Customer-Centric Collaboration

By Vet-Advantage
February, 2017

Zoetis poised to sell more products through distribution in 2017

A little over a year after its decision to sell several of its companion animal products through select distributors, Zoetis has added more products to distribution.Zoetis poised to sell more products through distribution in 2017

“Frankly, we’re very pleased with how it is going,” says Steven Leder, Senior Vice President, Companion Animal and U.S. Distribution. “We’ve received a lot of very good feedback from our customers and from our distribution partners. The collaboration with our partners has been very positive. We’re helping to make it easier for our customers to do business with Zoetis.”

As a result, effective January 1, 2017, Zoetis added distribution access to its key Parasiticides products – SIMPARICA® (sarolaner), REVOLUTION® (selamectin) and ProHeart 6® (moxidectin) – which continues to provide customers with more choices in purchase location. These products join the list of current Zoetis small animal products available through distribution. APOQUEL® (oclacitinib tablet), CYTOPOINT™, PALLADIA® (toceranib phosphate), CERENIA® (maropitant citrate) and SILEO® (dexmedetomidine oromucosal gel) will continue to be available only directly from Zoetis.

 

Starting January 1, 2017, the following now have access to the expanded line:

  • Henry Schein Animal Health
  • Midwest Veterinary Supply, Inc.
  • Patterson
  • Hawaii Mega-Cor
  • MWI Animal Health
  • VetSource
  • Vets First Choice 

Leder says the move will provide customers with more options in regard to how they access Zoetis products, “which is something that as a customer-obsessed culture we’ve been closely attuned to,” he says. “It’s also because of a larger understanding of the evolving competitive dynamics of the parasiticide therapeutic area.”

 

Positive results and outlook

Leder says Zoetis is continually evaluating how the market is evolving, what’s going on at a competitive level, and what makes the most sense for Zoetis and its veterinary customers. The distribution strategy has been an example of being “customer obsessed,” a core belief of the company.

Leder says Zoetis has added resources to support its distribution partners. The company has also increased its focus on this channel internally. The benefits of the collaboration have been evident at the local level. “There are strong relationships between Zoetis and the distribution sales reps collaborating with the customer in mind. That’s when both companies can see the strongest growth,” he says.

The Zoetis sales team views the collaboration with distributors as a positive for their customers, Leder says. “As our distribution network helps make it easier for our customers to do business with Zoetis, our field sales team has had a long, positive history of working with distribution on our key products, such as RIMADYL® and CLAVAMOX®,” he says. “In 2016 we saw the sales partnership on the field level expanding and strengthening with the addition of Zoetis vaccines and other key products, primarily CONVENIA®. We certainly expect this to continue to strengthen with the recent addition of parasiticide products.”

Topics: Distribution, Companion February 2017

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