Vet-Advantage asked friends of Kathy Beins to offer their comments on her life.
Here’s some of what they had to say.

“Kathy made a tremendous impact on the industry, as she was one of the first females in a very male-dominated industry. She moved from field sales into management and went to DVM Pharmaceuticals and eventually became their director of sales – one of the first female directors in the industry at the time. She networked well with all distributors, helped grow a small company into a leader in derm/nutriceuticals, and advanced females in the sales role. She was tough and dealt with a very tough crowd; no one gave Kathy any slack because she was female; she stood on her merits.

“We worked together on the board of AVDA, and she was the first female manufacturer representative ever elected to the board. She was an inspiration to all, well liked by all, and she made an impression on all around her. We will miss her very much.”

Kim Allen, president commercial division, Butler Schein Animal Health, who first met Kathy Beins when Beins was a sales rep for Bayer in the Northeast and called on Burns Veterinary Supply’s telecenter and purchasing department in the early 1980s. (Burns is now Butler Schein.)

“Working with Kathy over the years was an empowering experience. She was instrumental in helping me develop ways smaller companies can dominate a single category (or two) without having to be the 800-pound gorilla.

“Kathy exhibited superior listening skills. She was always open about what she did not know and firm (but fair) when she was certain about a topic or idea. Her willingness to listen and discuss was almost like being asked to join her on a journey.

“Few persons ever prepared for meetings or projects as thoroughly as Kathy. I am sure many distributors will miss her thoughtful analysis, opportunity presentations, and training sessions. She could make pyotraumatic dermatitis or lick granulomas sound like a beach party.

“Kathy approached distribution as a true partnership. She intuitively understood that manufacturers must develop great products and generate demand while distributors are best at filling the demand and selling the products/promotions within their everyday veterinary clinic relationships.

“She readily embraced the inside sales teams for their daily interactions with customers. For the outside sales teams, Kathy ‘got’ the challenge of fighting for a position against the 15k+ products they represented on a call-by-call basis.

“I am pretty certain that Kathy knew few strangers. If she did, it did not show. Her lack of fear to try something that made intuitive sense was refreshing. She had a ‘Let’s do it’ mentality. Yet she was always judicious about the financial risks and ROI.

“The energy with which she approached her career, life with John, and her passion for Olivia was exemplary. Even during the last several months of her journey, she seemed to always be full of life and looking toward tomorrow with anticipation.

“Kathy and John were among the first persons to call and offer support as I migrated to this role as an industry advisor/consultant in the fall of 2002. Their confidence in me to bring value remains a key element to managing the risks of ‘going it alone.’

“It is critical I share how often Kathy spoke of Olivia, John, their family life, and of what was being done on their farm in northeast Kansas. She was thrilled to share stories of Olivia’s 4-H interests, of being ‘girls’ together, and so on. There was never any question in my mind that work was a secondary focus compared to Olivia and John, even though I am sure that work took days upon days away from those priorities.
 
“Relationships remain a vital link to success in this relatively small industry. Our industry has lost a piece of its heart.”

Kirk Augustine, president/CEO, FORAYS Inc., Omaha, Neb., who met Kathy in 1993, soon after Augustine joined the management team at PVPL.

“Kathy no doubt was a leader in the animal health industry during her era. She was well-respected not only by the leadership of her customers in distribution, but also by the manufacturers that she competed with, and that is an ultimate compliment. Her footprint within the industry was such that when you were having a conversation with someone about the business and mentioned the name ‘Kathy,’ the other person would know who you were talking about; there was no need to mention her last name.

“However, her largest impact on me was more personal. I’ll always remember her more for being a loving and devoted mother and wife. Whenever I would meet with Kathy, that meeting was not just limited to business itself, it also included a great deal of talk about her family and how proud she was of John and Olivia. Whenever she would go home to Maryland for a visit, she would always fill us in on what was going on at the farm. She loved getting back to her roots. But, what impacted me more was her strong faith, inner courage and toughness; it is an inspiration.

“When she was memorialized, on Friday, July 16, I looked out over the sanctuary and saw so many familiar faces that it was obvious to me that none of us were there because Kathy Beins died and had gone to her final home. All of us were there because Kathy Beins lived, and she enriched many of the lives of those who gathered in Baldwin City on that day.”

Craig Campbell, general manager, Vedco Inc., who first met Kathy Beins in his office during the early 1990s, when she was newly hired by DVM Pharmaceuticals.

“Kathy Beins was the type of person who always put a smile on your face and you enjoyed being with. She was always fun, outgoing, caring and openly honest about what she was thinking, which I always enjoyed. I always looked forward to Kathy’s visits to MWI and the golf scrambles that she, her husband, John, and Mary Pat Thompson and I enjoyed over the years.

“Kathy touched so many individuals in our industry, and her always smiling face and attitude will be deeply missed. Kathy and my father died within a week of each other, having both lost their battles with cancer. I am comforted knowing they are both in heaven and I’m sure they are reminiscing about their careers in the veterinary industry.”

Jeff Danielson, vice president sales, MWI Veterinary Supply.

“For distributors, Kathy set the standard as a manufacturer’s rep. That is, she was the consummate professional. Her approach was always win-win, long before the term became popular. Her information was always complete and well-prepared. Kathy always stood her ground but was a careful listener at the same time. I will always remember Kathy with a smile on her face – I never experienced her without one, even when the going got tough.”

John Francis, vice president and general manager, specialty resources group, MWI Veterinary Supply, who first met Kathy Beins as a DVM rep in the mid-1990s, when she was on a visit to MWI for a program and new-product update.

“[Kathy] was always well-prepared; she knew her products and programs; and she was very good at letting you know what she wanted you to do as the distributor. Kathy was professional, energized and a real pleasure to work with. She will be missed.”

Bob Hummel, chairman, LEXTRON Inc., who knew Kathy Beins since the early 1990s, when Lextron moved Intermountain/ProVet to Kansas City, and Kathy was a DVM sales rep.

“I have had the good fortune of knowing Kathy for many years in the industry, as she was well recognized as a leading personality and a successful salesperson. However, in the last five years, when I took over as president of TEVA Animal Health, I had the opportunity of personally working with Kathy, and every perception I had of her was confirmed in real life.

“Kathy was an extraordinarily positive, dynamic and vivacious young lady. She was a professional to the core and truly was admired and respected by everyone. She had a wonderful laugh and had excellent interpersonal skills. As a national account manager, she was highly regarded by all of her customers.

“I had the great privilege of inviting her to take over as director of sales for DVM, which she accepted, even with the reservation that it might mean giving up more time with her family. In her new role, she performed with excellence and never failed to deliver any budget she committed to – which is truly unusual in our industry.

“Apart from her vivacious personality, her honesty, integrity and her relationships with everybody were her major strengths; she was very direct. Although I was president of the company, I always felt that I worked for Kathy, because she always let me know what needed to be done for her to get whatever results she wanted, and I followed instructions gladly.

“On one occasion, I was with her on a visit to one of our distributors; over a glass of wine afterwards, we talked about family and life. I really realized, and even more so now, how strong a family personality she was. We started talking about Christmas, and I asked her what would be the gift she most wanted to have from her family – John, her husband, and Olivia, their daughter. She said, ‘Oh, from Olivia, would be to have more time with her. That would be the greatest gift.’ And when I asked about John, she said the greatest gift to her would be if he would give up cigarettes. This was the type of person that Kathy was – always concerned about the other person and rarely looking for anything for herself.

“I consider it a great honor and privilege to have worked with Kathy, or for Kathy. Her passing at such an early age, apart from its tragic circumstances, is a loss shared not only by her family and friends, but by the industry as a whole. Kathy will live on in our memories for all the years to come as one of the true personalities of the animal health industry.”

Fintan Molloy, president, Teva Animal Health, 2005-2009.
“When I think of Kathy, I think of a dynamic business woman you were proud to call your colleague and your friend. I think of a woman who was a devoted mother and wife, and who spoke so proudly and lovingly about her family. I think of her infectious laughter and how she would want us to remember her amazing smile when we think of her. And I think of all of us who lost one of the most special friends we have ever known.

“Most, if not all of you reading this article know that Lance Armstrong was riding in the 2010 Tour de France with Kathy’s name on his bike during the second week of the tour. This was made possible by the outpouring of love from nearly a thousand friends and family going online daily cheering for Kathy and letting her know she was in our thoughts and prayers. It was one small way that all of us who loved Kathy could let her know how important she was to our lives, both as an exceptional business colleague and cherished friend.

“When I think of Kathy, I will always remember her as a champion in life.”

Steven B. Mrha, chief operating officer, Non-Invasive Monitoring Systems Inc., Miami, Fla., who worked with Kathy Beins during most of her career in animal health.

“I had the pleasure of knowing and working with Kathy for over 20 years. She was a very special person who I considered to be one of the most talented business executives that I have worked with during my career.

“Kathy was very knowledgeable about our industry and always looked out for our company’s best interest when it came to making business recommendations. She was well liked and respected by everyone in our industry. We are all better people for having the opportunity to know Kathy and being able to work closely with her over the years.”

Bob Peterson, central region sales director, Webster Veterinary Supply, a 32-year veteran of the veterinary distribution business – 30 years with Columbus Serum, two with Webster.

“Kathy’s intelligence, great people skills, and beauty made her a natural for the veterinary industry! As you got to know her better over the years as she advanced in position in the industry, you realized that this was a woman who had integrity, honesty, humor, kindness, thoughtfulness and compassion. In other words, she had the whole package!

“In her personal life, she had a loving husband, John, and daughter, Olivia, who she spoke about in such affectionate terms that you realized that they had a special love … that truly was remarkable and heartwarming. Their courage, faith, and strength in facing the hideous disease of cancer inflicted on Kathy was inspirational to all of their friends! As I remarked to my good friend, Kevin Speltz [Clipper Distributing, St. Joseph, Mo.], God has gotten one of the best angels in Kathy!”

Bruce Peterson, vice president, Webster Veterinary Supply, who met Kathy Beins more than 20 years ago.

“I once heard that a well-attended funeral was a testament to a person’s well-lived life. At Kathy’s funeral the church was full. Family, friends and representatives of animal health came from all over the country to pay their respects and to show their love of the person that Kathy was. 
“Kathy was energetic and enjoyed life. Those qualities carried over to her professional life, and she was a friend to everyone at PVP. At animal health industry events, Kathy’s presence was very visible and a positive influence. Kathy had a successful business career and was well respected by the animal health professionals. 

“I had the privilege of knowing her professionally as well as spending personal time with Kathy and John. She will always be a close friend. Their daughter, Olivia, and my oldest granddaughter are the same age and we shared stories about them Kathy loved to talk about her little ‘sunshine,’ and we know her legacy will continue through Olivia.”

Lionel Reilly, DVM, recently retired president and CEO of PVP, following 27 years with the organization.

“Since I am forced to sum up Kathy in only a few words, I will use the words hard working, professional, a true lady, and passionate.

“Hard working: Kathy, like myself, grew up on a dairy farm, where work was to be performed every day, early morning and late night, 365 days a year, regardless of the weather or the holiday you wish that you had off. She worked hard because of her parents’ work ethics and because she knew what hard work was like, and she knew that teamwork and hard work would get the jobs done.

“‘Professional,’ because she was a very good, intelligent business person who knew the business from the ground up, understood everyone’s role from manufacturing to selling to management and motivating a sales team, to how to get your distributor partner to focus on your products vs. others. A true lady, naturally a beautiful woman who carried and presented herself as a lady 24/7 in all regards of business and personal life.

“Kathy was passionate about all aspects of her life….”
Davey Stone, vice president marketing and sales services, Butler Schein Animal Health, who met John Beins when Beins was calling on Stone as a representative of Haver (now Bayer), and when Stone was running Durr Fillauer Medical’s veterinary division in Atlanta, Ga. He met Kathy Beins at an AVDA function several years later, when John introduced Kathy as his bride. Stone also served on the AVDA board of directors with Kathy Beins for many years.

“One of the first things I noticed about Kathy is that people were drawn to her. She had a wonderful laugh, and always a smile on her face. She was very smart, had been raised on a dairy farm and very much understood livestock and animal health, but just as important, she understood and enjoyed people. I quickly made friends with her and was amazed at some of the things we had in common – both women executives in the animal health Industry, both mothers of young girls, married, and both trying to manage the dual responsibilities of our professional and personal lives.”

Mary Pat Thompson, senior vice president finance and administration, and CFO, MWI Veterinary Supply, who met Kathy Beins more than 10 years ago at the annual American Veterinary Distributors Association.

“I loved Kathy Beins. With her infectious smile, positive attitude, enthusiasm and zest for life, it was/is hard not to love her.

“I first met Kathy 11 years ago when I joined Butler, and we quickly became friends as well as channel partners. I could always count on her honesty, propensity for fairness, integrity, professionalism and tenacity … and undying support. We didn’t always agree, but we respected one another and we had a genuine friendship that lasted all those years. I miss her dearly; our industry misses her. She was/is one of those rare ‘diamonds in the rough’ that just doesn’t come along too often.”

Kevin R. Vasquez, chairman, president and CEO, Butler Schein Animal Health.