{"id":14089,"date":"2022-12-16T16:18:25","date_gmt":"2022-12-16T15:18:25","guid":{"rendered":"https:\/\/www.adiuvet.com\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/"},"modified":"2023-02-09T19:51:36","modified_gmt":"2023-02-09T18:51:36","slug":"how-to-report-the-transfer-of-veterinary-drug-and-extra-drug","status":"publish","type":"post","link":"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/","title":{"rendered":"How to report the transfer of veterinary drug and extra drug"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_82 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Sommario<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#Message_what_do_we_want_to_communicate\" >Message: what do we want to communicate?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#Issuer_the_origin_of_the_message\" >Issuer: the origin of the message<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#The_syntax_ie_the_code\" >The syntax i.e. the code<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#Context_definition\" >Context definition<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#How_appropriate_is_it_to_talk_about_sale_or_in_our_case_divestment\" >How appropriate is it to talk about sale or, in our case, divestment?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#Continuity_in_the_transfer_of_the_drug\" >Continuity in the transfer of the drug<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/#Summing_up\" >Summing up<\/a><\/li><\/ul><\/nav><\/div>\n\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"14089\" class=\"elementor elementor-14089 elementor-9901\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6efc9f4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6efc9f4\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-085cd11\" data-id=\"085cd11\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2fcd109 elementor-widget elementor-widget-text-editor\" data-id=\"2fcd109\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><em>[Important note: this article has been <span style=\"text-decoration: underline;\">automatically<\/span> translated from the original Italian language.]<\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ce8029f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ce8029f\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-90a07a6\" data-id=\"90a07a6\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-57f4295 elementor-widget elementor-widget-text-editor\" data-id=\"57f4295\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Today everything is communication<\/strong>.<\/p>\n<p>Thinking of doing professional work without equipping oneself with a solid communication foundation is like thinking of swimming against the current in a raging river.<\/p>\n<p>Only a veterinarian who does not operate segregated in surgery away from the front office can do without it, nevertheless, without being NLP sharks, we are <strong>all<\/strong> required to observe a <strong>minimum &#8220;etiquette&#8221;<\/strong> to properly shape a substance (our professionalism) that is taken for granted.<\/p>\n<p>The <strong>basic elements of communication-remember-there<\/strong> <strong>are five + one<\/strong>:<\/p>\n<ul>\n<li><strong>The message<\/strong>: that is, the object, the content of communication,<\/li>\n<li><strong>The issuer:<\/strong> that is, the origin of the message,<\/li>\n<li><strong>The receiver:<\/strong> that is, the recipient of the message,<\/li>\n<li><strong>the<\/strong> <strong>code:<\/strong> that is, the mode of expression, the how of communication, which can be verbal or nonverbal,<\/li>\n<li><strong>i channel:<\/strong> that is, the material medium through which the message is conveyed.<\/li>\n<\/ul>\n<p>In addition we have the <strong>context<\/strong>, the environment, the perimeter within which communication takes place.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aee6520 elementor-widget elementor-widget-image\" data-id=\"aee6520\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.pianetapsr.it\/flex\/cm\/pages\/ServeBLOB.php\/L\/IT\/IDPagina\/1762\" target=\"_blank\">\n\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"889\" height=\"527\" src=\"https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco.jpg\" class=\"attachment-large size-large wp-image-10100\" alt=\"comunicazione della cessione del farmaco ed extrafarmaco\" srcset=\"https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco.jpg 889w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco-600x356.jpg 600w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco-300x178.jpg 300w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco-768x455.jpg 768w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco-169x100.jpg 169w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco-135x80.jpg 135w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/comunicazione-della-cessione-del-farmaco-ed-extrafarmaco-394x234.jpg 394w\" sizes=\"(max-width: 889px) 100vw, 889px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Image source<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c6dacff elementor-widget elementor-widget-heading\" data-id=\"c6dacff\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"Message_what_do_we_want_to_communicate\"><\/span>Message: what do we want to communicate?<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cf9d708 elementor-widget elementor-widget-text-editor\" data-id=\"cf9d708\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>What is the object of our message? The product we offer? The drug we materially hand to the pet parent concerned about his &#8220;differently human&#8221; little son?<br \/>No.<\/p>\n<p>The object is <strong>something abstract<\/strong> that materializes through us. <br \/>It is the <strong>solution to a contingent problem<\/strong> of the animal (and therefore the owner) that goes beyond the product and consubstantiates with the clinical service of which it is a natural continuation.<\/p>\n<blockquote>\n<p>The<strong>object is not a product<\/strong> but <strong>an ancillary professional service that is<\/strong> as important as the medical act that precedes it.<\/p>\n<\/blockquote>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dae56ed elementor-widget elementor-widget-heading\" data-id=\"dae56ed\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"Issuer_the_origin_of_the_message\"><\/span>Issuer: the origin of the message<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-467f811 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"467f811\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-07cf90a\" data-id=\"07cf90a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9984ebb elementor-widget elementor-widget-text-editor\" data-id=\"9984ebb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>We may not realize it, but we vets are perfect market makers.<\/p>\n<p>How many productive categories of goods and services enjoy the privilege of being able to control supply and demand at the same time?<\/p>\n<p>With the power to dispose of drugs and other PSBAs (Pet Health and Welfare Products other than medicines) we <strong>we are authorized<\/strong> a <strong>deliver<\/strong> &#8211; within the scope of professional service &#8211; the very products we prescribe <strong>jumping in with both feet<\/strong> the crucial moment around which the entire market economy revolves: <strong>the purchase decision<\/strong>.<\/p>\n<p>We alone have the <strong>knowledge and expertise<\/strong> to make correct and appropriate treatment choices.<br \/>We alone can<strong> provide continuity of information<\/strong> at all stages of drug treatment, ensuring case-oriented counseling.<br \/>We alone can and should <strong>manage client compliance<\/strong> and watch for the emergence of adverse drug reactions.<\/p>\n<p>Only we can <strong>make a judicious selection of<\/strong> products based on the prevailing case history in the area. <br \/>Only we can <strong>offer the convenience<\/strong> of having the necessary products at the same time as the clinical act.<\/p>\n<p>Therefore, if as a broadcaster <strong>as to authority we are unbeatable<\/strong>, since the <strong>medium is the message<\/strong> (McLuhan docet), as direct interpreters and bearers of it, we find ourselves simultaneously playing at least three parts in the play.<\/p>\n<blockquote>\n<p><em>We issue the message, we choose the language, we convey the message, we are its medium, and therefore WE are the message itself. <\/em><br \/><em>We actually occupy four of the five available boxes (we cannot be the receiver as well!).<\/em><\/p>\n<\/blockquote>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-84a8b83 elementor-widget elementor-widget-text-editor\" data-id=\"84a8b83\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>We are in a position of absolute pre-power before our interlocutor because of the information asymmetry that earned Stiglitz, Akerlof and Spence the Nobel Prize in economics in 2001.<\/p>\n<p>This is quite a responsibility but also a compelling challenge.<\/p>\n<p>But just by starting from this superior position of ours, it is very easy to fall and even get hurt.<\/p>\n<p>Indeed, all it takes is one misplaced word, one wrong expression, and the receiver perceives a message dissonant with our best intentions, reacting with a &#8220;no thanks!&#8221; that admits no reply. <br \/>We passed as shopkeepers and the customer punished us.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-af98571 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"af98571\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8e5d50f\" data-id=\"8e5d50f\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-505fc9a elementor-widget elementor-widget-heading\" data-id=\"505fc9a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"The_syntax_ie_the_code\"><\/span>The syntax i.e. the code<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7725e76 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7725e76\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-bb87dba\" data-id=\"bb87dba\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1e4d81b elementor-widget elementor-widget-text-editor\" data-id=\"1e4d81b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>As we know, retailing in Veterinary Facilities moves within a <strong>well-defined boundary<\/strong> that it bears repeating once again.<\/p>\n<blockquote>\n<p><em> The transfer of drugs and other PSBAs is allowed for animals under treatment, must be implemented by the veterinarian who performed the main service, cannot be advertised, and the display of products is prohibited. (Balduzzi Law)<\/em><\/p>\n<\/blockquote>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4f0c849 elementor-widget elementor-widget-heading\" data-id=\"4f0c849\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"Context_definition\"><\/span>Context definition<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8b2e9ec elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8b2e9ec\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c15c51d\" data-id=\"c15c51d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2f8dcf5 elementor-widget elementor-widget-text-editor\" data-id=\"2f8dcf5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>The route is this:<\/p>\n<ol>\n<li>The Veterinary Doctor (DVM) <strong>visits<\/strong> or performs any medical or surgical or diagnostic service on the animal,<\/li>\n<li>DVM <strong>formulates a treatment<\/strong>,<\/li>\n<li><strong>Proposes-as<\/strong> an alternative to prescription and referral to pharmacy or<strong>parapharmacy-immediate acquisition of<\/strong> the drugs or other PSBA so as not to risk<br \/>of wasting valuable time, and not delegating the owner to have to search for what is needed,<\/li>\n<li>the DVM <strong>picks up<\/strong> from the place (not visible to the public) where the stock is stored exactly the chosen products,<\/li>\n<li><strong>delivers<\/strong> them directly to the customer,<\/li>\n<li><strong>Issue invoice<\/strong> in a manner that complies with the regulations.<\/li>\n<\/ol>\n<p>Any action outside this pattern is to be considered improper and patently irregular.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b093e32 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b093e32\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f0ea7df\" data-id=\"f0ea7df\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7822c57 elementor-widget elementor-widget-heading\" data-id=\"7822c57\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"How_appropriate_is_it_to_talk_about_sale_or_in_our_case_divestment\"><\/span>How appropriate is it to talk about sale or, in our case, divestment?<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-200b815 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"200b815\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6d1d577\" data-id=\"6d1d577\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-278692e elementor-widget elementor-widget-text-editor\" data-id=\"278692e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>We have said that the<strong>provision of a product<\/strong> is not sale but should be configured as the <strong>provision of a service<\/strong>, and here we come back to the point, that is, we are <strong>proposing a solution<\/strong> -the best solution for us-to <strong>solve that problem<\/strong>.<\/p>\n<blockquote>\n<p><em>We are offering our HELP.<\/em><\/p>\n<\/blockquote>\n<p>Therefore, one must decode the meaning of selling.<\/p>\n<p>Selling is not about being pushy, logorrheic, boring; our first task is to <strong>connect with the interlocutor<\/strong> and analyze his behavior.<\/p>\n<p>To do this, one needs to develop an<strong> empathetic and friendly approach<\/strong>, helping the other party to open up and reveal what he or she feels is important.<br \/>Only in this way will it be possible to devise the right sales strategy, indeed, to <em><strong>help<\/strong><\/em>, in accordance with the mantra enunciated by David M. Scott in The New Rules of Sales and Service (2016).<\/p>\n<p>Helping therefore, not selling. And <strong>we must be the first ones to convince ourselves<\/strong> of this new paradigm.<\/p>\n<p>According to Scott, then, you perform better when you stop selling, that is, you purge the action of performance anxiety to make a real <em><strong>information<\/strong><\/em> about the product we&#8217;re offering, always remembering that you don&#8217;t have to push it because the customer places the utmost trust in us.<\/p>\n<p>Therefore, our <strong>attitude<\/strong> must be to <strong>teach<\/strong>, to <strong>share our knowledge<\/strong>, and therefore the <em>sine qua non<\/em> is <strong>perfect knowledge of what we offer<\/strong>.<\/p>\n<p>And, while this may be obvious for drugs, <strong>it is not at all obvious for supplements<\/strong> and other PSBAs.<\/p>\n<p>So, if we <strong>pet corner<\/strong>, <strong>better a few products<\/strong> we know inside out and believe in, <strong>than<\/strong> <strong>many handled with pressapochism<\/strong>.<\/p>\n<p>Repeat. The communication of parapharmaceuticals may give off a certain sufficiency compared to drugs. <br \/>Major mistake! <br \/>If we suggest a supplement or otological we do so with great conviction because it is the result of a thorough selection as we have already seen in the previous article <a href=\"https:\/\/testwww.adiuvet.com\/blog\/management-veterinario\/come-selezionare-i-prodotti-del-pet-corner\/\">(<em>How to choose products to keep in the pet corner<\/em>)<\/a>.<\/p>\n<p>Everything we offer must have the ideal blue &#8220;<em>VET GRADE<\/em>&#8221; stamp certifying its quality, and this aspect must be clearly stated in the message.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49d80de elementor-widget elementor-widget-image\" data-id=\"49d80de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-1024x576.jpg\" class=\"attachment-large size-large wp-image-10278\" alt=\"Cessione del farmaco quali step effettuare\" srcset=\"https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-1024x576.jpg 1024w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-600x338.jpg 600w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-300x169.jpg 300w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-768x432.jpg 768w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-1536x864.jpg 1536w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-178x100.jpg 178w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-142x80.jpg 142w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-394x222.jpg 394w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-915x515.jpg 915w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare-1240x698.jpg 1240w, https:\/\/www.adiuvet.com\/wp-content\/uploads\/2022\/12\/Cessione-del-farmaco-quali-step-effettuare.jpg 1920w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-be60fef elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"be60fef\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1d34242\" data-id=\"1d34242\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7d3e6c6 elementor-widget elementor-widget-heading\" data-id=\"7d3e6c6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"Continuity_in_the_transfer_of_the_drug\"><\/span>Continuity in the transfer of the drug<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5f88923 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5f88923\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-344884a\" data-id=\"344884a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8d95423 elementor-widget elementor-widget-text-editor\" data-id=\"8d95423\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Another element that must inspire our way of divestment is<strong> continuity<\/strong>.<\/p>\n<p>Just as in throwing a bowling ball there is a fixed sequence of movements without adherence to which a decent throw cannot be executed, so the <strong>transfer of the drug or other PSBA<\/strong> &#8211; like the release of the bowling ball &#8211; must be the <strong>natural continuation<\/strong> of <strong>clinical performance<\/strong>, that is, of the main professional service of which the assignment is incidental.<\/p>\n<p>In proposing a therapeutic solution-surgical vs. medical-as well as a drug or parapharmaceutical, nonverbal communication also often assumes decisive importance.<\/p>\n<p>It is the so-called <strong>body language<\/strong>.<\/p>\n<p>The rules of frank and persuasive communication can be summarized by the acronym SOLER:<\/p>\n<ul>\n<li>S (square): stand in a frontal position relative to the interlocutor,<\/li>\n<li>O (open): maintain an open attitude,<\/li>\n<li>L (lean): lean slightly forward,<\/li>\n<li>E (eye contact): looking into the eyes,<\/li>\n<li>R (relax): speak in a relaxed and calm tone.<\/li>\n<\/ul>\n<p>In fact, they are all actions that denounce active and interested listening, express self-confidence, and corroborate what one wants to express in words.It is very disturbing to perceive a dissonance between verbal and nonverbal language, especially in a field as sensitive as health care.<\/p>\n<p>A frequent objection is the <strong>customer&#8217;s supposed perception<\/strong> that we are <strong>spending too much<\/strong> and deciding his or her budget ourselves, playing it down.<\/p>\n<p>But it is a loose-loose situation: he loses the veterinarian because he forecloses additional income, and he loses the owner (and his pet) because he does not enjoy a comprehensive, quality service.<\/p>\n<p>In fact, there is an inescapable fourth cardinal point. FREEDOM.<\/p>\n<p>Drawing from the conclusions of Thomas E. Catanzaro &#8216;s article <a href=\"https:\/\/www.hilarispublisher.com\/open-access\/your-future-veterinary-practice-2375-4389-1000198.pdf\" target=\"_blank\" rel=\"noopener\">&#8220;Your Future Veterinary Practice&#8221; (J Glob Econ 2016, 4:2)3<\/a> the golden rule is:<\/p>\n<blockquote>\n<p><em>allow the customer to buy and not just justify\/motivate the purchase, emphasizing FREEDOM to choose whether or not to take the opportunity we are offering.<\/em><\/p>\n<\/blockquote>\n<p>It is essential to give the <em>impression&#8211;true&#8211;of<\/em> offering the dual option to the customer, and if we know how to do that&#8211;along with the other rules&#8211;we will see that very few will say no.<\/p>\n<p><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-88307e1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"88307e1\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-30c5970\" data-id=\"30c5970\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fb833f0 elementor-widget elementor-widget-heading\" data-id=\"fb833f0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><span class=\"ez-toc-section\" id=\"Summing_up\"><\/span>Summing up<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-adca947 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"adca947\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-02a4c98\" data-id=\"02a4c98\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e34a610 elementor-widget elementor-widget-text-editor\" data-id=\"e34a610\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>To recap the four elements that should inspire and guide our behavior when we make divestment are:<\/p>\n<ol>\n<li><strong>Helping<\/strong> the client and their pet get the result they came to us for. It is not uncommon for the <strong>owner not to go to the pharmacy<\/strong> to buy the product we have prescribed and then <strong>blaming us<\/strong> for the <strong>lack of healing<\/strong>. So we also help ourselves to prevent these unpleasant situations.<br \/><strong>Inform, clarify<\/strong> any doubts, answer any questions the customer may ask us. <br \/><strong>With the expertise and authority<\/strong> that only we have.<\/li>\n<li>Observe an ideal <strong>continuity of<\/strong> action.<\/li>\n<li>But all this would be in vain if we ignore the <strong>freedom of choice<\/strong> that we must always leave to the customer precisely to free ourselves from the suspicion that we are selling something and that our interest outweighs that of our customer.<\/li>\n<\/ol>\n<p>If we can act in tune with what we have laid out, it will be our own clients who will ask us to have therapy for their furry friend right away.<\/p><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Today everything is communication. Thinking of doing professional work without equipping oneself with a solid communication foundation is like thinking of swimming against the current in a raging river.<br \/>\nLet&#8217;s see how to deal with it &hellip; <a href=\"https:\/\/www.adiuvet.com\/en\/uncategorized\/how-to-report-the-transfer-of-veterinary-drug-and-extra-drug\/\">Read More<\/a><\/p>\n","protected":false},"author":70,"featured_media":9190,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[191,143],"tags":[],"class_list":["post-14089","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gestion-veterinaria","category-management-veterinario"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to report the transfer of veterinary drug | Adiuvet<\/title>\n<meta name=\"description\" content=\"To 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