BEEF FEED ADDITIVE
SALES INTERNSHIP 2013
HALEY STALCUP
LOCATION: IOWA AND MINNESOTA
JUNE 3RD-AUGUST 9TH
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ZOETIS AT A GLANCE
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SUPERVISORS
•  Mark Frisinger, Intern Coordinator
•  Joe Wolf, Territory Business Manager (Feed Additive,
Beef and Swine)
•  Bryan Thill, Territory Business Manager (Feed Additive,
Beef)
•  “Champion Coordinator”
•  Pat Wazevich, Inventiv Health (Human Relations)
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HOW I FOUND MY INTERNSHIP
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ISU CMS CyHire
Zoetis Animal Health does not attend college career fairs
Recommendations from advisors/professors
Interview Process
Background Checks (Hiring Process)
JOB DESCRIPTION FOR MY UNIQUE
INTERNSHIP
• One week training in Kalamazoo, MI
• 8 weeks in field
• 3 day ending conference in Morristown, NJ
• MAIN GOAL=SELL!
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JOB DESCRIPTION FOR MY UNIQUE
INTERNSHIP
A NORMAL DAY CONSISTS OF:
• Work with cattle feeding nutritionist (Cooperative or Dealer such as Purina, QLF, Cargill)
• Discuss goals of internship and of the day
• Travel to customers and some prospects (usually by appointment)
–  Appointments taken over individually
–  Appointments where business is discussed outside of goals
–  Tours of operations
• Business meetings
–  Ask for input from a company standpoint
• Sales measured by number of head committed to Bovatec starter program
• Opportunity to sell beef vaccinations and de-wormers as well
• Lunch with representatives from company or producers
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CUSTOMER FEEDBACK
•  Almost 100% of customers feed Aureomycin.
•  Most like the product so much they will feed it out of
compliance.
•  Customers find it necessary to use, especially when
cattle are first arriving onto feedlot.
•  Most producers say they treat a significant percent less
number of sick animals when they pulse Aureomycin five
days out of the month.
“It’s simple to feed, and is well worth the extra penny
a day to not treat as many sick cattle.”
-Producer, Iowa
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GOALS/INCENTIVE PACKAGE
• Based on area, products, statistics from last summer’s
intern
• Payouts for each goal met
• My goals:
– 160 calls
– 20,000 head committed to using Bovatec
– $12,000 in beef product sales
– $2.5 Million as a Beef Team
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SKILLS LEARNED
• Recordkeeping
• Company expense reporting – responsibility for many
financial aspects during 10 weeks
• How to sell!
• Product Line and Usage
• Extensive Training
– Personality types, DISC training
– Product training
– Real life practice scenarios
– How to incorporate statistics into sales
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FEEDLOTS
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DRY LOTS
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MONOSLOPE CONFINEMENT
SLATTED, PACKED
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HOOP CONFINEMENTS
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FLUME BARN, LAGOON SYSTEMS
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MANAGEMENT
• Key issue to most problems
• Good management leads to profit
• Recordkeeping is essential for accurate tracking, which also helps you to make
good management decisions
• Had opportunity to help some producers with management issues and offer suggestions.
–  Whiskey River – Sioux City, IA
–  Glenn Eben, Nutritionist
–  Over 20,000 head
• Helped an up and coming feed mill make signage and management decisions
–  Acorn II Feeds, Fairfax, IA
–  Purina Animal Nutrition, Angela Hotz
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LOGISTICS
ŸThe main objection I received when a customer
wanted to switch to Bovatec was almost always
a logistic issue.
ŸOver the course of my internship, I learned the
language and key points about logistics in the
cattle feeding world.
ŸLogistics seem to keep many producers from
making decisions that will benefit them. This is
where working with producers to solve these
issues comes in handy.
ŸSome cooperatives had programs set in place
in order to help them afford to set up another
liquid tank.
ŸOther times, I referred my customers to work
on logistics with my territory manager, as I was
instructed to do so.
ŸCustomers were very appreciative that we
were willing to work with them and help them to
solve these issues.
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AUTOMATIC FEEDERS
•  How they work
•  Different levels of machines available
•  What products you can put into them
•  What data they collect
•  How they can help your operation
•  What they provide to each calf
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US FEEDS DEALER OUTING
OPPORTUNITY
•  Dealers have opportunity to buy products in bulk and receive cash back for
purchasing early.
•  I had opportunity to run our booth and talk to dealers about our products.
•  Sold $32,258.18 in feed additive products (Bovatec, Aureomycin, MGA).
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PROFESSIONAL BENEFITS FOR FUTURE
• How to sell anything
• Extensive amounts of connections made for future
opportunity
• Diverse experiences
• Opportunity to travel
• FUTURE JOB OFFERS
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ADVICE
• Obtain an internship, if not many!
• Take advantage of every opportunity within internship
• Having an internship is an opportunity to have real world
experience in a field you want to go into, it’s a head start!
• Best way to find out if you really want to be in a field of
study
• Internship = JOB OPPORTUNITIES
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