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October 10th, 2017


FROM THE PUBLISHER

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COMPANION

  • Henry Schein completes acquisition of Merritt Veterinary Supplies
  • Bayer Zelnate Training Winners Announced 
  • Animal welfare organizations, companies help families find missing pets following hurricanes
  • Midmark donates pet containment units to Austin Pets Alive! in the wake of Hurricane Harvey
  • Free resources to focus on feline care available
  • Nutramax announces winners of “Win The General” Sweepstakes
  • HABRI awards grant to research effects of shelter cat adoption in families with autistic children
  • CDC: Dozens sickened with infections linked to puppies sold at Petland

Read Full Companion Stories

LIVESTOCK

  • Hog inventory up 2 percent
  • Antimicrobial stewardship guidelines for bovine practice available from AABP
  • GlobalVetLINK announces new National Sales Manager
  • Costco expands delivery options
  • 2017 AABP Foundation – Zoetis Veterinary Student Scholarship recipients announced
  • “Beef. It’s What’s for Dinner” back in marketing campaign

Read Full Livestock Stories

PRODUCTS TO WATCH

  • Zoetis launches Witness® FFH
  • Nutramax launches Denamarin® Advanced Chewable Tablets

Read Full Product Stories

Sales

Compendium Updates

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FROM THE PUBLISHER

Vet-Advantage Spotlight

Spotlight on the human-animal bond: Must see feline video from thepeteffect.org

Sneak Preview: Positioning for Customer Success - An interview with Patterson’s new president Kevin Pohlman

Before being named President of the Patterson Animal Health Business Unit in July 2017, Kevin Pohlman held various leadership roles with Animal Health International. Recently, Vet-Advantage had the opportunity to ask Pohlman some questions regarding Patterson’s current position in the industry and what distinguishes the organization.

Vet-Advantage: What were your goals for your national sales meeting this year? How do you hope they affect your sales team, your vendor partners and ultimately your customers?

Pohlman: We had a few goals for the meeting: 1) to thank everyone and recognize their hard work, great achievement and success in our fiscal 2017; 2) to create an environment for continued engagement, education and partnership between our manufacturing partners and our field sales, sales management and executive teams, and 3) to reinforce our primary focus – doing what’s best for the customer.
Read the full article at: http://blog.vet-advantage.com/companion/positioning-for-customer-success

Vet-Advantage announces new SoundBytes now available

Vet-Advantage Industry Calendar: October 2017  

Current promotions, conferences, events, important dates and more... Click Here to View.

Featured Resource Update - Dechra

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Quote of the Week

I used to be afraid of failing at something that really mattered to me, but now I'm more afraid of succeeding at things that don't matter.” – Bob Goff

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COMPANION

Henry Schein completes acquisition of Merritt Veterinary Supplies
Henry Schein, Inc., announced today the completion of its acquisition of Merritt Veterinary Supplies, an independent, family-owned supplier of animal health products. "Merritt's outstanding reputation and strong customer focus complements the business, technology, clinical, and supply chain solutions we offer to animal health practitioners," said Stanley M. Bergman, Chairman of the Board and Chief Executive Officer of Henry Schein. "With the addition of Merritt, we advance our strategy to provide veterinarians throughout the eastern U.S. with the products and services needed to operate more efficient practices and deliver high-quality care." Merritt had 2016 sales of approximately $115 million. Henry Schein expects the acquisition to be neutral to its 2017 earnings per share and to be accretive thereafter. With the transaction closed, Merritt joins Henry Schein Animal Health, the U.S. animal health business of Henry Schein, Inc. Financial terms of the transaction were not disclosed. "We are delighted to become part of the Henry Schein family. A recognized leader in the animal health market, Henry Schein Animal Health consistently serves the evolving needs of animal health professionals and delivers the solutions they rely on to improve the performance of their practice so they can improve the health and welfare of animals," said Bobby Mims, former President of Merritt Veterinary Supplies, who will continue as an advisor to help ensure an efficient and seamless transition for customers.

Bayer Zelnate Training Winners Announced
Bayer is pleased to announce the drawing winners of the Zelnate training initiative (part 1 of 2 trainings focused on BRD and treatments for BRD from Bayer so far this year). There were 40 opportunities for distributor sales reps to win: 2 reps won a $250 e-card, 2 reps won a $100 e-card, and 36 reps won a $50 e-card. Congratulations to all the winners! Click here to see the list of winners for the Bayer Zelnate (part 1) training.

Animal welfare organizations, companies help families find missing pets following hurricanes
In an unprecedented move, 17 animal welfare organizations and private companies have come together in a coalition to share database information regarding lost pets from Hurricanes Harvey and Irma to create one centralized, searchable website to find lost pets. Hurricanes Irma and Harvey devastated the lives of people in Houston and Florida, many lost all material possessions. But for many, the biggest tragedy is their beloved family pet is missing. FindMyLostPet.com is a brand agnostic website that will link to all available databases where families can search for their missing pet as well as other pet related resources related to recovery. The growing list of organizations include Adopt-a-Pet.com, Petco, American Animal Hospital Association, Petfinder, PetHarbor.com, and more. For more information or to search for a pet lost from one of these natural disasters, please visit FindMyLostPet.com. 

Midmark donates pet containment units to Austin Pets Alive! in the wake of Hurricane Harvey
Midmark Corp. recently donated 10 pet containment units to Austin Pets Alive! to assist in animal rescue efforts after the devastation left by Hurricane Harvey in Houston, Texas. The focus in Houston by APA! was to aid in the rescue of cats and dogs affected by the hurricane before and after the disastrous flooding. Search and rescue teams, as well as good Samaritans, brought animals to the Austin Pets Alive! rescue/triage command center staged in Katy, Texas. Animals were then examined, scanned for microchips and labeled accordingly (i.e., stray animals, animals previously in a shelter, etc.) then transported to Austin or a temporary shelter in Houston. To date, the organization helped rescued more than 2,500 pets, many in need of medical attention. Midmark was able to donate 10 stainless steel cages (containment units) as well as a cat condo unit from its Carthage, Missouri production facility (formerly VSSI, Inc.). The units recently arrived at the Austin facility and will be used to accommodate cats being medically treated and cared for until they are available for adoption. The cat condo unit will provide spacious storage for food, litter, litter pans and other items.

Free resources to focus on feline care available
Partners for Healthy Pets (PHP), an alliance of 100+ veterinary associations, veterinary colleges, and animal health companies focused on preventive care led by AAHA and the American Veterinary Medical Association (AVMA), is offering a free, downloadable suite of tools to help put the focus on the feline, according to AAHA NEWStat. One of these resources is the hour-long web conference, “Becoming a Cat Friendly Practice,” presented by Elizabeth J. Colleran, DVM. Worth one CE credit, this web conference will help veterinarians: Understand trends and research on owned cats and the veterinary care they receive; Learn techniques to become cat friendly in all areas of medical care; Discern the unique baseline species information regarding behavior, health, and environment; Discover and use the new Cat Friendly Practice Program. For more information, visit http://www.partnersforhealthypets.org/practice_feline.aspx?utm_medium=Blog&utm_source=AAHA&utm_campaign=PHPPartnerComm&utm_content=Feline_Friendly_1017

Nutramax announces winners of “Win The General” Sweepstakes
Nutramax Laboratories Veterinary Sciences, Inc. announced the winners of the “Win The General™” Sweepstakes. For each $4,000 in sales of Dasuquin Advanced products, each Distributor sales representative received one (1) entry into the Sweepstakes. The proud Grand Prize winner, who received a Polaris General™ 1000 EPS all-terrain vehicle, was Jim Gilmour of Henry Schein. In addition, Nutramax awarded 2 second-place prizes, each containing two tickets to the 2017 Preakness Stakes plus $2,000 for travel expenses. The winners were: Joe Cyr - Patterson Veterinary Supply, Inc.; Georgine Mondich - MWI Veterinary Supply Co. Nutramax also sponsored a Distributor Rep Sales Contest, with the Grand Prize awarded to the Distributor Rep with the highest sales from January 1, 2017 through March 31, 2017. This winner, who received two tickets to the 2017 Preakness Stakes® plus $2,000 for travel was Timothy Bell - Patterson Veterinary Supply, Inc.

HABRI awards grant to research effects of shelter cat adoption in families with autistic children
According to a report in Pet Product News, the Human Animal Bond Research Institute (HABRI) has awarded a $52,204 grant to the University of Missouri for a new study, Shelter Cat Adoption in Families of Children with Autism: Impact on Children’s Social Skills and Anxiety as well as Cat Stress. The study will examine the effect of the introduction of a shelter cat on social skills and anxiety in children with autism, and on stress levels for the cats themselves. “Preliminary research demonstrates the effectiveness of companion animal interaction on alleviating social skills deficits and anxiety in children with autism spectrum disorder (ASD),” said Gretchen Carlisle, the study’s principal investigator, Ph.D., College of Veterinary Medicine, University of Missouri. “While many studies have focused on the impact of dogs on children with ASD, this study aims to determine the beneficial impacts of a pet cat on children with autism and their families, as the temperament and the ease of care for cats compared to other animals may increase the likelihood of a positive outcome for the children, the cats and the family as a whole.”

CDC: Dozens sickened with infections linked to puppies sold at Petland
According to CBS News, the Centers for Disease Control and Prevention says that now dozens of people have been sickened with infections linked to puppies sold at Petland pet stores. The outbreak of Campylobacter has affected 55 people in 12 states. Thirteen people have been hospitalized. This is an increase from the 39 cases reported in seven states last month. Campylobacter infections can be spread by contact with dog feces. "If you don't wash your hands afterwards, innocently touching your mouth or touching something that comes in contact with your mouth, you're able to get it," Dr. Brian Lamb, from West Penn Medical Associates, told CBS Pittsburgh.

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LIVESTOCK

Hog inventory up 2 percent
According to USAgNet, as of September 1, there were 73.5 million hogs and pigs on U.S. farms, up 2 percent from September 2016, and up 3 percent from June 1, 2017, according to the USDA's Quarterly Hogs and Pigs report. Of the 73.5 million hogs and pigs, 67.5 million were market hogs, while 6.09 million were kept for breeding. Between June 2017 and August 2017, 33.0 million pigs were weaned on U.S. farms, up 2 percent from the same time period one year earlier. From June 2017 through August 2017, U.S. hog and pig producers weaned an average of 10.65 pigs per litter.

Antimicrobial stewardship guidelines for bovine practice available from AABP
The American Association of Bovine Practitioners (AABP) has created a document, “Key Elements for Implementing Antimicrobial Stewardship Plans in Bovine Veterinary Practices Working with Beef and Dairy Operations”, to provide bovine veterinarians with best practices for designing, implementing, and monitoring antimicrobial stewardship programs with their clients. “These guidelines provide the important elements for working with beef and dairy operations to reduce the need for antimicrobials and to use them appropriately when necessary,” explains veterinary pharmacologist Dr. Virginia Fajt, Texas A&M University, who chaired a special AABP task force to craft these guidelines. The task force included veterinary and pharmacology experts in the feedlot, cow-calf and dairy sectors. “These guidelines include some of the key components from the elements of antimicrobial stewardship in human medicine published by the Centers for Disease Control and Prevention,” she adds. “Additions and modifications were made so the elements are practical and applicable to bovine practice.” The Antimicrobial Stewardship in Bovine Veterinary Practice Guidelines can be found at http://aabp.org/resources/AABP_Guidelines/AntimicrobialStewardship-7.27.17.pdf, and are available to members and the public.

GlobalVetLINK announces new National Sales Manager
GlobalVetLINK (GVL®) announced that Ron Lane has accepted the National Sales Manager position within the company. Ron Lane was born and raised in the Texas Panhandle on one of the oldest and largest ranches in Texas. He attended Texas Tech University and earned an Animal Science degree. After graduation, Lane ranched and trained horses until 1998 when he accepted his first sales position with Boehringer Ingelheim Vetmedica. His territory covered west Texas and he held that position for nearly 10 years. In 2011, Lane moved to Amarillo to become the Business Development Manager for Cargill Animal Nutrition's Beef Enterprise team. He continues to be involved in ranching with his father and shows in the National Reined Cowhorse Association. Lane joined the GlobalVetLINK team in September of 2016 as the Territory Manager for the Western Region.

Costco expands delivery options
According to MEAT+POULTRY, Costco Wholesale Corp. is adding muscle to its online delivery options. During an Oct. 5 conference call to discuss financial results, the retailer highlighted two new online delivery options it is testing. The first is CostcoGrocery, which will feature two-day delivery of non-perishable food products and sundries items. The second program is the same-day delivery of fresh and dry grocery products through the company’s partnership with Instacart. With CostcoGrocery, consumers get free delivery with orders over $75. Orders are fulfilled by Costco and delivered via UPS throughout the continental United States.

2017 AABP Foundation – Zoetis Veterinary Student Scholarship recipients announced
Twelve fourth-year veterinary students from across the country were presented scholarships during the 50th Annual Conference of the American Association of Bovine Practitioners (AABP) in Omaha, Neb. Made possible by the annual AABP Foundation – Zoetis Veterinary Student Scholarship program, each student received a $5,000 scholarship and a travel stipend to the conference. Since 2009, this scholarship program, a joint effort between the AABP Foundation and the Zoetis Commitment to Veterinarians™ initiative, has helped encourage and support careers in large-animal veterinary medicine. 2017 AABP Foundation – Zoetis Veterinary Student Scholarship recipients are: Maxwell Beal, Kansas State University; Ben Bennett, Kansas State University; Sarah Cook, Louisiana State University; Kevin Gavin, Washington State University; Lora Gurley, Michigan State University; Joseph Hammes, University of Minnesota; Cade Luckett, Texas A&M University; Ethan McEnroe, University of California, Davis; Michelle Mitchell, Purdue University; Delaine Quaresma, University of California, Davis; Brian Schnell, University of Wisconsin-Madison; Lauren Thompson, Texas A&M University. 

“Beef. It’s What’s for Dinner” back in marketing campaign
According to the Wall Street Journal, the U.S. beef industry is resurrecting its 25-year-old tagline, “Beef. It’s What’s for Dinner,” in a marketing campaign aimed at millennials that have childhood memories of the slogan and want to know more about their food. The social-media campaign from the National Cattlemen’s Beef Association combines nostalgic elements, such as the tagline and narration that alludes to the “Old MacDonald Had a Farm” nursery rhyme, with a more modern story line about how beef farmers and ranchers are using technology. In the online-only ad, created by WPP -owned agency VML, a rancher uses a drone and an app to keep track of his herd. “Ranch tools sure have changed,” the narrator says, as the camera sweeps across a cattle ranch. The association revived the campaign to appeal to young consumers – especially millennial parents – who want to know the origins of their food, while playing homage to the beef brand, said Alisa Harrison, senior vice president of global marketing and research at the Beef Association.

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PRODUCTS TO WATCH

Zoetis launches Witness® FFH
Zoetis Inc. announced the launch of Witness® FFH, a triple test that detects antigens to feline leukemia virus (FeLV) and feline heartworm, as well as antibodies to feline immunodeficiency virus (FIV). Witness® FFH is a simple, convenient and cost-effective test that delivers accurate results, but requires less preparation time than other tests already available in the market, according to a release. Additionally, Witness FFH requires no refrigeration and is priced comparably to current FeLV-FIV tests on the market with the added benefit of heartworm testing.

Nutramax launches Denamarin® Advanced Chewable Tablets
Nutramax Laboratories Veterinary Sciences, Inc. introduced Denamarin® Advanced Chewable Tablets for dogs, according to a release. Denamarin® Advanced Chewable Tablets are the latest innovation for our Denamarin® liver health line, the #1 veterinarian recommended liver health support brand. Denamarin Advanced contains a special blend of ingredients, which have been shown to be hepatoprotective by helping inhibit the inflammatory pathway and supporting oxidative balance. The new NMXSS75A SAMe salt in Denamarin® Advanced provides greater absorption compared to original Denamarin salt. With the improved bioavailability, administration is at a lower mg/kg, which translates into smaller, fewer tablets, and a lower cost at most weights. 

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SALES

Pat Malone’s sales tip of the week

Change - "However good or bad your current situation is, remember it will eventually change."

Patrick Malone is a Business Advisor and Leadership Mentor and can be reached at 706 835 1308 or [email protected]

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