Behind the Scenes with Behavior

By Graham Garrison

June, 2019

Helping your customers bolster their behavioral medicine arsenal

Sometimes it can feel like there are several degrees of separation between the products and services Vet-Advantage readers sell to veterinary practices and the pet owners who ultimately benefit from them, but according to the experts we spoke to for this issue, sales reps can make an impact when it comes to helping veterinary practices with behavioral medicine. 

“Distributor reps have a critical role in introducing not just new products but possibly even newer modalities such as supplements to veterinarians and veterinary nurses when it comes to behavioral medicine,” says Eric Shreves, DVM.

For instance, when looking at a practice’s current behavioral inventory, distributor reps can look to see if there is a segment or advancement that is missing. 

Part of the Fear Free certification program for veterinary practices includes a module on products your customers can benefit from including in their facility, as well as for at-home use. “Pre-visit Protocols: Complementary Therapeutics, Products, and Pharmaceuticals” examines various products that may be used to reduce fear, anxiety, and consequent reactive behaviors in the veterinary hospital. This module reviews complementary therapeutics, alternative therapies, behavior management products, and pharmaceuticals that may aid in reducing fear, anxiety and stress during car travel and veterinary visits, as well as promoting low-stress, gentle control for handling and veterinary procedures. 

“If a practice’s behavioral medicine arsenal is missing a modality or there is a newer product out with advancements within an existing modality, it provides a perfect opportunity for the distributor rep to not only educate and make a sale, but to better equip the practice for meeting the needs of their clients by being better suited for managing those behavioral cases from a multi-modal approach.” 

The practice benefits utilizing this multi-modal approach to behavioral medicine by providing optimal medicine to their patients. “All of this is critical for improving the behavioral health of their patients while hopefully improving their client base and strengthening the practice’s bottom line,” Shreves says.