AUV, the Dutch Codivet and How to create a solid future for the veterinary practitioner? Rens van Dobbenburgh AUV (Henry Schein) Schein) Visit to Codivet, Codivet, Lisbon 18th November 2012 2006 2012 Rens van Dobbenburgh 1990-2003 1996-2002 1999-2002 200420042007-2010 2011- Practitioner President Dutch Association Large Animal Practitioners Member Board Royal Dutch Veterinary Association UEVP/FVE Delegate/UEVP Board Member Veterinary Director / CEO AUV Coop. AUV Group Member Advisory Board Cooperative Amalthea (Dairy) President Cooperative Brameco – Zon (Feedmill) The Netherlands 6 AUV AUV Dierenartsencoöperatie U.A. Cuijk AUV Advies en Coöperatiezaken AUV Holding BV Cuijk Business Unit Pharma Business Unit wholesale Eurovet Animal Health BV Bladel Eurovet Belgium Albrecht GmbH Aulendorf Germany Eurovet UK Ltd Cambridge Scanimal Health Denemarken Wholsale Netherland Other activities Wholesale Belgium AUV Groothandel BV incl. Instruvet AUV Belgium Holding NV incl. Instruvet Cuijk Beringen-Paal Veterfina BV (Petplan) AUV Belgium CVBA De Rijp Beringen-Paal Avetco EEIG Cuijk [email protected] The Netherlands • Market leader (± 40% market share) • One Stop shop (Pharma, Instruments, Disposables and Petfoods) • Complete national coverage • Deliveries within 24 hours • Web Based ordering system (80% orderlines) • SAP Veterinary Services locations General Function Site Cuijk, the Netherlands 26,251 m2 land: • 3,275 m2 offices • 9,434 m2 warehouses General management Wholesale Netherlands General management Holding Warehouse Dutch distribution operations • • • • 24 hour delivery Exclusive transporter Paperless order-picking SAP Logistic processes Process steps Storage and picking - pharma Dangerous goods Sortation Scanner • Receiving and checking • Storage and picking: - Bulk (including petfoods) - Cold storage - Single/small item - Dangerous goods - Opiates • Sortation • Shipping • Returned goods Capacity • Storage capacity may be extended with approximately 50% on site • Output capacity may be increased with approximately 100% Belgium • Market leader (± 32% market share) • One stop shop (Pharma, Instruments, disposables and Petfoods) • Regional coverage (East Flanders / Wallonia) • Same day deliveries • New warehousing facilities • Web based ordering system (55% orderlines) Val d’Hony Verdifarm (Belgium) Market dynamics Netherlands the Netherlands Wholesale Pharmaceutical companies Wholesale 55% 45% Competition pharma • AUV market share: 40% • AUV market share excl. direct channel: 85% • Competitors: direct channel, Aesculaap Other products • Pet food • Disposables • Instruments Wholesale AUV VS NL 2010 sales €132m Other 2% Wholesale Veterinarians Wholesale FAP 44% CAP 54% Financials – Net Sales Continuous growth in millions € Developments • Consolidation of the pharmaceutical suppliers • Consolidation of the veterinary pharmaceutical wholesalers • The issue of the ‘4 caps’ Vision / Solution Pan-European scaling! But how? • AVETCO, the European Cooperative • Autonome by growing and buying • Ally with a large(r) company Threats to the vets! • Lose the right to dispense (sell) pharmaceuticals • Economic crisis • Internet sales (excluding the vet. pract.) • But also creating opportunities! Right to dispense • Antibiotics in animals, a public issue • The national parliament discusses • Television, internet, papers • Strong activity AW organisations • Animals Rights party • Social acceptation intensive husbandry is a problem But not only the Netherlands! Government requires Compared to 2009 • Minus 20% ultimo 2011 • Minus 50% ultimo 2013 • Minus 70% ultimo 2017 (Kilograms unspecified) AND WE DID! (so far) But how how? ? • Digital database VetCIS • National Authority to guard use of veterinary pharmaceuticals • Animal Daily Doses (DDD) as KPI • Formularies adapted to requirements National Health Council Economic crisis • Decrease in young animals (horses, dogs and cats) • Decrease in new clients • Decrease in spendings (less vaccination, postponed neutering and spaying) • Price competition between vets • Lower revenues of practice over all The vet is a good doctor (at least in Portugal and the NL) but seldom a good manager/enterpreneur! (even in Portugal and the NL) 27 AUV Advies Annual reports and salary administration Trainings & Workshops Virtual Partner Leadershi p Quality Organisation Personnel Commerc e ePM Finance Strategy AUV Advies… Helpdesk … for a healthy practice Nucleus Nucleus Scan Digital newsletter Nucleus Financial analysis Financial analysis (software) for individual veterinary practices, including: • Generates financial KPIs • Sales contribution: different departments’ / activities’ contribution to the overall rentability • Benchmarking with other practices • Best practices comparison • Sensitivity: influence on profit of changing parameters (prices/charging hours) • Costs of services and products • Trend analysis • SWOT analysis • Forecasting Improvement program • Optimise procurement • Time registration • Actual versus budget analysis Additional services Winst per maat per jaar Start Nucleus 350% 300% 250% 200% 150% 100% 50% 0% 2002 2003 2004 2005 Jaar • Annual report composition • Salary administration 2006 2007 2008 Agenda Online information portal AUV Academy Internet sales • When can you name a website / webshop as a pharmacy or even a veterinary practice? • POM in some countries is non-POM in others • Counterfeit products • How to maintain? YourVet (Home Delivery) Dap Oeteldonk --- AUV AUV / DAP Oeteldonk Kees Part of portal: Order of consumer Part of portal: Dashboard DAP YourVet platform YourVet platform gives the vet: • A broader assortment • Accessories he did not have before • A place on the internet Take home messages • Develop Codivet further • Make ab use transparant • Be sure to keep the right to dispense to the veterinarian • Charge for selling your knowledge (hours) instead of pharmaceutical products. • Do not forget to charge for all your hours • Try to find a way to cope with internet sales OBRIGADO!
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