D6-Lancaster Fanning Saturday, February 18,1989
BUSINESS NE
included, from left, Dr. Carl Brown, sales manager; Roger
Campbell, sales representative; Dr. Walter Kennett, director
of nutrition; Eric Schelb, seed division manager; and Col
leen Armstrong, Pfizer.
F.M. Brown’s Sons Holds
Educational Meeting
EPHRATA (Lancaster)
More than 460 customers recently
attended a scries of five customer
meetings sponsored by F. M.
Brown’s Sons, Inc. Dr. Carl
Brown, sales manager of Brown’s,
started the program off with his
timely talk entitled “Roaming
Thru The Rumen”. Using slides,
he showed those attending the var
ious functions of each of a cow’s
four stomachs, and stressed the
importance of achieving maxi
mum nutrient yield from the
rumen. He emphasized that, with
the current pressure for high pro
duction and the use of by-pass
feeds, it is easy to forget that we
must provide the rumen with an
adequate diet to maximize the
nutrients it produces. It is possible
to generate high milk yields with
bypass proteins and fats but in all
cases this is an expensive way to
feed cows, because we arc not
maximizing energy and protein
conversion in the rumen. During
the first stage of a cow’s lactation
cycle we cannot meet her entire
nutrient needs without some by
pass, proteins and fats, which are
cither efficiently metabolized off
her back or provided in the form
of expensive added ration fat. In
stage two most of the nutrients
should be coming from maximum
rumen production. In stage three
we are getting that cow into the
proper condition to turn dry, and
in stage four we are preparing that
cow to freshen again during her
dry period.
Collen Armstrong, a Ruinate)
sales rcprcsentative-for Pfizer, fol
lowed Brown. Armslrong.’dis
cusscd worming-dairy cattle'and
cited several Canadian and U.S.
r #«
research reports that demonstrate
the value of worming mature dairy
cattle and the impressive econom
ic returns generated by using a
product such as Brown’s Oncc-N-
Donc. She stressed the importance
of worming all cattle at freshening
and the need for worming before
turning cows out of pasture, and
on a 28-day cycle after that. This
worming procedure is also very
important to follow with heifers
on pasture since heavy worm
loads can cause permanent intesti
nal scaring that could hinder her
ability to absorb nutrients the
remainder of her life.
Dr. Waller Kcnnclt headed up
the afternoon portion of the pro
gram with a talk entitled “What’s
New In Nutrition”. Kcnnclt, direc
tor of nutrition at Brown’s,
reviewed recent research on how
forage and grain nutrients arc con
verted to milk and meat. He
emphasized the need to match
protein availability in the rumen
with available energy. Kcnnelt
also stressed the importance of
feeding the rumen “bugs” correct
ly and discussed the value of feed
additives. He stated that additives
should be targeted toward a spe
cific problem. Rather than use a
shotgun approach, Brown’s Flex-
Formula concept of ration balanc
ing allows him to do this as he pre
pares each customer’s program.
He concluded his talk by discuss
ing recent research in Dry Cow
Nutrition, particularly in regard to
Vitamin E requirements. He also
introduced Brown’s new 30% Dry
Cow Balancer Pellet designed to
meet a dry cow or bred heifer’s
nutrient needs with limited addi
tional grain intake.
Award-winning Northrup King Dealers In the Lancaster area Include, from left, front
row: Scott Shipman, Doug Whitworth, E.L. Harer, Ed Knlsely, Gene Miller, Ron Harri
son, and Richard Kauffman; middle row: Galen Reichley, Jim Stauffer, Larry Dlller,
Lester Crider, and Beth Innerst; back row: Steve Shupp, Rob Hinton, Brad Gamble,
Gary Turner, Gordon Isenberg, Russell Cassel, Dave Hake, and Steve Shipman.
Northrup King Recognizes
HERSHEY (Lebanon)
Pennsylvania area dealers for The
New Norlhrup King, were re
cently recognized for outstanding
1988 sales achievement at award
ceremonies held earlier this
month, at The Hotel Hershey. The
New Northrup King recognizes
dealers at three levels for both
sales volume increases and net
Quarryville Technician Completes
RACINE, WI. Gerald Fergu
son, a service technician at A.L.
Herr & Bro. in Quarryville, has
just completed a five-day inten
sive training course at the Case IH
Service Training Center in
Racine, Wis. The course empha
sized the new Case IH 7100 Series
tractors, called the Magnum line.
The training program included
classroom and hands-on study of
the Magnum line’s transmission,
Eric Scheib, Brown’s seed sales
manager and sales representative,
finished off the afternoon program
with two separate talks. “Design
ing The Perfect Ration” was the
title of his sales representative
talk. The importance of communi
cating your goals as the Chief
Executive Olfiecr of your farm
was stressed. The teamwork
approach to slovmg problms was
also emphasized. Timely visits by
Brown’s Sales Reps arc an impor
tant part of the value added to
every pound of Brown’s Feeds.
Schcib concluded the program
with a discussion of various crops
which help maximize nutrient pro
duction on the farm. He empha
sized that timely harvesting of
crops leads to maximum nutrient
yield. He aslo discussed the
importance of variety selection,
and how practices such as double
cropping with Tricalc maximum
nutrient yield. He ended by stress
ing the importance of purchasing
top yielding high quality treated
seeds, particularly in high value
crops such as allalfa. He cited
Apron Treated Pinnacle as an
example of a new variety with a
new seed treatment which has out
performed most other alfalfa’s in
Penn Slate Test Plots for the last
three years.
Pennsylvania Dealers
sales increases. Award winners
receive personalized Most Valu
able Partner (MVP) plaques with
gold, silver or bronze medallions.
According to District Sales
Manager Steve Shipman, “The
dealers earned their award by sell
ing more than seed. They gave
customers a high level of personal
service, including agronomic
Case
IH Tractor Course
engine, hydraulic system, hitch
and electronic systems. Students
received an overview of the manu
facturing processes used to assure
high quality in the Magnum
tractors.
To sharpen their servicing
skills, students disassembled and
reassembled components. They
also practiced performing critical
equipment adjustments and
learned precise testing and
trouble-shooting procedures.
“I need to understand all the
advanced technology built into
these tractors,” Jerry said, “so we
can provide the best possible ser
vice to our customers.” As part of
that commitment, students in the
course were instructed in predeliv
ery, which involves using a check
list to thoroughly check over the
tractor at the dealership before
delivery to the customer. The ser-
GREENSBURG (Westmore
land) Fruit growers in south
western Pennsylvania are invited
to leant more about their industry
at the small fruit, tree fruit seminar
on March IS.
The meeting, to be held at 8:30
a.m. at the Mountain View Inn,
includes a trade show where visi
tors can visit with suppliers.
The educational portion begins
at 9:30 with a discussion by Dr. Ed
Rajotte, Penn State entomologist,
on computer systems for the fruit
grower. Other general sessions
include topics such as biology and
control of perennial weeds, low
volume irrigation systems, and
pollinator protection.
Small Fruit, Tree Fruit
Seminar Scheduled
assistance.”
There were 23 area dealers pre
sented with awards from The New
Norlhrup King. This was the high
est number of dealers in a district
to get the MVP awards in the
United Stales. Norlhrup King
wishes to thank not only the out
standing dealers but the farmers in
district 300.
vice technician signs this sheet
and the customer receives a copy
to confirm that the checks have
been made.
The Magnum line represents
the first totally new tractors from
Case IH since the 1985 merger of
J I Case and International Harves
ter. The four models in the 7100
Series range from 130 to 195 PTO
horsepower. The tractors feature a
totally new engine, transmission
and cab that will set new standards
in the farm equipment industry for
performance, efficiency and
comfort.
The new 505-cubic-inch engine
delivers more power and lugging
ability with excellent fuel eco
nomy. The 18-speed full power
shift transmission offers the most
speeds in the industry, and the cab
features unparalleled visibility
and operator comfort.
After lunch, attendees will split
up to leant new information about
either small fruits or tree fruits.
Talks in the small fruit portion
include strawberry weed control
with out Tenoran or Enide, market
alternatives to PYO, post harvest
handling of berries, and small fruit
diseases and chemical control
strategies. Topics for the tree fruit
segments are apple scab, orchard
floor management, mit manage
ment and update on orchard insec
ts, and drought stress and its
effects on fruit trees.
For more information on the
meeting, contact Robert Pollock,
412/548-3447.