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Welcome to the May 2016 issue of Sales & Business eNews. Utilize the eNews as an information resource, including reminders and key updates about promotions, products, and programs. Click Archived eNews issues for past issues containing recent news and information. |
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Each species and/or product section shares new and/or important reminders to assist us in supporting and increasing our feed business with customers and prospects 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 customers, prospects and sales support colleagues to capitalize on every opportunity for business growth! Good Selling!
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| ADM Animal Nutrition™ News
Feed & Pet Food
Use the ADM Ingredients Catalog to get a pulse on your customer's view of what ADM offers and what that means to their business. Show them the Table of Contents and product portfolio. What a great way to demonstrate that no competitor can better meet nutritional needs than ADM! Or ask a prospect, does their current supplier have the level of R&D and technical services like ADM?
We hope you'll use this great resource and make positive points about ADM with your clientele. It will be beneficial to you, your team, your customers and ADM for all of us to become more and more familiar with all we do to sustain commercial and production agriculture throughout the world.
Interested in receiving a copy of the catalog? Contact Kent Egbert.
This presentation folder has recently been updated with the new ADM logo. It is now a 2-panel folder with pockets for inserting documents and is available for order through Business Services. Use for customer presentations, securing business notes and other documents.
ADM Animal Nutrition will be represented at the following upcoming industry events. Click Events to take you to the Portal page for more information. Please share this information with your dealers and customers. - World Pork Expo, June 8-10, Des Moines, IA
- Florida Cattlemen's Association Convention, June 14-16, Champions Gate, FL
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ADM Sales Team Recognition
Click above title for May sales team service anniversaries.
Sales Team Recognition--April 2016
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A new AminoGain® brochure can be opened and printed from the Portal. Click link above. This is a temporary sales tool, and will be replaced with a printed and inventoried AminoGain brochure once current research is complete and summarized.
AminoGain performs the best in background lots and feedlots where a TMR (concentrate diet) is fed when rapid rate of gain is desired. AminoGain product classes include:
- Co-product Balancer -- Formulated to complement inclusion of co-products in the diet
- Traditional Balancer -- Formulated to complement "traditional" types of feedstuffs used in growing and finishing rations.
- AN -- No inclusion of animal protein ingredients in formula
Typical product feeding rate is 1-2 lb/head/day
AminoGro™ performs best when efficient lean growth is desired for grazing cattle or where cattle are fed high-forage diets where hand-feeding can be easily facilitated. AminoGro eliminates the need for purchasing and storing co-products and/or corn as energy sources are included in the formulation. AminoGro product classes include:
- 6, 12, and 18 lb products
- 6 Plus 3 (9 lb feeding rate) and 12 Plus 6 (18 lb feeding rate); the "Plus" indicates the amount of corn addes
Make use of the newest AMPT ™ testimonials with customers and prospects. Strong, positive comments from customer and veterinarian on improved results in breed back and hoof health after switching to AMPT in March 2015. Find this one and other beef testimonials on the Portal under Beef/Presentations, Educational/Customer Testimonials
Don't Forget About MoorGuard Minerals!
For hassle-free delivery of effective internal parasite control plus minerals! It's the easy way to guard herd profits with convenience and efficiency.
2016 Beef Training!
 Follow up with your Dealers who have signed up to attend this training. Class enrollment has been sent out to all participants, sales team and dealers. Ensure they got signed up for the classes they wish to attend.
2016 Year-Round Beef Feed Promotion
Make sure all know about our Year-Round Beef Feed Promotion!
The only change to the 2016 Year-Round Beef Feed Promotion is the addition of N-Vigor8™ and AminoGain® products to TIER 1 ($50 per ton discount when ordering 1 ton or greater of an individual product). Please inform your customers of the 2016 Year-Round Beef Feed Promotion and the addition of N-Vigor8 and AminoGain to the program.
Please note: Only the new AminoGain offering will qualify for the 2016 Year-Round Beef Feed Promotion Tier 1 Discount. AminoGro™ products (AminoGro 6, 12, 18, 6+3, 12+6) do not qualify for this promotion discount.
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Commercial Swine 
June 8-10, Des Moines, Iowa
The 2016 World Pork Expo in Des Moines will be a great opportunity to visit with customers, prospects and colleagues. In addition to our updated booth, graphics, and literature pieces, we'll have a number of activities and drawings to increase traffic in and around our booth. I want to thank our sales and marketing teams for all the "hard work behind the scenes," that will once again make this event a success.
We'll continue our focus on:
- Strengthening our brand and product platforms
- Highlighting/updating products and new technologies
- Saying "thank you" to our many current customers
- Generate new leads/prospects for our colleagues not only in the United States but around the world.
As part of the annual event, we'll once again bring our swine-focused sales, research and technical groups together to discuss current topics/trends. These sessions are critical in assessing where we're at and more importantly, where we want to go. Again, we appreciate everyone's input as we discuss programs, products, research and future innovation projects throughout the expo.
The World Pork Expo is also a signal that warmer weather is here or if not, just around the corner on the calendar. With warmer weather typically comes heat stress and a loss of performance as feed intakes and physiology are adversely affected. We're fortunate to have a couple of technologies proven to limit the negative impact of heat stress.
Thermal Care™ 4S was designed to illicit specific physiological responses to assist pigs in dealing with heat stress, vasodilation and immune modulation. We'll have some exciting new data and look forward to sharing. Feeding recommendations are 4 lb/ton for sows and boars, 2-4 lb/ton for grow-finish and 1-2 lb/ton for nursery pigs. For a quick review of the product and a timely testimonial, take the opportunity to review the following two items:
Easyzyme®* is another specialty ingredient that has applications for enhancing performance during heat stress. Many times, a nutritional solution to abating heat stress is to add fat to the diet which increases caloric content of the diet in addition to lowering heat increments in the digestion process. We know from previous research that 1 lb/ton of Easyzyme will replace 30 lb/ton of fat in the diet while maintaining similar performance. I encourage you to take the opportunity to review the following Research Review and the impact Easyzyme has when fed to pigs in late finishing during periods of heat stress. *A trademark of EASY BIO Inc. |
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Consumer Products
In early May, the Consumer group began pushing digital content out to dealers for use in their social media, websites, and email campaigns. Once the dealer accepts the invitation from ADM to participate, they can click on any product or program information that we send to them, and it will immediately be posted to their social media. There is no cost to the dealer. We are sending no less than two campaigns per week. Contact Sheldon Bailey with questions.
Specialty Feed Coupons for 2016!
- Pen Pals® Rabbit -- $5 off 5 bags purchased.
- Proud Paws® Pet Foods -- $10 off 5 bags purchased.
- 2016 coupons have been mailed directly to dealers and sales team members who are currently participating in our coupon programs.
 - Expiration dates of coupons are June 30, 2016.
- You may order additional Pen Pals and Proud Paws coupons by emailing Sandy Chatten.
NEW! Pen Pals Poultry Scratch Block
It's a new product for Pen Pals and poultry enthusiasts! Product Number 70741AAA Pen Pals Poultry Scratch Block. 
- A busy block or wholesome treat that encourages birds' natural pecking behaviors
- A quality mix of cracked corn and whole grains, including sorghum and wheat
- Includes added calcium for egg shell strength
Click here for Pen Pals Poultry Scratch Block product page, including guaranteed analysis and list of ingredients. You can provide Pen Pals Poultry Scratch Block with free access to poultry and game birds as a supplement to the ration. Consumption will vary and is regulated by availability of natural scratch.
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Dairy
The following information provided by Bill Earley, Dairy Product Portfolio Manager...
Spring Product Showcase & SEM Booster--Thermal Care™ R
Spring is upon us and soon we will be experiencing heat stress in our dairy herds. Experts peg the annual financial burden heat stress has on the United States' dairy industry at $4 billion! The dairy cow is more prone to heat stress than most livestock due to their high metabolic heat production generated in the rumen. Metabolic heat production increases as feed intake and milk production increases. As we know, heat stress can elicit many adverse effects on the cow including reduction in dry matter intake, increased respiration, elevated body temperature, weaker immune system and poorer reproductive performance. The result is compromised milk and component production, and the potential for increased herd health consequences. Thermal Care R has become a crucial component in many dairy diets during heat stress season. For optimal results, Thermal Care R should be incorporated within the diet two weeks prior to the onset of heat stress. With dairy economics the way they are today, the beauty of Thermal Care R is that the investment cost can be spread across several key financial considerations including production and component support, and potentially lower somatic cell count.
So at what temperature are cows heat stressed? The initial work was done in this area in the 1960s when cows were producing 25-35 lb of milk per day. Today, cows can begin exhibiting the effects of heat stress with temps as low as a thermal heat index (temp + humidity) of only 66 degrees Fahrenheit. Additionally, in many of our key dairy areas, such as the upper Midwest, Great Lakes and Northeast, cows get hit with waves of hot weather and adverse effects can be even more pronounced than animals subjected to heat stress at all times, such as in the South and Southwestern states.
What is Thermal Care R?
Thermal Care R is a blend of unique nutritional ingredients (including CitriStim® and RumeNext®) that target key physiological systems which are affected by heat stress including thermal regulation, gut function, and immunity.
The results:
- Lessens adverse effect of heat stress on productivity and health
- Stress reduction by keeping cows more comfortable
- Research and field studies indicate a 2:1 to 6:1 return on the investment in Thermal Care dependent upon current milk price.
Usage Rate: - Include Thermal Care R to deliver 0.1 lb per lactating or dry cow whether incorporated within grain mixes or TMRs.
Tools in Your Toolbox: - Several technical bulletins, presentations and ad slick in support of Thermal Care R can be found in the Specialty Ingredient section of the portal
- Several testimonials, including testimonials from high comfort/high-producing large herds, can be found in this section as well.
Forage Preservative Program--Period One Contract Update Just a reminder to have any customers that contracted forage preservative products during period one of the program (March-May) to place their orders as it is the time when forage growers, including those that have not contracted product, are vying for product as well.
Using Dairy Publications as a Prospecting Tool and in Support of Your Product Positioning
As I read dairy publications, I am always looking for articles that support the benefits of the technologies we provide or otherwise reinforce a message we are trying to convey to our dairy producers. When in the field I would show articles from unbiased sources to my customers and prospects to illustrate points I wanted to make. Additionally, I think we can all agree that producers get inundated with sales pitches and misinformation from the multitude of sales people calling on them. By using these articles I would also add credibility to what I was telling them. Reviewing some recent articles, here are some points that help reinforce some of the products and programs ADM offers:
- NurseTrate® Milk Replacers and LegenDairy™ Calf & Heifer Feeds: Raising heifers is an expensive proposition and the value of replacements since 2013 ($150) and most recent assessment in 2015 ($400), illustrates the importance of reducing death loss and morbidity. This also reinforces the need to get these animals into production as rapidly as possible. The total average cost to raise a heifer from birth (calf value of $400) to freshening was $2,510.00, which was higher than the 2013 cost of $2,427.00 with a $150 calf value. This illustrates the importance of optimizing calf performance and health; something the NurseTrate milk replacer and LegenDairy Calf & Heifer programs will do. (April 10, Hoard's, Akins & Hagedorn, pg. 237)
- The Use of ADM Silage Preservatives: The Link Between Spoiled Silage & Spoiled Food is a good article on the importance of getting to an anaerobic/lower pH ASAP post-harvesting by Dr. John Goeser of Rock River Lab & University of Wisconsin. (April 25, Hoard's, pg. 275)
- Milk Enhancer: Good article in April 1 Progressive Dairymen, pg. 50, Maximizing the Value of Pasteurized Milk with a Balancer, illustrating the variability inherent in waste milk and the performance benefits of adding a balancer.
- CitriStim--Calf Benefits: Although the article discusses yeast cell wall benefits from Sachromyces cerevisiae, The ABCS of RFCS* for Calves, pg. 44 of the April 1 edition of Progressive Dairyman does a good job illustrating the benefits of mannanoligosaccharides (MOS) and beta glucans in maintaining gut health, improving immune function and providing a defense against pathogenic bacteria. Although this touts the benefits of S. cerevisiae, you have an even better story to tell with CitriStim with its unique strain on Pichia and the consistency with which CitrStim is manufactured at a single plant, enhancing its quality and predictability of beneficial response. *Refined functional carbohydrates
As you browse through the numerous publications you receive, consider it as another prospecting tool. Another means to use articles as a prospecting tool is to note producers highlighted and what they are good at. Contact them, learn from them and use them in your network of influence. Heck, some may be from your area and what better way to build a conversation than to have a dairy producer telling their story.
USDA Releases NAHMS Dairy Study
The National Animal Health Monitoring System conducts studies on dairy health and production parameters across the United States. This study is published about every five years and provides excellent information on management practices across the country. It is currently available on line. Interesting to me was the productivity differences between types of management systems, albeit not surprising.
Type of Herd Surveyed
| % of Herds Responding to NAHMS
| Average Milk Production Level/Cow
| Conventional
| 59%
| 21,862 lb
| Conventional but with some grazing opportunities for the cows
| 27%
| 17,862 lb
| Grazing herds (relying primarily on pasture for feed)
| 6.7%
| 14,513 lb
| Organic
| 7.4%
| 14,748 lb
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Equine
In early May, the Consumer group began pushing digital content out to dealers for use in their social media, websites, and email campaigns. Once the dealer accepts the invitation from ADM to participate, they can click on any product or program information that we send to them, and it will immediately be posted to their social media. There is no cost to the dealer. We are sending no less than two campaigns per week. Contact Sheldon Bailey with questions.
Equine Coupons for 2016!
- $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 have been mailed directly to dealers and sales team members 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 dates are 6/30/16.
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R&D/Innovation News 
Heat stress costs US dairy producers over one billion dollars each year. ADM Animal Nutrition markets Thermal Care™ R (TCR) to help alleviate heat stress in dairy cows. The Bottom Line Report linked below shares performance data from a study conducted at Tulare, CA. The economic advantage to including Thermal Care R in the diet of heat-stressed lactating dairy cows was $1.20/hd/day. Read more below...
You'll find this report and many more, including the new Interactive reports, on the Portal under Research > Bottom Line Reports
James L. Dunn, MA, MBA-Ag
Director, Applied Nutrition
ADM Alliance Nutrition
260-223-0098 / 217-231-2242
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 Show Feeds 
Introducing NEW MoorMan's® ShowTec® Hi Fat 16 LN (#16700BPFE4)
ShowTec Hi Fat 16 LN is a complete, mini-pelleted feed for pigs from 50 lb to show, fed to develop a full-body while maintaining muscle shape over the top and expansion of ribs and flank.
This product is designed to provide all of the functional ingredients that are in #18007 MoorMan's ShowTec Hi Fat 18 LN, but with the right protein and amino acids for pigs that need a 16% protein feed.
Please work within your sales team and distribution point to get this product added as a floor stocked item; and to get this product added to your price list(s) for any locations outside of Comanche, TX; Springfield, MO; or Quincy, IL.
The Product Page and Quick Reference Guide can be located on the Portal. The QRG can also be found on the Show Feed website. The updated Show Pig QRG provides product positioning and is available for ordering from Business Services.
The MoorMan's ShowTec bag shown below will be used for #16700 MoorMan's ShowTec Hi Fat 16 LN.
Introducing NEW ADM Swine Show Feed (#12368AGN24)
We are excited to announce that we now have a new Swine Show Feed specifically positioned for Customers who buy their feed off the shelf and who are more interested in the participation aspect of a show, than they are in the competition of a show.
ADM Swine Show Feed is a lower cost, complete ration in regular pellet form that is designed for feeding show pigs at local shows. This product is not intended for show pigs that require the extra value provided by MoorMan's ShowTec brand show feed. Swine Show Feed offers a complement of nutrients at an economical price for feeding show pigs from 60 lb to show weight. Unlike MoorMan's ShowTec complete feeds, this product uses collective terms, opportunity ingredients and least cost formulation.
Below is a picture of the bag for Swine Show Feed which should have a very high customer shelf appeal especially to the walk-in Customer buying off the shelf. This product is not eligible for the LYA Program. Manufacturing and availability of this product will be limited based on local demand for this type of product. It will be manufactured in Quincy, IL. Please work with your Manager, Sales Coordinator and Pricing to get it floor stocked or manufactured at additional plants and added to your price list as needed.
 Below are the links to the portal for the product page and updated packaging spreadsheet to help plants clarify which package should be used for each show feed product.
Same great products; with a NEW LOOK (and some new sizes!)
We have changed our pouch style and bucket sizes for EatMoor™ and MoorFlex™.
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Product Number
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Product Name
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Description
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Size
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Wholesale Price*
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Retail Price*
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12346AAAPF
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EatMoor
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Bucket
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12.0 lb
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$ 44.04
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$ 58.74
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12346AAA5E
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EatMoor
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Pouch
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3.75 lb
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$14.76
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$19.68
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12346AAAAG
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EatMoor
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Bag
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20 kg
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$151.16
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$205.15
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12298AAAJN
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MoorFlex
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Bucket
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18.0 lb
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$76.49
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$102.00
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12298AAA5E
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MoorFlex
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Pouch
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3.75 lb
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$16.94
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$22.58
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*Prices subject to change
2016 MoorMan's ShowTec $4.00 Coupons are Available NOW!
2016 Livestock Youth Award Application Now Available!
MoorMan's ShowTec Marketing Materials
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Specialty Ingredients 
Order SM0182 RumeNext-Beef brochure from Business Services in Quincy. It's a great communication tool for use with your customers. Key points in the brochure:
- RumeNext-Beef is a safe, non-antibiotic alternative to monensin (ionohores).
- RumeNext-Beef is a natural choice to enhance production of cattle that are raised in "natural beef" programs.
- RumeNext-Beef is research-proven, backed by multiple trials(ADM and third party) in the U.S. and around the world.
- RumeNext-Beef is highly palatable, with high degree of stability in feeds. It can be used in practically any supplement (including liquid feeds) and is available in two concentrations, to provide our customers convenience in manufacturing supplements, free choice minerals and complete feeds.
COOL to GROW  Thermal Care™ R and Endo-Fighter® II Pak
The ADM customer appreciation promotion is based on growth in purchases of Thermal Care R and Endo-Fighter Pak II. Based on purchases made between February 1 and September 30, 2016. All eligible customers will be contacted concerning their reward at the end of the promotion. Click here for exciting promotion and product details! Thermal Care R Presentation Thermal Care R Webinar (5/10/16) 
Endo-Fighter Benefits Presentation *Not a trademark of ADM.
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Wildlife and Game Bird 
2016 Rack Plus $4.00 Coupons are Available NOW!
Rack Plus Minerals, Blocks and Tubs!
- #81731AAA1M Rack Plus Deer Mineral
- #81732AAA6A Rack Plus Deer Block
- #81733AAA6G Rack Plus Deer Tub
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.
(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.
Flight Ready 
Please utilize the below marketing support materials to help promote the 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
Bruce McClain -- ShowTec and Wildlife Business Manager, 217-231-2436
Laura Meyer -- ShowTec and Wildlife Marketing Manager, 217-231-2749
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ADM Corporate Information
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.
Improving our business and achieving $1 billion in operational excellence, procurement, margin improvements and new products by 2020.
I-Team Idea Form
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