Animalcare Group plc: Overcoming Barriers Iain Menneer Chief Executive Officer

Commercial Information 2 Listed on London Stock Exchange (AIM) January 2008 £12.9m turnover; £2.8m operating profit; £3.8m cash £36m market capitalisation 90% of revenue from UK 59 employees

Animalcare Group plc [7] Sales [21] Technical & Regulatory Affairs [3] Microchip Database [12] IT [2] Marketing [5] Operations [5] Finance [3] Product Dev t [2]

Animalcare Business Model Sales and marketing company with warehouse and distribution facilities, no manufacturing Supply to four main UK wholesalers - PUSH Sales visits to all UK veterinary practices - PULL Extensive experience in pharmaceutical development and registration process Network of distributors and product development partners in key Northern European territories

Product Range 5 Licensed Veterinary Medicines Main driver of growth Core therapy areas -Fluid therapy, pain relief, antibacterials, chronic/senior diseases Focus on generic medicines Stocked product development pipeline Companion Animal Identification Identichip microchips Microchip pet database -4.2m registered pet owners Revenue from insurance, premium services and database administration fees Animal Welfare Products Broad range of lower margin support products Intravenous infusion accessories ~50% of group Other unconnected products -Bandages, instruments, hygiene solutions

UK Veterinary Market In 2014: –£570m veterinary pharmaceuticals sold –£308m (54%) for domestic animals (dogs, cats, horses, furries) Customers –4,500 practices –Private practices; referral hospitals; charities & corporate chains –15,000 registered veterinary surgeons 25% of pets are insured 6 9m1.5m2m9m

In Summary A long-established, successful trading company with a well-stocked pipeline of pharmaceutical registration opportunities Operates in a challenging market Significant cash reserves to invest and access to further funds (e.g. debt, share issue) 7

People: The Challenge

Recruitment: The Challenge Veterinary sector is concentrated in South East England Traditional advertising media and online platforms (e.g. LinkedIn) have yielded candidate: –Low number –Poor quality –Unsuitable location 9 Personnel Systems: The Challenge A long-established company yet systems are undeveloped

Recruitment: The Lessons Enlist the help of a recruitment professional Open your mind to other sectors Attract the best by paying the best you can Involve the team Recruit locally or insist on relocation Make sure they fit Trust your instincts 10

11 Personnel Systems: The Lessons You need systems and structure! –Everyone needs to know where they stand Enlist the help of a professional Be consistent and fair Don’t put off making hard decisions

People: The Opportunity Ensuring we have the right people Establishing a positive HR system  A business with solid foundations will be in a much stronger position to succeed 12

Thank you! 13