Infection Prevention and the Supply Chain

Veterinary Advantage asked Virox how it’s responding to the COVID-19 pandemic, and how distributor reps can help their veterinary clinic customers evaluate infection prevention needs.

Following are responses from Nicole Kenny, HBSc., Assoc Chem, Vice President, Professional and Technical Services, Virox Technologies Inc.

Veterinary Advantage: How has the coronavirus affected the supply/demand for your company’s products? How has Virox responded?

Nicole Kenny: As an infection prevention and biosecurity company, being able to manage increased demand due to outbreaks or pandemics is paramount. Needless to say, the recent COVID-19 pandemic has brought the importance of diligence and compliance in disinfection to the forefront.

Nicole Kenny (Photo courtesy of Virox)

Not only has there been a huge spike in demand for our products, but also in requests for information about how Rescue™ can help prevent the spread of infection in our customers’ facilities. To ensure uninterrupted product supply we have worked with our suppliers to secure our raw material and component needs to support increased production, added production capacity via additional shifts and 24-hour operation, and aligned with our distribution partners to maintain the consistent flow of goods to the end-user. We are also actively identifying opportunities to educate Rescue™ users about the importance of having a rigorous cleaning and disinfection protocol in place.

Veterinary Advantage: How can distributor reps help their veterinary clinic customers evaluate their infection prevention standards? What questions can they ask?

Kenny: When it comes to selecting a disinfectant product, distributor reps can play an invaluable role as an educator for their customers. Prior to launching into the features and benefits of the disinfectant product being promoted, spend some time to better understand the priorities of your customer. Understanding what has worked in the past, or challenges encountered with their previous cleaning and disinfection process, or products currently being used helps focus the discussion on the key pain points. The following are a few examples of questions to ask:

  • What challenges are you currently experiencing in your cleaning and disinfection process?
  • Do you, or have you had any concerns from staff with the safety of your current disinfectant for either the animals or themselves?
  • In your practice, what are the pathogens you are primarily concerned with?
  • Does your current cleaning and disinfecting process impact your ability to turn over an exam room? Would using a disinfectant with a faster contact time improve your process?
  • Does your current product allow you to clean and disinfect in one step?
  • Do you want to use one product for all disinfection? If so, a product should be selected with good efficacy against pathogens of concern.

Lastly, distributor reps can support in the successful conversion of the facility. It is important to share not just the benefits the new product will bring to the facility but to clearly communicate the benefits to the user such as the product being safer for them or improving or simplifying the work they do. People do not like change, so managing expectations up front when the product is first introduced sets everyone up for success. Education provides the power to overcome any fear or anxiety we are feeling, allowing for a smooth implementation regardless of the type of product.

>