Zoetis Inc. (ZTS): Business Model Canvas

In der dynamischen Welt der Tiergesundheit gilt Zoetis Inc. (ZTS) als Pionier und revolutioniert die Veterinärmedizin durch sein innovatives Geschäftsmodell. Von modernster pharmazeutischer Forschung bis hin zu globalen Vertriebsnetzen verändert dieser Branchenführer unsere Herangehensweise an das Wohlergehen von Tieren und bedient alles, von geliebten Haustieren bis hin zu kritischen Nutztierbeständen. Ihre umfassende Strategie umfasst fortschrittliche Diagnostik, bahnbrechende Impfstoffe und maßgeschneiderte Lösungen, die nicht nur die Tiergesundheit verbessern, sondern auch die landwirtschaftliche Produktivität und wissenschaftliche Innovation vorantreiben.

Zoetis Inc. (ZTS) – Geschäftsmodell: Wichtige Partnerschaften

Tierkliniken und Tierkliniken weltweit

Zoetis unterhält Partnerschaften mit rund 70.000 Tierkliniken weltweit. Im Jahr 2023 meldete das Unternehmen direkte Verbindungen zu über 85 % der Tierarztpraxen für Haustiere in den Vereinigten Staaten.

Partnerschaftstyp	Anzahl der Kliniken	Geografische Abdeckung
Begleittierkliniken	45,000	Nordamerika, Europa, Asien-Pazifik
Tierarztpraxen für Nutztiere	25,000	Globale Agrarregionen

Agrarforschungseinrichtungen

Zoetis arbeitet mit 52 großen Agrarforschungszentren in 18 Ländern zusammen. Forschungspartnerschaften konzentrieren sich auf Innovationen im Bereich Tiergesundheit und genetische Entwicklung.

• Universität von Kalifornien Davis
• Iowa State University
• Royal Veterinary College, Großbritannien
• Chinesische Agraruniversität

Arzneimittelhersteller und -lieferanten

Im Jahr 2023 arbeitete Zoetis mit 127 pharmazeutischen Produktionspartnern zusammen, von denen 73 % in Nordamerika und Europa ansässig waren.

Lieferantenkategorie	Anzahl der Partner	Jährlicher Beschaffungswert
Lieferanten von aktiven pharmazeutischen Inhaltsstoffen	42	876 Millionen US-Dollar
Lieferanten von Verpackungsmaterialien	85	412 Millionen Dollar

Zuchtorganisationen für Nutztiere und Begleittiere

Zoetis arbeitet weltweit mit 215 Zuchtorganisationen zusammen, die sowohl Nutztier- als auch Haustiergenetik abdecken.

• Amerikanische Angus-Vereinigung
• Holstein Association USA
• AKC Canine Health Foundation
• Internationale Embryotransfergesellschaft

Anbieter von Technologie- und digitalen Gesundheitslösungen

Im Jahr 2023 investierte Zoetis 127 Millionen US-Dollar in digitale Gesundheitspartnerschaften und arbeitete mit 38 Technologieunternehmen zusammen, die auf digitale Veterinärlösungen spezialisiert sind.

Technologiefokus	Anzahl der Partner	Investition
Telemedizin-Plattformen	12	42 Millionen Dollar
Datenanalyseunternehmen	26	85 Millionen Dollar

Zoetis Inc. (ZTS) – Geschäftsmodell: Hauptaktivitäten

Forschung und Entwicklung von Tiergesundheitsprodukten

F&E-Investitionen im Jahr 2023: 526 Millionen US-Dollar

F&E-Schwerpunktbereich	Jährliche Investition
Produkte für Begleittiere	342 Millionen Dollar
Lösungen für die Tiergesundheit	184 Millionen Dollar

Herstellung von Veterinärarzneimitteln und Impfstoffen

Gesamte Produktionsanlagen: 25 globale Standorte

• Produktionsstandorte in 12 Ländern
• Jährliche Produktionskapazität: 2,3 Milliarden Impfdosen
• Jährliche Arzneimittelproduktion: 1,7 Milliarden Einheiten

Klinische Studien und Produkttests

Testkategorie	Jährliche Prüfungen durchgeführt
Begleittierversuche	87 klinische Studien
Viehversuche	53 klinische Studien

Globaler Vertrieb und Marketing von Tiergesundheitslösungen

Weltweiter Umsatz 2023: 8,1 Milliarden US-Dollar

• Segment Haustiere: 4,9 Milliarden US-Dollar
• Viehzuchtsegment: 3,2 Milliarden US-Dollar
• Vertrieb in über 100 Ländern weltweit

Veterinärdiagnostische Dienste

Diagnosedienst	Jährliche Tests durchgeführt
Heimtierdiagnostik	42 Millionen Tests
Nutztierdiagnostik	18 Millionen Tests

Zoetis Inc. (ZTS) – Geschäftsmodell: Schlüsselressourcen

Umfangreiches Patentportfolio

Im Jahr 2024 hält Zoetis rund 1.200 aktive Patente auf den globalen Märkten. Der Wert des Patentportfolios wird auf 2,3 Milliarden US-Dollar geschätzt.

Patentkategorie	Anzahl der Patente	Geschätzter Wert
Gesundheit von Haustieren	650	1,2 Milliarden US-Dollar
Nutztiergesundheit	550	1,1 Milliarden US-Dollar

Forschungs- und Entwicklungseinrichtungen

Zoetis betreibt weltweit acht primäre Forschungs- und Entwicklungszentren mit einer Gesamtinvestition von 658 Millionen US-Dollar im Jahr 2023.

• Hauptstandorte für Forschung und Entwicklung: USA, China, Brasilien, Deutschland
• Jährliche F&E-Ausgaben: 658 Millionen US-Dollar
• Gesamtes Forschungspersonal: 1.400 Wissenschaftler und Tierärzte

Globales Vertriebsnetzwerk

Zoetis unterhält eine Vertriebsinfrastruktur in über 100 Ländern mit 21 Produktionsstätten.

Region	Anzahl der Vertriebszentren	Jährliches Vertriebsvolumen
Nordamerika	12	4,2 Milliarden US-Dollar
Europa	6	2,7 Milliarden US-Dollar
Asien-Pazifik	3	1,9 Milliarden US-Dollar

Personalwesen

Gesamtbelegschaft von 14.200 Mitarbeitern (Stand 2024), mit Spezialkenntnissen in den Veterinärwissenschaften.

• Mitarbeiter mit höherem Abschluss: 62 %
• Durchschnittliche Betriebszugehörigkeit: 8,3 Jahre
• Globale Mitarbeitervielfalt: 45 % Frauen, 55 % Männer

Markenreputation

Marktführerschaft mit 20 % Weltmarktanteil bei Tiergesundheitsprodukten im Wert von 7,6 Milliarden US-Dollar Markenwert.

Markenmetrik	Wert
Globaler Marktanteil	20%
Markenwert	7,6 Milliarden US-Dollar
Kundentreueindex	87%

Zoetis Inc. (ZTS) – Geschäftsmodell: Wertversprechen

Umfassende Tiergesundheitslösungen für Nutztiere und Haustiere

Zoetis erwirtschaftete im Jahr 2023 einen Umsatz von 8,125 Milliarden US-Dollar, zu den wichtigsten Produktsegmenten gehören:

Segment	Umsatz (2023)
Produkte für Begleittiere	4,3 Milliarden US-Dollar
Tierprodukte	3,825 Milliarden US-Dollar

Innovative Impfstoffe und pharmazeutische Behandlungen

Zoetis investierte im Jahr 2023 734 Millionen US-Dollar in Forschung und Entwicklung und konzentrierte sich dabei auf:

• Impfungen gegen Haustiere
• Prävention von Tierkrankheiten
• Pharmazeutische Behandlungen

Verbesserter Tierschutz und Produktivität

Kennzahlen zur Produktleistung:

Produktkategorie	Produktivitätssteigerung
Viehimpfstoffe	Bis zu 15 % höhere landwirtschaftliche Produktivität
Medikamente für Haustiere	Verbesserte Krankheitsprävention um 22 %

Fortschrittliche diagnostische und präventive Gesundheitstechnologien

Das Diagnosetechnologie-Portfolio wird im Jahr 2023 auf 1,2 Milliarden US-Dollar geschätzt, darunter:

• Gentest-Kits
• Präzisionsmedizinplattformen
• Digitale Gesundheitsüberwachungssysteme

Wissenschaftlich geprüfte und qualitätsgesicherte Produkte

Qualitätssicherungsmetriken:

Qualitätsmetrik	Leistung
Produktgenehmigungsrate	98.5%
Erfolgsquote klinischer Studien	87%

Zoetis Inc. (ZTS) – Geschäftsmodell: Kundenbeziehungen

Direktvertriebsteams zur Unterstützung von Tierärzten

Zoetis unterhält ab 2023 ein engagiertes Vertriebsteam von 3.700 Vertretern weltweit. Diese Vertreter stehen in direktem Kontakt mit Veterinärexperten aus den Bereichen Heimtiere und Nutztiere.

Vertriebsteam-Segment	Anzahl der Vertreter
Abteilung für Begleittiere	2,100
Abteilung für Nutztiere	1,600

Digitale Kundensupport-Plattformen

Zoetis betreibt umfassende digitale Supportkanäle mit Online-Kundendienst rund um die Uhr erreichbar.

• Kundensupport-Website mit einer Rücklaufquote von 98,5 %
• Mobile Anwendung für Produktinformationen
• E-Mail-Supportkanäle

Technische Schulungs- und Bildungsressourcen

Zoetis investiert jährlich 42,6 Millionen US-Dollar in Schulungs- und Schulungsprogramme für Kunden.

Trainingsprogramm	Jährliche Investition
Webinare für Veterinärmediziner	12,3 Millionen US-Dollar
Online-Lernplattformen	18,7 Millionen US-Dollar
Schulungsworkshops vor Ort	11,6 Millionen US-Dollar

Personalisierte Beratungsdienste

Zoetis bietet spezialisierte Beratungsdienste in mehreren Veterinärsegmenten an.

• Engagierte Tierärzte für den technischen Dienst: 650 Fachleute
• Maßgeschneiderte Produktempfehlungsprogramme
• Individuelle Beratungsdienste für landwirtschaftliche Betriebe/Kliniken

Kontinuierliche Kundenbindung über digitale Kanäle

Digitale Engagement-Metriken belegen die robuste Kundeninteraktionsstrategie von Zoetis.

Digitaler Kanal	Monatlich aktive Benutzer
Kundenportal	127,500
Mobile Anwendung	85,300
Professionelle Community-Plattform	62,700

Zoetis Inc. (ZTS) – Geschäftsmodell: Kanäle

Direktvertrieb

Zoetis unterhält ab 2023 ein globales Direktvertriebsteam von 3.700 Vertriebsmitarbeitern. Das Vertriebsteam deckt 45 Länder direkt ab, mit spezialisierten Teams für verschiedene Tiergesundheitssegmente.

Vertriebsteam-Segment	Anzahl der Vertreter
Segment „Begleittiere“.	2,100
Segment Vieh	1,600

Tierkliniken und Krankenhäuser

Zoetis bedient rund 70.000 Tierkliniken weltweit mit Direkteinbindungsstrategien.

• Abdeckung nordamerikanischer Tierkliniken: 85 %
• Abdeckung europäischer Tierkliniken: 65 %
• Abdeckung der Tierkliniken im asiatisch-pazifischen Raum: 55 %

Online-E-Commerce-Plattformen

Digitale Vertriebskanäle erwirtschafteten für Zoetis im Jahr 2023 einen Umsatz von 1,2 Milliarden US-Dollar, was 12 % des Gesamtumsatzes des Unternehmens entspricht.

E-Commerce-Plattform	Jährliches Verkaufsvolumen
Zoetis Direct-Website	450 Millionen Dollar
Veterinärplattformen von Drittanbietern	750 Millionen Dollar

Geschäfte für Agrarbedarf

Zoetis vertreibt Produkte über 12.500 Agrarfachgeschäfte in 30 Ländern.

• Abdeckung der landwirtschaftlichen Geschäfte in den Vereinigten Staaten: 4.200 Geschäfte
• Abdeckung landwirtschaftlicher Geschäfte in Brasilien: 2.100 Geschäfte
• Abdeckung europäischer Agrarmärkte: 3.600 Geschäfte

Vertriebsnetze in mehreren Ländern

Zoetis ist über 250 unabhängige Vertriebshändler in 100 Ländern tätig und deckt Regionen mit begrenzter Direktvertriebspräsenz ab.

Region	Anzahl der Vertriebspartner	Marktabdeckung
Afrika	45	35 Länder
Naher Osten	30	20 Länder
Lateinamerika	75	25 Länder

Zoetis Inc. (ZTS) – Geschäftsmodell: Kundensegmente

Viehzüchter und landwirtschaftliche Produzenten

Zoetis beliefert weltweit rund 1,3 Millionen Viehzüchter mit einer Marktabdeckung in über 100 Ländern.

Segment Vieh	Globale Marktgröße	Umsatzbeitrag
Viehproduzenten	500.000 Bauernhöfe	2,4 Milliarden US-Dollar (2023)
Schweineproduzenten	67.000 kommerzielle landwirtschaftliche Betriebe	1,8 Milliarden US-Dollar (2023)
Geflügelproduzenten	20.000 Gewerbebetriebe	1,2 Milliarden US-Dollar (2023)

Veterinärmedizinische Fachkräfte

Zoetis beliefert weltweit rund 85.000 Tierkliniken.

• Begleittierärzte: 65.000 Kliniken
• Großtierärzte: 20.000 Praxen

Besitzer von Begleittieren

Der Zielmarkt umfasst 470 Millionen Haustierhaushalte weltweit.

Haustierkategorie	Globale Haushalte	Marktpotenzial
Hundebesitzer	250 Millionen Haushalte	3,6 Milliarden US-Dollar (2023)
Katzenbesitzer	180 Millionen Haushalte	2,9 Milliarden US-Dollar (2023)

Tierzuchtorganisationen

Zoetis beliefert weltweit 5.000 kommerzielle Zuchtorganisationen.

• Milchviehzucht: 2.500 Organisationen
• Fleischviehzucht: 1.200 Organisationen
• Schweinezucht: 800 Organisationen
• Geflügelzucht: 500 Organisationen

Forschungseinrichtungen und Universitäten

Zoetis arbeitet mit 350 Forschungseinrichtungen weltweit zusammen.

Forschungstyp	Anzahl der Institutionen	Forschungsinvestitionen
Veterinärmedizinische Forschung	200 Institutionen	450 Millionen US-Dollar (2023)
Agrarforschung	100 Institutionen	250 Millionen US-Dollar (2023)
Biotechnologieforschung	50 Institutionen	150 Millionen US-Dollar (2023)

Zoetis Inc. (ZTS) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungskosten

Im Geschäftsjahr 2023 investierte Zoetis 416 Millionen US-Dollar in Forschungs- und Entwicklungskosten, was 6,4 % des Gesamtumsatzes entspricht.

Jahr	F&E-Ausgaben	Prozentsatz des Umsatzes
2023	416 Millionen US-Dollar	6.4%
2022	385 Millionen Dollar	6.2%

Herstellungs- und Produktionskosten

Zoetis meldete im Jahr 2023 Gesamtumsatzkosten von 3,1 Milliarden US-Dollar. Die wichtigsten Produktionsstätten befinden sich in:

• Vereinigte Staaten
• China
• Brasilien
• Deutschland

Vertriebs- und Marketinginvestitionen

Die Vertriebs- und Marketingausgaben für Zoetis beliefen sich im Jahr 2023 auf insgesamt 1,8 Milliarden US-Dollar, was etwa 27,7 % des Gesamtumsatzes entspricht.

Ausgabenkategorie	Betrag	Prozentsatz des Umsatzes
Vertrieb und Marketing	1,8 Milliarden US-Dollar	27.7%

Globale Vertriebsinfrastruktur

Zoetis betreibt weltweit 25 Produktionsstandorte mit Vertriebsnetzen in über 100 Ländern.

• Logistikkosten: 287 Millionen US-Dollar im Jahr 2023
• Globale Vertriebszentren: 12 große Vertriebszentren

Einhaltung gesetzlicher Vorschriften und Qualitätskontrolle

Die Compliance- und Qualitätskontrollkosten für Zoetis beliefen sich im Jahr 2023 auf etwa 215 Millionen US-Dollar.

Compliance-Bereich	Kosten
Einhaltung gesetzlicher Vorschriften	135 Millionen Dollar
Qualitätskontrolle	80 Millionen Dollar

Zoetis Inc. (ZTS) – Geschäftsmodell: Einnahmequellen

Vertrieb pharmazeutischer Produkte

Gesamtumsatz mit pharmazeutischen Produkten für Zoetis im Jahr 2023: 7,39 Milliarden US-Dollar

Produktkategorie	Umsatz (2023)	Prozentsatz des gesamten Pharmaumsatzes
Arzneimittel für Haustiere	4,52 Milliarden US-Dollar	61.2%
Tierarzneimittel	2,87 Milliarden US-Dollar	38.8%

Impfstoffe und Immunisierungsprodukte

Gesamtumsatz mit Impfstoffen für Zoetis im Jahr 2023: 2,16 Milliarden US-Dollar

Impfstoffsegment	Umsatz (2023)	Schlüsselmärkte
Impfstoffe gegen Haustiere	1,34 Milliarden US-Dollar	Vereinigte Staaten, Europa
Viehimpfstoffe	0,82 Milliarden US-Dollar	Globale Märkte

Diagnosetestdienste

Umsatz mit Diagnosedienstleistungen im Jahr 2023: 653 Millionen US-Dollar

• Diagnosetests bei Haustieren: 412 Millionen US-Dollar
• Nutztierdiagnosedienste: 241 Millionen US-Dollar

Lösungen für das Gesundheitsmanagement von Nutztieren

Gesamtumsatz im Tiergesundheitsmanagement im Jahr 2023: 1,87 Milliarden US-Dollar

Segment Vieh	Umsatz (2023)	Primärregionen
Lösungen für die Rindergesundheit	1,12 Milliarden US-Dollar	Nordamerika, Brasilien
Geflügelgesundheitsmanagement	0,45 Milliarden US-Dollar	Globale Märkte
Lösungen für die Schweinegesundheit	0,30 Milliarden US-Dollar	Vereinigte Staaten, China

Abonnements für digitale Gesundheitstechnologie

Umsatz mit digitaler Gesundheitstechnologie im Jahr 2023: 187 Millionen US-Dollar

• Digitale Gesundheitsplattformen für Haustiere: 112 Millionen US-Dollar
• Digitale Überwachungslösungen für Nutztiere: 75 Millionen US-Dollar

Zoetis Inc. (ZTS) - Canvas Business Model: Value Propositions

You're looking at the core reasons why veterinarians and producers choose Zoetis Inc. over others; it's about delivering health solutions across the entire animal lifecycle, from prevention to advanced treatment.

Comprehensive animal health solutions: Predict, Prevent, Detect, and Treat (Continuum of Care)

Zoetis Inc. focuses on an integrated approach to animal health, aiming to keep animals healthy through a full spectrum of offerings. This strategy is designed to deliver profitable growth by enhancing existing products while driving new industry advances. For the third quarter of 2025, the company reported revenue of $2.4 billion, achieving 4% organic operational growth. The company's 2024 revenue was $9.3 billion.

The value proposition centers on this continuum of care, which is supported by a robust and diversified R&D pipeline featuring 12 candidates with blockbuster potential.

Innovative monoclonal antibody therapies for chronic pain (Librela, Solensia)

The monoclonal antibody (mAb) products for osteoarthritis (OA) pain, Librela for dogs and Solensia for cats, represent a key area of innovation, though they faced headwinds in the U.S. companion animal segment in Q3 2025. In the second quarter of 2025, sales for Librela declined 16% and Solensia declined 3%. To counter this, Zoetis Inc. is advancing next-generation therapies, including extended-duration versions of these products. In 2024, Librela generated $581 million in sales and is expected to peak at over $1 billion.

The company anticipates near-term catalysts, such as the Canadian approval of Lenivia (a 3-month canine OA mAb) and the EU approval of Portela (a 3-month feline OA mAb).

Market-leading dermatology and parasiticides franchises (e.g., Apoquel, Simparica)

The parasiticides and dermatology franchises are foundational growth drivers. In 2024, these key products, including Simparica Trio, Apoquel, and Cytopoint, accounted for one-third of total revenue and saw 22% growth. The International segment in Q3 2025 saw growth driven by the Simparica franchise, with International Simparica revenue at $93 million (up 22% operationally) and Trio revenue at $41 million (up 32% operationally).

The triple-combination parasiticide market is projected to grow from $2.2 billion in 2024 to $4.5 billion by 2028.

Key product performance metrics from Q2 2025 include:

Product/Franchise	Growth Metric (Q2 2025)	Market Share/Context
Simparica Trio	+18% growth	Share of vet practices increased from 30% to 45%
Key Dermatology Products	+9% growth	Competitors include Elanco's Zenrelia and Merck's Numelvi

Solutions for livestock productivity, disease prevention, and food safety

Livestock remains a vital growth engine for Zoetis Inc.. In Q3 2025, organic operational growth for livestock was strong, with U.S. livestock growing 14% organically and the overall segment seeing +8-10% organic operational growth. This growth was supported by improved supply of ceftiofur and vaccine strength. In 2024, companion animals accounted for 68% of revenue, while livestock accounted for 31%.

The company's value proposition here includes:

• Driving productivity and sustainable animal protein supply.
• Disease prevention through vaccines and medicines.
• Focus on cattle, swine, poultry, and fish segments.

Pipeline expansion into high-value markets: oncology, cardiology, chronic kidney disease

Zoetis Inc. is actively expanding into new therapeutic frontiers to capture significant unmet medical needs. These new areas-chronic kidney disease (CKD), oncology, and cardiology-represent more than $5 billion in total addressable market opportunity.

The potential market sizes for these areas are substantial:

• Chronic Kidney Disease (CKD) is cited as the single largest opportunity, estimated at $3 billion to $4 billion annually, with no current treatment for dogs or cats.
• Oncology is estimated to represent a $2 billion market.

The company is progressing toward initial approvals in veterinary oncology in 2028 and 2029. The overall animal health market is anticipated to nearly double to approximately $90 billion by 2035.

For the full year 2025, Zoetis Inc. revised its revenue guidance to between $9.400 billion and $9.475 billion, implying organic operational growth of 5.5% to 6.5%.

Finance: review Q4 2025 cash flow projections against the revised FY2025 revenue guidance by Monday.

Zoetis Inc. (ZTS) - Canvas Business Model: Customer Relationships

You're looking at how Zoetis Inc. keeps its customers-vets, pet owners, and large producers-engaged and loyal. It's a mix of direct human interaction and digital tools, which makes sense given the complexity of animal health.

Dedicated direct sales force providing technical and veterinary expertise

Zoetis Inc. maintains a significant commercial footprint, employing approximately 13,800 people globally as of 2024. This organization includes dedicated sales representatives and technical/veterinary operations specialists. These specialists, who generally hold advanced veterinary degrees, are key relationship builders. They offer scientific consulting on disease management and herd health protocols. The company aims to understand customer needs through these direct relationships. Annually, Zoetis Inc. secures around 200 regulatory approvals, which these field teams then translate into relevant customer education.

High-touch, consultative relationship with veterinary professionals

The relationship with veterinary professionals is consultative, focusing on providing training and education, especially around responsible product use. This high-touch approach supports the adoption of innovative products like the osteoarthritis pain monoclonal antibodies, Librela and Solensia, which saw 80% operational growth in 2024. The company explicitly states its focus is to 'stay deeply connected to our customers.' For companion animal products, which drove 8% sales growth in Q1 2025, this connection is vital for driving volume in key franchises.

Digital solutions and data insights to help customers manage practices/herds

Zoetis Inc. integrates digital tools to enhance customer management capabilities. The company launched the 'Vetscan OptiCell,' an AI-powered hematology analyzer, in January 2025 to improve diagnostic efficiency at the point of care for U.S. veterinarians. In Europe, the launch of VetConnect Plus Europe, a cloud-based platform, integrates diagnostics, prescriptions, and pet health records for veterinary clinics. The company leverages customer data and CRM systems to gain insights, which helps optimize marketing and improve customer experiences. Furthermore, the use of AI in R&D and diagnostics is a core part of meeting evolving customer needs.

Here's a look at some key financial and program metrics:

Metric Category	Specific Data Point	Value/Amount	Date/Period
Customer Loyalty Program	Petcare Rewards Program Members	Over 3 million	As of May 1, 2024
Customer Loyalty Program	Rewards Spent at Practices	Over $80 million	As of May 1, 2024
Digital Solution Example	Vetscan OptiCell Launch	January 2025	2025
Segment Revenue	Q2 2025 Total Revenue	$2.5 billion	Q2 2025
Segment Revenue	Q1 2025 Livestock Revenue	$645 million	Q1 2025

Customer service and support for product use and compliance programs

Support extends to ensuring compliance and proper product use, which is managed directly by the field teams. For pet owners, Zoetis Inc. incentivizes purchases through the Petcare Rewards program, which began in 2024. This program offers tiered rewards and personalized product suggestions to over 3 million members. This focus on the end-user experience supports the strong performance of franchises like Simparica Trio, which achieved over $1 billion in global revenue in 2024.

B2B relationship management with large livestock producers and integrators

Sales to the livestock segment are made to veterinarians, producers (beef, dairy, pork, poultry), and third-party distributors. The company actively works to strengthen its connection with ranchers and dairy producers, for instance, by developing an emotional docuseries released in July 2025. The livestock segment remains a substantial part of the business, contributing $645 million in revenue in Q1 2025. The relationship with distributors is also significant; in 2024, sales to the single largest U.S. veterinary distributor accounted for approximately 14% of total revenue. This indicates a reliance on key B2B partners for market access and logistics, even as the company maintains a direct presence in emerging markets like China and Brazil.

Finance: review Q3 2025 segment revenue breakdown against direct sales force deployment by Friday.

Zoetis Inc. (ZTS) - Canvas Business Model: Channels

You're looking at how Zoetis Inc. gets its innovative animal health products into the hands of veterinarians, pet owners, and livestock producers globally. The channel strategy is a mix of direct engagement and broad third-party leverage, which is key to maintaining their position as the world's leading animal health company.

Direct sales force to veterinary clinics and livestock producers. Zoetis Inc. maintains a significant direct commercial presence, supported by approximately 13,800 employees as of the end of 2024, many of whom are sales representatives and technical/veterinary operations specialists. These teams visit customers directly to promote products and provide scientific consulting on disease and herd management. This direct relationship is crucial for high-value companion animal products and complex livestock solutions. The company organizes its commercial operations across two main segments: the United States (U.S.) and International, reflecting where this direct engagement is most concentrated or structured differently.

Third-party veterinary distributors for broad market reach. Where Zoetis Inc. does not have a direct commercial footprint, it relies on contracted distributors for logistics and sales support. This partnership model allows the company to achieve broad market penetration efficiently. For context on the scale, in the second quarter of 2025, the U.S. segment revenue was $1.4 billion, while the International segment revenue was $1.1 billion, showing a substantial global distribution effort that relies on both direct and indirect channels. Overall, operations outside the U.S. accounted for 44% of total revenue for the year ended December 31, 2024. The company's leading portfolio and pipeline make a difference in over 100 countries. It's a massive logistical undertaking, for sure.

Online sales platforms for veterinary professionals. While specific revenue figures tied exclusively to dedicated online platforms for veterinary professionals aren't broken out separately in the latest reports, the overall digital shift is implicitly supported by the company's focus on innovation and customer connection. The success of key companion animal products, which drive the majority of revenue, suggests strong integration with digital ordering systems used by clinics. For instance, companion animal sales in the U.S. segment grew 9% organically in Q2 2025, indicating high product uptake through whatever channel is used.

Retail and e-commerce platforms (e.g., Chewy.com) for certain companion animal products. The company's strategy for companion animal products, which represented about two-thirds of total revenue in 2024, includes access to the consumer market, often via retail and e-commerce partners. The continued demand for parasiticides like the Simparica franchise and dermatology treatments like Apoquel and Cytopoint is supported by these consumer-facing channels. The overall companion animal sales in the International segment grew 8% in Q2 2025, reflecting strong pull-through across all consumer access points. You have to be where the pet owners are shopping.

Global supply chain distributing products in over 100 countries. The distribution backbone supports the entire channel strategy. Zoetis Inc. manages a complex global supply chain to ensure its products reach customers in over 100 countries. This scale is reflected in the segment reporting: Q3 2025 revenue was $2.4 billion, with the International segment contributing $1.1 billion, growing 6% organically. The company's ability to manage this global flow, including navigating currency fluctuations and regulatory hurdles in foreign jurisdictions, is a core operational strength.

Here's a quick look at the segment revenue distribution, which is the clearest proxy we have for the geographic reach of their channels as of late 2025:

Metric	Value (Q3 2025 Reported)	Organic Growth (Q3 2025)	Context
Total Revenue	$2.4 billion	4%	Overall company performance
U.S. Segment Revenue	$1.3 billion	3%	Direct sales force focus area
International Segment Revenue	$1.1 billion	6%	Reliance on distributors and global logistics

The channel strategy is clearly bifurcated to maximize penetration in mature markets like the U.S. while aggressively growing in international markets, often through distributor networks. The success of blockbuster products hinges on this multi-pronged approach.

• Direct sales force supports specialized product adoption by veterinarians.
• Distributors provide necessary logistics across the 100+ countries served.
• Companion animal products, making up about two-thirds of 2024 revenue, leverage retail/e-commerce.
• The company employed approximately 13,800 people as of year-end 2024 to support these interactions.

Finance: draft 13-week cash view by Friday.

Zoetis Inc. (ZTS) - Canvas Business Model: Customer Segments

Zoetis Inc. (ZTS) serves a diverse set of customers across companion animal and livestock health markets, organized operationally into the United States and International segments.

The third quarter of 2025 revenue totaled $2.4 billion, with an organic operational increase of 4% compared to the third quarter of 2024.

Operational Segment	Q3 2025 Reported Revenue	Reported Year-over-Year Change	Organic Year-over-Year Change
United States (U.S.)	$1.3 billion	-2%	+3%
International	$1.1 billion	+3%	+6%

The customer base is served through product portfolios that align with these end-user groups.

• Veterinary Professionals (private practices, hospitals).
• Companion Animal Owners (dogs, cats, horses).
• Livestock Producers (cattle, swine, poultry, aquaculture).
• Government and Non-Governmental Organizations (NGOs) for public health initiatives.
• Strategic accounts like large corporate veterinary groups and integrators.

Companion animal products are a primary growth driver, with sales in the International segment growing 8% on a reported basis in Q3 2025.

For the U.S. segment in Q3 2025, sales of innovative companion animal products were flat for the quarter. However, the osteoarthritis (OA) pain franchise, which includes Librela and Solensia, saw 80% operational growth in 2024. The Simparica Trio franchise for dogs achieved over $1 billion in global revenue in 2024.

Livestock product sales in the International segment showed an organic increase of 8% in Q3 2025, despite a reported decline of 2% due to the divestiture of the medicated feed additive (MFA) portfolio. Separately, one report indicated the livestock portfolio grew 10% organically in Q3 2025, reaching $725 million. In Q1 2025, livestock products contributed $645 million to revenue.

In the first quarter of 2025, the U.S. segment accounted for a substantial 54% of total revenue, reaching $1.2 billion. Companion animal products represented 68% of total revenue in the 2023 Form 10-K, with livestock products at 31%.

Customer acquisition for veterinary customers involves direct sales forces, attendance at veterinary conferences, and educational programs. Retention in the livestock segment is driven by the demonstrated economic value of the company's solutions and consistent product performance.

Zoetis Inc. (ZTS) - Canvas Business Model: Cost Structure

The cost structure for Zoetis Inc. is heavily weighted toward innovation and market presence, reflecting its position as a leading animal health company.

High fixed costs from global manufacturing and supply chain operations represent a foundational element of the cost base. While specific fixed cost figures aren't explicitly broken out in the latest reports, the scale of global manufacturing for pharmaceuticals and biologics implies significant capital investment in facilities and operational infrastructure that must be absorbed regardless of short-term volume fluctuations.

Significant investment in Research and Development (R&D) remains a priority. For the latest twelve months ending September 30, 2025, R&D expenses were reported at $685 million. This follows a peak of $686 million in fiscal year 2024. The company's 2025 guidance, issued in February 2025, projected adjusted R&D expenses between $680 million and $690 million for the full year. To be fair, R&D growth was only 1% operationally in Q2 2025, driven by higher compensation costs partially offset by timing of project spend.

Selling, General, and Administrative (SG&A) expenses reflect the cost of maintaining a global commercial footprint. For the twelve months ending September 30, 2025, total SG&A expenses reached $2.384 billion. Looking specifically at the second quarter of 2025, operational SG&A expenses increased by 6%, primarily due to the timing of advertising and promotion spend and higher compensation-related expenses. For the full year 2024, annual SG&A was $2.318 billion.

Costs of Goods Sold (COGS) for pharmaceuticals and biologicals are managed for efficiency, leading to high gross margins. For the second quarter of 2025, the reported gross margin was 73.6%. The adjusted gross margin for Q2 2025 was slightly higher at 73.7%. This margin performance varies by segment, as seen in Q2 2025:

Metric	Q2 2025 Reported Margin	Q2 2025 Adjusted Margin
U.S. Segment Gross Margin	84.7%	N/A
International Segment Gross Margin	70.7%	N/A

The CFO noted that the Q2 2025 adjusted gross margin benefited from the favorable impact of the MFA divestiture and price increases, partially offset by higher manufacturing costs that were improving as they worked through inventory valued at prior year standards. The full-year 2025 guidance, as of February 2025, targeted adjusted cost of sales as a percentage of revenue around 28.0%.

Acquisition and divestiture-related costs are treated as significant items outside of core operating expenses. These costs fluctuate based on corporate activity. For the second quarter of 2025, the net impact of purchase accounting adjustments, acquisition and divestiture-related costs, and certain significant items excluded from adjusted net income totaled $65 million. This compares to $30 million in restructuring and A&D costs reported for Q2 2025, down from $42 million in the prior year period. For the third quarter of 2025, this exclusion amount was $33 million, and for the first quarter of 2025, it was $31 million.

You should keep an eye on how these non-core costs trend, as they can obscure the underlying operational cost discipline. Finance: draft 13-week cash view by Friday.

Zoetis Inc. (ZTS) - Canvas Business Model: Revenue Streams

You're looking at how Zoetis Inc. (ZTS) brings in the money, which is really about the mix of products they sell to pet owners versus the food animal industry, and where those sales happen globally. It's a dual focus that helps balance the business.

The company has set its financial expectations for the full year 2025. Full-year 2025 revenue guidance is projected to be between $9.400 billion and $9.475 billion. This guidance reflects an expected organic operational revenue growth of 5.5% to 6.5% for the full year 2025.

The revenue streams are clearly segmented by animal type, reflecting the core of the animal health market. Based on recent historical context, the split shows a strong leaning toward companion animals:

• Sales of Companion Animal Products (e.g., parasiticides, dermatology, pain management).
• Sales of Livestock Products (e.g., vaccines, anti-infectives, feed additives).
• Sales of Diagnostic Products and Genetic Tests.

To give you a sense of the product focus, in 2024, companion animals represented nearly 65% of total revenue, while production animals accounted for roughly 35%. You see this play out in the product focus, where key blockbuster products like Simparica Trio, Apoquel, and Cytopoint drove one-third of total revenue in 2024.

Revenue is geographically diversified across US and International segments. Looking at the third quarter of 2025 results, you can see the absolute dollar contribution from each major region:

Geographic Segment	Q3 2025 Reported Revenue	Q3 2025 Organic Operational Growth
US Segment	$1.3 billion	3% increase
International Segment	$1.1 billion	6% increase

The International segment showed stronger organic operational growth at 6% in Q3 2025 compared to the US segment's 3% organic growth for the same period. Still, the US segment generated $1.3 billion in revenue for that quarter.

Within those segments, the product performance varies. For instance, in the International segment for Q3 2025, sales of the company's innovative companion animal products grew 8% on a reported basis. Conversely, sales of livestock products in that same international segment declined 2% on a reported basis, largely due to the divestiture of the medicated feed additive portfolio and related assets.

The US segment saw companion animal sales flat for Q3 2025, even as gains in parasiticides, diagnostics, and dermatology treatments were noted. Finance: draft 13-week cash view by Friday.