Buylines Fall 2020 by BWI Companies, Inc.

BUYLINES

T H E O F F I C I A L P U B L I C AT I O N O F B W I CO M PA N I E S , I N C . | O CTO B E R 2 0 2 0 B W I CO M PA N I E S . CO M

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Affordable Protection

TITLE NAME

Control Solutions - Martin’s

CYONARA

Insect Control

• Ready to Spray or Concentrate options • Kills 130+ pests on contact such as mosquitos, spiders, mites, fleas, aphids, fire ants, and chinch bugs • Fast-acting, low odor formulation • Active Ingredient: Lambda Cyhalothrin

Martin’s® Trusted Since 1904 Livestock/Farm

Animals/Pets

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Lawn & Garden

Residential

MartinsBrand.com

60 IN THIS ISSUE 03 A Different Kind of Year

By Jim Bunch, President and CEO of BWI Companies

06 Customer Profile: Chauncey Nichols Nursery By Ashley Gardner

Rodent Monitoring Technology

2021 New Vendors

Who, What, Why, and When with EOP

More Changes on the Way for Animal Agriculture and Antibiotic Usage

2021 New Products

Customer Profile: Smoky Mountain Farmers Co-op

By Patrick Lynch, Bell Laboratories

By Kolby Keeling, BWI Companies

By Dr. Kevin Cox, Alliance Animal Care

By Ashley Gardner

46 Herbicide Phytotoxicity in Container and Field-Grown Nurseries

By Corteva Agriscience

Lessons Learned from COVID-19

Maintaining the Market in 2021

Is This Industry Really Green?

By Clay Wilkerson, BWI Companies

By Randy Townsend, BWI Companies

By Russell Holshouser, Nursery Supplies

VISIT BWI.LINK/BWI-EMAIL AND SIGN UP TO RECEIVE NEWS AND SPECIALS IN YOUR INBOX!

BE TOUGHER THAN THE TOUGHEST CONDITIONS. The great outdoors can be a tough place, but Scion™ insecticide with UVX™ technology is tougher. With UVX technology, Scion insecticide stands up against even the most extreme conditions, including high temperatures, intense sunlight and harsh surfaces. Our formulation is engineered to meet and exceed industry demands, providing immediate control and a continuous residual for true 90-plus day performance. Learn more at ScionUVXTechnology.com.

Always read and follow all label directions, restrictions and precautions for use. Some products may not be registered for sale or use in all states. FMC, the FMC logo, Scion, True Champions and UVX are trademarks or service marks of FMC Corporation or an afﬁliate. ©2019 FMC Corporation. All rights reserved. 19-GSS-0956 05/19

2 | EXPO GUIDE 2018 | BWI COMPANIES, INC.

A DIFFERENT KIND OF YEAR On July 9, 2020, after much consideration centered around the safety of our customers, manufacturer partners, employees, and the families that each support, BWI Companies, Inc. made the difficult decision to cancel our annual EXPO in Nashville, TN, scheduled for September 28-30. Of course, the million-dollar question is how long this pandemic will last. Unfortunately, as of today, no one has a definitive answer. BWI’s annual EXPO plays a critical part in BWI’s planning and top-line sales for 2021. The same can be said of how it impacts our valued customers and manufacturer partners. In its place, BWI offered a virtual EXPO this fall. The event kicked off with our Ornamental segment in August, followed by our Turf and Landscape and Retail segments in September. The event will conclude with our Professional Pest Control segment the month of October. We believe this virtual EXPO provides the incentives, discounts, and information needed to ensure the best transition from the ‘one-off’ that was 2020 into the new normal going into 2021. The BWI virtual EXPO allows you to view each manufacturer’s offerings, new products, EXPO specials, traditional BWI savings opportunities such as Hot Buys, Bulk Buys, Pallet Alley, and Bonus Bucks; as well as your past purchases. The event runs through October 31, 2020. More information can be found online at www. bwiexpo.com. Shifting gears from BWI’s EXPO to the state of our industry and how business has been impacted for BWI, our customers and

manufacturer partners; for the most part, despite the COVID-19 pandemic, I think we have all had an excellent year! I believe the lawn and garden, turf, and pest control markets are excellent businesses to be in. People are staying home versus traveling or spending discretionary money for other means of entertainment. Also, now that most, if not all, states are open again, rounds of golf have exploded, which has given the turf and landscape a much needed shot in the arm. With the surge in sales, BWI and our manufacturer partners have been challenged to keep up with the demand. There has been a lower customer fill rate than we like to see or traditionally have seen. Service to our customers is BWI’s top priority and the base of our foundation. I will personally guarantee you that BWI is exhausting all resources to ensure we provide the best level of service we possibly can, and we will continue to stay focused. No one has a crystal ball, so what the future holds for our industry is anyone’s guess. Still, I am very bullish on the lawn and garden, turf and landscape, nursery and ornamental, and professional pest control business. I do feel for those in the hospitality business, such as restaurants, travel, and entertainment. On behalf of BWI, I would like to THANK YOU for your business, loyalty, support, and understanding as we navigate these unchartered waters. Keep smiling and say safe!

President and CEO BWI Companies, Inc.

FALL 2020 | 3

GIVE FIRE ANT COLONIES A CASE OF

EMPTY 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.

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BWI COMPANIES PROVIDES THE BEST SELECTION OF PROFESSIONAL PEST PRODUCTS AND COMPETITIVE PRICES WITH EXCELLENT CUSTOMER SERVICE. TERMITICIDES • INSECTICIDES INSECT BAITING • RODENTICIDES CLEANERS • DISINFECTANTS EQUIPMENT • APPLICATORS • APPAREL

855.558.7378 (PEST) WWW.BWICOMPANIES.COM

BWI VIRTUAL PEST MANAGEMENT WORKSHOP EARN CEUS BY ATTENDING OUR ZOOM WEBINAR ON OCTOBER 30. REGISTER TODAY USING THE LINK BELOW! The BWI Virtual Pest Management Workshop will focus on commercial pest management where attendees will have the opportunity to learn about the industry’s trends and critical issues from experts in the field. The BWI Virtual Pest Management Workshop will feature valuable session topics from leading professionals across the pest management and turf industries and provide CEU credits to those who need them. For questions, email Martyn Hafley at martynhafley@bwicompanies.com.

Registration Link - https://bwi.link/ceu-oct CEU Credits: • ODA - C3A (3), C6 (1), C7A (1), C7B (3), C8 (2), C10 (7) • Recertification SC - Core (1), Cat 3 (2), Cat 7A (3), Cat 8 (1) • Structural Pest NC - G (01), P (02), W (02) • TDA Structural - General Law (1), General IPM (1), Termite (2), Pest (1), L&O (1), and Weed (1) • TDA Ag - General Safety (1), IPM (1), General Pest Features (2), and Drift Minimization (1) • TN - C07 (5), C03 (2), C08 (3), C10 (7), C12 (7) • CEU Credits pending for the following: AR, FL, KS, and more to come!

SCHEDULE OF EVENTS 7:00 AM - 8:00 AM CST

TERMITE BASICS by Dr. Philip G. Koehler, Professor Emeritus in Urban Entomology at the University of Florida 8:05 AM - 9:05 AM CST

PESTICIDE SAFETY NIGHTMARES by Dr. Philip G. Koehler, Professor Emeritus in Urban Entomology at the University of Florida 9:10 AM - 10:10 AM CST

WOOD DESTROYING INSECTS: IDENTIFICATION & MANAGEMENT by Dr. Robert Puckett, Assistant Professor and Extension Entomologist at Texas A&M University 10:15 AM - 11:15 AM CST

PUBLIC HEALTH & VECTOR-BORNE DISEASES: USING IPM EFFECTIVELY by Dr. Jerome Goddard, Extension Entomologist at Mississippi State University 11:20 AM - 12:20 PM CST

WATCH OUT FOR TICKS & THE DISEASES THEY CARRY by Dr. Jerome Goddard, Extension Entomologist at Mississippi State University 12:20 PM - 1:00 PM CST

LUNCH 1:00 PM - 2:00 PM CST

TURFGRASS ENTOMOLOGY by Gary Brooks, Bayer 2:05 PM - 3:05 PM CST

TURFGRASS WEED CONTROL STRATEGIES & DRIFT MANAGEMENT by Dr. Chrissie Segars, Assistant Professor & Turfgrass Extension Specialist at Texas A&M AgriLife Extension FALL 2020 | 5

FOREST HILL, LOUISIANA

CUSTOMER PROFILE: CHAUNCEY NICHOLS NURSERY BY: ASHLEY GARDNER

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PHOTOS COURTESY OF CHAUNCEY NICHOLS NURSERY AND BRIAN BRIDGES

Chauncey Nichols Nursery, Inc. is a wholesale nursery located in Forest Hill, Louisiana, a city known as the nursery capital of the state.

he said. After graduating high school, Chauncey continued learning the ropes and got a job at a local nursery where he worked for three years.

hire one guy it would help so much. Now we have 28 employees. It’s grown quite a bit since back in the day,” he said.

Chauncey Nichols started the business in 1987 and it was a dream realized for a man who had been working in the nursery business since he was a kid. “My family moved to Forest Hill when I was ten years old. Growing up, I started working in nurseries close by our home, places I could get to on my bicycle,” Chauncey said.

In 1987, he branched out on his own, determined to grow a business of his own. “I started my own nursery. It was very small, about two acres. That was back when BWI was just coming into the area. I had to find odd jobs to make ends meet and there were several times I unloaded fertilizer and peat moss trucks for BWI,” Chauncey said.

In 2010, Chauncey bought Flo’s Nursery, a business owned by his wife’s parents. “We’ve been able to grow and expand over the years. In the nursery business, you either expand and grow, or you’re backing up. It has been a really good addition. The Lord has blessed me tremendously with my business,” he said.

What started as a summer job became a budding career path. During middle school he was asked what kind of job he wanted when he got older. “My dream was to be in the nursery business. I liked propagation and I could see how to make money with the nursery business,” he said.

In 1993, he was looking to expand, and he ended up buying the nursery where he had worked after high school. It was a decision that required a leap of faith. “Larry Bates sold me 68 acres. There was maybe 10 acres of nursery. It was a big jump and a risk for me at the time,” he said. “He owner-financed it and we were able to pay for it in 15 years.”

Propagation and Patience - Plants take time to grow, sometimes years from the time they are planted until they are ready to be sold. Chauncey usually starts with a cutting and seed from his nursery, but occasionally he uses liners which are small plants purchased from another nursery. “We take a small plant and pot it in onegallon containers. For instance, a liner we will do in May and keep it until the next spring in a greenhouse. Some we will sell in gallon containers but most we bump up to three gallons which is our biggest seller. It’s a process that takes a while. It can take several years from the time you start a plant to get it to the point of sell,” Chauncey said.

Chauncey kept moving in the direction he had chosen. Throughout high school, he worked in nurseries in the afternoons and the summer. During one school break, he recalls working a 40-hour week at a local nursery. “I think it may have been over Easter break. I made a $1.50 an hour and I cleared $60.00 that week. It was a big deal,”

It was a risk that paid off in the long run. Chauncey Nichols Nursery is a successful wholesale nursery. It may have started with one young man’s dream and hard work but Chauncey’s nursery now employs 28 people. “Back when I started, it was just me. I remember telling my wife if I could just

FALL 2020 | 7

Double Down O N PA R A S I T E S

Add Safe-Guard® (fenbendazole) when you deworm to take out the profit-eating parasites that ivermectin alone just can’t.1

Two dewormers are better than one.2 If you’ve only been using ivermectin (or any other kind of -ectin), it’s time to add a dewormer from a different class to your protocol. Because you’re leaving resistant parasites in your cattle – and potential profit on the table. S A F E G U A R DWO R K S .C O M

IMPORTANT SAFETY INFORMATION | RESIDUE WARNINGS: Safe-Guard Paste and Suspension: cattle must not be slaughtered within 8 days following last treatment; Mineral and feed products: 13 days; EN-PRO-AL Molasses Block: 11 days; Protein Block: 16 days; For dairy cattle, the milk discard time is zero hours. A withdrawal period has not been established for this product in pre-ruminating calves. Do not use in calves to be processed for veal. For complete information, refer to the product label. 1 Merck Animal Health National FECRT Database 2Reinhardt, et al. A fenbendazole oral drench in addition to an ivermectin pour-on reduces parasite burden and improves feedlot and carcass performance of finishing heifers compared with endectocides alone. J Anim Sci. 2006;84(8):2243-2250. 3Coles, et. al. WAAVP methods for the detection of anthelmintic resistance in nematodes of veterinary importance. Vet Parasitol. 1992;44(1-2):35-44.

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CHAUNCEY NICHOLS NURSERY the garden centers, but landscapers are working all year long. We have a really good year-round business with them. There’s not hardly a day that goes by that we’re not shipping plants.” Over the years, Chauncey’s role in the company has changed. Where once it was a one-man operation that he was growing from the ground up, now his days look a little different. “A normal

said. Running a nursery keeps him busy but also allows him to be close to family. Nichols makes it a point to have lunch with his wife Phoebe each day at their home which is located on the same piece of land as the nursery. The Nichols have four children, ranging in age from 21 to 11 years old. “It’s been a great blessing to all of us. We’ve been

“I’M STILL DOING BUSINESS WITH SOME OF MY FIRST CUSTOMERS, PEOPLE I’VE BEEN DOING BUSINESS WITH FOR MORE THAN 30 YEARS.” Some of the most popular items sold at the nursery include woody ornamentals and patented or branded plants. “For years the nurseries pretty much used their own plants. You never saw very many patented plants, but today there are lots of patented plants or branded plants that you have to pay royalties on. It’s a very popular thing. You pay a royalty or patent fee, but they put a lot of money into advertising so it comes back around,” he said.

day looks a lot different than it did then. I’m usually in the office by 6:30. I’m in and out of my truck a lot because I’m overseeing the work. I have people taking care of the day-to-day operations but right now I’m staying busy with an expansion. Last year we were able to add 20 more acres on the back of our place and I’ve been doing quite a bit of the dirt work on that,” he

able to do a lot of things as a family because of the success of the nursery,” he said.

Customer service is a key component to any successful business and a focal point for Chauncey. His customers consist of nurseries, garden centers, and landscapers. The nursery isn’t open to the general public. “We ship a lot of stuff on a local hauler. We also do quite a bit of drive-in business. We try to get customers in and out as quickly as possible. I’m still doing business with some of my first customers, people I’ve been doing business with for more than 30 years. We have a really good return business,” he said. Though there is an uptick in business in spring, Chauncey Nichols Nursery stays busy year-round. “Spring starts mid-February and runs through May, depending on the weather. When the temperature starts hitting 90 to 95 degrees, it tapers off some. That’s for

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FALL 2020 | 11

H Rodent Monitoring Technology: Affordable for the First Time Bell Laboratories

ighly trained and licensed PMPs are experienced in identifying, eliminating, and preventing rodent control problems. Knowledge and expertise are the most valuable tools that technicians have in their arsenal. Bell’s iQ products enable more time to be spent applying knowledge to solve rodent problems, instead of checking empty traps. iQ products, along with Bell’s full rodent control product lineup, is available to support technicians with whatever they face at any type of account. Our primary objective when we created Bell Sensing Technologies was to allow our PMP partners to experience all the benefits of rodent monitoring technology everywhere. Accomplishing this made affordability of the products paramount. iQ products are available to all PMPs from BWI at prices that allow you to use these valuable data gathering tools wherever you are providing rodent control service. You no longer have to think about those one or two specific accounts where you feel using technology might be worth the significant product expense. Unlike other expensive rodent monitoring systems on the market, iQ’s affordability means PMPs don’t have to overthink which accounts can support the use of added technology. With iQ products powered by Bell Sensing Technologies, the answer to where you should be using rodent control technology to improve your rodent control service is EVERYWHERE!

PMPS Without iQ Check every trap Don’t know when rodents are entering bait stations Guess rodent populations at account

PMPS With iQ Check only traps with activity Know when & where rodents are traveling and have the timestamps to prove it Provide detailed trending analysis based on actual rodent data

How iQ works: iQ products utilize integrated Bluetooth sensors that capture rodent data onsite from each device. As the technician services the account, the BST app will indicate whether activity has occurred and when, eliminating the need to service traps and bait stations that don’t have rodent activity. Affordable sensing devices for any account, Bell’s PROTECTA EVO Express, PROTECTA EVO Ambush, TRAPPER 24/7, and TRAPPER T-Rex are all available in iQ form. Easy to install, PMPs do not need tools, expensive gateway equipment or additional hardware to install iQ products. Simply follow the activation set-up instructions in the BST App, and begin rodent monitoring. Contactless Rodent Control: Bell Sensing Technologies (BST) equips PMPs with the ability to gather rodent data from a distance, allowing technicians to safely evaluate accounts and determine when hands-on service is required. The iQ product line-up, powered by BST, lets PMPs know everything about the rodent activity occurring at their accounts without having to: • Check empty traps • Contact facility managers to allow access to restricted areas • Procure ladders • Move obstructions

Until now rodent control was largely a service that involved spending the majority of one’s time at an account checking devices. A large percent of these devices record little or no activity each month. Because the practice of tracking these devices with no activity requires a great deal of time and effort, it leaves little time for the most important aspects of proper pest control. iQ products provide every PMP with the time to allow for proper inspection, identification, communication, and customer service. We believe the affordability and product integration iQ products powered by Bell Sensing Technologies finally present our PMP partners with a true choice: spend your time checking empty traps or use iQ and Never Check an Empty Trap Again.

By Patrick Lynch Senior VP of Sales Bell Laboratories

TAKE THE GUESSWORK OUT OF YOUR SERVICE Once iQ™ products are activated, rodent activity will appear on the app when the technician arrives at an account and is in range of a device. • From a distance, technicians will be able to get information from iQ™ equipped devices and immediately know which ones have had activity, and which areas are the hot spots of the account. • Instantly knowing the number of events will provide a technician with real information that will allow rodent control measures to be deployed where they will matter most.

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Now You Can Be Even More Selective About Your Non-Selective Weed & Grass Killer Glyphosate Alternative

DECIMATE

™

www.fertilome.com

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U He se fo rbi with r B cid H & ette e En i-Yi Ab r A h eld so dh an ® rp e ce tio sio r n n

• A non-selective herbicide that kills weeds, grass and some woody plants • Works in 24 to 72 hrs; rainfast in 30 min to 4 hrs • Areas may be reseeded or replanted after the spray has dried • Contains 24.5% Glufosinate-ammonium

01.

02.

Fitt USA

Gallagher

Leading the industry for 50 years, we develop innovative water and fluid management solutions using advanced technology and stylish design. Made in Italy, our products guarantee reliability, safety, performance, and environmental sustainability. We are committed to bring consumer centric products to the market through longterm partnerships. More info: usa.fitt.com

Gallagher is the leader in animal management solutions – from Energizers and Fencing, Scales and EID to Miraco Waterers, we provide the full spectrum of integrated solutions for today’s farmer and rancher. Our customers are the focus of all our decisions and actions, providing them with the best products and service available in the field today. More info: gallagherusa.com

03.

04.

Herbruck’s Poultry Ranch

MidWest Wire Works

Herbruck’s is a 3rd generation, family owned and operated company based in western Michigan. As a top 10 egg supplier, and the largest organic egg producer in the country, it offers a unique opportunity to provide an organic fertilizer. With our vertical operations, every aspect of the process is carefully controlled to produce the highest quality, OMRI listed organic fertilizer for your use. More info: herbrucks.com

MidWest Wire Works is a leading manufacturer of Tomato cages and plant supports. With USA manufacturing and supplier quality along with customer service that goes above and beyond, MidWest Wire Works is the home for all your tomato cage needs. More Info: midwestwireworks.com

2021 NEW VENDORS

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VALUE-ADDED COMBINATION THESE ACTIVE INGREDIENTS WORK TOGETHER TO ENHANCE PLANT PERFORMANCE, QUALITY AND YIELD

ENHANCE

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

PROTECT

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

SUPPRESS

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

PRO-MIX® growing media are enriched with high performance active ingredients, MYCORRHIZAETM (Glomus intraradices) and BIOFUNGICIDETM (Bacillus pumilus). Exclusive to PRO-MIX® BIOFUNGICIDETM + MYCORRHIZAETM, ENHANCE plant growth with MYCORRHIZAETM, PROTECT against root diseases caused by specifc root pathogens, and also SUPPRESS fungus gnats and thrips. (EPA Reg #: 74267-4) Product availability may vary depending on the US region.

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BWICOMPANIES.COM | 16

05.

06.

2021 NEW VENDORS

Neptune’s Harvest

Pop Hat Packable Sun Hat

Neptune’s Harvest specializes in products from the ocean, that will set your plants in motion. We have fertilizers, plant foods, soil amendments and more! Come check out our Hydrolyzed Fish Fertilizer that comes right out of Gloucester, MA, America’s oldest seaport! More info: neptunesharvest.com

Pop Hat is a packable broad brimmed sun hat with a unique patent pending design. The collapsible sun hat packs flat in seconds, and springs open in a snap and is ready to wear. With a wide brim and mesh lining, the high-quality Pop Hat offers great 360° sun protection with 50+UPF for outdoor activities. The high quality, stylish hat comes in four styles. One size fits most, and a drawstring provides a secure fit. More info: thepophat.com

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Stone Age Creations

TDI Brands

Stone Age Creations products are hand-carved from 100% natural stone as created by Mother Nature. From benches to birdbaths, fountains to fire pits, animals to accents, Stone Age continues to delight gardeners with unique, fine quality products that feature unmistakable character. More info: stoneagecreations.com

TDI Brands brings you innovative, distinctive, and timeless garden products. Exclusive brands such as DeWit, Haxnicks, and Wagner make TDI Brands your one-stopshop for relevant products, fast and efficient shipping, great merchandising displays, and so much more. More info: tdibrands.com

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09.

10.

United Salt Corporation

W.F. Young / Absorbine

United Salt Corporation is a privately owned distributor of salt products used primarily as a food ingredient in chemical processing, oil field drilling, production fluids, deicing, hide curing, agricultural feeding, commercial, industrial, and residential water softening for chlorine generation in swimming pools. More info: unitedsalt.com

At W.F. Young, a love for animals has always been at the heart of everything we do. More than 120 years ago, it was a love of horses - and a belief that there was a better way to care for them - that led Mary Ida and Wilbur Young to create our very first product: Absorbine® Veterinary Liniment. Today, W.F. Young remains family owned. We’ve also retained the innovative spirit of our founders, helping us grow into a global leader in equine and pet care. More info: absorbine.com

2021 NEW VENDORS

3 PREMIUM INGREDIENTS 3 VALUE 3 PROFITABILITY 3 PACKAGING & SUPPORT 3 BRANDING

ESPOMA LARGE BAG SOIL DROP Ships Available to BWI Customers in 2021! Espoma Organic® potting mixes are competitively priced to attract mainstream gardeners while earning you substantial profits. It’s the best of both worlds – high quality products & packaging at prices people can afford. And you can easily manage your inventory with multiple ways to buy.

3 Competitively priced for higher margins 3 Choose from 14 skuss to build a drop ship 3 Mix & match smaller soil bags with your Espoma fertilizer drop ship 3 Refill through distributor warehouses

1-800-634-0603 | www.espomadealer.com

FALL 2020 | 19

Who, What, Why and When with EOP BY KOLBY KEELING, BWI MARKETING MANAGER - PROFESSIONAL TURF & LCO

Fall is upon us, so now is the time to focus your energy on agronomic planning to give your golf course or business the direction and momentum it needs to help ensure a successful 2021. Your 2021 agronomic plan can be a simple review of your successes or challenges from this past year, or it may consist of a total revamp of your previous year’s program. Once you have your agronomic plan in place, you can effectively see what your chemical and fertilizer needs will be for the upcoming year. Evaluating your current chemical and fertilizer inventory will help you take the next steps in planning your purchases. Planning your purchases and taking advantage of the various manufacturer early order programs (EOP) can help you save money on your bottom line, while also extending your budget. EOP purchases have continually grown over the past several years. Commitments on EOP programs can be as little as 5% of an annual chemical / fertilizer budget to possibly more than 75% of a budget. Check out these frequently 20 | BWI COMPANIES, INC.

asked questions to get an even better understanding of EOP: 1. What is an Early Order Program, (EOP)? Early Order Programs are a once a year opportunity, typically in the fall, for end users (golf courses, lawn care companies, sports turf managers, etc.) to purchase products and receive rebates, savings, and extended payment terms. It is not uncommon to see payment terms extended into June and July of the following year. These programs are typically offered by the manufacturer and available from BWI. 2. How has EOP evolved over the years? EOP has evolved in the last 10 – 15 years with almost every chemical manufacturer offering some type of booking program in the fall months of October, November, and December. EOP programs started out very basic with saving on individual products, evolved to product bundles that offer even larger savings on products and now include customizable product configurations to maximize savings even more. 3. What qualifies one for EOP? To qualify for EOP, you must be an end user

professional (golf course, lawn care or landscape company, sports turf, sod farm, municipality or parks & recreation) and purchase the minimum dollar amount per the individual manufacturer program requirements. 4. Why should I participate in EOP when I can get product delivered any time I need it throughout the year? The EOP offers the greatest savings of the year. It makes your budget go further. The savings can be used to pay for other needs at the golf course or within the company. Purchasing early ensures that the product is available and on hand when you need it. Planning your agronomic needs and spray program in advance allows you to focus on other business activities the rest of the year, reducing the stress of last-minute decisions. 5. What is the negative for participating in EOP? The greatest savings in EOP comes for orders placed during October. For some users this can be a busy time of year when they don’t have time to sit down to plan and order for the upcoming year. To help, ask your BWI sales rep to do the work for you and share with you

2021 NEW VENDORS

SOIL FERTILITY & BIOLOGICAL SOLUTIONS FOR PLANT & SOIL HEALTH Douglas Plant Health specializes in the development and production of biological and nutrient technologies. Our agronomic recommendations are anchored in extensive field trials and grower-endorsed research that assertively support the Turf & Ornamental and Agriculture markets. their recommendation. Be sure to ask, “How much will I save by ordering now?” 6. What is the average savings by participating in EOP? On average, the savings in EOP range from as little as 5% to potentially more than 25%. Manufacturers offer large incentives to book product during EOP, especially if you take advantage of some of their bundles. This is a great opportunity for a business to help alleviate some pressure on their chemical budget by taking advantage of the savings. 7. How do I prepare for EOP? Review your annual purchases and use of products from each manufacturer. Look at your onhand inventory to determine what your projected needs will be for the next year. Consider any changes you want to make to your spray program for the next season. (Products, timing, rates,

frequency, FRAC group, etc.). Review the manufacturers’ programs to familiarize yourself with the programs. With this information in hand, consider the timing of your purchases and the savings you can capture by shifting your purchases for the year into the EOP. Schedule a time to sit down with your BWI sales representative or manufacturer rep, review the options and get their recommendations. Bottom line, EOP’s have evolved over the years, but as always, they benefit the end-user in many ways. Taking advantage of EOP’s will give you optimal products while saving on your budget. Whether it is questions about agronomic planning, inventory management, strategic purchasing or business planning, you can rely on BWI to help.

Douglas Products founded its Plant Health Division in 2018 by acquiring three industry leaders: Growth Products, AgriEnergy Resources and G.P. Solutions. Pulling from more than 60 years of collective experience in the industry, Douglas Plant Health is unrivaled in its ability to support distribution partners with timely agronomic expertise that syncs with current market trends. We serve a wide range of plant specialties by: • CREATING new programs that take plants to the next level • ENHANCING traditional fertility programs to amplify results of NPK, herbicides, insecticides and other inputs Our mission is to encourage sustainable plant management while increasing efficiency and operational ROI. We love delivering solutions that make plant management the most predictable part of your day.

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Festival® Windchimes is proud and excited to announce our new name and brand identity— Wind River . TM

The Wind River brand reflects and celebrates everything that makes our company unique— from our focus on superior sound quality, USA-sourced materials and Virginia-made craftsmanship, to our commitment to improving lives with our chimes, our charitable partnerships and our workplace programs. TM

GALLAGHER CARES ABOUT

GRAZIERS. Our full line of portable fencing products is the most efficient method for controlling where your animals graze and allows a proper recovery time for your pastures. To learn more and see all of our products visit www.GallagherUSA.com today!

Now available from BWI. Ask your BWI sales representative how we can help manage your inventory and turns.

22 | BWI COMPANIES, INC.

Keep an eye out for Wind River throughout the coming year, as we continue this transition through our marketing and packaging. TM

If you have any questions, do not hesitate to contact us. We look forward to sharing more information with you in the coming weeks and months as we reveal Wind River to the world! TM

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FALL 2020 | 23

TITLE NAME

Photograph by Jordan Mills

24 | BWI COMPANIES, INC.

More Changes on the Way for Animal Agriculture and Antibiotic Usage By Dr. Kevin Cox of Alliance Animal Care

or the last several years, the words “antimicrobial stewardship” have become highly charged buzz words in animal agriculture. As it relates to animal agriculture, the concept of antimicrobial stewardship is a broad goal of using responsible practices to slow the rate bacteria develop resistance to the available antimicrobial drugs. The concept that medically important antimicrobials should only be used when necessary to treat, control, or prevent disease falls within the broad goal of responsible practices. When such practices are necessary, it should be done under the oversight of a licensed veterinarian. This stewardship concept has been the goal and philosophy of the Center of Veterinary Medicine (CVM) at the FDA as early as the 1990s. The CVM has broad authority to regulate the use of animal drugs including which drugs must be used under the supervision of a licensed veterinarian. The goal of antimicrobial stewardship in animal agriculture has its roots in the noble goal of public health. While the development of resistant bacteria in animal diseases is troublesome and costly, the concern that methods of antimicrobial resistance could be transferred into bacteria that have human health implications is a far graver concern. Indeed, several types of bacteria can cause disease in both animals and humans. Antimicrobials have been used effectively for more than 60 years to treat disease in both humans and animals. Misuse and overuse of those same antimicrobials can lead to and promote antimicrobial resistance. The following statement appears in the document Supporting Antimicrobial Stewardship in Veterinary

Settings published September of 2018.

the

CVM

“A part of its regulatory mission, CVM is responsible for ensuring the safety and effectiveness of animal drugs, including antimicrobials, and has taken steps to update the approved use conditions of medically important antimicrobials (i.e., antimicrobials important to treating human disease) to support their judicious use in food-producing animals.” In early 2017, the CVM finished the process of moving medically important antimicrobials used in the feed or drinking water of food producing animals to veterinary oversight. This process revamped the veterinary feed directive (VFD) and moved these antimicrobial agents from over the counter (OTC) to requiring veterinary supervision. Also, during this process, uses of these medications for production purposes (growth promotion, etc.) were revoked. Since this time, antimicrobials used in feed require a VFD and antimicrobials used in drinking water require a veterinary prescription. As previously mentioned, the CVM has been moving toward more veterinary supervision for a number of years. The completion of this project in early 2017 was the first major step in restricting access to antimicrobials for animal agriculture. As one might imagine, this process required a lot of input from various stakeholders, producer education, feed retailer education, and a host of new policies, procedures, and oversight mechanisms. With the completion of the transition of the feed through antimicrobials, the FALL 2020 | 25

Dr. Kevin Cox, DVM Chief Operating Officer of Alliance Animal Care Kevin Cox is the chief operating officer of Alliance Animal Care, an animal health distribution company based in Tennessee. He is a licensed veterinarian and prior to serving as the COO for Alliance Animal Care, he was the staff veterinarian and animal health manager at Tennessee Farmers Cooperative. Dr. Cox worked in private practice for a number of years in a busy mixed animal practice. Dr. Cox’s primary areas of interest are animal reproduction and preventive medicine. In his spare time, Dr. Cox enjoys riding/ showing horses, equine reproductive work, his family, and his church.

CVM set its sights on other dosage forms (injectable, intramammory, etc.) of the medically important antimicrobials in the mentioned Supporting Antimicrobial Stewardship in Veterinary Settings document published in September 2018. This document lays out a phased timeline to move all dosage forms of these antimicrobials under veterinary supervision by the end of 2023. As was the case for the feed-through antimicrobials, additional infrastructure will be needed for education and oversight. However, it is important to remember most of these things already exist for animal drugs that are already script only. Prior to the 2017 changes, a VFD was a relatively unheard-of process. Much education as well as many new policies and procedures had to be completed for the change to occur. In this part of the plan, much of the previous infrastructure will function the same for the coming changes of the additional dosage forms. For this reason, the transition is expected to move quicker and more seamlessly. What does this mean for producers? Farmers will no longer go to the feed and farm supply store for a bottle of 26 | BWI COMPANIES, INC.

penicillin to treat a sick calf. Producers will no longer be able to buy LA 200 over the counter to treat pinkeye, foot rot, or metritis. All uses of these products will be at the direction of a veterinarian. This doesn’t mean all medicines have to be purchased from a veterinarian but the future purchases will require a script from a licensed veterinarian. The world is a place of continuous change and animal agriculture is certainly not immune to that law of nature. Animal agriculture and veterinary medicine are already experiencing great change. Technology, e-commerce, and telemedicine will all play major roles in the future of animal agriculture. Relationships with veterinarians will become even more vital as these changes are made.

From an agricultural retail perspective, it will be important to know the direction of the future of antimicrobial usage and regulations to stay relevant in the marketplace. In these uncertain times, nothing seems to be “certain” anymore. While COVID-19 may slow down or delay the implementation of the transition of all dosage forms of medically important antimicrobials to veterinary oversight, it won’t stop it from happening. It is important to be ready!

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CUTOMER PROFILE: SMOKY MOUNTAIN FARMERS CO-OP By: Ashley Gardner

he saying ‘strength in numbers’ is defined as ‘a group of people have more influence or power than one person.’ The Smoky Mountain Farmers Cooperative proves that adage to be true. The group is made up of more than 3,500 farmer members, who are stronger together than they are separate. The Co-op has four retail locations to benefit farmers in the Smoky Mountain region of Tennessee and North Carolina. The main retail center is in Sevierville, Tenn. Other locations include Morristown and Newport in Tennessee and Waynesville, North Carolina. There is also a crop center in White Pine, Tenn. “For our co-op you have to have a certain amount of income from farming operations to be a member,” said David Majors, area manager for Smoky Mountain Farmers Coop. “Tennessee has a farm tax exemption. If you qualify through the state of Tennessee, then you can be a member. When you’re a member you’ll get patronage which is 40 | BWI COMPANIES, INC.

pretty much a rebate back on what you’ve bought. It just helps our farmers by saving them some money.” Smoky Mountain Farmers Coop retail centers sell a variety of products and provide a wide range of services. Customers can find everything from farm supplies, pet supplies, lawn and garden products, hardware, plumbing supplies, different types of fertilizer, pro turf, fuel and auto care, and more. The diversity of products and services offered has kept Smoky Mountain Farmers Co-op at the forefront. Over the years they’ve grown to provide needed services and expanded

David Major, Area Manager (left) and Dylan Sise, Showroom Manager - Sevierville (right)

Photos courtesy of Smoky Mountain Farmer’s Co-op

their offerings to stay current and meet their customers’ ever-changing needs. “Home lawn and professional turf have been growing for us over the years. We do lawn seed and chemicals,” Majors said. “We have a pro turf division which takes care of ballfields and golf courses. It’s fairly new. We added that about ten years ago. Pet products are a big thing for us - pet food and toys.” “We also have car care centers at a couple of our locations. We deliver bulk feed and run several bulk fertilizer trucks. We also have a truck where we can go out on the farms and spray,” he said. That willingness to change and grow has kept the co-op relevant in a competitive industry. “We wouldn’t be here if we weren’t so diverse. If we just did feed, seed, and fertilizer, I don’t think we’d still be in business. Pro turf and lawn-type items have really helped to move us forward,” Majors said. The main crops grown in the area are corn and soybeans. “A lot of people grow wheat mostly as a cover crop in the winter but a few of them will combine it. As far as the corn grown here, part of it is for grain and part is for silage. There used to be a lot of dairies in our area. They’re mostly gone now but those guys will chop silage and feed their beef cows,” said Majors, who’s been part of the co-op for 18 years. A focus on customer service helps set Smoky Mountain Farmers Co-op apart from the

BWICOMPANIES.COM FALL 2020 | | 41

competition. Attention to detail and customer satisfaction is a priority for the co-op. “We really hit hard on that because that’s really all we have to differentiate ourselves from some of the big box stores. Customers don’t always come to us for the price; they come to us for knowledge and service. To a lot of folks, it’s invaluable,” Majors said. “You can’t go to a box store, carry a type of weed in there, and get it identified. Most of the time, someone can come into the co-op and we’ll have someone that knows what type of weed it is, and if we don’t then we’ll find out pretty quick.” One way the co-op ensures customer satisfaction is by making sure its workforce of 96 employees is well-trained. “We spend a lot of time on

“We spend a lot of time on training and classes. We’ll do lunch and learns with them. We really want them to be involved and invested in what we’re doing.”

42 | BWI COMPANIES, INC.

training and classes. We’ll do lunch and learns with them. We really want them to be involved and invested in what we’re doing. Our people on the sales counters and dock, they’re the ones that are dealing with people first-hand. Their heart is in it. They want to see us do well, and if we do well, they’ll do well,” Majors said. Smoky Mountain Farmers Coop also tries to make getting the needed supplies as convenient as possible. “We have loading docks and customers just back up and we’ll load them up. We have people out in the field too. If people have questions and they can’t bring their problem to us, we’ll go to them,” he said. Smoky Mountain Farmers Co-op was established in 2019 when Cocke Farmers Cooperative and Sevier Farmers Cooperative consolidated. Both of those organizations had a long history of serving the area. Cocke Farmers Cooperative was incorporated in 1947 while Sevier Farmers Cooperative incorporated a year later in 1948.

“They were originally started back in the 40s after groups of farmers got together and formed co-ops across the state to help with buying power and also help sell their products. They would group together and sell bigger lots. We still do that. We’ve got five locations in our co-op, so we’re able to buy things a little cheaper since we’re the size we are. We also buy grain and seed from farmers to help them move their products,” Majors said. “Last year we actually merged with another co-op. That was a huge, huge deal. We’re still working out a few of the little things on that. We’re going to work to keep growing. The merger gave us three more locations and increased our buying power, and it helps us stay competitive in the market. It was good for us and the goal was to be able to be good for our members by being able to keep our prices competitive. It also helps with assets because you’re not doubling up on things,” Majors said.

The advantage of distribution is single-source ordering

it’s the

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TITLE NAME

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Herbicide phytotoxicity in container and field-grown nurseries

Phytotoxicity Herbicides are an important tool in nursery plant production to control and manage weeds that otherwise would negatively affect the quality and marketability of the finished plant product. In addition, without effective herbicides, nursery plant production would require exponentially more labor and time to produce a crop. Given that production budgets are not limitless, selecting and using the proper herbicide is a critically important decision and is often a complex and difficult process. A herbicide selected exclusively for its ability to control weeds may provide the needed weed control but may have the potential to damage the target crop. Therefore, it is extremely important for plant managers to understand the causes, and identify the symptoms, of phytotoxicity in nursery production and to adopt practices to mitigate its potential impacts. Symptoms Phytotoxicity is a compound’s capacity (such as a pesticide) to cause temporary or long-lasting damage to plants1. Phytotoxicity from herbicide use can be expressed by the plant in many ways2. The symptoms can range from chlorosis (yellowing) which may be ephemeral or permanent depending on the plant’s resilience. Chlorosis generally does not destroy plant tissue. In mild cases, it is localized, or extreme cases, is found throughout the plant. Furthermore, necrosis is the local death of plant tissue or organs, which can appear first as discoloration. The most extreme case can lead to death of all or parts of the plant or affect the quantity, quality, yield or emergence of the desired crop. Other common symptoms include deformation, leaf curling (epinasty), thinning of stand, bleaching, reddening, or stunting, just to name a few (UCANR 2014). Other more subtle symptoms may not be expressed until later in the plant’s growth cycle. For example, herbicide injury may express itself by modifying a process in the growth cycle of a plant such as when an ornamental plant does not flower, or seed head of an ornamental grass not fully develop. It is worth noting, phytotoxicity may include root damage. In many cases this is not expressed by the above ground tissue until the plant is subjected to growth stressors such as drought, insect or disease. A root system affected by herbicide damage affects the plant’s ability to uptake essential nutrients and water needed to survive the biotic or abiotic stressors and reduces the plants resilience.

Figure 1: Note phytotoxicity symptoms on the two photos on the bottom on leaves from an ornamental tree growing in a field nursery.

Causes To minimize the potential for plant injury, it is extremely important to use the herbicide in accordance to the label instructions from the manufacturer. Thoroughly reading and following the label directions will enable the grower to determine the suitability of a herbicide to be used on a particular field grown or container plant crop. The label will provide details not only of use rates and timing of application to achieve optimum weed control but also provide direction as to whether a herbicide can be applied over the top of the entire plant or must be directed only to the base of the plant. Other directions may include settling the growing medium or soil before application

46 | BWI COMPANIES, INC.

HERBICIDE PHYTOTOXICITY IN CONTAINER AND FIELD-GROWN NURSERIES

Corteva

to protect the root systems, especially at susceptible growth stages, at initial potting or shifting up to a larger pot size. Other common causes include application errors associated with not calibrating the sprayer for accurate dispensing of the spray volume and herbicide rate. Calibration includes adjusting the sprayer equipment speed, pressure, and nozzle size but also refining the operator’s speed of movement if he or she is using a handheld nozzle. Many chemical distributors, manufacturer representatives and university extension agents are available to answer questions on techniques and timing, or to provide calibration training. Growing conditions can also have an effect on plant safety. Hot weather and/or drought conditions can exacerbate the damage that chemicals cause2 (2014 UCANR). Conversely, extended cool wet conditions that suspend a plant’s growth can limit the plant processes that normally metabolizes a herbicide and would otherwise be unaffected by the application. Herbicide Selection Selecting the appropriate herbicide includes selecting the right formulation. For example, emulsifiable concentrate (EC) formulation, soaps, and oils can adversely affect the waxy surface layer that protects the leaf from desiccation, resulting in the loss of the shiny appearance of a leaf, leaf spotting, and necrosis (2014 UCANR). When a herbicide is available as a granule or sprayable formulation it may be worth considering the structural form of a plant when determining which formulation to use. A herbicide granule may lodge into the whorl of a bunch-type/ornamental grass causing potential injury while the same granule simply bounces off the leaves of a branching plant and onto the growing medium. In contrast, a sprayable herbicide on the same grass plant is less injurious, while a sprayable may easily stick to and penetrate the cuticle of a leaf from a branching plant. It is always good practice to adequately irrigate preemergent herbicides with a water according to the label directions to minimize the potential from leaf burn or toxicity. Regardless of formulation, it is important to move the active ingredient of preemergent herbicides into the soil profile or growing medium.

Dimension® 2EW 1.0 lb a.i/A

Gallery® SC 2.0 lb a.i./A

Dimension® 2EW 1.0 + Gallery SC 2.0 lb a.i/A

Non-Corteva preemergent herbicide 2X highest rate

Research Registrants generally characterize well the spectrum of weeds controlled by an active ingredient when developing a label. The research associated with developing a label also includes testing the tolerance of the most common ornamental crops in a container or growing in a field at a production nursery. This is also a good indicator of tolerance when the plant is found in its final landscaped setting.

Figure 2: Using the 2x tolerance protocol, note the effect to the growing plants’ root systems and the effect to Rhaphiolepis cultivar when using a herbicide that does not have the plant listed on the label.

However, because of the registrant’s limited resources, the list of tolerant plants on the label is often minimally expanded to include newly popular plant varieties grown by nurseries in their need to respond to the changing preferences of consumers and landscape designers. Therefore, often the testing for herbicide suitability is left to the nursery grower. Corteva Agriscience for decades has demonstrated ongoing testing to expand the knowledge of plant varieties that are tolerant to its herbicide portfolio in the ornamental industry. Over the years, Corteva has collected one of the most extensive lists of tolerant ornamental plants on herbicide labels. This is extremely important for the nursery grower because we know you grow hundreds or more different plant varieties. You neither have the time to continuously test for tolerance nor can you absorb the financial risk associated with plant damage or impacted crop yields. Nursery growers for decades have relied on Gallery®, Snapshot® and Dimension® specialty herbicides because of their plant safety as well as broad-spectrum control. In fact, Snapshot is one of the industry’s most widely used herbicides because it provides greater ornamental safety than other market alternatives, including more than 600 field grown and 400 container grown ornamentals. It is trusted on an average of more than 3,000 nurseries each year which is like treating almost 1.5 billion 10-gallon pots annually.

FALL 2020 | 47

TITLE NAME

48 | BWI COMPANIES, INC.

HERBICIDE PHYTOTOXICITY IN CONTAINER AND FIELD-GROWN NURSERIES

Plant Safety and Versatility

Number of Ornamentals on Product Labels While plant safety is critically important and arguably the most important characteristic of a suitable herbicide product, spectrum of weed control is also important. Especially with nurseries that have extended seasons or year-round growing opportunities, broad spectrum weed control enables a nursery to deploy one product throughout the growing season. This reduces the need to switch product often, unlike herbicides that have a limited weed spectrum. The chart on the right illutrates product safety and versatility on ornamentals per product labels.

Phytotoxicity Protocol

Corteva Agriscience Protocol • • • • •

2x rate Applied two times Within 30 days apart Duplicated at two locations Rating of 3 (0-10 scale)

Although the tolerance protocols of herbicide registrants may differ, Corteva Agriscience employs one of the most stringent of tolerance protocols in the industry. The testing starts with 2x the highest labeled rate applied onto a plant. 30 days later the same plant is treated with another 2x dose of the highest labeled rate. The plant is then evaluated on a scale of 0-10 with 0 equivalent to the untreated check and 10 equivalent to plant death. Only plants that are within a threshold of 3 and less go on for further testing. The threshold 3 represents the level at which symptoms might be expressed but does not negatively affect the plant’s marketability. This testing of a plant variety is repeated in two parts of the country over two growing seasons. This extensive protocol accounts for the variabilities in growing conditions that exist throughout the country, soil types, growing mediums, etc. You can be confident that if a plant variety is listed on the label it has been thoroughly tested for tolerance, and you can rely on that Corteva Agriscience product for effective weed control and plant safety.

Corteva

700

Field-Grown Container-Grown

Source: Product labels as of August, 2020

600 500 400

*Do not apply Marengo to ornamentals growing in containers except pot-in-pot ornamentals.

300 200 100 0

Snapshot® TG

Gallery® SC

Dimension® 2EW

Barricade 4L

Marengo

Figure 3: Corteva Agriscience preemergent herbicide portfolio has some of the most extensively studied herbicides for plant tolerance in the market.

Figure 4: To assure a wide margin of plant safety, Corteva implements a rigorous protocol to determine ornamental cultivar’s tolerance to Corteva herbicides. Photo illustrates the ratings to measure plant response to an application of 4x label rate applied within a span of 30 days.

In support and commitment to the horticulture industry, Corteva continues to test its herbicide portfolio, increasing the number of tolerant plant varieties on the label when the product label comes due for renewal. In addition, Corteva provides a cadre of experts to support and train distributors and growers on the proper use and stewardship of its herbicide portfolio. With Corteva by your side, you can rely on our herbicides to enable your beautiful plants to thrive in a weed free environment because we know the key to your success is growing great plants that are in demand with your customers Sources: 1. 2007 Efficacy evaluation of plant protection products. Phytotoxicity assessment. European and Mediterranean Plant Protection Organization PP 1/135 (3). Bulletin OEPP/EPPO Bulletin 37, 4-10 2. Newman, Julie P. II University of California. Division of Agriculture and Natural Resources. III Series. Publication 3540. 2014 ™Trademarks of Dow AgroSciences, DuPont or Pioneer and their affiliated companies or respective owners. State restrictions on the sale and use of Dimension and Snapshot apply. Consult the label before purchase or use for full details. Always read and follow label direction.©2020 Corteva CT38-070-024 (08/20) COR 010-61212

FALL 2020 | 49

For the performance you expect from Roundup® IT&O Products and fast, visible results within 24 hours, Roundup QuikPRO® herbicide has what it takes to quickly satisfy the toughest customer. THE POWER AND SPEED YOU NEED • Visible results in as little as 24 hours – that’s up to four times faster than liquid formulations of Roundup®. • Quick uptake speeds weed-killing power right to the root, where it can’t wash away. • Rainfast in one hour. • Quick burndown and complete control, roots and all, reduce hassle of customer complaints and callbacks.

50 | BWI COMPANIES, INC.

ROUNDUP QUIKPRO BENEFITS • • • • • • • •

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FALL 2020 | 51

Lessons Learned from COVID-19 By Clay WIlkerson, BWI Marketing Manager - Horticulture & GTS

ne of the constants in life is change. Sometimes it is gradual and other times it comes at you with hurricane force…but it always comes. That fact has been brought into sharp focus this year as our industry has dealt with COVID-19 and all the ways it has changed our world. Some of the changes appear to be negative and we struggle to deal with them. Others have been surprisingly positive, and we have found ourselves pleasantly surprised and grateful. But no matter what form the changes have taken, we have been reminded that change is inevitable. So, what does that change look like for the ornamental industry and how should that affect your priorities in 2021? I believe at least part of the answer to that question can be summed up in these five action items.

1. Be Adaptable – Because change is inevitable in life and in business, we must be able to adapt. Our ability to adjust and adapt to change is key not only to the health of our business, but many times for our very survival. We have seen the truthfulness of that principle play out time and again in our industry and it has certainly been on display as we have all been forced to deal with the impact of COVID-19. In fact, it is hard to think of any part of our industry that has not been impacted significantly in one way or another by the pandemic. And it was those who were able to understand the changes and adapt their business to those new realities that not only survived… but thrived. For those reasons and more, we must learn to be adaptable both personally and professionally as we move forward because one thing is certain… more change is coming. How well you embrace and respond to that change will determine the future health and success of your business. 2. Focus on Customer Retention - One of the positive effects of the pandemic has

52 | BWI COMPANIES, INC.

been the wave of new customers that have found their way into garden centers for the first time. With many counties and states issuing shelter in place orders, consumers found themselves not only working from home, but actually “living” at home through the spring and summer months. This led to a renewed focus on home improvement projects, including a good bit of time and money spent on lawn and landscape projects. As a result, most retail garden centers, farm stores, and others selling into the horticultural market found themselves face to face with new customers who were also new to the industry. This in turn created a domino effect for many growers as they had new retail garden centers seeking them out to help replenish the plant material that was flying off their shelves. So, given the fact that no matter where you are in the chain you probably picked up some new customers this year, one of the top priorities moving forward should be customer retention. In other words, how do you stay connected to these new customers and keep them coming back? Opinions abound on the subject, but the

best answer I have heard to that question is also the simplest…focus on product quality and on customer success. It is hard to see how anyone could go wrong with those two priorities serving as the basis of a customer retention plan. Your plan may be that simple or much more complex, but the point is, make customer retention a priority because it is one of the building blocks of sales growth. 3. Embrace E-Commerce – If anyone had any doubts, our experience over the last

several months has taught us E-Commerce is real and is here to stay. Our industry was already on this trajectory but as we tend to do with anything new, adaptation has been on a slow and steady pace. The impact of COVID-19 quickened the pace of that change by showing us that brick and mortar cannot be our only path to the market, because sometimes that path can be blocked by things outside our control. A good E-Commerce platform allows you not only to reach your existing customers when that happens, but also to connect with new customers and build your brand across a much wider customer base. That is an important lesson to learn, so if you have not made E-Commerce a priority in the past, it should be one of your top priorities in preparation for the spring season.

into factories and manufacturing facilities, production of many of the raw materials used to grow plants, shrubs and trees have been negatively impacted. In some situations, production was not affected but transportation was delayed due to a lack of availability or the refusal of some drivers to enter certain hot spots. Add to those issues a shift in customer demand or a shortage of a raw material and you have the perfect storm. We have seen that scenario play out this year leading to delays at best, and outright product shortages in the worst-case scenarios. What are the lessons to be learned from these experiences? Above all…do not procrastinate. Instead, plan your needs well in advance, place your orders early and take delivery of the product as soon as you reasonably can. Of course, there are times that approach may be limited by space or capital. However, in a world of perishable products, tight production schedules and limited sales windows, taking a just in time inventory approach can lead to disaster. 5. Make Automation a Priority – Before COVID-19 labor was the number one pain point for most greenhouse and nursery owners. For many the struggle is not just about finding quality employees who will show up regularly and do a good job, but rather finding any employees at all. In a good year there is a constant strain to find enough labor for every part of the production process, and sometimes growers and managers are faced with the difficult choice of whether to use available labor to load trucks or grow plants so they have product to sell. Unfortunately, the pandemic has only made this trend worse as some employees have contracted the virus and been unable to work for an extended period. In addition, social distancing requirements have changed the way employees can work together and created a strain on the production process even with a full staff. For all these reasons and more, automation should be a top priority this fall as you prepare for spring 2021. Of course, not every process should be automated, but many can be. Automation will not look the same for every growing operation, but every operation can automate on some level. The one thing no one can afford to do, is to do nothing.

4. Learn from Supply Chain Weaknesses – One of the inescapable lessons from COVID-19 is that the supply chain is more fragile than we all realized. As the virus made its way

FALL 2020 | 53

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Introducing... ®

WEED & GRASS KILLER

high efficiency formula

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.36% Glufosinate-ammonium • Kills weeds, grasses and brush, roots & all • One gallon treats 1,000 sq. ft. • Economical to use • Visible results in hours • Use around trees, gardens, sidewalks, driveways

KleenUp® he Concentrate 5.78% Glufosinate-ammonium • Kills weeds, grasses and brush, roots & all • High efficiency formula, one gallon of finished spray treats 1,000 sq. ft. • Mix 3 to 8 oz per gallon • Economical to use, visible results in hours • Use around trees, gardens, sidewalks, driveways

• REPLANT TREATED AREAS - Reseed treated areas 4 days after application. • FAST-ACTING - Starts working on contact. Can be used on outdoor patios, paths, walkways, driveways, sidewalks, around flower beds and gardens. • RAINFAST IN HOURS - After just hours from application, rainfall or watering will not wash away the effectiveness of this product. • READY TO USE - This weed killer is conveniently ready to use when it arrives because it is not a concentrate that needs mixing. The sprayer nozzle makes this product easy to deploy. • HIGH EFFICIENCY FORMULA - With just one quart of concentrate, you can treat up to 42,000 square feet of driveway, walkways and other areas. • EFFECTIVE - Kills to the root so weeds never come back.

FALL 2020 | 55

Maintaining the Market in 2021 Randy Townsend, BWI Marketing Manager Consumer Goods

he year 2020 will make its mark on history in many ways. The stay at home orders because of a global pandemic threat had quite an impact on all types of businesses. Many businesses were facing odds that would be detrimental. But what our industry experienced was something that I am certain not many would have projected. And BWI is certainly feeling thankful and blessed for what we experienced. As we are still working to keep up with the long tail from the spring through the summer months, we also had to turn our eye to planning for the upcoming year in business. 2020 provided a challenge with obstacles that have not been in play in a long while, if ever. High customer demand putting a strain on a supply channel struggling with factory shutdowns, logistic challenges, and just overall supply shortages have kept our industry somewhat behind in not only fulfilling current supply needs but also from typical planning strategies for the upcoming year. Most of the industry trade events where new companies and new products are on display to buyers did not happen. Many companies elected to sit on new product introductions without the ability to launch at industry events properly. The ability to see, touch, and inspect new offerings in person still seems to be the driving factor in buying decisions up and down our supply channel. So as with BWI, I am sure others out there were limited

56 | BWI COMPANIES, INC.

in their search for new companies to bring on and new product opportunities. The change from in-person events, where you can view the industry on display, to a world of virtual events has undoubtedly sparked discussion within the industry on how best to accomplish preparing for the upcoming year. Not to mention begging the question of what impact it will have on future industry events. If attendees feel they accomplished their planning goals for the upcoming year via a virtual process, will they want to attend an in-person event in the future? We certainly hope so, but also realize that the way it has always been done just got thrown a curveball. In our search for 2021 opportunities, BWI was met with the challenges above as we maneuvered through this new landscape. Although not the usual abundance of new products and manufacturer opportunities to review, we did find some that we are excited to bring you. FITT USA brings innovation to the water hose category, combining high performance and durability with exceptional lightness for even the most extreme situations. Fitt improves upon the recent trend of lightweight hoses, improving performance and durability.

NEPTUNE’S HARVEST offers organic fertilizers derived from fresh North Atlantic fish. Their hydrolyzed fish fertilizer does no biological damage to the soil. It will promote the growth of beneficial bacteria, making the soil less compact and better able to drain, yet hold moisture better for future plant use. The soil testing program from SOIL KIT is the best weapon in helping any homeowner with lawn and garden issues. This program offers accurate information with easy to understand results, instructing consumers precisely what products and in what quantities to use for their lawn or garden. MIDWEST WIRE WORKS manufactures tomato cages in all shapes, sizes, and colors and pioneered the now popular collapsible tomato cages. One of their more popular items is the cross-bottom cage that cradles containers, such as the Western Pulp fiber containers, creating a ready to go patio gardening system for tomatoes and other plants needing support. POP HAT utilizes an inventive, patentpending flexible brim for their line of packable sun hats, that pack flat in seconds and spring open in a snap. HERBRUCK’S Nature’s Supreme chicken litter is made with nutrient-rich hen litter, resulting in a product beneficial to the environment while providing essential nutrients for plants and lawns. For additional information on our new vendor partners, check out pages 15-19. New items of interest for 2021: The SOLO line of backpack sprayers are recognized for their quality and craftsmanship, so it is no surprise that their new models retain their dependability with some inventive tweaks. The new 424 model boasts a top-mounted piston with an offset 4.75” wide-mouthed tank opening and an integrated carry handle for comfortable transport and easy

maneuvering. The pump handle can be utilized on either side to suit the user and can be repositioned vertically to save space in storage. It has a speed tip nozzle, with three different settings that can be adjusted on the fly: jet, flat, and full cone mist. Wand now stores conveniently on the backside in a vertical position. Model 441 is the battery-powered version of the 424, in the same design, but now with an 11-volt diaphragm pump, producing 37 psi. The 11-volt Lithium-ion battery is removable for charging. BONIDE has introduced Revenge Invisible Roach Bait for homeowners. Using the same active ingredient that the pros use, indoxacarb, this 3-gram package controls cockroaches for up to two years. It has an innovative puffer applicator that is easy to apply in cracks and crevices and other places that roaches and other invasive home pests hide. Pests carry the bait back to where others are hiding. Packed eight to the case, Bonide’s Revenge Invisible Roach Bait belongs in every pest control retail set and retails for $12.99 to $14.99. At first glance, DRAMM’S new Bypass Pro Pruner bears a striking resemblance to Felco’s venerated #2 bypass pruner, but the Dramm version retails for half the price and comes in six vibrant colors. With a suggested retail of only $24.99, it is equipped with a blade adjustment gear, allowing the user to maintain the blade gap and boasts a 5/8” cutting capacity. It has corrosion-resistant stainless-steel blades, an ergonomic handle, and nonslip grips for a comfortable cut every time. It also has a lifetime guarantee to the consumer. Other opportunities consideration for 2021:

worthy

HOOVER’S HATCHERY is one of the leading poultry hatcheries in the country, boasting over 100 breeds. Their dedication to excellence in breeding, hatching, and customer experience practices has built a substantial industry presence and has grown the company exponentially in the 75 plus years in business. The robust

demand for poultry during the 2020 stay at home order helped drive them to the forefront as a leader, being able to supply customer needs, both existing and new, when other hatcheries were not able to keep up with demand. If you are currently in the live poultry category and have not looked at Hoover’s please do so. If you are thinking of entering the category, let BWI show you how Hoover’s can bring you into a growing category. DEVROOMEN GARDEN PRODUCTS offers complete display packages of their popular succulent line that are great for retail sales. In recent years, sales of traditional bulbs have declined. But DeVroomen has a hit with these bright, eye-catching color displays of succulent assortments offering the consumer a variety of hardy, indoor and outdoor varieties with informative packaging making the right choice a snap. Don’t miss out on this easy way to add a little more to the top line. GHOST CONTROLS is the industry leader in innovative, reliable automatic gate openers offering secured entry to a property with ease and convenience at an affordable price. There are several options on the market, but education and information on the how and why is often lost at the shelf when consumers see product offerings. With the three and four-foot end cap options from Ghost Controls, most consumer questions can be answered right on the spot with easy to understand instructions right on the package and POP signage and literature provided helping to guide them with their project. Ghost Controls also offers retailers a free gate kit to any retailer building an in-store demo unit! Of course, there are a lot of other noteworthy opportunities, but only so much space to fill and time for someone to read, so be on the lookout for additional communications from us as we approach the 2021 selling season. I hope everyone has a productive planning season and a very successful spring.

THE BETTER CHOICE. SINCE 1948.

FALL 2020 | 57

TITLE NAME

FABRICS FOR EVERY REASON. PRODUCTS FOR EVERY SEASON.

conserves

WATER

BY DESIGN

DeWitt Woven Shade Cloth

DeWitt Plant Protection

DeWitt PRO 5 Weed Barrier ®

DeWitt’s quality woven shade cloth is made from 100% UV stabilized polypropylene and holds up under the most extreme solar conditions. Available in different shade densities.

DeWitt’s crop protection and over-winterized fabrics provide a protective enviornment for your plants during cold seasons. Don’t take a chance when winter weather threatens. Protect your crops with DeWitt winterization fabrics.

PRO 5 Weed Barrier ® is the industry’s best 5 oz. woven, needle-punched, polypropylene fabric designed for professional and commercial use. PRO 5 Weed Barrier ® conserves soil moisture, increases growth, and prevents unwanted weeds from germinating.

DeWitt Sunbelt Ground Cover

DeWitt Weed-Barrier ® Pro

Sunbelt consists of 3.2 oz. polypropylene, which resists tearing, puncturing and weed penetration and is UV stabilized. Sunbelt Ground Cover is striped every 12 inches for plant alignment.

Designed specifically for professional landscapers, contractors and garden center customers, Weed-Barrier ® Pro provides total weed control while conserving water.

Polytuf SUNSHIELD-UVI®Silver/Black Tarp

SUNSHIELD-UVI® used with the reflective silver side up will divert both heat and ultraviolet light, while using the black side up will absorb heat/divert ultraviolet light. Both sides are heat and cold resistant.

One Company. One Call. Over 600 Products! 800.888.9669 • dewittcompany.com

Michigan Peat ORGANIC PREMIUM POTTING SOIL

PREMIUM POTTING SOIL

BACCTO LITE

TOP SHELF PRODUCTS

TOP SHELF SUPPORT BACCTO Retail Sales Guide CO-OP ADVERTISING Product Knowledge POP/POS SUPPORT Display Guidelines STORE BANNERS “Power of 1” Call Tags Pallet Stands send a message to FREE-FREE troth@michiganpeat.com for your FREE BACCTO Retail Sales Guide

TOP SHELF PROGRAMS 2020 Early Buy & Take Program Early Order Program enter the link below for full program details.

http://baccto.com/early -order-and-take-program.pdf Then contact your BWI sales rep to place your order!

BACCTO IS NOT SOLD TO MASS MERCHANTS!

FALL 2020 | 59

TITLE NAME

Is this green industry

REALLY GREEN? N

ot Green Enough! We can make the industry much greener. Nursery Supplies, Inc. (NSI), including Summit Plastic Co. and Plastic Holdings, Inc., has been a leader in recycling, innovator in new product designs and new material used to manufacture horticulture containers for over 60 years. Since the beginning “green” was more than just the color of the Nursery Supplies’ logo, it has been a part of our DNA. That philosophy of protecting our planet and environment through recycling continues today. Since 2015, NSI has recycled more than 247 million pounds of post-consumer and post-industrial plastic, 49 million pounds per year! As good as that sounds the horticulture industry still faces a big challenge with recycling plastic containers.

60 | BWI COMPANIES, INC.

In 2017, 26.8 million tons of plastic were landfilled in the United States according to EPA.gov. Despite being a “green” industry, we produce an incredible amount of plastic waste and we do not have a good closed-loop reuse system. The reality is that recycling is not an easy process. It is tough to manage, takes extensive resources to maintain, adds complexity to the manufacturing facility and overall company, and the benefits may not produce the ROI that makes it sustainable. Other factors considered are the freight to get loads of used plastic to one of the few facilities that recycle and ensuring that the material we get back is not contaminated. The product must be free of dirt, and other non-recyclable materials that must be removed before being recycled, as well as the need to separate the different plastics.

Many horticultural containers still consist of 0% recycled material, and some are not recyclable, meaning they end up contributing to the tons of plastic waste generated in the United States. Other pot manufacturers are recycling as well, and we are all faced with these obstacles every day. Consumers want recycling to be easy, but recycling today is anything but easy. How do six detergent bottles end up as flowerpots? Nursery Suppliesâ&#x20AC;&#x2122; Texas and Pennsylvania manufacturing plants are also recycling facilities, and all our facilities use recycled plastic. This includes blow-molding, injection-molding and thermoforming (excluding color and additives). 100% of our black plastic pots and trays are made from recycled material and 80% of all material

As a final verification, NSI evaluates finished products to ensure the highest quality containers are still being produced with the recycled resins. Testing of mechanical properties as well as impact properties is critical to the overall quality of the container. Atmospheric testing is also done to evaluate the effect of sunlight and temperature on the finished product. So, is this green industry really green? I will let you decide for yourself. Iâ&#x20AC;&#x2122;ll just say this, by using NSI containers you can rest assured that we are all making the right choices for our environment. NSI has recycled 247 million pounds of post-consumer and post-industrial material since 2015, and we are not stopping there. Our customers expect, and NSI has delivered the highest

used in our facilities is post-consumer & post-industrial containers, made up of the following polymers; High Density Polyethylene (HDPE-#2), Polypropylene (PP#5) & Polystyrene (PS-#6). This is trash that we have kept out of the landfill.

quality containers in the industry, and we will continue using recycled plastic. We will continue using our innovation and resources to ensure we are designing the right pot with the right content to enable a greener industry. We have challenges ahead of us, but Nursery Supplies is your partner in this battle, and we continue to strive to make this industry greener!

Over the years with the increased use of recycled material, NSI has increased its testing of incoming materials. Each load of materials is thoroughly inspected and sample material from each load is run through a vigorous testing regiment in order to verify properties and identify contaminants to ensure quality material for manufacturing.

By Russell Holshouser, NSI Director of Marketing and Business Development

Sources: https://www.epa.gov/facts-and-figures-aboutmaterials-waste-and-recycling/plastics-materialspecific-data

FALL 2020 | 61

PALLET ALLEY

Solitare ® WSL Herbicide

Control Over 40 Weeds with Just One Product

“With Solitare’s broad-spectrum capabilities, it controls a lot of the weeds our technicians see everyday. We see a quick visual response shortly after applying the product.” -Mark Tamn

CEO & Founder Freedom Lawns USA Hampstead, NC

WHAT IS SOLITARE WSL HERBICIDE? Solitare WSL Herbicide contains sulfentrazone and quinclorac in a water soluble liquid (WSL), the most complete combination against post-emergence weeds such as Crabgrass. Solitare WSL can be applied on both warm and cool season grasses for flexible control.

HOW DOES SOLITARE WSL HERBICIDE WORK? Solitare WSL’s one-two punch attacks both the foliage and the root giving quick results and complete control. This dual mode of action

SOLITARE WSL HERBICIDE: • Fast, visible results you can see within a few days • No tank mixing hassle • Contains a surfactant for improved coverage • Control of crabgrass, sedge and various broadleaf weeds

WEEDS CONTROLLED • • • •

Clover Crabgrass Wild Violet Yellow Nutsedge

LABELED USE SITES: • Residential Lawns • Institutional Lawns • Athletic Fields • Commercial Sod Farms • Golf Courses

is absorbed through the roots, shoots and the foliage. The sulfentrazone in Solitare WSL works as a cell membrane disruptor. This allows you to see fast visible symptoms on targeted weeds and sedges. As a bonus, Solitare WSL reduces tuber production on yellow nutsedge reducing the likelihood of future outbreaks.

Always read and follow all label directions, restrictions and precautions for use. Some products may not be registered for sale or use in all states. FMC, the FMC logo and Solitare are trademarks or service marks of FMC Corporation. ©2020 FMC Corporation. All rights reserved.

Visit fmcprosolutions.com or contact your BWI sales representative for more information

Get Big Bags Off The Bottom Shelf And Watch Sales Go Up The Big Bag Booster is a special display for Wild Delight bags that brings large bags of wild bird food the attention they deserve! Get yours free with any order that includes a minimum of 15 large Wild Delight bags (14 lbs. or more). Order yours by contacting your BWI representative.

Why bring the Big Bag Booster into your store? • Make A Massive Splash – This display brings instant attention to your larger bags. • Go Large With Loyalty – Once your customers get used to buying bigger bags of food, they’ll never want to go back. Plus, get $75 in coupons to get things started when you order 5 cases of 14 lb. Sizzle N’ Heat! Go big and watch your Wild Delight products take off. Complete your minimum order and get the Big Bag Booster free – contact your BWI representative today. Display Dimensions:

Chalkboard: 20" wide X 15" tall Overall: 23.5" wide X 60" tall X 12.25" deep Form # PWDFM0475

www.wilddelight.com

FALL 2020 | 63

E T A D E H T E SAV O P X E I W B 1 202 SEPTEMBER 20 - 22 | HENRY B. GONZALEZ CONVENTION CENTER | SAN ANTONIO, TX

ADVERTISING INDEX

Absorbent Products................................. 32

Dalen Products......................................... 54

Medina Agriculture Products................. 43

Alliance Animal Care................................ 48

D&D Commodities.................................... 63

Merck Animal Health.................................. 8

Back to Nature, Inc................................... 54

DeWitt Co................................................... 58

Michigan Peat Co...................................... 59

Bayer........................................................... 30

Douglas Plant Health............................... 18

Nisus Corporation.................................... 45

Bayer Roundup Brands........................... 50

Dramm Corporation................................. 54

BioZyme..................................................... 51

Espoma Company.................................... 19

Bonide..................................................23, 55

Festival Windchimes................................ 22

BWI Grower Technical Sales................... 29

FMC Corporation.................................. 2, 62

BWI Pest Management.............................. 4

FoxFarm Soil & Fertilizer Co.................... 11

Central Life Sciences/Wellmark............... 4

Gallagher Fencing.................................... 22

Central Life Sciences/Starbar................. 43

HC Companies.......................................... 14

Scotts Miracle-Gro.................................... 28

Chapin International................................ 27

ICL Specialty Fertilizers......................... IBC

Swan Products.......................................... 32

Control Solutions/Martins.....................IFC

Lambert Peat Moss................................... 34

Tarter Farm & Ranch Equipment........... 39

Corteva Agriscience T&O......................... 36

Landscapers Pride.................................... 29

VPG....................................................... 14, BC

64 | BWI COMPANIES, INC.

Nursery Supplies...................................... 44 OHP............................................................. 38 PBI Gordon................................................ 10 Premier Tech Horticulture...................... 16 Sanco Industries....................................... 29

TITLE NAME

The one most trusted

For over 50 years, professional greenhouse and nursery growers around the world have depended on Osmocote. Decades of exhaustive research and development have resulted in the most trialed, tested, and scientifically advanced controlled release fertilizer available. If youâ&#x20AC;&#x2122;re not already one of the millions of satisfied users, contact ICL today to learn more about Osmocoteâ&#x20AC;&#x201D;the most trusted name in fertilizer.

growwithosmocote.com

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

P.O. Box 5968 Texarkana, TX 75505

NEW FOR 2021 VPG Chelated Iron EDDHA 6% Water Soluble 4 lbs.

Ammonium Sulfate 20 lbs.

Chelated Iron EDDHA 6% Water Soluble 1 lb.

S R E L AI T Triple 16 E R 16-16-16 T N E 20 lbs. D N E DEP N I O T Y L

Atrazine Weed Killer 32 oz. Ready To Spray

EO L B A L I A AV

16 oz.

32 oz.

One Gallon

2.5 Gallons

DECIMATE™ WEED & GRASS KILLER 24.5% GLUFOSINATE-AMMONIUM

66 | BWI COMPANIES, INC.

32 oz.

16 oz.

Herbicide Enhancer

VOLUNTARY PURCHASING GROUPS, INC. • www.fertilome.com

Buylines Fall 2020

Articles inside

Is This Industry Really Green?

More Changes on the Way for Animal Agriculture and Antibiotic Usage

Smoky Mountain Farmer's Co-op

Chauncey Nichols Nursery