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Welcome to the August 2015 issue of Sales & Business eNews. Utilize the eNews as a resource for Company, Sales and Customer information; for reminders about promotions, products, and programs; and for special events with colleagues, retail dealers, and producers. Click Archived eNews issues for past issues containing past news and information. |
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Every species and product section either presents new and/or important reminders to assist us in supporting and increasing our feed business now and throughout the year! Take time to strengthen your knowledge, gain new ideas, re-focus on priorities, and be sure to follow-up with your sales and sales support colleagues to capitalize on every opportunity for new business growth! Good Selling! |
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| ADM Alliance Nutrition® News
Click title above for August field team anniversaries.
Veterinary Feed Directive (VFD) There is now a VFD Page live on the Portal. The page contains links to helpful information related to the changes that will drastically alter the way certain antibiotics are used in animal feed and drinking water over the next two years in the United States and Puerto Rico.
Please share this site with your customers, most of the links are available to anyone. Going forward, additional information will be posted that may not be available to the public, and will require you to login (similar to other department pages on the Portal). The VFD page is found on the Portal under Departments/QA and Regulatory/VFD
Please let Meghan Dicks, Regulatory Compliance Specialist, know if you have any questions.
ADM Logo Guidelines For those who have access to the K: Drive on our network, you can find updated ADM logo guidelines, new ADM logos, and branding resources (such as ADM letterhead, fax form, promotion template, PowerPoint cover slide and template). Go to the K: Drive/Logos and Images/ADM 2015 Branding.
For those without K: Drive access who need logos, or who have questions on logo usage and branding, please contact Kent Egbert or Tracie Hall. Click the title above to see current promotions for dealers and customers all in one location for all species, product lines and regions. Links for each promotion take you direct to the details. |
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Sales Standings & Dealer Recognition
Recognition -- July 2015
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Rationale: Develop sales team familiarity and successes with new product N-Vigor8 and compile success stories and performance data into new marketing and advertising material to generate increased focus, interest and ultimately sales in 2016 and beyond.
Methods: Producer demo incentive
Feed credit through rebates of $100 per ton (based on the cost of N-Vigor8™ over Stressfighter®) on all tons purchased.
- Program applies only to trials started before October 31, 2015. (Feeding trials must begin prior to October 31)
- Must feed for minimum of 28 days and no more than 45 days.
- Must compare against another similarly designed starter program (i.e. diets are close in total energy, protein, fiber etc.).
- Rations must be reviewed and approved by the beef team*
- Must be able to provide data on a per group/treatment basis.
- Must be pre-approved by both sales manager and beef team.
- Producer must complete a testimonial release prior to starting the demonstration.
Effective dates:
Program applies only to starter trials with cattle on feed before October 31, 2015.
Product line:
N-Vigor8 product line
Please promote with potential starter feed customers and prospects.
MoorGuard® Minerals
MoorGuard Minerals pail labels and Point-Of-Purchase posters (shown below) have arrived in Quincy. Quincy is manufacturing MoorGuard Minerals and it's being packaged in pails. A MoorGuard Minerals presentation is available to highlight the new pails. You may also contact Merck personnel for additional resources and support.
MoorGuard Minerals 20 lb pail (#86190077) will be:
- Inventoried in Quincy to help manage the company's inventory cost.
- Will be shipped directly to our customers from Quincy via UPS or LTL, depending on volume.
- Placed on an order by itself, as there will be no freight charge.
- No minimum order size; but please encourage five pail orders to help lessen per unit freight cost.
- Shipped to arrive in two-to-five business days. (This will not be guaranteed delivery)
- Price as delivered and the same price will be on wholesale and retail price lists - respectively.
- As of June 29, 2015: $175.00/pail on all wholesale price lists; $200.00/pail on all retail price lists
- MoorGuard Minerals does qualify dealers to receive a rebate through Merck's Rebate Program.
- Note: The rebate is through Merck, not ADM.
 Above POP poster (SM0169) available through Business Services and fits the POP black poster stands.
Automatic discounts through December 31, 2015.
Tier 1 Discounts when ordering 1 ton or greater of an individual AMPT™ or MoorMan's® mineral product number receive a $50 per ton discount applied to that product number. Tier 1 now includes new Roughage Buster® and Mintrate products!
Tier 2 Discounts when ordering 3 ton or greater of an individual MasterGain®
mineral product number receive a $25 per ton discount applied to that product number.
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Commercial Swine
Proven Innovation for Waste Management
Fall 2015 Promotion - Receive 15% off Slick N' Clean® Tabs 25 (#8815) for product ordered from Septemer1, 2015 through December 31, 2015.
With fall approaching, producers will begin to pump manure/slurry pits as crops are removed from the field. They'll also be making decisions on pit management and treatment as they look into 2016.
Typically, Slick N' Clean is applied at a half rate in the fall after pits are lowered and then again in the spring as temperatures increase. This affords our customers to make all their purchases at one time and save 15%.
Slick N' Clean is a unique product, manufactured in a tab form, easy-to-apply and designed to sink to the bottom of pits. Here they liquefy solids and decrease ammonia levels during the anaerobic phase of manure decomposition.
I wanted share what word-of-mouth and a little persistence in getting a demonstration can do. A prospect had heard through several sow unit meetings how well the MotivAte™ Starter Program was working for other customers/peers. Again, through some persistence of his ADM Sales Specialist, he ran a side-by-side comparison with his current nursery program and, based on the results, he now has made the switch to the MotivAte Starter Program. He recently shared these comments with us:
- 24 days post-weaning, pigs fed the MotivAte Starter Program were 2 lb heavier than his current program.
- With his current program, he had 48 removals. Feeding the MotivAte Starter Program, the number was reduced to 17, resulting in 31 additional full value pigs in a group of 1,200-head.
- Visually, a smaller bottom/lighter end of pigs when using the MotivAte program.
The take home message is that demonstrations are a valuable tool in building business. They require laying the proper ground work, having confidence in the products you're positioning and being persistent. Successful demonstrations lead to new business and positive word of mouth -- a great selling cycle to be on.
Good Selling!
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Dairy
The following information provided by Bill Earley, Dairy Product Portfolio Manager...
New Sales Support Materials Available on the Portal
Several new sales support documents have been added to the dairy and animal health section of the portal this month. New items include:
- Several updated brochures and sales support documents from both Ecosyl and ISF are available under the "Forage/Silage Information" section.
- Updated Nutrient Guidelines for Calves & Heifers
- Updated Dry & Transition Cow Nutrient Guidelines
- Updated GroFast® Dairy Beef Quick Reference Guide, providing quick hit information on the GroFast program
- Updated GroFast Dairy Beef Guide, providing a more in-depth overview of the GroFast program
Preparing for the Big Show
- World Dairy Expo (Sept 29-Oct 3 in Madison, WI) Many thanks to Pam Norsworthy and Kim Heinze working in concert with the Dairy Team to prepare for this year's World Dairy Expo. This event provides us with the opportunity to highlight our new products and programs to the entire dairy industry. This year our focus will be on:
>The New LegenDairy™ Calf & Heifer Program
>The New Destiny™ Dry & Transition Cow Program
- For producers or dealers attending and wanting to know where the ADM Alliance Nutrition booth is, it is located in the main Exhibition Hall, booth spaces 1611-1712
New Dairy Sales Tools
The Dairy Team strives to provide our field professionals with tools that can be used to add value to the customer and grow sales. There are two new tools available that we want to accent this month.
- Zooming in on Prospects: The Dairy Team has partnered with Farm Journal to utilize their extensive database to secure validated information on 200+ cow dairies in a 13-state area. In addition to farm data, we have access to an extensive mapping program allowing our reps to identify and gain accurate information on dairies by size in their market or in a surrounding dealer's area. Different colored points designate herd size. Our plant locations are pinpointed within the targeted areas as well. By placing a cursor on a given farm, information can be accessed on decision makers, cow numbers, etc. One can also get a visual of the operation. There is also a feature that will allow the user to map out the most efficient route from farm to farm. We think this tool will help in our sales efforts, especially in areas where we have new sales representatives.
- Refractometers: Several dairy representatives attended a recent training program conducted by Land O' Lakes Animal Milk Products at Iowa State University. Several tools were introduced and demonstrated during this program. One tool was a digital refractometer. Refractometers measure the degree of passive transfer in newborn calves, which can tell a lot about the level of management in a customer's/prospect's calf raising enterprise. Studies have consistently shown that the incidence of death and disease is affected by the immunoglobulin (Ig) status of calves shortly after birth. Further, performance of calves (growth, intake, disease resistance) is profoundly affected by immune status achieved in the first 24 hours. One method used widely to estimate the degree of passive transfer in calves is the refractometer. This instrument is widely used to determine the overall health status of calves. All of our dairy feed plants now have a digital refractometer in-house for use in our calf product sales efforts. Training has been provided to reps and technical support people in these areas.
New Product Introductions & Those On the Horizon
- The LegenDairy Calf & Heifer and Destiny Dry & Transition Cow programs are full steam ahead. These product lines represent the ADM heifer development and dry cow programs that will be supported moving forward. Product training and replacement information has been provided. If you haven't educated your customers on the new programs it is time to do so. Effective Monday, July 6 all former national dry and transition cow product formulas were to be inactivated, and the effective date for all former national calf and heifer products that will be replaced by the Sweet Unique™ and LegenDairy product lines will be inactivated on September 1.
- FORTRESS™ Dairy Mineral Line--We know that the foundation is coming later this fall, when the Fortress dairy mineral line will be introduced. We are very excited about this introduction. The Fortress line will provide a comprehensive line-up of minerals to complement any feeding situation.
'Tis Silage Time! We have inventory of our forage preservation products on hand and ready for a successful silage season. Now is the time to get your orders gathered and to prime the pump for new sales opportunities. Remember to have customers that have prepaid place their orders to take possession of the products they have pre-purchased.
With the variability in weather conditions throughout the U.S. and the high incidence of molding and potential for poorer quality forage in some markets, the addition of inoculants can help minimize losses, although it can't turn junk into gold.
Use our great supplier resources in your sales efforts and let's finish the season strong!
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Equine
Sheldon Bailey
New Equine Promotional Items on eStore
Click the link below to find new ADM equine promotional items available for purchase! New shirts and caps, featuring Patriot® and GROSTRONG®! Set up your own account for easy ordering.
Equine Promo Items
New Equine Coupons!
- $15.00 off the purchase of 20 bags of Patriot® feeds
- $5.00 off one bag of GLO feeds or GROSTRONG® feeds (includes Ultra-Fiber™ and StaySTRONG™)
- Coupons will be mailed directly to dealers who are currently participating in our coupon programs.
- Additional coupons available through Sandy Chatten
- GLO and GRO coupons are to be used on the day of the event.
- Coupon expiration date is 12/31/15.
Premium Equine Brochure S9979 Now Available
Order S9979 Premium Blends/Premium Hi-Fat Supplements sales brochure from Business Services. Updated brochure covers all the GLO products.
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R&D/Innovation News
Bottom Line Report -
Bottom Line Report -
Background
For over 10 years, ADM research as aggressively pursued natural nutritional solutions for reducing the performance slump caused by summer heat stress. Heat stress costs U.S. dairy producers over one billion dollars each year.1 Providing solutions to the challenges that producers and our customers face daily is the core of our business. Thermal Care™ R was developed to help alleviate heat stress in dairy cows. Key ingredients in Thermal Care R have been selected based on their ability to:
- Support rumen function
- Increase feed and water intake
- Enhance immune function
- Dissipate body heat
Please review the trial results from these two Bottom Line Reports, that illustrate the economic returns Thermal Care R can deliver to your customers' bottom line.
Bottom Line Report #1: Thermal Care R Helps Cows Maintain Performance During Heat Stress (Field Trials)
- Multiple studies conducted on commercial dairy farms across the U.S. have demonstrated advantages of feeding Thermal Care R to lactating dairy cattle during heat stress.
- Implications: When using data from these studies in conjunction with December 2014 milk component and feed prices, the economic advantage of using Thermal Care R in lactation rations was $0.67/hd/d. This advantage would lead to a $335 increase in profit per day on a 500-head dairy farm.
Bottom Line Report #2: University Trials Indicate Thermal Care R Decreases Losses During Heat Stress
- Trials conducted at the University of Georgia (UGA) and Arizona State University (ASU) have demonstrated the advantages of feeding Thermal Care R to lactating dairy cattle during heat stress.
- Implications: When using data from these studies in conjunction with December 2014 milk component and feed prices, the economic advantage of using Thermal Care R in lactation rations was $0.58/hd/d. This advantage would lead to a $290 increase in profit per day on a 500-head dairy farm.
1St-Pierre, N. R., B. Cobanov, and G. Schnitkey. 2003. Economic losses from heat stress by US livestock industries. J. Dairy Sci. 86:E52-77
Thermal Care for Swine (TC4S) Alliance Success
Mark Ledger, Stockport, Iowa, Thermal Care™ for Swine (TC4S) in Farrowing Sows, Product No. 81650014
Mark Ledger used Thermal Care for Swine in lactation diets over a three-month period. The production out of this sow unit over the summer of 2012 was the best it has been in several years and the Ledger's think this can most certainly be attributed to the use of Thermal Care for Swine in the lactation diet.
The following observations were made:
- Fewer deaths - only lost one sow in farrowing during the time period Thermal Care
- for Swine was fed, and that sow was only on Thermal Care for Swine for two days;
- whereas, death loss is typically one sow per week due to heat when temperatures
- exceed 90°F
- Lower wean-to-estrus interval; more sows were bred within seven days after weaning
- Better piglet survivability and higher weaning average
- Sows cooled down faster and maintained condition in the farrowing facility
- Out of the sows that started farrowing when Thermal Care for Swine supplementation was initiated; 47 litters were born on subsequent farrowings in one week where only 30 litters would have typically been born to sows that were bred during summer heat.
- Have never seen performance like this during extreme summer heat
"I would recommend this product to anyone who has challenges with heat stress in their sow herd."
For additional Thermal Care for Swine information on how cool technology helps fight heat stress in swine, please refer to the SI Thermal Care for Swine flyer SM0045.
Thanks and have a safe, productive day!
James L. Dunn, MA, MBA-Ag
Commercial Business Manager
ADM Alliance Nutrition
260-223-0098 / 217-231-2242
Jim.Dunn@adm.com
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 Show Feeds 
Laura Meyer
Shazam™ Granular Announcement
SHAZAM is now in granular form!
MoorMan's ShowTec Shazam No. 82000AAA1M
It's still . . . .
- A free-choice supplement for beef cattle and goats being fitted for exhibition
- As the ad says..... "looks like magic, but it's actually the result of research and feed technology at work!"
- The same feeding rate: 4 oz for cattle and 1-2 oz for goats
And . . . .
MoorMan's ShowTec Shazam provides dietary support with key nutrients known to influence hair quality. MoorMan's ShowTec Shazam is a free-choice, mineral-vitamin supplement in granular form, packaged in a 10-kg bag (approx. 22-lb bag). The formulation is built on the rock solid foundation of MoorMan's® Minerals which date back to the late 1800s.
Product is on the floor in Quincy, IL; please work with your sales specialist on floor stocking at your local plant.
For your Customers that wanted the benefits of Shazam, but in a granular form - you can now supply it!
Product support material to help promote and sell Shazam!
> ShowTec Shazam Banner (available from Business Services)
> ShowTec Shazam POP Poster (available from Business Services)
> ShowTec Shazam Customer Testimonials (print and use as handout/point-of-sale)
> ShowTec Shazam Postcard (print and use as direct mailer/meeting invite)
> ShowTec Shazam Flyer (print and use as handout/point-of-sale)
> ShowTec Shazam Testimonial (print and use as handout/point-of-sale)
Note: The Shazam QuadBLOCK will continue to be available until supply of inventory is depleted. For your Customers that prefer the block, now is the time to stock up. When current supplies are exhausted, the QuadBLOCK will be discontinued.
ADM's MoorMan's ShowTec Sale Burst CTC/DEN #21206AYWE4
First there was Burst, then there was Final Burst - and now there is MoorMan's ShowTec Sale Burst CTC/DEN.
Sale Burst Product Positioning
Sale Burst is a complete mini-pelleted feed designed for today's starting/growing show pigs being fed for show pig sales or for pigs in early exhibition feeding programs. It is formulated for feeding to show pigs weighing 35 to 75 lb body weight.
Sale Burst (#21206AYWE4) will completely replace Sale Prep. As inventories of Sale Prep are depleted at the location you receive feed from - its availability will be ended and new Sale Burst will be its replacement.
Sale Burst has been previewed by some top feeders. They have told us it has excellent palatability and is just the right combination they are looking for to bridge the gap for the pigs at the stage after Burst - but before our developers/finishers. It combines the goodies in Burst and Final Burst - but designed to give the look needed by pigs at this stage. Join the top feeders that evaluated it - and responded to us by saying they are "all in" with this new product - that it is just what they needed.
Discontinuing #12006AXU ShowTec Sale Prep Starter
As a result of the FDA's GFI 213 changes to antibiotic use, Zoetis has discontinued Aureo S-P 250®* Type B Medicated Feed, as it contained penicillin and a production claim (growth promotion and feed efficiency). The new FDA approved use excludes penicillin and the production claim. ADM Alliance Nutrition will be switching product medication as soon as our current inventory has been depleted. Currently, #12006AXU ShowTec Sale Prep Starter is the only show feed product sold within the past year containing the Aureo S-P 250 medication.
*Not a trademark of ADM.
New ShowTec Bags and Bag Standards
The link below will take you to the new ShowTec bag designs, and the products that go in each bag. Please note that the transition will be based on inventories at each plant. Unfortunately, since current inventories vary between plants, this changeover will be a gradual process. Please work to inform your customers of these changes with our bags.
You can find this information on the Portal (login required) by going to: Show Feed/Product Info/Containers, Standards/ShowTec Bag Standards
2015 Livestock Youth Award Form
Access editable form from the portal or website.
Recent ShowTec Champion Ads
- 2015 MoorMan's ShowTec $4.00 Coupons are available! Contact Laura Meyer for a supply.
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Specialty Products
New Specialty Feed Coupons!
- Pen Pals® Rabbit -- $20 off 20 bags loyalty coupon
- Proud Paws® Pet Foods -- $20 off 10 bags loyalty coupon
- Coupons will be mailed directly to dealers who are currently participating in our coupon programs.
- New expiration date of December 31, 2015.
You may order additional Pen Pals and Proud Paws coupons by emailing Sandy Chatten.
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Wildlife and Game Bird 
Laura Meyer
New Rack Plus® Minerals, Blocks and Tubs!
- #81731AAA1M Rack Plus Deer Mineral
- #81732AAA6A Rack Plus Deer Block
- #81733AAA6G Rack Plus Deer Tub
Over the past few months we have been testing these new products with some of your colleagues. The results have been positive -- both in terms of consumer acceptance and deer acceptance! A special thank you to those involved in the evaluation.
Here are just a couple of trail cam pictures of deer consuming these new products:
 
You can find the product pages for these three new products on the Portal. The block and tub are very similar nutritionally -- but in the form that your Customer will prefer.
Deer Product Pages
New Rack Plus Point-of-Purchase poster now available! Order from Business Services or call 800-850-7571. Order black display stand for displaying POP posters.
(Click image for larger view)
The tub is 100 lb. The block is 25 lb. Rack Plus designed labels are being finalized. Initial shipments may have a plain label. The mineral is packaged in a 10 kg bag (approx. 22 lb). A new Rack Plus specific bag is being ordered for the new mineral. Initial shipments will be in a plain bag with a Rack Plus label. Both of the block and bag sticker labels should be available soon.
Now available through Business Services is the new Rack Plus Quick Reference Guide (SM0096) -- which now includes the three new products. It is also located on the Portal under Specialty/Product Info/Reference Guides.
Please make a commitment that the next time you have an opportunity you will detail these new products to a potential Customer. Our dealers can benefit by stocking these great products.
- High CaliberTM and other deer tubs, the current Rack Plus mineral and the Deer 16 block will all be phased out.
- Please work with your manager and local plants to establish floor stocking. These products will be on all retail and wholesale price lists.
Flight Ready
We have recently upgraded our game bird products and program. We have developed the marketing support materials listed below to assist you in introducing the new Flight Ready Game Bird program to your market. You may print from the Portal or request inventoried items as indicated below.
*Send request to Business Services
**Send request to Deb Lenz
Additionally, over the next few months, we will be working to transition customers to our top-of-the-line national products. Please let us know if you have any questions.
Good Selling with these exciting new products!
Bruce McClain -- ShowTec and Wildlife Business Manager, 217-231-2436
Laura Meyer -- ShowTec and Wildlife Marketing Manager, 217-231-2749
Leo Windschitl -- Wildlife and Game Bird Specialist, 218-820-0658
Rick Balsbaugh -- Nutritionist, 217-653-1420
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ADM Corporate Information
Team ADM
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