Document 6500641

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!