New Hire Checklist

Midwest Veterinary Supply New Hire On Boarding Checklist PURPOSE: The overall objective of Midwest Veterinary Supply New Hire On-Boarding Checklist is to guide and prepare you to be proficient in your knowledge of Midwest Veterinary Supply policies, programs, and be equally proficient in your selling skills. PROCESS: The following Checklist will serve as a 6 week guideline, plus 1 week of classroom Orientation, for the learning program you will be pursuing during your early weeks with Midwest Veterinary Supply. The implementation of the Checklist will be supported by your Regional Manager and Training Department. At the conclusion of each week, you will have a one on one conference call with your Regional Manager to provide an update on your progress. Your Regional Manager will work with you to adapt the program to your specific experience and learning needs. The Checklist contains a variety of segments: ● Company Orientation ● Home Study ● Field Work ● Product Training ● Shadow Days ● Assessments and Feedback ● Selling Skills Training PAYOFF: The initiative and responsibility for successful accomplishment of all phases of the program rests with you, the sales representative. At times the work and study requirements will be intense, but you will find the intensity lessening as you proceed, while your knowledge and confidence grow. In addition to learning through self-study, the program involves learning by observing and doing, classroom instruction, and continued assistance from your Regional Manager and Trainer. It is very important, therefore, that you stay in close contact with your Regional Manager and Trainer throughout the training period. Your weekly conference calls will assist in staying on schedule. WEEK 1: Purpose – To establish a basic understanding of Midwest Veterinary Supply job responsibilities, policies, procedures, and administrative responsibilities. Process - During Week 1, the OSR spends 2 days with the Regional Manager and 3 days self-study and organization as they wait their arrival of equipment and system access. The OSR will also utilize the materials listed during Week 1 to assist in their Training. Payoff - By the end of Week 1, the OSR will be able to, communicate the various responsibilities, expectations, knowledge, skills, and abilities necessary for success as a OSR; Demonstrate a basic understanding of the administration requirements and operational procedures associated with an OSR

TOPIC RESPONSIBLITY RESOURCE 1a Welcome to Midwest Veterinary RM MVS-OSR-Resource- Supply – Company, Region, and RM Guide-2020.xlsx Territory Overview Who To Call @ MVS 1b i. MVS-ORS-Resource- Guide-2020 HR Department ii. Who To Call @ MVS RM 2016 Drug and Alcohol Policy 1c Employee Handbook OSR: Submit signed 1d Drug & Alcohol Testing Policy document to HR 032614_PoliciesProc edures_OSR.pdf OSR: Submit signed document to HR CorporatePlan_Veriz on_012012.pdf 1e Policies & Procedures Policy OSR: submit signed documents to HR BUSINESS CARD ORDER FORM.pdf 1f Verizon Corporate Plan Policy OSR: Submit signed documents to HR Voicemail Set Up Directions 1g Order Business Cards OSR: Submit completed form to Candace Swanson Reference Guide: Business Tools 1h Order Name Badge OSR: Email Melanie Wagner to request badge 1i Setup your company voicemail, OSR: Contact IT for help if including recording your name needed [email protected] 1j Review Regional Conference RM Call Schedule and dial in OSR information 1k Set up iPad approved apps

1l Cognos Reporting RM https://support.office.com/en-us/article/Use-OneDrive-on-iOS- RM 08d5c5b2-ccc6-40eb-a244-fe3597a3c247 1m S2K SmartCenter Reporting RM Reference Guide: Business Tools Reference Guide: Business Tools 1n CRM (Customer Relationship RM Reference Guide: Business Tools Management) RM Reference Guide: Expenses RM Reference Guide: Manufacturers 1o Concur (Expenses) Reference Guide: Business Tools www.midwestvet.net RM 1p Focus Vendors RM Reference Guide: Organization Tips Reference Guide: Organization Tips 1q Introduce MVS website, including OSR [email protected] how to order trinkets OSR OSR 1r Review eFax 1s Review previous territory analysis & current route schedule (if applicable) 1t Organize your Outlook Calendar 1u Organize Car & Home Files 1v Submit Bio Cards to Karen Miller BioCard example.pdf 1w Schedule a 2 day Field Ride with OSR with direction from an OSR Peer in THEIR territory your RM for Week 2 1x Schedule a 1 day Field Ride with OSR [email protected] Jiro Perry/MVSO in YOUR Cell: (612) 723-6247 territory for Week 4 1y Schedule a 2 day Field Ride with OSR & RM your RM for Week 5 1z Schedule Weekly one on one OSR & RM These conference calls will allow scheduled one on one time calls for weeks 2-6 with RM & between the OSR & RM to provide an update on training. OSR

WEEK 2: Purpose – To gain an understanding of the business in various departments at the Branch, making a veterinary clinic sales call, Self- Organization & Preparation, and Parasiticide business. Process – During Week 2, the OSR spends 1 day at the Branch with Pharmacy (if applicable), Equipment (if applicable), Warehouse, and their ISR (Inside Sales Representative) Team, 2 days on a field ride with an OSR Peer and 2 days doing self study. The OSR will also utilize the materials listed during Week 2 to assist in their Training. Payoff – By the end of Week 2, the OSR will be able to, explain the basic process and functions of the departments at the Branch, understand pre call planning and post call analysis, use of iPad for entering calls, use of iPad for utilizing iAnnotate, and explain the basic understanding of the parasiticide business. TOPIC RESPONSIBLITY RESOURCE 2a Start populating Clinic Stat sheet from their OSR: This writable 2016_Clinic_Statshe website or if you’re starting to make calls – pdf can be filled out et.pdf This will be an on-going working document and saved on your iPad 2b Start creating a Routing – This will be an on- OSR going working document 2c Schedule a 1 day Veterinary Clinic “Shadow OSR with direction Route Schedule Day” during week 5 from your RM Template.xlsx 2d Pre call planning OSR & Peer OSR Cognos & SmartCenter SmartCenter 2e Logging a Call OSR & Peer OSR iAnnotate 2f Using Detail app on iPad OSR & Peer OSR 2g Flea Life Cycle OSR 2h Tick Life Cycle OSR

2i Parasiticide Training OSR 2j Parasiticide Lunch & Learn (can only be used OSR https://cognos.midwestvet.net/ibmcognos/irot/irot.htm on the iPad) OSR OSR Follow up with your Regional Manager on your 2k Conducted 2 day Field Ride with OSR in learning’s THEIR territory 2l One on One Weekly Conference call with RM

WEEK 3: Purpose – To gain an understanding of Customer/Clinic operations (i.e. hours of operation, Veterinarian, Practice Manager, Inventory Specialist schedules), Identify clinic responsibilities (inventory specialist, practice manager), review forms associated with accounts (New Practice Program, Funds Request), understand the role Manufacturers/Vendors have with Midwest Veterinary Supply, understanding vaccine protocols, understanding what Midwest Veterinary Supply offers for Business Solutions. Process – During Week 3, the OSR spends 4 days in the territory and 1 day in self study. The OSR will also utilize the materials listed during Week 3 to assist in their Training. Payoff – By the end of Week 3, the OSR will be able to start developing a routing, explain the basic understanding of the vaccine protocols, and explain Midwest Veterinary Supply Business Solution options. TOPIC RESPONSIBLITY RESOURCE 3a Continue populating Clinic Stat sheet OSR Reference Guide: Manufacturers (speak with OSR your RM for direction) 3b Continue to update Routing OSR Example Only: 3c Contact Manufacturer/Vendor partners Regional Manager and schedule appointments 3d Funds Requests 3e Review the Returned Goods Policy OSR FundsRequest 3f Vaccination Retention & Compliance OSR RETURNED GOODS POLICY.pdf 3g AAHA Canine Vaccine Guidelines OSR https://www.aaha.org/public_documents/profe ssional/guidelines/caninevaccineguidelines.pdf 3h Feline Vaccine Guidelines OSR 3i MyVetClinicOnline Introduction OSR http://www.catvets.com/guidelines/practice- guidelines/feline-vaccination-guidelines

3j Gravity Payments OSR 3k Saris OSR http://www.myvetcliniconline.com/?id=saris_dv 3l Review MVSO accounts in your territory m_quick_sites OSR request report from your RM 3m One on One Weekly Conference call with OSR RM

WEEK 4: Purpose – To reinforce learnings from Weeks 1, 2, and 3 and gain an understanding of Territory Management and making initial sales calls, Veterinary Clinic “Shadow Day”, understanding e-Commerce, understanding Buying Groups, understand the importance of dental compliance, and understanding what additional value Midwest Veterinary Supply offers to customers. Process – During Week 4, the OSR spends 1 day with Jiro Perry/MVSO, 3 days in their territory and 1 day in self study. The OSR will also utilize the materials listed during Week 4 to assist in their Training. Payoff – By the end of Week 4, the OSR will be able to continue developing a routing, explain the basic understanding of a veterinary business, and explain how Midwest Veterinary Supply partners with customers. TOPIC RESPONSIBLITY RESOURCE 4a Continue populating Clinic Stat sheet OSR 2016_Clinic_Statshe et.pdf 4b Continue to update your Routing OSR 4c Schedule a 2 day Field Ride with an OSR Peer in OSR Speak with your Regional Manager to OSR identify the OSR YOUR territory for Week 6 4d How to Conduct a Business Strategy Meeting 4e “Cool Tool” OSR 4f Understanding Buying Groups and how to overcome OSR them

4g e-Commerce Review OSR 4h The importance of Dentals OSR http://www.vohc.org/ 4i Conduct 1 day Field Ride with Jiro Perry/MVSO in OSR YOUR territory for OSR 4j One on One Weekly Conference call with RM

WEEK 5: Purpose – To gain an understanding of Customer/Clinic operations (i.e. hours of operation, Veterinarian, Practice Manager, Inventory Specialist schedules), Identify clinic responsibilities (inventory specialist, practice manager), and understanding what additional value Midwest Veterinary Supply offers to customers. Process – During Week 5, the OSR spends 1 day with a Veterinarian as a “Shadow Day” and 4 days in territory. The OSR will also utilize the materials listed during Week 4 to assist in their Training. Payoff – By the end of Week 5, the OSR will be able to continue developing a routing, explain the basic understanding of a veterinary business, and explain how Midwest Veterinary Supply partners with customers. TOPIC RESPONSIBLITY RESOURCE 5a Continue populating Clinic Stat sheet OSR Follow up with your Regional 5b Continue updating your Routing OSR Manager on your learning’s and 5c Conduct 1 day Veterinary Clinic “Shadow Day” OSR Exercise 5d Conduct 2 day Field Ride with RM OSR & RM Shadow Day Exercise.pdf Review Rating Guide - OSR_2016 5e Discuss Partnership Programs and review list of RM & OSR Field Ride accounts Report_2016 Partnership program rep guide.pdf Partnership Program Request(7-7-15).pdf How to fill out request with I-PAD Pd SignNow App Instructions.pdf 5f One on One Weekly Conference call with RM OSR

WEEK 6: Purpose – To gain a better understanding of dermatology and nonsteroidal anti-inflammatory drugs, continually reinforce all the skills and knowledge previously acquired and focus on areas of improvement; navigating through Cognos, SmartCenter, and iAnnotate, along with CSP (Counselor Salesperson) skills through “Practice by doing”. Process – During Week 6, the OSR spends 5 days in their territory, continues to keep a positive line of communication between Regional Manager and Regional Trainer, practice strategies to get past the “gatekeepers”, recognize through personal critique and coaching from the RM and Trainer, the CSP skills most in need of improving during the sales call. The OSR will also utilize the materials listed throughout Training. Payoff – By the end of Week 6, the OSR will have completed the New Hire On Boarding Checklist and able to continue developing their skills associated with this Training. TOPIC RESPONSIBLITY RESOURCE 6a Continue populating Clinic Stat sheet OSR Follow up with your Regional OSR Manager on your learning’s 6b Continue to update your Routing OSR Your Setup and Login 6c Conduct 2 day Field Ride with OSR peer in YOUR OSR for VisioCare Consult territory 6d VisioCare 6e Dermatology VisioCare Application 6f NSAIDS (Non steroidal Anti-Inflammatory Drugs) Access Instructions 6g One on One Weekly Conference call with RM OSR ACVIM - consensus statements OSR NSAIDs resource OSR