Call it the First Annual Butler Schein Animal Health National Sales Meeting, or call it the nation’s largest supplier/distributor training event. To the folks at Butler Schein, they are one and the same.
More than 550 people – including 345 Butler Schein Animal Health team members and 175 supplier representatives from 44 companies – attended the event, held in late March in Austin, Texas. It was the first time the combined sales force gathered since Henry Schein Animal Health, NLS Animal Health, and Butler Animal Health Supply completed their merger on Dec. 31, 2009.
Of the 450 vendors represented by Butler Schein Animal Health, 44 of the top vendors were invited to visit with the company’s sales reps in what Vice President of Marketing and Sales Services Davey Stone calls “the largest supplier/distributor training opportunity in the nation.”

Opening remarks from Henry Schein Chairman and CEO Stanley Bergman and Butler Schein Chairman, President & CEO Kevin R. Vasquez set the stage for the event. Bergman spoke of the resources that Henry Schein brings to the merger, said Stone, speaking with Vet-Advantage. He also reiterated Henry Schein’s goal to be the best and most reliable supplier in every industry in which it participates, while remaining responsible corporate citizens across the globe. Meanwhile, Vasquez spoke about the animal health industry, the opportunity to continue to expand services and value to veterinary customers, as well as to his vision of where the company is and where it is headed.

“The timing of our annual meeting could not have been better planned considering the formation of Butler Schein Animal Health was consummated on Dec. 31, 2009. This is an opportunity for our unified sales team to train and work together with our key suppliers on sales and marketing plans for the ensuing period,” said Vasquez.

Speaking to Vet-Advantage after the meeting, Vasquez added, “The meeting was extremely successful and allowed Butler and NLS/Henry Schein to come together as one homogeneous unit. It was refreshing and gratifying to see our entire commercial division work and respond as one team given the fact that we literally merged our relative sales and marketing group in less than three months prior to the annual meeting. We were also enormously pleased with the level of support we received from our supplier partners as without them, the success of our meeting would not have been possible.”

Others addressing the combined company included Kim Allen, President of the Commercial Division, who referenced industry growth benchmarks and the opportunities for products, vendors and services to veterinary customers. Tony Johnson, Vice President of Sales, set the direction for the sales organization and introduced the strategies to be used that will assist his managers and sales teams to meet expectations. Jerry Savage, President of the Technology Division, introduced the laptop technology upgrade that the Butler Schein team will employ, the practice management software developments and Cubex technology that will continue to assist veterinary customers to best manage their day-to-day business and inventory concerns.

Stone discussed how his department’s marketing programs, tools, and client education programs will complement the sales plans of Butler Schein and their vendor partners, while bringing value to veterinary customers. A “Panel of Peers” brought together a group of senior Territory Managers to talk about important issues facing the sales force today and how to best serve veterinary customers.

“It was an important meeting for us, because it occurred right after the integration of the three companies [NLS, Henry Schein Animal Health and Butler Animal Health Supply],” said Stone. “What’s remarkable is that the individuals in the Sales Department are truly a group of sales legends, some of whom have been with us through all the mergers or joined our sales organization from various companies along the way.” Butler merged with Burns Veterinary Supply in 2005; Henry Schein acquired NLS Animal Health in 2006.

“We have a team of quality, well-trained, tenured sales representatives, who continue to bring and develop strong relationships at the customer level,” continued Stone. “We think it’s a huge value and benefit of doing business with us. They are people who are trusted and truly know and understand the features and benefits of the products we sell, how to market those products, and how to help our customers market and best use the products we sell to them. They are people who understand the animal health industry and the ever expanding services we provide and how, if implemented properly with our veterinarians, they can improve their practices, profitability, and most importantly, the lives of the animals they treat and the pets we all love.”

“We geared this meeting as a true celebration of another successful year of growth, and sales accomplishments and successes for our supplier partners,” said Stone. “People overuse the word ‘partnership,’ but we truly believe in it. We believe in it because we operate with the understanding that the foundation of any partnership is respect and trust. That true respect in any relationship is earned and is not something that someone gives to you. Secondly, we strategically work hard on our supplier relationships through planning communications and then solid implementation of the plans. I believe we have some of the strongest partnerships in the industry. To quote Kevin, results speak volumes and when you consistently deliver the results to the bottom line, and to our suppliers, and they can bank on it, it builds the strong lifelong partnerships at all levels.”

Top-performing sales reps were honored at the meeting during the awards banquet and vendor night, as were top suppliers corporately, operationally, regionally and by marketing segment (companion animal, large animal, equine, equipment and supply, and private label). Vasquez and Butler Schein also honored and recognized those associates who unfortunately passed away in the past year, as well as those who celebrated milestone years with the legacy companies – some as many as 40 years. Butler Schein also used the meeting as an opportunity to roll out new, Windows 7-equipped laptop computers to increase the reps’ efficiency in the field, and the information available to the sales teams to best serve customers.

Speaking with Vet-Advantage, Stone offered an update on the integration process. “It has gone according to plan,” he said, predicting completion by early fall. “And there are thousands of decisions and actions that have had to be made through a very comprehensive process.” It helps that the Executive Management Team driving the integration process brings over 300 years of industry experience to the job, he added.

Merger developments include the following:
• The Company continues to roll the NLS distribution facilities into the Butler Schein’s System 21.
• Henry Schein’s Pro Service and Pro Repair equipment and product maintenance services are being rolled out to the entire Butler Schein customer base.
• The Company further utilizes the Butler Schein National Equipment Manager, Kenny Keith, to help manage and train sales associates, and manage trade shows.
• A Butler Schein Dental Specialist, Linda Pappalardo, who travels around the country, conducting dental wet labs for veterinary customers.
• Re-Branding of the popular publication, The Animal Health Solution magazine.
• Henry Schein Financial Services.
• Butler Schein continues to re-brand their private-label products.