OIE Conference Dakar 2008 Can modern marketing methodologies increase access to veterinary medicinal products in Africa? Dr Wilhelm von Trott Head of Marketing Boehringer Ingelheim Animal Health Our Commitment • • Product: - Products that meet the real needs of African veterinarians & farmers – – – • • Place: - Distribution channels – – – • • Public Animal Health Services Private distribution companies Direct imports by big clinics or farms Price: - Elements of pricing – – – – – • • safety efficacy convenience Active ingredient – sourcing Manufacturing & quality control Transport Margins Taxes and tariffs Promotion: - Create added value through modern and intelligent promotion – – – – technical services training print material electronic media Conclusions • Application of modern marketing methods can well lead to improve access to veterinary drugs and vaccines in Africa. • Most important is to understand the real needs of farmers and veterinarians and to respect these needs in all marketing aspects, summarized under the “4 Ps”. • Marketing of veterinary drugs and vaccines is not exclusively done by pharmaceutical companies, but is the consequence of the interaction of public services, private companies and the industry. OIE Conference Dakar • Thank you for your attention