Guiding Your Customers to the Best Tribute Product for their Horse. Important Questions to Ask

Transcription

1 Guiding Your Customers to the Best Tribute Product for their Horse Important Questions to Ask

2 Agenda - Questions A. What breed is the horse? B. How old is the horse? C. What type of riding are you doing with the horse? D. Does the horse show any signs of insulin resistance or metabolic syndrome? (See Tribute Wellness System) Does the horse have any known health issues?

3 Agenda - Questions E. What is the horse s current body condition over the ribs per the T.E.N. Wellness System? F. What is the horse s topline score per the T.E.N. Wellness System? G. What type grain (concentrate) is the horse currently eating and how much? H. What type and quality of hay (forage) is being fed?

4 It s not just about protein, fat and fiber levels anymore Fixed formulas One plant Quality systems prevent crosscontamination of ingredients that benefit some species, but can be harmful or fatal to others. We are committed to producing our horse feeds to be free of ionophores. HACCP (Hazard Analysis Critical Control Point) and Safe Feed/Safe Food Certified.

5 It s not just about protein, fat and fiber levels anymore Equi-Ferm XL (in all Tribute products and available as supplement) Cost per horse per day Nutritional expertise Excellent technical support Optimal levels of organic minerals Additional Pre-Probiotics Digestive enzymes

6 Impact of Percent Protein % Protein in 15 lbs. Hay Protein Intake (lbs.) Difference in Intake (lbs.) % Protein in 5 lbs. Concentrate Protein Intake (lbs.) Difference in Intake (lbs.) Horse Type Idle Mature Lactating Mare Protein Requirement in pounds

7 It s not just about protein, fat and fiber levels anymore Amino acid amounts and balance Lysine Threonine Methionine Others Fiber Digestibility Beet pulp Soy hulls Dehydrated alfalfa meal Fat sources Omega 6 Omega 3

8 CUSTOM FEEDING CHARTS We have specific recommendations for: A. Miniature Horses and Donkeys B. Pony and Small Breeds C. Light Horse Breeds D. Warmbloods E. Draft Breeds Separate charts for ESSENTIAL K as well as Higher Intake Products

9 MOST COMMON Horse s Need/Situation Product(s) Justification Idle, Easy-keeper Essential K Kalm N EZ (if horse needs over 4 lbs/day) Older/Senior Older/Senior - owner desires a joint supplement Maturity Pellet or Textured Essential K Kalm N EZ Forage Extender Pellets or Cubes Equi-Ferm XL Maturity Textured GC Plus Essential K GC Plus Supplies needed nutrients in low calorie, low NSC product Complete feeds, high in digestible fiber; use Essential K if horse can still eat hay and is obese; Equi-Ferm XL can aid digestion Supplies Glucosamine, Chondroitin Sulfate and MSM at levels equal to or exceeding popular supplements at less cost/day

10 Questions to ask customers What breed is the horse? Easy-keeper breeds: - Draft horses - Some Warmbloods (due to draft blood) - Morgans - Paso Finos - Haflingers - Miniatures - Tennessee Walking Horses - Saddlebreds - Standardbreds (not racing) - Some Quarter Horses/Arabians

11 Questions to ask customers What breed is the horse? Hard-keeper breeds - Thoroughbreds - Some Arabians - Quarter Horse with lots of Thoroughbred blood

12 Questions to ask customers How old is the horse? At what age does a horse become senior? 16? 20? 25? Every one is different general health signs will tell. Physical Signs of Aging: POOR DENTITION Graying hair eyes, muzzle etc. Hollowing space above the eyes Lower back ( sway-back ) More prominent backbone and withers amino acid needs? Sagging lower lip

13 Tribute Tribute Purina Maturity Kalm 'N EZ Equine Senior Crude Protein (Min.) 14% 14% 14% Lysine (Min.) 0.60% 0.75% 0.70% Methionine (Min.) 0.20% 0.22% NA Methionine & Cystine (Min.) 0.50% 0.50% NA Threonine (Min.) 0.50% 0.50% NA Crude Fat (Min.) 6% 8% 5.50% Crude Fiber (Max.) 18% 20% 17% Calcium (Ca) (Min.) 0.80% 0.80% 0.60% Calcium (Ca) (Max.) 1.00% 1.30% 0.8% Phosphorus (P) (Min.) 0.50% 0.60% 0.40% Copper (Cu) (Min.) 40 ppm 65 ppm 55 ppm Zinc (Zn) (Min.) 170 ppm 200 ppm 220 ppm Selenium (Se) (Min.) 0.6 ppm 0.6 ppm 0.3 ppm Potassium (Min.) 1.20% 1% NA Magnesium (Min.) 0.30% 0.35% NA Manganese (Min.) 130 ppm 160 ppm NA Cobalt (Min.) 0.9 ppm 1.3 ppm NA Iron (Min.) 375 ppm 440 ppm NA Iodine (Min.) 1.1 ppm 1.1 ppm NA Vitamin A (Min.) 7,000 IU/lb 5,500 IU/lb 3,500 IU/lb Vitamin D (Min.) 360 IU/lb 500 IU/lb NA Vitamin E (Min.) 100 IU/lb 200 IU/lb 140 IU/lb Vitamin C (Min.) 34 mg/lb 25 mg/lb NA Biotin (Min.) 10 mg/lb 0.7 mg/lb NA Thiamine (Min.) 10 mg/lb 8.5 mg/lb NA Riboflavin (Min.) 7 mg/lb 4.5 mg/lb NA

14 Questions to ask customers How old is the horse? If over 20 years old and thin, ask if teeth have been checked and if blood work has been done for general liver/kidney health

15 Questions to ask customers What type of riding are you doing with the horse? What type of riding are you doing with the horse? How long is the horse worked? How much trotting? How much cantering?

16 Questions to ask customers What type of riding are you doing with the horse? Intense - racing, endurance, polo Moderate - cutting, jumping, dressage, roping, reining Light - trail, pleasure, backyard Pasture ornament walking to water

17 Questions to ask customers Does the horse show any signs of insulin resistance or metabolic syndrome? Fat deposits: over the crest of the neck at the tail-head behind the shoulder blade

18 Primary Indicators of Metabolic Issues Crest Crest Presence of Discreet Fat Deposits at these Locations Behind Shoulder Tailhead

19 CRF Research Trials Suggest Targeting a TOTAL NSC INTAKE from the concentrate of: IR/Metabolic Horses 0.05 lb. NSC/100# BW per meal Normal Horses 0.1 lb. NSC/100# BW per meal

20 For a 1,000 pound horse: IR/Metabolic Horses 0.5 lb. NSC/per meal Normal Horses 1 lb. NSC per meal

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23 Questions to ask customers Does the horse have any known health issues? DOD Laminitis Colic Cushing s Syndrome

24 Questions to ask customers What is the horse s current body condition over the ribs per the T.E.N. Wellness System? (scale = 1-9)

25 Fat Cover Over the Ribs is the Best Indicator of Body Fat: Use Henneke System Condition Ribs 1 Poor Ribs protruding prominently. 2 - Very Thin Ribs prominent. 3 Thin Slight fat over ribs. Ribs easily discernible. 4 - Moderately Thin Faint outline of ribs discernible. Fat Over the Ribs 5 - Moderate (Ideal Weight) Ribs cannot be visually distinguished, but can be easily felt. 6 - Moderately Fleshy Fat over ribs feels spongy. 7 Fleshy Individual ribs can be felt with pressure, but noticeable fat filling between ribs. You have to touch the horse to score them! 8 Fat Difficult to feel ribs. 9 - Extremely Fat Patchy fat appearing over ribs.

26 Questions to ask customers What is the horse s topline score per the T.E.N. Wellness System? (scale = 4 down to 1)

27 Topline Muscle Scoring System Topline Score Criterion 4 Loin muscle above level of spine. Loin muscle even with level of spine. Loin muscle below level of spine but does not exceed 45 degrees below level. Loin muscle under 45 degrees below level, but still palpable. 2 1

28 Topline Muscle Scoring System 4 Loin muscle above level of spine Loin muscle even with level of spine 3 2 Loin muscle below level of spine but does not exceed 45 degrees below level Loin muscle under 45 degrees below level, but still palpable 3 1

29 Questions to ask customers What type of grain (concentrate) is the horse currently eating? How much grain (concentrate) is the horse currently eating?

30 Questions to ask customers If a horse is overweight and/or getting less than 4# of grain per day, recommend Essential K alone with grass hay until horse reaches body score of 5 (feel ribs but can t see them). If on pasture, recommend drylot or limited pasture until optimal weight is attained.

31 Grass? Legume? Mixed? If mixed, what percent legume? How much hay is being fed? Questions to ask customers What type of hay (forage) is being fed? If pasture how long is the horse on the pasture? Major calorie source from sugar!

32 Questions to ask customers What is the QUALITY of the forage? Green? Leafy? Soft? Small stems? Good smelling? Depending on growth, workload and keeper status, hay will supply % of the horse s daily calorie needs

33 Idle to light work Over 100% of calorie requirement!

34 Heavy work About 60% of calorie requirement!

35 LOW TO HIGH QUALITY DIFFERENCE in FORAGE (Mcal) % of CALORIE REQUIREMENT (16 15#/day % of Requirement Forage Type/Quality

36 Summary: Show your concern by asking relevant questions Understand how to apply appropriate calorie sources Low sugar/starch INTAKE for metabolic issues or hyper horses Value of higher fat for exercise and as calorie source for metabolic horses, if needed Understand how to utilize Essential K Help build topline and overall muscling Provide all non-calorie nutrients for: overweight and/or metabolic horses young, growing horses

37 Summary: Calorie requirements go up with work, growth and lactation So does the tolerance for NSC, in general Use Tribute Equine Nutrition Wellness System to gain information from the customer and guide them to the correct products Understand the impact of hay/pasture on nutrient intake, especially calories via sugar supplies calories that don t need to come from grain/concentrate.

38 Guiding Your Customers to the Best Tribute Product for their Horse QUESTIONS????

39 The only fair comparison for COST or NUTRITION is at RECOMMENDED FEEDING RATES

40 What about those costs?? How much does your horse mean to you? Cheerios cost $2.97 for 8.9 ounces That s $5.31/pound or $ for 50 pounds You may pay $3.00 to $5.00 for a cup of coffee

41 Cost per pound: = cost for 50# bag 50 Cost per Pound REAL EXAMPLES: Brand S $18.00 per bag ($17.00/50) = $0.36 per # ESSENTIAL K $30.00 per bag ($25.00/50) = $0.60 per #

42 Cost per day: Cost per Day NOT per bag!!!! Brand S vs. ESSENTIAL K Recommended amount of Brand S 5# per $0.36/# = $1.80 per day Recommended amount of ESSENTIAL K 2# per $0.60/# = $1.20 per day

43 Cost per day: Cost per Day NOT per bag!!!! Brand S vs. KALM N EZ Recommended amount of Brand S (6% fat) 5# per $0.36/# = $1.80 per day Recommended amount of Kalm N EZ (8% fat) 4 # per $0.36/# = $1.44 per day