2012 fall buylines

2012 BWI EXPO |San Antonio, TX | September 17-19, 2012

EXPOEXPOPREVIEW ISSUE

Get Your Fall

Garden Going!Amend yourestablishedgardenwith...

To builda raisedbed...

160 McGregor • Dripping Springs, TX 78620 • 512-858-9090www.ladybugbrand.com

Get Your Fall

Garden Going!

LB TG AD FP 6.11 6/3/11 4:14 PM Page 1

SEPTEMBER 2012 / WWW.BWICOMPANIES.COM 1

CONTENTSBWI Companies, Inc. | Buylines | Fall 2012

EXPO PREVIEW

ARTICLES

Highlights/Show Schedule ........................ 7New Vendors ............................................. 10Continuing Education .............................. 19New Products ........................................... 20Show Specials .......................................... 34Pallet Alley ................................................ 50Participating Vendors ............................... 68

Why is BWI Companies, Inc. So Diversified? by Jim Bunch, President/CEO ..................................3

How Many ‘Second Chances’ Will The Market Allow In Today’s Business World?by Mark Fomby, VP Sales .........................................6

Why We Do The Things We Doby Mike Mize, Executive VP .....................................17

Muck Boots in Farm Stores/Garden Centers by Will Welch, Key Account Manager .....................30

It’s Almost That Time Of Year Againby Randy Townsend, Marketing Manager ............33

We’re Here To Help...The Salesman Is Just One Tool In The Boxby Kolby Keeling, Turf Sales Coordinator ......... 47

Do You Need An Audit?by Clay Wilkerson, BWI GTS Manager ....................48

BWI Launches YouTube Channelby Ralph Waits, Corporate Training Coord. ........ 63

Most Common Human Resources Issues For Small Business Ownersby Steve Collier, Director of Human Resources .....66

Initiatives: Let BWI Help Make It A Business Venture Not A Wild Adventureby Craig Schulz, BWI Sales Manager .....................70

Cover photos and page 1 photos courtesy of The San Antonio Convention & Visitors Bureau.


The short answer to, “Why is BWI Companies, Inc. so diversified?” in its customer

base services as well as product portfolio is to be true to our mission statement, “BWI is built on providing our customers Top Notch service and quality products at competitive values by professional people on a consistent basis. The end result is to be a significant contributor to the

horticulture, pest management, and lawn & garden industry resulting in a fair return on investment.”

BWI services six core customer market types:

1. Greenhouse and Ornamental Growers2. Farm and Hardware Stores3. Retail Garden Centers4. Professional Pest Control Operators5. Professional Turf6. Professional Landscape

Within the aforementioned market types, BWI distributes over 12,000 stock keeping units. To say the least it can often be very challenging for BWI team members as well as our valued customers.

When BWI was founded in 1958, vegetable seed was the primary focus and top line revenue driver of BWI. Who would have thought 54 years later we would be selling products such as:

Footwear & Apparel Drip Irrigation Ammunition Injection Systems Repellents Filtration Systems Bird & Squirrel Products Fans & Heaters Pond Management Greenhouse Covering Livestock Supplies Greenhouse Cooling Systems Wildlife Products Greenhouse Benches Lawn & Ornamental Flat Fillers Pesticides Transplant Conveyers Greenhouse Containers Soil Amendments Turf Fertilizers Turf Seed Various Tools Fungicides Herbicides Adjuvants & Markers Erosion Control

This list of categories and products is by no means all-inclusive of the diversification BWI has in its assortment of inventory.

Yes, some would say BWI’s far reaching diversification of customers served and broad breadth of inventory flies in the face of those who say find a unique niche and be the best at what you do the best.

BWI’s core competency is as simple as; “We are a distributor that leverages its volume, wide geography, customer base, and fixed assets to move product in the supply chain as efficiently and economically as possible.”

In today’s world, economy of scale is critical to be successful in the distribution world. A few examples of tools BWI has been able to take advantage of due to our diversification and size are:

Owning and operating our own fleet of trucks that enables prompt on time deliveries by professional drivers. We feel the most efficient way to provide service is with our company owned delivery fleet. Starting in July, BWI equipped its trucks with on-board recorders which will allow us to monitor our trucks every minute of every day. Also, this will allow us to increase driver productivity, safety, improved compliance with the Department of Transportation and, most important, enhanced customer service.

Warehouse automation which produces extreme accountability of stocking and picking of inventory while reducing redundant paperwork. With the implementation of WMS, our order picking accuracy has been greatly improved.

BWI employs its own company sales team which we feel is equipped with knowledge as a result of very intense training. They are able to partner with our customers and add value to the supply chain.

In today’s business environment, all processes flow through a company’s information technology department (computer department) and there is a revolution transforming the ways companies interact and service their customers. By its own admission, BWI has a lot to learn in order to help position our customers, vendors, and employees for this exciting change and hope to be able to once again leverage our diverse customer, geography and product mix in order to collaborate and service our customers

In closing, I would like to say THANK YOU to all of BWI’s customers and vendors who have afforded us the opportunity to service and represent you for the past 54 years. We look forward to the next 50 years in our ever changing business world!

Hope to see you in San Antonio in September at the 2012 BWI EXPO!

WHY IS BWI COMPANIES, INC. SO DIVERSIFIED? | Jim Bunch

Jim BunchPresident/CEO

SEPTEMBER 2012 / WWW.BWICOMPANIES.COM4

Only Extinguish® PlusGives `em Both Barrels.

Aim for superior results, reduced costs and dead fi re ants. For more information, contact your local distributor, call 1-800-248-7763 or visit extinguishfi reants.com/turf.

Always read and follow label directions. Extinguish is a registered trademark of Wellmark International. ©2012 Wellmark International.

Blow away fi re ants before they take another bite out of your assets. Extinguish® Plus gives you the double barrel approach to fi re ant control with an adulticide to knock `em down and an Insect Growth Regulator (IGR) for long lasting results.

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

VISIT BOOTH 1319 AT BWI EXPO INSAN ANTONIO, TX | SEPTEMBER 17-19

TERRO® and Sweeney’s®

Two powerful additions to Woodstream’s portfolio

of top selling brands

69 N. Locust Street, Lititz, PA 17543

Visit us at Booth 200


KNOW

DISCOVERExperience the 2012 BWI EXPO in a whole new way...myBWI mobile app// iPhone // Android // mobile site: http://customers2.eventgenie.com/bwi

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

DISCOVER KNOWWATCHLEARN

Sign up for BWIe-News to receive news and specials in your inboxAn electronic newsletter sent to BWI customers, BWIe-News includes information on custom marketing tools for you such as e-Coupons, as well as BWI Companies, Inc. news and links to useful information and tools on the Web. To sign-up for e-News, visit the BWI website and log in to your account. The “Join our Email List” link is at the top.

WATCH / LEARNWatch BWItv videos anywhere, at any time// website: youtube.com/bwicompanies

Visit the BWI Companies, Inc. YouTube Channel, where you can find expert advice, ideas and insights. Explore the community of ideas powered by BWI, and be sure to subscribe for the latest how to videos, product information, and opportunities to get involved.


The available options for customers seeking goods and services are becoming

a rapidly growing environment…..especially with endless information at most everyone’s fingertips. Therefore the chance of a largely uninformed customer base is not reality or a basis for our business plan. Often times we can get lulled into a somewhat false sense of security by relying on

historical processes and their related customer outcomes. However, as we are all realizing, we must expand our customer base, our products, our services and our marketing to stay competitive in the coming business cycles. Why? Because the days of ‘second chances’ with customers can quickly vanish because of the availability of options and alternatives.

It seems most everywhere you turn that you do not have to look hard or far for a story of poor customer service or a shopping experience gone bad. While this relationship between vendor and customer is as old as the wheel, the differences today are the options available for customers have increased dramatically. Take your own community for example….how many choices do you have for?

BBQ Establishments Yogurt Shops Home Centers Auto Parts Stores Cleaners Banks Dollar Stores Nail Salons Auto Dealers Landscape Companies Pest Control Companies Plant Outlets Farm Supply Stores Golf Courses Wholesale Sourcing

With today’s choices, do you personally find yourself just not going back to where you had or continue to have bad experiences? I do. The reality is you might not find a much better situation somewhere else and even if you do, my experience is you rarely go back to the first place you had an unpleasant experience.

The point of this is that customers are harder to keep than in the past so we must evolve in our relationships and thought processes to compete with the alternatives. As I have said before, internally we struggle with making changes when it has always worked. Often times it is still working but on a smaller group of customers and the ones who fade away because of options are not as replaceable anymore.

So the next time you experience:

• A cleaners that knocks several buttons off your shirts and says ‘sorry’ when you are spending $30 a week with them (every week)

• A clerk who is laying her head down on the counter at a restaurant because it’s early in the morning and takes your order that way

• An employee in a lending institution that continually tells you what time they go to lunch when you want to finalize a simple transaction (that they advertise)

• A car dealership that says sorry we don’t email but we/you can fax your personal information over (for the office busybody to see)

• An auto parts store that answers 4 phone calls while you stand there with a bad battery and a simple question

• A car wash employee who says ‘not today boss’ when you inquire about wiping the inside down (again part of the deal on the chart)

These all happened to me in the past two weeks and I have found alternatives on the repeatable transactions since then and will seek options when I need the remaining services again. At this point, I am not planning on returning to these places.

We all experience these types of things in our lives and how we react to them is different than it once was. The problem is none of the owners or principals in the scenarios listed above even knew it happened or they lost a customer. So we all need to be cognitive of the kinds of service we offer our customer base and be prepared to be customer centric from top to bottom or we will look up one day and be a buggy whip. At BWI, we still make mistakes and from time to time disappoint a customer when we had the opportunity to excel but how we respond is the key. We are working hard to continually earn your business and we appreciate your support.

I hope to see you in San Antonio at our EXPO in a few weeks!

Mark FombyVP Sales

HOW MANY ‘SECOND CHANCES’ WILL THE MARKET ALLOW IN TODAY’S BUSINESS WORLD | Mark Fomby

EXPO PREVIEW / HIGHLIGHTS & SCHEDULE OF EVENTS

EXPOHIGHLIGHTS> Plan your next year with the right people all in one place

> The best of our industry on displayInsecticides, Herbicides, Fungicides, Fertilizers, Plant Care, Bird & Squirrel Products, Livestock Supplies, Pest Management, Wildlife Supplies, Pond Management, Planters & Accessories, Grower Supplies & Equipment, Lawn Ornamental & Furniture, Water Gardening & Equipment, Landscape & Professional Supplies, Potting Soil, Tools, Seed and more all represented!

> Hot Buys2 HOT BUY SESSIONS! Deep discounts you can’t miss. On Monday, September 17 we will offer 3 FULL HOURS of HOT BUYS starting at 5:00 p.m. On Wednesday, September 19 we will offer 1 HOUR of HOT BUYS starting at 8:00 a.m. The same product selection will be available at both Hot Buy sessions.

> Pallet AlleyWe’ve done the work and added the savings for you! Pallets are stacked with great product and are ready to move out the door. Pallet Alley is not just a convenient way to purchase, it’s a smart way to save.

> Bonus Bucks Rewards ProgramEarn cash back on every purchase at the 2012 BWI EXPO! The more you purchase, the more cash back you receive. The BWI Bonus Buck Rewards Program pays you for your purchases upon check out at the EXPO in the form of gift cards or credit on your account. Cash incentives on specific product purchases offered by manufacturers are paid out as part of this program.

CHECK OUT WHAT WE HAVE IN STORE FOR THIS YEAR’S EXPO!

SCHEDULEOFEVENTS

SEPTEMBER 18, 2012TUESDAY

8:00 am ...............EXPO Floor OpensNoon ......................................Lunch6:00 pm ...............EXPO Floor Closes7:00 pm ........ Dinner & Entertainment

SEPTEMBER 17, 2012MONDAY

5:00 pm ...............EXPO Floor Opens5:00 pm ...............Hot Buys (3 Hours)8:00 pm ...............EXPO Floor Closes

SEPTEMBER 19, 2012WEDNESDAY

8:00 am ...............EXPO Floor Opens8:00 am .................Hot Buys (1 hour)Noon ......................................Lunch3:00 pm ...............EXPO Floor Closes

EXP

O S

CH

EDU

LE SEPTEMBER 17, 2012MONDAY

6:30 am ................. Golf Tournament8:00 am ..................... Sporting Clays National Shooting Complex9:00 am ..........................Alamo Tour Hourly 9:00 am to 12:00 pm9:00 am .................. Riverboat Cruise Hourly 9:00 am to 12:00 pmYou must pre-register for Monday’s events.

Educational classes with the opportunity to earn up to 5 CEU

credits are also available on Monday, September 17. See page

17 for more information.

REC

REA

TIO

N



S337-026810 Peters Excel pHLow Ad

Color: 4/color

Pub: BWI 2012 Fall Expo

Size: T - 8.5" x 11" B - 8.75" x 11.25"

Driven by innovation Inspired by nature

Everris NA, Inc.800-492-8255Email: [email protected]

© 2012 An ICL Fertilizers Company, Worldwide Rights Reserved.

The all-in-one solution to feed your plants and better manage high alkalinity.

IntroducingPeters® ExcelpHLow™

With Peters® Excel pHLow™ water soluble fertilizers you can easily and conveniently deliver complete, reliable plant nutrition—and now—better manage high alkalinity at the same time.

• A patented acidifying technology manages alkalinity of irrigation water

• A safer alternative to conventional liquid acids

• Enables a proactive approach to media pH management versus reactive corrective measures

• Highly soluble; limits “scale” buildup in tanks, piping and drip emitters

• Available in multiple formulations; fi nd your ideal solution with the online Peters® A-B-C Selection System™

For more information on the advantages this all-in-one solution can bring to your operation, consult with your local Everris® Territory Manager.


®Dimension and Gallery are trademarks of Dow AgroSciences LLC. State restrictions on the sale and use of Dimension 2EW apply. Consult the label before purchase or use for full details. Always read and follow label directions. ©2012 Dow AgroSciences LLC T38-337-011 (07/12) BR 010-60819 DATOTURF9075

The hottest show on the weed control road just got even louder. Get ready for the Rock the Weeds Tour featuring Dimension® 2EW specialty herbicide and, now, Gallery® specialty herbicide. Both easy to use and easily tank-mixed, this dynamic duo delivers hard-hitting preemergence control of grasses and broadleaves like crabgrass, creeping woodsorrel and bittercress. And the nonstaining formulation of Dimension can rock all season long and be applied over the top of your field- and container-grown ornamentals. On this tour, there are no one-hit wonders. It’s brought to you by the company that delivers only consistent, proven solutions — Dow AgroSciences. www.DowProvesIt.com

golf lAWN Nursery orNAmeNtAl

p r o v e n s o l u t i o n s

• 5.0 megapixel black infrared flash • No visible LED light• Night range up to 50-ft • Hybrid time-lapse plot camera• Records video with sound• Up to 1-year battery life• SD memory card slot - up to 32GB*• Operates on (4 or 8) AA batteries*

• 5.0 megapixel infrared • Night range up to 50-ft • Hybrid time-lapse plot camera• Picture delay – 15 sec, 30 sec, 1-60 min• SD memory card slot - up to 32GB*• Operates on 6 C-cell batteries*

*Not included.

• Less than 6 feet in height

• Plastic tapered hopper

• 200 lb. capacity

• Programmable 6x a day

• Customize feed amounts

• Built-in metal varmint guard and funnel

• Easy one-person assembly

• Includes metal feeder feet

• Operates on one 6-volt battery*

S337-026810 Peters Excel pHLow Ad

Color: 4/color

Pub: BWI 2012 Fall Expo

Size: T - 8.5" x 11" B - 8.75" x 11.25"


Everris NA, Inc.800-492-8255Email: [email protected]


The all-in-one solution to feed your plants and better manage high alkalinity.

IntroducingPeters® ExcelpHLow™

With Peters® Excel pHLow™ water soluble fertilizers you can easily and conveniently deliver complete, reliable plant nutrition—and now—better manage high alkalinity at the same time.

• A patented acidifying technology manages alkalinity of irrigation water

• A safer alternative to conventional liquid acids

• Enables a proactive approach to media pH management versus reactive corrective measures

• Highly soluble; limits “scale” buildup in tanks, piping and drip emitters

• Available in multiple formulations; fi nd your ideal solution with the online Peters® A-B-C Selection System™

For more information on the advantages this all-in-one solution can bring to your operation, consult with your local Everris® Territory Manager.

EXPO PREVIEW / NEW VENDORS


Booth #702

Booth #1200

Booth #1031

Booth #901



DUKE

COM

PANY

Booth #922

Booth #708

Booth #701

Booth #1101



POWER HOUR

For ONE HOUR each show day, dealers can get $1.00 OFF these awesome Preen products!

(Individual/Each Pricing)

Stop by booth #1418from

9:00 AM to 10:00 AM

each day to

SAVE!

Garden Weed Preventer + Plant Food

Battery PoweredGarden WeedPreventer & Southern Garden Weed Preventer

Preen Lawns

Southern Garden Weed Preventer + Plant Food

Booth #300

Booth #301

Call 888-447-3403 and talk to our Staff of trained SpeCialiStS today for Help WitH your next projeCt.

GreenHouSe ConStruCtion

reModelinG& repairS

irriGation SySteMdeSiGn

autoMation& eQuipMent


Specials

Redeemable only by email recipient • Offer valid xx/xx/xxxx - xx/xx/xxxx • Limit 2 coupons per household per monthIn order to qualify for free goods, purchase must be on one invoice (not cumulative).

• Bite-size crunchy attractor clusters• The ultimage corn alternative bringing the next era of corn based attraction• Amazingly weather resistant through a demanding process called Hydro-Pel• All-natural, feeder friendly with the power to pull in deer similarly to corn while containing higher nutritional content to help promote healthier, stronger and more productive deer

Flex Corn, 37.1 lb

Type Month

$XX.XXType store information here or any other information you feel that is important. Buy 5 bags and get 1 bag

FREE!

XX/XX/XX - XX/XX/XX

Specials

Redeemable only by email recipient • Offer valid xx/xx/xxxx - xx/xx/xxxx • Limit 2 coupons per household per month

In order to qualify for free goods, purchase must be on one invoice (not cumulative).

• Apply early in the Spring or Fall; 2 to 3 weeks prior to seed germination to obtain control of grassy and broadleaf weeds

• Apply with rotary or drop spreader according to label directions

• Targets the following weeds: Henbit, Oxalis, Poa Annua, Chickweed, Crabgrass, Foxtail, Purslane, Shepherd’s Purse, Prostrate Spurge and Knotweed

Fertilome For All SeasonsLawn Food Plus Crabgrass & Weed Preventer, 20 lb

Type Month

Type store information here or any other information you feel that is important. $XX.XXBuy 2 bags and get 1 bag of weed preventer FREE!

XX/XX/XX - XX/XX/XX

Ironite Mineral Supplement, 40 lb • 40 lb treats up to 4,000 sq ft• For lawns, fl owers, shrubs, vegetables, and trees• Contains iron and nine other minerals essential to lawn health• For a quick and long-lasting green• For all soil types• Will not burn• Contains no phosphorus

Specials

Redeemable only by email recipient • Offer valid XX/XX/XXXX - XX/XX/XXXX • Limit 2 coupons per household per month

Type Month

Type store information here or any other information you feel that is important.

$XX.XXPurchase 2 bags and save $5.00!

XX/XX/XXXX - XX/XX/XXXX


pecialsS• Outdoor or indoor application of consumer garden chemicals• Can be used for deck treatments and sealants• A dependable value for the user who only sprays occasionally• Flexible 16” poly wand and 33” hose• Translucent tank to check fl uid level• Thumb control for instant on/off• Wand storage clip

Greenlawn 2-gallon Tank Sprayer

Type Month

Type store information here or any other information you feel that is important. $XX.XXIn-store set-up

available!

XX/XX/XXXX - XX/XX/XXXX

Specials

Redeemable only by email recipient • Offer valid • Limit 2 coupons per household per month


12 Month Tree & Shrub Protect & Feed, 40 oz• Insect protection for trees• Provides 12-month systemic protection against damaging insects including adelgids, aphids, leafminers, beetles and borers plus feeds the roots• No spraying, just mix and pour at plant base

Type Month

$XX.XXType store information here or any other information you feel that is important. FREE sprinkler can with purchase!

XX/XX/XXXX - XX/XX/XXXXSpecials


Bonide Fog Rx Insect FoggerWhen used in conjunction with Bonide Mosquito

Beater®, Bug Beater® and /or Fly Beater™ Barn and

Stable Insecticide Fogs, our FOG Rx™ machines

produce dense fog that permeate foliage, cracks,

crevices and other hiding places, quickly collapsing

insect populations, leaving a safe, pest free environment for people, pets, plants and livestock --

without pesticide residue.

Type Month

Type store information here or any other information you feel that is important.

$XX.XXReceive $10.00 off 1 gallon of

fogging solution!

XX/XX/XX - XX/XX/XX

Specials


• Pond colorant enhances the color of your pond or lake all year

long to a beautiful royal blue

• 1 gallon treats 1 surface acre, 4-6 ft deep

• Treatment necessary every 30-60 days depending on rainfall,

run-off, turbidity and out-fl ow

• Apply February through November

Crystal Blue, 1 gallon

Type Month

Type store information here or any other

information you feel that is important.$XX.XX

Buy 2 gallons and save $5.00

per jug!

XX/XX/XX - XX/XX/XX

Have you noticed coupons by the box stores and wish you had the time and resources to offer something like this to your customer base? Well now you can with help from BWI. We have developed 40 plus ready to go editable pdf templates for your use. Simply download the e-coupon template from the BWI website, modify it and email it to your customer base. If you have not collected your customers email addresses, print out the coupon and use them around your store or include them with monthly invoices.

We are developing more templates that tie in with HOT BUYS to help our customers market and promote the items purchased at the 2012 BWI EXPO. Our hope is that we can provide a service that allows our customers to buy in at the lowest price of the season and give you the tools to help get it out the door!

The program is easy to use and best of all FREE.Instructions:View/edit the templates using Adobe Reader. Download the latest version from http://get.adobe.com/reader.

Log into your account at www.bwicompanies.com.

Click on the E-Coupons tab under Marketing Tools.

Scroll through the listing of 39 customizeable templates and click the link. A download page will open. Click the

attachment link and save to your computer.

To edit simply highlight and type over the text you would like to change.

Editable areas include:• The month• The dark blue box (type store information here)• Price• The advertised special (no special is necessary; it can be deleted if you choose)• Offer valid XX/XX/XXXX - XX/XX/XXXX (simply type over the Xs)

Save the pdf.

More information can be found on the BWI website at www.bwicompanies.com. If you have questions or need help troubleshooting the pdfs, please contact Patrick Wilder at [email protected].

-Couponse


Specials

Redeemable only by email recipient • Offer valid xx/xx/xxxx - xx/xx/xxxx • Limit 2 coupons per household per monthIn order to qualify for free goods, purchase must be on one invoice (not cumulative).

• Bite-size crunchy attractor clusters• The ultimage corn alternative bringing the next era of corn based attraction• Amazingly weather resistant through a demanding process called Hydro-Pel• All-natural, feeder friendly with the power to pull in deer similarly to corn while containing higher nutritional content to help promote healthier, stronger and more productive deer

Flex Corn, 37.1 lb

Type Month

$XX.XXType store information here or any other information you feel that is important. Buy 5 bags and get 1 bag

FREE!

XX/XX/XX - XX/XX/XX

Specials

Redeemable only by email recipient • Offer valid xx/xx/xxxx - xx/xx/xxxx • Limit 2 coupons per household per month


• Apply early in the Spring or Fall; 2 to 3 weeks prior to seed germination to obtain control of grassy and broadleaf weeds

• Apply with rotary or drop spreader according to label directions

• Targets the following weeds: Henbit, Oxalis, Poa Annua, Chickweed, Crabgrass, Foxtail, Purslane, Shepherd’s Purse, Prostrate Spurge and Knotweed

Fertilome For All SeasonsLawn Food Plus Crabgrass & Weed Preventer, 20 lb

Type Month

Type store information here or any other information you feel that is important. $XX.XXBuy 2 bags and get 1 bag of weed preventer FREE!

XX/XX/XX - XX/XX/XX

Specials


• Pond colorant enhances the color of your pond or lake all year

long to a beautiful royal blue

• 1 gallon treats 1 surface acre, 4-6 ft deep

• Treatment necessary every 30-60 days depending on rainfall,

run-off, turbidity and out-fl ow

• Apply February through November

Crystal Blue, 1 gallon

Type Month

Type store information here or any other

information you feel that is important.$XX.XX

Buy 2 gallons and save $5.00

per jug!

XX/XX/XX - XX/XX/XX

Use on driveways

in natural settings & landscapes

along fencerows

anywhere weeds are a nuisance!

BE SURE AND VISIT US IN BOOTHS 1326/1328AT THE BWI EXPO!

DEAD WEEDS – QUICK!Roundup QuikPRO herbicide is a fast-acting, non-selective professional herbicide for use in non-crop

areas and industrial sites!

Roundup makes getting

rid of weeds

so much easier.


Have you ever wondered why BWI needs certain information or what goes

on behind the scenes at BWI?

BWI is always looking for ways to better serve our customers. If there is one principle that the sales reps, drivers, warehouse crew, office staff, and the corporate office know and understand, it is that “nothing happens until a sale is made”. Our

customers and their well-being are critical to the overall well-being of BWI. If we can do something to make our customer’s life easier and better, we will find a way to do it. Examples of this are: installing a computerized warehousing system to ensure that items are stocked and pulled correctly; offering invoices and statements by email and checks by fax for immediate credit; providing EDI and electronic funds transfer options to our vendors and customers; simplifying our invoices and statements; providing the ability to order through the internet; implementing laptop technology for our sales reps; ensuring on time / reliable delivery of orders; on-board recorders, etc.

Changes are made for various reasons. They may come from state mandates that require implementation for compliance. Audits may find areas of non-compliance, which lead to states collecting additional money from BWI. Many times these audits result in our customers being audited for the same transactions resulting in more costs for them. When these areas are discovered, BWI is quick to implement changes to protect us and our customer and to be complaint with state laws. Some examples of this are continual updates of our customer applications and revisions of our sales tax computer program to ensure that various state taxes are collected correctly. This protects our customers from possible future audits coming as a result of audit non compliance from BWI.

Our accounting staff, computer department, and credit department work closely together to ensure that the company remains in compliance with all regulatory agencies. BWI prides itself in continually investing in our communication and computer systems (hardware and software) to insure that we remain current with the latest technology. This investment results in better service to our customers. The addition of On Board Recorders in our trucks, covered in another article, is one of our latest investments.

In addition to investing in equipment and technology, BWI has intensified its training of our warehouse supervisors and sales reps. We have two full time corporate trainers, one training of our warehouse leaders and another working with our new sales trainees and updating our established sales reps. All of this is done to improve effectiveness and methods of operating to serve our customers.

Our purchasing staff continually seeks to improve the efficiency of our inventory control process, as well as works with manufacturers in forecasting inventory needs. The focus on serving our customers includes working in conjunction with our marketing department in developing booking programs that help forecast product needs and ensure delivery of product when it is needed; ordering product in a timely manner from manufacturer; and coordinating with our warehouses for storage.

To maintain our position as a leader in our industry, you can be assured that there are a host of people working behind the scene to make things better and more efficient in serving and meeting our customers’ needs. It is BWI’s intent to continually add products that will benefit both BWI and our customers. For BWI to remain in business and to grow, it is imperative that our customers remain in business and grow. It is our hope that this year’s EXPO is just another example of our continued effort to do things better each year and to give our customers new creative ideas and better product selections.

See you in San Antonio!

WHY WE DO THE THINGS WE DO | Mike Mize

Mike MizeExecutive VP

> Visit www.bwicompanies.com> Click the EVENTS link> Click the EXPO Customer Registration link> Log in using your customer number as your login and password (all caps)> Click on BWI EXPO Registration in the events box

REGISTERONLINE

NOWwww.bwicompanies.com

IT’S NOT TOO LATE TO REGISTER FOR THE 2012 BWI EXPO


©2011 Farnam Companies, Inc. 11-1943 Farnam, the Farnam design, The Taste Rats and House Mice Just Die For! and Just One Bite are trademarks of Farnam Companies, Inc.

The Taste Rats and House Mice Just Die For!™

• When nursery stock gets blown or knocked over you lose fertilizer, you lose money, through additional material and reapplication costs, or lower plant quality.

• Osmocote® Pro with Fusion Technology™ is available in 5-6 and 8-9 month formulations.

• Consult with an Everris™ Territory Manager to calculate what you’re missing without the no-spill prill in your pots.

View the video at TheNoSpillPrill.com


Fusion Technology™ effectively binds prills to container growing media.

More prills in the pot,more profi tin your pocket.

Everris NA, Inc. 800-492-8255 [email protected]



EXPO PREVIEW / CONTINUING EDUCATION

SPEAKERThomas KezarThomas Kezar of Dripping Springs, TX is owner and operator of CTN Educational Services. He is currently a Commissioner on the Texas Animal Health Commission. Kezar received his agriculture education certificate from Texas A&M University at Kingsville, a bachelor’s degree from Texas State University, and a master’s degree in agriculture education from Texas A&M University at College Station.More info: www.ctnedu.com

EDUCATIONALOPPORTUNITIESEARN UP TO 5 CEU CREDITSNO COST - UP TO $150 VALUE

BENEFITTING THE FOLLOWING MARKET TYPES:GOLF, LCO, PCO & HORT

MONDAY, SEPTEMBER 17 • 9:00 am - 3:00 pm

Time Topic Structural/Commercial CEU Agricultural CEU 9:00 am...... Argentine Ants ................................ Pest .....................................IPM 10:00 am.... Laws & Regulations ........................ General ................................Laws & Regulations 11:00 am .... Safety & Exposure .......................... General ................................Safety General 12:00 pm.... Lunch 1:00 pm...... Wood Destroying Beetles ............... Lawn/Ornamental ................General 2:00 pm...... New Herbicides and PGR’s ............ Weed ...................................General (Application Techniques) 3:00 pm...... Handout of Certificates for Completion of CEU’s

Register Online Now!http://goo.gl/k3JoM

Sign-up for one class or for all of them. You will register for classes individually.

Please bring picture ID’s and chemical license numbers.

For more information, or if you have question, email Kolby Keeling at [email protected].

CEU Classes for Pesticide License


EXPO PREVIEW / NEW PRODUCTS

Booth #922

4 Gallon Bayou Fryer

Booth #914

Garden Stakes

Green Birdbath

15-1/2” Syrian Urn

AmdroQuick Kill, 10 lb

Amdro Roach Block, 30 oz

Booth #1215

Mobile System

Booth #1413



Booth #700

Radiant Finch Feeder

Vintage Songbird Feeder

Vintage Hummingbird

Elixer

Booth #405

Rat & Mouse Traps

Booth #1118

Flex-A-Spout®• Diverts water away from foundation• Bends around trees, shrubs and decks• Attaches to 2” x 3” and 3” x 4” downspouts• Expands from 22” to 55”• Join together multiple downspouts for longer

lengths

SEASON AFTER SEASON

Booth #401

• Handles on standard models are angled for best control and more ergonomic gripping position

• 31” Model• All-steel

construction for rugged use and long life

• High-quality welded construction for superior strength

Post Driver - 3-1/2”

New Products continued on page 23.


Force Pests To SURRENDER This Season.

• For use on lawns, ornamental & flower gardens, and vegetables

• Fast acting against fire ants, fleas, spiders, mole crickets and ticks

• 3.5 lbs. Treats up to 3,500 sq ft

• Easy-to-Use bag with applicator nozzle

For more information on SURRENDER G or other Martin’s® Brand products, visit us at www.martinsbrand.com

SURRENDER® G

Fire Ants SpidersMole CricketsFleas Ticks



Hercules, Omega & Atlas Edging

Booth #707

Booth #1128

ColorStorm Impulse Sprinklers

16” & 30” One Touch Rain Wands

Booth #1004

WeedblockPre-Emergent, 5.6 lb

Organic WeedBlock for Vegetable Gardens,5 lb

Booth #826

Hydroponic Herb Garden Kit




Booth #805

Blazin Gemz™ Collection

Booth #902

Belona Decor, 16” Gold and Green

Stack’Ms

Booth #403

Booth #1213

Bushdoctor Sledge Hammer, Microbe Brew & Kangaroots Root Drench, 1 qt


CELEBRATION OF ACHIEVEMENTA gathering at the BWI Corporate Office on July 12th was a celebration honoring the long-time

service of many of BWI’s dedicated employees.

30 YEARS

Mr. Bunch presented a 30 year award to Robert Bunch

Jim Bunch presented a 30 year

award to Mark Fomby

25 YEARS

Mark Fomby presented a 25 year award to

Paul Toler

20 YEARSSusan

Buchanan presented a 20 year award to

Vicki Walker

15 YEARS

Henry Munson presented a 15 year award to

Greg Tyl

5 YEARS

Henry Munson presented a 5 year award to Gary Moore

Susan Buchanan & Jan Morrow

presented a 5 year award to

Lynn Hickerson

OUR SINCERE THANKS FOR YOUR YEARS OF DEDICATION AND SERVICE TO BWI.



5331 E-Line Flat Filler

Booth #1401

Features:• Low cost• Variable speed drive• Agitator above feed

for even filling• Adjustable filling height• Adjustable support legs

standard• Direct feed from 1-1/4 yard and

above soil mixerBooth #1120

Assorted Clock Display

Booth #1321

Booth #705

Tumbling Composter

New Galvanized Items

Rubber Pan withHandles




Booth #10008-1/2” Ella Wall Display

23-1/2” Patio Pod

Booth #800

30-1/2” Beverage Stand

Spiral Beverage Holders (Assorted Colors)

Booth #1421

Pot Toes available in Black, Light Gray & Terra Cotta

(not shown)

Booth #1002

104 & 52 gal Collapsible Rain Barrels



Booth #302

Economy Drop Spreader

Booth #404

Fairlawn WaterSAVER Hoses - 25’, 50’, 75’, 100’

New Statuary Decor for 2013!

Booth #311Booth #1329

UNITED GENERAL SUPPLY CO.



In today’s competitive r e t a i l

e n v i r o n m e n t , the times of feed stores and garden centers simply putting out a pallet of product or bench of flowers

and watching customers flock to their doors is long gone. The purchasing power and marketing strategies of the big boxes has created a climate where the savvy independent must carve out a unique and profitable niche, without trying to beat them at their own game. Competing on price or trying to replicate the chain’s depth of selection is a sure fire recipe for disaster for today’s independent. Luckily, there are still some well known, national brands that reward retailers for their marketing and hard work, such as the Original Muck Boot Company brand of footwear.

Once the decision to carry the line has been made, the retailer’s real homework should begin…which styles should you carry? Even the newest, shiniest, fastest ‘sprocket’ on the shelf will go unpurchased unless the right consumer comes along. Take the time to make a critical assessment of your clientele. Who are they? What do they do? What are their passions? Hobbies? Poll customers. Ask their opinions of the offerings from Muck. You will need to factor in economics as well. Just because you have a high percentage of hunters that frequent your store, is the most expensive hunting boot the right choice? Maybe, as is often the case in our region, that cold weather hunting boot is overkill, and a higher comfort range boot would fit better (less cold protection = less cost). At a minimum, retailers should try to find one applicable style each from the Work, Outdoor Sporting and Outdoor Casual categories (see catalog for

listing). But obviously, if your location is not frequented by shoppers of a certain category, don’t try to pull them in initially, unless you are prepared to advertise substantially. Especially early on, it is easier to grow the brand’s sales relying on your existing clientele.

So now you’re ready to order product or it’s already arrived. What now? Muck Boots are more of an impulse expense than it would seem, given their cost, especially to consumers new to the brand. Just walking past a well laid out display can trigger the thought, “Hmm, those might be nice for rainy days/to work in the yard”, so it is essential that a high traffic shelf/end-cap is selected. Muck Boots will not be the ‘milk’ of your store, putting them at the back corner only gets them ignored. Now that you have a location, accent it. There are several sign options from Muck. Every store should have a banner, whether placed outside to lure traffic or inside to highlight location. The window decal placed at the front door is always a good idea, as are logo rugs and floor stickers.

Once the customer is inside, in the right area, looking at Mucks, how to ensure that they walk out the front door with a box under their arm and a smile on their face? Muck Boots will sell themselves, to a limited extent, based on their reputation and following, but that only gets those customers familiar with the brand. Shelf-talkers extolling the features of the product, placed near the right product, displayed outside of its box sounds simple, but is often overlooked. Customers want to see before they even commit to trying one on and it might surprise you how many are hesitant to open a box to look, so make sure an example is sitting in plain sight.

Now they’re inside, now they’re looking, making sure you have adequate inventory is the next and probably easiest hurdle. Pre-season bookings are the best and most

economical way to bring in inventory at discounted pricing and extended payment terms. Hopefully there will be times that your projections have not kept up with demand. BWI’s 1-3 day turnaround on spot orders should alleviate any growing pains as your volume increases. Use the fall booking dates (January thru May) to book hunting and cold weathers styles and the Spring booking to restock and bring in Outdoor Casual styles.

Now the time has come to close the deal…who better to do this than an employee who owns a pair of Mucks, or better yet, is wearing them as they help the customer? An employee program whereby they can purchase Mucks at or close to wholesale pricing will more than pay for itself in the long run. It is easy to be intimidated by the breadth of the Muck line but selling these comes down to knowing a few simple facts that apply to each style:

• All are 100% waterproof from toe to top

• Breathable inner lining• Easy on and off• Easy clean-up• Unsurpassed comfort and

‘wearability’• Durable and long lasting

The sale has been made, the customer goes home happy. Supporting the brand after the sale is probably the best, easiest way to ensure that your Muck customers will remain Muck loyalists and more importantly, loyalists to you. Each pair is covered by a one year warranty from the date of purchase covering defects in materials and/or workmanship. This of course does not cover normal wear and tear. The compression resistant foam lining is susceptible to tearing and easy fixes like marine sealant over a tear are the types of things consumers remember when it comes time to add to or finally retire that well worn pair of Muck Boots.

Good luck and great selling!

MUCK BOOTS IN FARM STORES/GARDEN CENTERS | Will Welch

Will WelchKey Account Manager


Customize your attack with this mixable Quick Kill weapon. Choose your coverage and keep insects away for up to three months. With this in your stockpile, you can kill more than 200 lawn insects. Happy Hunting.

Provides immediate control.Kills on contact and keeps killing for up to three months.

AMDRO®

QUICK KILL®

Lawn & Landscape Granules

ABOVE GROUND OR BELOW GROUND, LAWN PESTS HAVE NOWHERE TO HIDE!

Spread this bait around the perimeter of your home and structures, such as porches, air conditioners, and woodpiles to create a wall of pain for cockroaches. Hello peace and quiet. So long roaches.

One 30 oz. container of AMDRO® Roach Block™ Home Perimeter Roach Bait treats 1500 linear feet.

KILL ROACHES OUTSIDE, SO THEY CAN’T COME INSIDE!

AMDRO® ROACH BLOCK™

Home Perimeter Roach Bait

BE SURE TO STOP BY OUR BOOTHS AT THE BWI EXPO #1215, 1218, 1314, 1316

Professional Turf andLandscape Supplies

turfBWI COMPANIES, INC.

2011-2012

www.bwicompanies.com

Professional GrowerSuppliesProfessional Grower

growerBWI COMPANIES, INC.

2011-2012www.bwicompanies.com

BWI COMPANIES, INC.www.bwicompanies.com

2011-2012Retail Consumer Productsretail

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

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

BWI COMPANIES, INC.

2012-2013


Empowering Our PartnersService|Knowledge|Support

Family Owned Since 1958

Professional PestManagement Solutions


WWW.BWICOMPANIES.COMWWW.BWICOMPANIES.COMVisit the BWI website at www.bwicompanies.com and discover exciting tools to assist you in your account management.From this site you can search for products using the easy to use navigation or browse the online catalog for retail, turf and grower items. The information available includes product image, description, availability at your shipping location and your price. For access to direct order entry, you may also use www.orders.bwicompanies.com. This takes you directly to a secure site dedicated to making your order entry efficient and easy.The BWI website also has several features that allow you to review your invoices, special programs, marketing tools (e-contacts) and upcoming events. All of your account information is protected with this secure website and is only accessed with your personal sign on and password (your customer number in all capital letters). This website is one of our premier services developed with you, our customer, in mind to help you grow your business.

• Easy to Install - No electrician or welding required.

• Solar Capable - Can be set up with solar panels to charge battery.

• Versatile - Works on chain link, ornamental, wood and vinyl gates.

• • UL Approved - All Mighty Mule gate operators feature obstruction sensing that enhances operation safety.

For more information on Mighty Mule gateoperators and accessories please visit

www.mightymule.com


It is almost time for the 2012 BWI EXPO. That also means it’s the time of year to start (if you haven’t

already) your business plan for 2013. This practice is a necessity in today’s business environment to remain competitive and viable in the market. We hope that we have done our due diligence in bringing you the value of our EXPO as an effective tool in your planning process.

The holiday product category is another event that requires planning in order to be successful and profitable. This is a new endeavor for BWI but many of our retailers have enjoyed success with the holiday category for many years. This one season can truly be a retailer’s most wonderful time of the year.

We know that for the mass merchant, chain store, and department stores this category is built around their sales cycle. It can really help determine their success at the end of each year. They offer a wide selection of products from gifts to decorations to artificial trees and they have become good merchants in selecting a proper mix and acquiring at costs to reach their perceived price points. But what do they know that is different than an independent retailer? Not all that much in my opinion, with the exception of having a larger budget to work within chosen categories and where to source product.

This is not all that different from being an independent in the lawn and garden industry where we usually make our year in a season as well. It is just not the same season as the mass merchants. The level of success in our season is determined by a few more factors than just what is mentioned above. Weather, regulations, restrictions, and a host of others can play into what level of success we can have in our season. Right now in some parts of our footprint water restrictions are so tight that no new plantings are allowed. That also applies to lawns and annuals as well. Think of all the related products and services that you offer that are affected by this phenomenon. Ours can be a challenging industry when you are overtly dependent on so many factors in our season to have a successful year. That is why taking the time to plan what kind of year you want to have is imperative.

When considering category additions or expansions in planning, we all struggle as they take us into the unknown. We are familiar with what we have to sell and know that we have a customer base that comes in looking for those items. However, we are uneasy offering products and product categories that require a change in the shopper’s pattern. Consider the holiday category from above. How many

Garden Centers and Farm Stores offer Poinsettias during the season? What about gift items we merchandise for that impulsive shopper that will pick up a present for someone while in the store? We are already dipping our toes in the holiday category. How much of a stretch would it be to expand your holiday offering to garner a few more register rings while you have a consumer in your store?

Did you know that among independent lawn and garden retailers over half the holiday decoration sales are in trees and predominantly in artificial trees. Lighting will account for around half of the other 50% with yard ornaments taking up the largest majority of the remainder. Some of these items are larger ticket items which bring good profit return. Yes, some of the items are larger than what we are accustomed to having on our floor, but what are you doing with that space in November and December that drives store traffic and turns a very profitable return?

So a review of the facts finds:

• Planning greatly improves success

• The holiday season is a very large retail opportunity

• Most national retailers can make their year during this time

• The lawn and garden industry is historically dependent on the spring season

• The lawn and garden industry typically experiences some of its lightest foot traffic and profits during the holiday season

• Holiday season can bring opportunity for additional sales

• Holiday merchandise can increase the average ticket

• Many of us are already dabbling in the holiday category

• BWI can help you be successful with this category

Reviewing the facts listed above; do you have more interest in this category? BWI will be showcasing our holiday offering front and center at the EXPO. From trees to lighting to yard blow ups to the traditional molded lawn figurines, we have an assortment sure to help you begin to develop this category.

Already doing something in the holiday category? Let us show you how we can help you consolidate for ease of ordering and improve service to your store in this category. We stand ready to help whatever the case may be. Please ask your BWI representative about our holiday offering and make sure you stop by our display at the BWI EXPO.

Hope to see you all in San Antonio!

IT’S ALMOST THAT TIME OF YEAR AGAIN! | Randy Townsend

Randy TownsendMarketing Manager


EXPO PREVIEW / SHOW SPECIALS

AMERICAN GARDENWORKS

u20% off select displays. See booth for details.

AMTURFuCash Spiff up to $50 on select displays. See booth for details.

ANDERSONSuBuy 45 bags of select product and receive 5 bags FREE. See booth for details.

API/GARDEN SCENEuSave 15% on Dura Cotta Planters and 30% on window boxes.

AQUASCAPEuCash Spiffs of $5 to $20 on select items. See booth for details.

AQUATROLSu5% discount on all horticultural products. Also earn additional 5% Bonus Bucks on select products. See booth for details.

ATLAS GREENHOUSEuFREE Netafim irrigation system with the purchase of qualified greenhouse package.

BACK TO NATUREuOne FREE pallet for every full truckload order. See booth for details.

BARENBRUG USAuUp to $15 Cash Spiff on select items. See booth for details.

BASFu10% Discount on Pendulum 2G, 40 lb (AM2480050), Ultra Pure Oil (WH092307, 2/2.5 gal & WH092308, 30 gal drum), Pillar G, 30 lb (AM59012594), Stature SC, 6/25 oz (AM59011288), Pendulum Aqua-Cap, 2/2.5 gal (AM59049276), Amdro Pro, 25 lb (AMCYAM25) and all full case orders of the Total Release Aerosol products.

BASF PEST CONTROLuReceive a 10% Discount on the following BASF Pest Control items: 221L Residual Insectide, 17.5 oz (AM59011783); Alpine Ant & Termite Foam, 20 oz (AM59011849); Alpine Pressurized Insecticide, 20 oz (AM59011841); Cy-Kick C&C Pressurized Residual, 17.5 oz (AM59011782).

BAYER ADVANCEDuReceive $30.00 to $80.00 Cash Spiffs on select displays. See booth for details.

BAYER CROP SCIENCEu5% Discount on select products. Receive one ticket for every $1,000.00 in purchases for a chance to win a Remington Versa Max 12 gauge shotgun. A $1,500.00 value. See booth for details.

BECKER UNDERWOODuReceive a 5% discount on Transition HC, 4/1 gal (ZZBCTRANSITION) and Admiral, 4/1 gal (BCADMIRAL1).

BIOSAFEuSave 12% on Zerotol (CHZEROTOL, 2.5 gal & CHEZEROTOL30, 30 gal), Sanidate, 275 gal (ZZCH2006275) and Axxe, 2.5 gal (CH760025).

BOND MFG.uCash Spiffs up to $300 on select displays. See booth for details.uSave up to 40% on select items. See booth for details.

BONIDEu$10 to $50 Cash Spiffs on select displays and assortments.u$200 Cash Spiffs with the purchase of Bonified programs.uSave up to 34% on select items. See booth for details.

BIOWORKSuReceive FREE prizes with qualifying purchase at $5.00 levels including T-shirt, loupe, 1 lb Rootshield WP Plus, Kindle Fire or I-Pad. Rules: Prizes are not cumulative between dollar levels 2 thru 5, only 1 prize awarded for highest dollar level achieved, purchase made during Hot Buy periods will not be included in show special qualifying dollar amounts.



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BOSS GLOVESuUp to $50 Cash Spiff on select displays. See booth for details.

CARL POOLu5% Discount on select products. See booth for details.

CENTRAL GARDEN & PETu$100 Cash Spiff on 1 lb Amdro (Pk/48).uBuy-One-Get-One on select displays.u25% off select Amdro and Image products. See booth for details.

CENTRAL LIFE SCIENCESu10% Cash Back on all purchases.

CHAPIN MFG.uSave up to 12% on select items. See booth for details.

CLASSIC BRANDSuCash Spiffs up to $250. See booth for details.

CLEARYu15% Discount on full cases of Spectro 90WDG, 4/5 lb (CLSPECTRO), and Alude, 2/2.5 gal) CLALUDE.u8% Discount on full pallets of 30 lb 3336 DG Lite (CL3336DGL).u10% Discount on Torque (CLTORQUE, 5/1 gal, CLTORQUE1, 4/1 qt).

COLEMAN CABLEuFreight Prepaid on $500 for all EXPO orders.

COLLIER METAL u2 FREE bundles for every 20 bundles purchased of 1/16” x 10’ Steel Edging, Green (PS10145) & 1/16” x 10’ Steel Edging, Brown (PS10145B).u3 FREE bundles for every 30 bundles purchased of 1/8” x 10’ Steel Edging (PS1012). Net 60 day terms.

CONTROL SOLUTIONSuCash Spiffs up to $25.00.uCash Spiffs up to $250.00 on pallet purchases (32 cases) on new Surrender G insect granules. See booth for details.

CORONAuSave up to 15% on select items. See booth for details.

D&D COMMODITIESu$50.00 Cash Spiff on Arbor Display.u$50.00 Cash Spiff on Cardinal Assorted Starter Pallet.u$25.00 Cash Spiff on Apple Crate Display.u$10.00 Cash Spiff each on Finch Sock Display and Block Display.

Continued on page 36.



For superintendents challenged by seasonal variations in turfgrass growth and color throughout the year, Transition HC dark turf colorant provides an economical complement or alternative to fall and spring cultural programs. Achieve a ready-to-play look on your golf course in as little as one day’s time with consistent color that lasts up to 30 days.

READYPLAY

Photo: The Grand Golf Club, San Diego, CA(David Yanez, Superintendent)

TransiTion HCHigh Concentrate Dark Turf Colorant

www.beckerunderwood.com800-232-5907

Professional Quality for Lifewww.dramm.com

justONE TOUCH

for precise watering control

One Touch™ Rain Wand™

Thumb Controlled Shut-Offdelivers precise watering control

Original400PL Water Breaker® Nozzlewaters quickly & thoroughly

Lightweight ExtensionHandleextends reach beautifully with durable aluminum

Rubber Overmoldprotects naturalwear-point

™

Stop by theDramm Booth to

See Our NEW Products!

DALENuSave on select items from Dalen.uReceive a FREE Display Rack (ZZDNGC-M) with the purchase of 6 cases (mix & match) of Netting, Owls or Harvest Guard product.

DANIELS PLANT FOODuSave 5% on all products (Discount does not apply to freight on non-stock drop ship orders).

DANNER MFG.u3% Cash Spiff on all items.uSave up to 8% on select items.

DOW AGROSCIENCESuPurchase 10 bags of Snapshot, 50 lb (EL20120) and receive 1 bag of same FREE.uPurchase 10 bags of Showcase, 50 lb (EL257904) and receive 1 bag of same FREE.u10% Discount on Dimension 2EW, 2/2.5 gal (EL278317) and Gallery 75DF, 4/1 lb (EL20116).u15% Discount on combination purchases of both Dimension 2EW, 2/2.5 gal (EL278317) and Gallery 75DF, 4/1 lb (EL20116) with minimum purchase of 5 gallons of Dimension & 24 lb Gallery.

DRAMMu10% Discount on chemical application equipment.

EARTHBOXuSave up to 15% on select pallet items. See booth for details.

EARTHWAYuSavings on the Earthway Precision Garden Seed (ERPGS).

ENVINCIOuUp to 16% Discount on select products. See booth for details.

ESPOMAu$60 Cash Spiff on 12 case assortment.u$20 Cash Spiff on 5 case assortment of EarthTone products.u$20.00 to $200.00 Cash Spiffs on Espoma soils. See booth for details.

EVERRISu15% Discount on the entire list of Everris Plant Protection Products.u10% Discount on all Fusion products.uSave up to 6% on all the entire Osmocote line of products.



The makers of Wild Delight® have developed a video game app that all types of pet lovers (of all ages) will enjoy. Whether consumers want to learn more about wild birds or are looking for some relaxing entertainment, Birding Bonanza™ is filled with fun. Birding Bonanza™ is free for the Apple iPad, iPhone and iPod Touch via the Apple App Store. Scan the QR code to visit birdingbonanza.com to learn more.

Creating More Wild Delight

Fans For Retailers Everywhere,

It’s A

Birding

Bonanza!™

www.wilddelight.com

®

Creating More Wild Delight ®

Fans For Retailers Everywhere,

It’s A

FESTIVAL WINDCHIMESu$20 Cash Spiff on orders of $1,500 or greater.uEarn an additional $20 Cash Spiff with the purchase of Corinthian Bells or Shenandoah Melodies Triple Display Package or Mountain View Display Package.

FLORIKANuSave up to 5% on Gro-Smart products.uSave up to 4% on select Top Dress products.uSave up to 7% on Nutricote Advantage products.uSave up to 9% on Florikote Advantage products. See booth for details.

FLOWERHOUSEuSave 40% on two top selling items. See booth for details.

FMCu10% Discount on Solitare, 6/1 lb (CHSOLITARE) and Dismiss (CHDISMISS1, 12/6 oz , CHDISMISS2, 4/64 oz).

FOX FARMuSave 10% on liquids and solubles.uSave 4% on soils and dry fertilizer.

GARDEN TECHuCash Spiffs up to $50.00 on select displays and pallets. See booth for details.

GLAMOS WIREuSave 10% on combo pallets.

GOWANuEarn extra 2% Bonus Bucks (4% total) on full case purchases of Scythe, 2/2.5 gal (EL128101).

GREEN-TEKuReceive a 10% discount on product purchases.

GROSFILLEXu$25.00 Cash Spiff on pallet purchases.

HEADWINDuSave up to an additional 15% off on specific items. See booth for details.

HEATH MFG.uSave up to 10% on select items. See booth for details.

HOPE AGRIuReceive 1 FREE pallet of Pine Bark Mulch with every truckload order delivered between November 1, 2012 through January 31, 2013.

HOWARD JOHNSONSu5% Discounts on the entire Howard Johnson product line.




BYP_GEN_M2_2216_R1.indd 2-27-2012 9:55 AMSaved at NonePrinted At Client Bayer AdvancedMedia Type MagazineLive NoneTrim 4.8125” x 4.8125”Bleed NoneJob Title BWI InsertionPubs Spring Buylines Ad for Bayer AdvancedAd Code None

DEPARTMENT:

APPROVAL:

Art Director Copywriter Acct. Manager Studio Artist Proofreader Traffic Production

Addl. Notes: 4c AdMCD: 03/01/12

ALWAYS READ AND FOLLOW LABEL DIRECTIONS. ©2012 Bayer CropScience LP. Bayer Advanced is a business group of Bayer CropScience LP. 2 TW Alexander Drive,

Research Triangle Park, NC 27709. Bayer (reg’d), the Bayer Cross (reg’d), Bayer Advanced,™ and DuraZone™ are trademarks of Bayer.

A NEW LEVEL OF WEED & GRASS CONTROL

UP TO 6 MONTHS OF WEED AND GRASS CONTROL

One application kills all types of weeds and grasses plus prevents new weeds and grasses from emerging for up to 6 months. For use on driveways, sidewalks,

patios, along fences and foundations and around walkways and mulch areas.

WEED AND GRASS CONTROLOne application kills all types of weeds and grasses plus prevents new weeds

Dalen Products, Inc.700 Dalen Lane, Knoxville, TN 37932800.747.3256 / Order Fax: 865.671.0720DalenProducts.com

Protect Your Yards & Gardenswith

Harvest-Guard® • Provides fall and winter

protection against wind, frost, snow and ice damage

• 40" x 50' roll size• GF-4050

Deer-X® • Protects shrubs, trees, and vegetable

gardens from destructive deer• 3/4" polypropylene mesh• DX-7

HYDRO/DOSMATIC/CHEMILIZER

uSpecial price of $369.00 on Chemilizer Mobile System.

IRONITEu$150.00 Cash Spiff on 40 lb Ironite pallet.u$2.00 Cash Spiff on 20 lb Ironite.

JACK LINKSuSave 8% on open stock cases.

KASEu$750.00 Freight Allowance on equipment purchases.

LFS/ATLAS GLOVESu10% off select displays. See booth for details.

LIQUID FENCEuUp to $125 Cash Spiffs on select items. See booth for details.uSave an extra 10% on new OMRI listed Garden Insect Killer, Moisture-In and Weed and Grass Killer.

LUSTER LEAFu$5.00 to $25.00 Cash Spiffs on select items. See booth for details.

MARCHIORO USAuSave 10% on select displays. See booth for details.



MILLER MFG.uSave up to 5% on select items. See booth for details.

MILORGANITEuSave up to 10% on Milorganite, 36 lb (HE620436).

MODINE MFG.u10% discount on PDP models.

MONSANTOuReceive $20 Cash Spiff on each case of RoundUp ProMax purchased.

MONTEREYu5% Show Discount.u12% Discount on select item end caps.

MOULTRIEuSave 15% on the purchase of select items. See booth for details.

MUCK BOOTuPurchase a minimum of two styles from the new Spring 2013 line (at least 24 pair total) with your tier 2 or 3 booking and receive an additional 2% off the entire order. See booth for details.

MULCH MFG.u$100.00 off a full truckload drop ship order.u$50.00 off a half truckload drop ship order.

uUp to $0.50 off each bag of select products. See booth for details.

MYERS GROWERu3% Discount off standard price list.uSave up to 30% on select items. See booth for details.

NEOGENu5% Cash Spiff on all items. See booth for details.uWith every $500 Neogen order, receive 2 special edition buckets of Ramik Nuggets (60/4 oz) FREE (a $135.00 retail value).

NUFARM R&PuDiscounts on a select list of products. See booth for details.uPurchase 12 cases of Weedestroy, 2/2.5 gal (RP98373RR) and receive 1 case of same FREE. Limit 12 cases of free goods per customer.

NUFARM T&Ou20% Discount on Riteway, 4/1 gal (NUF10309041) and Chlormequat, 4/1 gal (NUF1401ET41).u15% Discount on all pack sizes of Mallet 2F T&O and Abamectin SPC.u5% Discount on select products. See booth for details.




OHPu5% Discount on all products excluding those offered in Hot Buy (Marathon, B-Nine, Kontos, Biathlon and Azatin).

PACE 49u6% Discount on all sizes of Kleen Grow, Uptake and Strip-It.

PANACEAuSave 10% on select displays.

PBI GORDONu3% Discount on Atrimmec (GD6621076, 4/1 gal, GD6621086, 12/1 qt), Embark T&O, 4/1 gal (GD6851076), and T-Zone (GD8251076R, 4/1 gal, GD8251126R, 2/2.5 gal).

PRECISION PRODUCTSuSave 15% on select items. Savings on Garden Seeder.

Principle Plasticsu$50 Cash Spiffs on select assortments.

QUIETAIREu10% product discount.

RESCUE/STERLINGuReceive $5.00 to $65.00 Cash Spiffs on select displays. See booth for details.

ROCKWELL LABSu7.5% Discount on select products. See booth for details.

SANCOuCash Spiffs up to $50 on select displays.u$5.00 to $20.00 Cash Spiffs on select case goods. See booth for details.

SCOTTSu$100.00 Cash Spiff on each pallet (64 bags) of Green Max, 5M, Southern or Northern version (SI44605 or SI49100) purchased.uBuy one, get one FREE on Miracle-Gro Shake’N Feed Jugs and Ortho Bug-B-Gone Rose & Flower Insect Killer plus Miracle-Gro Plant Food.u50% rebate on select Whitney Farm assortments,



Protects Plantsfrom Drying Out

”“Moisture-In has been

proven most effective in reducing water loss and improving transplant survival when tested against 18 other anti-transpirants.“Antidesiccant Compounds Improve the Survival of Bareroot Deciduous Nursery Trees,” Journal of the American Society for Horticultural Science.

Another Planet Approved Product from...

(800) 923-3623 • liquidfence.com

Ask about our new granulars, including 2012 Green Thumb Award Winner: Yard Net Lawn & Yard Insect Repellent!

It’s like wrapping your plants in a clear, strong, protective membrane – perfect for trees, shrubs and evergreens.

EcoLogic™ Moisture-In™ protects your plants from moisture loss due to summer heat and drought, winter’s harsh winds and frozen ground and the shock that occurs after transplant. Moisture-In can even help extend the life of cut Christmas trees and greens!

Rhododendron treated with Moisture-In

prior to winter desiccation...

Rhododendron untreated...The results

are clear!

LF BWI Buylines Fall 2012 Ad.indd 1 7/18/2012 1:19:36 PM

Classic Seed Select assortment, and new Ortho Repellent assortment.uSpecials good for warehouse orders only. See booth for details.uSpecial pricing that equates to buy 3 pallets and get 1 FREE on Osmocote and Whitney Farms soils. See booth for details.

SENNINGERuReceive a 10% Discount off retail Senninger manufactured items.

SEPROuPurchase 6-2.5 gal containers of Legacy, (ELLGEC3124) and receive 1 FREE.

uPurchase 6-1 qt containers of Akari (EL5950) and receive 1 FREE.uPurchase 5-8 oz containers of Edgeless (ELEDEC3158) and receive 1 FREE.uPurchase 8-4 lb containers of Talus 70DF (EL5753) and receive 1 FREE.

SHAKE AWAYu$5.00 Cash Spiff per case on all items.

ST. GABRIEL ORGANICSuReceive up to $40.00 in Cash Spiffs on displays. See booth for details.

SUMMITuUp to $40.00 in Cash Spiffs on select displays. See booth for details.

SUNGRO RETAILuUp to 50% off Black Gold products. See booth for details.

SWANuUp to 20% on select items. See booth for details.

TECHNISOILu$5.00 Cash Spiff per case.

T.O. PLASTICSu7% Discount on select products. See booth for details.



Regardless of style, a beautiful work of art requires perfectly blended growing media.

A horticultural masterpiece is a product of its environment, that’s why Fafard Technical Services meets with you at your growing operation to help determine your media needs based on multiple factors. We can even create custom blends. Together, we’ll fi gure out ways to manage input costs, increase yield potential, and help grow your business. We’re not just a growing media company; we’re your partner in creating art.F A F A R D . C O M • 8 0 0 - 7 3 2 - 8 6 6 7 • A S Y N G E N T A G R O U P C O M P A N Y

10-FRD-044 Pro Paint tube GMPro.indd 1 4/9/10 10:37 AM



TRUNK MATuBuy 3 plus rolls, get FREE stand.uBuy 6 plus rolls, get FREE roll.uBuy 12 Personalized mats, get 1 FREE.uBuy 25 Personalized mats, get 2 FREE.u$300.00 off Custom Plates. Ship by 1/15/13, get 4/1/13 terms.

TUFF STUFFuSpecial pricing on select items of stock tanks, round tubs, and utility buckets. See booth for details.

VPGuCash Spiffs of $3.00 to $10.00 on select case goods.uBuy 3, Get 1 FREE on the following: Hi-Yield Turf Ranger, 10 lb (FH32320), Natural Guard Lawn Shield Insect Granules, 10 lb (FJ40730), and Fertilome Mole-Go Granules, 10 lb (FE11317).

WARE MFG.uReceive up to $30.00 Cash Spiff with the purchase of assorted products. See booth for details.uSave up to 15% on entire line. See booth for details.uSave 20% on select dog houses. See booth for details.

WELLMARK EXTINGUISHuSave 10% on Extinguish, 1 lb (ZO24550) and 25 lb (ZO24560).uSave 12% on Mavrik, quart, (SA10510895) and Enstar quart (SAENSTAR1) and gallon (SAENSTAR2).

WELLMARK GROWERu12% Discount on Mavrik, quart, (SA10510895) and Enstar AQ, quart and gallon (SAENSTAR1 & SAENSTAR2).

WELLMARK STARBARuSave 10% on all sizes of Extinguish Plus.

WESTERN PULPuSave up to 5% on select products. See booth for details.

WOODSTREAMu10% Cash Spiff on all Woodstream products. Spiff will be paid in $250.00 increments.


BWI_Ad.ai 1 8/1/12 1:18 PM


Back by popular demand, the BWI Build-A-Truck program will again be offered at EXPO. This program allows you to shop among 100 different products that are heavy or bulky and let you pick either 12 or 24 pallets, mix and match, for delivery prior to the busy season . This purchase not only benefits you in terms of pricing and dating, but also benefits you in terms of more timely deliveries each week in the spring.

Most people in a region stock up at the same time of year, resulting in delays receiving your weekly bill of goods. With this program, you take it early, buy only what you normally sell, have it when the season breaks and pay for it later. Everybody wins!

Each pallet comes with a pallet sock so merchandise can be stored

outside if need be.

Ordering is easy and each load comes with extra Bonus Bucks.

Visit us at Booth #406 for more information on this excitingprogram and find out what we can do for you!

2013 BUILD TRUCK PROGRAM2013 BUILD TRUCK PROGRAM

A


NEARLY NAKEDGARDEN GLOVES

Shockingly Sheer!

BEP_GRN_M2_1149_R1.indd 7-17-2012 2:49 PMSaved at NonePrinted At Client Bayer Environmental ProductsMedia Type MagazineLive NoneTrim 3.5625” x 10”Bleed NoneJob Title Specticle Sales Rep AdPubs 2012 Fall EXPO BuylinesAd Code None

DEPARTMENT:

APPROVAL:

Art Director Copywriter Acct. Manager Studio Artist Proofreader Traffic Production

Addl. Notes: None

{fig. w-42}

Poa annua

Take a good look.You may never see it again.

Specticle® provides effective, long-lasting pre-emergent weed control.

Specticle from Bayer gives you superior control of Poa annua, crabgrass and goosegrass as well as 75 other grasses and broadleaf weeds. And now it’s available in a new FLO formulation and even more application options. Get ready to achieve more with Specticle.

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

Bayer CropScience LP, Environmental Science Division, 2 TW Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.BackedbyBayer.com. Bayer, the Bayer Cross, and Specticle are registered trademarks of Bayer. Not all products are registered in all states. Always read and follow label directions carefully. ©2012 Bayer CropScience LP.


WE’RE HERE TO HELP...THE SALESMAN IS JUST ONE TOOL IN THE BOX | Kolby Keeling

BWI has always prided themselves with offering the most complete product lines, backed by a knowledgeable sales staff and dependable delivery system. While these are just a couple of traditional services we offer, BWI also has several other services or what I like to call “Tools” in the toolbox to offer our customers. Below are some overviews of the other “Tools” we offer:

Soil, Water and Tissue TestingHaving a baseline to compare throughout the year or from year to year will help establish a successful agronomic program

Disease DiagnosticsResults provided by Universities and/or Independent labs

Nematode TestingResults provided by Universities and/or Independent labs

Guidance with the installation of a fertigation/wetting agent injection system

Limited to certain areas of our territory and done in conjunction with selectvendors

USGA Spec Testing of Greens Profile MixIndependent Laboratory that will help determine the right percentage of sand, peat and Profile (porous ceramic material)

Earth Stabilization TestingIndependent lab that helps determine the correct erosion material to use based on your soil type and degree of slope on your project

CEU ClassesState and National Associations

We believe the above “Tools” help reaffirm our commitment to making you more successful in your business. Please do not hesitate to contact your BWI sales representative to provide more detail and explanation on any of the above “Tools”.

Thank you for your business and I look forward to seeing everyone in San Antonio at the EXPO!

Kolby KeelingRegional Turf Sales

Coordinator

To learn more about our products visit us atwww.waremfginc.comor call us at 602-257-8803

ChickenChickenChicken

Everything you needfor the back yard flock!

Check out our specialin the Pallet Alley on

our Ware Chick-N-Caféand all the Chicken

accessories!


Just hearing the word “audit” makes most people cringe. For many it conjures up images of

some hard-nosed government official picking through their files looking for mistakes; looking for ways to penalize them. However, not all audits are a bad thing. The basic idea behind the word “audit” is to evaluate someone or something and provide an assessment. With that definition in mind you can begin to see how

an audit could be a very good thing. For example, an audit of your production operations, processes and procedures could provide a basis for evaluating how you do what you do with a view towards identifying weaknesses and making improvements. It’s likely that you will find weaknesses in your level of efficiency, effectiveness or economy and those kinds of issues don’t typically show up on your radar unless you do a serious and honest evaluation of your business. This kind of self-evaluation is healthy for any business because it focuses on discovering areas of weakness that can be corrected and ultimately bring more profit to the bottom line. However, in this day and time with the challenges we all face from a weak economy, erratic weather patterns and rising raw material costs, taking on a task like this may be as much about self preservation as anything else.

So, assuming you see the logic of this kind of “operational audit”, the question becomes “where do I start”? If you own or operate a greenhouse or nursery business there are three major areas that I would recommend you start with. These areas represent the greatest opportunity to reduce production and operational costs because they typically represent the greatest cost of production and/or the greatest areas of neglect in the production process. If we want to find areas to increase efficiency and reduce costs we need to follow the money; and in this case the money trail leads us to labor hours, energy costs and water usage.

Since labor is typically the most expensive part of running any greenhouse or nursery operation it has to be at the top of the list. An audit of your labor hours is essential if you want to reduce overall costs and increase profits. I don’t know the details of your business but I do know that you should be moving towards automating some of the more labor intensive and tedious tasks in your production process. Not all tasks can or even should be automated. But, if you spend some time gathering information about which operations take the most time you can then evaluate each area in light of where the most potential for improvements exists and start from there. Also, once you understand where the greatest number of labor hours are being consumed you can look at potential

equipment purchases based on the return on investment rather than strictly focusing on the upfront costs associated with equipment. In the end, equipment that reduces labor costs, adds to your production efficiency and allows for a reasonable ROI is always a worthwhile investment.

The next area of focus in your audit should be energy costs, since it is typically the second highest cost of production in a greenhouse or nursery. Energy is used to heat greenhouses, pump water, run equipment and ship product. However, 70-75% of the typical annual energy consumption is used for heating. That being the case, it makes sense that this area should be a primary focus for any efforts to gain efficiencies and reduce production costs. Most efforts in this area can be broken down into two broad categories:

Reduction of heat loss – Options in this category range from the simple and inexpensive to the more costly and elaborate. No matter what your budget, there are a number of things that can be done to keep more of the heat that you have paid for in the greenhouse. Something as simple as sealing up air gaps in your greenhouse around doors, equipment and covering could reduce your fuel use by 5-10%.

Efficiency of heat input – This primarily addresses the issue of how efficiently your existing heating equipment converts the energy in your fuel into actual heat in the greenhouse. Equipment efficiency varies based on equipment type and age so both of these must be considered in making decisions in this area. For example, changing out an older standing pilot gravity vented heater to a newer intermittent pilot power vented unit can give you a 16% efficiency advantage.

The final area that deserves some attention during your personal business audit is water; both how you apply it and the amount you use. There is no input in the production process of a greenhouse or nursery that is any more important than water. In addition, how you manage this area has the potential to impact your labor and energy costs in a dramatic way. Unfortunately it’s one of the most neglected and poorly managed resources in a growing operation. For this reason the potential gains in terms of efficiency are considerable. If you use these four simple principles to guide you in evaluating your current situation and deciding how to use and apply water in the future, you will be well on your way to reducing your costs and gaining greater efficiency and control of your water.

Move from manual systems to automatic systems

Move from high flow products to low flow products

Move from high pressure systems to lower pressure systems

DO YOU NEED AN AUDIT? | Clay Wilkerson

Clay WilkersonGrower Technical Sales

Manager


Move from designs that provide less control to those that provide more control

At this point, all of this may seem overwhelming to you. After all it’s a major undertaking to evaluate all three of these areas, understand the issues and know how to make adjustments that will have a real impact on your costs. The good news is you’re not on your own, we can help. Our GTS staff

can help you work through the process and provide information and expertise that will help you make smart decisions that can ultimately impact the health and profitability of your business. So if you’re going to be at our Expo in September come by the GTS booth and say hello. It might just be one of the smartest business decisions you make this year.

Effective. Economical. Easy.

Visit with Daniels at the BWI EXPO. BOOTH #1518

PROFESSIONAL PRODUCTS RETAIL PRODUCTS

Imagine better-toned plants...earlier flowering...darker foliage...with one single liquid formulation.

Daniels is the perfect choice for the time-challenged home gardener looking for a more sustainable plant food.

Simple to sell...because it works!

Daniels® Plant Food brings out the best in everything you grow!

Simple to Use!


EXPO PREVIEW / PALLET ALLEY

Save 29%Mixed Plant Stand Display

ZZAWMPSCA

Save 31%40 Piece Color Shepherd Hook

DisplayZZAWCSHA

Save 31%80 Piece Black Shepherd Hook

DisplayZZAWBSHPAL1

AMTURFSave 19% with a $20.00 cash spiff

Wildflower1/4 Pallet Display

ZZAEL44325QP

Save 13%Assorted Fountain Kit

Pk/102012FOUNTAINKIT

Save 15%Wonder Grip Glove Display

Pk/144AGPWONDER12KIT

Save 20%Assorted Urn Kit

Pk/282012PSWEXPOKIT2

Save 14%Assorted Birdbath Kit

Pk/162012PSWEXPOKIT1

Save 31% with a $1.75 cash spiff

Complete Granular12 lb; 2 Pallet Minimum

BY700288A


Season Long Grub Control12 lb; 2 Pallet Minimum

BY700710A


Weed Beater50/10 lb

ZZBP60477

Save 19% with a $20.00 cash spiffPU Coated Dump Display

Pk/30ZZWL93763


Unlined Leather Glove DisplayPk/72

ZZWL93441


Ironite40 lb; 1 Pallet Minimum

IR40


Sevin 5% Dust & Quart RTU Mixed Display

Pk/90ZZGUS7026


Sevin 5% Dust1 lb; 36/Pk3

ZZGUS7013D


Amdro Fire Ant Bait48/1 lb

ZZAM100504803



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Pk/30IMPDCRHBB03

COLEMAN CABLE

Save 7% with a $15.00 cash spiffAssorted Stake Light Kit

Pk/912012MOONRAYKIT


Rainforest Sprinkler DisplayPk/42

ZZCT300000870


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ZZCT300000867

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Pk/48ZZCRDSPSP25124

Save 23% with a $25.00 cash spiffRotating Head Owl Pallet

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Save 17%Assorted Net & Owl Display

Pk/462012DALENKIT

Save 7%2’ Hydroponic Planogram

Pk/109ZZSP022840

Save 10%Terra Cotta Pot & Saucer

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ZZPDDM8150MZ

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Pallet - 11”, 12”Pk/102

ZZPDDM8160MZ

Save 29%6 Year Weed Barrier 3’ x 50’

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Assorted ColorsPk/24

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Pk/120ZZDM60084

Save 26%Earthway Spreader Kit

Pk/162012SPREADERKIT

Save 37%Weed Block Pre-Emergent

Southern27/5.6 lb

ZZEA70008MPSEASON AFTER SEASON




Tired of making slim margins on the same old chemical lawn programs? With the Espoma Organic Lawn Program everyone wins. Consumers get a 5k sq. ft. organic program for as low as $80. You make up to 3x the profit and lawns become safer for kids, pets and the environment.

Espoma. A natural in the garden since 1929.

The Future in Lawn Care has arrived!Safe, Profitable, & Priced to Sell.

For more information call us at 800.634.0603 | www.espoma.com

Don’t forget to stop by Pallet Alley and check out the specials on the Espoma display bins and the Espoma Organic Lawn Food Starter Pallet.

Espoma also has a HOT BUY on 5 oz. plant food packets!


Organic Lawn Food Starter Pallet

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ZZESGT4MP


Bio-Tone Mini Bin90/4 lb

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Blacksmith DisplayPk/30

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Save 20%14” x 42” Blazin Gemz Combo

PalletPk/100

ZZGW20409

Save 23%Heavy Duty Tomato Cage Pallet

Pk/150ZZGW74327


Havana Decor Planter PalletPk/30

ZZGFUSP80006


Mixed Belona & Tobego Planter Pallet

ZZGRFUSP80002


American Flag AssortmentPk/126

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2.4’ x 4’ Banner with5” Wood Pole

Pk/12ZZIFDRD832


WE’VE DONE THE WORK AND ADDED THE SAVINGS. PALLET ALLEY IS NOT JUST A CONVENIENT WAY TO PURCHASE, IT’S A SMART WAY TO SAVE.


Tired of making slim margins on the same old chemical lawn programs? With the Espoma Organic Lawn Program everyone wins. Consumers get a 5k sq. ft. organic program for as low as $80. You make up to 3x the profit and lawns become safer for kids, pets and the environment.

Espoma. A natural in the garden since 1929.

The Future in Lawn Care has arrived!Safe, Profitable, & Priced to Sell.

For more information call us at 800.634.0603 | www.espoma.com

Don’t forget to stop by Pallet Alley and check out the specials on the Espoma display bins and the Espoma Organic Lawn Food Starter Pallet.

Espoma also has a HOT BUY on 5 oz. plant food packets!




Jerky Strip Floor DisplayPk/40

ZZSKS2727

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Pk/32ZZSKS2748

Save 25% with a $75.00 cash spiffAssorted Jerkey Display

ZZSKASSORTMENT

JARDENSave 19% with a $75.00 cash spiff

Ball Ready to Ship 1/2 PalletPk/38

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Ball Salsa/Pickle Various DisplayPk/36

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Pk/1442012EXPOBUCKETS

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ColorsPk/200

ZZPA89901

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Save 20%Half Oak Whiskey Barrel

PlanterPk/21

BHRHWB


Milky Spore Mini PalletZZBHMP80080


Milky Spore Powder DisplayPk/16

ZZBH800021

STERLINGSave 24% with a $30.00 cash spiff

WHY Trap & Attractant DisplayPk/56

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Disposable Fly Trap DisplayPk/48

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Welcome Sign & Spout Statuary Kit

Pk/68IMTOSEXPOKIT1


Gnome Garden Statuary KitPk/64

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iPhone/Android/BlackberrySearch BWI Companies

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EXPO 2012!

BWItv

youtube.com/bwicompanies

New Products continued from page 29.

New Cat Furniture

Booth #1102 Booth #200

Antique Blue, Red, Green Glass Feeders

Water Cooler

The 3 Days of Christmas

Visit booth 113 at the front of the Exhibit Hall at the BWI EXPO on

September 17, 18, 19

You’ll see... Artificial Trees Inflatables

Yard OrnamentsWreathsLights

and so much more

Quantities are limited so place your order early at the BWI EXPO!

AVAILABLE FOR IMMEDIATE SHIPMENT!

BE AMONG THE FIRST TO STOP BY AND RECEIVE A

FREE BWI EXPO SAN ANTONIO ORNAMENT


Se v e r a l years ago there was

a public service announcement that had a closing line of, ‘a mind is a terrible thing to waste’. While we will not be

seeing the theme repeat in another public service announcement, this is an appropriate message for owners of businesses within the industry.

A challenging economy is a terrible thing to waste. How can this be? Businesses have closed; many have downsized and most have been challenged to change their business practices in an effort to make it through the current year.

Yet, here is a message that says there is a wonderful opportunity for those who have figured out that the current economy is not like a rain storm or drought that has a start and an ending. This is a change for which no one can see if there is an ending.

If you are willing to step out, let me invite you to take a look at where there are some opportunities. Join me and I believe you will find your business, and yourself in a different position – a better position – before the year is out.Let’s begin with what needs to first be changed; it’s your spare time. You likely begin your day with the morning news that you are getting through the television, radio, newspaper or the Internet. Think about the news you have been exposed to in the past year. How much of that news has done anything to help you grow your business or make you a better business owner?

Most likely the answer will be that none of it has helped. Our first change to suggest is that you remove these negative influences from your life. Instead, grab a book; not a novel

but instead a book that can teach you. There are hundreds of books directed toward small business owners.

What would you want to learn first? How about ideas of how to sell that you could share with your staff? What about a book that would help you develop the right strategy for business development? Could you use a book that would tell you about other stores that have been very creative in the way they have operated?

You likely will not find a book that is going to talk about a business that is just like yours. Instead, you have to be able to ‘translate’. A great book about how a bike shop operates (Try Reinventing the Wheel by Chris Zane) can share some great ideas that can easily be adapted to your business.

Great ideas often come ‘wrapped’ inside something; they do not frequently come fully developed and ready to use. Look at what impresses you about another business and then change it to fit yours.

The first ‘outside action’ is to notice how so many other businesses have retreated during this economy. They cut their hours, their product selection, depth of inventory, their staff, and even product categories. When this happens, you should look to see if there is intelligence behind their effort. Many simply retreat because they are scared. Instead of a thought of, ‘Wow! The economy really is getting bad.”, try looking at what they have changed with the thought of, ‘I can’t believe my competition is going to give me a great gift like this by abandoning their business and allowing me to take their customers and sales.’

The next outward action is to look at your existing customers with a simple theme of, ‘Never forget a customer. Never let a customer forget you.’ A customer comes to your business and spends hundreds of dollars. We give good customer service, tell them

thanks, and wait for them to return.

That strategy might have worked 20 years ago, but it does not work today. The customer that has said they prefer to do business with an independent needs to be reached for on a frequent basis; not by traditional advertising media but by multiple forms that say, ‘I remember you. I want to invite you back. I want to help you become a person that is addicted to enjoying the products and services that my business offers.’

You can use postcards, hand written notes, phone calls, Facebook, and any other creative way you can think of to make sure that customers remember you.

Speaking of advertising, in a simple statement, ‘do not stop advertising’. Trying to save money by stopping your advertising is like trying to save time by taking your watch off. (Give credit to Henry Ford for that expression.)

Other businesses will stop advertising. Potential customers will forget these businesses and think they have closed. With fewer businesses advertising, it is easier for new potential customers to see you as an alternative to the box and chain stores.

Because of the media, many business owners have repeatedly heard how customers are cutting back on their budget and looking for cheaper products and services. So, some businesses begin to change their focus. They go looking for this penny pinching customer as their new target.

Yet, these businesses forget the many customers that have been with them for so many years. Did their customers change their shopping preferences? It is OK to add an additional category of products; you can add a value line of yard tools to go with the quality lines you have carried for years. Try this method as compared to abandoning your offering quality goods and services to go for discounting everything.

SECOND CHANCES | Tom Shay

Tom ShayProfits+Solutions, Inc.


Luck has nothing to do with it. The harder you work, the more you can succeed. But work is not just about your putting in more hours on the sales floor and more hours in the business in general. Hard work is more about thinking of how to beat the competition and take advantage of the situation.

There was once a small town barber. He had been there for years; knew his customers by name. He charged $10 for a haircut. A new franchise shop came into town and put a banner that said haircuts were only $8. The people in town asked their local barber how he would survive against someone who was charging 20% less.

The new sign on the small barber’s shop said, ‘We fix $8 haircuts’. He was not lucky; he was smart and knew what his customers wanted.

If something has not been working for you during the challenging economy, it is not likely to start working now. This applies particularly to your staff. Do you have someone that is not giving 110% of their effort to your business? With an 8% unemployment rate, there are a lot of great people looking for work. It’s time for a change at your business.

Of course, some of that 8% are overqualified to be working in your business. They may eventually find a job in their traditional field of work and leave. That is always a possibility.

As an alternative, you can keep that underperforming person. Don’t worry about their leaving your business; nobody else wants them either.

Not to decide is to decide. Too many small business owners are paralyzed by the fear of making a wrong decision. My contention has been that the successful small business owners are much like Spiderman. They have a sixth sense that helps them. Look for your Spiderman instincts to help you make decisions. (Years ago, we referred to this as your ‘gut feeling’.)

The last point. It is all in the numbers. You cannot rely on your accountant to take care of the financials for you. You do have to understand how the financial statements are created. If the accountant cannot explain it to you, it is the accountants fault for their inability to put the information in a format that a layperson can understand. Tell the accountant to figure out how to make it understandable.

You have to create a budget. This is simply projecting the next 12 income statements. It is your plan for what will happen. It tells you how much inventory to have and how much to spend on payroll, advertising, and other various expenses.

With the budget, you then calculate the flow of money through your business. Making a profit each month does not guarantee there will be the necessary cash on hand to pay the bills each month. You know how seasonal this business is and how the need for cash is just as seasonal. There has to be a plan which outlines your expectation of the income and outflow of cash. Borrowing the title of another book recommendation, ‘Hope is not a strategy’.

There is that story about a person seeing a glass and whether that person sees the glass as half full or half empty. The truth is that the glass is completely full. Part of the glass contained a

drink; the rest contained air. The glass is full.

Your business has a history of success; that is represented by the drink. The air represents the opportunity. It is there if you are looking for it.

Tom Shay, CSP, is a fourth-generation merchant providing proven management and promotional business building ideas. He writes a column for IGC Retailer and speaks at the IGC Show. His company is Profits+Plus Solutions. Tom can be reached at 727.464.2182 or through his website: www.profitsplus.org.

BWI PROFESSIONALPEST MANAGEMENT SOLUTIONS

BWI proudly announces the addition of Professional Pest Management Solutions to our portfolio of product offerings. We are excited to have the opportunity to serve this specialized customer base with a full menu of services leading BWI to be recognized as one of the premier distribution companies in the Mid-South and Southeast.

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

BWI Professional Pest Management855-558-7378 (PEST)



2012 BWI EXPOStop by the new Pest Management Solutions section at the 2012 BWI EXPO. In combination with our supporting vendors, BWI will be offering unmatched promotions along with just in time shipping for the 2013 spring season. BASF Bayer Control Solutions Envincio FMC GNC Rockwell Labs Syngenta

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BWI is always working to improve our customer service. We know that helping our customers achieve success is the only way BWI can be successful. BWI believes that there will always be room for more “how to and educational opportunities”. Our job is, once it is all boiled down, a “How To” business. One of the most recent ways BWI has decided to contribute and enhance our customer service is to create our own YouTube channel. For BWI, we see this YouTube channel as a repository of knowledge from our staff, vendors, and customers. A place where knowledge can be shared; whether it be “how to” or even philosophically “why we do it”, without pressure from any party as to being right or wrong for your business. Help, if you need it or want it when you need it or want it.

Our first efforts are just now being populated. Our hope is to have approximately 80 or more videos online by the middle of November 2012. Our first videos include BWI history as told by Bob and Betty Bunch, “How to calibrate a spreader, or a sprayer”, “How to treat for fire ants”, “Advantages of Contec DG fertilizer”, “Installing an injector”, “All about greenhouse ventilation”, and “Why you should

attend the BWI Expo in San Antonio”.

We are creating a playlist to organize these videos into focus groups like Turf, Grower, Retail and General Information. Some of the videos to come are listed below by groups.

These are just a few of the many topics that are planned. We hope you can find one that helps you.

Please visit our YouTube Channel at www.youtube.com/BWICompanies.

Ralph WaitsCorporate Training

Coordinator

BWI LAUNCHES YouTube CHANNEL MAKING IT SIMPLE FOR CUSTOMERS TO STAY UP TO DATE ON PRODUCT INFORMATION AND TRAINING | Ralph Waits

Golf CourseGrowth Regulators on GreensCutworm ApplicationsAquatic ApplicationsPre-Emergent ApplicationsSoil Surfactants

Farm Store/Garden CenterChick Days DisplayCross MerchandisingSeasonal End Caps and DisplaysLawn Care Made EasyHome Pest Control

Nursery GrowerOsmocote Fusion AdvantagesWeed Control in ContainersKase Equipment for Container FillingFire Ant Applications Drench or GranularSelection of the Proper Irrigation Pump

BWI TopicsCompany BrandingE-CouponsCategory ManagementCustomer EventsGro Group/Prokoz/NPS

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LCO’sHow to Sell Fire Ant Preventative TreatmentsPre-emerging Flower BedsSuccessful Pond ManagementUsing Growth RegulatorsPost Emergent Herbicide Options


Natural Elegance Planters

Available in 4 sizes and 5 colors. Handcrafted from 100% bamboo, hand-coiled and has an attractive, durable, waterproof lacquer finish. With shapes and colors that lead the way amongst all current design trends, these environmentally beneficial and stylish gems make a great planter.

Available in 5 sizes and four classic shapes. The Avino Planter is an innovative spun pottery with the look of aged concrete but with the durability and ease of use of plastic.

Avino Planters

Available in 3 sizes and colors. Made from a special-ized mix of stone and plastic composite. Our unique Fiber Clay planter provides the feel of ceramic with the strength and durability of plastic.

Horizon Planters

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Stop by our Booths 703/705 at the BWI EXPO and see these exciting new additions to the Myers line.


Spot knows a thing or two about acting fast and protecting others. He does what it takes to keep them out of harm’s way. Like Spot, Bio Spot® Flea & Tick Control is dedicated to defense.

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©2012 Farnam Companies, Inc.Bio Spot, Bio Spot Defense, Bio Spot with design, InfestStop, Smart Shield and Smart Shield with design are trademarks of Farnam Companies, Inc. Spot On is a registered trademark of Wellmark International. All other trademarks are the property of their respective owners.

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002839_BioSpot_PetsmartPetco_Mech.indd 1 2/29/12 1:24:56 PM


Most small businesses can’t afford to employ an individual solely dedicated

to managing the human resources (HR) of the organization. Usually, that responsibility falls squarely on the business owner. How does a small business owner balance the incredible demands of finance, taxes, sales, marketing, and operations along with the complexity that comes

from employing people? Like most things in life, the answer is based on a bit of common sense, on tapping into the right resources, and on having a basic understanding of the key issues involved.

First, let’s tackle some of the key issues. Many of the HR issues for small business relate in some way to employee turnover - or perhaps better said in the reverse - to attracting and retaining the best people. Some have reported that due to the tough economy over the past four years and the “jobless recovery” over the past two, pent-up turnover is lurking just under the surface. According to CareerBuilder’s 2012 U.S. Job Forecast and a survey conducted by Harris Interactive, 34 percent of HR and hiring managers reported that voluntary turnover at their organizations rose in 2011. Thirty percent of employers said they lost top performers in 2011, and 43 percent said they were concerned that top talent could jump ship in 2012.

High turnover can be expensive: The cost to replace and hire new staff is estimated to be 60 percent of an employee’s annual salary. But total costs of replacement, including training and loss of productivity, can range from 90 percent to 200 percent of an employee’s annual salary. While many organizations focus more on reducing voluntary turnover (when an employee chooses to leave), involuntary turnover (when the employer initiates the separation) may reveal issues in recruiting methods or performance improvement plans. Some companies choose to focus on retention of their top performers since their departure would have the greatest negative impact on the organization.

Attracting top talent involves aggressive recruiting activities, offering wages and benefits which are competitive in the local job market, and interviewing and reference checking candidates - with a high level of patience and tenacity. Retaining top talent involves setting clear goals and expectations, holding them accountable to do the job you hired them to do, and rewarding them, generously, for achievements in building the business.

There are a number of practical HR program areas

which you should be prepared to address in your business plan. These include the following:

Compensation Strategy - A compensation philosophy setting a clear positioning of wages for your employees in comparison to other local employers, along with a set of jobs and pay ranges for the roles required in your business.

Employee Benefits - Indirect employee compensation which employers use to attract and retain good employees, e.g., 401(k) retirement plans, paid time -off, and health insurance; and benefits which are mandated by federal, state or local laws and regulations, e.g., state and federal income tax, Medicare, Social Security and unemployment taxes.

Employee Relations - Establishing effective relationships and frequent communications between management and employees, developing workplace policies and employee handbook, record-keeping, resolving workplace disputes and a myriad of rules and regulations aimed at governing fairness and equal opportunity.

Employee Training & Development - Motivating, engaging, training and long-term career development for growing the human capital in your organization.

Safety, Security and Loss Prevention - Your efforts to prevent or mitigate loss, risks to or from your employees, and threats to the physical assets of your company. Managing the potential for workplace violence, conducting background investigations of prospective and current employees, and establishing an effective workers compensation program.

These are but a few of the critical HR programs which must be considered for any small business. And today, every one of these programs come with their own set of complex legal and regulatory challenges. You may ask, “How can you possibly survive in this complex world of laws & regulations?” The short answer is to surround yourself with good resources. Some of these are inexpensive, and even free, while others involve contracting with outside vendors, law firms, accounting firms, payroll firms, staffing agencies or consultants.

One of the most under-utilized and inexpensive HR resources available to small businesses is the Society for Human Resources Management (SHRM). SHRM is a

Steve CollierDirector of Human Resources

MOST COMMON HUMAN RESOURCES ISSUES FOR SMALL BUSINESS OWNERS | Steve Collier


national (even international) organization comprised of over 250,000 HR professionals established to promote the profession of Human Resources, including the education of its members, and to support the success of businesses around the world. Most importantly, SHRM is comprised of local chapters who meet regularly to support its member companies with great HR programs and a broad mix of educational opportunities. You don’t have to be an HR professional to join and benefit from SHRM.

Finally, consider reaching out to BWI’s Human Resources Department if you have questions. We always have time to support our loyal customers and provide you

with support of any kind, including offering advice on how best to manage your valuable human resources.

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1. Remove all packaging material before planting.

2. Check to make sure roots are moist and alive.

3. Dig a hole large enough to allow all roots to spread laterally without bending and deep enough to allow planting mix to reach 2 inches above the original soil mark on the plant. Soil will settle to original soil mark with time.

4. Set plant in hole to correct depth and backfill with planting mix - usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss.

5. Form a berm around the hole, using soil mix, to aid in watering.

6. Water slowly and thoroughly with a mixture of water and Root Stimulator and Plant Starter Solution. This not only feeds and waters the plant but also eliminates any air pockets.

7. Prune 1/3 to 1/2 off the top of the plant to help balance top growth and root system.

1. Always carry the plant by the root-ball, never by the trunk. Dig a hole twice the diameter of the root-ball and deep enough to place the plant at the original growing depth.

2. Leave any burlap or other material around the root-ball, but be sure to remove any wire or nylon cord from around the trunk.

3. Backfill the hole with planting mix, usually a combination of sandy loam and peat moss (or other organic matter).

4. Plunge water hose to the bottom of the hole to soak and settle soil, working out any air pockets.

5. Large trees should be staked and tied with guy wire to prevent wind damage.

6. Using soil mix, form a berm around the hole to aid in watering.

7. Prune 1/3 off topof the plant to help balance top growth and root system.

8. Wet soil around plant with solution of Root Stimulator and Plant Starter Solution.

1. Dig hole twice the diameter of the root ball and deep enough to place the plant at it's original growing depths.

2. Backfill hole with planting mix, usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss.

3. Form a berm around the hole, using soil mix, to aid in watering.

4. Water slowly and thoroughly with a solution of Root Stimulator and Plant Starter Solution and water. This not only feeds and waters your plant but also helps to settle soil and eliminate air pockets.

5. Prune only to achieve desired shape since root system has never been pruned or cut back.

GARDEN CARE PROGRAMBare Root Balled & Burlapped Container Grown

PLANTING MADE EASYPlanting , Watering & Fertilizing Vegetables - When Planting, choose an area that will receive full sun and good air circulation. Vegetables do best when planted in raised beds. The ideal planting mix is sandy loam and organic material (peat moss) in a 50/50 ratio. Good drainage is the foundation for great gardening. Consult your local ferti·lome® dealer for correct varieties, specific planting methods and optimum planting dates in your area. As you are Watering, remember that the roots are very shallow; they will probably require more water than your other plants. Water slowly and thoroughly to saturate the bed area. Frequency of watering will depend upon your local soil conditions and weather. Avoid wetting the foliage as this can promote disease problems. Fertilize your vegetables every three to four weeks during the growing season. Proper fertilization is essential to producing a good harvest.

Insect & Disease - The damage from insects and disease can quickly devastate your garden. To prevent and control common insects and diseases, spray twice a month during the growing season. More frequent applications may be required during rainy periods since the spray can be washed off. For more specific insect problems refer to your ferti·lome® dealer. Areas that have high humidity levels tend to have the worst disease problems. In these parts of the county, you should treat preventively before disease appears. If you live in an arid region, wait until you see the first signs of the disease, and then begin treatment. Two treatments, usually 14-30 days apart, will be required on most problems. Some diseases, like brown patch, may require treatment for up to three years in a row. Try to spray and water your plants in early morning, since plants that stay wet overnight tend to be more susceptible to disease problems.

Weeds - Unique situations will arise from time to time that call for the use of specific weed killers. There are basically two categories; selective & non-selective. Selective weed killers control only certain or types of weeds (grassy or broadleaf ). Some are safe for use around desirable plants while others are not. Most non-selective weed killers cannot tell the difference between weeds you want to control and your desirable plants. It is very important to keep non-selective weed killers, as well as certain selective ones, off the foliage of desirable plants. Special weed killers work best on young, tender, actively growing weeds. If the weeds you want to control are large and not growing much anymore, you should cut them off at ground level, wait until 2 to 6 inches of new growth appears and then make your application. Due to the importance of using special weed killers properly, always read the label directions thoroughly or consult with ferti·lome® dealer.

*This planting technique is the most preferred since the root system is fairly large and has never been pruned or cut back. Be careful not to damage the roots when removing the plant from it's container.

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Spray with Malathion Insect Spray.

Piercing and sucking insects that may need weekly applications for control. Most frequently recommended controls are Malathion Spray or Carbaryl (SEVIN Garden Dust). Leafhoppers feed on blossoms of beans and cause a poor pod set.

Spray or dust appearance and apply weekly as needed. First choice is Carbaryl (SEVIN). Bacillus thuringiensis (Dlpel, Thruicide)- start using when worms are small; worms must ingest the material; very safe to use, no restrictions.

Same controls as Cucumber Beetles. Spray or dust when beetles appear and weekly as needed. Use Carbaryl (SEVIN) dust or Permethrin. Young plants of eggplant are vulnerable to Potato Beetle attack. Look for damage when first leaves unfold.

Spray or dust when beetles appear and weekly as needed. Use 10% Carbaryl (SEVIN) dust or Permethrin.

Dust or Spray in a band along the row with Carbaryl (SEVIN) dust. Or control before planting with a soil application of Carbaryl (SEVIN). This will stop wire worm damage.

Look for appearance after June 15. Dust with Carbaryl (SEVIN) to get nymphs. Apply 3 times at 10-day interval.

First generation shows up in June and July; second generation August. Dust foilage with Carbaryl (SEVIN) for corn borer. For corn earworms dust silks when they emerge and repeat every 2 to 3 days until silks turn brown.

Or use Kelthane.

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To borrow a saying from a veteran sales person in the industry “I have been in the

lawn and garden business 20 years and I have one year of experience.” Every year seems to be different from changes in the weather to changes in the economy. At the end of the day we can only change the things we can control. Of all the markets that BWI is currently serving, one item is constant; BWI wants to be a

partner and help you, our customers, be successful and run a profitable business. To be a partner we can only suggest initiatives that have been successful in other markets. The simple definition from Wikipedia defines Initiative (organization): a readiness to embark on a new business venture. BWI is not in business to lead our customers into a new business venture that will turn into an adventure. We do have an obligation to introduce our customers to new ideas and opportunities related to their business.

At BWI, we have developed a program that we call Category Management. It is designed to allow BWI’s experience and supply knowledge to help dealers manage a particular product category. The program has been developed to offer our dealers the best retail items in twenty different categories. For example if you have concerns over which items to stock in a watering category, BWI can supply you with a plan-o-gram of the best moving items in that category. If you need help developing a Wildlife section in your Farm and Ranch store BWI can suggest items and supply product information sheets. Your BWI territory manager can offer product knowledge meetings to educate your staff and help you sell more products. We have done the leg work on these twenty categories so that we can help you make this a business venture not a wild adventure that you will later regret.

The BWI Expo is a Top Notch venue to look for a new business venture. At this event, vendors are showcasing their latest products and ideas. You can put your hands on the product, discuss marketing ideas with the vendor and save some serious money on the early order programs. Dealers that consider the Expo a success will book conservative numbers on products they know will sell through the spring. Dealers can then focus on our Hot Buys and develop a marketing strategy for these great deals to either pass

on to their customers or bank the savings. Next dealers can look for new products or trends throughout the show. They also look for new business ventures to help increase their product mix and make money. If you are not looking for a wild adventure in a new line, ask another dealer for an honest answer. What I enjoy about this industry is the willingness of the independent dealer to lend valuable information to another dealer. They will tell you up front “yes, this is a good line” or “these are the products to try first.”

New initiatives for the golf course superintendent, commercial growers and pest control operator can also be researched at the BWI Expo. Vendors from each market will be on hand to answer questions and offer advice on cultural practices. A superintendent may want to commit to a new pre-emergent program. Suggestions can be obtained from vendors. This information can be shared with other superintendents in attendance and pros and cons discussed. Growers can look at new pot styles and actually ask a retail customer their opinion right at the show. Pest Control operators will be able to develop new rodenticide programs for fall while visiting with vendors. After the correct initiative is researched the easy part is booking the products at the Expo and taking advantage of the benefits each program offers.

Good luck on your initiatives for the coming season. Let BWI help make it a business venture not a wild adventure. I look forward to seeing you in San Antonio at the BWI EXPO.

Craig SchulzBWI Schulenburg Sales

Manager

INITIATIVES: LET BWI HELP MAKE IT A BUSINESS VENTURE NOT A WILD ADVENTURE | Craig Schulz


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Gaylord Texan

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GAYLORD TEXAN RESORT & CONVENTION CENTER

1501 Gaylord TrailGrapevine, TX 76051

www.gaylordtexan.com

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