Vet-Advantage Magazine Blog

Vet-Advantage Blog

How to Close the Gap in Presenting Equipment to Veterinary Practices

By: Pam Foster
August, 2017
5 Easy Steps to Capturing More Equipment Business

Recently we posted an article about the AVDA (American Veterinary Distributors) survey showing that practice decision makers strongly prefer buying products from Distribution Sales Reps (DSRs) versus directly from manufacturers.  

In the Equipment category, distributors didn’t score quite as well as in other categories, suggesting there is work to be done. Looks like there’s a gap there - one we’d like to help you close!

Categories: equipment, DSR Facing Blog

The CIV News DSRs Should be Discussing with Veterinary Practices Now

By: Pam Foster
July, 2017

Canine Influenza Virus (CIV) — in particular, the H3N2 strain that made national news during the 2015 Chicago outbreak — is making big news again. The AVMA reported that, “In May 2017, canine H3N2 influenza was diagnosed in dogs in Florida, Georgia, North Carolina, South Carolina, Texas, Kentucky, Tennessee, Missouri, Louisiana, and Illinois.”

As of June 30, 2017, CIV had infected, “More than 82 dogs in Florida, killing at least four of them, and had temporarily closed both a leading Orlando shelter and an unidentified boarding facility,” according to an Orlando Sentinel news report.

Categories: CIV, DSR Facing Blog

15 Big Ideas Veterinary DSRs Can Recommend to Boost Feline Care Visits

By: Pam Foster
July, 2017

15 Big Ideas Veterinary DSRs Can Recommend to Boost Feline Care Visits 

Back in 2012, the “Bayer Veterinary Care Usage Study III – Feline Findings” revealed some major gaps in practice efforts to increase feline visits.

When surveyed practices were asked, “[Have you] implemented changes in the last 2 years to reduce stress for cats?”… 24% said, “No, but we intend to,” and 35% said, “No we do not intend to.” That’s a total of 59% who hadn’t implemented changes to reduce stress — a major barrier to visits.

In addition, when asked, “Has [the] staff been trained to make cat visit less stressful?”… 31% of the survey participants said No.

Categories: Feline Health, DSR Facing Blog

Veterinary Practices Prefer DSRs Everywhere But In These 3 Categories

By: Pam Foster
July, 2017

AVDA Survey Reinforces Distribution’s Value… And Provides a Road Map to Meeting Customer Expectations

You may have heard about the recent survey conducted by the Wedewer on behalf of the American Veterinary Distributors Association (AVDA), where they found that practice decision makers prefer Distribution Sales Reps (DSRs) over manufacturers, as indicated by these significant ratings: 

  • 7 out of 10 practice decision makers prefer to order from distributors, having them handle the entire transaction, including billing and shipping.
  • 3 out of 4 four purchasing decision makers (76%) say veterinary product distributors are better than manufacturers… with the main reason being that ordering from distributors “makes their lives easier” — with 62% citing “ease of ordering” among their top three reasons for choosing distributors.
  • 81% of decision makers are satisfied with ordering from distributors, while only 33% are as happy ordering directly from manufacturers. Decision makers indicated that they, “Were more likely to meet with distributors sales representatives because they understand the unique goals and needs of the practice and they like the salesperson.” 

Categories: Distribution, AVDA

5 Ways DSRs Can Help Veterinary Clinics Prepare for Top Visit Reasons

By: Pam Foster
June, 2017

In April 2017, the pet insurance company PetPlan published an article listing the most expensive pet injuries/ailments by month of the year, based on insurance claims. Let’s take a look at this intriguing and somewhat surprising list of the top pet-care reasons (expense-wise) each month: 

Categories: Rep to Vet Communication

The DSR Role in Advancing Veterinary Dermatology Treatments

By: Pam Foster
May, 2017

Just in case nobody has told you this lately… as a Distribution Sales Representative (DSR), you rock. 

Categories: Dermatology

New CAPC Site Supports DSRs and Practices as Parasitic Diseases Expand

By: Pam Foster
May, 2017

Earlier this year, the Companion Animal Parasite Council (CAPC) forecast high heartworm disease levels in 2017 for most of the country, especially in the Western United States, as reported on the Pets and Parasites website. CAPC also predicted that heartworm disease “will continue to increase even farther beyond its endemic range in 2017.” 

Categories: CAPC

Millennials and Veterinary Oral Care Decisions: What DSRs Need to Know

By: Pam Foster
April, 2017

When you visit the veterinary practices in your region, do you talk with them about millennials — the age group between 18 and 34?

Categories: Oral Care, Dental, Millennials

How to Be the DSR That’s a Veterinary Agent of Change

By: Pam Foster
March, 2017

Mobile apps. Wearable trackers. Cloud-based practice management systems. New prevention delivery systems.

Categories: Technology, Innovation

DSRs Take Note: The NAVC Conference Becomes VMX Starting in 2018

By: Pam Foster
March, 2017

We realize that most veterinary DSRs (distribution sales reps) do not attend the NAVC Conference each year. Instead, while the conference is happening, you and many of your colleagues are out around the country — in your sales territories — working with practice teams to help them discover new solutions, replenish their supplies, and run the business side of their clinics. 

Therefore, it’s quite possible that you missed the big news last month when NAVC Chief Executive Officer Tom Bohn announced that the NAVC Conference is becoming VMX (Veterinary Meeting & Expo) starting in 2018.

In a live announcement and press release issued during the NAVC Conference 2017, Tom explained, “The new VMX brand identity was created to better represent what the conference has evolved into as well as allow for future growth. We felt it was time to allow both the NAVC and the conference to have their own, yet connected identities. We are excited about all of the opportunities that this name change will provide us for future conferences, ensuring that we continue to evolve our offerings to the industry's needs.”

Danna Miller from the NAVC told us, “The meeting portion of the new VMX name encompasses all of the world-class educational offerings that the event offers, while the expo illustrates the exhibit, sponsorship and partnership components.” 

Categories: Conferences and Trade Shows, NAVC, VMX


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