Buylines Spring 2023

32 BWI Annual Awards

42 The EPA’s Proposed Interim Decisions for Rodenticides: What They Are & What They Would Mean

50 Tech Tips: How to Organize a Mycorrhizal Plant Trial and Analysis

Now that we no longer have the surge of increased sales in the lawn and garden market driven by COVID, panic buying, inflation, and supply chain challenges, it’s time to focus on sustaining our sales and profits.

2021 and the first six to eight months of 2022 were very good to BWI, our customers, and our supplier partners as consumers spent more on outdoor activities than any other time in my business career. If anyone in the supply chain could source goods, we were all almost assured of turning our inventory. What an exciting and profitable time for most, if not all, of the lawn and garden industry.

However, sometime around June or July of 2022, supply started to catch up with demand, and by August, supply exceeded demand.

The term “cautiously optimistic” seems to be a very common response when asked what manufacturers, distributors, and retailers are planning and forecasting for 2023. I haven’t heard anyone say another year with double-digit increases. But, there is a reason for optimism based on Axiom’s 2023 Gardening Outlook survey responses. A few key positive points from that survey:

BWI Is Optimistic That We Have Runway Left For Continued Growth In The Lawn And Garden Industry

• 80%+ of new gardeners plan to spend the same or more in 2023

• Males plan to spend more than females

• 88% will spend the same or more time gardening in 2023

• Gen Z and Y plan to spend significantly more time in the garden

• 84% will plant the same or more

Based on survey responses that 80% of new gardeners plan to spend the same or more in 2023, we have legitimate reasons for optimism.

Excluding the phenomenal surge in consumer spending in the lawn and garden market driven by COVID, the biggest sales driver has been the weather. With a little bit of luck, good weather, planning, and hard work, 2023 could be another very strong year for everyone in our industry.

The most significant challenge for 2023 seems to be just the reverse of the challenge in 2022, potential excessive inventory in the supply chain vs. availability.

As a full-line distributor for the professional pest control industry, nursery & ornamental, lawn & garden, animal health, and turf & landscape markets, BWI is focused on providing improved service levels in 2023 now that lead times from manufacturers have decreased and product is more readily available.

I am not sure we will be back to “just in time inventory,” but I think we are no longer in the mode of ‘buy all you can get’ knowing you will turn your inventory with no risk of the value decreasing. I say this to make a case for how BWI can help you turn your inventory while still having product available to meet your customer’s needs. BWI prides itself on providing over a 97% fill rate and delivery within 48 business hours while delivering over 90% of sales on our companyowned fleet of trucks.

In closing, on behalf of BWI and the Bunch family, I would like to say THANK YOU to our customers and suppliers for all your loyalty and support as we enter our 65th year in business! I really like the Charles Koch quote, “grateful for everything and entitled to nothing.” BWI customers, suppliers, partners, and team members are the best and I am especially grateful.

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The use of fertilizer and water. Increase resistance to stresses. Improve plant strength and productivity. Optimize plant growth rate and uniformity.

By reducing incidence of plant root diseases (Fusarium, Pythium and Rhizoctonia) and risk of pathogens that develop resistance to chemical fungicides.

Certain insects, including fungus gnats and thrips that pupate into the growing media, by suppressing their food sources and plant susceptibility.

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Celebrating 100 years, and beyond.

ENHANCE PROTECT SUPPRESS

By Traci Pitman

“We’ve been trying to do that for 36 years—to elevate that blue collar worker,” he said. “Elevating our industry and taking care of that blue collar worker and making them important is paramount in my heart. I want people to be proud of their jobs, do their jobs well and have a deep sense of purpose in their work.”

Larry started Ryan Lawn & Tree in Overland Park, Kan., in 1987. Today, the employee-owned company has about 500 full-time associates at six branch offices across Kansas, Missouri, Nebraska and Oklahoma. Their associates are year-round employees with relevant college degrees or experience in forestry and turfgrass management, and they’re part owners of the company through their employee stock ownership program. In their ranks are industry certified arborists, irrigation technicians, turf managers, landscape designers and installers, and Stihl technicians, as well as a board certified master arborist and an on-staff agronomist with a PhD in turfgrass.

“Our mission is to ‘serve God by helping our clients create beautiful, sustainable environments, while we create opportunities for our associates and business partners,’” Larry said. “We’re God’s gardeners. We’re here to make our communities beautiful.”

That means the Ryan Lawn & Tree team handles just about any lawn and garden related task, including fertilizing and seeding lawns; caring for plants, trees and shrubs; pest management; planting and pruning trees and shrubs; landscape design and installation; irrigation installation and repair; and pest control. Their customer base is predominantly residential with the exception of their Omaha

location, where more than half of their clients are commercial.

The secret to the company’s success? Hiring great people, paying them well, and honoring their expertise. Investing in the education and growth of their people is a top priority.

“What we found is that if our staff has a general knowledge about horticulture in addition to their direct job, the clients have a deeper respect for their work,” he said. “As an example, when I am fertilizing a client’s lawn but they ask me a tree question and I know what is going on, they have a deeper respect for my ability to take care of their lawn. Being able to answer other questions elevated our staff in the eyes of their customers.”

Larry got his own start on his family farm in Kansas, which five of his siblings still own today. He earned a degree in forestry from the University of Montana, where he also had the opportunity to work in the field. When he graduated, though, the forestry service wasn’t hiring. After working for a tree

There's a myth that there's not much prestige in hard work. Larry Ryan is determined to dispel it.

Larry Ryan

company, he spent the next nine and a half years working in restaurants before founding Ryan Lawn & Tree.

“I learned so many things from working in restaurants, like the power of marketing, accounting, human resources,” Larry said. “One of the more valuable things I learned is that you don’t hire people and change them; you hire them to do what they are good at doing.”

At the same time, Larry said, they’ve worked hard to build a learning culture. When he was a young man, a friend brought Larry along to a Toastmasters meeting. Larry, who was intimidated by public speaking, ended up spending eight years in the club and becoming a competent speaker.

“It gave me a tremendous sense of satisfaction and confidence, so we’ve implemented that in our company,” he said. “In the winter, we have all of our field staff give talks. The first year, they hate you. The second year, they’re ok with it. By the third year, especially when they get asked to go give a talk at a garden club, they’re three inches taller.” Larry said their goal is to have full-time people who can support a family, which means employing them year-round. During the winter months, associates also have the opportunity to earn field certifications and take continuing

education courses in plant health, CPR and first aid.

Ryan Lawn & Tree is a faith-based company, and Larry said he was apprehensive when he added the words “To serve God” to the company’s mission statement.

“Not only does it not hurt, I think it’s helped us to grow,” he said. “We get better people today. People research our company, and we get a lot of faith-based people who have a deep sense of purpose and want to make a difference. We truly try to live our faith every day.”

Even with an increasing number of applicants, Larry said finding the right people is always a challenge and always will be.

“Last year we got 1,000 resumes, and we hired 60 of those people,” he said. “Our focus is hiring great people for every position. We have an absolutely phenomenal staff.”

And Larry is always keeping his eye out for opportunities to expand.

“We’re finding some marvelous companies out there where the owners truly care about their people and don’t charge the highest price,” he said. “There are some really well taken care of people out there in the industry, and they’re making a difference. When we look at companies to buy, what we often find is that the people are worn out, the equipment’s worn out, the building is worn out. All you’re getting is a customer list. We don’t want that. That’s not who we are. To me the value of the company is the value of their people.”

The company’s mission includes providing for associates and

business partners like BWI, who Larry said has done an excellent job providing quality, service and fair pricing.

“At our size we buy a lot of products and get them from BWI at a good price,” he said. “You can rely on their people. I feel like it’s a very good relationship.”

Larry said the lawn and tree industry needs hard problems to solve to get better. One of their challenges is helping people understand the value of pesticides.

“To me, they’re nothing but a tool,” he said. “When used correctly, I find that they’re very safe. Organic is wonderful—in the right place. In the wrong place, it’s a very poor tool. The farmer in America would not be able to feed the world without those products.”

More than anything, Larry sees his work with Ryan Lawn & Tree as a way to live his faith and his values every day. “Today we’re 100% employee owned,” he said. “We’ve never taken money out to build a lake house. We try to live a more moderate lifestyle because we care about our people. My faith has driven me to be that way. That’s huge. It’s made an incredible difference in our company. Our people believe in it, believe in us. We mess up. Then we work at it, fix it, and go on.”

Photographs by Ryan Lawn & Tree

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Tools To Help PMPs Provide Excellent Termite Baiting Services

Looking for a way to expand your profits and the services of your pest control business? Consider adding termite baiting!

Over the past 10 years, Pest Management Professionals (PMPs) have provided an increasing number of subterranean termite baiting services. In 2011, termite baiting comprised about 13% of U.S. termite treatments. By 2021, that percentage had increased to 35%. (Specialty Products Consultants, 2021). It’s obvious by the numbers that baiting for subterranean termites has become a high growth opportunity for PMPs!

There are many benefits to termite baiting, including higher visibility of stations and ongoing protection, higher customer account retention and lower labor inputs required at time of installation (versus conventional liquid treatments). There’s also flexibility for when termite baiting systems go into the ground, since they can be installed pre-construction or postconstruction (please refer to the bait system label). To see an example, review the Trelona® ATBS Annual Bait Station label, which can be accessed at http://www.cdms.net/ldat/ ldE28005.pdf. A major tenant of Trelona Annual termite baiting is that structural protection is afforded by adherence to the label directions and through the elimination of the subterranean termite colonies that locate and feed upon the bait within the stations.

As with all professional pest control services, attention to detail by the PMP is key to providing highly effective services. With the right tools for the job, the quality of a termite baiting service is enhanced. Here are the tools we recommend the when installing Trelona ATBS Annual Bait Stations:

1. Comprehensive Site Diagram (digital or hard copy)

2. Measuring device (tape, wheel, etc.)

3. Smartphone (camera for pictures)

4. Long soil probe or screwdriver (looking for rocks, sprinkler lines, etc.)

5. Soil auguring tool (manual, gas or electric powered drill with augur bit)

6. Hard surface coring drill and drill bit (can be hired out to a 3rd party)

7. Personal Protective Equipment (ear, eye and hand

protection for power augers and hard surface coring)

8. Station / cartridge scanning device (if scanning into company software system)

9. Permanent marker or paint pen (numbering stations and/or cartridges)

10. Spider tool (open the Trelona stations)

11. Siesta® Insecticide Fire Ant Bait and/or Advance ® 375A Granular Ant Bait (reduce ant activity)

12. Termidor ® Termiticide (option to treat termite active areas (foam or liquid dilutable))

To make ongoing termite bait station inspections a snap, gather and have the following tools on hand:

1. Tote or bucket caddy (carry tools and supplies)

2. Comprehensive Site Diagram (digital or hard copy)

3. Smartphone (camera for pictures)

4. Knee pads (or kneeling pad)

5. Long soil probe or screwdriver (locating mulch or debris covered stations)

a. RFID Station Locator (another option for covered stations)

6. Spider tool (to open the Trelona stations)

7. Cotter pin/key puller (retrieve cartridges from stations)

8. Clean out auger or melon baller (remove obstructing soil from interior of station)

9. Brush with firm bristles (remove obstructions from station top for lid replacement)

10. Medium size nail claw (cartridge removal)

11. Extra station lids (replacements)

12. Extra Trelona bait cartridges (replacements)

13. Extra Trelona Stations (additions or replacements in vehicle)

14. Soil auguring tool (manual, gas or electric powered drill with augur bit-in vehicle)

15. Station / cartridge scanning device (if scanning into company software system)

16. Permanent marker or paint pen (numbering stations and/or cartridges)

17. Advance ® 375A Granular Ant Bait (eliminate ants from station(s)

18. Termidor ® Termiticide (option to treat termite active areas (foam or liquid dilutable))

Contact your BWI sales representative to purchase these items. Trelona ATBS Annual Bait Stations, training materials and collateral can be found at https://pestcontrol.basf.us/ products/trelona--atbs.html.

Good Luck and Let’s Be Careful Out There!

Dr. Bob Davis, Technical Services Representative, BASF Professional & Specialty Solutions. Dr. Davis is based out of Blanco, TX. He can be reached at 512 657-5913 or at robert. davis@basf.com.

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GREENVILLE-SPARTANBURG GRAND OPENING

Our Greenville-Spartanburg, SC location held an open house on October 14, 2022 celebrating its new location. A ribbon-cutting ceremony took place with the Mayor of Greer, SC and with the President of the Chamber of Commerce, followed by a complimentary lunch. There were numerous giveaways, door prizes, and grand opening specials, and vendors were on-site to answer any product questions.

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75-DAY MOSQUITO ASSURANCE

by Joel Simmons, President of

Carbon based fertilizers are now taking over the industry and this is not about being “organic.” The reason you are hearing so many fertilizer companies talk about carbon in their products is because they are realizing that adding available carbon amendments makes their fertilizers work better. This is because one of the oldest agronomic concepts is being re-evaluated, the carbon to nitrogen ratio.

As the prices of synthetic fertilizers started to rise a few years ago, a lot of companies switched to carbon based fillers and amendments. Then they discovered something interesting - their fertilizers worked better, and the results lasted longer. This is because a carbon based fertilizer provides the microbial populations in the soil the food energy they need to break down fertilizer molecules more efficiently, and completely, into the nutrient forms that the plant can use. This process is how nature intended soil to work.

We still hear the adage that the plant does not know the difference between nitrogen that comes from a synthetic source vs an “organic” source. This is true! The plant does not know the difference but the soil does! Yet another reason why carbon amendments are taking over the industry. When the soil is given a straight diet of synthetic nitrogen it

forces the microbes to work overtime. The microbes need food energy, just like our bodies do, and will use up the stored available carbon in the soil. We are not suggesting that traditional synthetic nitrogen products are bad, quite the opposite. We are suggesting that the carbon to nitrogen ratio must be balanced by introducing available forms of carbon along with the nitrogen. The term “soil burnout” is the definition of when microbes are pushed to break down forms of nitrogen using up too much of the available carbon in the soil leaving little carbon for other microbial functions. This is why it is so important to bring carbon along with the chemical forms of nitrogen to the soil.

The available carbon in the soil holds essential moisture that the plant can use and helps to make nutrients more available. It builds humus by digesting ligneous carbon which when left unchecked becomes thatch in turf environments. Lastly, it keeps beneficial microbial populations active, building “checks and balances” for pathogens reducing disease and insect attack that will cause plant stress.

Since 1988 EarthWorks has been leading the way in the discussion of Biological Soil Management, and manufacturing carbon based fertilizers for the sports turf

and lawn care markets. The concept of Biological Soil Management is an easy one, as simple as “balance the soil chemistry and feed the soil.” When using a quality soil test, like the ones from Logan Labs in Ohio, we can balance the soil chemistry especially the ratio between calcium and magnesium. If magnesium levels are high in the soil, it forces calcium levels down, and the soil will become compacted. This restricts the movement of air and water through the soil taking away the environment that allows for the proliferation of beneficial soil micro-organisms. The idea behind Biological Soil Management is about creating the soil environment where micro-organisms can live, and their populations can grow fast enough to keep up with our changing turf and ornamental soil conditions.

The science of soil biology is not an easy one. Unlike the static nature of chemistry, a living soil is dynamic. We have only identified about 5% of all living micro-organisms in the soil, yet we have learned a lot over the past ten years. We know that turf is predominately dominated by bacteria, and we have discovered that soil bacteria need a lot of simple carbon amendments like composts and sugars. Recently, Dr. White from Rutgers University discovered a process called rhizophagy. This is the cycle where plants bring microbes into their roots, harvest the nutrients saturating the microbial body, and then send the microbes back to the soil to find more nutrients. Rhizophagy completely supports the idea of promoting the growth of beneficial micro-organisms through carbon based fertility.

EarthWorks is continually trying to better understand how a soil really works and seeks out new science and new technologies that build on the concepts of Biological Soil Management. We have learned that carbon based fertility must be very complex with multiple forms of carbon sources to feed such a large and diverse population of soil microbes. Multiple forms of carbon ranging from very available forms to more sustainable forms make up all of the EarthWorks products. We shy away from building linear forms of carbon based fertilizers where only a few carbon amendments are used. This way we can ensure the complete feeding of all the wide spectrum of microbes in the soil that are so important to successful plant growth. In 2022, we reformulated all our liquid Foliars+ products introducing the concepts of EcoAdaptive Technology. This brings all the chemical ratios into balance as nature intended, and significantly increases nutrient mobility, allowing the plant to build amino acids and proteins more efficiently and intracellularly, reducing disease pressure.

Carbon based fertility has changed the industry and will be its future. For the past 35 years EarthWorks, and now many more companies, are seeing and marketing the value of carbon. Lawns that go into dormancy later and come out earlier, better water holding capacity allowing for the needed reduction in water usage, and a healthier soil environment with less disease pressures are all benefits of Carbon Based Fertility and Biological Soil Management.

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The short list for your biggest challenges.

By Traci Pitman

“Jason and I work together great as a team, and I knew it would give us a lot more flexibility with our son, his sports, things we wanted to be involved in at his school,” she said. “I’m usually the more conservative one while he’s like, ‘Let’s jump right in,’ but it was the opposite at that time. I just thought we could do it.”

Jason and Brian Dobbins grew up together attending the same local church, and they both worked at fire departments and did pest control on their days off.

“He was a captain at the fire department,” Crystal said. “Everybody loved him. Everybody knew him because of his firefighting. He grew up here and was raised here, and he started his business here.”

Then, tragedy struck. Brian got sick with brain cancer.

“He knew his life was going to be cut short—it was so sad,” Crystal said. “He and his wife spoke, and he really wanted to offer the business to Jason if he wanted to buy it, or they were going to close it down.”

Buying Dobbins Termite & Pest Control was a big decision to make, but Crystal knew it would push their family in the right direction.

“We both quit our full-time jobs— good jobs with very good benefits— and just kind of jumped right in,” she said. “I knew how well we worked together, and I thought this was a great opportunity for us to create our own schedule.”

They chose to use the Maltese cross for the company’s logo to honor Brian, who’d passed away in 2012. His unit number, 530, appears at the bottom of the cross.

At first, Crystal and Jason shared an office above their garage in the community of Taylors, S.C., a suburb of Greenville, S.C. in the foothills of the Blue Ridge Mountains. Since then, they’ve added six full-time employees and just moved into their first standalone office in the commercial district of Greer, South Carolina.

“So far in ten years of business we’ve never had to advertise,” Crystal said. “It’s all been referrals. To us, referrals are the best compliment we could receive. Our business has grown at a good pace,

When the Dobbins family approached Jason and Crystal Galloway about buying their established pest control business in 2012, Crystal knew that it was the right move for her family.

and we’re excited about growing our business in some of the smaller towns in upstate South Carolina.”

Dobbins Termite & Pest Control offers full pest control, moisture control and termite control services to their clients, which Crystal estimates are 75% residential. Crystal works in the office with a full-time employee who manages the techs’ schedules while Crystal sets Jason’s schedule along with quoting, sales, payroll, insurance, training and general office manager duties.

Soon after they bought the business, Crystal got a call from BWI salesman Myles Ayers. Though they’d been buying from another supplier, Crystal said she remembers telling Jason they should give Myles a shot.

“He has had our best interests at heart for the past eight years,” she said. “Their new facility in Greer, S.C. is closer to our office, and they’re always super helpful and have our orders ready for us. They give us what we need to do our job.”

The thing that surprised her the most about owning a business was how her

team would become like a family.

“Knowing that this is ours, and all of our employees are depending on us to provide them with salaries so they can provide for their families—it makes you want to work harder,” she said. “I didn’t expect how close we would be with our techs. We try to get together with the families and do things throughout the year. We have a text thread where we joke around, almost like roasting each other. We’re all friends, and everybody gets along well and works together well.”

Maintaining that culture is important when they’re hiring.

“We’re extremely picky, so it takes us a little longer to find the right person,” Crystal said. “We’re sending that person into someone’s home who trusts us, so I think it’s good to be picky. Our customers trust that we’ll take care of their home and we won’t try to sell them anything that isn’t necessary.”

On top of those high standards, it takes a special person to excel at a job in pest control.

“We’re looking for employees who don’t mind getting in a crawlspace, or don’t mind being outside in the elements for their full-time job,” she said. “Working in a crawlspace is probably the biggest challenge.”

Crystal said Jason is known for taking care of his elderly customers, especially widows.

“At the beginning it was just us, and we got to know them,” she said. “He has changed light bulbs, installed ceiling fans. He’s taken the trash out before. Just little things around the house. We giggle about it. He’s kind of like everybody’s husband, with a to-do list. They tell him they’ll be his adopted grandmother.”

When Crystal and Jason aren’t running their business or traveling as a family, they spend time giving back to the community. Crystal volunteers with the Alzheimer’s Association of Greenville, and Jason serves on the board of Crimestoppers of Greenville. They also donate to the Greer High School athletic department and sponsor the football team, where their 14-year-old son Tritt is a linebacker.

“We’re just trying to get by raising a teenager,” Crystal said. “It’s just us three, and it’s easy to spoil your children when you have an only child. We try to spoil him with experiences rather than things, so we do a lot of traveling.”

Owning their own business awards them the flexibility they need to travel, give back to their community, and spend time together as a family—just as the Galloways had hoped.

Photographs by Dobbins Termite & Pest Control

Several Co-ops have led the charge in ensuring their members have access to large animal veterinary services. Dusty McClanahan, DVM, currently serves as AgCentral Farmers Cooperative's staff veterinarian and sets as a liason between the Co-op and its animal health partner companies so that member clients can purchase prescribed antibiotics for animals on their operation.

A Prescribed Change

A Prescribed Change

In June, a veterinarian's prescription will be required to purchase over-the-counter livestock antibiotics

In June, a veterinarian’s prescription will be required to purchase over-the-counter livestock antibiotics

Story by Cara Moore

Story by Cara Moore

he Center of Veterinary Medicine (CVM) and the United States Food and Drug Administration (FDA) have regulated how livestock antibiotics will be labeled and obtained, from over the counter (OTC) to prescription only, starting in June.

TThe Center of Veterinary Medicine (CVM) and the United States Food and Drug Administration (FDA) have regulated how livestock antibiotics will be labeled and obtained, from over the counter (OTC) to prescription only, starting in June. With the goal of responsible practices impacting disease prevention and public health, farmers are encouraged to establish relationships with local veterinarians to ensure animal health.

With the goal of responsible practices impacting disease prevention and public health, farmers are encouraged to establish relationships with local veterinarians to ensure animal health.

“No longer will producers be able to walk into any Co-op or farm supply store to buy a bottle of penicillin,” says Dr. Kevin Cox, DVM, chief operating officer of Alliance Animal Care, a wholesale ani-

mal health distribution company. “They’ll now need a strong relationship with their veterinarian. Sure, it’s an extra hoop to jump through, but one that is necessary to prevent misuse and disease resistance.”

2017 when the FDA brought most antibiotics used in the feed or drinking water of livestock under veterinary supervision. Feed containing specific antibiotics requires a Veterinary Feed Directive, while such agents used in drinking water require a veterinary prescription.

The initiative to promote antimicrobial stewardship began in 2017 when the FDA brought most antibiotics used in the feed or drinking water of livestock under veterinary supervision. Feed containing specific antibiotics requires a Veterinary Feed Directive, while such agents used in drinking water require a veterinary prescription.

"No longer will producers be able to walk into any Co-op or farm supply store to buy a bottle of penicillin," says Dr. Kevin Cox, DVM, chief operating officer of Alliance Animal Care, a wholesale animal health distribution company. "They'll now need a strong relationship with their veterinarian. Sure, it's an extra hoop to jump through, but one that is necessary to prevent misuse and disease resistance."

The focus has since turned to other dosage forms, such as injectables, intramammary tubes, topical treatments, and boluses. The affected antibiotics are those considered “medically important,” meaning they are also used in the treatment of hu-

The initiative to promote antimicrobial stewardship began in

man diseases. The most common of these include penicillin, tetracycline, sulfamethazine, tylosin, erythromycin, and sulfadimethoxine, which are often used in the treatment of pinkeye, general infection, calf scours, pneumonia, and other respiratory illnesses.

“The regulations were put in place to protect the integrity of antibiotics so that they can continue to help us in the future,” says Dr. Cox. “If we begin to abuse and overuse them, bacteria will develop a resistance to them, and they will no longer be effective.”

There are, in fact, several types of bacteria that can cause diseases in both animals

The focus has since turned to other dosage forms, such as injectables, intra-mammary tubes, topical treatments, and boluses. The affected antibiotics are those considered "medically important," meaning they are also used in the treatment of human diseases. The most common of these include penicillin, tetracycline, sulfamethazine, tylosin, erythromycin, and sulfadimethoxine, which are often used in the treatment of pinkeye, general infection, calf scours, pneumonia, and other respiratory illnesses.

(See A Prescribed Change, page 6)

"The regulations were put in place to protect the integrity of antibiotics so that they can continue to help us in the

Several Co-ops have led the charge in ensuring their members have access to large animal veterinary services. Dusty McClanahan, DVM, currently serves as AgCentral Farmers Cooperative’s staff veterinarian and acts as a liason between the Co-op and its animal health partner companies so that member clients can purchase prescribed antibiotics for animals on their operation.

future," says Dr. Cox. "If we begin to abuse and overuse them, bacteria will develop a resistance to them, and they will no longer be effective."

There are, in fact, several types of bacteria that can cause diseases in both animals and humans. Because of this, medically important antimicrobials should only be used when necessary and under the supervision of a veterinarian. This practice will prevent bacteria from developing a resistance to the drugs and causing human health implications if a human contracts the disease.

The transition of livestock antibiotics to prescription only will take effect in June 2023. Even before that date, an OTC antibiotic label displaying the statement "Caution: Federal law restricts this drug to use by or on the order of a licensed veterinarian," will mean that product can no longer be purchased without first consulting a veterinarian to obtain a prescription.

Weakley Farmers Cooperative (Martin, TN) Large Animal Veterinarian Dr. Amber Moore says that producers should be aware that a veterinarian-patient relationship (VPR) must be established before prescriptions can legally be issued. This validation occurs when your veterinarian conducts an in-person examination of your animal and is maintained through regular visits to the operation.

"Producers should be proactive in making sure their VPR is up-to-date so they don't lose access to antibiotics that they may need," says Dr. Moore. "It's really not hard to do, and it will make all the difference in being able to address health issues before they become a major problem."

Concerns have been raised as to the shortage of large animal veterinarians across the country and to the limited

availability of some producers in rural areas to access animal health services. According to a recent survey by the American Veterinary Association, only 10% of final-year veterinary students in the U.S. are interested in working with livestock after graduation. Rural veterinarians will likely experience more business because of the antibiotic change.

Many diseases can be prevented through responsible management practices before antibiotics are even required. Dr. Cox encourages producers to put a greater focus on nutrition, genetics, and other factors that contribute to the overall health and durability of their livestock.

This is the perfect time for producers to evaluate what they are doing in their operation to reduce the risk of disease," says Dr. Cox. "Is the livestock's diet balanced? Do they have an effective vaccination and parasite control program?" Vaccines will still be available over the counter and from the veterinary community's view, would be considered a huge component of disease avoidance. Producers and retailers alike will have decisions to make in 2023 on herd health options. The new mandate will likely increase costs for both in addressing disease control.

For more information on the anti-infective ruling, visit the FDA website.

Article originally appeared in the March 2023 issue of THE COOPERATOR.

Weakley Farmers Cooperative Large Animal Veterinarian Dr. Amber Moore, left, encourages producers to establish a veterinarian-patient relationship (VPR) before the livestock antibiotic regulations go into effect in June. In the state of Tennessee, a VPR is valid only after a veterinarian conducts a physical examination of the animal and is maintained through annual checkups.

BWI AWARDS

BWI DIVISION OF THE YEAR: SCHULENBURG, TX

Congratulations to the BWI Schulenburg team on becoming the 2022-23 Division of the Year. Schulenburg edged out Texarkana by 1.5 points. This is their 14th time winning this prestigious award.

BWI EMPLOYEE AWARDS

BWI Employees of the Year

1. Cindy Miksch - Office (Schulenburg, TX)

2. Mike Maxwell - Transportation Coordinator/Relief Driver (Apopka, FL)

BWI Department Manager of the Year

3. Josh Ferguson - Branch Manager (Houston, TX)

BWI Corporate Employee of the Year

4. Bennett Black - Web Developer (Corporate)

From Left to Right: Jeremy Stoever (Transportation Manager), Harold Kalich (Warehouse Manager), Connie Florus (Office Manager), Dennis Brower (Division Manager), and Craig Schulz (Sales Manager).

1.

2.

3.

4.

ROAD TO $100 MILLION IN SALES

BWI-Schulenburg was the first division to surpass $50M in sales when they accomplished this feat in 2011. Eleven years later, they became the first division to exceed $100M with sales of $113,786,208, followed by Texarkana, who ended the year with $100,820,011 in sales. Congratulations to both divisions as they now have set their sites in going over the $113.8M bar in 2023.

TRUCK SAFETY AWARD

BWI Companies, Inc. is the winner of the TXTA Truck Safety Contest in the Intercity Under 2.5 Million Mile Class. We will be presented the plaque during the TXTA Annual Conference Safety/Maintenance Luncheon in San Antonio, TX, on July 27, 2023.

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From left to right: Jim Bunch (President & CEO), Ron Riddle (Executive VP), Dennis Brower (BWI Schulenburg Division Manager, Craig Schulz (BWI Schulenburg Sales Manager), and Robert Bunch (Co President & CAO)

From left to right: Jim Bunch (President & CEO), Ron Riddle (Executive VP), Will Welch (BWI Texarkana Sales Manager), Logan Leschper (BWI Texarkana Division Manager), and Robert Bunch (Co President & CAO)

BWI SCHULENBURG

BWI TEXARKANA

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By Traci Pitman

“The cattle, watching the grass grow, making hay. On a ranch, you raise cattle, you ride horses, you grow up with chickens. You butcher, you see calves being born, you raise pigs.”

It’s a cycle Alan, who still lives on a ranch today, knows well. And at the center of that cycle is the neighborhood feed store. Alan’s father always wanted to own a feed store, and when Alan was 15, the family opened New Braunfels Feed & Supply. Alan immediately went to work for the family store as the carryout boy.

Except for the time he spent earning a degree in agricultural business at Stephen F. Austin State University, he never left. Fifteen years ago, Alan’s parents passed the business down to him.

“They said they had other endeavors and didn’t need the store anymore,” he said. “My dad passed away, but my mom still works here in the office.”

The store services customers of all kinds, from house pet owners to commercial ranchers. Folks travel to the store from all over the Texas Hill Country. Alan said some of their out-of-town customers drive by other feed stores to come to

New Braunfels Feed & Supply.

“We’re a feed store, but we’re kind of a full service,” Alan said. “We sell everything from plants and pet food to chemicals and hardware. Our clients 30 years ago used to be ranchers, but now it’s people with 5-10 acres of land and horses, dogs, goats, maybe gardens. We’re well diversified. We take care of everyone from apartment living to 500-acre ranches.”

In June 2023 New Braunfels Feed & Supply will celebrate its 40th anniversary. And if you ask Alan, the work gets more enjoyable with each passing year.

“Twenty years ago, 15 years ago, it was about the money,” he said. “You’re starting a family, you’ve got to make sure everybody is happy and fed. The older you get, you aren’t as worried about money and you realize how good life is, and then it’s about connecting with your customers. This morning, for example, a woman came in and bought six baby chicks. She said, ‘I couldn’t sleep last night!’ because she was so excited about the chicks.”

Having a business people get excited about, he said, is just plain fun.

Growing up on a ranch gets in your blood.

“That’s where it’s at for me,” said Alan Rompel, owner of New Braunfels Feed & Supply in New Braunfels, Texas.

Alan Rompel with BWI Sales Rep Bob Belanger

“Right now, that means more to me than money,” he said.

even earlier age than Alan.

“I have a picture of him with his nametag on when he was three or four weeks old,” he said. “He had a little pen in his hand.”

Starting at age 14, Trey worked summers at the store. Trey recently earned an agricultural communication degree from Texas A&M University, and he’s next in line to run the business.

“He wants to do it,” Alan said. “He knows what he has, and his biggest fear is screwing it up. He’s a good kid. He’s seen me work hard, and he knows that if he works hard then he’ll do good in life and have a successful business, too.”

That personal connection is what differentiates New Braunfels Feed & Supply from their competition.

“For a while I thought Amazon and online retailers were really going to hurt us,” Alan said. “I thought, ‘You can get all that stuff online; why do people need us?’ But it’s not that way. People come in, they want to talk, tell their story. They want to talk about their chickens, dogs, cats, goats.”

The store’s 15 employees enjoy the banter, too.

“We have lots of great employees, and they just feed off of that,” Alan said. “When we have first-time shoppers in here, we give them a hard time and joke around a little bit. You just joke around with customers and they keep coming back. We keep doing the same core thing, and that keeps driving our business. We get compliments all the time about how good the store is, how nice and helpful our employees are. That means everything to me.”

Alan’s son, Trey Allen, III, got his start at New Braunfels Feed & Supply at an

Alan’s daughters Rachel and Emily, students at Shriner College and Blinn College, also grew up immersed in the family business. He said he hopes one of them will join the business after they graduate.

At New Braunfels Feed & Supply, employees are part of the family, too.

“Our employees—I cannot say enough for them,” he said. “Our office manager Janet runs the store. Our manager David does a great job, and all the people working up front and in our warehouse. We couldn’t do anything without our employees. They’re top notch. We have some great employees who help us out so much.”

BWI Sales Rep Bob Belanger may not be an employee, but he’s been part of the family since he started working at BWI in 1992.

“I can’t brag enough on my sales rep, but I won’t tell it to his face,” Alan said. “Bob does a fantastic job. He’s different from other sales reps. He knows what I want, but he doesn’t push you. He doesn’t sell us things that he doesn’t believe will sell in our store. I let him

Photographs by New Braunfels Feed & Supply

go through the store and do all the ordering because he knows what we need. We give him a hard time, but he’s very good.”

Alan said BWI has been a major supplier for more than 35 years. In 2022, they were the store’s top supplier.

“Businesses like us need companies like them,” he said. “Without them, we wouldn’t have anything. They supply us, and we have supplies for our customers. And without our customers, we would have nothing. It’s a big cycle.”

That cycle also includes their community. New Braunfels Feed & Supply gives back.

“We sponsor everything,” Alan said. “You name it, we give. We do the animal show for FFA and 4H kids, and we sponsor many different organizations. We donate as much as we can. They’re our customers, so we need to make sure we take care of them, too.”

Someday, when it’s Trey’s turn to lead the store, Alan plans to get back to ranching. Until then, he’s having the time of his life.

“Our business is just so strong,” he said. “It’s kind of funny. More and more people find out about us, and we just continue plugging along. We’ve got lots of good customers who come in and just want to joke around and have fun, so that’s what we’re about.”

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The EPA’s Proposed Interim Decisions for Rodenticides: What They Are & What They Would Mean

The US Environmental Protection Agency (EPA) reviews each registered pesticide every 15 years to ensure that a pesticide can carry out its intended function(s) without creating unreasonable adverse effects to human health and the environment. On November 29, 2022, the EPA publish a Federal Register notice announcing the availability of the proposed registration review decision regarding rodenticides and providing the public with a comment period of 75 days.

The November 2022 Proposed Interim Decisions (PIDs) present significant changes to rodenticides. The comment period closed February 13, 2023. Neogen® and other industry leaders, the Rodenticide Task Force, trade associations, non-profit organizations, grower groups, and individuals submitted comments. After consideration of public comments, the EPA will publish an Interim Decision for each rodenticide or group of rodenticides, which finalizes any risk mitigation measures they decide to require. The EPA has not indicated when those Interim Decisions will be published.

The Rodenticide PIDs cover First Generation Anticoagulants (FGARs) - Diphacinone, Chlorophacinone,

and Warfarin; Second Generation Anticoagulants (SGARs) - Brodifacoum, Bromadiolone, Difenacoum, and Difethialone; and acute actives - Bromethalin and Cholecalciferol, and Zinc Phosphide. The EPA identified a number of changes to rodenticides, including product and use cancelation, additional PPE requirements, carcass removal, and reclassifying some products as restricted use pesticides (RUP). The use of RUPs requires certification and licensing in accordance with EPA regulations and state, territorial and tribal laws. Pesticide applicators must know how to apply RUPs properly and effectively. An applicator must be certified in each state, territory, and Native American Reservation where he/she distributes, sells, or applies the restricted use pesticide. If implemented, these PIDs would have a considerable impact on retailers, local distributors, professional pest applicators, and consumers who sell or use these products to control rodents and protect people, property, and public health.

Major Proposed Changes:

• All commercial/professional structural FGAR, SGAR, Bromethalin, Cholecalciferol, and Zinc

Phosphide rodenticides sold in packages 4lbs or greater would be classified as RUPs.

• Cancellation of General Use Pesticides (GUP) products for control of field pests within 100 feet of structures.

• Cancellation of reusable consumer bait stations (1lb or less) and refills. The only products available as general use would be ready-to-use disposable bait stations.

• The Personal Protective Equipment (PPE) requirements for gloves for all products would be changed from waterproof gloves to chemicalresistant gloves with a thickness of greater than or equal to 14 mils (thicker than the current standard).

• APF10 (half-face elastomeric respirators), along with any fit testing, training, and medical evaluations would be required for application of meal baits, tracking powders, grain meals, and waxy/paraffinized or non-paraffinized pellets.

Additional Application Method Changes:

• Cancellation of in-crop (orchards, groves, vineyards, and alfalfa) applications of Diphacinone and Chlorophacinone products.

• Cancellation of spot/scatter and broadcast applications to rangeland, pastureland, and fallow land.

• Cancellation of surface applications of FGARs and Zinc Phosphide on turf, lawns, recreation areas, and other recreation areas.

• Mandatory or advisory statements regarding post application follow up including carcass searches and reporting requirements.

These proposed changes would have a considerable impact on retailers, local distributors, professional pest applicators, and consumers who sell or use these products to control rodents. The consequences would range from additional direct costs for training, certifications, and unnecessary PPE and indirect cost to consumer products and supply chains, as well as reduced protection of food safety, property, and public health. Furthermore, it will decrease treatment efficacy in locations where RUP usage is limited and reduce access to the benefits of rodenticides, which

will disproportionately affect communities based on geography and socioeconomic factors.

Impacts of these proposed modifications could lead to farm and tractor supply stores no longer offering rodenticides. Specific certifications are required for retails stores to sell RUP products. These requirements vary by each state, territory, and Native American Reservation. It would be very difficult for national retailers to meet these specific requirements of additional costs, time, record keeping, and retain added personnel. Having a dedicated staff member with an RUP dealer's license is not always feasible and could mean that these stores would choose to no longer carry rodenticides.

Another impact would be significant property damage and public health and safety hazards for people, children, and pets. The proposed cancellation of general use loose bait formulations for rodents eliminates the ability for consumers to control pests like moles, voles, and ground squirrels in lawns, gardens, parks, and landscaping. These rodent species often carry fleas and ticks and are reservoirs for bacterial and parasitic diseases. Increases in rodent populations leads to the spread of diseases. In addition to these public health concerns, their burrowing poses a safety hazard for children and pets.

Rodenticide products currently available to farm and tractor store customers include general use pesticides

KILLS RATS, MICE AND MEADOW

These options would be eliminated, leaving consumers with two alternatives: buying more expensive, ready-to-use disposable bait stations, or hiring a professional pest control service.

Neogen comments in opposition to these proposed measures can be accessed at Regulations.gov. Neogen is a full member of the Rodenticide Task Force, which includes industry professionals, educators, and scientists who have decades of experience and specialized expertise. Task Force comments opposed to the PID can also be accessed via the link above. For more information on the Rodenticide Task Force, responsible rodenticide stewardship, education resources, and the PIDs, please visit www. responsiblerodenticides.org.

Neogen® is a leader in the development and commercialization of products dedicated to food and animal safety around the world. Neogen not only helps to protect the world’s food supply, but also enables our customers to produce more efficiently and effectively. The Food Safety Division markets dehydrated culture media and diagnostic test kits to detect foodborne bacteria, natural toxins, food allergens, drug residues, plant diseases, and sanitation concerns. While Neogen’s Animal Safety Division markets a complete line of diagnostics, veterinary instruments and pharmaceuticals, nutritional supplements, and biosecurity solutions. Our biosecurity solutions are offered directly into agricultural, companion, and performance animal industries throughout the world. Neogen’s biosecurity solutions include EPA registered disinfectants, insecticides, parasiticides, and rodenticides that help protect us, our animals, and our food supply chain.

All information came from Neogen’s regulatory department – Neogen is a member of the Anticoagulant Rodenticide Task Force (https:// responsiblerodenticides.org/) 888.447.3403

EXPERTISE FROM A NAME YOU CAN TRUST

Cotton rat, Polynesian rat, Eastern harvest mouse, Golden mouse, Meadow vole, Whitethroated woodrat, Southern plains woodrat, Mexican woodrat, and Bushy-tailed woodrat.

The FMC True Champions program was built to support pest management professionals and lawn care operators with easy to earn rebate dollars, marketing materials, and member-exclusive resources.

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PRODUCT REWARDS

PMPs and LCOs who purchase FMC products are eligible for rebates on FMC products, with low minimums and easy ways to multiple your savings.

Business-building solutions

Free CEUs offered through the First Friday Webinar Series. Multiple product assurances and technical and marketing resources.

INDUSTRY COMMITMENT

FMC is proud to support organizations that uplift the industry, such as PestVets, being the longstanding Premier sponsor of NPMA's Legislative Day and Project EverGreen.

WHEN MY DAY IS DONE, I KNOW I’M

IN COMPLETE CONTROL.

Our soft baits have you covered.

It’s that simple reassurance that whatever you face in your day, Liphatech has a solution to meet that challenge. FirstStrike® handles the toughest rodent control challenges; Resolv® is a good choice for budget-minded accounts; TakeDown® II has the power of an acute rodenticide, with the palatability of soft bait; and Flatline® is a versatile multi-feed for light to heavy rodent activity. You can breathe easy after a full day’s work using Liphatech products.

Find out more by visiting liphatech.com or call Liphatech at 888-331-7900.

TECH TIPS: HOW TO ORGANIZE A

MYCORRHIZAL PLANT TRIAL AND ANALYSIS

MYCORRHIZAL BASICS

Mycorrhizal fungi are beneficial microscopic soil organisms that have evolved in a symbiotic relationship with approximately 95% of the world’s plant species over the past several hundred million years. Although these beneficial soil organisms have been a bit of a buzzword in the horticulture world over the past few years, mycorrhizae are not new; in fact, they have been around for hundreds of millions of years, quietly doing their important work beneath our feet.

The relationship between plants and mycorrhizal fungi is a two-way relationship of sharing resources between species: a classic symbiotic mutualism. The endomycorrhizal fungi rely on the plant to survive, and

the plant’s performance and survival are enhanced by these beneficial fungi. Mycorrhizae act as a living extension of the plant’s roots and benefit a plant’s root system development, nutrient and water uptake and efficiency, stress tolerance, and transplant success. For a professional grower, mycorrhizal fungi can shorten crop times, improve plant uniformity, reduce nutrient runoff, allow for longer watering intervals, add to transport and retail resiliency, improve soil quality and health, and ultimately lead to happier plants and happier customers.

With a per-plant investment of as little as $0.0002 - $0.0008 when treated early in the plant’s life cycle, inoculating horticulture crops with mycorrhizal products provides an excellent and inexpensive insurance policy. Once the plant is inoculated and the root system is colonized by the mycorrhizal fungi, this symbiotic relationship lasts the

lifetime of the plant as the mycorrhizal hyphae continue to grow along with the roots. With recent advancements in formulations and carrier technologies, it is now easier than ever for professional horticulturists to incorporate mycorrhizae into their growing protocols, and benefit from this fundamental symbiosis.

Even though it has been estimated that mycorrhizae have been around for over 450 million years, and many of us have been introduced to mycorrhizae through some educational or communication format over the years. Most growers these days know the main features of the mycorrhizal symbiosis, but most of us are still unfamiliar enough with mycorrhizae that we thought it would be beneficial to share with you a trial and analysis protocol for trialing mycorrhizae so you can better determine how the use of mycorrhizae can benefit you and your greenhouse or nursery operation. Plus, even when you’ve already done all of the research, there’s nothing like seeing the results with your own eyes in your own operation.

TRIAL PROTOCOL

The first step in the trial protocol is plant selection. Often growers want to trial “problem” plants. This often is a poor choice. Since the plant is probably a “problem” plant due to several factors that may not all be positively impacted by the addition of mycorrhizae. We suggest you conduct your mycorrhizal trial with a plant that is key to the success of your business and a core part of your plant offering. Mycorrhizae can benefit specialty portions

mycorrhizae use positively impacts your top sellers.

The second step is to determine which type of mycorrhizae positively impacts the plants you want to trial. About 8085 percent of all plants are Endomycorrhizal. This includes most greenhouse crops and commercially produced plants. About 5-10 percent of plants are Ectomycorrhizal. This includes most conifers and many hardwood trees. So, for most nurseries, you will either need an Endo/ Ecto product or trial both an Endo and Ecto mycorrhizal product separately. Five to ten percent of all plants either need a specialty mycorrhiza not commercially available (Ericaceae and Orchidaceae) or the plants are non-mycorrhizal (Brassicaceae and Caryophyllaceae). To be on the safe side, steer clear of the specialty or non-mycorrhizal plants, and if you utilize a product that contains both Endo and Ectomycorrhizae, the vast majority of commercially important crops will be able to benefit. Some companies offer Endo/ Ecto blends in powder formulations that are sold in 1 lb. packaging, making the initial investment in trial mycorrhizal materials very small.

The third step is determining the ideal application method for your crop and production protocols. With the array of mycorrhizal products on the market, there are now mycorrhizal inoculants that can be applied at almost any step in the process. These products can be incorporated/ mixed directly with growing media, added to water and drenched into porous media, used as root sprays/dips, applied

via injector, boom spray, or irrigation, or even mixed with fertilizer directly in the stock tank and applied with a fertilization run. Whatever works best for you, make sure the product you select can be applied in a manner that is efficient for your operation, and be sure to follow the labelled application instructions to ensure the minimum rate of active ingredients are delivered to each plant, plug, or seed.

Fourth, you will set up your A-B trial. The simplest trial is to grow plants with and without the mycorrhizae treatment under similar growing conditions. Avoid adding additional variables, so you can clearly see the difference. Mycorrhizae should make your plant more effective and efficient in the uptake of nutrients and water. Wait to reduce fertilizer and water inputs until you have demonstrated the benefit of adding the mycorrhizae on its own. Under optimal growing conditions found in most commercial greenhouse and nursery operations, mycorrhizal benefits may not be obvious, hence the reason for this protocol. To avoid biological and environmental variables, use large numbers of plants (100 or more if possible) for each treatment. Be sure to label each treatment so you can track the performance of the treated plants. It is also a good idea to physically separate the two treatments. Mycorrhizae can transfer from one plant to another via a

shared water source or physically if the application splashes during treatment.

Fifth, it is time to wait and see the results. Mycorrhizae begin to colonize newly emerging plant roots within a couple of days after inoculation but can be applied before the seed germinates or a cutting starts to root. The benefits of inoculation start to become more prominent to the grower approximately 8 weeks after inoculation. Typically, the plant starts to benefit after 3-4 weeks. For mycorrhizal evaluation trials, it is best to test trial crops with a total crop time longer than 8 weeks. We suggest applying mycorrhizae during propagation phase or after you receive plugs or liners, so you can start the process sooner and see positive results earlier. A grower of young plants (plugs & liners) needs to ensure homogeneity of the mycorrhizal application (soil incorporation or drench) due to the small soil volume in the plant cell. An additional benefit of applying the mycorrhizae earlier is reduced costs, since you are applying the mycorrhizae to a smaller soil volume. Once treated during propagation, the mycorrhizae stay with the plant throughout its entire life and moves with the plant when it gets bumped up into a larger container. The benefits of mycorrhizae will become more apparent when the plant is moved from the plug/propagation tray into the finished container. Typically, you only need to treat plants once with mycorrhizae during production of the plant.

Now, finally, it’s time to analyze the results of your trial! At the conclusion of your trial, analyze the plants and make comparisons between treatments that are important to you, your crop, and your bottom line. Visual comparisons are always good because those are important to both you and the buyer. If you have 100 plants of each treatment, then choose the best 20 plants and the worst 20 plants of each treatment and compare them side-by-side. Compare the top growth and compare the root systems of the treatments. Commonly observed differences include increased roots, shorter crop time, better branching, darker foliage, and more flowers. Typically, if the trial plants have gone under some sort of stress (heat, nutrient, or water) the comparison between the mycorrhizae-treated plant and the non-treated plants will be stronger, and the performance differences will be more pronounced.

PolyZone ®

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