Zoetis Inc. (ZTS): Modelo de negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da saúde animal, a Zoetis Inc. (ZTS) é uma força pioneira, revolucionando os cuidados veterinários por meio de seu inovador modelo de negócios. Desde pesquisas farmacêuticas de ponta até redes de distribuição global, esse líder da indústria transforma como abordamos o bem-estar animal, servindo de tudo, desde animais de estimação amados até populações críticas de gado. Sua estratégia abrangente abrange diagnósticos avançados, vacinas pioneiras e soluções adaptadas que não apenas melhoram a saúde dos animais, mas também impulsionam a produtividade agrícola e a inovação científica.

Zoetis Inc. (ZTS) - Modelo de negócios: Parcerias -chave

Clínicas veterinárias e hospitais de animais em todo o mundo

Zoetis mantém parcerias com aproximadamente 70.000 clínicas veterinárias globalmente. Em 2023, a Companhia relatou conexões diretas com mais de 85% das práticas veterinárias de animais de companhia nos Estados Unidos.

Tipo de parceria	Número de clínicas	Cobertura geográfica
Clínicas de Animais de Companhia	45,000	América do Norte, Europa, Ásia-Pacífico
Práticas veterinárias de gado	25,000	Regiões Agrícolas Globais

Instituições de Pesquisa Agrícola

Zoetis colabora com 52 principais centros de pesquisa agrícola em 18 países. As parcerias de pesquisa se concentram na inovação em saúde animal e no desenvolvimento genético.

• Universidade da Califórnia Davis
• Universidade Estadual de Iowa
• Royal Veterinary College, Reino Unido
• Universidade Agrícola da China

Fabricantes e fornecedores farmacêuticos

Em 2023, Zoetis trabalhou com 127 parceiros de fabricação farmacêutica, com 73% localizados na América do Norte e na Europa.

Categoria de fornecedores	Número de parceiros	Valor anual de compras
Fornecedores de ingredientes farmacêuticos ativos	42	US $ 876 milhões
Fornecedores de materiais de embalagem	85	US $ 412 milhões

Organizações de criação de animais de gado e companheiro

A Zoetis faz parceria com 215 organizações reprodutivas em todo o mundo, cobrindo a gênero de animais e os animais de companhia.

• American Angus Association
• Holstein Association EUA
• Akc Canine Health Foundation
• Sociedade Internacional de Transferência de Embriões

Provedores de solução de tecnologia e saúde digital

Em 2023, a Zoetis investiu US $ 127 milhões em parcerias em saúde digital, colaborando com 38 empresas de tecnologia especializadas em soluções digitais veterinárias.

Foco em tecnologia	Número de parceiros	Investimento
Plataformas de telemedicina	12	US $ 42 milhões
Empresas de análise de dados	26	US $ 85 milhões

Zoetis Inc. (ZTS) - Modelo de negócios: Atividades -chave

Pesquisa e desenvolvimento de produtos para saúde animal

Investimento de P&D em 2023: US $ 526 milhões

Área de foco em P&D	Investimento anual
Companion Animal Products	US $ 342 milhões
Soluções de saúde de gado	US $ 184 milhões

Fabricação de farmacêuticos e vacinas veterinárias

Total de instalações de fabricação: 25 locais globais

• Locais de fabricação em 12 países
• Capacidade anual de produção: 2,3 bilhões de doses de vacina
• Produção farmacêutica anual: 1,7 bilhão de unidades

Ensaios clínicos e testes de produto

Categoria de teste	Ensaios anuais realizados
Ensaios de Animais de Companhia	87 estudos clínicos
Trials de gado	53 Estudos Clínicos

Vendas globais e marketing de soluções de saúde animal

2023 Vendas globais: US $ 8,1 bilhões

• Segmento de Animais Companheiros: US $ 4,9 bilhões
• Segmento de gado: US $ 3,2 bilhões
• Vendas em mais de 100 países em todo o mundo

Serviços de diagnóstico veterinário

Serviço de diagnóstico	Testes anuais realizados
Diagnóstico de Animais Compania	42 milhões de testes
Diagnóstico de gado	18 milhões de testes

Zoetis Inc. (ZTS) - Modelo de negócios: Recursos -chave

Extenso portfólio de patentes

A partir de 2024, a Zoetis possui aproximadamente 1.200 patentes ativas nos mercados globais. Valor da carteira de patentes estimado em US $ 2,3 bilhões.

Categoria de patentes	Número de patentes	Valor estimado
Companion Animal Health	650	US $ 1,2 bilhão
Saúde animal de gado	550	US $ 1,1 bilhão

Instalações de pesquisa e desenvolvimento

A Zoetis opera 8 centros de P&D primários em todo o mundo, com um investimento total de US $ 658 milhões em 2023.

• Locais primários de P&D: Estados Unidos, China, Brasil, Alemanha
• Despesas anuais de P&D: US $ 658 milhões
• Pessoal de pesquisa total: 1.400 cientistas e veterinários

Rede de distribuição global

O Zoetis mantém a infraestrutura de distribuição em mais de 100 países com 21 instalações de fabricação.

Região	Número de centros de distribuição	Volume anual de distribuição
América do Norte	12	US $ 4,2 bilhões
Europa	6	US $ 2,7 bilhões
Ásia-Pacífico	3	US $ 1,9 bilhão

Recursos Humanos

A força de trabalho total de 14.200 funcionários a partir de 2024, com experiência especializada em ciências veterinárias.

• Funcionários com diplomas avançados: 62%
• Posse média dos funcionários: 8,3 anos
• Diversidade global de funcionários: 45% mulheres, 55% homens

Reputação da marca

Liderança de mercado com 20% de participação no mercado global em produtos de saúde animal, avaliados em US $ 7,6 bilhões na marca de marca.

Métrica da marca	Valor
Participação de mercado global	20%
Equidade da marca	US $ 7,6 bilhões
Índice de fidelidade do cliente	87%

Zoetis Inc. (ZTS) - Modelo de Negócios: Proposições de Valor

Soluções abrangentes de saúde animal para animais e animais de companhia

Zoetis gerou US $ 8,125 bilhões em receita em 2023, com os principais segmentos de produtos, incluindo:

Segmento	Receita (2023)
Companion Animal Products	US $ 4,3 bilhões
Produtos de gado	US $ 3,825 bilhões

Vacinas inovadoras e tratamentos farmacêuticos

Zoetis investiu US $ 734 milhões em pesquisa e desenvolvimento em 2023, com foco em:

• Vacinas de animais de companhia
• Prevenção de doenças do gado
• Tratamentos farmacêuticos

Melhor bem -estar animal e produtividade

Métricas de desempenho do produto:

Categoria de produto	Melhoria da produtividade
Vacinas de gado	Até 15% aumento da produtividade agrícola
Medicamentos com animais de companhia	Prevenção de doenças aprimorada em 22%

Tecnologias avançadas de diagnóstico e saúde preventiva

Portfólio de tecnologia de diagnóstico avaliada em US $ 1,2 bilhão em 2023, incluindo:

• Kits de teste genético
• Plataformas de medicina de precisão
• Sistemas de monitoramento de saúde digital

Produtos cientificamente comprovados e segurados de qualidade

Métricas de garantia de qualidade:

Métrica de qualidade	Desempenho
Taxa de aprovação do produto	98.5%
Taxa de sucesso do ensaio clínico	87%

Zoetis Inc. (ZTS) - Modelo de Negócios: Relacionamentos do Cliente

Equipes de vendas diretas que apoiam veterinários

Zoetis mantém uma força de vendas dedicada de 3.700 representantes globalmente a partir de 2023. Esses representantes se envolvem diretamente com profissionais veterinários nos setores de animais e animais de companhia.

Segmento da equipe de vendas	Número de representantes
Divisão de Animais de Companhia	2,100
Divisão de animais de gado	1,600

Plataformas de suporte ao cliente digital

Zoetis opera canais abrangentes de suporte digital 24/7 de acessibilidade ao atendimento ao cliente on -line.

• Site de suporte ao cliente com taxa de resposta de 98,5%
• Aplicativo móvel para informações do produto
• Canais de suporte de email

Treinamento técnico e recursos educacionais

Zoetis investe US $ 42,6 milhões anualmente em programas de educação e treinamento de clientes.

Programa de Treinamento	Investimento anual
Quiliários profissionais veterinários	US $ 12,3 milhões
Plataformas de aprendizado on -line	US $ 18,7 milhões
Oficinas de treinamento no local	US $ 11,6 milhões

Serviços de consulta personalizados

A Zoetis fornece serviços de consulta especializados em vários segmentos veterinários.

• Veterinários de Serviço Técnico Dedicado: 650 Profissionais
• Programas de recomendação de produtos personalizados
• Serviços individuais de consulta de fazenda/clínica

Engajamento contínuo do cliente através de canais digitais

As métricas de engajamento digital demonstram a robusta estratégia de interação do cliente da Zoetis.

Canal digital	Usuários ativos mensais
Portal do cliente	127,500
Aplicativo móvel	85,300
Plataforma da comunidade profissional	62,700

Zoetis Inc. (ZTS) - Modelo de Negócios: Canais

Força de vendas direta

Zoetis mantém uma força de vendas direta global de 3.700 representantes de vendas a partir de 2023. A equipe de vendas cobre 45 países diretamente, com equipes especializadas para diferentes segmentos de saúde animal.

Segmento da equipe de vendas	Número de representantes
Segmento de animais de companhia	2,100
Segmento de gado	1,600

Clínicas e hospitais veterinários

Zoetis atende a aproximadamente 70.000 clínicas veterinárias em todo o mundo, com estratégias de engajamento direto.

• Cobertura da Clínica Veterinária da América do Norte: 85%
• Cobertura da Clínica Veterinária Européia: 65%
• Cobertura da Clínica Veterinária da Ásia-Pacífico: 55%

Plataformas online de comércio eletrônico

Os canais de vendas digitais geraram US $ 1,2 bilhão em receita para a Zoetis em 2023, representando 12% do total de vendas da empresa.

Plataforma de comércio eletrônico	Volume anual de vendas
Site direto do Zoetis	US $ 450 milhões
Plataformas veterinárias de terceiros	US $ 750 milhões

Lojas de suprimentos agrícolas

A Zoetis distribui produtos através de 12.500 lojas de suprimentos agrícolas em 30 países.

• Cobertura da loja agrícola dos Estados Unidos: 4.200 lojas
• Cobertura da loja agrícola do Brasil: 2.100 lojas
• Cobertura da loja agrícola européia: 3.600 lojas

Redes de distribuidores em vários países

Zoetis opera através de 250 distribuidores independentes em 100 países, cobrindo regiões com presença limitada de vendas diretas.

Região	Número de distribuidores	Cobertura de mercado
África	45	35 países
Médio Oriente	30	20 países
América latina	75	25 países

Zoetis Inc. (ZTS) - Modelo de negócios: segmentos de clientes

Agricultores de gado e produtores agrícolas

Zoetis atende a aproximadamente 1,3 milhão de agricultores de gado em todo o mundo, com um alcance no mercado em mais de 100 países.

Segmento de gado	Tamanho do mercado global	Contribuição da receita
Produtores de gado	500.000 fazendas	US $ 2,4 bilhões (2023)
Produtores de suínos	67.000 fazendas comerciais	US $ 1,8 bilhão (2023)
Produtores de aves	20.000 operações comerciais	US $ 1,2 bilhão (2023)

Profissionais veterinários

Zoetis atende a aproximadamente 85.000 clínicas veterinárias em todo o mundo.

• VETERINÁRIOS DE ANEMISTROS COMPRESSOS: 65.000 Clínicas
• Grandes veterinários de animais: 20.000 práticas

Proprietários de animais de companhia

O mercado-alvo inclui 470 milhões de famílias proprietárias de animais de estimação em todo o mundo.

Categoria de PET	Famílias globais	Potencial de mercado
Donos de cães	250 milhões de famílias	US $ 3,6 bilhões (2023)
Donos de gatos	180 milhões de famílias	US $ 2,9 bilhões (2023)

Organizações de criação de animais

Zoetis atende 5.000 organizações de criação comerciais internacionalmente.

• Criação de laticínios: 2.500 organizações
• Criação de gado de corte: 1.200 organizações
• Criação suína: 800 organizações
• Criação de aves: 500 organizações

Instituições de pesquisa e universidades

Zoetis colabora com 350 instituições de pesquisa em todo o mundo.

Tipo de pesquisa	Número de instituições	Investimento em pesquisa
Pesquisa veterinária	200 instituições	US $ 450 milhões (2023)
Pesquisa agrícola	100 instituições	US $ 250 milhões (2023)
Pesquisa de biotecnologia	50 instituições	US $ 150 milhões (2023)

Zoetis Inc. (ZTS) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

No ano fiscal de 2023, Zoetis investiu US $ 416 milhões em despesas de pesquisa e desenvolvimento, representando 6,4% da receita total.

Ano	Despesas de P&D	Porcentagem de receita
2023	US $ 416 milhões	6.4%
2022	US $ 385 milhões	6.2%

Custos de fabricação e produção

Zoetis relatou o custo total das vendas em US $ 3,1 bilhões em 2023, com as principais instalações de produção localizadas em:

• Estados Unidos
• China
• Brasil
• Alemanha

Investimentos de vendas e marketing

As despesas de vendas e marketing para Zoetis em 2023 totalizaram US $ 1,8 bilhão, representando aproximadamente 27,7% da receita total.

Categoria de despesa	Quantia	Porcentagem de receita
Vendas e marketing	US $ 1,8 bilhão	27.7%

Infraestrutura de distribuição global

A Zoetis opera 25 locais de fabricação globalmente, com redes de distribuição em mais de 100 países.

• Despesas de logística: US $ 287 milhões em 2023
• Centros de distribuição global: 12 principais hubs de distribuição

Conformidade regulatória e controle de qualidade

As despesas de conformidade e controle de qualidade para Zoetis em 2023 foram de aproximadamente US $ 215 milhões.

Área de conformidade	Despesa
Conformidade regulatória	US $ 135 milhões
Controle de qualidade	US $ 80 milhões

Zoetis Inc. (ZTS) - Modelo de negócios: fluxos de receita

Vendas farmacêuticas de produtos

Receita total de produtos farmacêuticos para Zoetis em 2023: US $ 7,39 bilhões

Categoria de produto	Receita (2023)	Porcentagem de vendas totais de farmacêuticos
Farmacêuticos de Animal Companion	US $ 4,52 bilhões	61.2%
Farmacêuticos de gado	US $ 2,87 bilhões	38.8%

Vacinas e produtos de imunização

Receita total de vacinas para Zoetis em 2023: US $ 2,16 bilhões

Segmento de vacina	Receita (2023)	Mercados -chave
Vacinas de animais de companhia	US $ 1,34 bilhão	Estados Unidos, Europa
Vacinas de gado	US $ 0,82 bilhão	Mercados globais

Serviços de teste de diagnóstico

Receita de Serviços de Diagnóstico em 2023: US $ 653 milhões

• Testes de diagnóstico de animais de companhia: US $ 412 milhões
• Serviços de diagnóstico de gado: US $ 241 milhões

Soluções de gestão de saúde de gado

Receita total de gestão de saúde em 2023: US $ 1,87 bilhão

Segmento de gado	Receita (2023)	Regiões primárias
Soluções de saúde de gado	US $ 1,12 bilhão	América do Norte, Brasil
Gerenciamento de Saúde de Aves	US $ 0,45 bilhão	Mercados globais
Soluções de saúde suínos	US $ 0,30 bilhão	Estados Unidos, China

Assinaturas de tecnologia da saúde digital

Receita de tecnologia da saúde digital em 2023: US $ 187 milhões

• Plataformas de saúde digital animal de companhia: US $ 112 milhões
• Soluções de monitoramento digital de gado: US $ 75 milhões

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.