Selling Inoculants Module One – How are your Cows? Welcome to the Pioneer® Selling Inoculants course. You don’t need to be a nutritionist or a livestock producer to take this course or sell inoculants. This 2 hour course will give you the knowledge, skills, resources, tools and approach you need to help producers get the most value from their silage by applying Pioneer® brand inoculants. Selling 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 1

How to Apply Inoculants IMAGE Welcome to Module Three of the Selling Inoculants course, How to apply inoculants. Selling Inoculants Module Three How to Apply Inoculants 2

Objectives Upon completion of this module, you will be able to: IMAGE As part of the selling process you may need to help the producer understand the application process. In this module you will learn about when the inoculant is applied; how the applicator is mounted on the harvester and tractor; how to mix the inoculants and mount the bottles into the bottle acceptor: describe why it is important to calibrate the system and how to do it; and finally identify the maintenance that should be performed after applying 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 3

Image If at anytime you would like more in depth information click on the manual icon, found in the lower left corner throughout this module. APPLI-PRO SLV Manual Review the manual for more in-depth information on the topic included in this module.

When to Apply Inoculants Image agr5506 For some producers it may not be clear when they should apply the inoculant. Inoculants are applied during the harvest process. The inoculants are dispersed through a sprayer mounted on the combine as the silage is chopped and harvested. While the inoculant bacteria do not have an immediate effect on the harvested silage, over time, the inoculant bacteria help control fermentation in the silo. When to Apply Inoculants Fall Harvest

Applicator Components The three main components used in this process are the spray nozzle mounted on the harvester; the inoculant mixture in bottles mounted on the bottle acceptor; and the control box mounted inside the cab. Let’s begin the discussion by looking at the spray nozzle. Applicator Components Inoculant Mixture Control Box Spray Nozzle

Alternative Mounting Location Image This system is unique as it uses air to deliver the inoculant through the spray nozzle. The nozzle, mounted on the harvester, atomizes the inoculant mixture to assure even distribution. Where the nozzle is mounted depends on the brand of tractor or combine the producer is using. Click on each of the buttons to review recommended spray nozzle locations for each tractor or combine. Spray Nozzle CLAAS Jaguar* SPFH John Deere* SPFH Alternative Mounting Location The system uses air to deliver inoculant through the spray nozzle

Alternative Mounting Location Image Mounting the Applicator Spray Nozzle CLAAS Jaguar* SPFH John Deere* SPFH Alternative Mounting Location CLAAS Jaguar* SPFH Nozzle Mounting Instructions Locate the air intake on the back -side of the blower (right). Loosen one bolt on the intake hole. Connect strap to that bolt. Make sure spray tip is centered in opening. Install spray tip and strainer.

Alternative Mounting Location Image Mounting the Applicator Spray Nozzle CLAAS Jaguar* SPFH John Deere* SPFH Alternative Mounting Location John Deere SPFH Nozzle Mounting Instructions Locate the accelerator. Install spray tip, strainer and tubing to nozzle strap. Without removing the nuts, place nozzle strap over existing bolts and nuts (right). Fasten in place with additional nuts and lock-washers.

Alternative Mounting Location Image Mounting the Applicator Spray Nozzle CLAAS Jaguar* SPFH John Deere* SPFH Alternative Mounting Location John Deere Alternative Mounting Location Bolt the nozzle strap to the feed roll frame with the supplied hardware. Position the nozzle so it sprays directly in front of the feed rolls. New Holland

Knowledge Check Select the best answer Knowledge Check. Let’s review what you’ve learned so far. Knowledge Check Select the best answer What makes this applicator system unique? It uses an atomizing nozzle tip The nozzle can be mounted on a variety of tractors It uses air to deliver the inoculant The system uses water to deliver the inoculant The system is unique as it uses air to deliver the inoculant. Click Next to continue.

Mixing Inouclant Quick and easy preparation Click on each step. Image Now that you’ve learned about the spray nozzle, the second component used in applying inoculants are the bottles of inoculant. Click on each of the quick and easy steps involved in preparing and mixing inoculants. Mixing Inouclant Quick and easy preparation Click on each step. Step 1 – Fill bottle half way Step 2 – Shake Vigorously Step 3– Fill to Here Step 4 – Shake Vigorously

Mixing Inouclant Quick and easy preparation Image Since Pioneer adds dechlorinators to all of the inoculants they make, the producer can use normal, clean tap water to mix his inoculants. Remove the cap and fill the bottle half way. Mixing Inouclant Quick and easy preparation Step 1 – Fill bottle half way Step 2 – Shake Vigorously Step 3– Fill to Here Step 4 – Shake Vigorously Fill half way with clean, tap water

Mixing Inouclant Quick and easy preparation Image Reseal the bottle and shake it vigourously. Mixing Inouclant Quick and easy preparation Step 1 – Fill bottle half way Step 2 – Shake Vigorously Step 3– Fill to Here Step 4 – Shake Vigorously Reseal and shake the bottle

Mixing Inouclant Quick and easy preparation Image Remove the cap and add more water to the “Fill to here” line, which is also the top of the label. Mixing Inouclant Quick and easy preparation Step 1 – Fill bottle half way Step 2 – Shake Vigorously Step 3– Fill to Here Step 4 – Shake Vigorously Add water to “fill to here” line.

Mixing Inouclant Quick and easy preparation Image Finally, reseal the bottle and, again, shake it vigorously until the product is completely dissolved. The inoculant is now ready to be applied. Remember you can refrigerate, or freeze, unused inoculant. Mixing Inouclant Quick and easy preparation Step 1 – Fill bottle half way Step 2 – Shake Vigorously Step 3– Fill to Here Step 4 – Shake Vigorously Reseal and shake bottle until product is completely dissolved

Install Bottle Suction Tube Image Now that the inoculants are ready to be applied you can install the bottles in the bottle acceptor. Place the suction tube into the end of the bottle and screw the bottle into the bottle acceptor. It is important to note that there will be a small amount of liquid that will not get used in the bottom of the bottle. The tubes are set about 1/4” to 3/8” off the bottom of the bottle to prevent sediment from getting into the SLV. This sediment does not have inoculant in it. It should be discarded. Install Bottle 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.

Control Box Controls flow of inoculant The final component of the application process is the control box, which is mounted in the cab. The box has several features. Click on each button for additional details Control Box Controls flow of inoculant Click on each of the buttons for additional details

Control Box Controls flow of inoculant This button will turn the box on and off. When the unit is first turned on, the display will show STOP. The box can be shut off in any of the operating modes. When you turn the unit off the automatic clean-out function is activated. If the off button is accidentally pressed during operation, you will have to wait for the applicator to go through the clean-out cycle before it can be turned back on. Control Box Controls flow of inoculant Click on each of the buttons for additional details Turns box on and off. When turned off, automatic clean function is activated.

Control Box Controls flow of inoculant This button allows you to select the rate at which you want to apply product. Initially, the display will show 10. This indicates the applicator is set to apply a 10 ton per hour harvesting rate. To increase the harvesting rate, press and hold the SELECT/RATE button until the display scrolls to the approximated harvesting rate. As you hold the SELECT RATE button, the numbers will scroll from 10 through 400 and roll back over to 10. Once you reach your selected rate and release the SELECT RATE button, the application rate is set. Control Box Controls flow of inoculant Click on each of the buttons for additional details Sets the tons per hour harvesting rate.

Control Box Controls flow of inoculant This button will manually starts and stops the application of product. When the applicator is stopped, STOP will be displayed on the screen. When it is applying, the display will show the accumulated TONS TREATED. If you are using the End of Row function, the signal from the machine will override the START/STOP button. You will not be able to stop applying inoculant by pressing the button if the End of Row sensor is plugged into the green pigtail wire on the wire harness. Control Box Controls flow of inoculant Click on each of the buttons for additional details Starts and stops the application of product.

Control Box Controls flow of inoculant This button will show the accumulated tons treated. To reset the accumulated tons treated, press and hold the TONS TREATED button for three or more seconds. Control Box Controls flow of inoculant Click on each of the buttons for additional details Will display accumulated tons treated.

Calibrating the System As you just learned the box allows you to control the flow of inoculant and to see how many tons have been treated. The amount of inoculant applied by the control box is calibrated at the factory. However, due to variations in the voltage supplied to the box by the tractor, you may need to recalibrate it. Later in this module you will learn to calculate a number called the offset. This number will indicate if you are applying too much, too little, or the right amount of inoculant. This is the number you use to calibrate the box. Calibrating the System Box calibrated at factory Variations in tractor supplied voltage may require calibration Calibration assures right amount of inoculant is being applied

Calibrating the System Start the calibration process by powering up the box. Push the ON/OFF Button. Click the On/Off button. Calibrating the System Push ON/OFF button

Calibrating the System When the display shows the word (STOP), you would normally press and hold the START/STOP button for five or more seconds. For this demonstration simply click the star/stop button. Calibrating the System Push ON/OFF button Press and hold START/STOP button

Calibrating the System A letter “C” should appear on the left side of the screen. Adjust the number that is shown on the right side of same screen by pushing the SELECT RATE button. You are making this adjusting based on the offset number. Note: Some boxes have an offset already programmed into the box from the factory. Make your offset corrections, from the number that is displayed. For example, the box displays – 5 (negative 5) and according to your calculations, you have to adjust your box up 6. Since there is a negative number displayed you will change the number up 6 from that point. So the new displayed number will be 1. Press the Select Rate button until 1 is displayed. Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1

Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1

Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1

Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1

Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1

Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1

Calibrating the System To complete the calibration process you power down the box by pushing the ON/OFF button. Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1 Save setting by powering down the box. Press ON/OFF

Calibrating the System When you power down the system the offset you just entered is saved. We recommend that you test and recalibrate your SLV at the beginning of each season, and when you have a significant change in tonnage harvested. For example, summer to fall crops. If you do not go through this process you risk applying too little inoculant on your silage, reducing it’s effectiveness; Or applying too much inoculant, wasting product. Make sure to review the manual for more details on calibrating the system. Now that you understand how to enter the offset. lets look go back and learn how to calculate this number. Calibrating the System Push ON/OFF button Press and hold START/STOP button Adjust number displayed, press SELECT RATE until box displays 1 Save setting by powering down the box. Press ON/OFF Recalibrate at the beginning of each season or if a significant change in tonnage harvested

Calculate Offset Two recommended methods Method 1 Method 2 Quick There are two recommended methods for determining if a calibration offset is necessary. The first method is a quick, non-math, verification that uses the control box, charts found in the manual, and measurements on the bottle. The second method is more accurate and should be used at the beginning of the season or between crops. Calculate Offset 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 Method 1 Run unit for 2 minutes The first method will determine your offset in a 5 to 15 minute time frame. Follow the steps below and use the charts on pages 18 and 19 of the manual to determine your offset. Start by running the unit for 2 minutes to fully prime and fill all lines with inoculant. Do not turn the unit off. Next set the SLV to run off a single bottle and mark the current level of the inoculant left in the appropriate bottle. Set the SLV control box at a normal tons per hour setting. If the rate is 98 tons per hour or less the test will take 15 min, if the rate is100 tons per hour or greater run the test for 5 minutes. After the appropriate time has been run mark the new fluid level in the bottle and measure the distance between the two lines in millimeters. Using the control box setting and the distance measured between the lines, determine your offset from the charts on pages 18 and 19 of the manual. Calculate Offset 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 Method 2 250 B.E Set Rate New Rate (Unknown) = The more accurate way to determine your offset is to run the first bottle through your forage harvester. Watch carefully when the bottle gets close to being empty. When the bottle is empty press tons treated on the control box and see what number is displayed. With this number you can use the equation here to determine your offset. Remember, there will be a small amount of liquid that will not get used in the bottom of the bottle. For clarification, here is what each of the variables or numbers mean in the formula: 250 is the tons of silage that can be treated with one bottle of inoculant. The set rate is the tons per hour rate the customer has set on the control box. B - E is the tons treated after the bottle is emptied, according to the control box. Calculate Offset 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 250 B.E Set Rate New Rate (Unknown) = ( )

Control Box Adjustment The second formula we need to use for method 2 will give us the final adjustment number we will be entering into the control box. Let’s walk through a brief example. Calculate Offset 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 250 B.E Set Rate New Rate (Unknown) = ( ) Set Rate New Rate = - Control Box Adjustment

Control Box Adjustment To start you will need the tons treated by one bottle of inoculant and the tons per hour rate a which the box is set. For this example one bottle treated 210 tons and the box was set to treat 75 tons per hour. Calculate Offset 250 B.E Set Rate New Rate (Unknown) = ( ) Method 2 – Example B.E. =210 tons treated Set Rate = 75 tons per hour Set Rate New Rate = - Control Box Adjustment 250 210 75 New Rate (Unknown) ( ) =

Control Box Adjustment The next step is to cross multiply the numbers. Calculate Offset 250 B.E Set Rate New Rate (Unknown) = ( ) Method 2 – Example B.E. =210 tons treated Set Rate = 75 tons per hour Set Rate New Rate = - Control Box Adjustment ( ) ( ) 250 75 = 210 New Rate (Unknown) 250 X New Rate = 75 X 210

Control Box Adjustment To calculate the New Rate, divide both sides by 250. Calculate Offset 250 B.E Set Rate New Rate (Unknown) = ( ) Method 2 – Example B.E. =210 tons treated Set Rate = 75 tons per hour Set Rate New Rate = - Control Box Adjustment ( ) ( ) 250 75 = 210 New Rate (Unknown) 250 X New Rate = 75 X 210 250 X New Rate = 15,750 250 250

Control Box Adjustment The new rate is 63 Calculate Offset 250 B.E Set Rate New Rate (Unknown) = ( ) Method 2 – Example B.E. =210 tons treated Set Rate = 75 tons per hour Set Rate New Rate = - Control Box Adjustment ( ) ( ) 250 75 = 210 New Rate (Unknown) 250 X New Rate = 75 X 210 250 X New Rate = 15,750 250 250 New Rate = 63

Control Box Adjustment When we subtract the set rate from the new rate we get an offset number of negative 12. This is the number you use to make the adjustments in the control box. A negative number indicates that you are over applying inoculant and a positive number indicates you are under applying. Refer to the manual for additional examples and details. Calculate Offset 250 B.E Set Rate New Rate (Unknown) = ( ) Method 2 – Example B.E. =210 tons treated Set Rate = 75 tons per hour Set Rate New Rate = - Control Box Adjustment ( ) ( ) 250 75 = 210 New Rate (Unknown) 250 X New Rate = 75 X 210 250 X New Rate = 15,750 250 250 New Rate = 63 63 – 75 = -12

Img agr7349 After calibrating the control box with this number, the system is ready to operate properly and you can begin harvesting and apply inoculants. Ready to Harvest The system is ready to start harvesting and applying inoculants.

Routine Maintenance Automatic maintenance cleans: Injection pump Once you are done harvesting you will need to complete some maintenance. To reduce the amount of maintenance work the producer will need to complete the system has an automatic clean function. When you turn the unit off, you will notice that the machine does not immediately turn off, instead C-L-N is shown in the display. This is part of the automatic clean-out function. The pumps will run a clean-out cycle and then turn off. In the two step, one minute, process the injection pump, main delivery line to the tip and intake tubes are cleaned. Routine Maintenance Automatic maintenance cleans: Injection pump Main delivery line to tip Intake tubes

Routine Maintenance Daily Weekly Tower Front View Tower Side View Other recommended maintenance includes daily and weekly items. On a daily basis you should clean the tower filters with compressed air and the screens, within the couplers, with hot water. On a weekly basis, or as necessary, you should check the hose between the tower and tip for damage or wear. Routine Maintenance Tower Side View Tower Front View Daily Tower Filters Screens Weekly Hose Hose Screen Tower Filters

Knowledge Check Select the best answer Knowledge Check. Let’s review what you’ve learned so far. Knowledge Check Select the best answer The offset number you calculate is used to calibrate the control box. Why do you need to calibrate the control box? It is part of the daily maintenance requirements It is required each time you begin harvesting 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.

Control Box Adjustment Knowledge Check. Let’s review what you’ve learned so far. Knowledge Check Select the best answer With a total of 275 tons harvested at a rate of 50 tons per hour, calculate the offset. 250 B.E Set Rate New Rate (Unknown) = ( ) Set Rate New Rate = - Control Box Adjustment A. 5 B. -5 C. -6 D. 6 (275 X 50) / 250 = 55 | 55 – 50 = 5

Knowledge Check Select the best answer Knowledge Check. Let’s review what you’ve learned so far. Knowledge Check Select the best answer An offset of 5 indicates that________________. You are over applying the inoculant 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.

Key Points How to Apply Inoculants Understand when to apply inoculants You have completed the Module How to apply inoculants. You should now: 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 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