Knowing Soil Science for Sales KYNOCH NEWSLETTER

KYNOCHNEWSLETTER
INDEX
Knowing Soil Science 1
for Sales
“So it’s a win-win situation: the
agents need the training, and
the customers want well-trained
agents. At the end of the day,
everyone benefits.”
– Dr. Johan Van Biljon,
Projects Director: Africa, of
Farmsecure Technologies
Knowing Soil
Science for Sales
15JULY2011
Written by David Capel
Edited by Chantal Yazbek
Designed by Dieter Strümpher
Kynoch agents in the central, northern and eastern regions are benefitting significantly from the
Introductory Training Course on Plant Nutrition and Fertilizers being conducted by Dr. Johan van Biljon,
Projects Director: Africa, of Farmsecure Technologies.
Dr. Van Biljon has been deeply involved in the fertilizer industry for more than 20 years. He was also a field
agronomist, lecturer and acting head of the Department of Agronomy at the University of the Free State.
The course provides the agents with a vital cutting edge when it comes to selling, as it arms them with
essential product and plant nutrition knowledge they need in order to be successful.
Dr. Van Biljon explains that around 1998, the Fertilizer Society of South Africa (FSSA) decreed that you
must have had at least some basic training on plant nutrition and products before you can sell fertilizer.
As a result, FACTS (Fertilizer Advisory Certification Training Scheme) was established in conjunction
with the Tshwane University of Technology (TUT), and is responsible for both setting and maintaining
the standards of the training. FACTS is better known by its Afrikaans abbreviation, BASOS (Bemestings
Adviseurs Sertifisering Opleiding Skema).
“It’s a very basic training programme, and from a Kynoch point of view, the aim of the exercise is to
create value for the customer. It’s a very competitive market out there, so it’s vital that the customer
experiences better value, if he buys from you,” says Johan.
You cannot add value to your customer’s business if you do not understand the environment and the
products being used, he adds. “If you are informed in this regard, you can make the correct product
proposal and thereby increase your customer’s profitability. If you can achieve that, you create lasting
value for him.”
Although the courses so far have involved only agents (or sales representatives), there are many other
people in the organisation who have expressed an interest in attending the course, in order to obtain a
better understanding of the fertilizer industry, Kynoch’s products and how they work.
“Even administration people, or someone involved in orders, for example, would find that this course
provides really comprehensive basic training. Fertilizer is, of course, an input. We are obliged to use
it responsibly and look at it not only from a financial point of view but also from an environmental point
of view.
“For example, it’s important to know that you will lose money if you under-fertilize, just as you would if
you over-fertilize. It’s a question of optimizing the whole system, and this course gives people a solid
understanding of this important issue,” says Dr. Van Biljon.
Compiled and published by the Farmsecure Media and Communications department. ©
KYNOCHNEWSLETTER
1

Die dae van slegs stikstof as topbemesting
is verby. Nuwe gewasbehoeftes en hoër
opbrengste om te oorleef, noodsaak ‘n
nuwe benadering.
Punte van belang by kalsium
Punte van belang
Indien jy groen (die plant) in goud (graan)
• Genoegsame wateroplosbare kalsium is
• Kalsium saam met ureum en ammonium
wil verander, is dit nodig om stikstof (N),
nodig en die kalsium in GreenGold is
bewerkstellig dat meer koolhidrate na
kalsium (Ca) en boor (B) saam in een produk
hoogs wateroplosbaar.
die graan in plaas van na die plant self
soos GreenGold toe te dien.
en vanaf die blare na die graan (of ander
• Die beskikbaarheid van kalsium word
stoororgaan) vervoer word.
deur die Ca-inhoud van die grond, pH
(grondreaksie), katioon uitruil kapasiteit
• Kalsium saam met ureum verlaag
Die kenmerkende effek van stikstof is die
(KUK) en kalsium as ‘n persentasie van die
potensiële vervlugtiging van ureum en
groen kleur en die vegetatiewe groei van
KUK (%Ca) beïnvloed.
saam met Amiplus soos in GreenGold
plante wat die grootte en effektiwiteit van
raak potensiële vervlugtiging irrelevant.
die “fabriek” bepaal. In GreenGold is die
• Kalsiumopname word deur nitraat bevorder
Dit gebeur nie aldag dat stikstof- stikstofbron Amiplus wat sekere
en om hierdie rede kom nitraat en kalsium • Kalsium saam met boor verhoog
bemesting en winsgewindheid, dieselfde kenmerke het.
saam in GreenGold voor.
selintegriteit, verbeter wortelontwikkeling
oplossing het nie.
en verbeter die vervoer van kalsium.
Kenmerke van Amiplus
Suid-Afrikaanse gronde is oor die algemeen • Is met Agrotain, ‘n urease inhibeerder
baie laag in organiese materiaal, met behandel ‘n wat die produk se
Boor speel ‘n belangrike rol in koolhidraat-
gevolglike baie lae stikstofleweringsvermoë. effektiwiteit verhoog.
vorming, fotosintese, proteïenvorming en Die dae om net stikstof alleen as
Die organiese materiaal, asook sekere
selwandstabiliteit. Die rol wat boor in spesifiek byvoorbeeld topbemesting toe te dien is
bemestingstowwe moet eers verder • Hoër afgeeffektiwiteit
kan graanopbrengs
die mieliekop speel • is Buiten krities. die moontlike hoër opbrengs, verby. het Dien stikstof, kalsium en boor in
breek word voordat dit deur plante benut verhoog soos wat regoor die wêreld
Amiplus ook ‘n laer vervoerkoste weens een produk die soos GreenGold toe en sien
kan word. Gedurende hierdie omskakeling bewys is. Buiten die verhoging van die effektiwiteit Punte van
belang by hoë boor N-inhoud.
self: Drie is beter as een.
kan verliese van stikstof deur vervlugtiging
bemesting, behoort daar ook aandag •aan Is baie die belangrik in bestuiwing asook
en loging voorkom.
• Het ‘n hoë konsentrasie “wenakker en daarom prys” is van kunsmis gegee te word. bevrugting en gevolglik by blomvervoerkoste
minder.
en vrugvorming.
Punte van belang by stikstof
• Kyk nie net na die prys per ton kunsmis nie, Amiplus kan ‘n bydra tot die omgewing, laer
• Die hoë verwydering van N plus lae • Bogenoemde punte bring maarmee na die dat prys dit per kilogram stikstof • Isop ook dieby
die vervoer bemestingskoste van koolhidrate en winsgewindheid na die
maak.
stikstofleweringsvermoë bring mee dat die produsent se winsgewendheid
wenakker.
mieliekop betrokke.
daar veel meer stikstof per hektaar as kan verhoog.
enige ander voedingstof toegedien word.
• Vervoerkoste en gevolglik die konsentrasie • Opname word deur faktore soos tekstuur,
2 Dae
voedingstowwe van die produk, speel pH ‘n (grondreaksie), baie organiese materiaal en
• Vanuit‘n finansiële en omgewingsoogpunt
belangrike rol.
grondwater beïnvloed.
is dit uiters belangrik dat die effektiwiteit Kalsium is deel van die selwande en is ook
van kunsmis verhoog moet word. betrokke by seldeling •asook Hoër–verlenging. konsentrasie produkte kan selfs • Gewasse meer verskil ten opsigte van
Indien kalsium-tekorte voorkom as 50% op begin vervoerkoste spaar. Amiplus gevoeligheid se vir tekorte en toksisiteite.
• Verhoging in kunsmispryse het veroorsaak wortelgroei onmiddelik afneem. konsentrasie is van die hoogste met gevolglik
dat produsente se winsgewindheid onder
van die laagste vervoerkoste per hektaar. • Boor is ook belangrik gedurende die
groter druk is.
graanvulstadium en om hierdie rede kan
Voordele soos ‘n beter opbrengs en laerboor
toedienings met GreenGold tydens
• Bemesting maak tipies 25% tot 30% en
insetkoste wat hoër winsgewindheid gee, topbemesting kan gedoen word.
selfs so hoog as 35% van die insetkoste
behaal word indien die regte stikstofkunsmis,
van graangewasse uit, terwyl stikstof weer
soos byvoorbeeld Amiplus gekies word.
tipies 55% tot 65% van bemestingskoste
uitmaak.
Die drie voedingstowwe wat bespreek is het ‘n
positiewe invloed op mekaar.
Indien die effektiwiteit van stikstofbemesting
Die oplossing is ‘n stikstofkunsmis waarvan beide
verhoog kan word, sal dit kostebesparings en
die effektiwiteit en konsentrasie plantvoedsel
oter winsgewindheid meebring.
hoog is:
4 Dae
ogde wins word bewerkstellig
• So ‘n produk is Amiplus.
opbrengs met dieselfde
• Amiplus is met Agrotain, ‘n gesofistikeerde
id kunsmis behaal word, of
urease inhibeerder behandel.
pbrengs met minder
• Amiplus se vervlugtigings potensiaal is
word of nog beter,
drasties laer as ureum. Die vervlugtiging
(blou kleur) vanaf ureum teenoor Amiplus
et minder kunsmis
onderskeidelik 2 en 4 dae na toediening kan in
die fotos gesien word.
• Hierdie tegnologie bring mee dat Amiplus
goed met ander stikstofkunsmis ten opsigte
van vervlugtiging vergelyk. Hierdie verhoogde
effektiwiteit het wêreldwyd ‘n verhoging in
opbrengs bewerkstellig.
plant
vattende
in staat stel
.
In vennootskap met
Stikstofbemesting
en winsgewendheid
Kalsium
Interaksie
Stikstof
Stikstofkoste
Drie is beter as een
Yara, die produk leier in plant
voedingstowwe, het ‘n omvattende
portefeulje wat produsente in staat stel
om hoër opbrengste te lewer.
www.yara.com
Kynoch Kynoch Kunsmis, Fertilizer ‘n (Edms) divisie Bpk van Reg Farmisco no: 2009/0092541/07 (Edms) Bpk Reg no: 2009/0092541/07 Fourways Golf Park Fourways • Selborne GolfBuilding Park • Selborne • 1st floor Gebou • 1016• 1ste RoosVloer street • 1016 • Fourways Roos Straat • Fourways
Oplossings
GreenGold.indd 1 2011/05/11 4:13 PM
/07 Reg no: 2009/0092541/07 Fourways Golf Park Fourways • Selborne GolfBuilding Park • Selborne • 1st floor Gebou • 1016• 1ste RoosVloer street • 1016 • Fourways Roos Straat • Fourways
Amiplus TM
2011/05/11 4:12 PM
Amiplus TM
Ureum behandel met Agrotain
The training course is held over three days. The first day involves
lectures and presentations on the soil, plant and climate components
involved in fertilizers, while day two concentrates on the actual products
sold by Kynoch and their various uses and applications. This involves at
least 30 different products from the Kynoch range.
Compiled and published by the Farmsecure Media and Communications department. ©
Boor
Gevolgtrekking
Hoë konsentrasie pasmaak produk
Gevolgtrekking
“I discuss the properties contained in the different products, their use
and their benefits. But in order to understand the products, you must
have the basic knowledge provided on day one, regarding soil, plant and
climate,” says Dr. Van Biljon.
Day two concentrates on the application, handling and storage of
fertilizer and the regulatory environment in which the company operates.
This includes some information about the Fertilizer Act.
Day three culminates in participants being given “case studies”, based
on what they have learnt on days one and two. It involves providing
fertilizer proposals for specific crops. With this approach the different
aspects like the soil, the crop, the climate, products, application methods,
etc. are integrated in the final session.
Johan says many new agents come from a background in the chemical
industry, but have little knowledge of fertilizers. This is where the training
course proves so invaluable.
He says the course is also directly in line with the FFSA’s objective that all
agents should have a sound understanding of fertilizer and its uses. “So it’s
a win-win situation: the agents need the training, and the customers want
well-trained agents. At the end of the day, everyone benefits,” he explains.
“I believe that if people don’t understand the job they are doing, they will
not be interested. It is vital for those involved in the business to understand
the products the business produces and sells,” says Dr. Van Biljon.
He says the industry is so competitive that it’s essential for agents to be
able to show customers that they have a BASOS certificate. This could
be the difference between selling and not selling.
Johan says so far, more than 40 agents have been trained, in
Viljoenskroon, Douglas, Polokwane, Middelburg, Howick and Bethlehem,
and the feedback from participants has been “very positive”.
The three-day course is spread over several months, but one final
session will be held in August, for those agents who were unable to
attend the previous sessions.
“Although I try to keep it fairly simple, the course does have a definite
technical aspect to it, and it certainly helps to have a basic knowledge of
biology and chemistry in order to grasp things fully. For example, issues
like soil reactions to specific products are discussed, so you need to
know a bit about chemistry in order to understand,” says Johan.
He says he also tries to make the course as interactive as possible, and
often the questions asked by participants are in themselves instructive
and interesting for all involved.
“Even though I am the trainer, I also learn so much from the questions
asked by the participants. These questions give me a good idea of what
is actually happening in the field, and what the real training needs are,”
he says.
Examinations take place on the 12, 13 and 14 of September (prelimeminary
dates), after which those candidates who pass will be
awarded their highly coveted BASOS certificates.
Robert Beer, Regional Sales Manager:
Kynoch Central Region, says the courses
are touching a chord with agents across
the land.
“The questions being asked by participants
are really fascinating and enhance the
whole training experience. The course
also gives agents a sound understanding
of the Kynoch product range, and it shows
new agents that they are working for a
company with vast expertise,” says Robert.
Diddle Mahabir, a Kynoch agent from Ladysmith in KwaZulu-Natal, says
he found the training “very informative and helpful indeed.
“The way Dr. Van Biljon presents the information makes it very accessible
and easy to understand. No matter what question you might ask, he will
always have the answer. In this field, there are always issues you need
clarity on, and the training course provides this,” says Diddle.
Johan Cloete, who is based in Douglas, in the Northern Cape, says
he thought the lectures were “excellent” and he learnt a lot from the
course. “Dr. Van Biljon knows how to make things understandable, and
the course was very informative in terms of learning about the various
products and their applications,” says Johan.
There can be no doubt that the course offers agents an opportunity
to learn more about the industry they work in and, more importantly,
provide them with crucial, additional knowledge when it comes to selling
Kynoch products.
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