SELLING BIRD CONTROL

The remarks that I have prepared deal with direct contacts selling pest and bird control programs. I am going to limit my remarks to what I feel are the more important aspects of selling Bird Control. I think it is safe to say that one of the most difficult aspects of selling for most sales personnel is prospecting, that is, finding accounts to call on. Our sales personnel have to more or less come up with their own leads. They have to find out who to contact once they get there. I have found that the best prospect most of us have for selling Bird Control accounts are our present pest control accounts. Generally speaking, we try to main¬tain contact with our applicators in the field, who are in these accounts every day, asking them if there are any of their accounts that are having bird control problems. Another method of finding potential accounts, is driving around looking. It is more difficult to drive around and look for rat and/or roach problems, but generally speaking if a building or some type of business has a bird problem, it is fairly easy to locate. Another thing we can do is call on specific accounts. There are generally cer¬tain accounts that just by the manufacturing process do attract birds, for example: food plants, mills, beet plants, grain elevators, food processors, and so on. Other type operations which lend themselves to bird problems are industrial plants because of the super-structure (physical plant) that they have. Sub-stations and power plants are very attractive to birds. Some other situations that should be checked for bird problems are lumber yards and contractors' storage buildings. After deciding on a contact we get into what I call my basic four. There are four basic things that I try to impress upon our personnel to keep in mind when they go in to make a contact. The first one is the interview or actually making the contact so that you get an opportunity to have the interview, either calling for an appointment or making a "cold" call. The second one is closing for the survey. The third one is making the survey and preparing a proposal. The fourth and last one is the proposal presentation and closing of the sale. An additional item which would make a basic five is after you make the sale don't forget to follow up on the sale.

THE ROLE OF INDUSTRY IN DEVELOPING NEW MATERIALS FOR VERTEBRATE PEST CONTROL

In the first paper presented to you today by Dr. Spencer, an expert in the Animal Biology field and an official authority at the same time, you heard about the requirements imposed on a chemical in order to pass the different official hurdles before it ever will be accepted as a proven tool in wildlife management. Many characteristics have to be known and highly sophisticated tests have to be run. In many instances the governmental agency maintains its own screening, testing or analytical programs according to standard procedures. It would be impossible, however, for economic and time reasons to work out all the data necessary for themselves. They, therefore, depend largely on the information furnished by the individual industry which naturally has to be established as conscientiously as possible. This, among other things, Dr. Spencer has made very clear; and this is also what makes quite a few headaches for the individual industry, but I am certainly not speaking only for myself in saying that Industry fully realizes this important role in developing materials for vertebrate control and the responsibilities lying in this. This type of work - better to say cooperative work with the official institutions - is, however, only one part and for the most of it, the smallest part of work which Industry pays to the development of compounds for pest control. It actually refers only to those very few compounds which are known to be effective. But how to get to know about their properties in the first place? How does Industry make the selection from the many thousands of compounds synthesized each year? This, by far, creates the biggest problems, at least from the scientific and technical standpoint. Let us rest here for a short while and think about the possible ways of screening and selecting effective compounds. Basically there are two different ways. One is the empirical way of screening as big a number of compounds as possible under the supposition that with the number of incidences the chances for a "hit" increase, too. You can also call this type of approach the statistical or the analytical one, the mass screening of new, mostly unknown candidate materials. This type of testing can only be performed by a producer of many new materials,that means by big industries. It requires a tremendous investment in personnel, time and equipment and is based on highly simplified but indicative test methods, the results of which would have to be reliable and representative for practical purposes. The other extreme is the intellectual way of theorizing effective chemical configurations. Defenders of this method claim to now or later be able to predict biological effectiveness on the basis of the chemical structure or certain groups in it. Certain pre-experience should be necessary, that means knowledge of the importance of certain molecular requirements, then the detection of new and effective complete molecules is a matter of coordination to be performed by smart people or computers. You can also call this method the synthetical or coordinative method.