Liquid Fertilizer Provides Profits for Farms and Small Business

Liquid Fertilizer Provides Profits For Farms and Small Business

(Louisville, Kentucky) Sam’s Western Store has been a Beaumont fixture for 50 years. David Bertino has built his business providing for the needs of horse and rider, cattlemen and cowboy and has seen several changes in five decades. According to store manager Charles Solano one of the biggest challenges has emerge over the last 15 years. The growth of mass merchandisers and internet suppliers was beginning to take a bite out of the family-owned business. “Western wear has peaks and valleys. Chain stores and large retail stores are all doing a little of what we do. We needed to find a way to reach the market and to capitalize on our customer’s loyalty.” Instead of folding up, the crew at Sam’s became more aggressive. They began by offering Purina Feed products to their customers. The addition of feed seemed natural because they had always carried vet supplies. Now, instead of sending their customer to an internet portal or to a brick-and-mortar down the road they were able to keep their customer base in their store.

Solano’s method is simple. “ I look for unique upper-end products priced at a good value. If it is something that folks can pick up just anywhere, I’m not interested. We can’t beat the chain stores on price but we have found that by offering the best products and the best information we have been able to succeed.” One example was the addition of AMOS panels and gates which according to Solano are not cheapest but they are the best; they are hot-dipped galvanized, and “you won’t find that quality at that price anywhere else.” This business model has benefited the entrepreneurs in two ways. First, as mentioned earlier, it keeps their customers in their store. More importantly, though, it opens up new opportunities for future sales. Solano said. “Seasonally it makes a different on shirts, jackets etc., because they saw a product in the store when they were in to pick up feed, gates or medicine. We have found that these specialty products that farmer’s and ranchers need have increased our market share substantially and that makes us happy.”

Two years ago a rep from Excel, a Texas-based Lawn and Garden distributor, stopped by the store with a new product. Clint Remmert introduced Sam’s to Monty’s Liquid Fertilizer. Monty’s, like Sam’s, is a small private company. Because of Monty’s beginning, the company is committed to working through locally owned, independent retailers and avoids mass merchandisers According to Dennis Stephen’s, Monty’s President, “We know the challenges that small companies face. We offer them quality products that they can pass on to their customers and do so at a price that allows these local businessmen to make a substantial profit, while still passing on a value to farmers.” . David Bertino took a sample of the product home to his own farm and was impressed with the results. Soon after the President of Monty’s came down and co-hosted a meeting with area farmers. The growth of Sam’s Western Store has been steady and farmers have been responding enthusiastically to the new product line. “So far it has worked really well for us. The current price of traditional fertilizer has really driven business. Typically hay growers have to spend about $80 per season; Monty’s has reduced that to $24-42 per year. Our repeat business has been stable and we are seeing a lot of new customers. Everyone who has used this stuff according to our recommendations has been extremely pleased. Those are the types of products we like to carry.”

The growth in South Texas hay fields and in one local store has been incredible because of partnerships: Monty’s with Sam’s Western Store, Sam’s with their customers. Stephens says “We have been impressed with the team at Sam’s from day one. Their aggressive marketing, commitment to their customers, and dedication has been an example of success throughout our organization.” For their part, Sam’s Western Wear has been equally impressed with the Louisville, Ky based company. “They fit our business model perfectly. All of the Monty’s products that we have added have been right on target. There is nothing comparable in the marketplace. It is products like this that makes us profitable or not.”

In the day of internet discount sites and mass merchandiser two companies are bucking the trend by staying independent and focused on the needs of their customers.