The Experts in Animal Health

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Brakke Consulting’s
Animal Health News & Notes for April 19, 2013
Copyright © Brakke Consulting, Inc.
Editor: Lynn Fondon DVM MBA
Brakke Consulting news
Pain Management Products report
Sales force training
earnings news
other news
AgriLabs (VaxLiant)
AgriLabs (StressMate)
Benchmark Biolabs
Life Technologies
Lorus Therapeutics
Thermo Fisher Scientific
Pain management is one of the leading topics in veterinary medicine today.  Brakke Consulting’s annual report on Pain Management Products for Dogs and Cats includes such valuable information as:
  – overview of acute and chronic pain in small animals
  – review of new products, including Onsior, Loxicom, and OroCAM
  – estimates of US sales and prices of leading products
  – pain management products in development
  – review of nutritional supplements used for chronic pain
  – review of therapeutic diets for joint care
  – 2013 survey of 200 small animal veterinarians regarding use of pain management products
Pain Management Products for Dogs and Cats 2012 is available for a purchase price of $5,500.  For more information, contact Lynn Fondon, DVM, MBA at 972-243-4033, or email
> Virbac S.A. reported results for the first quarter of 2013. Consolidated sales in the first quarter amounted to EUR 183 million ($239 million), a 4% growth compared to the same period of last year and 6% excluding the unfavorable impact of exchange rates. (company website)
> Vétoquinol announced results for the first quarter of 2013. The Vétoquinol Group posted sales of EUR 75.5 million ($99 million), down 2% compared to the same period last year and down 1% at constant exchange rates. (company website)
> Nestle S.A. announced results for the first quarter of 2013.  Pet Care sales were CHF 2.75 billion ($2.95 billion), an increase of 8% compared to the first quarter of the prior year (4% real internal growth). (company press release)
> Zoetis announced the launch of newly-enhanced version of the Witness HW Heartworm Antigen Test kit for dogs and cats. Enhancements to the biologics, including test antibodies, improvements to the buffer and sample pad and improve the signal strength at the control line for better confidence in the results, translates to improved test sensitivity. (company press release) 
> Novartis Animal Health announced that production at its Lincoln, Nebraska, facility has resumed and Sentinel Flavor Tabs are once again available to veterinarians and pet owners. Deramaxx is being produced at a contract facility and is also back in full supply. The company says it will not reintroduce Interceptor at all. (DVM360)
> Lorus Therapeutics Inc. announced that it has entered into a research and license option agreement with Elanco to investigate some of Lorus’ compounds for veterinary medicine. Lorus is a biopharmaceutical company focused on the discovery, research and development of novel therapeutics in cancer. (company website)
> The US District Court has suspended the approval of Norbrook’s Enroflox 100 cattle and swine antimicrobial. The court has directed the FDA to notify all interested parties of this suspension until the matter is resolved. The suspension follows Bayer’s decision to take the FDA to court over the Administration’s approval of the product, contending that approval of Enroflox 100, a generic version of Bayer’s Baytril 100, was unlawful as the product could be used off-label. (Animal Pharm)
> FidoPharm, a subsidiary of Velcera, has released PetArmorPro Advanced, a topical parasite control product for dogs containing fipronil and permethrin. The parasiticide will be sold over the counter at Walmart. (DVM360)
> Parnell announced that it has established its North American headquarters in Overland Park, Kansas. The Australian company received a $400,000 grant from the Kansas Bioscience Authority to help relocate to the region’s Animal Health Corridor. (Kansas City Business Journal)
> AgriLabs announced the launch of StressMate colostrum product for calves. (Feedstuffs)
> Benchmark Biolabs and AgriLabs announced the formation of VaxLiant, a joint venture designed to modernize how vaccines deliver antigens to prevent disease. VaxLiant offers a portfolio of ready-to-use and customizable adjuvants, and technical and marketing expertise, to help streamline the vaccine-development process. (company press release)
> BASF announced the launch of Novasil Plus feed additive. Novasil Plus contains high-purity calcium bentonite clay and can be used to prevent caking or bind aflatoxins. (Feedstuffs)
> Thermo Fisher Scientific announced a definitive agreement to acquire Life Technologies for $13.6 billion. Thermo develops products for veterinary and dairy testing; Life technologies offers a more rounded animal health diagnostics portfolio. (Animal Pharm)
> US – BIODEFENSE FACILITY  President Barack Obama committed $714 million in funding to the National Bio and Agro-Defense Facility in Manhattan, Kansas in his proposed fiscal 2014 budget. The Department of Homeland Security already has invested $200 million in the project, and the state has committed $105 million in matching money and $35 million of research funding to the facility. Obama is requesting that Kansas invest an additional $202 million in matching state money to further finance the project. (Kansas City Business Journal)
> UK – SCHMALLENBERG VIRUS  Researchers at University of Leeds have identified a protein that forms a protective ring around the RNA of Schmallenberg virus, and they think it could be a target for antiviral compounds. Schmallenberg has spread from Germany through some 5,000 farms across Europe in less than two years with no signs of stopping. Researchers are working on developing molecules that would block formation of the protective protein. (AVMA SmartBrief – SciencyDaily)

Is your sales organization ready to meet the demands of the changing animal health environment? Today’s top sales representatives must not only understand the current veterinary practice environment but have situation fluency and be prepared to offer customized solutions for the entire practice. Product-centric selling is no longer effective!

A Brakke custom-designed sales training program will provide your sales organization the knowledge, skills and abilities needed to establish credibility and deliver customized solutions based on the needs and goals of today’s veterinary practice.

For more information about our sales training programs contact Susan Warren at 913.631.2666 or .

Mother Nature for some reason wants to hold onto wintry conditions in various parts of the US. On Wednesday in Dallas it was 88 degrees and Thursday morning it was 38 degrees. The weather for the past few weeks does not make for a good insect season and increases the stress on food animals. Hopefully summer will be here one of these days and then we’ll wish it was cold!!
A couple of the companies reporting their first quarter 2013 numbers reflect some of the softness in the marketplace. Once we’re able to obtain additional firms’ results for the quarter we’ll have a better feel as to whether or not this is a trend for the industry or just a few companies.

I noted in our new Sales Force Size report that the total number of sales reps in companion animal in the top 25 companies is only up 3% in 2013 over 2012; food animal and distribution was flat. The increase in total sales force numbers year-over-year is less than it’s been in the past. It appears that sales force numbers could be one of management’s efforts to approach 2013 cautiously. We would not expect much change in these numbers during the year.
This past Monday, April 15th, Brakke Consulting celebrated its 27th year in the business of serving the animal health, pet and veterinary markets. Thanks to all of our clients, friends and consultants for all of your support these past 27 years. Time flies when you’re having fun.

Have a great weekend!
Ron Brakke
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Dallas, TX  75234    USA

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