Buylines Spring 2024

BUYLINES Spring 2024

Sometimes, less is more.

Osmocote controlled release fertilizer delivers premium nutriton consistently throughout the season. That means less fertilizer used, less leaching, and more profits. That’s why generations of commercial growers won’t trust their plants to anything else.

It’s time for sedge and kyllinga control to go somewhere new. Arkon™

Herbicide Liquid is there.

Arkon is labeled for use on both cooland warm-season turfgrass across a wide variety of sites, including greens. Arkon controls sedges, kyllingas, and listed broadleaf weeds, and it’s proven to reduce the number and viability of nutsedge tubers.

PBI-Gordon has blazed a new trail for sedge and kyllinga control. Join us.

PRESIDENT'S LETTER

by Jim Bunch, BWI President & CEO

OUTLOOK FOR OUTDOOR ACTIVITIES RELATED TO THE LAWN AND GARDEN INDUSTRY IS FORECASTED FOR CONTINUED GROWTH IN 2024

Many would use the term “reset year” to describe 2023 with strong headwinds from record interest rate increases, inflation, record consumer credit card debt, economic soft-landing discussions and predictions, inventory corrections in the entire supply chain, and a slowdown in housing starts. But the good news is the U.S. economy seems to have adjusted to the aforementioned, and the outlook for 2024 is excellent! Certainly, no one has a crystal ball to see what the future holds for our industry. Still, I am very optimistic about the lawn and garden, farm and ag, turf and landscape, nursery and ornamental, and professional pest control business. Axiom’s Gardening Outlook survey responses are positive, and a few key data points are:

Green goods and plants are the drivers for all products in the lawn and garden industry.

It’s great to see survey responses where the largest percent of Gen Y (ages 25-40) plan to spend more in 2024 vs. 2023. The same and more outpaced less spending by a large percentage.

As we all know, rounds of golf played, landscaping projects tackled and completed, and home gardening all greatly depend on the weather. However, I like having access to market insights and survey data from Axiom.

Being in a very seasonal business, having access to inventory and products based on demand is crucial. Service to our customers is BWI’s top priority and the basis of our foundation. BWI’s success is 100% dependent on the success of our customers. Fill rates, product selection, and a short window for delivery time are what we wake up every day striving to achieve. Now that we are well past the supply chain issues brought about by COVID, our customers should notice an improvement in fill rates for 2024.

Despite economic concerns, respondents spent more money on gardening in 2023 and plan to spend more money in 2024.

Executive Summary

Over 95% of products shipped out of BWI warehouses are transported on a BWI owned and operated truck. This provides the most timely and consistent delivery while minimizing operating costs. We take great pride in operating new, safe, clean, and efficient trucks. BWI is currently rolling out electronic signature/proof of delivery for deliveries on BWI trucks improving efficiency for our customers and BWI. Access to electronic invoices will be on demand, so there will no longer be a need for multi-page delivery invoices.

Respondents plan to plant more and expand their gardens in 2024.

• 48.5% of respondents reported spending more money in 2023 compared to 2022.

• 53.5% of Gen Y respondents and 52.7% of Gen Z respondents reported spending more money in 2023 compared to 2022.

• Future spending for 2024 up 19.5% (those forecasting spending more) over 2022 and more than 60% more than 2020.

• 45.8% of respondents plan to spend more money in 2024 than they did in 2023.

• 55.8% of Gen Y respondents and 43.4% of Gen Z respondents plan to spend more money in 2024 than they did in 2023.

• Home improvement (25.6%) and eating out (20.8%) were cited as the top 2 spending areas among respondents who spent less money on gardening 2023.

Despite returning to work, respondents spent more time gardening in 2023 and plan to spend more time gardening in 2024.

• 45.3% of respondents reported spending 50-100% more time in their gardens in 2023 compared to 2022.

• 59% of Gen Z and 54% of Gen Y respondents reported spending 50-100% more time in their gardens in 2023 compared to 2022.

• 14.5% more spending time gardening than in 2022.

• 50.5% of respondents expect to spend more time gardening in 2024 compared to 2023.

• 56.4% of Gen Y and 54.3% of Gen Z respondents expect to spend more time gardening in 2024 compared to 2023.

• Working more (30.2%) and bad weather (20.6%) were cited as the top 2 reasons among respondents who spent less time in their gardens in 2023.

• 64.7% of respondents plan to plant more and expand their gardens in 2024.

• 76.2% of Gen Y and 71.2% of Gen Z respondents plan to plant more and expand their gardens in 2024.

Independent garden centers important sources of new and unique plants and information.

• 59.9% of respondents reported the same number of visits to independent garden centers, and 19.5% reported more visits to independent garden centers in 2023.

• The top 2 reasons for visiting local garden centers were more plant choices (27.1%) and new plant varieties (19.7%). Among Gen Z respondents these percentages increase to 25.7% and 22.5%, respectively.

• 28.3% of respondents name local garden centers are the number 1 place for learning about new plants and gardening supplies. Websites and social media are number 2 and 3 sources at 27.7% and 22.2%.

Top 3 gardening projects for 2024 include curb appeal gardens, creating vegetable gardens and growing new kinds of vegetables and fruits.

• 57.6% of respondents reported their #1 2024 project is creating front of the house plantings that increase the curb appeal. For Gen X respondents, this percentage increases to 61.4%.

• 44.1% reported creating vegetable gardens as their #2 project.

• 36.9% reported growing new kinds of vegetables and fruits as their #3 2024 project. For Gen Y respondents, this percentage increases to 45%.

Executive

The efficiency initiative continues as the transition of supplier partners to EDI (Electronic Data Interchange) purchase orders and invoices evolves. At the end of BWI’s calendar year 2023, we processed over 70,000 EDI transmissions. This equates to less paper and less room for errors and costly labor.

Summary

The BWI field sales team is now using a more efficient, BWI created field order entry system, which allows our sales team to spend more time helping customers with their planning.

BWI’s information technology team continues to enhance the BWI website to simplify menu dropdowns and search features, increase speed, and make online payment user-friendly. If you haven’t used BWI’s website to pay, it is worth trying to save time and money vs. paying via check. Also, a BWI mobile app will be released to both Apple and Android stores later this year. The app will allow BWI customers an additional way to search for products quickly and place orders easily.

BWI will offer an in-person and online-only EXPO again this year, and we are excited to return to Fort Worth, TX, from September 16th to 18th.

As has been the case for many years, our industry continues to see mergers, acquisitions, and

consolidations. This is nothing new and will always be the case. One of my favorite songs is by Luke Combs and is called “Doin’ This.” It starts, “Someone asked me once in an interview what was growing up like, where’d you go to school?” One question asked of BWI is, “What is the difference between private equity and privately held companies?” My answer is simple: as a small, privately held company, we at BWI focus and base decisions on how we service customers and bring value to the supply chain vs. short-term financial returns.

In closing, on behalf of BWI and the Bunch family, I want to say THANK YOU to our customers and suppliers for all your loyalty and support as we enter our 66th year in business!

Have fun, be safe, and make some money along the way!

About Axiom

Since 1993, Axiom has served North America's best known horticultural, agricultural, building products and utility companies.

Axiom uses market insights to drive strategies in sales,innovation and market communications, which accelerates purchase decisions and business growth.

Headquartered in Minneapolis, Axiom is a fully integrated team based in Charlottesville, VA; Charlotte, NC; and Cedar Rapids, IA.

We are not a traditional marketing agency. Our team is comprised of industry veterans who've led businesses from start-ups to Fortune 500s. We're not just marketing professionals and journalists. We're gardeners, marketing managers, product developers, and data scientists with real world experience and similar responsibilities to those of our clients.

Our intimate understanding of the verticals we serve helps us solve your biggest challenges faster for quicker ROI and sales acceleration.

New from Wind River®

We’re thrilled to introduce the latest offerings from Wind River® — our gorgeous new meditation chimes (available in 2 convenient sizes), a striking new black version of our popular Festival® chimes, and of course, the lively new color from our best selling Corinthian Bells®, Sky Blue.

All are in stock and ready to ship. Order yours today to bring them to your store.

From QuickLock™ and Classic Steel Edging to durable sign holders, our made-in-the-USA prime steel products give you the edge you need to redefine and reinforce any outdoor space. U.S.

• #1-selling granular bait in the U.S. • Won’t

Stokley Nursery has grown from a $750,000 company in the early 2000s to doing more than $20 million in business annually today. That kind of growth does not come without significant changes to the business model and forward-thinking leadership, especially for a small, family-owned horticulture business in southern Alabama. That kind of growth is the kind you learn about in a business class, the kind you lean in and examine closer, because that kind of growth is life changing, not just for the owners, but for their 160 employees and the community, and the state of Alabama. That kind of growth is the kind BWI likes to be a part of — explosive.

Blane Stokley, son of Lyle Stokley, and his brother Brandon came back to join their dad’s family business after graduating from Auburn University in 2006 and 2004 respectively. Together, the three businessmen took Stokley Nursery from one 34-acre growing plot to over 300 acres today. The company now focuses on not only retail, but wholesale, business to business and filling the role of supplier as well. The part that really stands out is how they’ve managed to keep up with changes in the economy, the horticulture industry and ever-changing workforce and supply struggles.

Blane prides himself on being a part of a multi-generational family business — currently Stokley Nursery has three generations working together to make the day-to-day operations run seamlessly.

“My dad is still in the business. My brother Brandon is the President, and I take care of new genetics and programming,” he said. “We have a great team, lots of seasonal employees, and an awesome sales team. We’re currently in over 400 Home Depot stores.”

Stokley Nursery specializes in providing the best plants and garden products to

By Lisa Thompson

their customers, which is why the relationship with BWI is so important to them.

“The relationship with Chase [Norris], BWI Sales Representative, is what keeps us coming back to BWI,” Stokely said. “The way he goes above and beyond for us as a company is second-tonone.”

Norris has been managing the Stokley account since 2011.

“There are a lot of suppliers out there,” Stokley said. “All of them have just about the same prices, but where Chase and BWI win is in his quality of service and the time he dedicates to making sure we are taken care of. He makes it not as hard. He knows what we need and when we need it and is prepared to help me when we work together. I don’t even have to think. Most of the time he anticipates my orders and will make sure I realize if I can save money somewhere. I’m very thankful to work with a guy like Chase.”

The feelings are mutual, as Chase Norris has good things to say about Stokley Nursery as well.

“The entire family is fun to work with,” Norris said. “The way they take care of the community, and how supportive they are for other small businesses

and individuals is impressive. They work so hard to provide quality products for southcentral Alabama, and the reputation they’ve earned as a community-minded business is worthy of recognition.”

As a local company, Stokely Nursery is deeply committed to the community and strives to make a positive impact through their business practices.

“We believe that gardening is not just a hobby, but a way of life, and we are dedicated to sharing our love of plants with our customers,” their website states. “Our passion for gardening has been passed down through the family, and we take pride in offering high-quality plants and exceptional customer service.”

The Stokley family has been growing the best shrubs, trees, azaleas, and hardy ornamentals for the last 47 years, with an abundance of annuals, perennials, groundcover, roses, cycads, palms, ferns, tropicals, houseplants, and succulents. They also offer many types of trees, including fruit, flowering, and shade varieties. The aim is to offer the same plants sold to Garden Centers around the Southeast to their local neighbors.

The two locations of Stokley Garden Express, a retail business, ooze customer-minded appeal, and a welcoming atmosphere. The first is located at headquarters in Semmes, Alabama and the second is the flagship store located on Government Street, in the heart of midtown Mobile, Alabama. Both locations feature a unique outdoor plant area and Garden Center Shop.

made of carefully selected, high-quality ingredients that ensure the perfect growing conditions for plants.

Stokley Garden Express is a one-stopshop for all a customer’s gardening needs. There, Stokley offers a wide variety of soils, chemicals, and tools essential for any garden. Their extensive inventory includes everything needed for a beautiful and healthy garden, from the best soil to premium fertilizers to make plants thrive.

One of the most popular product categories at Stokley Garden Express is the selection of soils. They carry a wide range of soils from top brands like FoxFarm, which is known for producing high-quality soils that help plants grow strong and healthy. FoxFarm’s line is

“The thing that really blows me away about the Stokley family is the way they invest in their community,” Chase said.

Blane Stokely agreed that the family values the business runs on lead to a lot of giving back. Specifically, Stokley Nursery supports two great causes, not just locally, but nationally.

“One cause we’re passionate about is called Aubrey’s Army,” Blane said. “which is raising money for childhood cancer research. The other is called Donna’s Hope, which is an organization funding reconstruction surgery for breast cancer survivors. Both are worthy causes, and we’re happy to be able to give back to our community.”

What Stokley Nursery is doing is a great example of what hard work and family values can create when applied to the American dream of owning a business. Not only are they employing hundreds of people, meeting customer demands, helping their community, and being good neighbors, but they’re having fun while doing it.

“Our goal has always been to create plants others don’t have,” Blane said. “With all the new products and plans, the future is very bright.”

WEDNESDAY, JUNE 12, 2024

Put your bed bug program into high gear

Start eliminating bed bugs within 10 minutes 1

Bed bugs are a tough challenge. Low-level infestations are hard to detect, and these pests are always adapting to treatments. If not handled quickly, they can be a customer’s worst nightmare.

At Envu, we understand the struggle — it’s why we offer products like the exciting new Temprid® Dust. Coming to market soon, this solution will offer quick knockdown of even resistant strains of bed bugs, and its lighter formulation will allow it to not only work on accessible surfaces but also hard-to-reach areas to ensure thorough coverage.

“I advise pest management professionals to use Temprid Dust in a duster where they can apply it inside cracks and crevices to control these pests. Like all dust products, avoid piles to get the best results.”

Matt Remmen Envu Senior Technical Market Development Manager

The fast-acting formula starts eliminating bed bugs within 10 minutes and provides protection that lasts for years in dry, undisturbed environments. Together with Temprid® FX insecticide (the #1 product for treating bed bugs2 on the market) and the TruDetx™ Bed Bug Rapid Test, you’ll have a more comprehensive approach to taking down bed bugs for good.

Scan to learn more about Temprid Dust and other innovative bed bug solutions.

1Protocol OE18USAXKD.

2Based on the percent of respondents who mention Temprid FX.

Source: http://npmapestworld.org/default/assets/File/newsroom/magazine/2015/ Nov-Dec 2015.pdf.

ALWAYS READ AND FOLLOW LABEL INSTRUCTIONS. Environmental Science U.S. LLC, 5000 CentreGreen Way, Suite 400, Cary, NC 27513. For additional product information, call toll-free 1-800-331-2867. www.envu.com. Not all products are registered in all states. Envu, the Envu logo, Temprid® and TruDetx™ are trademarks owned by Environmental Science U.S. LLC or one of its affiliates. ©2024 Environmental Science U.S. LLC.

NEST SYNDROME

Extinguish® Plus fire ant bait combines the knock-down power of an adulticide with the long-lasting control of an insect growth regulator (IGR), killing worker ants and sterilizing the queen. This two-way action eliminates fire ant colonies — and the property damage they cause.

Learn more about Extinguish® Plus at CentralAntControl.com or contact your BWI representative. 4

As a professional who works in crawl spaces and basements, your reputation hinges on reliability, customer trust, and quality assurance. That’s why we’re proud to introduce the new Santa Fe Total Peace of Mind 6-Year Warranty, the most comprehensive and reliable warranty on the market.

Industry-Leading 6-Year Warranty:

Experience unmatched confidence with our comprehensive 5-year replacement and additional 1-year parts warranty. We stand behind our quality, so you can too.

Unparalleled Reliability:

Equip your business with a dehumidifier designed for longevity. Santa Fe Dehumidifiers deliver sustained performance, reducing callbacks and enhancing customer satisfaction.

Cost Effective Solution:

Minimize operational disruptions and save on longterm costs with a product that’s built to last. Our warranty ensures you’re covered, letting you focus on growing your business without unexpected expenses.

Stay in control of ants all year long with proven solutions

Maxforce® Ant Solutions provide a variety of options so that you can control ants no matter the species or season. Our granules, bait gels and bait stations solve different challenges to maximize your success, so you’ll get the results you and your customers expect every time you apply Maxforce products.

by CRF Trials: Best Practices for Success

Nelsons Osmocote

nursery. Commercial nurseries are businesses, not university research stations. Most CRF commercial nursery trials limit data collection to the basics such as irrigation water analysis, rate confirmation, periodic media ec, and pH readings, and media and tissue tests. Often, the most valuable assessment is the observation of plant quality, color, size, root health, etc., that’s easy to see with the naked eye.

When selecting crops for trialing, it’s imperative to identify the most valuable crops you grow, the most difficult, new crops, and those with the lowest profit margins where even a modest shrink-rate reduces profitability. Keep the number of treatments small and replicate blocks, instead of individual plants, if possible. Don’t randomize (mix) treatments in blocks unless you have a dedicated staff

capable of managing a complex trial. Randomizing and derandomizing treatments is time consuming and often makes the trial difficult to manage. It’s often easier to set up two small trials with different objectives than one large trial with multiple ones (the KISS method is often best for most nursery trials).

The analytical data (ec, pH, solution, media, and tissue tests) provides insights that can be used in future crops, especially when combined with quality photographs that provide a visual reference. Keeping good records (from trials or regular production) is one of the best ways to avoid repeating mistakes,

and a good way to begin and maintain a continuous improvement process. You may not be able to do this for every crop, but creating a database of on-site trials that can be periodically reviewed is good plant health management.

Set trial review dates in advance and stick close to the review schedule. Make sure you know what data you need to record and assign it to an appropriate stake holder(s). Review frequency will vary by crop and duration. Trees with a production cycle of 1218 months can be reviewed less frequently than poinsettias or perennials that have a 120150 day production time. Try to formally review the trial at least 4 times: at establishment, twice as the crop is growing, and the final review. Take good

Bloom Liquid Feed

Bloom Trial Dallas, TX

photos that capture differences in treatments and annotate them with treatment used, planting date, photo date, and a quality rating. You can use these photos to correlate lab results. Taking good notes is also important and will come in handy when making decisions about how to implement the lessons learned in the trial.

The final review is a critical element of trialing. But it’s also worth noting that many trials at commercial nurseries never get a final review. Often, trial plants are sold, pulled, and shipped prior to the end of the trial. The saying goes: “if plants are pulled from trials, the first ones selected are the winners”. This may be expedient, but the downside is you can’t evaluate the results if the plants are gone. The work done cannot be completed, and the benefits are greatly limited.

Once all the data has been generated, capture it in a format that is easy to understand, catalog and share. Make sure to review the results with the trial stakeholders and agree on the lessons learned. If the results warrant it, produce an actual crop or two using the best treatments from the trial. Make sure to implement them in stages to reduce the risk of encountering unforeseen problems and ensure the intended results are replicated. Make changes to your CRF program only at a pace commensurate with your risk tolerance. Surprises do happen, so be prepared to act if something significant arises.

When implemented correctly, trials can lead to increased productivity and profitability and the lessons learned will improve your production practices. They’re also an opportunity to strengthen ties with your fertilizer and distributor representatives and tap into their knowledge while they learn from you. To discuss developing a trial plan, contact your local BWI representative, or ICL Territory Manager.

DURENTIS™ VOLUME BUY PROGRAM

Offers valid March 1 – May 31, 2024. Terms through July 31, 2024.

Durentis™ insecticide offers season-long protection from all grub species, and turf caterpillars including armyworms, and cutworms. This highly concentrated formulation of chlorantraniliprole offers applicator flexibility, allowing for early application and at the lowest use rate in its class for control that’s flexible, cost-effective and long-lasting.

To qualify for the program, end-users must be enrolled in FMC True Champions. Sign up for free at fmctruechampions.com to start earning rebates.

FMC, the FMC logo, True Champions, and Durentis are registered trademarks of FMC Corporation or an affiliate. Always read and follow label directions. This program is confidential to its recipient. FMC reserves the right to change any or all features associated with this announcement at any time. ©2024 FMC Corporation. All rights reserved.

UPDATED PRODUCT AMERICAN SERIES GATES AND PANELS

Tarter’s American Gate is perfect for access between pastures, entryways and designed for light confinement. It measures 50” tall with vertical z-braces and is constructed of 1¾” steel tubing.

This gate is now manufactured with our unique Fusion Weld Process*. This creates a nearly invisible weld by merging steel joints together with powerful electric currents, forming strong, durable bonds.

Featuring a corrosion-resistant finish, the gate is available in a variety of sizes from 4’ to 20’ and comes ready to hang with all hardware included. It ships with a snap chain, welded chain latch, 6” screw-in hinge pins, an adjustable top hinge and welded hinge on the bottom.

The year 1951 in southcentral Kentucky brought with it the costliest ice storm on record, with frigid temps creating chaos and hardships for an area of more than 100 miles wide from Louisiana to West Virginia. Internationally, the Cold War raged on, and the Korean War gained more traction, but back at home in the United States, oil was being discovered in and around Bowling Green, and plans for a new steam plant that would employ thousands and strengthen the local economy were underway nearby. Business seemed to be booming in Kentucky, and the promise of the American Dream was never far from mind. Entrepreneur Harold Cook, founder of Guarantee Pest, chose 1951 as the backdrop for founding the successful multi-state pest control operation.

Jimmy Blankenship’s father, Jenner Blankenship, started working as a technician for Guarantee Pest in 1957 after a United States Air Force career, learning the industry, and teaching his son the ropes along the way. In 1970 after the death of Harold Cook, Jenner Blankenship took over as general manager, and when Jimmy was 16

years old, he left the family’s dairy farm and came to work at Guarantee in the summer as a tech helper.

“I loved the work,” Jimmy said. “I love bugs. The insect world just fascinated me. I went straight into full time pest control and never looked back.”

Jimmy, who is celebrating 50 years in the pest control business this year, and his dad, Jenner, started their own company, Blankenship and Sons Pest Control in 1975. In 1995, Jimmy bought Blankenship and Sons from his dad, and then in 2000, had the chance to purchase Guarantee Pest.

“I’ve been a customer of BWI for several years, and absolutely love this company,” Blankenship said. “David

By Lisa Thompson

James, who is now retired, and Mark Cavanaugh have been my chemical reps since around 1990 and have been a valuable resource for technical support as well as keeping me updated on all the coming trends. I am not just a customer at BWI; we are friends.”

Guarantee Pest has had much success in the 73-year existence of the company, and has seen steady growth year over year at about 5% or more annually, allowing Blankenship to recruit, train and maintain quality employees. The average experience for technicians at Guarantee Pest is 21 years, an unheard-of feat in the industry.

“That’s been one of the factors that has made Guarantee so successful,” Mark Cavanaugh, BWI Sales Representative said. “They have seasoned technicians who know everything there is to know, and they recruit young people who are energetic to learn. The mix of experienced technicians and fresh new perspectives keeps their workforce ready to serve their customers.”

Jimmy Blankenship agreed that his

workforce is one reason the company has been able to remain successful.

“The most challenging thing for me in the last few years is the unstable truck, gas and equipment issue,” Blankenship said. “Prices are crazy and some things have just not been available when I needed it, so I have learned to plan purchases months in advance and always have extra on hand.”

“We have an amazing staff and they are the reason for our success,” he said. “The most important thing to me has always been to operate as a family business and treat my employees like family. We try to always put their family needs above our business needs. It makes for extremely loyal folks working together for each other. Our culture of caring is a lifestyle and business style that is becoming less popular, but it can be done. It needs to be done. I try to live it out every day.”

Jimmy’s care for his employees is evident in his business culture. A quick scan of his website can prove it, as each employee is profiled both professionally and personally, ranging from their decades worth of experience in the pest control industry to their hobbies of drumming, enjoyment of dirt track racing, their German Shepherd named Charlie, and eating oatmeal pies for breakfast. Those kinds of details make it easy to see that the people-first culture at Guarantee Pest is alive and well.

It's also been a family business for decades, as Jimmy’s dad Jenner came back to help him run it after acquiring Guarantee, and now his nephew, David, is part owner.

In addition to a warm internal culture, Guarantee Pest has a great reputation with customers as well.

“We do all kinds of pest and termite

control, and focus on giving better service and better science,” Blankenship said.

"Our mission is to Create a Culture of Caring. We want our employees and our customers to understand they come first, and constantly focus on always doing the right thing, even if it’s painful.”

“On the job training and seminars were and still are my main source of education,” Blankenship said. “We provide our customers protection from and eradicate all the typical domestic pests, including ants, bed bugs, bees, fleas, mice, mosquitoes, roaches, spiders, and termites. One of the ways we take care of our customers is by offering a treatment with Termidor, a chemical we get from BWI. Like many other termite control products, Termidor is a liquid – but that’s where the similarities end.”

According to Guarantee Pest’s website: “Among liquid termiticides, Termidor is in a far more effective league of its own. Termidor is undetectable-termites neither avoid its treatment zone nor try to find a way around it. Even other nonrepellent liquids can’t match Termidor’s unprecedented performance or success rate. Some claim to be “nearly,” “virtually,” or “almost” as effective, but the difference between “almost as good as Termidor” and Termidor itself can make all the difference in the world when it comes to ensuring your home is termite free.”

In addition to taking care of their employees, and their customers, Jimmy Blankenship and Guarantee Pest is active in caring for the community, specifically children.

Mark Cavanaugh has seen it first-hand.

“Guarantee really does so much for the community of Bowling Green,” he said.

Photographs by Guarantee Pest Control

“They’re always giving back and actively involved. Bowling Green, Kentucky would look a lot different without the philanthropic work of Jimmy and his company. They’re just genuinely good people.”

Guarantee supports several nonprofits through giving and hosts two events for the community each year.

“Our Trunk or Treat, brainchild of India Blankenship, started in our parking lot with 12 trunks and we had 750 folks come through,” Jimmy Blankenship said. “That was seven years ago. We realized the need was huge and we have grown to

about 65 trunks in 2023 and 10,000 folks coming through our event.”

Guarantee also hosts a cereal drive each year, an event that helps family resource officers provide food to hungry families.

“Last fall, with the help of our communities, we were able to collect and distribute in excess of 12,000 boxes of cereal through our area school systems,” Blankenship said. “Our Blankenship and Sons office manages Be The Change, a non-profit benefiting children in the foster care community. Ashley Pardue, our Blankenship and Sons’ office manager, was the leader in this endeavor. We supply clothing, toiletries, shoes, and personal items such as a pillow and blanket of their own. All packed in their own gym bag. As you can see, we are very serious about taking care of the children in our area.”

Because of their people-first culture, their dedication to growing the business and the industry, their service and benefit to the community, and for so many other reasons, Guarantee Pest, under the leadership of Jimmy Blankenship, is essential to the success of Bowling Green, Kentucky as a community, to thousands of customers, and to BWI Companies.

Marengo® herbicide works as hard as you and your growers do. Putting its preemergence control to work for you provides up to eight months of broad-spectrum control of over 98 different weeds. Plus, its long-lasting residual control means fewer repeat applications, helping you save on labor and your bottom line. Marengo herbicide is weed control that’s always ready, always working and always on — just like you.

Calculate your herbicide costs at us.envu.com/marengo-calculator

Get continuous weed protection for up to eight months at us.envu.com/marengo

Coming Soon:

Mobile App

This mobile app will revolutionize how you shop by allowing you to search for item information, scan item barcodes, and order the inventory you need on the go from

for item details? Type in the BWI item number, a product description, or even the manufacturer’s item number, and gain instant access to the product information you need most.

Scan Items – If looking at a product or a flyer, skip the manual entry and use the scan feature. Scan the UPC or barcode available and the information will automatically populate.

Ordering – This app will allow you to order product anytime and anywhere, right from the palm of your hand. You can view product purchase history, pricing, and current open orders. We have complete website and mobile app order interchangeability to make things even easier. With the same login information, you can start, finish, or edit orders via the mobile app, website, or a combination of the two.

*You must have a BWI Companies account to use this app.

APOPKA, FL LOCATION

Built from the ground up, BWI Apopka opened in its new distribution center in September 2001.

Like any business, we focus on receiving and shipping in the warehouses. At the same time, the office handles customer service, sales, purchasing, and will-call sales. Sometimes, as a business, we must step back and look at the physical condition of our buildings, offices, and vehicles. When Kurt Grade, division manager of BWI Apopka, joined us in late 2023, his first request was to refresh the offices and showroom. Kurt started by listing what needed to be done and in what order. The quotes from local contractors began rolling in.

The first item listed was paint, which included offices, restrooms, and a showroom, which was 7,614 sq ft and required 50 gallons of paint. The flooring came next. We removed all the office cubicles, and all office employees in the cubicles were moved into the showroom with temporary tables and chairs. The carpet and VCT tiles were removed, and commercial-grade LVT was installed in all areas.

While the interior work was underway, the exterior of the building was getting attention as well. Dead grass was removed and replaced with fresh Pro Vista St. Augustine sod. Fourteen exterior windows were ordered to replace the 23-year-old storefront windows that had lost their seal and were almost opaque. A new storefront door was also ordered to replace the existing customer entrance door.

GETS A FACELIFT FOR 2024 AFTER

Back to the interior, new office blinds were installed throughout the office. Some areas had no blinds before, and others were worn and outdated. Once all the new flooring was down, new cubicles were installed in the main office area, and new desks and furniture were installed in all the private offices. Included in the furniture replacement were break and conference room furniture. New shelving for the showroom was purchased, and they are in the process of getting placed and stocked for customers to shop and purchase needed items.

The final piece is the new custom-built showroom counter for the customer service team to serve our customers better.

This was a six-month project, but the benefits from this project outweigh the disruption. The BWI Apopka office employees are thrilled with the new renovation and work environment it has offered.

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BWI now utilizes the delivery management software Onfleet, providing you with a superior delivery experience.

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IMPORTANT SAFETY INFORMATION: Do not use in beef calves less than 2 months old, dairy calves and veal calves. A withdrawal period has not been established for this product in pre-ruminating calves. Additionally, the following meat withdrawal and milk discard times apply: SAFE-GUARD® ENPROAL® Type C Medicated Block: Cattle must not be slaughtered for 11 days. For use in beef cattle only. SAFE-GUARD 20% Protein Type C Medicated Block: Cattle must not be slaughtered for 16 days. For use in beef cattle only. SAFE-GUARD Type A and other medicated feed products (pellets, cubes, free-choice mineral, or free-choice liquid): Cattle must not be slaughtered for 13 days. For dairy cattle, the milk discard time is 60 hours.

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BWI DIVISION OF THE YEAR: DALLAS, TX

Congratulations to the BWI Dallas team on becoming the 2023-24 Division of the Year.

BWI EMPLOYEE AWARDS

BWI Employee of the Year

1. Alex Cain (with Logan Leschper, BWI Texarkana Division Manager) - Office (Texarkana, TX)

BWI Department Managers of the Year

2. Randy Hutcherson - Transportation Manager (Texarkana, TX) (Not Pictured)

3. Chris De La Cruz (with Rick Newell, BWI Dallas Division Manager) - Warehouse Manager (Dallas, TX)

BWI Corporate Employee of the Year

4. Tammy Cope (with Jim Bunch, President & CEO) - Purchasing Agent (Corporate)

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The Importance of Balanced Pet Foods Controlling Minerals

Dr. Karen Wedekind and Dr. George Collings

What is a healthy diet for your pet? We look to many places for information to help us make the best decisions to keep our pets healthy, but are those sources telling us all we need to know? The following article was written by Doctors Karen Wedekind and George Collings, leading specialists in pet nutrition, with a combined 70+ years in their craft. Using fact-based research, they illustrate nutritional value provided by different pet food ingredient formulations, compare those values to recommended healthy levels, and discuss the potential risks to animals when foods are mis-formulated.

Over the last three decades, the amount of protein in pet foods has increased by higher levels of meat products and stressing a meatfirst formulation. The implication is that more protein is better for the health of their dog. In nutrition, more is often not better, but it is just ‘more.’ By stressing increased meat protein, many nutrients are over-formulated leading to imbalance issues (see Table 1). This is especially true with protein, fat, calcium, and phosphorus. In general, the higher the inclusion rate of meat products in pet food, the higher is the concentration of calcium, phosphorus, magnesium, and other micro-minerals.

Similarly, based on a survey of 194 wet and dry dog foods (Table 2), Calcium concentrations averaged 1.4%; Phosphorus concentrations

averaged 1.1%. These values are similar to other published nutrient profiles for dog and cat food (SACNIV 2000) and are 2-3 times

of their dog. In nutrition, more is often not better, but it is just ‘more.’ By stressing increase

Fat, Brewer’s rice,

Table 2 Ranges, mean and median Calcium and P concentrations in commercial pet foods 1

AAFCO recommendations (2024). Unpublished data has shown even higher values in mis-formulated pet food.

What are the implications to these higher levels? Elevated concentrations of calcium and phosphorus can have detrimental effects on bioavailability of trace minerals. The antagonistic effects of calcium and/or phosphorus are detrimental for iron, manganese, copper, and especially zinc. Studies have demonstrated higher zinc requirements in dog foods containing elevated levels of calcium. Puppies fed a typical diet containing 33 mg zinc/kg and 1.1% calcium developed zinc deficiency, whereas puppies fed the same zinc level and lower calcium did not. Zinc deficiency was observed in puppies fed 20-35 mg zinc/kg and 2.64 % calcium. Control puppies fed the same diet but supplemented with 120 mg zinc/kg grew normally with no signs of zinc deficiency.

Reports of naturally occurring zinc deficiency in growing dogs fed cereal-based, high calcium pet foods have been documented (NRC 2006). AAFCO recommendations for puppies (e.g., 100 mg Zinc/ kg diet), are significantly higher

than NRC (e.g., 60 mg Zinc/kg), because of higher calcium levels present in some commercial dog foods (AAFCO 2024). The problem with feeding higher levels of zinc (or other trace minerals) is that

Figure 1. Mineral interactions. Minerals connected by a line have been shown clinically or experimentally to interact with the other mineral (Richards et al. 2007).

these concentrations can negatively affect bioavailability of other micronutrients (e.g., iron, copper). Another option would be to formulate with chelated forms of minerals.

Many potential interactions between minerals are possible. As early as 1970, it was proposed that mineral elements whose physical and chemical properties are similar will act antagonistically towards each other. While structure and valence has proven to be useful to predict which minerals would be negatively affected by each other, it does not explain all of the observed nutritional interactions as shown in Figure 1.

Excess macro-minerals (calcium, phosphorus, sodium, iron, potassium) increase the risk of a number of dog and cat diseases. For example, phosphorus restriction (and protein) slows the

progression of kidney disease. Because detection of kidney disease in initial stages is difficult, avoidance of phosphorus excess is recommended for prevention of kidney disease. Restriction of magnesium and phosphorus (and protein) is recommended for avoidance of struvite uroliths, whereas restriction of calcium and phosphorus is recommended for lowering risk of calcium oxalate stones (SACNV 2010). Excess of calcium (and energy), together with rapid growth, predisposes largebreed dogs to osteochondrosis and hip dysplasia. Interestingly, chelated trace minerals have been shown to decrease incidence of tibial dyschondroplasia (lameness) in turkeys and decrease culling rates in sows.

Elevated trace mineral concentrations are also common in pet foods relative to AAFCO recommendations. Selenium and

iodine concentrations are especially high in canned feline diets containing fish or seafood (e.g., 10-20 times the minimum recommendations); iodine is high in some canine canned diets. In people, 10 times the recommended iodine intake can cause thyroid dysfunction. A link between selenium, iodine and thyroid disease in dogs or cats has not been proven, but both minerals are involved in the metabolism

of triiodothyronine (T3) and thyroxine (T4) thyroid hormones.

A number of epidemiological studies indicate greater incidence of hyperthyroidism in cats consuming wet foods (i.e., 2 to 4-fold higher incidence in cat populations consuming wet foods relative to cats consuming dry foods only). Higher selenium concentration may be a risk factor that increases prevalence of hyperthyroid disease in cats and higher Iodine may be a risk factor for hypothyroid disease in dogs.

High iron and copper concentrations are also of concern because both can be pro-oxidants at high concentrations. Ionic copper and iron readily participate in the Fenton reaction that results in productio of free radical oxygen (reactive oxygen species or ROS). Free radicals may cause lipid peroxidation in vivo (damage cell membranes, nucleic acids, and oxidize cellular proteins) and may also reduce shelf-life of extruded pet foods (rancidity).

What is the best nutritional path for your pet? More is not better. More often leads to an imbalanced nutritional formulation and poorer performance and health. Since

dogs are not carnivores, increasing meat for marketing reasons (with the corresponding elevated levels of mineral ash) can lead to secondary health issues. Over the years, higher and higher levels of ‘ash’ has been observed. For longer term health, it is more optimal to provide highly nutritious foods without excess levels of minerals, proper nutritional balance, wise fortification, and good nutrient availability.

(AAFCO) Association of American Feed Control Officials is a non-profit organization which sets standards for the quality and safety of animal feed (fodder) and pet food in the United States.

Authors:

Dr. Karen Wedekind has over 30 years experience as a nutritionist in the petfood industry, and has multi-species expertise in companion animals, poultry, swine, rats, and horses. She has been an author/co-author on 24 patents and 33 peer-reviewed publications primarily focused on minerals, antioxidants, and development of animal models to assess nutrient requirements, bioavailability and role of trace minerals in lameness.

Dr. George Collings has a Ph.D. in Nutritional Sciences, is board certified in nutrition and food science by several organizations and has spent his 40-Plus year career building over four thousand retail products for many animal species. His innovative nutrition and food science products has led to the growth of many well-known and new brands that have changed the marketplace, and he has authored many articles on nutrition, production, marketing & innovation.

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By Lisa Thompson

What Ervin and Emma Stutzman started in 1956 was grown out of a passion for growing flowers and vegetables. They started with two rows of onions, and grew and grew from there, as they began to share their love with the surrounding business community in Pleasantview, Kansas. Eventually they began selling directly to supermarket stores and bedding plant flowers through the Stutzmans Retail store. They capitalized on the strong work ethic which is so integral to the Amish-Mennonite tradition, and today, Stutzmans is thriving with 12 retail garden market locations, a seven-acre greenhouse, and a four-acre outdoor production center.

Pleasantview, Kansas is southwest of Hutchinson, Kansas, just outside of Wichita. The community was founded by Amish farmers who were headed to find bountiful farmland in the early 1880s and hopped off at the last stop on a Santa Fe rail line in the middle of Kansas. It was not long before the Stutzman family name showed up in the history books, as the family owned two of the first businesses founded early in the community’s history — a cabinet shop, and later a home center. The settlement didn’t have a name until the early 1970s, but it has always had a strong business culture, and thriving farming foundation.

That farming foundation is one of the reasons Stutzmans, which transitioned from making truck bodies and storm

windows to a home center, to what it is today, has been so successful.

Stutzmans Greenhouse and Garden Centers, owned by Ben Miller, along with his wife Marlene, who purchased Stutzman Greenhouse in 1987, is still growing. As new markets opened, Stutzmans expanded to what is currently nine covered acres of growing space in three locations, and an ever-expanding outdoor growing range. As Stutzmans grew, shipping and transportation became a major factor. Under Ben and Marlene’s leadership, Poinsettias, Fall Garden Mums and Spring Bedding plants experienced aggressive growth. Along with exceptional product, Stutzmans reputation solidified as a leader in the horticultural industry.

Jason French, Retail Manager at Stutzman’s, said the company’s approach has returned to its roots in the most recent years.

“Stutzmans really started out in retail, like every other business,” he said. “In the late 70s we moved into wholesale with the change in the national economy and demand shifting to bulk and stayed roughly the same size as a grower and employer for a lot of years. With wholesale comes a whole lot of factors that make it impossible for us to control quality, ensure customer satisfaction and do what we do best. Then the country’s economic base shifted again, and in the early

2000s we saw a rise in freight costs and transportation costs, and it forced us to go back to the drawing board. Now that we’ve moved back to our roots of direct to customer, we can skip all the steps between growing and providing a great product to our customer. We can go right from the greenhouse to the person taking it home and putting it in their beds. It’s been really nice to transition back to where we are in control of our own destiny without depending on a ton of other factors.”

French started with Stutzmans in the mid-90s, right out of college. He began his work as a grower, and moved into retail in 2004.

Stutzmans is still a family-owned business. Ben Miller, owner and CEO, is the cousin of Ervin Stutzman. Ben joined the company in 1985.

One of the key aspects of a successful family-owned business is finding the right kind of people to provide manpower, especially in a laborintensive industry like growing.

“Finding and paying labor continues to be a challenge,” French said. “But that’s the same thing everyone is facing. We have been so fortunate to have a great relationship with the people in our communities and have cultivated not

only great flowers and vegetables and soil, but a great workforce where we have seasonal workers returning year after year. Our labor force fluctuates significantly around growing season. In the off season we have maybe 30-35 employees, but when spring comes and it’s time to plant, we ramp up to 200-250 people. Seasonal hiring is a hard thing to do, and it’s understandable because so many people need full-time year-round employment. We’ve tried to make some changes in our hiring process to help. In the communities where we’ve been established and growing for a long time, we have an experienced workforce with knowledgeable employees and that makes all the difference.”

French said the Stutzman retail season is from “when it stops freezing until it starts” each year, approximately April through October. The company also makes a commitment to stay open through the summer, which is different than lots of horticulture businesses.

“Even though it’s a little slower, we make a commitment to keep everyone on board,” French said. “In the fall we do a big bumper crop with pumpkins and mums and haybales and everything fall.”

“It’s been really great to get back to retail,” French said. “We plant it, grow

it, ship it, deliver it, and make sure the customer gets the very freshest of products we have to offer. The best part is that we get to control the orders going to the stores, and make sure our products are at their prime.”

“Our big focus each year is on annual color,” French said. “That’s really what we do best. We use the newest and best genetics, bring in quality techniques each year, and stay

Photographs by Stutzmans Greenhouse and Garden Center

Arial and inside views of a Stutzmans production facility

current on trends to make the best color possible in our containers and beyond. We have also worked to make the best possible soil and fertilizer, a product that Stutzmans calls their ‘Dirty Little Secret’. Being a greenhouse, and a greenhouse grower, the soil we grow in is very important to us, and we have been diligent about finding the optimum ingredients, making tweaks to the recipe, and making sure our soil is top notch. I have mixed it myself, and we’ve really worked on the blend to sell to the consumer. When a customer buys our soil and our fertilizer, I feel confident in saying that it’s going to be good, because it’s made for Kansas and it’s exactly what we use. You know it’s going to work because you see the results on our shelves.”

The results Stutzmans enjoys are easy to see, in fact, they are banking on their

customers seeing the results of their hard work. It’s what sells.

“Our blooms are vivid,” French said. “If I can show people the color, show them what’s on the floor today, I am more likely to make a sale. We focus a lot on social media and the visual aspects of our business. We do little radio and zero print advertising. Most of it goes to tv or social media where we can provide that visual of what we have and what we sell. We offer so many products, over 67 varieties of tomatoes alone, and sell 350,000 4.5-inch flowerpots each year. It’s impossible to show a customer everything we have. But once they see it in color, and lay eyes on the gorgeous products we have, seeing is believing.”

Stutzmans has recently added a boutique to the Pleasantview location and boasts over 6,000 square feet

of retail space in the Gift Gallery. More evidence that foot traffic and personal interaction is important to the business strategy. It’s also what Stutzmans and Jason French enjoy about the relationship with BWI.

“We’ve been customers of BWI for a long, long time — for as long as they’ve been a company,” French said. “The Bunches have always been great to work with. BWI carries such a nice blend of wholesale products we use at the growing facilities, and products we can sell in our retail stores. It’s been such a nice partnership.”

“Lots of companies don’t have sales representatives anymore,” French said. “I appreciate so much that with BWI, of course I can order online, but if I’m looking for something specific or something weird, or if I have a question, I can call Bryan [Stringer] and he always helps me right away.”

Stutzmans has long been the regional leader in horticulture in central Kansas, and with good reason. Their dedication to providing quality products is unmatched, a benefit to both their customers and their community, a quality that is completely on brand, as their mission is to be a leader in the horticultural industry with the highest standard of excellence in all aspects of [their] business, to promote a high level of integrity as required by God, and to strive to be responsive to [their] customers needs, mindful that they are [their] future.

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WHAT BRANDED PRODUCTS DO FOR YOU!

The turf and ornamental industry and its available products are an evolving landscape. As established products approach the mature stage of their life cycles, consequently, these products will go off patent. While this may seem beneficial to price-only shoppers, generic products do not come with the valuable services and support that come with the branded products from research and discovery-based manufacturers. Supporting branded products provides the added benefit of supporting innovation and advocacy for the future of the user and their companies.

PURCHASING BRANDED PRODUCTS ELEVATES YOUR BUSINESS AND THE INDUSTRY

The turf and ornamental industry is facing regulatory

and societal scrutiny, which leads to product use and application restrictions. In this challenging time, supporting branded products from research and discovery-based manufacturers like Corteva Agriscience provides peace of mind. You can rest assured knowing you have the backing of superior technical support and reliable product performance provided by strict quality standards. And as an applicator, these research and discovery based companies invest in discovering new molecules that potentially reduce the risk of use to the applicator and the treatment site. Why is this significant? When you choose branded products from research and discoverybased manufacturers like Corteva Agriscience, you’re not just making product choices to achieve immediate success for your clients. You’re also investing in the future of the turf and ornamental industry.

INVESTING IN THE FUTURE OF INNOVATION

Branded products offer more than just research and discovery backed product efficacy and safety. Unlike generic manufacturers who simply package postpatent chemistry into various blends and package sizes, branded product manufacturers are dedicated to not only researching mature chemistry for improved formulations and new uses but also discovering new molecules to solve future problems and simplify your work. This commitment to discovery, research and product innovation by only a few research and discovery-based manufacturers, sets them apart from so many others.

It can take 10 or more years and an investment of $250 million or more for the research and development to bring unique molecules to the market that also comply with the high regulatory and environmental standards, and human and biological safety requirements. This huge investment in research and development is extremely important to the future of the turf and ornamental industry to develop new molecules that comply with restrictions to allow for global acceptance.

Corteva Agriscience understands the importance of herbicide, insecticide and fungicide safety, and rigorously tests and researches to ensure it. With the rich heritage of Dow AgroSciences, DuPont and Pioneer, which includes more than two centuries of scientific achievement, Corteva Agriscience is committed to enriching lives with solutions that address the needs of its turf and ornamental customers.

INVESTING IN REGION-SPECIFIC SUPPORT AND EXPERTISE

Branded product manufacturers support their proven products with an extensive team of field experts. For instance, Corteva Agriscience has a dedicated customer support team located across the United States that provides both business and region-specific technical expertise. This dedicated team of experts conducts on-site visits to help you solve challenging situations. Plus, they also offer training to help applicators and pest control advisers comply with federal and state continuing education laws.

In addition to technical and agronomic training, Corteva’s team of experts offers product portfolio recommendations and makes available helpful weed ID guides to help you use our products most efficiently and effectively.

Beyond robust customer support, Corteva doesn’t stop researching a product once it has launched. It continues to research and test its products to ensure they perform as expected. The latest data and research are shared with customers, and when a potential product nonperformance is suspected, Corteva is committed to providing technical support.

Corteva representatives are also trained professionals who live in the regions they support, enabling them to share region-specific technical expertise and business recommendations. These professionals are deeply integrated within the industry, and some have been in your shoes at some point in their careers. Because of this in-depth industry knowledge, they can provide custom solutions and product advice that is specific to your needs and situation.

INVESTING IN RELIABLE FORMULATIONS AND INGREDIENTS

Branded product manufacturers also offer consistent product performance because of product stability and high-quality standards. As mentioned earlier, reliable product performance is ensured with ongoing research and development. These research efforts also focus on ongoing product use expansion and the development of additional solutions for difficult, unsolved or costly pest problems.

When you invest in branded products, you’re also investing in ongoing product and plant safety research on new turfgrass and ornamental plant varieties. For Corteva Agriscience, this includes refining and improving formulations to provide the applicator with

a better experience and with less wear on equipment, which remains a constant goal of research and development teams.

INVESTING IN THE FUTURE OF THE INDUSTRY

Branded product manufacturers are tasked with meeting ongoing EPA registration renewal requirements to protect applicator methods and maintain the availability of products to the industry and the public. It is worth noting that the industry is impacted by ongoing scrutiny

and future constraints that threaten turf and ornamental professionals’ ability to meet client needs and/or a company’s ability to provide efficient and profitable services.

Branded product manufacturers advocate for the industry and support pro-industry groups that protect and defend industry interests against these ongoing challenges.

Branded product manufacturers also support groups working to strengthen the public perception of the turf and ornamental industry. They also foster the industry’s future leaders by sponsoring educational programs. At Corteva Agriscience, we work closely with many educational programs such as Future Farmers of America (FFA), Seed Your Future, 4-H, Golf Course Superintendents Association of America (GCSAA), and university horticulture programs to promote and recruit young people into the future of the green industry.

UNLOCK THE BENEFITS OF BRANDED PRODUCTS

Next time you’re making a product decision, remember that buying branded is an investment in your business and the future of your industry. Find out how the Corteva Agriscience Turf & Ornamental portfolio of products can help you protect and preserve what you grow while helping you maximize your results. To learn more, visit corteva.us/turf.

™ ® Trademarks of Corteva Agriscience and its affiliated companies.

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