Page 14 - PAS UNLOCKED

Growth beyond the core: Veterinary in CIS countries
Veterinary – what is it?
Animals
PA background in vet industry
Products:
· Open Collection
· Low cost Vacuum Systems
Barriers:
· PA standarts are missing
· Absence of conditions for correct sample preparation at the «field» condition
Opportunity:
· Market potential (~25 M USD)
· Filed is not focus area of key competitors · Simplified regulatory requirements
· Sample quality directly affects the financial indicators (purchases of meat)
Pets:
Home pets and Sports, hobby, entertainment · Test on Dieses ad-hoc
Cattle:
Food and dairy industry
Milk production
· Quality of food
· Regular checks of food
Meat production
· Quality of food
· Regular lab test scrining of animals
Out of focus
Big: cows, horses, buffaloes
Focus area
Small: pigs, sheep
Phlebotomists pains
Lab Pains
Strategy and Tactics
Successful steps done
bd.com
© 2018 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
Why BD for veterinary
Phlebotomist:
· HCWS
· Easier one-hand manipulations vs syringe usage
· Easy skin penetration from the first stick with BD Vacutainer®
Needles
· Educational materials to increase knowledge about correct
phlebotomy practises and PA phase
Lab
· Analytes stability during long transportation
· Increase lab efficiency – minimization of high peak load · Decrease #of identification errors
Barricor
· Saving on the disposal of smaller tubes due to a higher sample outcomes (Barricor vs SST 8.5 ml)
· Improving TAT (vs Serum tubes) · Better quality sample
Future Outlook
1. Continue market shaping activities including best
phlebotomy practice and safety in veterinary
2. Promotion via education services
3. Nurture partnerships with local ministry of agriculture and
agriculture institutes
Results FY18
· Veterinary sales growth +30 % vs FY17
Opportunities
·1MUSDinFY19
· Actively moving patient
· High risk of NSI and blood-borne infectious diseases
· Lack of awareness about correct PA practices
· High penetration force required to puncture animal skin
· Broken or bent needles during venipuncture due to thick animal skin
· Low sample quality and high # of PA errors due to long transportation and poor PA practices
· Financial losses due to high % of false negatives results · High peak load of non-centrifuged samples
Strategy:
1. Open 2 Close in Food and Dairy industry
2. SG in Food and Dairy industry via cost of PA errors
1. GTM change : separate distributor channel 2. CIS Vet market Atlas creation
3. Evidence generation by MA team:
a) Barricor evaluation for usage in veterinary on infectious diseases testing
b) Eclipse 21 G for animal blood collections procedures
4. Value proposition for Ministry of Agriculture – «Why BD for PA in veterinary»
5. Veterinary educational video
6. Educational materials «Best phlebotomy practise in Veterinary»