competing in the u.s. companion animal veterinary market · eric m. alsup, dvm country manager 1....
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Competing in the U.S. Companion Animal Veterinary Market
Eric M. Alsup, DVMCountry Manager
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The Business Environment
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Manufacturer Consolidation
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Manufacturer Consolidation
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Distributor Consolidation – and Innovation
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Veterinary Practice Consolidation
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Veterinary Practice Consolidation
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Vetoquinol USA . . . A brief history
l Vetoquinol typically enters new markets through acquisition or joint venture.à Vetoquinol set its footprint in the U.S. through the acquisition of:
» The Pet Products business of IGI, Inc. in 2002, and» Vet Solutions, L.P. in 2006» We expanded into the Large Animal segment through the acquisition of Bioniche Animal Health, Inc.
in 2014
à Our Companion Animal Veterinary business, based on the acquisition of IGI Pet Products and Vet Solutions, is less pharmaceutical-based than other Vetoquinol affiliates.
à Our growth strategy for the U.S. is based on bringing more registered products to U.S. veterinarians.
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Vetoquinol USA – Elements of Competing in the CA Sector
• Develop a US-Based drug-development team• Bring Vetoquinol global Essentials to the US• Develop our People – Great Place to Work• Create value for Veterinarians• Make sure our products are available where the Pet Parent
is looking for them• Improve business efficiency – Business Excellence Program• Take more control over demand-generation through
expanding sales and marketing teams
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Accelerate registration in the USA
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US Drug Development
(Texas)
Global Drug Development
(France)
RegulatoryAgencies
ContractResearch /
ManufacturingOrganizations
› Develop our Vetoquinol products and brands in the USA
› Set up global developments
› Manage local portfolio
› Empower a local R&D hub with all deemed expertise
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Operations doubled in size in the past 5 years in the USA
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Companion Animals Food-producing Animals
Number of vet reps
2012 2013 2014 2015 2016 2017
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USA, already the 1st worldwide revenues market for the Vetoquinol Group
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80% Companion Animals
20% Food-producing Animals
> 15% of 2016 Group sales2-digit growth
150 USA staff > 2/3 in sales and marketing
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2013 2016
12%
30%
Increased penetration of our Essentials products in the USA
x2,5 in 3 years
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Segmentation and targeting
Sales Excellence
Key Account Management
Customer relationship management
Principles of Business Excellence In Motion
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Increase business efficiency
Develop talents
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Vetoquinol USA – Elements of Competing in the CA Sector
• Develop a US-Based drug-development team• Bring Vetoquinol global Essentials to the US• Develop our People – Great Place to Work• Create value for Veterinarians• Make sure our products are available where the Pet Parent
is looking for them• Improve business efficiency – Business Excellence Program• Take more control over demand-generation through
expanding sales and marketing teams
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Adaptation
In the long history of humankind (and animal kind, too) those who learned to collaborate and improvise most effectively have prevailed. It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change. - Charles Darwin