August 2004              return to newsletter contents page

AVDA Endorsement of Focus Technology Group Proves Fruitful for FTG and Industry

FTG can boast three new clients since the April 2004 announcement: Synbiotics, Bioniche, and WF Young. “The AVDA endorsement brings further credibility to our distributor centric business model and gives potential clients confidence in selecting FTG as their sales tracing provider,” says Phil Lawler, Director of Business Development at FTG.

Kent Luther Vice President of Sales and Marketing at Synbiotics had this to say about the endorsement, “The animal health distributor is very important to the Synbiotics business model, and when the AVDA backed an industry services provider like FTG, our decision was that much easier.”

Similar to the endorsement of ADX, the FTG endorsement is an initiative by the AVDA to help drive cost out of the animal health supply chain,” said Fred Stringfellow, Executive Director of the AVDA. Sales tracing data is a very important part of the partnership between the animal health manufacturer and distributor. “Our territory managers are responsible for moving product into the clinic and out of the distributor verses pushing product into the distributor branch. Without a service like FTG’s we would be unable to track, measure and ultimately compensate our territory managers at the destination level,” said Dave Arnold, President Veterinary Product Laboratories. The data is used in many other ways as well. For example, rebate processing down to the clinic level, distributor representative incentive tracking and management and overall marketing and opportunity analysis.

FTG serves as the single point of contact for non-AHI member manufacturers looking to trace sales of their products. “Iowa Vet sends just one file to FTG for all of their clients and all related issues are handled with FTG as a single contact point. Iowa Vet would have a far more difficult time and increased IT expense if all FTG clients requested data individually,” said Duane Schamerloh, Chief Financial Officer Iowa Veterinary Supply.

“FTG is very excited about our current relationship with the AVDA and look forward to presenting and providing further animal health industry services. Our objectives are simple: Streamline trading partner communication, help increase revenue through effective use of data and ultimately help strengthen the partnership between manufacturers and distributors,” said Jimmy Haverstick, Managing Partner FTG.

For information about FTG services please contact Phil Lawler Director of Business Development (502) 857-8645 or visit FTG at www.focustg.com.