Update, November 2022 - No. 2, by Royal GD

INNOVATION AND DEVELOPMENT Pushing on from where the routine lab stops

Proficiency testing schemes in 2023

Proficiency testing schemes 2023

Round 1

participate?

VLDIA234 PTS PRRSV antibody detection

VLDIA290 PTS PRRS virus detection

VLDIA225 PTS IBV antibody detection

VLDIA296 PTS IB virus detection

Round 2

VLDIA323 PTS Bacterial Identification cattle

VLDIA324 PTS Antibiotic susceptibility of bacterial strains cattle

VLDIA323 PTS Bacterial Identification poultry

VLDIA324 PTS Antibiotic susceptibility of bacterial strains poultry

VLDIA323 PTS Bacterial Identification companion animals

VLDIA324 PTS Antibiotic susceptibility of bacterial strains companion animals

Round 3

VLDIA294 PTS App antibody detection

VLDIA340 PTS Mycoplasma hyopneumoniae antibody detection

VLDIA345 PTS Mycoplasma hyopneumoniae detection

VLDIA226 PTS Mycoplasma (Mg/Ms) antibody detection

VLDIA303 PTS Mycoplasma (Mg/Ms) bacteria detection

Round 4

VLDIA336 PTS MAP antibody detection (serum)

VLDIA337 PTS MAP antibody detection (milk)

VLDIA338 PTS MAP antibody detection (milk and serum)

VLDIA322 PTS MAP detection

VLDIA219 PTS NDV antibody detection

VLDIA328 PTS ND virus detection

VLDIA313 PTS EDS antibody detection Round 5

VLDIA172 PTS IBDV antibody detection (Gumboro)

VLDIA314 PTS IBD virus detection (Gumboro)

VLDIA286 PTS BVD virus and antigen detection

VLDIA235 PTS SRLVs (MVV/CAEV) antibody detection

VLDIA344 PTS PCV2 antibody detection

VLDIA285 PTS PCV2 detection Round 6

VLDIA323 PTS Bacterial Identification cattle

NEW

NEW

Closing date for registration

Shipment of the samples

Submission of test results Final report + certificate

January 6 Week 4 March 17 Week 19

January 20 Week 6 March 17 Week 19

February 3 Week 8 April 14 Week 23

March 3 Week 12 May 12 Week 27

March 31 Week 16 June 9 Week 31

VLDIA324 PTS Antibiotic susceptibility of bacterial strains cattle

VLDIA323 PTS Bacterial Identification swine

VLDIA324 PTS Antibiotic susceptibility of bacterial strains swine

Round 7

VLDIA255 PTS aMPV antibody detection (TRT)

VLDIA277 PTS ARV antibody detection (REO)

VLDIA292 PTS ILT antibody detection

VLDIA329 PTS CAV antibody detection

VLDIA333 PTS IBR antibody detection (serum)

VLDIA334 PTS IBR antibody detection (milk)

VLDIA335 PTS IBR antibody detection (milk and serum)

Round 8

VLDIA232 PTS AI antibody detection

VLDIA327 PTS AI virus detection

VLDIA233 PTS Salmonella poultry antibody detection

VLDIA171 PTS Salmonella porcine antibody detection

VLDIA295 PTS SIV antibody detection

August 11 Week 35 October 6 Week 48

August 18 Week 36 October 27 Week 51

September 8 Week 39 November 17 Week 2,

THE KEY TO CO-OPERATION

We are living in interesting times. My first eight months can be compared with a voyage of discovery from the books of Jules Verne. The world of animal husbandry and animal health is a dynamic one. As Royal GD we are extending our expertise and knowl edge to foreign countries. We are convinced we can help the industry through our animal health programmes.

The interesting times are certainly characterised by the fight against HPAI. The migration of wild birds makes it almost impossible to eradicate HPAI. As we continue to investigate possibilities, our main aim is to counter outbreaks. We are heavily involved in testing vaccines and making products available for AI diagnostics. Read the interview with our expert Sjaak de Wit.

In addition, we have something interesting to say about the DECIDE project. A five-year project in which we mainly show that we guarantee cooperation, and that cooperation is also necessary to make the right decisions based on evidential data.

Today there is more than animal health. Joke van der Giessen of the RIVM institute, underlines the importance of cooperation between humane and veterinary in the One Health programme. Controlling zoonoses is a top priority for both human and animal health. It’s great that Royal GD plays an important role in this.

And last but not least our laboratory. We are much more than a routine laboratory. We partly develop our own tests and provide expert supervision of extensive research. Let’s meet and co-ope rate with each other.

Kieftenbeld Director of Business

Wim Kieftenbeld

Head Business Development w.kieftenbeld@ gdanimalhealth.com

Annemiek Kolkman Area sales manager a.kolkman@ gdanimalhealth.com

Jarno Smit Area sales manager GD Academy j.smit@gdanimalhealth.com

Mattheus Hekman

Area sales manager m.hekman@ gdanimalhealth.com

Sebastiaan Bierma Area sales manager s.bierma@ gdanimalhealth.com

Anna Romanova Area sales manager a.romanova@ gdanimalhealth.com

Tetiana Kopniak Area sales manager t.kopniak@ gdanimalhealth.com

Anita Morelisse Coordinator GD Academy a.morelisse@ gdanimalhealth.com

Berend Oosterhuis Director of Contract Research & Consulting b.oosterhuis@ gdanimalhealth.com

Eveline Peereboom Business manager e.peereboom@ gdanimalhealth.com

Fanny Nieuwenhuis Senior account manager f.nieuwenhuis@ gdanimalhealth.com

Ellen Koetsier Sales support support@ gdanimalhealth.com

Frank Huis in ‘t Veld Sales support support@ gdanimalhealth.com

Monique Kleinlugtenbeld Sales support support@ gdanimalhealth.com

Combatting HPAI

The world is changing and so is the way viruses develop. A good example of this is high-pathogen avian influenza (HPAI). For a long time, this could be kept under control, but in recent decades there have been many outbreaks. Why is this and what can we do about it?

The global HPAI situation has changed dramatically over the last two decades. Until the early 2000s, it was generally accepted that HPAI viruses emerged following the introduction of a low-path ogen avian influenza (LPAI) virus of the H5 or H7 subtype, from wild birds to gallinaceous poultry. Some of these LPAI strains mutated and became HPAI strains. Early detection and culling of such a HPAI infected flock or area resulted in eradication of that HPAI virus as it was only present in that particular farm or area.

Migratory birds changed the situation

This situation changed dramatically with the appearance of the Gs/GD-lineage H5 HPAIV and its offshoots in free-living birds, especially in species of ducks, geese and other waterfowl. Migra tory birds now spread HPAI H5 strains in Asia, Africa, Europe and North America. In some areas, HPAI H5 seems to have become endemic in wild birds year-round. This means that mass culling of infected birds in a flock or an area does not necessarily eradicate the HPAI strain anymore as it can reoccur in an area at any time following contact with infected wild birds. This creates a formi-

dable threat of major HPAI H5 outbreaks in large parts of the world for the decades to come; the sustainability of the poul try industry is at stake. Another major point of concern is the exposure of humans to strains such as HPAI H5 or LPAI H9N2, as these viruses have zoonotic potential.

Exploring possibilities

This new situation has re-opened the discussion about the po tential value of the use of modern AIV vaccines in association with DIVA (differentiating infected from vaccinated animals) diagnostics and monitoring and surveillance so that essential trade in breeding stock and poultry products can proceed with out disruption.

Royal GD is heavily involved in the fight against HPAI thanks to in volvement in vaccine testing, monitoring and surveillance, scientific research, advising and communication to national and international authorities and representatives of the poultry industry. Royal GD efforts also include communication to the general public and antigen production for diagnostic purposes, including organization of the international proficiency testing schemes for AI diagnostics, to help the poultry industry combat HPAI.

animal health

Inge Santman-Berends, veterinary epidemiologist DECIDE

Development of decision support tools to enhance animal health and welfare

In July 2021, the DECIDE project started for a 5-year period. In this project, 18 parties from 11 different countries work together to develop practical data-driven decision support tools in support of day-to-day farm management. DECIDE focuses on respiratory and gastrointestinal syndromes in piglets, broilers, calves and salmonids. Royal GD (RGD) is one of the partners in the project and is involved in several case studies.

In the coming editions of the GD Update, we will share a more detailed narrative of the work performed as part of this project, per species. This version focuses on calves.

One of the key points in DECIDE is that it starts by evaluating stakeholder (e.g. farmers and veterinarians) needs with regard to decision-support data tools. RGD has introduced several focus groups for cattle farmers for this purpose, to obtain their input and to receive feedback on the initially planned case studies in DECIDE. Additionally, we participate in the development of several tools that are imbedded in various case studies. The first case study aims to develop a digital calf health tool across Europe. Such a tool combines available routine herd data to provide insight into calf performance and to highlight strengths and weaknesses in calf health in individual cattle herds. The ultimate aim of the developed tool is to stimulate farmers to improve calf management. Such a system is already in place in the Netherlands (KalfOK) and many of the partner countries are interested in evaluating whether such a system could also be implemented in their countries. In the second case study, RGD and Lely work together to evaluate whether

it is possible to automatically combine sensor signals and subsequent diagnostic evaluations to detect, treat and prevent respiratory issues in calves. In a third case study, the French partners model risk reduction scenarios for Bovine Respiratory Diseases in calves at the individual herd level. Further, RGD is involved in a case study in which a digital dashboard is being developed, which monitors lab submissions and results for respiratory disease in calves across countries and communicates the results to farmers, veterinarians and stakeholders in a visually attractive manner.

Regarding swine, RGD is organising focus groups with a number of veterinarians in order to gather the wishes and needs from the sector, and thus support vets and farmers with data tools aimed at improving swine health monitoring and disease prevention. This input can then be used to develop a digital dashboard that will be accessible for farmers and veterinarians. The outlook of this dashboard will therefore be developed in collaboration with veterinarians and integrated in the RGD digi tal platform. In addition, RGD is collaborating in a case study with VION (one of the larger slaughterhouses), in which data from several RGD and VION sources will be combined in order to improve swine health monitoring.

In poultry, RGD mainly supports all the work conducted by Utrecht University by providing input data and advice on request. They are currently working on a case study in which data from the central antibiotics registration is combined with laboratory data from RGD and slaughter data, including foot pad lesion scores. The resulting data set will be used to investigate correlations between health variables and key indicators of flock health at the flock level. The goal is to develop a tool which gives insight into key indicators, by providing data visualisations as well as predictive models.

The results of the depicted studies are expected in the coming years. The ultimate aim of DECIDE is that the project will lead to improved use of data by farmers and veterinarians for evidence-based decision making in support of animal health and welfare throughout Europe.

National and international cooperation

Together we are stronger and we know more. That’s why it’s important that various organisations cooperate to monitor animal health. Within the Netherlands but also further afield. An extensive network has developed over the years, which continues to grow.

Animal health monitoring in the Netherlands is an initiative of the government and livestock farming sector; the parties involved jointly determine the form it takes. This cooperation between private and public parties is one of the success factors of the monitoring process. We exchange a great deal of knowledge with other parties (supplementary knowledge and for example alternative laboratory technology) for absolute maximum benefits. Human and veterinary parties work together under the principle of ‘One Health’. This allows us to take timely measures in the event of zoonoses, pathogens which are transferable from animals to people.

International cooperation

Although we do our very best here, animal diseases do not stop at the national borders. That’s why in its research and knowledge exchange activities, GD cooperates with a broad and steadily growing international network of researchers and lab oratories. Thanks to this exchange, monitoring information can be placed in a broader framework, thus improving the chances of early detection of new disorders and giving insight into the best possible response. Joke van der Giessen and Marcel Spierenburg (who work for parties with which GD cooperates) can tell us more about the importance of international cooperation.

Joke van der Giessen veterinary microbiologist and senior zoonoses researcher (RIVM) and chair of the Signalling Forum for Zoonoses

“It is important to collaborate closely, from detection to combating zoonoses”

“The Centre for Infectious Disease Control of the Dutch Na tional Institute for Public Health and the Environment (RIVM) coordinates the signalling to response including zoonoses of infectious diseases in the Netherlands. These include the compulsory notification diseases, but also non-compulsory no tification diseases such as newly emerging infectious diseases. The RIVM is responsible for international notifications to the European Centre for Disease Prevention and Control (ECDC) and the World Health Organization (WHO). When it comes to zoonoses, we work closely with other organisations, as the combating of animal disease is not a task of RIVM. For farm animals, we collaborate frequently with GD.

As part of the zoonoses structure and in the light of the ‘One Health’ principle, the human and veterinary sectors meet monthly in the Signalling Forum for Zoonoses (SO-Z). This includes experts from the various GD sectors, but also experts from WBVR, the Dutch Wildlife Health Centre (DWHC), the Faculty of Veterinary Medicine and the NVWA, including the Vector Monitoring Centre (CMV). There we discuss the signals received from animal health monitoring; relevant signals are reported monthly. Urgent signals can be transferred to the following stage of the zoonoses structure.

Joke van der Giessen

Understanding each other’s language

In each form of collaboration, it is extremely important that you know each other, develop a good relationship, understand each other’s language and can trust each other. It is also essential to reach good agreements on how to respond to signals and how to share them in a safe manner.

Challenge for the future

The COVID-19 pandemic has shown what an enormous impact a zoonosis can have on society. But how do we prevent this in the future? In the Netherlands, many people and animals cohabit in a small space, which makes effective infrastruc ture and good collaboration between the domains extremely important. Food production and animal husbandry are top notch in this country. The challenge lies in rendering this more sustainable in a way that animal health, public health and animal welfare remain guaranteed.”

Marcel Spierenburg

coordinating veterinary inspector at the NVWA Incident and Crisis Centre (NVIC), legal adviser and KNMvD recognised specialist in veterinary public health

“In case of an outbreak, we can react very quickly”

“Despite all the great efforts, diseases such as avian influenza (AI) cannot always be kept out. AI is widespread among wild water birds in Europe. Furthermore, we are detecting a different serotype of AI almost every year, introduced by birds migrating from Asia. From autumn 2021 onwards, we have been dealingwith an extremely virulent variant (HPAI H5N1), which causes outbreaks at all kinds of poultry farms.

The NVWA, and specifically the Incident and Crisis Centre (NVIC) is responsible for timely detection of diseases and suspicion of animal diseases that based on European legislation, may be compulsory notification or even compulsory treatment diseases.

The NVIC team coordinates the processing of suspicious cases and combating of animal diseases and zoonoses.

The initial notification is generally made by the farmer or their veterinarian. AI can present with various clinical signs, depending on the type of poultry. Upon necropsy, pinpoint haemorrhaging in the heart and the proventriculus are signs of AI. We collect all the information and are in contact with the farmer, veterinarians and GD. When AI is suspected, we always send a team that includes the farmer’s veterinarian and a GD veterinarian. They take samples and immediately lock down the farm. The samples are sent directly with our own courier to the national reference laboratory in Lelystad, at WBVR, where PCR tests are carried out. The results are available within 6 to 8 hours, and initially sent to the NVWA. We then immediately inform the farmer and veterinarians. In the event of an outbreak, we also inform the Minister of Agriculture, Nature and Food Quality, and we initiate the culling process. We also call the local government, the RIVM and the Area Health Authority (GGD).

The quicker, the better

There is an effective structure in place in the Netherlands, from monitoring to control. It is a well-oiled machine, which is why we can react quickly. We collaborate effectively, and GD can make excellent analyses on the risks of outbreaks, based on the monitoring data. There are also plenty of options in terms of diagnostics. The quicker diseases are detected, the better.”

Marcel Spierenburg

INNOVATION AND DEVELOPMENT IN THE LAB

“Pushing on from where the routine lab stops”

Our state-of-the-art laboratory conducts close to 5 million lab tests each year. Many of them in the routine lab of course, but we also have an R&D laboratory. Here, innovation and research are key. Harold van der Heijden, head of the R&D lab, is pleased to explain the extra possibilities offered by this unique lab.

GD is home to veterinarians, specialists, scientists and lab techs all working together in advice and laboratory testing. This combination of diagnostics and animal health expertise is unique. GD receives an amazing number of test requests, many of which can be conducted by the routine lab. Occasionally however, clients need GD to go the extra mile, for example in specialist laboratory work for a new vaccine. Harold and his team then spring into action. “We simply take over from where the routine lab stops.”

This team is part of the Research & Development department (R&D) which includes researchers in the various laboratory disciplines (bacteriology, virology, parasitology, immunology, molecular biology, biomechanics and toxicology), the Epidemiology department and the R&D laboratory. This lab is further divided into: the Service & Virology team, Immunology, Microbiology, Biomarkers and Molecular Biology.

Innovation

“The R&D lab focuses on developing tests (innovation) and on those projects which would otherwise disrupt the routines of the everyday lab, such as specialities: “client questions,” explains Harold. And so they go one step beyond the standard techniques applied in the routine lab. From developing new methods based on PCR, ELISA, biochemistry, a test that needs to be conducted once and bacteriology, to monitoring the latest

developments such as Whole Genome Sequencing and nanopore sequencing. “And we go further than PCR alone,” Harold proudly explains. “We compare pathogens from farms, allowing us to determine whether outbreaks are related. Is it exactly the same bacterium? It’s like a fingerprint using molecular technology as it were, while studying genetic material. Absolutely fascinating! There’s a great deal to be gained from molecular epidemiology, and we are pioneers in its use for veterinary diagnostics.”

So there is plenty of room for innovation. The R&D lab has improved the Malditof method for example, which actually comes from human diagnostics, but has been converted into a method for identification of veterinary bacteria, at GD. “We have also made great progress in terms of virology PCRs and we can implement a number of variants. These PCRs were also developed in-house.”

The unique feature of the laboratory is that we have virtually all lab disciplines for veterinary diagnostics under one roof, thanks to the combination of the routine lab and R&D lab. Harold: “Looking for bacteriology, virology and PCR? We offer it all in one lab.”

Reacting to clients’ needs

“The specialised researchers and analysts in the R&D lab are accustomed to stepping away from standard protocols and conducting specialised work. And so we can always respond to clients’ needs.” A big pro for such clients is that the GD laboratory is not only ISO 17025 but also GLP-accredited, with most

of the GLP laboratory work taking place at the R&D lab. “That accreditation is essential, as it enables us to assist clients who are looking to sell their projects globally.”

The service team goes above and beyond for those client requests. Via the helpdesk for example, which is permanently available during working hours. “It is manned by specialists who can quickly and simply assess the simpler tasks: Can we do it, how long will it take and what will it cost the client?” Harold continues. More complex issues are handled by the team leader of the service team. “Those questions reach the helpdesk via the Contract Research department. They have extensive contact with the client.”

The never-ending puzzle

Although many systems are already in place, Harold never stops dreaming and developing. “The standard approach is to discover which bacteria or viruses make animals sick, but other parameters can also be used for diagnosis. We want to step up the game and see whether we can forecast health issues in animals by means of biomarkers. This will enable us to provide farmers with practical advice and to focus on preventative measures. It’s a fascinating puzzle and it takes people from various disciplines to solve it.”

Precisely that puzzle keeps the work so interesting for Harold and his team. “I have the most amazing job and I work with the best people who are all committed to GD and to animal health. And that is reflected in our projects.”

Molecular Epidemiology is growing

Innovation is key at Royal GD. We have therefore developed various innovation themes to put this on the map permanently. Molecular Epidemiology is an important theme in which we see a lot of possibilities. Remco Dijkman and Saskia Luttikholt work together with a broad team of specialists on this subject, and are pleased to explain to us exactly what they do.

Molecular Epidemiology actually covers a number of different professional fields. “The molecular part focuses on the genetic building blocks of for example viruses and bacteria (DNA and RNA),” R&D researcher Remco explains. “Epidemiology is the prevention, spread and monitoring of disease outbreaks and the identification of common denominators in outbreak patterns. For example, poultry that has been transported in the same trucks, or the presence of, or contact with many wild birds in a region. To prove this, you characterise the pathogen using a genome sequencing technique,” he continues. “This type of research can confirm whether the disease outbreak is caused by one and the same problematic strain.”

Remco is convinced that source detection/outbreak tracking is but one of the many possibilities offered by Molecular Epidemiol ogy. “We also use molecular epidemiological tools to distinguish live vaccines of field strains,” he explains. “This allows us to fol low any changes that occur in the antibiotic resistance of strains, or in their virulence (pathogenic capacity).”

Meta-genomics: a weapon in the quest for the unknown pathogens

Remco and Saskia know for sure that the future of so-called ‘meta-genomics’ is a promising one. “It’s sometimes impossible to find what has caused an infectious disease using the general ly available diagnostics,” Saskia explains. “You can then take a closer look using meta-genomics, by sequencing all the genetic material in the sample.” Remco adds: “That’s exactly how the Schmallenberg virus was discovered in 2011.” Saskia continues: “While sequencing technology is the way forward, it will never replace ELISA or PCR. “For now, we mainly see it being applied to the more complex cases which may be caused by a number of different factors.”

Unique combination and future

It all comes together in the GD laboratory. “We have the lab results and information from the dissecting room literally at our fingertips. Plus we have vast in-house knowledge, thanks to our pathologists, vets and specialists. With all these forms of colla boration we offer something unique,” Remco is pleased to say.

He foresees a flourishing future for Molecular Epidemiology: “I hope this will become an important component of the GD arsenal. Not only in terms of research, but also in daily application. Wouldn’t it be wonderful if our sequencing techniques can help combat important diseases such as PRRS, influenza, BVD and IBR?” he continues enthusiastically. A fine objective, with which Saskia wholeheartedly agrees. “Molecular Epidemiology can play an important role in animal disease monitoring, the discovery of new diseases and the charting of epidemiological spread. It is an essential link in the further improvement of animal health.”

Phylo-genetic comparison using sequencing data

Saskia Luttikholt and Remco Dijkman

Saskia Luttikholt and Remco Dijkmaninterview

New Area Sales Manager

Sebastiaan Bierma: “I started in the BD department in October. Within the team, my job is to continue building relationships with existing customers in Western European countries but also to develop new partner ships which will benefit all stakeholders.“

Before he joined Royal GD Sebastiaan worked in marketing and sales of consumer products, both inside and outside Europe. He returned to the Netherlands 10 years ago. Over the past few years, he has also spent a lot of time seeking new relationships and building partnerships, but in a very different sector; goat’s milk based infant nutrition. “Working at GD is therefore an exciting challenge for me. And not just in terms of the prod ucts, but because the whole animal health sector is also new to me. But judging by the colleagues I’ve spoken to so far, and the things I’ve seen so far, I’m going to do just fine” according to Sebastiaan. “I look forward to working together on improving animal health.”

Proficiency testing in 2023

The PTS program and application form 2023 are now available on our website. GD has a wide range of PTS for poultry, swine, cattle, small ruminants and companion animals on different pathogens and laboratory tests. Laboratories from all around the world can participate to evaluate their performance, maintain or achieve their ISO 17025 accreditation and/or identify problems and inter-laboratory differences. The final report allows them to easily compare their results to the other participating laboratories. For more information and prices please contact your distributor or GD: pts@gdanimalhealth.com.

New distributor Malaysia

Recently we started a collaboration with Abadiah Laboratori Sdn Bhd. Our products and services will now complement the portfolio of Abadiah Lab. Together we can offer knowledge-based solutions to the customers to safeguard the performance and reliability of the diagnostic tests. According to Abadiah Lab, the education and training possibilities are very welcome for the local farmers, field veterinarians and the local authorities in Malaysia. Together we will make a connection between GD and the Malaysian customers. In 2022, we are starting with a series of online training: ‘Insight in Poultry Health and Food Safety’. We are looking forward to this collaboration!

Internal steatosis in dairy cattle older than 1 year

The percentage of internal steatosis in dairy cattle older than 1 year, submitted for pathology to GD, is still high and continues to increase. As of 2018, the pathologists have seen a considerable increase in internal steatosis in dairy cattle older than 1 year. This is an undesirable development, as internal steatosis impacts the health of cattle. A pilot study conducted in 2019 showed internal steatosis to be associated with fatty liver and abnormal uteri, and it would seem to be more prevalent in cows during the first stage of gestation. This quarter, the development of internal steatosis has been broken down into age groups. The increase is seen in all age groups, whereby it is striking that the prevalence of internal steatosis is also increasing in animals in the rearing period (aged 1-2 years) (Figure). GD is therefore once again requesting attention for this signal and has made a proposal for further research in order to gain insight into the background behind the development of internal steatosis.

Figure. Annual percentage of cattle submitted per age group, older than 1 year where internal steatosis was found at necropsy, up to and including 2021

The Royal GD specialists’ daily work is focused on gathering and sharing their extensive knowledge of animal diseases. As area sales manager within the Business Development market team, Annemiek Kolkman enjoys sharing this knowledge with the international market. “We are always looking for local collaboration, and that is indeed becoming more and more key.”

It was soon apparent that Annemiek would be responsible for international affairs. Interaction with various cultures and bringing people together is her thing. “It all comes together in my work. I’m in contact with a wide variety of people, whom I visit all over the world. We develop new things, and are constantly on the lookout for opportunities for further growth. I love the kick of growing success, all the way from the zero point.”

She enjoyed the same growth in PTS and Diagnostics. It started small, but many large companies all over the world have since joined our proficiency testing schemes and are using our diagnostics, biological reagents. “It really means a lot to me that these companies have found their way to us. Our reputation and high NPS score also play an important role of course. That gives a sense of trust. And so these companies in turn recommend us to others. One thing leads to another, such as their participation in GD Academy and contract research,” Annemiek explains.

The team in which she works is not particularly large and it was therefore essential to find a way to be able to serve a large international market. The solution: area sales managers. “We now each have our own region and focus countries for which we work and offer the full range of products & services GD has to offer. I’m active in the Asian and Southern European regions. Working closely with the other market teams and GD sectors, this enables us to develop local networks from which we can serve and source customers. This allows for a GD presence all over the world.”

However, the world is still too large for the team in Deventer alone. We therefore collaborate with distributors in various countries, who help communicating. “This local representation is essential. They form a single contact point for GD, but in turn have a vast number of local lines. The contacts become more valuable and we can grow more easily,” she explains. “We are therefore always on the lookout for local collaborations, and enjoy working with local partners. Whether they be small enterprises, laborato ries, large integrations, pharmaceutical companies or other animal health related companies.”

“At GD, we have so much know-how in terms of animal health monitoring and the eradication of certain diseases, which we want to share with the world by implementing our animal health programmes in combination with our other products and services. As an area sales manager, I try to make the contact as easy as possible and to focus on the customers’ needs. This brings us all closer together.” Annemiek believes this will remain important in the future. “We aim to make the regions smaller and smaller per area sales manager, to allow us to take an even more personal approach. The world is out there waiting for us,” she concludes.