When CRYSTALYX® first started the blog more than 2 years ago, one of the first topics I “blogged” about was supplement value. I like to draw attention to value and to topics that differentiate supplements when the feeding season begins. After all, it is September and many fall and winter supplement programs are being evaluated or started now.
After 20 years in this business, it still amazes me that a lot of livestock producers and suppliers don’t understand enough about their supplements or supplement programs. I may run the risk here of insulting the reader, but I am not being critical or trying to stereotype by any means. I’m only pointing out some observations and trying to provide some practical, simple reminders.
Perhaps we as industry consultants, nutritionists, feed professionals, etc., unknowingly keep clients ignorant or confused by virtually telling them what they need to feed or simply saying, “yes” to what they want vs. explaining program features and benefits, and learning what the best programs are? Often times all a producer wants to know is what to do, and trust in the relationship with his/her supplier. An example of this is when I see a producer come into a feed business and ask for the same product he/she fed last season. Sometimes they don’t even know the name of the product or the specifications, just that it was a tub, etc., and they want the same thing as last time. This is not all bad on the trust part, but not necessarily all good either when it comes to remembering the last thing they purchased and why.
I would challenge feed suppliers to know and understand actual programs that fit their market and their client base the best. Sure, not every beef operation is going to be the same but chances are a handful of supplement programs that you offer can fit a large percentage of your customers. Keeping programs simplified is good for everyone.
At the same time I’d encourage livestock producers to understand what they are buying, especially for what works well and what doesn’t work at all. With supplements like CRYSTALYX®, there are a lot of look-alike “me too” products in the market place. Some of these are very different than CRYSTALYX® but get confused as being the same thing. Often times producers will buy an inferior product because it’s supposedly “cheaper”, only to be disappointed with intake, performance or service. Again, buyers have a responsibility to understand their supplement performance and how to properly feed it as much as suppliers have a responsibility to explain the programs and point out differences between competing products.
This upcoming fall and winter could be a season where confusion and temptation may arise to make some complete changes in a supplement program. Last season, beef producers in many areas of the U.S. spent a lot of money on feed and supplement. They had to due to drought. Commodity prices are weaker this year (so far) which may result in some so called bargain supplements or the desire to feed more commodities vs. complete supplements. I have nothing against commodities like distiller grains; I only caution producers to really understand what it takes to make such programs successful and what the limitations are in a so called commodity supplement program.
Here’s a list of some things you should know about your supplement program from both the producer and supplier standpoint
Producer:
- Know the intake of your self-fed supplement and manage it properly to achieve the proper intake. Knowing the proper intake will provide a gauge on performance and cost per day.
- Know what’s in the supplement and what’s not. Are you participating in any natural or other value based marketing programs that may have some ingredient usage limitations?
- Know the product specifications and what a supplement is designed for. For example, trace mineral salt blocks are really salt supplements, and not significant mineral supplements.
- Truly understand medications if being fed, what they achieve, the level being fed, withdrawal periods if any, and the duration of use.
- Know your real cost per day. If you have equipment and labor involved to feed a supplement, your true cost delivered may be as much as twice or even more than just assuming the cost per ton of the supplement. Also know what it takes to store, handle, mix, and feed a commodity supplement or other type of hand fed supplement. Are your facilities set up to handle? Is there an additional capital investment needed?
- Commodities normally provide only one nutrient like energy or protein and don’t come fortified with trace minerals and vitamins. In fact, mineral supplementation needs will need to be reevaluated and likely rebalanced when using a lot of commodities.
Supplier:
- Offer and understand supplement programs. Be knowledgeable of how they work and be able to explain the programs to your clientele. Trying to offer everything that every customer asks for will usually lead to inventory headaches, confusion, and poor service capability on your part. You do your customer a better job when you can service what you know will work the best.
- Follow up with clients to see how CRYSTALYX® is working and help transition programs from one season to the next.
- Sell value over price – In the long run it’s the most economical and will provide the best returns for your customers. It keeps your customers coming back and is the best way to build relationships.
Wishing you a happy and safe fall and harvest season in 2013. The cattle market looks good, the feed supplies look better than last year, and CRYSTALYX® programs fit in as good as ever.
