Animal Health Monitoring

1. Animal Health Monitoring Best practices for successful selling

2. Best Practices 5 Five practices that, when coupled with your professional selling skills, will increase Animal Health Monitoring competitive wins!

3. 1 Pre-Call Planning • LIMS • Google / Linked-In • Key Decision Makers • Cores • IACUC policies • Profiling • Just ONE GOAL for this client contact

4. 2 Develop Individualized Account Strategy Based on account intelligence gained from Pre-Call Planning, previous dealings with client, and existing relationship with client,developstrategy to win business. • All or nothing strategy? • Incremental strategy?

5. 3 Prioritize Decision Factors What are the client’s top 3-5 decision points? Write them down! Verify w/client and gain agreement Do early in the process Don’t be distracted by phantom objections Quantify value Use Top Priorities as guideposts in negotiations

6. 4 Maximize Use of Team Resources It’s the T-E-A-M!! If we’ve done a good job understanding the client’s key decision making criteria , we can astutely and strategically engage the resources of the full IDEXX RADIL and IDEXX BioResearch team. University of Wisconsin University of Hawaii

7. 5 Engage Our Scientists Lela Riley Beth Bauer Cindy Besch-Williford Earl Steffen Bob Livingston Matthew Myles Marcus Crim

8. In Summary… Pre-Call Planning Develop an individualized account strategy in concert with your team Help client prioritize their decision-making criteria and priorities Maximize use of team resources Engage our Team of Lab Animal Veterinarians and Diplomates of the American College of Lab Animal Medicine

9. It’s a WIN!