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Module One – How are your Cows? Gaining the confidence to sell inoculants

Module One – How are your Cows? Gaining the confidence to sell inoculants Module Two – Silo Science Discussing fermentation and inoculants with dairymen Module Three – How to Apply Inoculants Using the applicator system Module Four – Buying Decision

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Module One – How are your Cows? Gaining the confidence to sell inoculants

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  1. Module One – How are your Cows? Gaining the confidence to sell inoculants Module Two – Silo Science Discussing fermentation and inoculants with dairymen Module Three – How to Apply Inoculants Using the applicator system Module Four – Buying Decision ROI and how we are different than our competitors Module Five – Sales Call Belly-to-belly discussion Module 6 – Closing the Sale Handling objections and delivering our value proposition Selling Inoculants

  2. Selling Inoculants Module Three How to Apply Inoculants

  3. Objectives • Upon completion of this module, you will be able to: • When to apply inoculants • Describe how the applicator is mounted on the harvester • Describe how to mix the inoculants and connect the inoculant bottles • Describe the importance of calibrating the system. • Calibrate the system offset • Describe the process for calculating the system offset • Describe routine maintenance

  4. APPLI-PRO SLV Manual Review the manual for more in-depth information on the topic included in this module.

  5. When to Apply Inoculants Fall Harvest

  6. Applicator Components Inoculant Mixture Control Box Spray Nozzle

  7. Spray Nozzle CLAAS Jaguar* SPFH John Deere* SPFH Alternative Mounting Location The system uses air to deliver inoculant through the spray nozzle

  8. Knowledge Check • Select the best answer • What makes this applicator system unique? • It uses an atomizing nozzle tip • The nozzle can be mounted on a variety of tractors • It uses air to deliver the inoculant • The system uses water to deliver the inoculant The system is unique as it uses air to deliver the inoculant. Click Next to continue.

  9. Mixing Inouclant Quick and easy preparation Click on each step. Step 1 – Fill bottle half way Step 2 – Shake Vigorously Step 3– Fill to Here Step 4 – Shake Vigorously

  10. Install Bottle Suction Tube • Place the suction tube into the end of the bottle and screw the bottle into the bottle acceptor. Sediment • The tubes are set about 1/4” to 3/8” off the bottom of the bottle to prevent sediment from getting into the SLV.

  11. Control Box • Controls flow of inoculant • Click on each of the buttons for additional details

  12. Calibrating the System • Box calibrated at factory • Variations in tractor supplied voltage may require calibration • Calibration assures right amount of inoculant is being applied

  13. Calibrating the System • Push ON/OFF button

  14. Calculate Offset Two recommended methods • Method 1 • Quick • Use control box, manual charts and bottle measurements • Method 2 • More accurate • Use at the beginning of the season

  15. Calculate Offset Method 1 • Run unit for 2 minutes • Mark the level of inoculant • Set SLV to run off a single bottle • Set SLV at normal tons/hour • <= 98 tons/hour test will take 15 minutes • >= 100 tons/hour test will take 5 minutes • Mark level of inoculant • Measure distance between two lines, in millimeters • Use control box setting, measurement, and charts on pages 18 and 19 of manual to determine offset

  16. Calculate Offset Method 2 • 250 – 250 tons treatment per bottle • Set Rate - tons/hour customer has set the box at • B.E. – Tons treated after bottle is emptied ( ) ( ) 250 Set Rate = B.E New Rate (Unknown)

  17. Calculate Offset Method 2 • 250 – 250 tons treatment per bottle • Set Rate - tons/hour customer has set the box at • B.E. – Tons treated after bottle is emptied ( ) ( ) 250 Set Rate = B.E New Rate (Unknown) - New Rate Set Rate Control Box Adjustment =

  18. Calculate Offset Method 2 – Example • B.E. =210 tons treated • Set Rate = 75 tons per hour ( ) ( ) ( ) ( ) 250 Set Rate = 250 75 = B.E New Rate (Unknown) 210 New Rate (Unknown) - New Rate Set Rate Control Box Adjustment =

  19. Calculate Offset Method 2 – Example • B.E. =210 tons treated • Set Rate = 75 tons per hour ( ) ( ) ( ) ( ) 250 75 250 Set Rate = = 210 New Rate (Unknown) B.E New Rate (Unknown) - 250 X New Rate = 75 X 210 New Rate Set Rate Control Box Adjustment =

  20. Calculate Offset Method 2 – Example • B.E. =210 tons treated • Set Rate = 75 tons per hour ( ) ( ) ( ) ( ) 250 75 250 Set Rate = = 210 New Rate (Unknown) B.E New Rate (Unknown) - 250 X New Rate = 75 X 210 New Rate Set Rate Control Box Adjustment = 250 X New Rate = 15,750 250 250

  21. Calculate Offset Method 2 – Example • B.E. =210 tons treated • Set Rate = 75 tons per hour ( ) ( ) ( ) ( ) 250 75 250 Set Rate = = 210 New Rate (Unknown) B.E New Rate (Unknown) - 250 X New Rate = 75 X 210 New Rate Set Rate Control Box Adjustment = 250 X New Rate = 15,750 250 250 New Rate = 63

  22. Calculate Offset Method 2 – Example • B.E. =210 tons treated • Set Rate = 75 tons per hour ( ) ( ) ( ) ( ) 250 75 250 Set Rate = = 210 New Rate (Unknown) B.E New Rate (Unknown) - 250 X New Rate = 75 X 210 New Rate Set Rate Control Box Adjustment = 250 X New Rate = 15,750 250 250 New Rate = 63 63 – 75 = -12

  23. Ready to Harvest The system is ready to start harvesting and applying inoculants.

  24. Routine Maintenance Automatic maintenance cleans: • Injection pump • Main delivery line to tip • Intake tubes

  25. Routine Maintenance Daily • Tower Filters • Screens Weekly • Hose Tower Front View Tower Side View Hose Screen Tower Filters

  26. Knowledge Check • Select the best answer • The offset number you calculate is used to calibrate the control box. Why do you need to calibrate the control box? • It is part of the daily maintenance requirements • It is required each time you begin harvesting • Prevent s you from applying too much or too little inoculant during harvest The offset number is used to calibrate the applicator system By calibrating you are assuring that the proper amount of inoculant is being applied.

  27. Knowledge Check • Select the best answer • With a total of 275 tons harvested at a rate of 50 tons per hour, calculate the offset. ( ) ( ) 250 Set Rate = B.E New Rate (Unknown) - New Rate Set Rate Control Box Adjustment = A. 5 B. -5 C. -6 D. 6 (275 X 50) / 250 = 55 | 55 – 50 = 5

  28. Knowledge Check • Select the best answer • An offset of 5 indicates that________________. • You are over applying the inoculant • You are under applying the inoculant A positive offset number indicates you are under applying inoculant. A negative number indicates you are over applying inoculant. Click Next to continue.

  29. Key Points • How to Apply Inoculants • Understand when to apply inoculants • Be able identify the three main components of the applicator system • Calibrate the control box • Calculate the offset number used in calibration • Describe the daily and weekly recommended maintenance

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