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Her presentation was very impressive, and there were a lot of takeaways to think about. One that resonated with me especially was in a crisis in the pilot\u2019s seat, she talked about \u201c\u2026just flying the plane\u2026\u201d which was a message around in times of stress and anxiety- focusing on the most basic important operation you can do, and are trained to do. While there is a lot to unpack personally around this concept, I believe that applying that in our industry, it means with all the noise of channel management, digital, consolidation and so on, it still comes down to the relationship between a veterinarian and a company, and more specifically the salesperson managing that relationship to its best outcome. Our research at Brakke on sales force effectiveness demonstrates that \u2018trust\u2019 is the most important aspect when choosing a supplier. 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Her presentation was very impressive, and there were a lot of takeaways to think about. One that resonated with me especially was in a crisis in the pilot\u2019s seat, she talked about \u201c\u2026just flying the plane\u2026\u201d which was a message around in times of stress and anxiety- focusing on the most basic important operation you can do, and are trained to do. While there is a lot to unpack personally around this concept, I believe that applying that in our industry, it means with all the noise of channel management, digital, consolidation and so on, it still comes down to the relationship between a veterinarian and a company, and more specifically the salesperson managing that relationship to its best outcome. Our research at Brakke on sales force effectiveness demonstrates that \u2018trust\u2019 is the most important aspect when choosing a supplier. In my view, \u2018just fly the plane\u201d means just manage the basic relationship with veterinarians in a good way, and good things will happen. Paul Casady, Senior Consultant","og_url":"https:\/\/brakkeconsulting.com\/ja\/36935-2\/","og_site_name":"Brakke Consulting Website","article_published_time":"2026-07-31T14:45:27+00:00","article_modified_time":"2026-07-31T14:45:45+00:00","author":"Amanda McDavid","twitter_card":"summary_large_image","twitter_misc":{"\u57f7\u7b46\u8005":"Amanda McDavid","\u63a8\u5b9a\u8aad\u307f\u53d6\u308a\u6642\u9593":"1\u5206"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/brakkeconsulting.com\/36935-2\/#article","isPartOf":{"@id":"https:\/\/brakkeconsulting.com\/36935-2\/"},"author":{"name":"Amanda McDavid","@id":"https:\/\/brakkeconsulting.com\/ja\/#\/schema\/person\/cbd3330707aa1f20925a2f9d78722615"},"headline":"Brakke Viewpoint July 31, 2026","datePublished":"2026-07-31T14:45:27+00:00","dateModified":"2026-07-31T14:45:45+00:00","mainEntityOfPage":{"@id":"https:\/\/brakkeconsulting.com\/36935-2\/"},"wordCount":199,"articleSection":["Viewpoints"],"inLanguage":"ja"},{"@type":"WebPage","@id":"https:\/\/brakkeconsulting.com\/36935-2\/","url":"https:\/\/brakkeconsulting.com\/36935-2\/","name":"Brakke Consulting\u304b\u3089\u306e\u30cb\u30e5\u30fc\u30b9","isPartOf":{"@id":"https:\/\/brakkeconsulting.com\/ja\/#website"},"datePublished":"2026-07-31T14:45:27+00:00","dateModified":"2026-07-31T14:45:45+00:00","author":{"@id":"https:\/\/brakkeconsulting.com\/ja\/#\/schema\/person\/cbd3330707aa1f20925a2f9d78722615"},"breadcrumb":{"@id":"https:\/\/brakkeconsulting.com\/36935-2\/#breadcrumb"},"inLanguage":"ja","potentialAction":[{"@type":"ReadAction","target":["https:\/\/brakkeconsulting.com\/36935-2\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/brakkeconsulting.com\/36935-2\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/brakkeconsulting.com\/"},{"@type":"ListItem","position":2,"name":"Brakke Viewpoint July 31, 2026"}]},{"@type":"WebSite","@id":"https:\/\/brakkeconsulting.com\/ja\/#website","url":"https:\/\/brakkeconsulting.com\/ja\/","name":"Brakke Consulting\u306e\u30a6\u30a7\u30d6\u30b5\u30a4\u30c8","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/brakkeconsulting.com\/ja\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"ja"},{"@type":"Person","@id":"https:\/\/brakkeconsulting.com\/ja\/#\/schema\/person\/cbd3330707aa1f20925a2f9d78722615","name":"\u30a2\u30de\u30f3\u30c0\u30fb\u30de\u30af\u30c7\u30a4\u30d3\u30c3\u30c9","url":"https:\/\/brakkeconsulting.com\/ja\/author\/amanda\/"}]}},"_links":{"self":[{"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/posts\/36935","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/comments?post=36935"}],"version-history":[{"count":2,"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/posts\/36935\/revisions"}],"predecessor-version":[{"id":36937,"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/posts\/36935\/revisions\/36937"}],"wp:attachment":[{"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/media?parent=36935"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/categories?post=36935"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/brakkeconsulting.com\/ja\/wp-json\/wp\/v2\/tags?post=36935"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}