The Experts in Animal Health

Brakke Consulting’s
Animal Health News & Notes for May 24, 2019
Copyright © Brakke Consulting

Editor: Lynn Fondon DVM MBA

Brakke Consulting news
Market research reports

earnings news
Kane Biotech
Panion Animal Health

other news
Beijing Capital Agribusiness Co. Ltd
Boehringer Ingelheim
Enso Discoveries
Gour Medical
Indical Bioscience
Instinct Science


Brakke Consulting is an industry leader in timely market research on topics of high interest to stakeholders in the animal health, pet and veterinary markets. Reports published in the past two years include:

• Pain Management Products for Dogs and Cats (May 2019)
• Field Sales and Veterinary Teams (January 2019)
• US Flea Control and Heartworm Markets (December 2018)
• Manufacturer Sales Force Effectiveness Study (December 2018)
• The Companion Animal Veterinary Telehealth Landscape (October 2018)
• Veterinary Practice Home Delivery (May 2018)
• Veterinary Technical Services Study (March 2018)
• Equine Mega Study IV (January 2018)
• Distributor Effectiveness Study (December 2017)
• Cancer in Dogs and Cats (October 2017)
• New Strategies for Health & Performance in US Livestock & Poultry Production (Jan 2017)

Prices for reports vary. For more information about these or other reports, visit our website at or contact us at


• Kane Biotech Inc. announced its first quarter 2019 financial results. Revenues were $621,256 compared to $109,978 for the quarter ended March 31, 2018. was ($657,393), an improvement of 25% compared to ($873,028) for the quarter ended March 31, 2018. Net loss for the quarter was ($657,393), an improvement of 25% compared to ($873,028) for the quarter ended March 31, 2018. (company press release)

• Panion Animal Health reported results for the first quarter of 2019. The clinical stage firm has yet to record any revenues. Net loss totaled SEK (1.63) million ($169,322), compared to a loss of SEK (0.737 million in Q1 2018. As of March 31, 2019, Panion had total financial assets of SEK 8.654 million, compared to SEK 6.723 million at the same point in 2018. (Animal Pharm)


• Boehringer Ingelheim Animal Health announced it has partnered with the Veterinary Oncology Advisory Board (VOAB) in an effort to develop oncology therapies for and new standards of care for pets. (Animal Pharm)

• Bayer Animal Health and Nutreco announced that they have signed a global research and development collaboration agreement to drive the development of novel technologies and applications for the animal health and animal nutrition industries. The first joint project will focus on advancing innovative solutions for gastrointestinal health in dairy and beef cattle. (Feedstuffs)

• Covetrus announced that it has completed the real-time integration of its cloud-based veterinary practice information management system, eVetPractice, with its prescription management technology. eVetPractice joins Covetrus’ other leading practice information management systems AVImark and ImproMed in offering real-time, bi-directional integration with its cloud-based prescription management technology. (AP)

• PetIQ, Inc. announced the grand opening of its first VetIQ veterinary wellness center at a Meijer Supercenter in Fremont, Michigan. Meijer operates more than 245 supercenters throughout Michigan, Ohio, Indiana, Illinois, Kentucky and Wisconsin. (company press release)

• Biomeme, Inc. and Indical Bioscience announced that they have entered into an exclusive global licensing and research agreement in a joint effort to improve animal health globally. Indical, formerly QIAGEN’s veterinary diagnostic business, will immediately adapt Biomeme’s molecular point-of-need testing technology for its veterinary and animal protein production customers. (Prweb)

• Enso Discoveries announced the launch of the Rebound PDF kit, a platelet-rich fibrin (PRF) kit for use in healing acute or chronic wounds in companion animals and horses. The Rebound PDF kit concentrates platelets from a patients’ blood to produce a fibrin matrix that has been shown to efficiently direct stem cell migration and thus aid the healing process, according to the company. The entire process can be done in under 30 minutes. (Todays Veterinary Business)

• Instinct Science, a new veterinary software company from the group behind the Plumb’s Veterinary Drugs app, announced the release of the first veterinary patient safety warning system in their flagship Instinct Treatment Plan platform. Instinct operates as the patient nerve center in nearly 100 specialty, emergency, teaching, and general practices throughout North America and Europe. (company press release)

• CHINA Genus plc announced a strategic collaboration with Beijing Capital Agribusiness Co. Ltd, a leading Chinese animal protein genetics business, to research, develop, register and market elite pigs in China that are resistant to porcine reproductive and respiratory syndrome virus. (Feedstuffs)

• EU Gour Medical announced the launch of Weedly, its new commercial brand of cannabidiol (CBD) products for pets. The brand includes a selection of oils and balms in a varied range of concentrations, which aim to tackle and pacify a variety of pet health issues. (Animal Pharm)


• US – CANINE DISTEMPER Researchers at the University of New Hampshire have discovered a new strain of canine distemper virus in wild animals. The novel strain has been identified in several species of wildlife over one year in New Hampshire and Vermont, including three fishers, two gray foxes, one skunk, one raccoon and one mink. The new subgroup of virus has not yet been reported in a domesticated dog. According to pathologists at UNH, this strain is significantly distinct from the vaccine strains. (Animal Pharm)

• US – FELINE DIABETES The American Association of Feline Practitioners (AAFP) announced the release of a Diabetes Educational Toolkit for veterinary professionals at (association press release)

• US – CWD The USDA’s Animal & Plant Health Inspection Service (APHIS) has finalized the chronic wasting disease (CWD) herd certification program standards that were originally published on March 29, 2018, for stakeholder feedback. APHIS made revisions to the standards based on input from internal and external stakeholders. The final revised program standards are in effect and can be found at (Feedstuffs)

• US – EHD University of Florida scientists are working with deer farmers to test a new vaccine that could help prevent epizootic hemorrhagic disease (EHD), the number-one cause of herd loss on deer farms. An unnamed independent manufacturer developed the vaccine and partnered with the University’s Cervidae Health Research Initiative (CHeRI) to test it; the vaccine is free to Florida deer farmers. (Feedstuffs)

• US – VETERINARY SCHOOL The Texas legislature’s conference committee has voted to approve a general appropriations bill which includes $14 million in operational funding for a veterinary school at Texas Tech University. $4 million was already allocated during the previous legislative session, bringing the total now to more than $17 million. The full budget will go to the House and Senate to concur on the changes to the budget before it heads to Gov. Greg Abbott’s desk for his signature. (


Last week I made a few observations about Net Promoter Score (NPS) and how I believe that the animal health industry has a way to go to use the score as a measure of financial success. Two of the examples referred to were an airline company (Delta) and an insurance company (UnitedHealth), which coming from the animal health and veterinary industry, these seem like big, impersonal companies that would have low NPS numbers. But compared to some companies in our studies, they have quite high scores.

From our data, the likelihood of veterinarians to recommend a company to another veterinarian (the basis for the NPS score) is driven first by company-level attributes – there are several of these at the top of the list – and then by sales rep attributes. The measure with the highest correlation to “Likelihood to Recommend to Another Veterinarian” was “Ease of Doing Business with the Company”, obvious upon a bit of reflection. A company could have great products and great sales representatives, but if the company is hard to do business with, even a fantastic sales rep will have a hard time overcoming this challenge.

In the study I referred to last week – Brakke’s biannual Sales Force Effectiveness Study – we asked respondents who rated the company a 3 or below to tell us why they rated the company so low. These are the real “detractors” in the NPS definition. Some of the verbatims from these detractors were devastating about the salespeople that called on these veterinarians in the survey. High prices were a less common reason veterinarians rated the company low, but I was struck by the comments about the sales reps. When our industry is being disrupted by challengers outside our traditional industry, we can’t afford to be difficult to do business with; recommendations from one veterinarian to another are vital. To successfully compete in the future, companies in our industry will have both talented people and will be convenient to do business with.

Bob Jones

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