Sean O’Toole received a call from a distributor who had been approached by a farmer looking to enhance his silage storage practices. The distributor sought Sean’s expertise on Silostop’s oxygen barrier technology, specifically how it compares to traditional silage covers. Recognising the importance of addressing the farmer’s needs comprehensively, Sean promptly agreed to reach out to the farmer directly.
During the call, Sean discussed several key areas:
- Understanding the Farmer’s Needs
During their conversation, Sean began by establishing a clear understanding of the farmer’s current silage covering practices and specific pain points. He asked detailed questions about the size of the silage pit, the type of forage being stored, and any issues the farmer had faced with previous covers. This initial dialogue was crucial for tailoring his advice to the farmer’s unique situation.
- Educating on Silage Covers
Sean first took the time to explain the fundamental differences between standard polyethylene (PE) silage sheets and Silostop’s Oxygen Barrier sheets. He emphasised that while standard PE sheets are commonly used, they do not provide the same level of protection against oxygen infiltration.
Standard PE Silage Sheets vs. Silostop Oxygen Barrier Sheets:
- Standard PE Sheets: These provide basic coverage but allow some degree of oxygen to penetrate. This can lead to spoilage, reduced nutritional value, and higher feed waste.
- Silostop Oxygen Barrier Sheets: These are engineered with advanced multi-layer technology to create an effective barrier against oxygen. This creates a sealed environment that significantly reduces spoilage and preserves the quality of the silage.
Sean explained that the oxygen barrier technology in Silostop sheets effectively blocks any oxygen from passing through, creating a nearly perfect seal. He noted that oxygen is highly detrimental to preserved forage, leading to spoilage, mould growth, and nutrient loss.
- Highlighting the Benefits of Oxygen Barrier Technology
Next, Sean discussed the numerous benefits of using Silostop Oxygen Barrier technology:
Reduced Dry Matter Loss: Sean highlighted that Silostop sheets could reduce dry matter loss and shrinkage by up to 10%. This means that for the same amount of forage, the farmer would end up with more usable silage. He illustrated this with a real-world example of how this reduction in losses translates into higher overall yield.
Improved Quality: By minimising oxygen exposure, Silostop sheets help maintain the nutritional value of the silage, ensuring that livestock receive the best possible feed. This leads to better animal performance and potentially lower feed costs.
Long-Term Savings: Sean used specific figures to make the benefits more tangible. He asked for details on the size of the farmer's silage pit to calculate potential savings. For example, if the farmer could save 60 tonnes of silage, this could equate to £2400 in value at £40 per tonne. Given that the cost of the Silostop Oxygen Barrier sheet would be £800, the savings would make it a cost-effective solution in the long run.
- Discussing Additional Advantages
Sean went beyond the immediate financial benefits to highlight other advantages of Silostop products:
Reduced Application Time: He pointed out that using Silostop’s oxygen barrier sheets often simplifies the covering process. Instead of requiring multiple layers or sheets, Silostop’s advanced film typically only needs to be applied once, saving time and labour.
Environmental Impact: Sean emphasised the environmental benefits of Silostop’s products. The oxygen barrier film is fully recyclable and made from up to 25% recycled material. By using half the amount of plastic compared to traditional methods, Silostop products contribute to more sustainable farming practices.
Durability and Flexibility: The Silostop Max film is designed to be highly flexible, stretching over 200% before tearing, and is puncture-resistant. This makes it easier to apply and less likely to be damaged, ensuring a reliable seal and longer-lasting protection for the silage.
- Finalising the Decision
Based on Sean’s thorough explanation and the potential benefits outlined, the farmer was impressed with the value that Silostop’s oxygen barrier technology offered. The combination of cost savings, improved silage quality, and environmental benefits convinced the farmer to place an order.
Sean’s experience during this sales call shows the importance of a detailed, personalised approach when discussing advanced agricultural products. By addressing the farmer’s specific needs and providing clear, actionable information about the benefits of Silostop’s technology, Sean was able to demonstrate the real-world advantages of using their products.
- Follow-Up and Support
After the call, Sean made arrangements for follow-up support to ensure a smooth transition to using Silostop products. He offered additional resources and guidance on the application process, reinforcing the commitment to customer satisfaction and successful product implementation.
