IDEXX: Antech / Heska Combination & Threat to IDEXX
Former Vice President at Heska
inpractise.com/articles/idexx-antech-heska-combination-and-threat-to-idexx
Former Vice President at Heska
Interview Transcript
This is a snippet of the transcript, sign up to read more.
Regarding growth vectors, does Mars prioritize Heska expanding into its own vet clinic and labs network first, or are there other synergies or sales outlooks involved?
When Mars makes an acquisition like this, there is an expectation that everything integrates into their ecosystem. However, there are some long-term contracts with Banfield and BluePearl, which means we can conduct business relatively quickly with our emergency analyzer. When Mars makes an acquisition, they aim for vertical integration, but this requires internal negotiations on transfer prices and financial terms. It's not as simple as just buying Heska and having their clinics use it. Instead, there needs to be an agreement. Eventually, I guarantee that Heska will be in all Mars veterinary hospitals. Currently, this hasn't happened yet due to long-term deals and ongoing internal negotiations on pricing. The expectation is that Heska will be part of every hospital within the Mars ecosystem.
This is a snippet of the transcript, sign up to read more.
For the vets you pitch to but don't win, what are the most common reasons from Heska's perspective? Most interestingly, if those vets are using IDEXX instruments, what are the reasons specifically? In those cases where the vets are using IDEXX instruments, what are the specific reasons?
We often lost deals because we didn't have a full stack. Not having a reference lab was an issue. Unlike IDEXX, which did a really good job with SDMA, which is available on the Catalyst for Heska analyzers, they made that a main component. Not having that particular parameter was problematic. Integration is often an issue. IDEXX has done a phenomenal job as a company, whereas we at Heska didn't integrate with all systems. I know that Antech is currently working on that. Integration is crucial for the workflow of a practice, and if you do not integrate, it becomes an issue.
This is a snippet of the transcript, sign up to read more.
Related Content
IDEXX Laboratories: UK Vet Practices, Diagnostics & Practice Management Software
Director at UK Independent Vet Practice
Zoetis, IDEXX Laboratories and Animal Diagnostics Competition
Former Commercial Executive at Zoetis and IDEXX Laboratories
Pets At Home: CMA Investigation & UK Vet Practices
Former Head of Legal at Pets at Home
Pets At Home: Vet Practice Operations, Medication & Diagnostics
Former M&A Executive at IVC Evidensia
Copyright Notice
This document may not be reproduced, distributed, or transmitted in any form or by any means including resale of any part, unauthorised distribution to a third party or other electronic methods, without the prior written permission of IP 1 Ltd.
IP 1 Ltd, trading as In Practise (herein referred to as "IP") is a company registered in England and Wales and is not a registered investment advisor or broker-dealer, and is not licensed nor qualified to provide investment advice.
In Practise reserves all copyright, intellectual and other property rights in the Content. The information published in this transcript (“Content”) is for information purposes only and should not be used as the sole basis for making any investment decision. Information provided by IP is to be used as an educational tool and nothing in this Content shall be construed as an offer, recommendation or solicitation regarding any financial product, service or management of investments or securities. The views of the executive expressed in the Content are those of the expert and they are not endorsed by, nor do they represent the opinion of In Practise. In Practise makes no representations and accepts no liability for the Content or for any errors, omissions, or inaccuracies will in no way be held liable for any potential or actual violations of laws, including without limitation any securities laws, based on Information sent to you by In Practise.
© 2024 IP 1 Ltd. All rights reserved.