b"Want to Combat Fusarium?DENNIS ROTHKnow How it Affects Your Seed ONTARIO TERRITORYMANAGER, NEXEEDdroth@nexeed.caIN THE FIGHT AGAINST fusarium,ium whereas in wetter years we @RothNexeedinformation is your bestalmost certainly will find it. nexeed.caweapon. In areas where it is estab-Recognizing that a zero- lished, a plate test that cultures tolerance policy was not athe spores on a specific agar practical approach to monitor- is the best approach. This ing fusarium since it has beentest works well with seedWhat I've Learned About spreading throughout most ofthat has systemic fusarium Alberta since the late 1980s, the(where the disease is insideTerritory Managementprovince has deregulated andthe seed). This test is not the removed fusarium from the Pestbest approach for seed that hasI'VE WORKED IN a variety of roles over the years. I Nuisance Control Regulation ofbecome infected later in theoperated a row crop sprayer and a grain eleva-the Agricultural Pests Act. season where the spores infecttor. I managed fertilizer buildings and crop input The new focus will be tothe outside of the seed. centres. I looked after IP soybean contracts and provide programs that willA DNA test is a betteroversaw soybean seed production.assist in education, commu- approach because it picks up allIve gained a lot of knowledge over the years nication and mitigation of theinfection in all kinds of seed.but coming to Nexeed helped me learn how to air borne pathogen causingLater infections dont alwayspair my knowledge with the crucial task of build-economical losses. come into areas where fusariuming trust.Our approach has been tois well established. Keep inYes, Ive been learning all I can about how record the presence and sever- mind that if you do want toCimbria equipment adds value for customers ity of the disease every yearknow the true condition offrom start to finish, but all the know-how in the on a mapping device we shareyour seed and youre in a cleanworld doesnt make you a good territory man-with all stakeholders. In addi- zone, you do need to considerager. Knowing a lot about what you sell is defi-tion, we have endeavoured tothe DNA test. All seed with anynitely an asset. Its necessary. But having been in provide as much scientific infor- level of infection should bemy current role for just over a year, Ive learned mation as possible to those intreated before seeding. that its using your know-how to build trust with both agriculture and in policy- Seed treatments are a valu- clients that results in true success. How do you making positions. able tool in preventing furtherdo that?This starts by understandingseed deterioration due to infec- Relationship building. Every call isnt a sales how fusarium affects the seed. tion and should be part of bestcall. Sometimes its just about getting to know It is almost completelymanagement practices. the client, and them getting to know you. Getting dependent on the weather. DryConsider monitoring foryour name out on social media helps a lot, too. years lead to little or no fusar- early spore activity with theHave an objective other than making a Spornado. A passive sporesale. Whenever we make contact with a client, catcher designed to capturewe have an objectivewhether its finding out spores that cause FHB, thisexactly what they need or just making an appoint-approach helps alert the growerment to chat. Having something in mind to on when to spray. The timingaccomplish other than making a sale is hugely of fungicide application is keyvaluable. No one likes the pushy sales guy.to combating this disease. Youre selling a solution, not a product. Your product is just a way to help the client solve a problem. Theyll remember you most for helping them make their life easier, not for the SARAH FOSTER product you sold them. Every sale Ive made has PRESIDENT AND SENIOR SEEDhelped my client fix a problem they have. ANALYST, 20/20 SEED LABS All three of the above help you build trust Sarah@2020seedlabs.ca and be a truly great territory manager. If some- @Sarah2020labs one doesnt believe in you and what you offer, 2020seedlabs.ca they wont buy from you, plain and simple. Yes, learn all you can about your productbut dont forget the trust factor. 18GERMINATION.CASEPTEMBER 2020"