Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply 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• 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

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Selling InoculantsSelling Inoculants

Module Three

How to Apply Inoculants

Module Three

How to Apply Inoculants

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Review the manual for more in-depth information on the topic included in this module.

APPLI-PRO SLV Manual

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Fall Harvest

When to Apply Inoculants

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Applicator Components

Spray Nozzle

Inoculant Mixture

Control Box

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Spray Nozzle

CLAAS Jaguar* SPFH

John Deere* SPFH

Alternative Mounting Location

The system uses air to deliver inoculant through the spray nozzle

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Knowledge CheckKnowledge CheckSelect the best answer

What makes this applicator system unique?

A. It uses an atomizing nozzle tip

B. The nozzle can be mounted on a variety of tractors

C. It uses air to deliver the inoculant

D. The system uses water to deliver the inoculant

The system is unique as it uses air to deliver the inoculant. Click Next to continue.

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Quick and easy preparationClick on each step.

Mixing Inouclant

Step 1 – Fill bottle half way

Step 2 – Shake Vigorously

Step 3– Fill to Here

Step 4 – Shake Vigorously

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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.

Install Bottle

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

• Controls flow of inoculant

• Click on each of the buttons for additional details

Control Box

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

• Box calibrated at factory

• Variations in tractor supplied voltage may require calibration

• Calibration assures right amount of inoculant is being applied

Calibrating the System

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

• Push ON/OFF button

Calibrating the System

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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

Calculate Offset

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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

Calculate Offset

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )

Set RateNew Rate =- Control Box Adjustment

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Method 2 – Example•B.E. =210 tons treated•Set Rate = 75 tons per hour

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )Set RateNew Rate =- Control Box Adjustment

=250

210

75

New Rate (Unknown)(( ) )

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Method 2 – Example•B.E. =210 tons treated•Set Rate = 75 tons per hour

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )Set RateNew Rate =- Control Box Adjustment

250 X New Rate = 75 X 210

250

210

75

New Rate (Unknown)= (( ) )

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Method 2 – Example•B.E. =210 tons treated•Set Rate = 75 tons per hour

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )Set RateNew Rate =- Control Box Adjustment

250 X New Rate = 75 X 210

250

210

75

New Rate (Unknown)= (( ) )

250 X New Rate = 15,750

250 250

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Method 2 – Example•B.E. =210 tons treated•Set Rate = 75 tons per hour

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )Set RateNew Rate =- Control Box Adjustment

250 X New Rate = 75 X 210

250

210

75

New Rate (Unknown)= (( ) )

250 X New Rate = 15,750

250 250

New Rate = 63

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Method 2 – Example•B.E. =210 tons treated•Set Rate = 75 tons per hour

Calculate Offset

250

B.E

Set Rate

New Rate (Unknown)= (( ) )Set RateNew Rate =- Control Box Adjustment

250 X New Rate = 75 X 210

250

210

75

New Rate (Unknown)= (( ) )

250 X New Rate = 15,750

250 250

New Rate = 63

63 – 75 = -12

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

The system is ready to start harvesting and applying inoculants.

Ready to Harvest

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Automatic maintenance cleans:•Injection pump•Main delivery line to tip•Intake tubes

Routine Maintenance

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Daily•Tower Filters•Screens

Weekly• Hose

Routine Maintenance

Screen

Tower Filters

Hose

Tower Side View Tower Front View

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Knowledge CheckKnowledge CheckSelect the best answer

The offset number you calculate is used to calibrate the control box. Why do you need to calibrate the control box?

A. It is part of the daily maintenance requirements

B. It is required each time you begin harvesting

C. 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.

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Knowledge CheckKnowledge CheckSelect the best answer

With a total of 275 tons harvested at a rate of 50 tons per hour, calculate the offset.

(275 X 50) / 250 = 55 | 55 – 50 = 5

250

B.E

Set Rate

New Rate (Unknown)= (( ) )Set RateNew Rate =- Control Box Adjustment

A. 5 B. -5 C. -6 D. 6

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

Knowledge CheckKnowledge CheckSelect the best answer

An offset of 5 indicates that________________.

A. You are over applying the inoculant

B. 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.

Selling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply InoculantsSelling Inoculants – How to Apply Inoculants

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