Ticks present a year-round problem for pets, and a year-round opportunity for reps to help their veterinarian customers

Several species of ticks are native to the United States, and more than one species may gravitate to any one region or climate. They often live on deer, and as the deer population grows and expands to new regions, so do tick species.

Ticks generally thrive in warmer weather, but one winter thaw can lead to a new surge when pet owners least expect it. For instance, the Brown Dog Tick, which exists countrywide, may surprise Midwesterners in early February. No matter what time of year they emerge, however, ticks are known to transmit diseases that are life threatening to both pets and humans. Six species of ticks in particular present a concern for dogs and cats. Of these, the Pacific Coast Tick and the Deer Tick are carriers of Lyme disease.

How it works
Ticks live on dogs and cats for only a short period, and it is virtually impossible to prevent them from multiplying and hopping onto a pet. So, tick control products are designed to kill eggs on the pet. Distributor reps should be aware that commercial products containing DEET are toxic to animals, and therefore pet-owners should stick with solutions specifically designed for pet use. As such, reps should remind their veterinarian customers to educate their clients to this effect.

Tick control products, which come in the form of a topical applied to a collar, vary in the way they work. The important thing is whether a product effectively kills ticks and, if so, for how long. While some products are appropriate for both dogs and cats, others may be toxic for one or the other, and reps should be aware of the varying implications of the products they carry.

Because ticks can thrive all year long, preventing them from biting animals and transmitting disease is a continual challenge for pet owners. Typically, spring, summer and fall are the heavy tick seasons. They decrease their activity as temperatures soar in the summer, but re-emerge as the weather cools off. Therefore, the Companion Animal Parasite Council recommends administering year-round tick prevention to dogs and cats, particularly in areas in which Lyme disease is endemic. Although there are fewer available products for killing ticks than fleas, at least one product is known to include an active ingredient for killing both.

How to sell
Distributor reps should work with the manufacturer to acquire a greater understanding of the tick risk for each area or practice they work with. In addition, they must work with their customers to learn how pervasive the tick problem is for their patients. If two clinics in the same area are experiencing different degrees of tick problems, reps may need to explore this further to ensure that one clinic is not overlooking something. It is not unheard of for veterinarians to underestimate the reality of the threat of ticks.

Reps should ask their customers what their practice recommends for tick control. In some cases, vets may be hearing from their clients that a product is not working well. But, this may be a function of tick populations continuing to multiply and expand, rather than an ineffective product. Also, some clients may not realize it takes longer to kill ticks than it does to kill fleas. Reps should remind their customers that even the best products can take some time to eradicate a tick problem. Preventing the issue, rather than trying to end it once it develops, is always the best approach.