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Welcome to the sixth issue of the Sales and Business eNews. To find information in the areas you are interested, simply click the links, titles or key phrases to be directed to more information.
Use the eNews as a resource for Company, Sales and Customer information and for sharing with team members, colleagues, dealers, direct customers and prospects. |
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Within In This Issue, click on the category of interest to view shared information and related links to more information, articles, documents and resources. Links are set based on security. Some logins may not be able to view all material.
Quick Links below take you to the ADM Alliance Nutrition web site, the Portal web site, and current Dealer Recognition. |
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 Company News Dear Colleagues, After 37 years in the feed industry, including 15 years of service at ADM, Mike Manning, vice president, Alliance Nutrition North America, has decided to retire effective June 14, 2013. Mike joined ADM in April 1998 and has since held several leadership positions at ANI, serving as vice president, Sales and Marketing, and vice president, Operations, before assuming his current position in 2012. During his time with us, Mike has made tremendous contributions to our organization. In each position he held, Mike played an integral role in leading our business forward. His wealth of industry knowledge, leadership skills and commitment to excellence helped spur ANI's growth in recent years, and he will be sorely missed. Chuck Loefer, director, Premix and Pet Food, will succeed Mike and assume the position of vice president, Alliance Nutrition North America, effective immediately. After beginning his career in feed operations with Cargill, Chuck has spent the last 25 years in ADM's feed and premix business. His experience includes sales, marketing, business development, and most recently, general management of ANI's premix business. We are fortunate to have such a strong and capable leader to take on Mike's responsibilities for commercial feed, liquid feed, premix, ingredient purchasing, regulatory compliance and quality assurance, as well as administrative functions of the Quincy, Ill., office. Chuck will report directly to me and will also have dotted line responsibility for ANI operations, IT, accounting, research and credit. I have great confidence that Chuck will pick up right where Mike left off and lead ANI to even greater heights in the future. Please join me in thanking Mike for his invaluable contributions to ADM and wishing him well in retirement. Please also join me in congratulating Chuck and supporting him in his new role. Mark Kolkhorst Vice President, ADM Milling and President, Alliance Nutrition |
| Sales Team News
Click title above for June Sales Team Anniversaries and other announcements.
ADM Cares Sponsorship of Auction Purchases
Auction purchases at the fair or other related events are considered by ADM a sponsorship. As a result of this decision in 2012, it will again be necessary to process an ADM Cares sponsorship online application for each auction purchase made. Following are the instructions to complete the documentation necessary. Please make sure everyone on your team understands this process.
You will need to complete the online application for the donation request and will need to obtain information from the organization receiving the funds. If you would like an email template that you can send to the organization to ask them for the info you will need, please contact Julie Kindhart. This is what is suggested:
Please note:
- It takes approximately 30 days for a sponsorship approval, occasionally it can take a little longer.
- If you will be donating a previously determined set amount, you may complete the online application ahead of the auction.
- If you will not know the amount you will need approved, you may not submit the application online prior to the auction.
- Payment should also not be initiated through another system.
- Ask the Livestock Show leaders if it is okay to remit payment to them for the animals up to 30 days after the auction.
- If they say yes, proceed by obtaining the information needed in the online application (the email template mentioned above can assist you with this) so you have it ready immediately following the auction.
- If they say no, we will not be able to purchase the livestock.
- Attend the livestock auction and bid on animals at an amount comfortable with your P&L.
- After the auction, you will go online at www.adm.com/sponsorships to enter your approval, the organization's information, and the request.
- Complete any requirements necessary within the vendor maintenance system.
- If you have any questions regarding vendor setup, please contact Matt George, Supervisor of Accounts Payable at 217.231.2220.
- A check will be cut from Corporate directly to the organization.
When completing the online application, you will be asked for Account Coding, please insert the following:
Account 15202
RESP 900
DEPT 00
SUB 000
LOC (Location to be charged)
Business Unit Ag Services
Following is additional information regarding the process that might be helpful.
To initiate a sponsorship payment, you will visit www.adm.com/sponsorships to complete the application. You will need some information from the organization in order to enter the request. A template email that you can send to the organization requesting the information you will need to complete the application is available from Julie Kindhart. In the application, you will also provide account coding information, which will serve as your payment approval. No additional emails or forms will be required to approve and initiate the payment. Then, you will create any new vendor requirements to process the payments. Payments will be mailed directly to the organization.
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Sales Team Standings Recognition
New sales recognition for Sales Value Added (positive value above direct costs) is being provided on a rolling 12-month results basis for our Commercial Feed Sales Team. Congratulations to these sales leaders!
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Alliance Animal Health
*ECOSYL is a registered trademark of ECOSYL Products Ltd.
**Ration-Guard is a trademark of the International Stock Food Corporation.
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Beef
Beef Summer Promotion
As the summer season progresses the quality of forage declines. Sound supplementation strategies become more crucial in order to help cattle more efficiently and more fully utilize nutrients in forages. Summer Slump Mix N' Match promotes mineral products, blocks, Roughage Buster® and tubs with special emphasis on Ionophores, CTC and IGR.
Order Dates
Monday, June 17, 2013 to Friday, August 16, 2013
Ship Confirm
Friday, August 30, 2013
Discounts
$40.00/Ton on 18+ Tons
$20.00/Ton on 5-17.99 Tons
(discount given at the time of the order)
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Last week marked the 25th anniversary of the World Pork Expo. This year's event, held in Des Moines, Iowa, was a great showcase for ADM Alliance Nutrition. Whether discussing Commercial Feed Products or our Strategic Ingredient offerings, our colleagues did a great job of representing Alliance Nutrition.
A couple highlights from the show:
- An opportunity to visit with current customers and to sit down with key prospects, at our booth and in our hospitality tent.
- Seeing hundreds of walking billboards for ADM Alliance Nutrition with t-shirts we gave out to the kids.
We want to thank all those customers, prospects and colleagues who helped make the 2013 World Pork Expo a huge success!
Below, ADM sales colleagues Chris Wehmer and Bryan Rodibaugh working the booth as the 2013 World Pork Expo opens.
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Dairy
Heat Stress Resources
ADM Alliance Nutrition has an abundance of information on both the Portal and ANI public web sites that can be helpful in dealing with heat stress on dairy cattle.
To start with, check out the following Dairy Technical Bulletins that give a great overview of heat stress and strategies that can be utilized to help minimize the impact of heat stress:
Productivity and Profitability take Substantial Hit during Heat Stress
Here Comes the Heat
Defining Heat Stress
We also have an abundance of tools (products) that can be valuable during the heat stress season. Far and away the top one to consider is Thermal CareTM R. If you haven't sold it in the past, you really need to find a couple of herds and put it in their ration this summer. You and your customers will be very happy with the results.
Consider using products such as RumeNext® Dairy, Prosponse® and Microbial Feed Pak that can hlep improve digestion during periods of heat stress. Of course these products are great year-round, however they are even more efficacious during heat stress.
Other products to consider include:
Enertia®
Enertia Tech Bulletin
Mold Control Pak V
Ration-Guard®*
Cation Plus Pak
When it comes to heat stress, don't forget about dry cows and calves. Heat abatement and feed additives can pay big dividends with both dry cows and calves. Check out the LOL Webinar -- Calf Heat Stress for more information on calves and heat stress.
*Ration-Guard is a trademark of the International Stock Food Corporation.
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 Equine
by Karen Gregg
Equine banners are available by contacting Business Services. We have six designs available.
New #81681 Forage First Hay Extender. The new Forage First Hay Extender will be the replacement product for #80904 Forage First Hay Replacer 11, which will be discontinued when inventory is depleted.
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 Loomix®
by Bethany Jenkins
Loomix is a leading producer of liquid animal feed supplements. Check out the Loomix section on the Portal. It's been recently revised to share information on Liquid products, as well as Specialty Products for equine and show livestock, including links to their web sites, product, program and contact information. There is also a new Specialty Products Pricing Schedule.
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 Show Feeds
by Laura Meyer
Click on the links below for new and updated Show Feed information.
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Specialty
2013 Interview with Kory Kraus. Kory Kraus, National Dog Field Trials Champion, talks about his experience using Proud Paws® Dog Food for his champion English Pointer & German Shorthaired Pointer. This is a great testimony to the reliability and quality of Proud Paws Dog Food. The link to this video testimony is also provided on the Dog & Cat page of the ADM Alliance Nutrition Web site and on the Portal Web site under Specialty/Ambassadors.
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Specialty Ingredients
by Kim Boccardi
It's time for Thermal Care™!
Thermal Care is a blend of unique nutritional ingredients that target key physiological systems which are affected by heat stress including thermal regulation, gut function, and immunity. ADM research has aggressively pursued natural, nutritional solutions to avoid the performance slump caused by summer heat stress. Benefits of this technology include better heat dissipation, enhanced gut health and immune function.
In the last ten years there have been several heat events in the United States; direct and indirect financial losses for these events are estimated at over $75 million+ for the cattle industry in the Midwest alone. These weather events are unavoidable but management strategies can reduce the impact of heat waves.
But when does heat stress start? Humidity is the key!
This chart, developed by the University of Arizona, helps you to quickly determine the level of heat stress in cows. As you can see, the level of stress is a function of both relative humidity and temperature. For example, cows become severely stressed when the temperature reaches 90 degrees and 90% relative humidity. Cows can be in mild stress even when the temperature is as low as 70 degrees and can become stressed even before it feels uncomfortable for you.
In cool weather below 40 degrees a cow needs up to 50% more maintenance energy to keep warm. Between 40 degrees and 70 degrees cows are in their "comfort zone." At temperature above 70o cows need up to 30% more maintenance energy for panting to stay cool. Take the stress out of heat stress and recommend Thermal Care to your dealers and customers.
What can you expect from Thermal Care?
Research results and field experience generally suggests the following responses...
Dairy Cattle (with moderate to high heat stress)
- Feed intake increase of 1-3 lb/hd/day
- Better milk production response of 2-5 lb/hd/day
- Cows should recover body condition more rapidly
- Somatic cells may decline slightly with no other changes in milk components
Beef Cattle (with high heat stress)
- Cattle may spend more time at the bunk
- Noticeably fewer cattle appearing highly stressed
- Possibly slightly better gain and feed efficiency
For best results, start feeding Thermal Care before heat stress occurs.
MARKETING AND PROMOTION UPDATE:
Thermal Care™ season is heating up and so are the Thermal Care promotion activities!! If you are reading this please contact Kim Boccardi for a new Thermal Care wall thermometer.
>> Over 2500 of the NEW Thermal Care (R & 4S) postcards have been sent out! Have you taken advantage of these yet? Are your dealers? These are available through Business Services at 217-231-2237 or an.businessservices@adm.com.
Thermal Care R & TC4S Postcard e-file 03-13
The TCR posters - both hard POP for sign holders and roll-able versions for pinning up are also available from Business Services.
Thermal Care R POP Poster (contact us to order) (FREE OF CHARGE to dealers!)
>> The Customer Gift Incentive for 2013 - For every new Thermal Care account that orders at least 10 bags, the rep and dealer/customer will receive a white, short sleeve Thermal Care performance polo shirt. These were very popular last year and now have a new digital transfer logo imprint.
>> We had great attendance and participation at our pre-season open forum webinar. Please be sure to review it!
Mar 22 2013 Webinar: Thermal Care Open Forum Product Training
>> There are several NEW Customer Testimonials available on the Specialty Ingredients Portal page:
Thermal Care 4S (farrowing sows) Testimonial 03-13 (Iowa, the first one with the new formulation!)
Thermal Care R (dairy) testimonial 04-13 (Missouri)
Thermal Care R (sheep) Testimonial 09-12 (Ohio, new last fall)
>> Please make sure you are using the correct product numbers for each of the following Thermal Care products: Thermal Care R - 891200**
Thermal Care 4S - 81650014
Thermal Care 4S Plus Cr - 81651014
Please do not hesitate to contact us with any questions, requests, or comments you have. We love hearing from you!
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 Wildlife
by Jim Sours
Hunter/Sportsman Wildlife Products Webinar
The May 20, 2013 Powerpoint presentation and audio recording is available on the Portal under Specialty/Presentations, Educational and under Colleague Development/Documents/Training. Review or refresh on the features and benefits, marketing support and potential ROI for #81597AAA Rack Plus® Wildlife Tub, #81595AAA Rack Plus Deer Mineral and #81509AAA Deer Block 16.
Wildlife Webinar
New NADeFA Directory
The 2013 North American Deer Farmers Association Membership Directory is in circulation. We have contact names and species by state. If you are interested in this information for your area, contact Karen Gregg or 217-231-2729.
Commercial Game Bird
Please refer to the Portal for a readable/printable Game Bird products and program guide. This year's crop of pheasant, chukar, quail and waterfowl chicks and poults are being hatched and started. One-hundred pheasant chicks will consume approximately 20 lb of Alliance Nutrition complete feeds to reach flight-ready size and condition. Adding just one new account that produces 20,000 birds can mean 200 tons of new business. Want to know where the producers are located? Contact Jim Sours or
Karen Gregg for the producer information available from the national and or state associations.
Gamebird Management Guide
Thermal CareTM Benefits Advertised in North American Deer Farmer National Publication
This advertisement appears in the Summer 2012 issue of North American Deer Farmer, the national publication of The North American Deer Farmers Association. Deer and Elk producers are looking for effective products that deliver solutions and measurable value. Performance proven products, innovative additive options, experienced technical support, high quality manufacturing and distribution are just some of the Rack Plus benefits available to be linked to today's commercial wildlife customer's wants, needs and challenges. Your knowledge, service and personal follow-up are primary to turn opportunity into new and repeat business. Thank you for all you've done and all you're doing to grow the Wildlife business. Good selling. Jim.
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| Global Safety and The ADM Way
At ADM, we believe Zero is Possible, and we work every day to achieve Zero incidents, Zero injuries. Protecting people and cultivating a safe environment is part of everything we do and every decision we make. And, we each share personal responsibility for keeping ourselves and others safe.
The Safety & Health group, together with the business units, provides resources for minimizing the safety and health risks to our colleagues and for ensuring we have the education, processes and tools we need to perform our work safely. Many tools and resources are available through this site, or by contacting your local or divisional Safety team.
Corporate Safety & Health Action Plan
In 2013, our company-wide goal is to reduce lost workday and total recordable incident rates by 15 percent compared to FY2012.5. Additionally, we will strive to maintain the percentage of on-time inspection, testing and calibration of critical safety equipment and controls at or above 98 percent.
To achieve these results, our corporate safety improvement plan is focused on the following key areas and objectives.
Safe Behaviors:
* Identify and support locations needing assistance with VBS participation
Standards:
* Review and modify policies as needed
Total Process Safety:
* Work across divisions to develop, release and put into practice a TPS Tier II Guidance Manual
Data Collection and Reporting:
* Analyze data and develop metrics to identify future safety improvement plans
The ADM Way
The ADM Way explains who we are as a Company and what we are here to do. It describes what we want to be in the future and what we will do to achieve that aim. It expresses what we value, what we focus on, and what is important to us. It creates a common understanding for all colleagues and for those who interact with us.
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