2009 fall buylines

pring 2010?Are you preparing forS

INSIDE: 09 EXPOSHOW SPECIALSNEW VENDORSEVENT SCHEDULE

Mark FombyVP Sales

Prior planning prevents poor performance…that is the motto

everyone in marketing should adhere to in their work lives. The 2009 version of that saying should possibly be worded “prior planning helps prevent poorer performance but it certainly keeps the worst of results at bay.” Either way, planning is a very important tool that sometimes gets lost in the daily grind. If we are not careful, we find ourselves ‘showing up’ each day and letting the events that transpire determine our success or failure. That is a daily fight in our collective businesses. As far as BWI is concerned, the marketing department seldom gets to enjoy the fruits of their labor in the present because they are attempting to run ahead of the sales department and the operational side by several months. Their job is to create an environment that allows our sales staff and their corresponding customer base to take advantage of the opportunities available in a profitable manner while incorporating the feelings, facts and opinions of multiple input sources both within and outside the company. Their resulting goal in this department is to improve the offering of products and programs each and every year. As a past member of this conduit structure between the manufacturers, the sales staff and the customers; let me add this is not a 100% process nor will anybody ever come up with how to make this a 100% process. During the process of planning for 2010, we decided to take a step backward and assess if the manner in which we add and subtract from our product offerings is still the best avenue for the future. In reviewing this aspect, we discovered that it runs hand in hand with our sales process on

offering new products and removing products. What we also discovered is that we were very good at adding but somewhat lacking in removing. The best correlation I can give is a closet or garage that has had items added but little thought or effort on what needs to be removed. In researching this result, we found

that we had accumulated too many choices in many categories and

we needed to make the necessary adjustments to remain at the head of the distributor choices available to our customers. These adjustments, we feel, will be seamless to our customer base and the only resulting factor noticeable will be an increased service rate as we adjust our inventory to what our customers feel are the best offerings in each category. The moral to this story is that had we, as a company, continued to follow our historical review processes, we may have overlooked something that had been building for years, and if left as is, could have been a detraction to our service level to our customers going forward. We encourage you also to take a step back and look to see if anything you are currently doing could be an impediment to future growth and profitability. If you do find something that BWI can help you adjust, please let us know. We are all in this together and our health as a company depends on your health as a company.

See you in Chattanooga!-Mark Fomby

Are You Preparing for Spring 2010?Don’t let planning get lost in your daily grind

www.bwicompanies.com September 2009 • Buylines| �

� | Buylines • September 2009 www.bwicompanies.com


It is often said of the lawn and garden retail industry that it

is recession proof. Although there may be arguments on both sides of this statement, the fact still remains that when facing an economy near or in a recession, having the right strategy to ride the wave is equivalent to breathing in regards to the life of your business. During tough economic times when cash flow and credit are tight, one of the biggest challenges a retailer will face is keeping the right product mix on hand while keeping inventory levels in check. This practice leaves little margin for error with high inventory levels leading to markdowns and high carrying cost, and low inventories resulting in lost sales and dissatisfied customers. While lean inventories are the most common practices for a rough economy, there are other strategies that can prove effective to survive the times. But let’s focus on inventory first. Some say that the best practice for a down economy is focusing on your core. I tend to side on this belief as that is what usually pays the bills. Concentrating on the product mix that turns off the shelf and provides operating capital is an obvious good choice. Making buying decisions based on this belief when looking at 2010 offerings is a must, but

what about those other items that are needed to round out an offering? While the core items are necessary to keep your business running, there are many items that are needed to keep the consumer coming back to see

what you are offering in the way of new and unique. These sometimes “fringe” items are where retailers tend to make inventory mistakes having too much left at the end of a season. Having a plan to review and analyze these items and develop a strategy to address those are equally important before a buying decision is made. One of the phrases that have been echoing in the retail trade pertaining to these “fringe” items or categories is “In and Out” strategies. This is where a buying decision is made to offer an item or category based off the notion of an initial buy

in, selling through, and be out. This is the same concept used for seasonal merchandise but can apply as well to other items that may be slower movers. These “fringe” items are usually good margin makers with decent movement off shelf but do not necessarily justify year round inventory levels. They can also make for great promotional and merchandising opportunities. That brings me to the next strategy. Consumers are tighter with their dollar during these times and look for buying triggers getting them to make a purchase. Merchandising opportunities such as displays, category identification, and off shelf focus are just a few ways to draw attention. One of the easiest steps toward effective merchandising is making sure your store is presentable. By this I am referring to free of clutter and inviting to whoever walks in the door. Are the display fixtures in good shape, merchandising products in a way that is appealing to the consumer? This not only applies to the inside but any environment the consumer has the opportunity to shop; greenhouse, feed room, bagged goods lot, etc. The third and final strategy I wanted to share is one that I believe should be practiced during any economic cycle but really has good implications

Riding the Wave into 2010

Randy TownsendMarketing Manager ofConsumer Products


during a down trend. Identify your value and offerings that set you apart from competition. Whether it is your competitive prices, unique product mix or category offerings, convenient location, or knowledgeable and friendly sales staff, use some sort of marketing or ad campaign to get the word out to the consumer you are open for business. This could include, print, website, radio, TV, community events, and in store clinics. It doesn’t have to be lavish but in some format to convey your value offering. So how do you implement and start the process? It starts now. An evaluation of what works and what doesn’t in regards to inventory levels, store appearance, and marketing campaigns must be done in order to prepare for the 2010 season. Knowing what your needs may be before hand and not letting the season sneak up on you is the key. BWI stands ready to help in any facet we can in your planning for 2010. We encourage you to take a moment to evaluate your business and develop a strategy to ensure your business health for 2010 and beyond. While in attendance at our EXPO in Chattanooga or any other buying event you attend, implement your plans by making buying decisions based on what your strategy

may be. Whether it is taking advantage of heavy discounts on core items to stock the store, finding that trendy item to use as promotional, display, and/or merchandising opportunities, or making a buying decision targeting specific areas based on your marketing campaign plans, it all starts now. If we do not have a strategy in place with

steps on how to accomplish, we end up doing the same as we always have and get the results we always have. Given the economic cycle we are currently in, I choose to have a plan for success rather than leaving my fate to chance. What about you?

-Randy Townsend


Expo 2009 New Vendors

Pro-Series TreeStaking Kits

Tree StakingPalm BracingTree Strapping

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High Quality Native Grass Seed Direct From Our Farm to You!

Geraniol Insect RepellentThe next level of protection. BugBand products are a proven, effective alternative to synthetic traditional pesticides, protecting children and adults from biting insects while avoiding the risks associated with irritating chemicals.

A Smarter Approach to Plant Care

The Original Garden Weasel®New & Improved!

True Controlled Release Fertilizers for the Horticulture

Industry


Rain Savers &Composters

Animal Health Care Products for Over 50 Years

Get Relief from Chiggers Now!

Certified Frost-Proof

SHAKE-AWAYAnimal Repellent

Naturally Safe, Non-Toxic100% Organic

Slow Roasted & SmokedDog Treats

Cooks out much of the fat content

Treat bastes in its own juices

Smoking leaves no bitter aftertaste

Exceptional palatability is our goal

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TUBTRUGSTUBTRUGS®The World’s Most Flexible

Two-Handed Tub

Moss, Mold & MildewStain Remover

Cut Resistant GlovesDynee White™

HPPE shell for max strengthKnit wristPolyurethane coated palm provides good abrasion resistance

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Bite FixerInstantly fix the pain & itchBite Fixer belongs in your car, backpack & your first aid kit

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5/8” Bypass PrunerLong Reach Ropeless Pruner12” Compound Action Tree Pruner7” Folding Razor Tooth SawCompound Action Bypass Lopper w/Extended HandlesSharpening ToolNylon Scabbard4-Tine Spading Fork

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10 | Buylines • September 2009 www.bwicompanies.com

Bellingham GlovesPerformance Work Glove

Leather palm, breathable backNeoprene cuff & knuckle protection

Thorn Resistant Gauntlet GloveTough, flexible synthetic leather protects hands & forearms from thorns & other irritants

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Fungus Control For Lawns RTS2.42% PropiconazoleControls broad spectrum of lawn diseasesTreats 5,000 sq. ft.Protects up to a month

Fruit, Citrus & Vegetable Insect ControlSystemic drench for ediblesSeason long protection

Season Long Weed Control For LawnsKills current broadleaf weedsRainproof in 1 hour

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Benches48” Wide Classic Park Bench48” Wide Omni Park Bench

Outdoor Gas FirepitsGrey Newcastle FirepitMandalay Firepit

Outdoor Grills4 Burner LP Gas Grill3 Burner LP Gas GrillCart Grill

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Bedbug KillerOdorless & non-stainingKills on contactWorks up to 4 weeks

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2010A Sampling ofNew products for

New SizesPalm-Tone - Now in a 20 lb. BagTomato-Tone - Now in a 17 lb. BagOrganic Traditions Dried Blood - Now in a 20 lb. Bag

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When Faced with Multiple Weed Problems, the Single Solution is Solitare!

New SizesSevin 10% Dust - Now in a 2.5 lb. canisterSevin 5% Dust - Now in a 5 lb. bottle

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Popup Planters for Growing Strawberries & HerbsGrowbagsPotato TubsSteel/Copper Watering CanParisian VasesVictorian Planters & StandsBlacksmith Welcome Planter

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Large Coverage SprinklerExtra Large water jet for more coverageWater coverage up to 8500 sq. ft.Trip levers for full or partial coverage with reversing full circle setting

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Raised Garden KitLow maintenance footprint fits any backyard - 42.5” x 42.5” x 6”UV resistantMade from weather resistant composites & eco-friendly recycled wood flour

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New InsecticidesTree & Shrub Insect Control with Safari Insecticide

Season long Whitefly & other insect controlTreats 12-4” diameter trees or 23-3’ tall shrubsEasy to apply granules

Grub Control with Arena InsecticideTreats up to 5,000 sq feetUse in turfgrass and landscapesProtects plants by killing insects when they feed on them

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Biopesticide with Long Term ControlVerando™ O


Rain GaugesWireless Digital Rain Gauge

Color LCD display with battery backupIndoor/Outdoor temperatureSelf emptying wireless rain collection cup

Digital Rain Gauge & Thermometer with 4-Color LCD

Track accumulated rainfallSelf emptying wireless rain collection cupLow battery indicator

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Martin GourdsTwo-Piece Gourd

7” diameter nesting areaWater preventing canopyAvailable in 4-, 6-, 8-piece sets

Purple Martin Gourd2.25” diameter entrance hole leads to a spacious 6.5” long, 6.5” wide interior compartment

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Sports CamerasSplash Underwater 5MP with screenSportsman 5MP Underwater 4 & 1 digital cameraTrekker 3MP digital cameraSplash Mini TrekkerSportsman ProInfinity LightRechargeable Light

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Wild Bird FeedersStraight-Sided Tube Feeders

17-1/2” tallHolds 1-1/2 lbs. of seed

Seed Ball6” round shapeHolds 7 cups of black oil sunflower seeds

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Shepherd Hooks90” Double84” Single84” Double84” Offset Double46” Double Deck

Compost BinStanding Flat Iron BasketFolding Finial Basket HangerRed Inverted Tomato Cages

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Hummingbird FeedersHarvest FeederFairy Dust Feeder

Seed FeedersPatriot WildCupola WildFathom WildWhimsy Wild

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Ceramics...The Natural Companion for Plants

The ultimate back saving clean-up tool. Easily picks up debris, leaves, logs, rocks, etc. Got a

mess to clean up? Let the Gator grab it.

www.bwicompanies.com September 2009 • Buylines| 1�

Powder MillDust applicator with an extra hopperApply dust in the attic & crawl spacesFeatures large blower wheel & four air induction louvers

Scatter BoxAll-purpose applicator for fertilizer, seed, granular insecticides, ice melts & fire ant baits

Broadcast Spreader25lb. capacityAdjustable shoulder strapStainless steel rate gate

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Raised Garden Grid Rain Run®

Decorative UrnsInjected Molded Urns

Acadia UrnChesapeake Urn

Rotation Molded UrnsCorinth UrnVerona UrnTreviso Urn

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Char-Log SeriesStorageOfficial Collegiate CoolersKing Bench RockerKing Rocker5’ Swing w/Foot Rest & Canopy4’ Porch SwingAdirondack Chair & Ottoman

Durable Cedar log constructionSpecial Char-log heat curing, preserving, finish process resists mildew, mold & stainsVarnished to preserve Char-log finish

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[Cont. on 34]

United GeneralSupply Co., Inc.United GeneralSupply Co., Inc.

1� | Buylines • September 2009 www.bwicompanies.com


Never before during my 26 year career

in the lawn and garden business have I seen so many challenges yet so many opportunities. Challenges in the form of “frozen credit” from lending institutions, loss of millions of American jobs resulting in less consumer spending, the

fear of uncertainty during our current economic times. Opportunities in the sense that less people are competing for a slice of the pie; availability of talent in the work force; banks, manufacturers, etc. are looking to partner with companies that are properly financed and well managed who will be in business when the dust settles. Could it be that in order to survive and thrive we will be required to stop doing things the way we have always done them and start doing them in a more efficient and productive manner? The book Who Moved My Cheese by Spencer Johnson and Ken Blanchard seems very fitting with today’s challenges and opportunities. Last week I had the opportunity to attend a meeting and the common opinion was that we have hit the bottom of this recession and a lot of pent up demand is on the way, thus creating a huge opportunity to sell product in the coming months. BWI recently made a major change in the way employees’ vacation time; sick leave time; hours worked, etc. are kept with a system called UltiPro. Basically a system that will eliminate the triple handling of time cards, manual paper requests for time off, etc. that will feed directly into a payroll processing system thus reducing

errors and greatly improving our efficiency while reducing duplicated paperwork. I will have to admit at first I was somewhat apprehensive about the change but now, three months into the improved process “change”, BWI is seeing the benefits. This reminds me of the initial stage of implementing laptop computers for our sales staff. Sure we had a few minor glitches but today we don’t have a single sales person that feels they could make it a day without their laptop. Yes, we are in uncertain times and many people feel that now is not the time to make changes and pull in their wings. I am of the opinion that successful businesses will adapt, learn, grow and make improvements to their respective businesses. By now you know BWI is “changing” its show location this year to Chattanooga, Tennessee. BWI feels it’s Expo is a great opportunity to see new products for 2010, receive our best prices of the year, network with others in our industry and have fun as well. Responses so far have been nothing but positive about our new venue in Chattanooga and BWI has left no stone unturned to make this event the best ever. We feel this event is a WIN/WIN/WIN for growers/retailers, vendors and BWI. I can’t wait to see everyone at this exciting new venue. After all, it is not often you all have a chance to get together to conduct business as well as have fun!

-Jim Bunch

Jim BunchCo-President/CEO

Challenges & OpportunitiesChallenges & Opportunities


With all the economic challenges we face right now it would be very easy for the average

business person to sit still in fear and do nothing. Uncertainty tends to do that to us. We hear about the condition of the housing market, continued job losses and the chaos on Wall Street and it makes us want to hold onto our money and maintain the status quo with our business. It is sort of a defense mechanism that seems to kick in these kinds of times so I understand this reaction. In fact, I have to admit that as a consumer, I have reacted the same way on some level. But, the more thought I have given to this mind set from a business perspective, the more I have come to realize the flaw in it. The fact is this is not the time to sit tight or “hunker down” as some might say. Just the opposite is true. This is the time for all of us to look forward to next spring and next year and begin to think about what needs to be done now so that we can be ready when the economy turns around, and it will turn around. Already, economists are beginning to slowly find consensus on the idea that we have hit the bottom or close to it. Most of them caution that it will be a slow recovery, but a recovery nonetheless. Based on that certainty, let me pose a couple of critical questions for you to consider. First, what are you doing right now during the downturn to put your business in a position to gain an advantage over the folks you compete with? That’s critical because if the “pie” is smaller than what it was, the only way your piece is going to stay the same size as it used to be is for you to do a better job in some key aspects of business management than what your competition is doing. Second, what are you doing in order to prepare for the future when things turn around? The time to get ready for tomorrow has always been today. If we wait until things turn around to begin planning how to take advantage of the new opportunities, we have

waited too late. It is precisely when things are not going well that we need to be looking ahead and planning for better times. With those two questions in mind, let me suggest a few things you might want to consider in order to put your business in a more competitive position today and tomorrow.

Reduce Costs by Upgrading Existing EquipmentTechnology is exploding and manufacturers are constantly figuring out how to build better and more efficient equipment. Many times you can get a fairly quick return on your investment simply by replacing older, less efficient equipment, with new more efficient models. For example, you can reduce your energy cost 15-

16% simply be replacing an older gravity vented standing pilot heater

with a new more efficient power vented model with an intermittent pilot. Another example of savings would be to change over from older, less efficient thermostats, to more accurate and efficient environmental controls. Those are just two examples of several we could mention where upgrading your existing equipment would reduce your costs and put you in a stronger position now and in the future.

Automate Where it Makes SenseEvaluate your business and processes and automate where it makes sense. Automation is a great place to gain some efficiency by either reducing labor and/or using your labor more efficiently. Just keep in mind there is no one-size-fits-all with automation. Every greenhouse operation is different to some degree and you have to determine where it will work for you. However, everyone should evaluate where and when to automate based on the potential to meet at least one of two goals. First, the equipment

The Time to Get Ready for Tomorrow

IS TODAY by Clay Wilkerson

Clay WilkersonSales Manager/GTS


should save you money, either in labor reduction or in some other gain in efficiency, so that you get a return on your investment in at least 2-3 years. Second, the equipment should allow you to speed up production or streamline processes so that you are able to hit critical production windows. Due to the ever narrowing window of sales in our industry, sometimes you have to evaluate automation, not based on the labor it saves you, but the increased sales opportunity it provides you because you are able to get the product to market at the right time in the right quantity.

Adopt Better Irrigation PracticesIrrigation is one of the areas that the average greenhouse or nursery operation can gain the most efficiency for the least amount of money spent. For example, many greenhouse operations (commercial and retail) continue to do a large percentage of their irrigating by hand even though it is one of the least efficient and most expensive ways to irrigate. In addition, many of the existing irrigation systems that are currently being used are inefficient and outdated. The good news is that this process can be automated and/or updated

through a variety of means (micro sprinklers, drip, booms, etc) with a few fairly certain results. First, labor cost will be reduced because fewer man hours will be required to perform the tasks. In many cases, the labor is reduced so dramatically that the new system pays for itself in one season of use. Second, water will be applied more efficiently. That seems counterintuitive, I know, but it really should not surprise us that a well designed irrigation system or a piece of irrigation equipment could do a better job consistently than people can applying water. Finally, the amount of water used will be reduced. Any time you transition to a more efficient means of applying water you will naturally reduce the amount of water used, and by extension, the amount of energy needed to pump the water. So, automating your irrigation based on a well designed system has the potential to reduce labor cost, while at the same reducing your water and energy costs. By no means is this list comprehensive, but they certainly represent important areas of consideration for both now and in the future. Changes in any one of these areas will cost you and that is the reason [Cont. on 21]

09EXPOShow Specials


ABSORBENT PRODUCTSPurchase 10 bags of 40 lb. Redlake Earth, course Granules (BHSD40) & receive 1 bag FREE!Purchase 25 bags of 40 lb. Stall Dry (BHSD44X) & receive 3 bags FREE!Purchase 55 bags of Stall Dry Plus w/deodorizer (BHSD133) & receive 7 bags FREE!Save $7 on the purchase of a case of Redlake Earth Powder, 6/6 lb. (BHSDW105)

ARBORGUYCash Spiffs

ATLAS GLOVESCash Spiffs $5-$50$20 Cash Spiff on the Classic 12-Peg Display, Pk/144 (ZZWLACLASSIC12) & the 12-Peg Best Seller Display, Pk/144 (ZZWLALG12)$50 Cash Spiff on the 20-Peg Best Seller Display, Pk/240 (ZZWLALG20)

BACK TO NATUREPurchase 19 pallets of Back to Nature products to ship between 10/15/09-3/31/10 & receive 1 pallet of product FREE!Purchase 10 or more truckloads of Back to Nature products (to ship between 10/15/09 & 10/15/10) & receive 1 pallet of product FREE on every truckload bought for the entire season

BARENBRUGPurchase 10-25 lb. bags of Panterra Annual Ryegrass (FS9225) & receive 1-25 lb. bag FREE!Purchase 10-25 lb. bags of Barblanca White Clover (FS83) &

receive 1-25 lb. bag FREE!Purchase 10-25 lb. bags of Primero Forage Bermuda (FSPRIMERO) & receive 1-25 lb. bag FREE!Purchase 2 cases of 6/5 lb. Panama Bermuda (FSPAN5) & 1 case of 12/1 lb. Panama Bermuda (FSPAN1) & receive 1 case of 12/1 lb. Panama Bermuda FREE!

BAYER ADVANCEDSpiffs up to $100 on the purchase of select pallet & displays

BONIDESpiffs up to $100 on the purchase of select display & assortmentsPurchase 10 cases of the following items, mix & match, & receive 1 case FREE!Total Release Flea Foggers, 3Pk-6 oz. (BP685); Household Insect Foggers, 3Pk-6 oz. (ZZBP683); Ant, Roach & Spider Aerosol, 12/15 oz. (BP404); Mosquito Beater Yard Fogger, 12/15 oz. (BP560)

BOSS GLOVESCash Spiffs $5-$40

BRADFIELD ORGANICSCash Spiffs $25-$75

CENTRAL LIFE SCIENCES (FARNAM PET)Spiffs up to $100 on the purchase of an end cap

CHAPIN SPRAYERSSave 20% on select sprayers

CLEARY CHEMICALSave $281.33 per drum on the purchase of 2 or more drums of Cleary 3336WP Pro-Pak, 48/1 lb

COLLIER METALPurchase 20 bundles of any of the following products & receive 2 bundles FREE!1/16” x 10” Steel Edging, Pk/5, Green (PS10145); 1/16” x 10” Steel Edging, Pk/5, Brown (PS10145B);1/16” x 10” Steel Edging, Pk/5, Galvanized (PS10145G)

CONTROL SOLUTIONS$2 to $30 Cash Spiff on select case goods

CORBITT MFG.Purchase 1 truckload of product (mix & match) by 2/19/10 & receive 1 pallet of mulch FREE!Purchase 1 truckload of product (mix & match) by 12/15/09 & receive 2 pallets of mulch FREE!Save 3% on select itemsPut your name in a drawing to win FREE jewelry

DEWITTReceive up to $10 per roll off select bulk roll Weed Barrier Landscape fabrics

EARTHWAYSave 30% on a Precision Garden Seeder (ERPGS)

ESPOMA$50 Cash Spiff or FREE rack with the purchase of 10 cases (mix & match) of Earth-Tone Liquid Products$25 Cash Spiff with the purchase of 5 cases (mix & match) of Earth-Tone dry products$40 Cash Spiff with the purchase of 1 pallet of either Corn Gluten (ESCGP25) or Natural Lawn Food (ESNL30)$100 Cash Spiff with the purchase

09EXPOShow Specials


of 1 pallet of Corn Gluten (ESCGP25) & Natural Lawn Food (ESNL30)

EXCEL MARKETINGSpiffs up to $75 with the purchase of select displays

GARDENTECHSpiffs from $10 to $60 on select palletsPurchase 10 cases of Sevin (mix & match) & receive 1 FREE case of 10% Sevin, 6/2.5 lb. (GUS7006)

GARDMAN$50-$200 Cash SpiffsSave 20% on shaped coco liners

HAPPY JACK$35 Cash Spiff with the purchase of the Deluxe Assortment Shelf Display (ZZHJ1061)Special Pricing on Xylecide Anti-Fungal (HJ1324); Skin Balm (HJ1052) & Paracide Shampoo (HJ1063)

IRONITESpiffs up to $50 on select pallets

JUST ONE BITE$2.50 per case Cash Spiff with the purchase of 4 cases of product (mix & match)$5 per case Cash Spiff with the purchase of 20 cases of product for an end cap

MICHIGAN PEATPurchase 42 bags of 50 lb. Baccto Potting Soil (MH211250) & receive 8 bags FREE!Purchase 85 bags of 25 lb. Baccto Potting Soil (MH211225) & receive 15 bags FREE!Purchase 55 bags of 40 qt. Baccto

Lite Potting Soil (MH1450) & receive 10 bags FREE!Purchase 110 bags of 20 qt. Baccto Lite Potting Soil (MH1425) & receive 20 bags FREE!

MILLER MFG.Save up to $14 on select items

MONSANTO (NO LIMIT)Purchase 5 cases of QuikPro Dose Packs, 6/5-1.5 oz. (MSR88603) & receive 1 case FREE!Purchase 5 cases of QuikPro, 4/6.8 lb. jugs (MSR22913) & receive 1 case FREE!Purchase 5 cases of Roundup Promax, 2/1.67 gal. (MSR10918898) & receive 1 case FREE!Purchase 1 drum of Roundup Promax, 30 gal. (MSR10918843) & receive 1 case of Promax (MSR10918898) FREE!Purchase 8 cases of Roundup Pro Concentrate, 2/2.5 gal. (MSR10317188) & receive 1 case FREE!Purchase 1 drum of Roundup Pro Concentrate, 30 gal. (MSR10317181) & receive 1 case of Pro Concentrate (MSR10317188) FREE!

NEOGENCash Spiffs equal 5% of purchases

PROKOZReceive an additional 5% discount off select items$25 Cash Spiff per case with the purchase of Clevis, 6/4-8 oz (ELCLEVIS)

SANCO$10 to $50 Cash Spiffs

SCOTTS-RETAILPurchase 1 case each of the following Home Defense Max products:Mouse Trap (OR0320110), Press ‘N Set (OR0320310), Glue Traps (OR0320410), Bait Paste (OR0320610), Bait Blocks (OR0320710), & Bait Station(OR0320810) & receive 1 case of Home Defense Max Mouse Traps (OR0320110) FREE!

SENORETCash Spiffs up to $75.00 on select display assortments

TUFF STUFFSave 9 to 17% on select items

TURNER HAT$25 Cash Spiff with the purchase of a Spring Prepack Display, Pk/80 (DSTUSPRINGPACK)$50.00 Cash Spiff with the purchase of a Fall Prepack Display, Pk/48 (DSTUFALLPACK)

VALENT (GREENHOUSE/NURSERY)Additional 5% in bonus bucks for every $5,000 purchased on select itemsPurchase 10 bags of Distance Fire Ant Bait, 25 lb. (OADISTANCE25) & receive 1 bag FREE!Purchase 40 bags of Broadstar, 50 lb. (OA88560290) and receive 4 bags FREE!

[Cont. on 21]

09EXPOShow Specials

www.bwicompanies.com September 2009 • Buylines| 21

[Cont. from 19]VALENT (GOLF/LCO)Additional 5% in bonus bucks for every $3,000 purchased on select itemsPurchase 10 bags of Distance Fire Ant Bait, 25 lb. (OADISTANCE25) & receive 1 bag FREE!Purchase 10 bags of Arena .25G, 25 lb. (OA61427190) & receive 1 bag FREE!

VPGCash Spiffs up to $3 per case & $25 per pallet on select itemsPurchase 5 cases, mix & match of Killzall, 8 oz. to gallon sizes, (FH33690, FH33691, FH33692, & FH33693) & receive 1 case of 12/24 oz. Killzall FREE (FH32162)

WATERBURYPurchase 12 meter refills & receive 1 metered dispenser (QM321131) FREE! Special pricing on the CV80D Dairy Bomb (QM348315)

WELLMARK (EXTINGUISH)$10 Cash Spiff with a 5 case order (mix & match)$25 Cash Spiff with a 10 case order (mix & match)

WELLMARK INTERNATIONAL$10 Cash Spiff per 2 unit order with the purchase of Enstar II IGR, 24/5oz. (SAENSTR2) and/or Mavrik Aquaflow, 12/1 qt. (SAPENMAV2). Mix & match.$25 Cash Spiff per 4 unit order with the purchase of Enstar II IGR, 24/5oz. (SAENSTR2) and/or Mavrik Aquaflow, 12/1 qt. (SAPENMAV2). Mix & match.

WOODLINK$10-$50 Cash Spiffs

WOODSTREAMWith every purchase of $500 or more, receive 10% back in spiffs.

[Cont. from 17]some greenhouse owners & managers struggle with the decision, especially in the current economic climate. However if all you see is the up front cost you really miss the point. The right question is not, “What does it cost?” The right question is “How quickly will I get a return on my investment?” If you follow that sort of mindset in managing your business, you will almost certainly make good decisions today that will prepare you for tomorrow.

-Clay Wilkerson


Why should I book my vegetable seed? How do

I know that someone else will not come out with a lower price closer to delivery? These are questions of which I am sure some of you are familiar. They are good questions, and ones that deserve answers. As a distributor, we strive to fulfill our customers’ needs. We do our best to ensure that we have the vegetable seed we list in stock, at a fair and competitive price. While there are times when particular varieties may not be in stock or are not the lowest priced, there has not been one time we have not tried our best to have both stock and low price. We know that to be successful as a supplier, we have to help our customers be successful as well. You may also ask why is it that BWI has run out of “okra” seed, while one of its competitors still has inventory? The answer is multi-faceted. Our competitor may not have done as good a job of selling seed in the beginning of the season. BWI, like our customers, has to book seed with its suppliers, and okra may have been pro-rated due to poor crop yield; or the increase in demand was greater than the source of supply. BWI has to book its seed with suppliers as early as possible, just as we ask our customers to book with us. For example, BWI books its Fall seed (seed sold during the months of August

through November) in April of the same year. April is generally the time of the year when our suppliers know what their crop yields should be and can finalize their pricing. For our Spring seed (seed sold during the months of February through May) we must book our needs by June of

the prior year, as our bookings help the growers plan how much acreage to plant of certain varieties. When crops are short, booking seed as early as possible is one of the most important things that you, and BWI, can do. Most suppliers, whether they be growers or brokers have a general idea how much seed they expect to receive. They will then sell based off this number of forecasted stock. Once harvest is complete, they are either able to fulfill everyone’s bookings or pro-rate how much each customer can get of their original booking, usually based off when the seed was booked, how much seed was booked,

and requested delivery date.When seed is pro-rated from a booking, BWI then goes to other suppliers in the market to see if there is any seed available from them. If there is seed available, we purchase based off forecasted need with our customers and then price average our inventory, as seed that is not booked early is usually purchased at a higher price. BWI is no different when it comes to booking seed. When crops are pro-rated we use the same criteria: when, how much, and requested delivery. We believe those customers who book ahead with us, instead of waiting until the last minute to order, deserve “first shot” at short crops – a reward of sorts for committing to do business with us. We all realize that this past vegetable season was tough – increased demand and decreased supply. The United States vegetable seed market realized an increase in seed sales of 20-30%, depending on seed category. Those paying attention to the market did the best they could to prepare by booking as early as possible, and to as much as they could commit. So what is in store for us in 2010? According to the National Agricultural Statistics Service (NASS) in their report dated July 10, 2009, only five categories of vegetable seed out of fourteen have slight increases

Rodney HatridgePurchasing Agent

WHY BOOK GARDEN SEED?WHY BOOK GARDEN SEED?


in acres planted in 2009 versus 2008, which is not enough to offset the continuing overall downward trend for the past four years. Overall acreage for vegetable seeds in the United States is down by 2.84% for 2009. How does that affect us? This past season, BWI saw an increased demand of 23-27% depending on seed category. It is not rocket science to figure out that smaller acreage and expected increase in demand means there possibly will be shortages in some varieties of seed for 2010.

So what to do?

Book your seed as early as possible.Ask to take your seed as soon as it becomes available.Periodically ask for updates

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on delivery time frame and possible pro-rations, which would allow you to evaluate short crops and how that will impact you.

At this time, based on the information given to us by our suppliers, only one seed category looks to be short: collards. At it stands, BWI is in position to receive 90% of the seed booked. However, there may not be other sources should we sell our inventory. So, back to the questions: Why should I book my vegetable seed? Book seed early to ensure delivery, even if it is pro-rated, especially if there are concerns of shortages. How do I know that someone will not come out with a lower price closer to delivery? As with any commodity, there

is no guarantee in regards to lowest price, but if booked with the right supplier, you can be assured that your seed will be competitively priced. Forecasting another year of increased demand, and knowing that overall acreage is down we must all be as proactive as possible to have a successful season. BWI has already booked it’s seed and published it’s price list for 2010. Have you booked your seed yet?

-Rodney Hatridge


Under the proper conditions, going with the flow may

be great for a float trip on your favorite river. It may require little effort and provide some beautiful scenery, while passing the time. However there are some inherent dangers when going with the flow. Recently, BWI had a warehouse managers’ meeting in central Arkansas and many of our people witnessed the following interesting event. A young man and his female companion attempted to launch a ten foot flat bottom boat (with nothing but a trolling motor – no motor, get the picture) from a trailer into the Little Red River below the Greer’s Ferry Lake dam. Needless to say, his plans were to (1) launch his boat, (2) pick up his lady on the river bank, and then (3) spend a leisurely afternoon floating the river. Only one of these three events actually occurred!! As soon as the boat left the trailer, it departed from the shore and trailer rather quickly (which may be an understatement) with the nose of the boat in the air and back of the boat nearly below water level. A small flat bottom boat powered by nothing but a trolling motor is rather difficult (this is an even larger understatement) to control in swift, rising water. For those not aware, Greer Ferry Lake is a power generating lake. On this particular afternoon, the gates were open to generate power; therefore the water was rising extremely fast, resulting in very swift water. The good news is the boat remained afloat and several miles down the river, this young man and his boat were successfully captured and pulled to the shore by another boat. However he may have difficulty taking his girl back to the river with him. Some businesses resemble this afternoon on

the river. They open the doors of the business day after day, year after year, going with the flow. When the economic climate is good, their business does good. When things are bad or difficult, their business suffers greatly and it’s the economy, weather or competition. Just as white water

requires, a long, sturdy, wide boat with a power motor, tough times

requires more than the minimum to make things happen. There was a time when business could survive by just opening the doors and letting things happen. Those days are long gone. A country humorist once said, “if you don’t know where you are going, how will you know when you get there?” These words are a funny version of the more serious business quote of “Failing to plan is planning to fail”. Both of these quotes contain a gem of truth worth its weight in gold. To survive and prosper in business today and beyond, it is imperative that we plan ahead and know where we are going and know how we are going to get there. The ever-changing competitive forces and day-to-day crisis that arise require us to think and plan ahead. Don’t get caught going with the flow or going down the river without a motor or a paddle. -Mike Mize

Mike MizeExecutive VP/CFO

Going with the FlowGoing with the FlowGoing with the Flow


Arborguy*AT FilmsAtlas GloveAtlas Greenhouse SystemsAustram, Inc.BA ProductsBack to Nature, Inc.Bamert Seed Co.*Barenbrug USABASFBayer AdvancedBecker-Underwood, Inc.BioSafe SystemsBond ManufacturingBonide Products, Inc.Boss GlovesBradfield OrganicsBugBand*Carl Pool ProductsCentral Life SciencesChapin SprayersCherry Creek SystemsCleary ChemicalCoastal SolutionsCohasset ImportsCollier Metal SpecialtiesColorite-SwanContech Electronics, Inc.Contempo IndustriesControl SolutionsCorbitt Mfg.Corona ClipperD & D Commodities Ltd. DBA Wild DelightDalen ProductsDanner Mfg.DeltAgDeVault EnterpriseDeVroomen Holland GardenDeWitt CompanyDosatron InternationalDosmatic USA, Inc.

Dow AgroSciencesDramm CorporationEarthBoxEarthwayEasy GardenerEspoma CompanyEvolved HabitatsExcel MarketingExhart Environmental SystemsFafard, Inc.Fertile Earth Plumstone*

Festival Windchimes/QMT Associates, Inc.FlexrakeFlorikan E.S.A. Corp.*FMC CorporationGarden TechGarden Weasel*Gardman USAGilmour ManufacturingGood Ideas, Inc.*Gorilla Glue

Participating VendorsParticipating Vendors


Gowan CoGreen KingGreen Light Co.Green-Tek, Inc.Grosfillex, Inc.Growth ProductsHappy Jack, Inc.*Headwind Consumer ProductsHeath Outdoor ProductsHenriHope Agri Products, Inc.

Humco Holding Group*Jones Seed CompanyJRM Chemical, Inc.KaseLady Bug Natural BrandLandscapers PrideLebanon L&GLewis ToolsLiquid Fence Co., Inc.M K MineralsMars Fish Care/Aquarium

Medina Agri ProductsMessina Wildlife ManagementMichigan PeatMicro-Grow Greenhouse Systems, Inc.Miller ManufacturingMilorganiteMonsantoMonterey L&G Products, Inc.Mosser LeeMoultrie FeedersMulch ManufacturingMusic of the Spheres, Inc.Myers GrowerMyers Lawn and GardenNatural IndustriesNeogenNorcross Safety Products, LLC (Muck Boots)Novelty Mfg.NuFarm Americas, Inc. (R&P)NuFarm Americas, Inc. (T&O)Nursery Supplies, Inc.OHPOregon Wire*Organic Control, Inc.Pace 49Page Seed Co.Panacea ProductsPatten Seed CompanyPBI Gordon*Phyton CorporationPickSeedPL Light SystemsPlant Mates*Plant Stand, Inc.PoppelmannPottery DirectPremier HorticulturePresto ProductsPrinciple PlasticsProkozQuietaireRadius GardenRiver Market Pottery*Rush Creek Designs, Inc.Rustic Natural Cedar FurnitureSanco Industries[Cont. on 28]

Participating VendorsParticipating Vendors


[Cont. from 27]Scotts CompanyScotts Company - GrowerSenninger IrrigationSenoret ChemicalSePRO CorporationShake-Away*Silverado SystemsSmithers-OasisSmokehouse Pet Treat*SoloSouthwest Agri-PlasticsSt. Gabriel LaboratoriesStall Dry/Absorbent Products, Ltd.Summit ChemicalSun Gro HorticultureSweet Corn Products, LLCSWK, Inc. (Modine)SyngentaT.O. Plastics, Inc.Tanglefoot CompanyThe AndersonsThe Trunk Mat CompanyThe Yard WorldTricam Industries*Tubtrugs*Tuff Stuff ProductsTurner Hat Co.United General Supply Co.Valent USAValley View IndustriesVPGWare Manufacturing, Inc.Waterbury (Country Vet)Wellmark InternationalWestern Pulp ProductsWet & Forget, Inc.*Wildgame InnovationsWoodlink, Inc.Woodstream Corporation

* = New Vendor

It’s Not Too Late To RegisterFor 2009 BWI EXPO information and to

register, visit us online at www.bwicompanies.com.

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www.bwicompanies.com September 2009 • Buylines| ��

The summer months are an exciting time of the year for BWI and its customers as planning for the

2009 BWI Expo is well underway. This year’s show is shaping up as one of our most exciting ever with more buying opportunities than ever for our customers to take advantage of. As the show has evolved over the years, more and more buying opportunities for our golf course and turfgrass management professionals have become available to our customers in this market segment. Last year, BWI placed an emphasis on attracting more of our golf course superintendents, landscape companies, and lawn-care operators to attend by providing more vendor offerings and special buying opportunities that were not offered at any other time of the year. As a result, those that attended remarked that not only were they impressed by the discounts on product offered by BWI and their vendor partners, but also amazed at the size, organization, and fun that they had while attending the EXPO. While attending industry trade shows is common by those professionals, the concept of a “buying market” was a bit foreign to most of the first-time attendees. The overall response from this customer base was very positive and many plan to return again to our new venue in Chattanooga. This year, a whole section of the trade show will be dedicated to those vendors serving our turfgrass managers. Educational sessions are scheduled by leading professionals in the field that will be timely and informative to the attendees. Once again, the vendors will be helping customers solve problems effectively and affordably. We are excited about our professional products lines and looking forward to the EXPO growing into a “can’t miss event” for turfgrass and landscape managers.

In order for the show to be a truly successful event for the customer, some planning before attending the show is critical to making purchasing decisions that

will not only save money, but also make the manager’s job easier for the coming year. We encourage you to sit down with your salesperson before the show and review the vendors who will be attending the show and presenting products to the customers. Within a particular vendor’s product line, your salesperson will have access to the quantities of specific product that were purchased the prior year. Your salesperson will also have a list of “show specials” that vendor is offering

at the show. These may take the form of rebates, free product, extended terms, deep discounts or some combination

of the three. By reviewing your buying history, and thinking ahead for next year’s needs before the show, you will be better prepared to make informed buying decisions. This planning is also a great way to lay the foundation for budgeting next years chemical and fertilizer purchases. In today’s economy, it is more critical than ever to make informed buying decisions and BWI is proud to partner with our vendors and customers to make this happen. While somewhat unique in the turfgrass and landscape industry, once you have attended the BWI EXPO, we feel that the value will be instantly recognizable and it will become a date that will be circled on your calendars the next year. Contact your BWI salesperson today or go online to www.bwicompanies.com to find out more details on one of the most exciting events offered in our industry.

-Howard Bishop

Chattanooga, TNSeptember 14-16, 2009

Howard BishopMarketing Manager/

Turf Products

�� | Buylines • September 2009 www.bwicompanies.com

[Cont. from 13]

Collapsible Cage32” L x 10” W x 12” HOne-handed set, one-handed releaseCollapses for space saving storage

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Join the Green Revolution!Designed exclusively for Audubon, these beautiful feeders and houses are constructed from up to 90% recycled plastic.They are environmentally friendly and are designed for easy maintenance.

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Premium Dog HousesSolid wood constructionWaterproof shingle roofAdjustable waterproof feet

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New Products, New PackagingDouble PlayWeed Out with QPalm Tree Food with SystemicAzalea/Evergreen Food Plus with SystemicWeed & Feed with DimensionWinterizer & Weed Preventer II for Southern Grasses

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www.bwicompanies.com September 2009 • Buylines| ��

P.O. Box 5968Texarkana, TX 75505

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