April 24, 2024

Drugs Injected at the Racetrack Put Europe Off U.S. Horse Meat

Lately, however, European food safety officials have notified Mexican and Canadian slaughterhouses of a growing concern: The meat of American racehorses may be too toxic to eat safely because the horses have been injected repeatedly with drugs.

Despite the fact that racehorses make up only a fraction of the trade in horse meat, the European officials have indicated that they may nonetheless require lifetime medication records for slaughter-bound horses from Canada and Mexico, and perhaps require them to be held on feedlots or some other holding area for six months before they are slaughtered.

In October, Stephan Giguere, the general manager of a major slaughterhouse in Quebec, said he turned away truckloads of horses coming from the United States because his clients were worried about potential drug issues. Mr. Giguere said he told his buyers to stay away from horses coming from American racetracks.

“We don’t want them,” he said. “It’s too risky.”

The action is just the latest indication of the troubled state of American racing and its problems with the doping of horses. Some prominent trainers have been disciplined for using legal and illegal drugs, and horses loaded with painkillers have been breaking down in arresting numbers. Congress has called for reform, and state regulators have begun imposing stricter rules.

But for pure emotional effect, the alarm raised in the international horse-meat marketplace packs a distinctive punch.

Some 138,000 horses were sent to Canada or Mexico in 2010 alone to be turned into meat for Europe and other parts of the world, according to a Government Accountability Office report. Organizations concerned about the welfare of retired racehorses have estimated that anywhere from 10 to 15 percent of the population sent for slaughter may have performed on racetracks in the United States.

“Racehorses are walking pharmacies,” said Dr. Nicholas Dodman, a veterinarian on the faculty of Tufts University and a co-author of a 2010 article that sought to raise concerns about the health risks posed by American racehorses. He said it was reckless to want any of the drugs routinely administered to horses “in your food chain.”

Horses being shipped to Mexico and Canada are by law required to have been free of certain drugs for six months before being slaughtered, and those involved in their shipping must have affidavits proving that. But European Commission officials say the affidavits are easily falsified. As a result, American racehorses often show up in Canada within weeks — sometimes days — of their leaving the racetrack and their steady diets of drugs.

In October, the European Commission’s Directorate General for Health and Consumers found serious problems while auditing the operations of equine slaughter facilities in Mexico, where 80 percent of the horses arrive from the United States. The commission’s report said Mexican officials were not allowed to question the “authenticity or reliability of the sworn statements” about the ostensibly drug-free horses, and thus had no way of verifying whether the horses were tainted by drugs.

“The systems in place for identification, the food-chain information and in particular the affidavits concerning the nontreatment for six months with certain medical substances, both for the horses imported from the U.S. as well as for the Mexican horses, are insufficient to guarantee that standards equivalent to those provided for by E.U. legislation are applied,” the report said.

The authorities in the United States and Canada acknowledge that oversight of the slaughter business is lax. On July 9, the United States Food and Drug Administration sent a warning letter to an Ohio feedlot operator who sells horses for slaughter. The operator, Ronald Andio, was reprimanded for selling a drug-tainted thoroughbred horse to a Canadian slaughterhouse.

The Canadian Food Inspection Agency had tested the carcass of the horse the previous August and found the anti-inflammatory drug phenylbutazone in the muscle and kidney tissues. It also discovered clenbuterol, a widely abused medication for breathing problems that can build muscle by mimicking anabolic steroids.

Article source: http://www.nytimes.com/2012/12/09/sports/drugs-injected-at-the-racetrack-put-europe-off-us-horse-meat.html?partner=rss&emc=rss

Sustainable Profits: On Volunteering Negative Information When Selling

Sustainable Profits

The challenges of a waste-recycling business.

Now that TerraCycle is almost a decade old and operating in 22 countries, I have realized how much sales styles differ throughout the world, especially in Europe. While the American style of sales is typically gung ho – energetic and positive — the European style is quite different, much more conservative.

This hit me when, after a sales pitch in Germany, our client said, “Tom, we’d love for you to present TerraCycle to our leadership team, but please be less American. Please don’t be excited and just present the facts.” I thought to myself, Wow, how do you sell without being passionate about the product or service you are selling?

Whether you are selling to a new client or persuading an existing client to continue buying, sales is the critical driver of your business’s growth. Naturally, when selling, we spend most, if not all, of our time highlighting the positive attributes of our product or service. The golden rules of successful selling are to solve an existing problem for your client with a compelling proposition. Then communicate that proposition clearly, simply and passionately. And always be closing! But this raises a question: How much negative information should we volunteer?

When selling hamburgers, should the restaurant owner note that the meat came from a slaughterhouse and disclose any associated health issues? When selling public relations services, should a P.R. agency discuss its failed campaigns or only the good ones?

After a decade of successful sales, I do think that there is a place for disclosing negative information. But it should be done wisely and in moderation. Here are three things to keep in mind:

If you think the client may know of something negative, own it. The way to do this is to address it up front in your meeting, before the client raises it. And you should address it more aggressively than your client would, if he or she were bringing it up. When you do this, it’s best to have a solution ready to offer. Such action will show your client that you don’t shy away from challenges; you take responsibility for them. At TerraCycle, every time I have done this, it has been successful and built trust.

Always talk about your competition positively. Competition, while negative to your business, is a fact of life. My suggestion is to be fair and positive. This will play well with your clients as they see that you are looking out for their best interests. This, too, will build credibility and trust. TerraCycle doesn’t have competitors the way most businesses do, but there are other services that our clients perceive to be in the same “bucket” as TerraCycle.

One example is RecycleBank, which manages recycling rewards programs. Whenever we are asked about RecycleBank,we always say positive things — they are indeed our friends. But we also try to explain the differences between our two propositions (we help brands recycle previously nonrecyclable products or packaging). Then we let the client decide. Look, clients can always get this information themselves; it builds credibility when, after a sales meeting, they do their own research and come up with the same facts.

Sprinkle some negatives during your pitch. We consider TerraCycle a premium service. For that reason, we always highlight that our cost is higher than other solutions — such as sending waste to landfill. But then we emphasize that the benefits of working with us may be worth the expense. Of course, there is a fine line — you can volunteer too much negative information and kill the deal. Negative information is like salt on one’s food. It should be applied in moderation.

In the 22 countries where we operate, I have found a wide range of approaches to handling negative information. While most of our sales teams do a great job with the first two points, they often struggle with the third. This is especially true of people with less sales experience, and the most striking example is in Europe. There, our sales teams typically volunteer too much negative information in their pitches. They cross that fine line, and when they do, their closing rates decline.

We’re trying to coach them to be a little more American in their approach.

Tom Szaky is the chief executive of TerraCycle, which is based in Trenton.

Article source: http://boss.blogs.nytimes.com/2012/11/05/on-volunteering-negative-information-when-selling/?partner=rss&emc=rss