIES.COM

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

2013-2014 Catalogs are here!

BWI is proud to offer you the largest selection of lawn and garden, grower, turf and landscape, pest management and agriculture supplies in your area.

Complete product information and literature is available from your BWI sales representative or office personnel who will be pleased to assist you in any way possible.

BWI COMPANIES, INC. www.bwicompanies.com

BWI COMPANIES, INC. www.bwicompanies.com

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2013-2014

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INC. MPANIES, nies.com

icompa

www.bw

BWI COMPA

www.bw

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2013-20

NIES, INC.

ies.com

Empowering Our Part

Service|Knowledge|Sup

Family Owned Since 1

Lawn and Garden Supplies

&

urf T l a n o i s s e Prof plies p u S e p a Landsc APRIL 2013 /

Professional Pest Management Solutions

Professiona l Grower Sup plies WWW.BWICOMPANIES.COM

7

IS BWI WORKING FOR YOU? | Kolby Keeling

R

Kolby Keeling Regional Turf Sales Coordinator

egardless of what business you’re in, vendors can play a key role in your success. At BWI, we strive to work for you, “the customer”, in many ways.

Our goal is to communicate the various products, resources and opportunities that we have to help make your job easier and more successful.

We want our customers to assess how BWI is working for you. Below are some questions that can help in your assessment: Dependability – is your salesperson communicating consistently to meet your specific needs?

Communication this day and time is more than just face to face; it is also texting, emails and phone conversations. Dependability is also making sure that you are getting your product in a timely manner.

Partnership – is BWI establishing long term partnership over a short term relationship that offers marginal cost savings? Long term partnerships also offer the benefit of preferential treatment, trust and access to insider or expert knowledge.

the best end result. Are you “the customer” sitting down with your BWI salesperson and communicating what your budget and desired end result is? Early order programs and the BWI EXPO are other avenues that will help you be the most profitable and successful possible.

Support Services – does BWI offer the agronomic support of product knowledge, disease diagnostics, fertility planning and CEU opportunities?

Accountability – will BWI follow through with their obligation? (i.e., be there for the good and bad) Asking questions of BWI will help you understand our side of the business and build a better relationship between the two of us. A well managed partnership will result in increased customer satisfaction, better quality, and better service from BWI. When and if a problem arises, rest assured that BWI will be quick to remedy the situation. Thank you for the partnership and your business.

We wish you the best for this spring!

-Kolby Keeling

Budgeting & Planning – is BWI helping you maximize your budget as well as plan for the future? Budgeting and planning the use of the most appropriate and efficient products for your needs can save tremendously on call backs, while also producing

www.bwicompanies.com

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

8

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He’s planning his next move...

Are you ready?

Gold Stick™ Fly Trap

Fly Ribbon

The Gold Stick Fly Trap uses food grade multi-bait, a cherry scent and gold color to attract multiple fly species onto the adhesive surface. Glue can withstand over 140 degree temperatures.

Specially formulated and scented, these fly catchers are for household, farm and non-food commercial use. Measures 1½" x 25".

912 10½" Gold Stick w/Bait - packed 12/case

9144M4 Fly Ribbon - pack of 4, 24/case

912R 10½” Gold Stick w/Bait - 4 pack - 12/case

9144B4 Fly Ribbon Bulk Pack - pack of 96, 4/case

963 24” Gold Stick w/Bait - 24/case

For additional fly control products available from Neogen visit www.neogen.com 944 Nandino Blvd., Lexington, KY 40511 USA • 800/621-8829 or 859/254-1221 • Fax: 800/255-1168

SSED

E COMPR

E& VOLUM HT EIG LIGHTW

A DISTINCT COIR-BASED GROWING MEDIUM COMPARED TO BARK MIX, CHUNK COIR PROVIDES :

Chunk Coir component of PRO-MIX® HP-CC MYCORRHIZAE™

• Coarse texture and porous structure • Improved uniformity of moisture and water dynamics • Particle integrity and growing medium structure is better sustained • Better resistance to compaction and shrinkage within containers • Ideal for potted crops and hanging baskets

MOST ADVANCED GROWING MEDIA

PROVEN RESULTS†

+38%

TOMATO INCREASE IN FRUIT PRODUCTION

+90%

GREEN PEPPER INCREASE IN FRUIT PRODUCTION

† Other results and details are available.

Please ask your Premier Tech Horticulture Sales Representative.

VISIT US AT

PTHORTICULTURE.COM 1 800 667-5366 PRO-MIX® is a registered trademark of Premier Tech Ltd. or its affiliated companies © Premier Tech Ltd. 2013. All rights reserved.

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9

EASY VEGETABLE GARDENER FOR THE BEGINNER | Andy Chidester

I

t is the beginning of spring and you have customers coming in to plant their vegetable gardens.

Some of your customers will be seasoned hands at growing large baskets full of tomatoes, peppers and squash, while other customers will be starting their first vegetable gardens. Ah, those beginners, they can get so overwhelmed. So why not start them out sensibly with a Square Foot Garden? Mel Barthlomew published his first Square Foot Gardening book in the 1970’s and then reintroduced a new and improved version in 2006. Since then Square Foot Gardening has continued to see

resurgence in interest. The concept is simple; the gardener builds a 4 x 4 x 6 box that is divided into sixteen twelve inch squares. The gardener will then plant a different plant in each square. Many garden centers will sell a pre-fabricated square foot gardening kit for customers which are available through BWI Companies or you might consider building your own boxes for sale. You may wish to sell the All New Square Foot Gardening book which can be purchased directly through www. coolspringspress.com. This will help the customer with the planting layout. The Square Foot Gardening book gives a recipe for a soil blend. The recipe consist of 1/3 compost which must

be a blend of three different types, a 1/3 coarse vermiculite and a 1/3 peat moss. You will want to have the 4 cubic foot bags of vermiculite on hand as well as the large bales of peat moss. For the compost blend Lady Bug Natural Brand produces the Revitalizer which is a blend of six types of compost and humic acid. Other choices of quality compost might be Black Kow’s Manure or Chicken compost, Back to Nature’s Cotton Burr Compost , Manure or Poultry compost. Some of your customers may not wish to build the blend themselves it is quite the tedious chore. You may wish to have the Lady Bug Natural Brand Square Foot Gardening Blend on hand.

Our Square Foot Gardening Blend has the Square Foot Gardening Foundation actual seal of approval. We took our Revitalizer compost and added coarse

vermiculite and coir fiber.

We choose to use the coir fiber instead of peat moss due the freight cost of peat moss. We have placed a chart on the back of the bag with several Square Foot Gardening bed sizes to help your

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employees and customers know exactly how many bags they might need.

You will then want to instruct your new vegetable gardener to work into the soil and at the time of planting a natural or organic fertilizer. Some excellent selections would be the Lady Bug Flower Power 4-6-4, Espoma Garden Tone 3-4-4, Natural Guard Tomato Vegetable Food 4-4-5 or Medina Green and Growin 4-2-3.

NOW AVAILABLE THROUGH BWI

For additional success encourage them to use earthworm castings like our Pachamama Earthworm Castings at the time of planting their transplants and sowing seeds. Your customers will be so pleased when they experience successful seed germination.

Now for the actual layout, again it is helpful to have copies of the book for sale. As stated they will plant a different vegetable, annual or herb in each square. Encourage them to be creative. Have them try an Italian or pizza garden theme. In this garden they would plant two types of tomatoes, two types of peppers, two types of eggplant and two types of basil.

They could then grow New Zealand spinach which is a warm season variety they will need to teepee this up with some bamboo stakes. Then have them plant a zucchini in a corner square it will need room to grow.

A bush cucumber or a climbing cucumber variety which will need a teepee too would make another nice vegetable to go with our theme. They can add a few annuals for color and if they would like to plant oregano and thyme that will be left in their spaces for continued harvesting that would be great. You have probably guessed we would not recommend planting mint in our Square Foot Garden.

Fence Posts light Duty U-Posts 3’, 4’, 5’

Heavy Duty U-Posts 6’

CHoose FRoM seveRal sIZes oF FENCING & NETTING TO PROVIDE A CoMPlete oFFeRING IN laRGe Rolls Welded Utility Fence, 2” x 4” 14 gauge

Hardware Cloth 1/4” x 1/4” & 1/2” x 1/2”

For higher yields you may suggest a regular foliar feeding of Maxicrop Seaweed, Fertilome Fish Emulsion, Medina Hasta Gro or the Lady Bug John’s Recipe. And don’t forget to send them home with a soaker hose which can be snaked through the plants for easy watering or a drip irrigation kit.

36” x 50’ 48” x 50’ 60” x 50’

24” x 50’ 36” x 50’

So now you have the basics of Square Foot Gardening. By teaching your customers great soil building techniques you are guaranteeing them a successful gardening season which in turn means a happy customer who will continue to come back to you every time they have a new gardening project in mind.

Gard’n Fence 3” x 2” 16 gauge

Galvanized Hex Netting 1”

Happy Gardening!

-Andy Chidester, LadyBug Brand Organics General Manager

36” x 50’ 48” x 50’

Rabbit Gard

24” x 25’, 50’ 36” x 25’, 50’, 150’ 48” x 50’, 150’ 60” x 50’, 150’

28” x 50’

Please ask YoUR BWI RePReseNtatIve FoR MoRe DetaIls APRIL 2013 /

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11

in memoriam

wade loep 1962-2013

We mourn the loss of Wade Loep, Branch Manager at our BWI Houston location. Wade will be greatly missed by our BWI family, especially those who have worked alongside him the past 17 years.

Daniell Wade Loep, age 50, passed away unexpectedly on January 28, 2013. Wade’s playfulness, sense of humor, and big heart made him easy to like, and he will be missed by many.

Wade was born November 17, 1962, in Houston, Texas. He graduated from Spring Branch Senior High School in 1980, and later earned his Bachelor of Arts in Economics degree from Centenary College of Louisiana in Shreveport, where he was an enthusiastic member and leader in Theta Chi Fraternity. After graduation in 1987, Wade returned to Houston to begin his career in the horticultural industry, following in the footsteps of his father, Dan Loep, owner of a Houston area nursery. Wade worked in a number of management roles in the nursery industry, including the last seventeen years with BWI Companies, Inc. in Houston, Texas. He was active in the Texas Nursery & Landscape Association, and had many friends throughout the nursery community.

Wade married Mary Helen Karamanian (Mangum) Loep, who survives him, on August 13, 1994, in Houston, Texas. Wade was preceded in death by father Daniel Willard Loep. He is survived by mother Mary Elizabeth (Barron) Loep; step-sons Nickolas Andrew Magnum, Brenton Edward Mangum and wife Nicole Renee Sumrall-Mangum. He is survived by sister Jenifer Denise (Loep) Williams and husband Clay Campbell Williams; nieces Hannah Caroline Williams and Elizabeth Anne “Libby” Williams; nephew Sam Campbell Williams; aunts Judy (Barron) Caldwell, Virginia “Ginny” (Barron) Meyer and husband Joy Meyer, Nancy (Loep) O’Donnell, Jane (Loep) Johnson, Janet (Loep) Voight, Cathy (Loep) Selstrom; uncles Nathan “Jack” Loep, and Laurie Loep.

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CORPORATE OFFICE, P. O. BOX 990, NASH, TX 75569

903-838-8561

Quality, Selection & Service for Over 50 Years!

February 5, 2013

Ms. Amy Graham TNLA President 7730 South IH-35 Austin, TX 78745-6698 Dear Ms. Graham: As you are aware, the BWI family as well as the Nursery and Landscape industry suffered a tremendous loss with the passing of Wade Loep. Wade was a huge supporter of TNLA as evident of his donation of the $500 raffle he won at the TNLA Christmas Party and donated back to the TNLA Scholarship Fund.

Wade's wife, Mary Loep, has selected the TNLA Scholarship Fund as a charity to donate in Wade's memory and BWI Companies, Inc. would like to make a gift in memory of Wade. Please find enclosed our memorial gift in the amount of $2,500.00 which we feel would make Wade proud since he gave so much of his time and support to TNLA. Wade was a huge proponent of our industry. In memory of Wade, BWI would like to help a young person who chooses the nursery business for his or her career path.

Sincerely,

Jim Bunch President/CEO

BWI TEXARKANA Texarkana, TX

BWI JACKSON Jackson, MS

BWI SCHULENBURG Schulenburg, TX

BWI DALLAS Dallas, TX

From left to right: Wade’s wife Mary, Wade, Wade’s sister Jenny, Wade’s mother Liz APRIL 2013 /

BWI MEMPHIS Memphis, TN

BWI SPRINGFIELD Springfield, MO

BWI GREENVILLE Greer, SC

BWI APOPKA Apopka, FL

BWI HOMESTEAD Homestead, FL

Wade and his wife Mary.

WWW.BWICOMPANIES.COM

13

TOMCAT® LIQUID CONCENTRATE

Kill Norway Rats, Roof Rats, and House Mice

TOMCAT® RODENT STATION High-Quality Tamper-Resistant Holds Rodent Baits or Traps Securely Inside

TOMCAT® MOLE KILLER

Mimic a mole’s Favorite Food...the Earthworm

TOMCAT® MOLE KILLER GRUB FORMULA

Scientifically Proven Effective to Kill Moles Mimics a Moles Natural Food Source

INNOVATIVE RODENT CONTROL PRODUCTS & SOLUTIONS

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Professional Pest Management Solutions BWI proudly announces the addition of Professional Pest Management Solutions to our portfolio of product offerings.

We are excited to have the opportunity to serve this specialized customer base with a full menu of services leading BWI to be recognized as one of the premier distribution companies in the Mid-South and Southeast.

We recognize the need to have the market correct product assortment in conjunction with our current vendors as well as new vendor partners, this goal has been achieved. We also have a market specific customer service team to offer support of your efforts and our sales staff’s efforts. We will be happy to answer your needs at 1-855-558-7378 (PEST).

DISCOVER US

Enhance your EXPO experience and download the app. Search BWI Companies in the stores for iPhone and Android apps. BlackBerry users can use the mobile site at: http://customers2.eventgenie.com/bwi

WATCH US

Visit the BWI Companies, Inc. YouTube Channel, where you can find expert advice, ideas and insights. youtube.com/bwicompanies

KNOW US

Sign up for BWI e-News on the BWI website to receive news and specials in your inbox.

www.bwicompanies.com

APRIL 2013 /

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15

YOU’VE GOT A SPECIALIST ON YOUR STAFF | Clay Wilkerson

A

t BWI “working for the customer” is not just a catchy slogan; it is a philosophy of business. It’s how we view our relationship to our customers. Nowhere is that more evident than with our Grower Technical Sales team.

Our GTS team was born out of our desire to provide a superior Clay Wilkerson level of technical support to our Grower Technical Sales professional growers and retail Manager customers. We knew that there were certain product lines that, due to their technical nature, required a greater level of support. That’s why in 1996 BWI made the commitment to invest in a brand new division of our corporate office which came to be known as GTS. Over 16 years later that group is made up of a staff of trained specialist that all work for and support our customers. What kind of specialists, you say, and what does that look like? I’m glad you asked.

One of the first support positions we added to our staff was a Greenhouse Specialist. Many folks would tend to think that a greenhouse was a fairly simple structure, and on the surface you might think they were right. That is, until you started a greenhouse construction project for yourself. Then you would be confronted with issues like wind loads and snow loads, building permits and footing sizes. You would need to know how to efficiently control the greenhouse environment so that your plants are warm in the winter and cool in the summer. You would also be met with decisions regarding the best type of covering, controls and construction options. Those are some of the very questions that our greenhouse specialists provide answers for every day. We know that your job is to grow and sell plants, not be a greenhouse technician. That’s why we’ve invested in the personnel and the training necessary to be able to work for you when it comes to greenhouse construction or remodeling.

deals with relate to water in some form or fashion. Our irrigation specialist understands the importance of water and the vital role it plays in growing healthy high quality plants. He works regularly with our customers to ensure that their watering system can provide the quantity of water needed as efficiently and uniformly as possible. We do this by providing detailed design assistance for customers who want to install a new irrigation system and by providing trouble shooting assistance for those who just need help bringing an existing system up to speed. In either case, we’re there working for you by walking you through the process and helping you make smart irrigation decisions.

We also have an Automation Specialist on our staff to support you. Since labor is typically the largest single expense in running a greenhouse operation it only makes sense that you should evaluate this area first when trying to reduce your expenses. A common sense approach to this is to evaluate your productions processes to determine where your greatest number of labor hours are being consumed and consider ways to automate one or more of those processes. Our automation specialist works with customers regularly who are dealing with these kinds of scenarios and understands the process well. He can help you ask the right questions and evaluate your options so that in the end, you’re not just buying equipment, you are investing in automation that will increase your efficiency and improve your bottom line.

Providing a staff of trained specialists to support our professional growers and retailers is just one of the ways BWI is working for you. If you could use some help in any of these key areas I would invite you to give us a call today. You can reach us toll free at 888.447.3403.

-Clay Wilkerson

Once we realized the strategic importance of irrigation to our customers we added the position of Irrigation Specialist. Irrigation is one of the most important aspects of any greenhouse business and yet it is one of the most neglected. Compounding the issue is the fact that many greenhouse and nursery operations started out small and expanded over time with little thought given to a master plan. These two realities taken together account for the fact that many of the problems the average grower or production manager

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WHERE DO YOU GO FOR SOLUTIONS?

RISING LABOR COSTS

Phone: 888.447.3403 Web: www.growertechnicalsales.com

WATER ISSUES ENERGY COSTS Greenhouse Solutions From A Name You Know and Trust

Our GTS staff is ready to assist you in solving these kinds of problems and more. Whether you’re struggling with rising labor costs, water issues or the cost of energy, our staff has the technical expertise to guide you through the process and help you nd solutions that t your budget and meet your needs. Our goal is to help you make wise business decisions that reduce cost and increase prot.

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Evve Repels Even Armadillos Ar A

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All natural mole, vole, gopher, skunk, ground squirrel and armadillo repellent.

10 lb. bag for lawns or a 5 lb. container for gardens. Safe for use around people or pets and lasts up to 90 days.

Repels more than 20 different animals and made from all natural ingredients. Available in liquid or granule form and lasts up to two months.

Bonide premium animal repellents will always please your customer and your pocket book 18

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OUR FOCUS IS YOU | Jana Swanson

W

hen I joined the marketing team in the year 2000, BWI had just launched a brand new website and officially made their presence on the World Wide Web. At that time, my main job duty was to input email addresses into a database so we could set up usernames and Jana Swanson passwords for our customers.

Marketing Coordinator This would allow our existing customers to logon to our new website and place orders. This was a major step in the marketing department as we now had a way to market to existing and potential customers; little did we know this was only the beginning.

BWI was following what I call the traditional form of marketing where we were targeting the market as a whole. This included non-customers, potential customers and existing customers. We followed the basic rules of marketing by using the 4 Ps model; Product, Place, Price and Promotion. So basically our intent was to “Put the right product in the right place, at the right price, at the right time.” Traditional marketing builds the awareness of the product to as many people as possible, to let them know what products are offered and where. The main focus is on sales transactions.

When I look back at how we approached marketing then compared to now, I’ve realized we have taken on a whole new method. Luckily, I had the internet and Google to help me investigate exactly what type of marketing method we currently use. This new method is called relationship marketing. Relationship Marketing focuses on working hand-in-hand with prospects and customers to co-create a more meaningful, personalized and lasting experience. You promote customer loyalty, satisfaction and building mutual trust through personal interaction to understand the customer’s needs and meet expectations.

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With the wide range of social media tools today, it is easier now more than ever to shift our focus to relationship marketing. We want our customers to know we are listening, and we are striving to improve our brand, products and services. You will probably notice we have found new ways to communicate new product launches, informational and help videos and even conducted surveys and polls through the use of social media tools such as YouTube, Email Marketing and even a BWI mobile app.

According to the latest statistics, the cost of retaining a customer is at least 8 times less than acquiring a new one. Repeat customers spend 33% more than new customers and it costs six times more to sell something to a prospect than to sell that same item to an existing customer. Our marketing dollars will go further if we use them to build, nurture and develop our customer relationships. This makes sense when you consider customers often purchase services or products because they have developed a relationship with us.

Relationship marketing emphasizes more on communication with the existing customer, it promotes business development. We need to give our customers a reason to return to us. Taking a step beyond business and showing our customers we care will hopefully create feelings of happiness and satisfaction every time they make a purchase. We are here for you, we are listening, we are BWI! -Jana Swanson

WWW.BWICOMPANIES.COM

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CONGRATULATIONS 2012 BWI EXPO WINNERS

2012 Chevy Silverado 1500 Possum’s Landscape & Pest Control (Mount Pleasant, SC)

Ranger XP® 800 Xtreme Performance Neshoba County Co-op (Philadelphia, MS)

Kindle Fire New Braunfels Feed & Supply (New Braunfels, TX)

Samsung 60” LED 1080p HDTV Southwood Landscape & Garden Center (Tulsa, OK)

2012 E-Z-GO Express L6 Golf Cart Smart Farmers LLC (White Pine, TN)

THE WORLD LEADER IN GAME TRAPS

PERFORMANCE TESTED WILDLIFE MANAGEMENT EQUIPMENT

CAGE TRAPS COIL SPRING TRAPS Duke Standard and Heavy Duty Cage Traps offer the ultimate variety in Humane Live Catch Cage Traps today. The Standard Cage Traps feature steel rod reinforced Spring Loaded Doors, pressure sensitive trip mechanisms and a durable, concealable green powder coated finish. For the animal control professional and trapper, Duke offers top of the line Heavy Duty Cage Traps featuring all steel rod gravity drop doors, bait protected cage mesh, and a complete internal steel rod frame. All cage trap models are constructed to provide for exceptional durability with no harm to the animal.

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Coil Spring Traps are foot-hold restraining devices used to catch and hold wild animals. This style of trap has been in use since the early part of the 20th century and is widely accepted as a cost effective and efficient tool for managing wildlife populations. Manufactured of steel components and powered by a set of compact coil springs. Models range from the #1 CS with a 4” jaw spread for Mink to the large #4 CS 4X with a 6.5” jaw spread for Coyote.

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®

NEW!

Inverted Micro-Sprinkler The bracket less design delivers gentle droplets in a consistent uniform pattern even in single row installations. Multiple connection options available to retrofit existing systems. or flows from 16.8 - 81.6 gph (63.6 - 308.9 L/hr).

Scan with your smart phone for a video of the Inverted Micro-Sprinkler.

Wobbler® Technology Senninger introduced the Wobbler technology in 1980. The unique off-center rotary action provides outstanding uniformity over a large area at low pressures 10 - 25 psi (0.69 - 1.72 bar).

This design delivers a gentle rain-like application employing only one moving part for durability.

The Xcel-Wobbler is ideal for

flows from 0.78 - 6.97 gpm (177 - 1584 L/hr).

High and Mid-angle models available.

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

Upright & Inverted models available.

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Quick Connect Riser Adapter The Riser Adapter is now available with several new quick-connect choices for both 0.270" and 0.345" tubing. The new options provide convenience and installation versatility to irrigate hard to reach places and is ideal for temporary and portable systems.

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

www.senninger.com • Made in U.S.A APRIL 2013 /

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Greater Root Zone Control with Low Pressure Irrigation

T

he main objective of an irrigation system is to provide sufficient and well-timed water to plants, which should be heavily considered when designing an irrigation system. By conserving and using water effectively as possible, each plant’s health will be greatly enhanced.

To efficiently irrigate for nursery and greenhouse operations, it is crucial to have a solid understanding of the plant’s root zone: the soil’s ability to hold water and how that affects soil moisture characteristics.

Enough water needs to be applied as minimizing water waste because of deep percolation and run-off.

Monitoring soil moisture can help determine how much water is found in the soil at different depths of the root zone.

Tips for nursery and greenhouse irrigation include: • Group plants according to water needs Separate plants that need more water from the others (low water use and deep-rooted zones) • Install irrigation and water wisely • Use cyclical irrigation to apply water in several short cycles so that the water has time to soak into the ground

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While there are various methods to achieve these “water efficiency” goals, Senninger Irrigation Inc. recognizes that any irrigation system should deliver water as uniformly, effectively and efficiently as possible. For nursery and greenhouse installations, the needs vary based on whether irrigation is directed toward field grown nursery stock, containers of different sizes, hanging baskets, bedding plants on benches or another greenhouse crop.

Aware that growers are concerned about saving water and energy, Senninger manufacturers several types of irrigation products designed to fit the needs.

Many of Senninger’s products provide optimum performance at low pressure, reducing the amount of energy required to convey the water to the crop.

Selecting products that distribute the right amount of water in a manner suited to the specific soil and plant needs saves precious water.

EFFICIENT IRRIGATION PRODUCTS

• Use micro irrigation

• Recycle water

UNIFORM & LOW PRESSURE IRRIGATION

Because additional irrigation is needed at certain stages of plant development and root zone requirements, Senninger’s Xcel-Wobbler is a good choice. First introduced in 1980, the Wobbler technology utilizes a unique off-center rotary action that provides extremely uniform distribution pattern

WWW.BWICOMPANIES.COM

the

trunk mat company

Senninger’s Inverted Micro-Sprinkler

over a large area.

Constructed entirely of engineering-grade thermoplastics for optimum corrosion resistance, the XcelWobbler produces uniform droplets Xcel-Wobbler that resist wind drift, distributing water in a gentle, rain-like pattern. This uniform application improves germination and promotes mature plant growth, encouraging roots to expand throughout moistened soil, absorbing nutrients from a broader area. Xcel-Wobblers also help cool the plants and soil which can increase plant growth.

The most recent Senninger nursery and greenhouse irrigation product is the Inverted MicroSprinkler. Designed specifically to irrigate in an inverted position

for greenhouses and hoop houses, the microsprinkler delivers gentle droplets in a consistent uniform pattern.

Inverted Micro- With excellent Sprinkler water distribution, uniformity—even in single row installations— and multiple connection options to retrofit existing systems, the Inverted Micro-Sprinkler is a great way to utilize micro irrigation techniques.

Visit www.senninger.com to learn more.

Click on www.senninger.com/ senninger-products/nurserygreenhouse/ to read more about Senninger’s nursery and greenhouse innovative irrigation products.

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Birding made easy Introducing the newest product from Glamos Wire Products Paul’s Perch

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SEVIN is suitable for virtually any outdoor insect problem. Use Sevin on vegetables, fruits, ornamentals, trees, shrubs and lawns (granules & dust products only). It doesn’t penetrate plant tissue and it is easily broken down by the environment.

PROFESSIONALS HAVE TRUSTED SEVIN FOR MORE THAN 50 YEARS...YOU SHOULD TOO. APRIL 2013 /

100% American Made

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Complete Pest Control with Proven Solutions

Freedom to Grow: Beat the bugs with Lawn & Garden Products this season from Martin’s.

Declare Victory Over Pests: Say goodbye to pests indoors and outdoors with Martin’s General Insecticide line.

Keep Your Animals Pest FREE: Animal Health products from Martin’s that protect your animals and animal housing.

General Insecticides

Animal Health

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For more information visit www.martinsbrand.com

Here’s Your Chance

to STOCK UP on Wonder Grip® Gloves

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BREATHABLE! DURABLE! Wonder Grip® 515AC Nicely Nimble™ Durable nitrile palm, most popular all-round gardening glove.

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WG310 Sizes S-L

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BREATHABLE! COOL! Wonder Grip® 1850AC Nearly Naked™ Best dexterity, perfect for fine planting.

WG1850AC Sizes S-L

APRIL 2013 /

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WORKING TO KEEP “YOU”, OUR CUSTOMERS, SATISFIED | Ronnie Britt

E

ffectively serving our customers can provide challenges beyond what we can just see and measure.

Sometimes Ronnie Britt we struggle BWI Sales Manager to find the right products to sell and the right people to sell them. Many times we overlook the fundamental aspect of human relationships and how critical it is to develop them in order to have a cohesive working relationship with “YOU”, our customer. It is extremely important for us at BWI to keep “YOU”, our customers, satisfied.

I believe more than anything that you, your company, your products or services and your people representing you have to be likable in every way. Too many times companies forget that their customers are humans, and the thing about humans is that they don’t always make decisions logically. You can have the most reliable product or service, the most reliable delivery times, and the best prices, but sometimes that is just not enough. Our customers are driven by their emotions and it helps a lot if they like you and feel good about BWI and all of the people that work for us representing our company.

When it comes to taking care of our customers the biggest challenge we all face is finding the right people who can identify with and learn to help our customers in a non-threatening way. We try bringing the very best people possible to represent BWI in a way that “YOU”, the customer, would

want to be treated and represented.

All the screening and training in the world will never insure that we have the right person, but that is our goal! We look for people with backgrounds that bring value to the industry and exhibit positive characteristics in the field. Most importantly, we look for people that our customers will want to do business with and carry out a professional business relationship.

The lesson we learn is that we have to tell a story about what it is like to do business with BWI. We have to convey to people in everything we do that there is a consistently good feeling that goes along with being a BWI customer.

We have to convey that feeling with every single contact that our customer or potential customer has with us, be it through our employees, our equipment, our website, or our buildings. Keeping the engine of good feelings and likability going is the key to ensure that “YOU”, our customer, are satisfied and that “YOU” are speaking positively to others about BWI. At BWI, we want to sell you everything that we possibly can, but we want it to be the right sale.

That starts with having the right people in place first. Before we can effectively satisfy your needs as our customer, we first need to know “YOU”, our customer. At BWI, we strive for customer satisfaction!

Creating More Wild Delight Fans For Retailers Everywhere, It’s A Birdinga !

Bonanz ®

™

The makers of Wild Delight® have developed a video game app that all types of pet lovers (of all ages) will enjoy.

Whether consumers want to learn more about wild birds or are looking for some relaxing entertainment, Birding Bonanza™ is filled with fun. Birding Bonanza™ is free for the Apple iPad, iPhone and iPod Touch via the Apple App Store. Scan the QR code to visit birdingbonanza.com to learn more.

-Ronnie Britt

www.wilddelight.com APRIL 2013 /

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www.growertechnicalsales.com

ONLINE

BWI is proud to announce the release of our new Grower Technical Sales website.

The new site highlights the products and services available through our GTS team.

The products are broken down into intuitive categories that allow the customer to “drill down” to a particular product of interest.

The service page has been divided into three broad areas of support with details related to each.

Two noteworthy features are our customer testimonial page and recent products. These features allow any customer considering BWI as potential partner on a project to review what other customers have to say about their experience with the GTS team and look over a portfolio of recent projects.

Finally, the site includes a resource page with helpful links, articles and other useful resources.

The hoTTesT show on The weed conTrol road jusT goT even louder.

Get ready for the Rock the Weeds Tour featuring Dimension® 2EW specialty herbicide and, now, Gallery® specialty herbicide. Both easy to use and easily tank-mixed, this dynamic duo delivers hard-hitting preemergence control of grasses and broadleaves like crabgrass, creeping woodsorrel and bittercress. www.dowProvesIt.com Trademark of The Dow Chemical Company (“Dow”) or an affiliated company of Dow. State restrictions on the sale and use of Dimension 2EW apply. Consult the label before purchase or use for full details. Always read and follow label directions. ©2013 Dow AgroScience LLC T38-337-014 (03/13) BR 010-60819 DATOTURF9075

®

26DATOTURF3001_RockWeeds_AD_7.5x4.8125.indd

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3/14/13 5:31 PM

Clearly, we’ve got you covered.

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

Superior strength and durability—backed by outstanding service.

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

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

Contact: 800-661-3606 or info@atfilmsinc.com www.atfilmsinc.com APRIL 2013 / WWW.BWICOMPANIES.COM

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VERSATILITY: A KEY COMPONENT TO GREENHOUSE DESIGN

W

hen growers are searching for that ideal product to accommodate their specific needs, there are a few key considerations that are vital in making a purchase decision. One very important point to consider lies in this question: Does this investment offer the most versatility and value for the money spent? At Atlas we pride ourselves in creating innovative products that not only make it easy to achieve

your project goals now, but allow room for modification in the future.

This very concept is fabricated into every greenhouse, ventilation system, and all accessories that we manufacture. Helping you bring to fruition the creative ideas and necessary attributes for your greenhouse system and accessories is our primary concern. With valued input from our customers, we are able to engineer quality custom

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designs that will adapt and change with the needs of your business.

Atlas has been manufacturing greenhouse structures and equipment for nearly three decades.

While the main components are basically the same for all greenhouses, there have been times where modifications, adjustments, and customer requests have challenged the creativity of our greenhouse designers. Can we

ATLAS MANUFACTURING actually take a structure or accessory used for one ordinary and traditional purpose and transform it into something in which we have never envisioned?

Absolutely. We thrive on custom design and ultimately, customer satisfaction. At Atlas, we assist in achieving solutions for your specific application.

While greenhouses are our staple product, we also manufacture a complete line of ventilation systems such as roll-up or drop down curtains, ridge vents, and wall vents. These accessories offer unending possibilities for versatility in your structure. Recently, one of our customers asked if it was possible to design a ridge vent system that incorporated a curtain system across the width of an expansive gutter connect range. Although a non-traditional request, the ultimate goal was to achieve maximum CFM air exchange by incorporating the use of exhaust fans. By designing a custom “mini” greenhouse frame, coupled with the Atlas Roll-up Curtain System, and galvanized gutters, we were able to offer the customer a solution to their needs, and the product has performed beyond their expectations.

“We thrive on custom design and ultimately, customer satisfaction.”

Recently another key customer asked if we could modify our existing bench system to incorporate a “tier” or rack system for displaying plant material.

Although we had never attempted to design a bench system like this, we were able to create it by utilizing our existing tubular designed frame and galvanized expanded metal bench covering. We effectively designed a system that could be attached to the customer’s existing structure. This “tier” system allowed the customer the ability to increase their bench display space by 50% and effectively add value to the greenhouse design.

These are just two examples of the type and scope of product modifications Atlas can offer our customers.

Our goal is to provide growers with innovative and versatile products and to ultimately offer cost-efficient solutions that add value to your investment. If we

can be of assistance in helping plan your next project, please visit our website at www.atlasgreenhouse.com or you can call Grower Technical Sales at (888) 447-3403.

-Mark Davis, President of Atlas Manufacturing Atlas Manufacturing, Inc. was founded in 1986 and incorporated in 1988. From the beginning, Atlas’ mission statement was to offer quality greenhouse structures at affordable prices followed by the absolute best service to our customers. Currently, our facility has grown to consist of 80,000 square feet of sales, manufacturing and warehouse space under one roof. We manufacture a large selection of products for the horticulture industry that include greenhouses for commercial, retail, educational and hobby growers as well as accessory items that include bench systems, curtain systems and many other related products to accommodate your growing needs.

BWI SERVES THE PROFESSIONAL PEST MARKET | Ron Sheffield

I

n 2012 BWI began servicing the Professional Pest Control Market. I was hired as the PPM Customer Service Coordinator. Although many of the active ingredients and manufacturers were very familiar to the BWI staff, Pest Management has its own unique jargon, trade Ron Sheffield names, regulations and PPM Customer Service equipment needs. Before Coordinator the first PPM customer was contacted, I was part of an extensive training program to familiarize the BWI sales staff with all the new product lines specific to the PPM market. This “in house” training is an on-going effort and remains part of my responsibility to insure BWI delivers the best customer service possible.

BWI offers PPM customers a Toll Free Number (855-558-PEST) that rings at my desk. I help customers with product suggestions, equipment issues and setting up accounts with BWI. This one on one contact is very valuable to me as it keeps me aware of the type of products that customers need and other issues or problems we can help them with.

planning for the seasonality of the PPM market and communicating any product issues to our sales staff.

BWI has a staff of experienced and dedicated buyers.

I have learned a lot from them and I try very hard to meet their established levels of order fill rates and on time delivery.

In short, my job is to transfer all the benefits of partnering with BWI that customers in the turf, landscape, golf and retail markets appreciate to the Professional Pest Management market.

-Ron Sheffield

BWI PROFESSIONAL PEST MANAGEMENT 855-558-7378 (PEST) www.bwicompanies.com

I help our Sales and Marketing Departments communicate manufacturer’s rebate and discount programs to our PPM customers. BWI has invested in technology that allows for all employees that communicate with customers to have the details of these programs ready to pass onto customers.

I also help put together a quarterly e-mail newsletter for our PPM customers. The “BWI Bug Blast” contains technical articles specific to Pest Management, vendor promos, BWI special pricing, links to PPM resources, profiles of BWI staff members and details of important industry meetings and events. Our first edition was sent out March 1st. I hope we can make the newsletter useful and enjoyable to our customers.

Other than establishing and nurturing relationships with customers, inventory and product mix are most critical to the success of any distributor. I have been allowed to add many vendors and products to the BWI inventory for the PPM customers. I am responsible for purchasing many of the PPM product lines on a weekly or monthly basis (sometimes daily). This duty also comes with the tasks of transferring inventory to all locations,

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LLC

Simply Sustainable. Always Effective.

BioSafe Systems’ Full Product Line: • Algaecides

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Visit biosafesystems.com or call 1.888.273.3088 to learn more.

Start Strong and Finish Healthy with ZeroTol 2.0 ZeroTol 2.0 increases plant health and reduces losses, leading to maximum profits. The two powerful active ingredients, H2O2 and PAA, work in unison as a contact chemistry to reduce populations of dormant spores and active disease organisms.

• Foliar and Root Disease Control • Zero-Hour REI, No Labor Loss • Excellent Resistance Management Tool For total plant protection put the power of ZeroTol 2.0 into your spray program.

APRIL 2013 /

©2013 Copyright BioSafe Systems LLC. Always read and follow label directions.

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SPRING SPECIALS Chicken & Critter Hutches

Top Selling Designs!

Large Rabbit Hutch Item # WA1550 (42.5” x 28.25” x 39”) Master 1

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

Chick-N-Hutch Item # WA1490 (42.5” x 28” x 39”) Master 1

• Comes complete with wind guard design and adjustable perch • Waterproof shingle roof

Protect Your Yards & Gardens with

Great Horned Owl • Helps repel birds and pests, while adding charm • 16" tall; hand painted • OW-6

Easy access egg door

Chick-N-Rabbit Pen Item # WA1491 (40” x 60” x 36”) Master 1

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

Natural Enemy Scarecrow • Inflatable owl helps protect fruit trees, berries and vegetable gardens • NE-OR

Rotating-Head Owl • Realistic head bobs and turns in gentle breezes to help repel birds and pests • 18" tall; hand painted • RHO-4

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

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Dalen Products, Inc., 700 Dalen Lane, Knoxville, TN 37932 800.747.3256 / Order Fax: 865.671.0720 DalenProducts.com

APRIL 2013 /

WWW.BWICOMPANIES.COM

2012 BWI Award Winners Way to go BWI Schulenburg, Texas, for the second year in a row you have won the Division of the Year award! We celebrate with you on this awesome accomplishment as we also recognize those who have been chosen to receive our 2012 individual awards. These awards emphasize the amazing culture and extraordinary performance that sets BWI apart from the competition.

BWI is pleased to announce that two employees are being honored as our BWI Employee of the Year: BWI Schulenburg - Schulenburg, TX

Bryan Sirola (center) being congratulated by his Warehouse Manager, Eric Cunningham (left), and his Division Manager, George Armstrong (right).

Bryan Sirola (BWI Springfield, Missouri - Warehouse Day Shift) Last year, Bryan celebrated his 15th year with BWI. Bryan is known throughout BWI Springfield and beyond for his unbelievable work ethic - he gives 100% all the time! Some employees at other BWI locations like Memphis, Dallas, and Greenville may have met Bryan when he helped install racking at those sites.

Bryan is in charge of receiving at BWI Springfield. He also directs the placement of the products according to what is received. The managers at BWI Springfield shared the following words of commendation, “Bryan is a leader to all other employees that work in the warehouse. He does not lead by words but by actions that all others respect and follow. He is always productive and displays a positive attitude that sets a tone for everyone.”

Brad Clarkson (BWI Memphis, Tennessee - Warehouse Day Shift Supervisor) Brad will mark 20 years with BWI in August of 2013. In nominating Brad, Ray Sivils, Division Manager stated, “He takes great pride in what he does and constantly looks for opportunities to make a difference. Brad will take it upon himself to come up with new ideas and ways to make our division more profitable.”

A few years ago, Brad questioned the UPS driver when he noticed BWI Memphis was being billed incorrectly.

That conversation led to BWI Memphis saving a lot of money from wrongful charges, costs that affect the bottom line. It was another move that saved his division money.

Brad Clarkson (left) alongside his Warehouse Manager, Sanford Woode.

The recipient of our BWI Manager of the Year for 2012 is: Chase Norris (BWI Jackson, Mississippi - Branch Manager at Semmes, Alabama) For the last 10+ years, Chase has been a large part of the successful growth at BWI Jackson, and the Semmes, AL location connected to BWI Jackson. Chase started with BWI as an outside salesman and he worked the Alabama territory for 8 years. In December of 2010, Chase was promoted to manage the BWI Semmes branch. According to Division Manager, Billy Key, “Chase has worked hard to develop great relationships with both his customers and employees. He is well-respected in the industry.”

Chase Norris (right) congratulated by Billy Key, Division Manager.

As Branch Manager in 2012, Chase and his team at BWI Semmes saw a 43.5% increase in top line sales and a 28.6% decrease in expenses as a percent to sales.

The BWI Corporate Employee of the Year recipient is: Gary Moore (BWI Corporate Office - Computer Programmer) Gary has been with BWI for over 5 years. Gary’s supervisor, Henry Munson - MIS Director, shared, “He is quick to find solutions to problems and put them into action. He is a leader and someone I rely on to get the job done.” As a programmer, many of the applications Gary has worked on have had a dramatic impact on the whole of BWI.

Gary Moore (right) with MIS Director, Henry Munson.

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WORKING FOR THE BWI CUSTOMER | Brad Meador

U

pon waking up each morning, after stumbling to the coffee pot I tend to start thinking about my next big project or generally the one I’ve been working on for a couple of weeks. I find myself constantly wondering if I should have handled things differently or maybe taken Brad Meador into account the suggestions Marketing Manager that I was given. Will the customer find this helpful or innovative? Should BWI be spending time developing this?

It’s amazing how much time can and needs to be spent on the maintenance of your basic business.

Organic growth, as it is often times referred to, is not as easily obtained at significant levels, which is why it is crucial to review and identify weak points in your core markets. While BWI prides itself on being a diversified company, we realize that each market is independent and requires constant attention.

Expansion and variety within our current markets will likely be the only growth producing action that we focus on each year. Consolidation in consumer spending, the industry and the market place are all terms that are much less foreign to us than they were ten years ago. Developing a differentiator strategy is a must.

Realizing this is the world we live in; I don’t wake up each morning wondering if I have the cheapest price to offer or if I can cut my competition by a dollar. Everyone in distribution understands that you have to have competitive pricing to even be considered a supplier but striving to be the lowest cost alternative is not sustainable nor is it sensible financially. Instead the focus has been on a total package offering to our customers. We strive to be a one stop shop in several markets and feel comfortable saying that we can fulfill all your needs in the following markets:

In addition to selling you a product, we would also like to make sure that you have the tools to sell it, apply it or understand it in the most beneficial and efficient way possible. We practice daily implementation of the following to make sure we are providing a higher level of service than the standard and always welcome new practices that assist in achieving a more effect level of service.

• Multiple stocking warehouses that cover all BWI markets – Increased product availability • New product introduction • BWI Fleet – Delivery assurance • Monthly multiple BWI sales staff visits • YouTube Videos – Great training/how to videos for your staff • Merchandising specialists • CEU Classes for the Commercial Markets • Unmatched Annual Buyers EXPO • Very diverse product offering in combination with low order minimums • BWI staff training - An attempt to provide you a sales expert BWI understands the importance of having a partner in a supplier and someone that understands your business just as we expect from our suppliers.

We feel that understanding your business and more importantly your needs is a must. The BWI staff realizes that you are the expert in your business, but we all understand to become an asset to you we have to be capable of managing your needs and identify solutions that are custom to your business, which is the ultimate goal for each new strategy we apply.

-Brad Meador

• Grower • Turf • Landscape • Pest Control • Farm and Hardware • Garden Center APRIL 2013 /

WWW.BWICOMPANIES.COM

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WWW.BWICOMPANIES.COM

Visit the BWI website at www.bwicompanies.com and discover exciting tools to assist you in your account management.

From this site you can search for products using the easy to use navigation or browse the online catalog for pest, retail, turf and grower items. The information available includes product image, description, availability at your shipping location and your price.

For access to direct order entry, you may also use www.orders.bwicompanies.com. This takes you directly to a secure site dedicated to making your order entry efficient and easy.

The BWI website also has several features that allow you to review your invoices, special programs, marketing tools (e-Coupons) and upcoming events.

All of your account information is protected with this secure website and is only accessed with your personal sign on and password (your customer number in all capital letters).

This website is one of our premier services developed with you, our customer, in mind to help you grow your business.

Use on driveways

in natural settings & landscapes

RoUnDUp mAKES gEttIng RID of WEEDS So mUCh EASIER.

along fencerows

anywhere weeds are a nuisance!

DEAD WEEDS – QUICK!

Roundup QuikPRO herbicide is a fast-acting, nonselective professional herbicide for use in non-crop areas and industrial sites!

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

P.O. Box 5968 Texarkana, TX 75505

Driven by innovation Inspired by nature

YOUR PLANTS GET ALL THE NUTRITION YOU PAID FOR. THE DRAIN, NOT SO MUCH. Controlled-release fertilizers provide a lot of advantages. A big one is not losing valuable nutrition down the drain. With Osmocote® Bloom, plants with a production time of 6-12 weeks receive virtually all of the nutrition you buy. You get: 1/5 the size of a standard prill, Osmocote Bloom provides better uniformity and even distribution of nutrition in smaller containers optimizing plant utilization.

• Consistent, reliable nutrition delivery that isn’t tied to irrigation frequency • In most cases, less expensive per unit plants • Post-harvest feeding for less shrinkage and better retail appeal • Significantly reduced nutrient loss to the environment • Easier root zone management with minimal stress from pH and EC swings

Consult with your Everris® Territory Manager. No one is better qualified to help you set up a more efficient, economical and sustainable program, or combination program, tailored to the needs of your plants, and your business. © 2013 An ICL Fertilizers Company, Worldwide Rights Reserved.

Everris NA, Inc. • 800-492-8255 • Email: info@everris.us.com • www.everris.us.com