Our next session is looking at this nutrition 360 degrees, and I'm delighted to welcome Louise Brennan to you all now having qualified with a business degree in marketing, Louise spent the early part of her career in business development within the banking sector before. Moving into general veterinary practise while qualifying as an RVN. So she has real experience of the veterinary sphere.

Her interest in practise were nutrition, behaviour, and the role of the nurse and practise growth before joining Royal Cannon in 2010. Through sales and marketing roles within Royal Canon across the UK and Ireland, Louise has brought a veterinary, her business acumen and her coaching skills skills to the support of veterinary teams and helping them to reach their full potential. In her current role as Europe Perfect clinic manager, she champions communication excellence to grow the quality of pet owner journeys.

Louise qualified as an NLP coach earlier this year, and I'm sure she'll be able to be able to give you some insight into what NLP is. So Louise, over to you to look at this nutrition 360. Thank you very much to to everybody for for attending this session today and Caroline, for me, a green in the green zone has been listening to each of our speakers today.

I think they've really been fantastic and brought brilliant insights to us. So thank you very much to them. At Royal Canan, we are a purpose led business also.

Not only do we have passion for supporting the health of cats and dogs with science-led nutrition. We're equally passionate about what Carolyn was talking about supporting people, our teams, your teams on this human adventure. And, and that's really beautifully highlighted in different areas by all of our speakers today.

So, hope everyone enjoyed that and, and again, thank you to our speakers. This very brief session, I'm going to give you an introduction to who we are and how our teams support the conversation in nutrition. We've seen lots of evidence already today and I have a little bit more to, to share with you through this quick session.

So our purpose was defined by our founder 51 years ago, Jean Care himself a veterinarian, and Care identified and his dogs had poor coat quality and decided to manipulate their diet to see if there would be an improvement. And guess what? Yes, he did see an improvement, and that was the start of Royal Canan.

The statement you see on screen has always been our mission. And let food be thy first medicine for us, goes beyond providing simply calories. We want to go over and above to provide, diets that deliver health nutrition and that's that's.

Whereabouts. Yes, we have that passion for cats and dogs, and we will always put them first. And this very much sets the north star of what you see in our cultural compass, but also our people make up part of that compass as well.

And so we very much stay true to our beliefs and, our nutrition is solely based on science and observation. Our team that supports the UK and Ireland veterinary markets is extensive, totaling 29 associates, the majority of whom are qualified vets and and nurses, in addition to our merchandizing team, our customer care team and our wonderful scientific communications team. So we've a depth of wealth and and wealth of experience and knowledge supporting veterinarians and nursing and front of house, .

Veterinary teams across the UK and Ireland. So the approach that we take in supporting clinics in the UK and Ireland is very much a lot of what you've already heard from our speakers today meeting pet owner expectations and a whole team approach. And to take a step back and ask, well, why?

Why make nutrition a part of your veterinary clinic and again, our belief of putting the pet first reflects the WSAVA guide that nutrition is the 5th vital sign of a patient's health. And to meet this, we encourage vet teams to ask three simple questions. How safe is the food?

How nutritious is it? And even more importantly, how suitable is it for the individual pet that's in front of me? Also, do I have evidence for this, and that is something that we also support.

A fantastic resource from the WSAVA. The link is on screen at the moment, a pet owner's guide for selecting best best food for your pet, and we absolutely, you know, respect this this ethos. From the, from the business perspective, the UK and Ireland pet food market is worth a whopping 2.7 billion pounds per annum.

And current statistics indicate that only 3% of cats and dogs are currently fed through veterinary clinics. So there's huge potential to grow in the strength of recommendation, in this area for for any of our businesses. And we also conducted research of both pet owners and vets to gain their perspectives on nutritional recommendations.

And we heard from Carlos Aoki, you know, the need for increase or increasing pet owner expectations in our market and our research interestingly found out that more than 50% of pet owners want nutritional advice for their pet. And they also view our veterinary professions as the most trustworthy and knowledgeable source regarding regarding nutrition. However, they did feel that the advice often wasn't offered and they were sometimes reluctant to ask for that advice.

Further research from pet owners identified that they believe nutrition can have an impact on their pet's life and have an impact on a healthier life. And they found online information confusing, sometimes conflicting, and this reflects some of the earlier stuff we heard from Carlos about the impact is the internet influence plateauing. So interesting to to share those two pieces of research.

From the vet's perspective, absolutely no surprises on screen here at all, and the limited time and especially in the current situation. But our vets certainly believe that our nursing teams and our reception teams have more time to engage this subject with pet owners. The limited consultation time is a very obvious one, but also limited time, and we're seeing this even through the COVID situation, to study and read up in advancements in nutrition.

They also told us that they felt sales tools and CPD programmes were perhaps inadequate. So given time is such a challenge. Where do we start?

You know, who can guide, we want to work with your teams to guide for the whole team to work together where there's a shared responsibility for making that nutritional recommendation. So as in what happened to me in clinic, it doesn't fall to one individual team member and also then that the expectation of the pet owner, they're receiving that consistent message about what's best for their pets. So in essence, you know, we, we all want the same thing.

You know, we live and die by the we want to make a better world for pets. That's what our pet owners want, and that's what we want as professions also. So what do we do?

The approach that we take very much that whole team approach, and that's based on 5 growth drivers and to grow nutritional recommendations, very obviously staff knowledge, knowledge and that our reception teams may want may be very different to the knowledge that our surgeon and our nursing. Teams may want, and our veterinary business manager teams absolutely flex to support these different needs. The in clinic experience, although rapidly changing in the current environment, our dedicated merchandizing team are on hand to support what this can look like for your clinic.

When it comes to recommendations, and we heard earlier again that pet owners do want recommendations supporting the clinic teams, all of them to align the nutritional message to ensure that clear and consistent message to the pet owner. Remember the research that I. Identified, pet owners find online content confusing.

We have an opportunity to step into that space, provide the clarity on the recommendation. And as Caroline said, so that we're all singing from the same hymn sheet and not pulling against each other. We're here to support that journey.

From Royal Canan, our subscription offering is a directed pet owner delivery service for our multi-function range and diet, diets that owners receive from a personalised vet recommendation that's delivered to them. And then how do we keep pet owners engaged with our clinic? How do we encourage pet owners to re-engage and we have tools to support you with that.

So to simplify nutritional recommendations, we take a whole team approach to deliver that consistent message. This concept reflects the BVA vet led hub and spoke model, which states the vet acts as the hub, directing the to the most appropriate professional with appropriate skills. This can easily be applied to the nutritional recommendations, linking to Oki's point that this can deliver the value of the experience that we provide for the pet owner.

So again, I had the privilege in the last number of years to work with a wonderful clinical director from IVC. Hello, John, if you're listening. And he would, you know, use language like for nutritional detail.

I'm going to refer you to our RVN but he would make a statement like my recommendation is that a change in diet would be beneficial. And it was a real clear passing the baton to the team and identifying who in the team has the strength or whose passion is it to have the conversation and to build on that. So what can that look like?

Build a plan, who's doing what, engage and make that recommendation for that best suits that individual pet. Our Royal Canan veterinary business managers can hold virtual meetings with clinics to agree. What is it you want to focus on?

What's the priority for you and your team moving forward? And once we agree, we use what you see on screen at the moment to support you, we mutually work together to support everyone on the chosen area of focus, making nutritional recommendations. So I promised some evidence, and this is an approach that we actually trialled across 33 clinics in the UK.

Clinics are varying different sizes, and what they demonstrated was a consistent increase, yes, in sales growth, but also we heard from them confidence in making nutritional recommendations. And, you know, that really benefited the whole team in these clinics. In addition to that, We commissioned an independent survey of 200 veterinary surgeons.

The respondents were not aware that this programme was from Royal Canon, and we wanted to get their thoughts on this, you know, varying approach, and this different approach from us. And as you can see on screen here, 95% of vets were very positive about the. 96% thought it was relevant.

And actually one that really surprised us was 2/3 of vets surveyed believe nutritional training should be mandatory for for all staff. So I'd be interested to hear, you know, what and what our delegates think of that that approach. The things they love most about this was it involved everybody.

It involved the whole team. They love the direct delivery to to pet owners of our multi-function range and that it was simplified, quick and easy to make nutritional recommendations. So I'd like to thank everybody for listening.

I'm going to end with a very short animation. So Kyle, if you can roll it, please. Are you fed up with talking about nutrition with staff and clients and getting nowhere?

Are you saddened to see pets not receiving the nutrition you know will help them? Royal Canon offers a practical approach tailored to your clinic, which focuses on 5 drivers proven to grow nutritional recommendations staff knowledge, clinic experience, specific recommendation, subscription, and pet owner engagement. Our inclusive whole team approach will provide clear, engaging training for your vets, nurses, and receptionists, enhancing their knowledge and confidence.

Upgrade the clinic experience, maximising all opportunities to present nutrition. Positively develop the specific recommendation. Increasing pet owner action on advice received.

Introduce the efficient and convenient subscription service for animals with multiple health conditions. Owners can order their personalised vet recommended product from you and have it delivered straight to them. Seize every opportunity of pet owner contact to enrich their engagement with your clinic.

We offer straightforward solutions that specifically benefit you, your staff, your clients, your business, and most importantly, your patients. Let us help you transform the way nutrition is recommended in your clinic. Contact your local veterinary business manager to benefit from this 360 degree approach to nutrition recommendation today.