ANIMAL HEALTH DISTRIBUTOR ONLINE
November 2002

WELCOME, to the first edition of Animal Health Distributor Online, AVDA's new electronic newsletter. E-mailed to members quarterly, the Animal Health Distributor Online contains the latest news on industry and association activities, articles of interest to veterinary distributors and manufacturers, and links to other sources of news and information.

The Animal Health Distributor Online replaces the quarterly, printed AVDA newsletter. By moving to an electronic format, we will be able to bring you news that is more current, and you will have the option of accessing only those articles that are of particular interest to you. All articles will be archived and can be read at anytime.

Let us know what you think of The Animal Health Distributor Online. Send your comments or article ideas to Fred Stringfellow, Executive Director, at fred@ksgroup.org.

Table of Contents

Distributor Industry Outlook Survey Shows Sales and Profits up for 2002
AVDA's Distributor Members were recently surveyed for the third quarter ending September 30, 2002 on their outlook for the veterinary distribution industry. Forty-eight per cent of our distributor members responded to the survey. When asked by what percentage sales were up or down for their company for 2002 versus 2001, 85% responded that sales were up an average of 11%. In response to a question regarding whether profits were up or down for 2002 versus 2001, all of the respondents stated profits were up for an average of 16%. To read the rest of the survey results click here.

Sales Proofing the Financial Plan
In this article, Dr. Al Bates from Profit Planning Group suggests two planning strategies to improve results in almost any business environment. Read how sales proof planning and contingency planning can help you and your business no matter what the economic climate might be. Click here for the report.

Legal Advisory

New Ethics Code from PhRMA Limits Entertainment and Educational Spending by Industry Representatives
In July 2002, the Pharmaceutical Research and Manufacturers of America (PhRMA) implemented a voluntary code on interactions between drug companies and physicians and other health care professionals.

Specific sales and marketing practices addressed by the Code include:

• Meals, entertainment, gifts, and recreation
• Consultants and speaker training meetings
• Third party educational or professional meetings
• Scholarship and educational funds

For additional details, see the attached article.

AVDA Association News

2003 Annual Conference to be Held in San Antonio
AVDA's Annual Conference will be held at the beautiful Westin Riverwalk Hotel in San Antonio, Texas from April 27-29, 2003. To learn more about the conference, click here for details.

Redesigned AVDA Web Site Generates Thousands of Hits Since debut in May 2002
The newly redesigned AVDA web site, www.avda.net, has generated thousands of hits since its debut in May 2002. At the beginning of May, we had just over 1,000 hits and 138 unique visitors. In October, the site generated over 27,000 hits with more than 700 unique visitors. Many prospects for new members and inquiries about the association have been generated from the new web site.

Association Headquarters Moves Offices

AVDA's Association Headquarters have moved. AVDA has relocated to new offices in Bel Air, Maryland, a suburb of Baltimore. Please add the following new address information to your Rolodex and Outlook Contact Manager.

AVDA
2105 Laurel Bush Rd.
Suite 200
Bel Air, MD 21015

Phone: 443-640-1040
Fred Stringfellow, Executive Director x102
Jackie King, Director of Meetings and Member Services x105
Fax: 443-640-1031

NAW News

NAW's Annual Meeting is Great Way to Kick-off the New Year
The NAW Executive Summit and Annual Meeting will take place in Washington D.C. from January 27-29, 2003. The summit will include expert speakers, panel presentations and roundtable discussions focusing on wholesale distribution sales and technology. For more information on the summit, go to www.nawmeetings.org/am2003.

NAW Offers Solution to Higher Health Care Costs
Employers are facing sharp increases in group health insurance premiums. NAW's new association-sponsored healthcare insurance program, offered through Flexible Benefit Service Corporation, is a powerful new alternative to combat double-digit insurance premium increases. Click here to find out how you can obtain a quote.

New Publication — Facing the Forces of Change Outlook 2003 Now Available
NAW has just published Facing the Forces of Change Outlook 2003, an all-new guide to wholesale distribution business success in 2003. Find out why this highly readable publication featuring 10 of today's leading W-D experts should be on your Holiday reading list. Click here for details.