Merck Equine Partners in Practice Magazine: Fall 2018

ISSUE NO. 3 | Fall 2018

MAGAZINE

THE VALUE OF PARTNERSHIP: For Medicine.

For Business.

For You. 04

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THE VALUE OF A MERCK ANIMAL HEALTH PARTNERSHIP

SERVING OTHERS WITH THE 3 T’S

FINDING YOUR CALLING

Equine Industry Programs & Services

By Duane Chappell, D.V.M.

When did you know you wanted to become a veterinarian?

THE VALUE OF PARTNERSHIP: FOR MEDICINE. FOR BUSINESS. FOR YOU.

Representing a broad cross-section of the industry, the Merck Animal Health Equine Professional Services Team is dedicated to supporting your role as a busy veterinarian and the many hats you’re being asked to wear on any given day. Because let’s face it, in this business, it’s so much more than products.

You need a tribe. A tribe of people behind you with your best interests at heart.

They’ve been in your shoes; shared your heartbreaks (and still do); delivered the long-awaited foal and tackled some of the industry’s most pressing research and product development challenges. Influenced and taught the next generation of veterinarians and technicians. And, as current and past committee and board members of the AAEP and AVMA, they’ve helped change the face of policy and standards of care.

Just a phone call away, they are ready to provide case support and troubleshooting for equine veterinarians across the country – they serve as a key conduit for all those devoted to the horse. And on any given day, if asked, each of them would say the best part of their job is interacting with their fellow equine practitioners.

“This is a model for what a veterinary professional services team should be,” says Christine Royal, D.V.M., director of professional services for the U.S. companion animal and equine business unit. “They were all key opinion leaders and trend setters in their respective areas prior to Merck Animal Health, and they have further cultivated their areas of expertise at Merck Animal Health through their work with thousands of veterinarians and horse owners across the country.”

“Try not to become a man of success, but rather try to become a man of value.” – Albert Einstein Value. A word that gets thrown around daily in our professional and personal lives. What does value mean to you? What are the tangible and (maybe more so) intangibles that help make your day, your life, your work easier? Sometimes it’s the little things – a friendly voice on the other end of the line after an adverse event, referral or tough case. A customized client education seminar.

Business tips and resources for marketing your practice.

A great product and the research and education to support it. Diagnostics. Continuing education. A private debriefing on a new research abstract. Or simply reconnecting over coffee with a longtime friend and colleague in the corridors of the annual AAEP convention. The list goes on.

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The Merck Animal Health equine team has the reputation of being the best in the industry, because of its people. I consider it a privilege to now work with them.” – Dr. Fairfield Bain, upon his 2016 hiring For us, value is all about the act of being valuable…as your partner. And perhaps there is no greater representation of partnership and value than that exemplified by the Merck Animal Health Equine Professional Services Team. Esteemed practitioners, academicians, researchers, surgeons, internists, people. Peers. Passionate advocates.

“Not to mention, half of them taught me in veterinary school,” adds Dr. Royal.

WHAT IS THE ROLE OF A MERCK ANIMAL HE ALTH PROFESSIONAL SERVICES VE TERINARIAN? They wear many hats, just like you, but at the end of the day their job is to serve as a valuable conduit between you and Merck Animal Health, as well as the broader equine veterinary industry. All with the goal of keeping you at the top of your game.

• Provide product information •E ducate internal team members, practicing veterinarians and support horse owner education •P resent technical information and speak on behalf of Merck Animal Health’s products or services •C ase and product consultation for practicing veterinarians • Support marketing through technical guidance • Technical writing

The professional services veterinary team brings many things to the table, but above all – VALUE! It is our ongoing mission to help provide you with expert product knowledge and technical support, case consultation and education to help you focus on what you do best – caring for the horse.

One quote wonderfully sums up this team, from none other than its leader, Dr. Craig Barnett:

• Research and product development • Ride with sales representatives •P harmacovigilance to help address adverse events, in partnership with regulatory affairs and quality assurance

"If we always do what’s right for the horse, we can never go wrong.”

May we all live with a sense of purpose and passion and tackle each day with hope, responsibility and balance. And remember, your tribe from Merck Animal Health is behind you every step of the way.

Fall 2018 | PARTNERS IN PRACTICE

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THE VALUE OF A MERCK ANIMAL HEALTH PARTNERSHIP These are just a few of the many programs and services from Merck Animal Health that help serve your clinic and the equine industry. Contact your Merck Animal Health sales representative to learn more.

• Equine Respiratory Biosurveillance Program: An ongoing 10-year study in partnership with University of California, Davis, that provides real-time PCR testing for six major upper respiratory pathogens. The goals of the program are to provide faster diagnostics, evaluate vaccine protocol efficacy, create effective treatment plans and respond to an emerging disease situation in the best manner possible. The industry’s most current clade 1 strain of equine influenza is a direct result of this program and it’s only available in the PRESTIGE® line of killed virus vaccines.

• Unwanted Horse Veterinary Relief Campaign (UHVRC): Now in its tenth year, this nonprofit partnership between Merck Animal Health and AAEP provides vaccines to equine rescue and retirement facilities across the country. More than $1 million in Merck Animal Health vaccine donations have been made since the program began, helping nearly 30,000 horses in rescue.

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• Vaccine Guarantee: We stand behind our products. Always have and always will. Our Equine Vaccine Performance Guarantee is proof of our commitment to you, your clients and, most important, the horse.

• AAEP: A long-standing AAEP educational partner, Merck Animal Health is proud to bring product and educational solutions to veterinarians and horse owners.

• AAEVT: Ongoing support and supplemental training for technicians to support their important role within the clinic.

• Continuing Education and Scholarships: Last year alone, Merck Animal Health provided nearly $800,000 in annual scholarships to veterinary students. The equine team is a proud supporter of Opportunities in Equine Practice Seminars (OEPS); the Society of Theriogenology; AAEP educational forums; American College of Veterinary Internal Medicine and numerous ongoing local, regional and national continuing education programs and presentations.

This list would not be complete without mentioning Veterinary Professional Services.

A partnership with Merck Animal Health means you have access to the best of the best in veterinary professional services, led by D. Craig Barnett, D.V.M., who has been serving the industry for more than 30 years as a practicing and professional services veterinarian.

Dr. Barnett has been involved in many aspects of product development and support, including numerous field safety and clinical trials. His incredible knowledge, leadership and passionate devotion to the horse is a daily testament to the value this team provides.

endy Vaala, V.M.D., Dipl. ACVIM, W associate director, life-cycle development. Dr. Vaala is a driving force behind the company’s research and development efforts for the horse and is a coveted speaker at countless veterinary and horse owner meetings.

She has authored numerous research papers and book chapters. Her tireless and passionate dedication to this industry is palpable.

airfield Bain, D.V.M., M.B.A., Dipl.

F ACVIM, ACVP, ACVECC. Accomplished in so many ways, we have trouble listing them all, Dr. Bain is one of the foremost experts in the equine veterinary industry.

His extensive experience in academia, practice and internal medicine, not to mention as a business owner, brings tremendous depth and breadth to the team. And yet he is one of the humblest human beings you’ll ever meet.

arl Gaughan, D.V.M., Dipl. ACVS. E An accomplished surgeon and academician, Dr. Gaughan draws on his extensive background in the field and classroom to deliver expert insight and real-world case support to equine veterinarians across the country.

He has authored numerous research articles and book chapters in the areas of sports medicine and lameness, to name a few. Plus, he’s just a down-toearth great person.

D uane Chappell, D.V.M. Teacher.

Advocate. Leader. Problem solver. Dr. Chappell has spent his career bettering the health of the horse through his work in the field, classroom and research projects. While he spends much of his day speaking to veterinarians through his work on the equine pharmacovigilance team, he also offers consummate technical support for marketing. Dr. Chappell was recently appointed to the AAEP board of directors.

Bryant Craig, D.V.M. Let’s get to the point. Hands on, real-world, in the field. This is your guy. After an esteemed practicing veterinary career caring for the Quarter Horse racing industry’s premier stallions and mares, Dr. Craig provides tremendous practical advice and experience, spending much of his time in the field traveling with the sales team and supporting veterinarians in the practice setting.

And bringing a dose of his dry sense of humor everywhere he goes.

Christina Taylor, R.V.T. With more than 30 years of experience in the animal health industry serving in numerous roles, Christina plays a critical role as part of the pharmacovigilance team, addressing questions and concerns from veterinarians and horse owners.

Her passion and customer service skills coupled with her experience make her an irreplaceable team member. We simply couldn’t do what we do without her.

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SERVING OTHERS WITH THE 3 T’S Giving Translates to More than Imagined

By Duane Chappell, D.V.M., Equine Veterinary Professional Services

few years back with the downturn of the coal mining industry.

Though some economic recovery has occurred, the financially strained region cannot support a full-time veterinary clinic.

How do you value your time, talent and treasures (3 T’s)? Often, it can be easier and more efficient to financially back a charity – or other causerelated issue or group – we deem worthy of our support. Though this act of giving is often necessary to finance important causes, perhaps an investment of our self is also needed, and maybe even more valuable.

Our team traveled from seven states and consisted of veterinarians, veterinary technicians, veterinary and undergraduate students and resource members with no specific training. However, everyone shared a heart to serve and a love for animals. Over two days at two clinic locations, we cared for nearly 200 horses, dogs and cats by providing routine procedures like vaccinations, deworming, spay/neuter surgeries, Coggin’s sample collection, dental exams and floating teeth. Through a gracious donation by Merck Animal Health, vaccinations were available to address the basic health needs of these animals.

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Our time is a precious commodity in a busy world with many of us pulled like pieces of taffy in many directions.

Family needs and responsibilities, job commitments, community programs and the lists go on and on; not to mention a little personal time for ourselves. But, have you considered giving of your time in serving others as faithfully as you write that check?

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Our talents include academic accomplishment, professional skillsets and individual experiences that shape and enable us to perform our daily tasks in unique ways. But, how can you contribute your talents to make a difference for others?

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A nd finally, our treasures. This may be your personal income, wealth, or things that have been acquired throughout your life. Are you willing to share these treasures with others who have needs?

My background as a mixed animal veterinarian led to my first short mission trip many years ago. I served on the Navajo Reservation in Arizona with Christian Veterinary Mission (CVM). As I quickly learned, when you make yourself available to serve others there isn’t a template or standard to follow. Twenty years later I am still serving others through CVM. Fast forward to March 2018, I was privileged to lead the fifthannual CVM short-term mission team to the hills and valleys of the Appalachia Mountains in southeastern Kentucky to serve the needs of animals in coal mine country. Our team partnered with a local ministry organization named Meridzo. This organization has leveraged community interaction to help meet the physical and spiritual needs in a five-county area. A snapshot of the local economy reveals peak unemployment of 50% occurred a 6

PARTNERS IN PRACTICE | Fall 2018

Our team experienced the real trifecta of serving: 1) time away from the hustle of daily schedules and life to slow down and share with others, 2) giving of their professional services and assisting students in medical and surgical techniques, and 3) modeling client communication.

And finally, the trip wouldn’t have been possible without donations of items such as equipment, medications, and disposable goods to make this mission trip clinic possible!

How can one measure the effect of this community service?

Through its impact on the people! In our situation, animals provide the relational bridge to connect the hearts of those who give and those who receive. It’s a two-way street! Animals open the doors to sharing with one another. This included time of prayer and physically caring for the basic health needs of their companion animals. That time brings unimaginable amounts of joy for all involved. Even the critters!

Closing with a quote by Theodore Roosevelt that has been a mantra I’ve practiced both professionally and personally:

“People do not care how much you know, until they know how much you care.”

I hope you will use your time, talent and treasures to show someone how much you care and reach beyond your personal comfort to serve others.

Please note: Merck Animal Health graciously provides each employee volunteer service time to touch lives and make a difference.

My challenge to you: Who are you serving?

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Meet the Equine Veterinary Professional Services Team

Meet the Equine Veterinary Professional Services Team

FAIRFIELD T. BAIN

EARL GAUGHAN

D.V.M., M.B.A., Dipl. ACVIM, ACVP, ACVECC

D.V.M., Dipl. ACVS Sedalia, Colorado earl.gaughan@merck.com

Wakefield, Virginia fairfield.bain@merck.com Tell us a little bit about your horse background.

I was raised on a hog and cattle farm but learned about the horse industry from my father who was an avid fan of thoroughbred racing. He would go to the races every year and introduced me to the thoroughbred world. Although I did not grow up riding, I have enjoyed a variety of aspects of the horse industry – from thoroughbred racing to watching cutting horses.

Tell us a little bit about your horse background.

My family didn’t have the resources to have horses when I was a kid, so I found them with friends when I could. I have had horses for recreation since I started work as a veterinarian. Most have been “projects” of one sort or another.

If you were a horse, what type of horse would you be?

Of course, I would prefer to be a thoroughbred but, in reality, I am a long-distance runner – persisting for the long run.

Probably more of a long-distance steeplechaser.

Best horse advice you’ve ever received?

“Don’t do it…!”

Q&A

If you were a horse, what type of horse would you be?

Alive and sound.

Best veterinary advice you’ve ever received?

Always go back and look at your patient.

Best horse advice you’ve ever received?

They are like boats … the purchase price may be the cheapest part of the deal.

Outside of the equestrian/veterinary world, what is your favorite hobby?

Hunting with family and friends.

Best veterinary advice you’ve ever received?

Be willing to say “I don’t know…”

How long have you been working for Merck Animal Health?

Almost five years.

Outside of the equestrian/veterinary world, what is your favorite hobby?

Archery. I enjoy the art of arrow flight and all that goes into making a consistent shot.

What is your favorite part of being on the Equine Veterinary Professional Services Team?

Great colleagues and friends. Seeing old students and friends where they work.

How long have you been working for Merck Animal Health?

A little over two years. I joined the team/family in April 2016.

If there were one thing you would want your customers to know about you, what would it be?

I get to be a very small part of a group of very good people, and we’re here for the horse.

What is your favorite part of being on the Equine Veterinary Professional Services Team?

Being able to visit and meet folks all over the country.

If there were one thing you would want your customers to know about you, what would it be?

I am truly a farm boy at heart. I love wandering the woods.

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FINDING YOUR CALLING

By Mandy Remus, Merck Animal Health Marketing Team

W

hen I was a child, I really thought that somewhere, one day out of nowhere, I would know exactly what I wanted to be when I grew up. It didn’t happen for me that way and, if I’m being honest, I’m still not exactly sure if I want to grow up let alone know what I want to be.

But, I have always been interested in telling and listening to stories so, in a way, ending up in public relations and marketing made sense for me. While I can provide a defining moment that led me down this path which included me walking out of a statistics lab in the middle of class, it wasn’t an “aha”moment. It was more like a “what am I doing here, I can’t stand this” kind of moment. It eventually led me to earning a degree in journalism and working my way into advertising, PR and eventually marketing.

Yet, over the years the journalist in me, as well as my general anthropologic wonder has always made me curious to the stories of how people ended up in or chose their profession.

It wasn’t long after I started in animal health that I started asking colleagues how they ended up here – in animal health. Despite growing up in rural America, I had never given much thought to working in this industry. I just thought if you wanted to work in agriculture or animal health you had to be an agronomist or veterinarian. I knew that both of those were far too much science for me, so I didn’t give it another thought.

Yet, something rather interesting I discovered through the years of inquiry is that most veterinarians can actually pinpoint a moment in their lives when they decided they wanted to pursue a career in veterinary medicine. The answers to my question, “when did you know you wanted to become a veterinarian?” have been fascinating over the years.

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While my research is incredibly qualitative, I found that for you, the veterinarian, the decision to pursue your field happened the way I had hoped it would happen for me. You just knew.

A few years ago, I started asking our Equine Professional Services team (without them knowing I was doing it), “when did you know you wanted to become a veterinarian?”

I assumed the answers would be far more varied than when I first started asking the question years ago to both clinicians and industry veterinarians, but they were not. I remember Dr. Craig Barnett telling me the story of sleeping in the barn with one of his horses when he was a boy and somewhere around that time, he just knew. As I continued to ask the team, it was very much the same story. With a few nuances and timing differences, there was a point when each veterinarian just knew -- it was a calling.

Maybe this isn’t true for you. Perhaps, I’ve conducted the worst qualitative research in history. But in my experience, if I asked you when you knew you wanted to become a veterinarian, at a minimum, I will get an interesting story.

For those asked, I’ve seen them light up when they answer.

I realize that might be nostalgia itself, as being a veterinarian isn’t an easy job. The technical expertise, compassion, drive, business sense and general skill set needed to earn and thrive with DVM behind your name is a challenge I couldn’t imagine taking on. Yet, you did it. And, while it may have never felt like a calling for you, and some days you wonder why you got into it, I want to thank you for taking that path. I also want you to think of something that I’ve always found remarkable.

You are a doctor for patients that don’t talk. You protect and fix those who can’t protect or fix themselves. You are a veterinarian – and that’s pretty remarkable.

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