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The Vetalytix Report

By: Vet-Advantage
December, 2018

Welcome to The Vetalytix Report for the third quarter of 2018. In previous issues, we reported that the first two quarters proved to be challenging for many veterinarians nationwide as revealed by decreases in product consumption across numerous categories.

After a slow start to the year marred by snow and cold in many regions, preventive care volumes appeared to recover in many areas of the country in the second quarter, although several regions continued weaker-than-expected results.

Categories: Trends, Industry Trends, Industry Insights

here to stay

By: Laura Thill
February, 2016

Sixty five years in animal health may seem like a long time to some, but for Charlie Rahner, as long as he continues to enjoy the work, there will be no retirement. 

Categories: Industry Insights, Companion February 2016 Vol 8 Issue 1

Transitions and Changes

By: Kirk A. Augustine
December, 2015

This past calendar year has been full of mergers, acquisitions and what seems like constant upheaval in a traditionally stable industry, animal health. Maybe it is just because big companies are combining or because we’re becoming a self-service culture. Regardless, there is no doubt that 2016 will bring more changes.

Categories: Marketing, Industry Insights

Communicating in a Zero-Attention-Span Age

By: Kirk A. Augustine
October, 2015

Communicating in a Zero-Attention-Span Age

By: Kirk Augustine 

Categories: Marketing, Industry Insights

Panning for Gold in Established Brands

By: Kirk A. Augustine
August, 2015

In the Established Brands roundtable (page 38), I offered a pragmatic and tactical approach that DSRs can consider when working to secure business in their accounts.

Categories: Marketing, Industry Insights

Serving Many Masters

By: Kirk A. Augustine
April, 2015

The articles in this edition of Vet-Advantage will make many of our readers stop and think. The formulas for sales successes from years past are changing rapidly. What is clear is that relationships and proactive thinking about the needs of individual customers will survive most of the changes we are experiencing. DSRs must become skilled at serving the needs of customers, their manufacturer partners and their own company objectives. Below are some thoughts about three of the topics in the articles.

Categories: Marketing, Industry Insights

The World Through the Distributor’s Eyes

By: Kirk A. Augustine
February, 2015

In the Discovery Series, distributors get a chance to ‘grade’ their manufacturers 

Categories: Marketing, Industry Insights

Meeting the Demands of 2015 and Beyond

By: Kirk A. Augustine
February, 2015

Frequent discussions with animal health companies about securing value from distribution often result in the following statements:

Categories: Marketing, Industry Insights, Companion 2015 February Vol: 7 Issue: 1

Looking Back, Looking Ahead

By: Chris Kelly
November, 2013

By all accounts, it feels like we’ve had a good year in the animal health industry. We seem to finally be putting the ‘great recession’ in our rearview mirror. The industry continues to grow, and by some accounts is now in the $60 billion range. Many practices are growing at a solid clip, with the human animal bond as a driver. Trust in the veterinary profession remains high. Animal health distributors are also faring quite well, as are the manufacturers.

Categories: Industry Insights

Discover the Unspoken Needs

By: Kirk A. Augustine
November, 2013

A 2011 report from the DAC Group found that 71 percent of B2B purchase decisions in the United States begin with research conducted on a search engine. Other studies from 2009 to now suggest the following regarding pre-purchase research:

Categories: Industry Insights

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