What We Do
DVP US markets and sells Dechra's veterinary products across the USA, the world's largest animal health market. The business is strategically located in Kansas City, at the heart of the 'Animal Health Corridor', which is the world's largest concentration of animal health businesses.
Led by an operating board of four senior managers, DVP US comprises 42 employees, 26 of whom are field-based sales representatives responsible for around 1,000 clinics each. The rest of the team consists of marketing professionals, in-house veterinarians, field veterinarians, technical support staff and a customer service team.
Our customers are primarily small animal and equine veterinarians, of which there are approximately 90,000, working in 26,000 clinics across the country. DVP US provides products that solve clinical problems and help veterinarians treat medical conditions, thereby building their business.
DVP US currently only markets companion animal and equine products; it is estimated that there are around 80 million dogs and 95 million cats in the US at present and pet ownership is increasing. The animal health market is approximately $15 billion, out of a total US spend of $50 billion on pets. Spending in the pet market is recovering since the decline seen in the recent global financial crisis. It is now beginning to build, with industry experts predicting an annual growth rate of 3% to 5%.
In the US, veterinarians and clinics are primarily supplied through distributors. Our sales representatives promote and sell products directly, but also network and visit clinics together with these distributors. Becoming increasingly important are corporate pet hospitals, such as Banfield and VCAs which are consolidating the market and delivering good growth.
"Several products in the development pipeline will ensure the continued organic growth of our US business."
To increase knowledge of Dechra products to all key customers, technical CE meetings, attended by veterinarians, are being leveraged. Product awareness and knowledge is established in a face-to-face environment, key opinion leaders and influencers then share their increased knowledge of Dechra's products to a wider audience.
The product portfolio of DVP US currently includes 11 NADA approvals (with 20 different package sizes) and 50 products that are non-regulated. We have niche market leading positions in veterinary endocrinology, veterinary dermatology and topical dermatology.
Our Dechra brand has gained momentum in the US, building on our strong reputation for customer service, the quality of an expanding product portfolio, further education programmes on our key areas of specialisation and high quality technical support.
Several products in the development pipeline will ensure the continued organic growth of our US business. Commensurate with this growth, we will continue to invest in the sales and marketing infrastructure to develop a stronger US presence and improved contact with veterinarians.