Saying 'no' to a veterinary pharmaceutical rep

GETTY IMAGES/RAFA IRUSTADr. Lee Hopson is a hard-working veterinarian. He is sole owner of a seven-doctor small animal clinic with eight veterinary technicians and an impressive support staff. His success requires long hours of planning, managing and keeping up with cutting-edge medicine. 

Helping the practice keep up with new medicine are the many pharmaceutical reps who call on Hopson and his team. These reps hold lunch-and-learn events for the veterinarians and technicians. The reps are very attentive because Dr. Hopson's annual purchases are in the six figures.

One day a rep from a large company presents a lunch-and-learn to introduce a new parasite preventive that he would like to see replace the product used by more than 80 percent of Dr. Hopson's 17,000 clients. At the end of the lecture, the sales rep speaks to the technicians and offers to mail them free samples for their personal pets. The company, the rep says, likes to assist clinic staff members with their own pets whenever possible. Everyone agrees that the new preventive sounds wonderful and should be incorporated into the hospital's parasite prevention protocols. 

Everyone seems thrilled-except Dr. Hopson. He loves the product, but not the free medication offering. Keep in mind that Dr. Hopson is far from stingy. Each year he treats his staff members and their families to a Disney World trip. He provides veterinary care to their pets at no charge and sells them medications at cost. He views his staff members as an extension of his veterinary clinic and as representatives to his clientele.

What bothers Dr. Hopson about this rep's actions is that he was given no choice in determining how to reward his employees for their efforts. What if he'd prefer to put that $1,800 worth of product toward his practice's costs and educate his team differently on the parasite protocols? He doesn't want outsiders handing out freebies and benefits to his employees with no insight into his practice protocols. 

Dr. Hopson tells the drug rep that the free medication should be sent to the clinic and that he'll determine its ultimate disposition. He congenially tells his staff that at his clinic there will be only one suitor for their affections-and that's him. 

The drug company respects Dr. Hopson's wishes, but some staff members grumble a little. Is Dr. Hopson being unreasonable?

Rosenberg's response

Dr. Hopson's veterinary practice is not a public company, nor is it a democracy. It's the owner's responsibility to make management decisions and to abide by the consequences of these decisions.

If staff members feel that Dr. Hopson is a fair and honest employer, there won't be any repercussions from this decision. If the staff feels he's dishonest, this situation will be the least of his problems. 

The drug company rep was trying to sell more product; getting on the staff members' good side is one way to go about it. Nevertheless, Dr. Hopson has to deal with the bottom line and meet the financial needs of his practice. He has every right to intervene in the drug company offer for free employee products.

Get in touch

Do you agree with Dr. Rosenberg? Send us an email at dvmnews@advanstar.com.

Dr. Marc Rosenberg is director of the Voorhees Veterinary Center in Voorhees, N.J. He is a member of the New Jersey Board of Veterinary Medical Examiners.