Today's Veterinary Business

APR 2018

Today’s Veterinary Business provides information and resources designed to help veterinarians and office management improve the financial performance of their practices, allowing them to increase the level of patient care and client service.

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Thwarting gray-market suppliers is a challenge for manufacturers. Fighting the good fight The direct-channel relation- ship between veterinarians, drug manufacturers and distributors ensures clients that the medications prescribed for their pets are safe, effective and of the highest quality. In the internet age, however, consumer websites offer pet drugs at discounted prices, and many national stores, such as PetSmart, Walmart and Target, sell name-brand prescription pet products. How some retailers acquire pet pharmaceuticals is controversial because the majority of manufacturers say they sell to veterinarians only or to a handful of recognized national distributors. Continued on Page 12 Paul Gladysz Constructive Criticism Page 18 16 columns inside Lowell Ackerman VetPartners Corner Page 62 Eric D. Garcia Socially Acceptable Page 40 APRIL/MAY 2018 A N O F F I C I A L J O U R N A L O F T H E N A V C Product diverters are often regarded as traitors in the veterinary community. Prac- titioners who sell veterinary-channel flea treatments, painkillers and other brand-name products to pet stores and online pharmacies are seen as helping the competition. But one longtime California veterinarian isn't the least bit apologetic about his foray into the gray market. He spoke with Today's Veterinary Business on the condition of ano- nymity. We'll call him Dr. Gray. Continued on Page 14 PetsPAC packs a political punch The new political action committee will represent the interests of veterinary professionals, industry and pet owners. Page 48 How one veterinarian became a diverter of pet medications, and why he might do it again. By Marilyn Iturri By Don Vaughan A dark secret The missing link Asking dog owners about any cats left at home — forgotten felines number in the millions — promotes animal health and can help fill a practice's appointment slots. Page 24

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