Module 2 Transcript

[MODULE 2—Client Conversation Map]

AUDIO	VIDEO
(music) Voiceover: Welcome to module 2 of the Caninsulin VetPen training course. Now that we have reviewed the benefits of VetPen, this module will help you introduce VetPen to owners of diabetic pets.	[title screen—with blue background taken from ad] (superimposed logo)Caninsulin® VetPen® (superimposed copy)Caninsulin® VetPen® Training Module 2: Talking to clients about VetPen
Voiceover: A key benefit of VetPen as outlined in the previous module is that it can help change the way you talk about pet diabetes management with your clients. For the first time, pet owners can treat their companion with the same advances human diabetics have had for years and with insulin specifically developed and approved for pets.	(headline)VetPen® changes the conversation  (copy)Offers the benefits of human insulin pens Uses veterinary approved insulin  (visual—image of VetPen and perhaps a clinic that remains throughout the build of this screen)
Voiceover: Many of your clients will appreciate the advantages of VetPen. And as we will see, VetPen can help make client conversations easier by focusing on what is most important: the management of the pet’s diabetes.	(headline)VetPen® changes the conversation  (copy)Offers the benefits of human insulin pens Uses veterinary approved insulin Allows you to focus on diabetes management
Voiceover: How you introduce VetPen to your clients will depend on their experience with pet diabetes. We will first guide you through a conversation with a client whose pet is newly diagnosed.	(headline)Introducing VetPen® to your clients (visual—lifestyle photos of dog and cats from VetPen library)
Voiceover: Learning that their pet has been diagnosed with diabetes can be upsetting for the owner. Fortunately, VetPen allows you to begin client conversations with owners of newly diagnosed pets reassuringly.	(headline)Talking to your clients with newly diagnosed diabetic pets (copy)Reassure your clients that pet diabetes can be managed (visual—lifestyle photos of dog and cats from VetPen library)
Voiceover: Tell your clients, “Your pet’s diabetes is a condition that can be managed successfully, as it can be in people. And with VetPen, you can give insulin injections the same way as human diabetics. Diabetic pets can continue to enjoy a happy, healthy life when their diabetes is properly managed.”	(headline)Talking to your clients with newly diagnosed pets (copy)Reassure your clients that pet diabetes can be managed If diabetes is properly managed, pets can continue to enjoy a happy, healthy life  (visual—lifestyle photos of dog and cats from VetPen library)
Voiceover: When introducing VetPen to your clients, show the device to them. Let them see that it really does look like a pen. Your clients are less likely to have the same level of anxiety that they may have at the thought of using syringes.  VetPen has a more friendly appearance and is easier to hold, allowing your clients to see themselves giving insulin injections to their pet.	(headline)Talking to your clients with newly diagnosed pets (copy)Reassure your clients that pet diabetes can be managed If diabetes is properly managed, pets can continue to enjoy a happy, healthy life Show VetPen to help alleviate anxiety
Voiceover: Next, review the key benefits of VetPen with your clients with the objective of building their confidence that they can manage their pet’s diabetes over the long term.	(headline)Review the benefits of VetPen® (visual—image of the VetPen)
Voiceover: Accurate dosing is an important benefit of VetPen. And the best way to communicate this to your clients is to show them how easy it is to turn the dose selector to the correct dose. Let them see that doses can easily be selected in as little as zero point five unit increments. Tell your clients, “VetPen provides your pet with more accurate doses than syringes. And that is important because, with VetPen it is less likely that your pet will experience problems that result from getting too much or too little insulin.”	(headline)Review the benefits of VetPen® (copy)Delivers accurate doses consistently
Voiceover: Point out to your clients that VetPen uses needles that are extremely sharp and specially lubricated. This makes the injection process smoother for your client and their pet.	(headline)Review the benefits of VetPen® (copy)Delivers accurate doses consistently Makes injections smoother
Voiceover: Your clients will also appreciate the convenience of VetPen. Tell them, “It is easy to carry when you are away from home, and you can give your pet insulin injections discreetly anywhere.” Once an insulin cartridge is in the VetPen and fully primed, it may not need to be refrigerated and it takes fewer steps to prepare a dose. Storage requirements can vary by country, so check your local VetPen Caninsulin package insert for storage details.	(headline)Review the benefits of VetPen® (copy)Delivers accurate doses consistently Makes injections smootherMore convenient for clients Easier to transport May be used discreetly
Voiceover: Next, let’s take a look at how to address questions that clients with pets newly diagnosed with diabetes may have about using VetPen.	(headline)Questions from owners of newly diagnosed pets
Voiceover:  Your clients may wonder if insulin injections will harm their pet. Assure them by telling them that, “Like human insulin pens, VetPen will cause little to no discomfort to your pet. VetPen uses special needles that make injections easier for pets.”	(headline)Questions from owners of newly diagnosed pets (copy)“Will injections hurt my pet?”Cause little to no discomfort for pets Needles are specially designed to make injections easier
Voiceover: When a pet is first diagnosed with diabetes, the owner may overestimate how much time it will take to give insulin injections.   Tell your clients, “VetPen makes managing pet diabetes more convenient than ever and it will soon become routine for you. Once air bubbles have been removed from a new cartridge, it takes fewer steps to prepare doses with VetPen than using syringes.”	(headline)Questions from owners of newly diagnosed pets (copy)“Will it take a lot of time?” It is more convenient than ever Injections will become routine Takes fewer steps to prepare doses
Voiceover: For your clients who may not be confident that they can give injections correctly, tell them that VetPen is ergonomically designed, just like human insulin pens. It was developed specifically for diabetic pets to help your clients give accurate doses of Caninsulin consistently.  Tell them, “Pet owners have found VetPen easy to learn how to use and I will help guide you through the process.”	(headline)Questions from owners of newly diagnosed pets (copy)“What if I do not do it right?”Ergonomically designed Designed to give accurate doses consistently Designed for use with Caninsulin®Pet owners have little difficulty learning to use VetPen You are here to help them
Voiceover:  Your clients may wonder if they can afford treating their pet. Tell your clients, “Your pet can continue to enjoy a happy, healthy life thanks to insulin therapy. And once your pet’s diabetes is managed, ongoing maintenance may cost less than you think. In fact, daily treatment can cost as little as a cup of coffee.”	(headline)Questions from owners of newly diagnosed pets (copy)“Will I be able to afford it?”Managing diabetes yields valuable benefits for pets and their owners Daily treatment costs as little as a daily cup of coffee
Voiceover: By following the suggestions provided, your initial conversation with an owner of a newly diagnosed pet can serve as a basis for successful ongoing compliance with management of their pet’s diabetes.	(headline)A successful start can lead to good compliance
Voiceover: Now let’s take a look at how you might approach a conversation with a client who is already giving their diabetic pet insulin injections using a syringe.	(headline)Talking to your clients currently using syringes
Voiceover: Even if your clients are successfully managing their pet’s diabetes using syringes, you will still want to make them aware that VetPen is available. They may prefer to use VetPen after learning about the advantages that it provides.	(headline)Talking to your clients currently using syringes (copy)Make them aware that a new option is available that has some advantages over syringes
Voiceover: To determine if VetPen is an option for these clients, review the benefits with them. You may want to ask your clients about their experience using syringes to determine if particular benefits of VetPen might appeal to them. For example, tell your clients, “If you are frequently away from home with your pet, you may appreciate how portable VetPen is and how easy it is to give insulin injections discreetly anywhere.” For clients with vision or manual dexterity issues, show them how easy VetPen is to use and share with them the adaptors that make selecting a dose and giving injections easier.	(headline)Talking to your clients currently using syringes (copy)Ask clients about their experience using syringesMention that a new option is available that has some advantages over syringes Review the benefits of VetPen®
Voiceover: Now we will review some questions that may be raised by these clients who are already giving their pet Caninsulin injections with syringes.	(headline)Questions from owners who give their pet’s injection with syringes
Voiceover: Your clients may think that using VetPen will mean they have to switch their pet to another insulin. Tell your clients, “You will continue using Caninsulin. The only difference with using VetPen is that it is reusable and the insulin comes in a multi-dose cartridge rather than a vial. But the real difference with VetPen is that it provides you greater convenience and allows you to give accurate doses consistently over time.”	(headline)Questions from owners who give their pet’s injection with syringes (copy)“Will I have to switch to another insulin?”Same insulin is usedVetPen is reusable insulin comes in multi-dose cartridges rather than vials
Voiceover: Your clients may want to continue using syringes to inject their pet with Caninsulin. If so, there is no need to switch to VetPen. The important thing is that the pet receives the insulin it needs.	(headline)Questions from owners who give their pet’s injection with syringes (copy)“What if I want to continue using syringes?” Not necessary to switch just making sure your clients are aware of a new option
Voiceover: This concludes module 2 of the Caninsulin VetPen training course. We hope that this will be helpful when discussing VetPen with your clients. You can now continue on to module 3, which covers the components of VetPen.	(visuals: lifestyle photos for VetPen library) (onscreen text)Continue to Module 3: VetPen® components  (superimposed logo)Caninsulin® VetPen®
Music fades	(superimposed logo)MSD Animal Health (superimposed copy)Copyright © 2013 Intervet International B.V., a subsidiary of Merck & Co., Inc. All rights reserved.