Late September 2013. Virbac acquired the remainder of the capital of the Uruguayan company Santa Elena following an initial 30% participation in 2010. Results and prospects with Thierry Gozlan, Latin America area director and Southern Hemisphere Innovation director.
Why Santa Elena?
At the end of 2000, two studies were undertaken jointly: a global study of the food producing animals vaccine market and a study focusing on Latin America, where 60% of products sold concern ruminants. They led to an immediate search for a Latin American partner specialised in bovine vaccines. We first visited Santa Elena in 2007 and found the company attractive from the start.
Attractive, why?
First, we felt at home: this family company dedicated exclusively to animal health has its roots in veterinary biology, public research, with breeders and veterinarians as customers. All its staff are enthusiastic and expert in their fields. And Uruguay is a leading country in terms of biosecurity and renowned for biotechnologies. Finally, from a logistical standpoint, Montevideo has an international port and airport, with Argentina and the immensity of Brazil just across the border and deliverable by land.
First conclusions?
Since 2010, we have undertaken to inventory marketable products through Virbac subsidiaries: sales potential, labour and investments necessary for product licensing and manufacture. We also launched strong bilateral dynamics in terms of technical support, training, innovation and R&D. By intensifying exchanges in a wide variety of fields, we have built the foundations for a sustainable partnership based on mutual trust and respect.
Projects for the future?
Becoming a top player in the Latin America bovine vaccine segment, since Virbac already distributes the Santa Elena range in Colombia and Brazil. In 2014, we expect to launch these vaccines in Ecuador and Central America.
Virbac specializes in the research, production and marketing of veterinary medicines. The activity is organized around 2 product families:
- pet medications: pest control drugs, vaccines, antibiotics, anesthetics, anti-inflammatory drugs, mouth/dental care products, ophthalmologic and dermatological products intended for dogs, cats, horses, birds, rodents, etc. The group also offers foods and electronic identification chips;
- livestock medications: pest control drugs and antibiotics intended for cattle, sheep, pigs, poultry, etc.
Net sales are distributed geographically as follows: France (15.8%), Europe (24.9%), Asia (17.5%), Latin America (16.2%), North America (13.3%), Pacific (9.7%), Africa and Middle East (2.6%).
VIRBAC 
By 
