Zoetis Inc. (ZTS) Earnings Call Transcript & Summary

Welcome to the Second Quarter 2026 Financial Results Conference Call and Webcast for Zoetis. Hosting the call today is Steve Frank, Vice President of Investor Relations for Zoetis. The presentation materials and additional financial tables are currently posted on the Investor Relations section of zoetis.com. The presentation slides can be managed by you, the viewer, and will not be forwarded automatically. In addition, a replay of this call will be available approximately 2 hours after the conclusion of this call via dial-in or on the Investor Relations section of zoetis.com. [Operator Instructions] The floor will be open for you questions following the presentation. [Operator Instructions] It is now my pleasure to turn the call over to Steve Frank. Steve, you may begin.

Thank you, operator. Good morning, everyone, and welcome to the Zoetis Second Quarter 2026 Earnings Call. I am joined today by Kristin Peck, Chief Executive Officer, and Wetteny Joseph, Chief Financial Officer. This morning, we issued a press release announcing our financial results. Before we begin, I would like to remind you that the release and corresponding earnings presentation, which we will reference during this call, are available on the Investor Relations section of our website and that many of our statements today may be considered forward-looking statements and that actual results could differ materially from those projections. For a list and description of certain factors that could cause results to differ, I refer you to the forward-looking statements in today's press release and in our company's Exchange Act reports filed with the SEC. Additionally, today's remarks will include certain non-GAAP financial measures. Reconciliations of these non-GAAP financial measures to the most directly comparable U.S. GAAP measures can be found in the earnings press release and our company's 8-K filing dated today, August 6, 2026. We will also reference reported and organic operational growth. Organic operational growth excludes the effect of foreign currency as well as acquisitions and divestitures, which individually impact Zoetis' growth by 1% or less. Unless otherwise stated, all revenue growth performance metrics will be based on organic operational performance. With that, I will turn the call over to Kristin.

Thank you, Steve. Good morning, everyone, and thank you for joining us today. I will start with the operating environment because it's important context for both our performance and the actions we're taking. As we have discussed in prior quarters, the Companion Animal market is being shaped by several interconnected forces. Those dynamics continued in the second quarter and in some areas, intensified. Veterinary clinic visits declined across markets, extending a multiyear trend that has occurred alongside price increases that have outpaced broader consumer inflation. As a result, pet owners have become more selective in how they spend, which is showing up in visitation patterns and purchasing decisions. In parallel, clinic revenue has increasingly shifted toward urgent and emergency care, while premium preventative and chronic care remain under pressure. These are broad pet care market dynamics and not unique to Zoetis, but they matter more for us because of where we lead. Competitive intensity has increased, and many of the categories facing the greatest pressure are categories Zoetis pioneered or helped establish as standards of care. Historically, when more companies invest behind a therapeutic category, that activity helps expand the market by increasing disease awareness, deepening veterinary engagement, and educating pet owners. This is not what we are seeing today. Instead, in a slower growth market, the nature of competition has changed. New entrants are using higher levels of discounting, rebates, cross-portfolio bundling, and other incentives to compete for existing patients. And overall, these headwinds have created near-term pressure. At the same time, the level of competitive activity reinforces the enduring attractiveness of the categories Zoetis has helped shape over many years. Our ability to maintain leadership positions even amid simultaneous competitive launches gives us confidence in the actions we are taking to strengthen our near-term position and create the right foundation for growth over time. With that, I will turn to our second quarter performance, which reflects these dynamics and fell short of our expectations. On an organic operational basis, revenue and adjusted net income declined 1% and 2%, respectively. By segment, revenue grew 6% internationally, supported by broad-based growth in emerging markets, while the U.S. declined 7%. Our diversified portfolio continued to provide resilience with livestock delivering another quarter of strong 11% revenue growth. However, that strength was more than offset by continued pressure across key parts of our Companion Animal portfolio, which declined 6% in the quarter. Looking ahead, we have updated the outlook for the year to reflect our first half results and the headwinds we expect to continue in the near term. We are moving with urgency as we navigate the current environment. Throughout today's call, you'll hear me discuss the actions we are taking to maintain our leadership and drive growth. We are focused on sharpening commercial execution, strengthening our competitive position, exercising greater cost discipline, and continuing to invest in the innovation that we believe will define the next chapter of growth for Zoetis. We are also evolving our leadership team to more closely align with our talent and organizational structure with the execution of these initiatives. In June, we promoted Abhay Nayak to EVP and President of our U.S. Commercial Operations. Abhay previously led our Global Diagnostics Division and demonstrated that he is a high-impact leader who can drive strong revenue growth while also advancing innovation and building out key capabilities. Now in his new role, Abhay is laser-focused on driving stronger performance and accountability in our U.S. commercial operations. As we announced today alongside our earnings report, Jay Saccaro will also be joining Zoetis as our EVP, Chief Financial Officer and Chief Operating Officer. This is a newly created role that will give Jay broad oversight of all finance functions as well as global manufacturing and supply. We are in an important moment that requires speed and agility, and this change is all about enabling faster decision-making, greater connectivity across the supply chain, and accelerated turnarounds from strategic planning to execution. We are confident that we found the right leader with the right background to step into this new role. Jay possesses the unique combination of skills we are seeking. He comes to Zoetis with an impressive background in life sciences, having served as CFO of both GE Healthcare and Baxter. He also has a track record of designing and executing strategies that balance investments in innovations with operational rigor. I look forward to partnering closely with Jay, and I know he's eager to get started in a few weeks on August 17. And I want to take a moment to express my sincere gratitude to Wetteny. Wetteny has been a valued partner to me at every turn over the past 5 years. I know I speak for the Board and everyone at Zoetis when I thank him for his strong leadership and many important contributions, and we wish him all the best in his next chapter. With that, let's dive deeper into each of our key franchises. I will start with our key Dermatology franchise, where the broader Companion Animal pressures are most visible. The dynamics affecting this franchise remained largely consistent with what we described last quarter, but the pace and intensity of pressure increased in the second quarter and continued to weigh on top-line growth. In Q2, the category itself continued to soften. In the U.S., for example, canine pruritic clinic visits remained down more than 2% in the second quarter. Historically, growth in alternative channels, particularly for Apoquel, helped offset softer clinic traffic. But in the current environment, growth in those channels also moderated, reflecting broader end-market softness across the category. At the same time, competitive activity intensified globally with new entrants using higher levels of launch-related promotional incentives to establish share. This resulted in continued share pressure, especially in a market that is not expanding. Given the market size and intensity, our strategy is clear: compete with discipline, reinforce the differentiated value of our portfolio, and direct incremental sales and marketing dollars where they can have the greatest impact, protecting share, influencing demand, and driving conversion. This is how we manage the portfolio, focusing resources where the need is immediate while continuing to support our broader Companion Animal priorities with discipline. Targeted pricing and affordability actions are also being deployed where appropriate, helping us stay competitive in the near term while preserving the value of our franchise. And innovation remains central to the strategy. The anticipated U.S. approval of long-acting Cytopoint later this year would strengthen our Dermatology portfolio with another differentiated option, helping veterinarians deliver effective care with greater convenience and value for pet owners. In parasiticides, the Simparica franchise was flat in the quarter with double-digit international growth, offset by continued pressure in the U.S. The dynamics vary by market, but the common thread is that affordability, channel behavior, and promotional activity are playing a larger role in purchase decisions for pet owners and veterinarians. Internationally, the franchise benefited from increased usage as well as the continued launch of Simparica Trio in Brazil, reinforcing the relevance of triple combination protection in markets where adoption is still building. In the U.S., franchise performance was pressured by continued clinic dynamics, including declines in flea, tick, and heartworm visits as well as a more competitive and promotional environment. Unlike in prior periods, growth in retail was not enough to offset. We are taking targeted actions to stabilize performance, including more competitive pricing, enhanced pet owner promotions, and competitive capture where we see the greatest opportunity to protect and grow volume. Elsewhere, in our small animal paras portfolio, we benefited from the breadth and diversity of our offerings with Revolution growing on increased feline visits, highlighting the value of having multiple ways to drive essential preventative care in dogs and cats. Turning to Canine OA pain. Revenue declined in the quarter against a strong comparison. While we saw both year-over-year and sequential growth internationally with contributions from Lenivia, U.S. performance remained under pressure with canine pain-related visits declining more than 2% in the quarter. For Canine OA pain, medical affairs remains one of the most important levers for category development. This is a market where specialist engagement and scientific education are essential to strengthening veterinarian confidence and expanding use. With Librela and the early wave of market approvals for long-acting Lenivia, including most recently in Great Britain and Switzerland, we are giving vets greater flexibility and convenience. Encouraging early experience is driving the acceleration of Lenivia launches in Canada and Europe, reinforcing our conviction in the long-term opportunity and belief that this expanded portfolio can help bring the category back to growth over time. Separately, Feline OA pain grew in the quarter, demonstrating continued traction in a category that remains early in its development. The context here is important. While overall clinic visits remain pressured, feline visits were a positive outlier in the quarter, and recent industry research points to a more durable feline opportunity with [indiscernible] cohorts remaining above pre-pandemic baseline. At the same time, cats remain historically under-medicalized with a meaningful gap between the number of cats in households and the number receiving regular veterinary care. That gap is especially relevant in OA pain, where the condition remains underdiagnosed and undertreated. Since the launch of Solensia, we have seen how innovation could help begin to close that gap, expanding feline clinic visits and giving vets a new reason to engage cat owners. Portela builds on that progress. With a 3-month long-acting profile, its launch in Canada and the EU provides veterinarians a broader set of options and greater convenience in treating feline OA pain. Early feedback has been encouraging, reinforcing our confidence this expanded portfolio can help build the category over time and support continued medicalization. Turning to Companion Animal Diagnostics. Revenue grew 12% in the quarter, reflecting sustained demand for diagnostic tools and services, particularly in urgent and emergency care. During the quarter, we expanded the capabilities of Vetscan OptiCell, further strengthening our point-of-care diagnostic offering. We also completed the acquisition of VitalRADS, a veterinary teleradiology services platform, which will extend our capabilities beyond in vitro testing and into veterinary imaging interpretation, supporting our vision of a more complete end-to-end virtual reference lab. Together, these developments reinforce why diagnostics is an important catalyst for Zoetis and a clear example of how we are deepening our customer relationships. Our platforms strengthen veterinary workflows, increase our daily relevance in the clinic, and help veterinarians move from diagnostic insight to treatment decisions faster. And as earlier detection becomes increasingly important, our diagnostics capabilities can support adoption, reinforce standards of care, and create a stronger launch pathway for our pipeline. We are also continuing to advance our Diagnostics pipeline with Vetscan OmniMax, our new multimodal chemistry platform and one of our potential blockbuster opportunities with commercial validation still expected by year-end. In Livestock, we delivered strong 11% growth in the quarter with an especially strong contribution from the U.S. Performance was led by cattle and poultry, reflecting continued demand for our broad portfolio of medicines and vaccines that help producers protect animal health, improve productivity, and manage evolving disease threats. In cattle, increased demand for Dectomax related to New World screwworm incursion underscores the role Zoetis plays as a trusted partner when veterinarians and producers need effective tools quickly. Poultry also contributed meaningfully with growth driven primarily by vaccines in key markets, supported by our hatchery programs, new contracts, and tender wins. I also want to highlight the broad-based strength we saw in emerging markets with contributions across Livestock, Companion Animal, and Diagnostics. That performance reflects the value of our global footprint and ability to capture demand across a diverse set of markets. Stepping back, these results reinforce 2 important points. First, the near-term pressures affecting parts of our Companion Animal and our full year outlook; and second, the value of our diversified portfolio to provide balance. That combination is why we are staying disciplined on costs, targeted in commercial investment, and focused on advancing the innovation that it can expand markets over time. With that context, we are revising our full year outlook to reflect the market conditions we expect to persist in the near term and the actions we are taking in response. Since our last call, pressure in parts of our Companion Animal portfolio has been more pronounced than our prior outlook assumed as reflected in our Q2 results, which fell below our expectation. The change is driven primarily by continued clinic visit declines, more value-conscious pet owner behavior, and elevated promotional activity in key categories, particularly Dermatology and U.S. parasiticides. We now expect organic operational revenue growth to decline 3% to 1% and organic operational growth to decline 9% to 5% in adjusted net income. Even as we navigate near-term pressure, we are confident in the long-term fundamentals and in our ability to lead through the cycle by defending leadership positions, investing behind the highest return opportunities, and continuing to build the next wave of innovation. Before I close, I want to recognize our colleagues around the world whose focus and commitment to customers are critical to delivering against our priorities and close with how we are thinking about the path forward. We are operating in a more competitive and value-conscious environment than we have seen in recent years, and we are not assuming the market gets easier. We are adapting to the market in front of us. We are responding with focus and discipline, sharpening execution in Companion Animal, allocating capital with discipline, exercising greater cost discipline, and continuing to advance the innovation that has always differentiated Zoetis. At the same time, the longer-term fundamentals of animal health remain strong. Our current portfolio gives us scale and resilience. Our pipeline with 12 potential blockbusters over the next several years creates meaningful opportunity to shape standards of care and create new markets. We're also investing in the ecosystem around animal health. Our latest sustainability report highlights the completion of the Driven to Care aspirations we set in 2021 and our continued investment in the resilience of veterinary health care teams around the world because leading in animal health is not only about the products we bring to market, it's about strengthening the system of care. Zoetis has built leading categories before. We know how to defend them, evolve them, and build what comes next. So while we are realistic about the near-term environment reflected in our updated guidance, we remain confident in the long-term strength of our business and our ability to lead animal health into the next chapter. Wetteny will walk through our financial results in a moment. But before I hand it over, I want to say thank you again. We appreciate everything he's done over the last 5 years and his commitment to ensuring a smooth transition. So with that, Wetteny?

Thank you for the kind words, Kristin. Zoetis is a remarkable company with a strong foundation, talented people, and a bright future ahead. It has been a privilege to serve as CFO for the past 5 years. As Kristin noted, I remain as a special adviser on financial matters until early 2027 to help ensure a smooth transition for all. I look forward to watching Zoetis' success for years to come. I know great things lie ahead for this team. With that, let me turn to our financial results for the second quarter. Second quarter global revenue was $2.5 billion, flat on a reported basis and down 1% on an organic operational basis, driven by a 1% decline in volume with price approximately flat. In response to competitive conditions, we took select targeted actions across various franchises, ggross-to-net investments in Dermatology, and price adjustments on Cerenia and Convenia in the U.S. in response to generic competition. These actions weighed on near-term price realization in the quarter as well as on the full year expectations in our revised guidance, but they are deliberate and targeted steps to protect volume, defend share, and support long-term franchise health. Adjusted net income was $781 million, down 2% on an organic operational basis. Importantly, we continue to demonstrate strong P&L discipline, protecting profitability through cost actions while staying focused on the investment behind our highest-return opportunities. Our Global Companion Animal revenue was $1.7 billion, down 6% in the quarter. Key Dermatology was $395 million, down 16%. The category remained affected by softer demand, including lower pruritic visits in the U.S. alongside elevated competitive activity. We have begun taking actions grounded in competing with discipline, reinforcing the differentiated value of our portfolio, and focusing resources where they most effectively protect share and support demand. OA pain mAbs delivered $147 million, down 3% globally. Canine OA pain mAbs, which consists of the combined sales of Librela and Lenvia, delivered $105 million, down 8%. Feline OA pain mAbs consisting of Solensia and Portela delivered $42 million, up 12%. We saw early contributions from Lenvia and Portela in the EU and Canada, and we were encouraged by the initial experience program as we broaden the OA pain portfolio internationally. We recently announced full launch in those markets and continue to expect expansion into other markets in the coming year. Simparica franchise was $442 million, flat globally. Simparica Trio posted $350 million, down 1%, while Simparica posted $91 million, up 4%. Internationally, the franchise delivered strong growth driven by Simparica Trio's continued market share gains and broad-based Simparica performance across most markets, while in the U.S., softer end-market demand and a more competitive environment weighed on both price and volume. We also continue to see generic headwinds on Cerenia and Convenia in the U.S., and we have adjusted pricing accordingly. Companion Animal Diagnostics delivered $118 million, up 12%. Growth was driven by the continued adoption of innovative diagnostic technologies, including Vetscan Imagyst and OptiCell. This business continues to perform well and reinforces the value of our recent innovation in this space. Livestock delivered $731 million, up 11%, supported by broad-based demand for healthy and affordable protein globally, improved supply, and elevated cattle demand, particularly in the U.S. Now let's move on to our segment results for the quarter. U.S. revenue was $1.3 billion, down 7%. U.S. Companion Animal was $1.0 billion, down 11%. The quarter reflected continued pressure from clinic traffic and affordability dynamics alongside intensifying competition in key franchises. At the same time, we are moving with urgency, sharpening our commercial execution, deploying targeted levers to defend share, and taking the steps necessary to stabilize performance in this environment. U.S. Key Dermatology was $251 million, down 18%. For Apoquel, price has become a more prominent factor in prescribing decisions, while softer pruritic visits have created a more challenging demand environment. Together, these factors have a magnifying effect on the impact of competition. We deployed targeted gross-to-net investments to defend volume and slow share loss, which results in lower realized price in Apoquel. In alternative channels, we faced a tougher comparison from prior year retailer dynamics, but even normalizing for these factors, growth moderated and was not enough to offset clinical declines. Cytopoint's decline in the quarter reflects broader clinic and affordability pressures, creating headwinds for premium therapy adoption broadly across Companion Animal. In the U.S., our Dermatology franchise remains the clear market leader with approximately 86% of in-clinic share in Q2 despite share declining 5 points sequentially and 10 points year-over-year. We continue to see a meaningful pool of untreated and undertreated atopic dogs, and we remain focused on demand generation and new patient adoption over time. U.S. Simparica franchise was $308 million, down 6%, reflecting softer flea, tick, and heartworm visits and a more competitive and promotional environment. Simparica Trio maintained its position as the clear market leader in oral parasiticides, holding in-clinic market share of approximately 21% in Q2, nearly double that of its nearest competitor. Our puppy share of approximately 28% meaningfully outpaced overall share, signaling continued room for expansion even as the broader market declines and competitive pressure intensified. U.S. OA pain mAbs were $51 million, down 18%. Canine OA pain mAbs were $34 million, down 24%, reflecting a high year-over-year comparison, softer clinic visit trends, and the same value-conscious environment that is impacting other premium therapies. Importantly, veterinarian and pet owner satisfaction and confidence in Librela remains high, and the long-term opportunity remains significant. We remain focused on driving patient adoption and access over time as well as broadening our offering with our expected Lenvia approval. Feline OA pain mAbs were $17 million, down 2% as pet owner affordability pressures on premium therapies offset an otherwise encouraging improvement in feline clinic visits in the quarter. Cerenia and Convenia generic competition continued to drive our decline this quarter. Our pricing actions are beginning to support dose recapture, albeit at a lower price point. U.S. Livestock was $222 million, up 23%, reflecting industry dynamics as well as the strength of our portfolio and the durability of underlying demand across the business. Performance was driven by broad-based strength in cattle, supported by favorable producer economics, improved product supply, and elevated demand for parasiticides in response to the New World screwworm outbreak, a combination that resulted in a particularly strong quarter. We do expect second half growth to moderate from Q2's pace to the mid-single-digit range as several of the dynamics that contributed to Q2's outperformance are transitory. Overall, the fundamentals of our U.S. Livestock business remained solid, and we remain confident in the long-term outlook supported by continued strong underlying demand and the breadth of our product portfolio. Turning to international performance. We delivered revenue of $1.2 billion, up 6%. Growth was broad-based across parasiticides, OA pain, diagnostics, and livestock, partially offset by continued pressure in Key Dermatology. International Companion Animal delivered $664 million, up 5%. Developed markets, particularly in Europe, remain more competitive and demand has been uneven. Even in that backdrop, we're holding our ground by staying disciplined on price and promotions and executing market-by-market commercial actions. Emerging markets again provided a meaningful tailwind, supported by continued category development and less competition. International Simparica franchise was $134 million, up 19%. Simparica Trio delivered $67 million, up 34%, reflecting the continued expansion of the triple combination standard of care with broad-based growth driven by market share gains and key account wins. Simparica was $67 million, up 7%, with broad-based demand across regions, reflecting the continued strength of the brand and effective commercial execution, particularly in markets where lower heartworm prevalence drives demand for single-agent protection. Key dermatology was $144 million, down 13%, with the dynamics we described at the segment level playing out most visibly in this franchise. Pressure was most pronounced in developed European markets where competitive penetration has been deepest and the promotional environment most intense. Our approach has been disciplined. We defend share where it matters most, reinforce the differentiated value of our portfolio, and tailor actions market by market to compete effectively while protecting the long-term value of the franchise. International OA pain mAbs was $96 million, up 7% internationally, driven by the early launch contribution of Lenvia and Portela in the EU and Canada, which reflects the broadening of our OA pain franchise internationally. Canine OA pain mAbs delivered $71 million, up 2%, driven by the contributions from Lenvia. We saw some moderation in Librela as patients migrated to the new long-acting formulation, a dynamic we anticipated and one that we view as net positive for the overall franchise. Similarly, our feline OA pain mAbs delivered $24 million, up 24%, driven by the launch of Portela. It is worth noting that the contributions from both Lenvia and Portela this quarter reflect limited early experience launches, making these initial results particularly encouraging as we transition into full launch across the EU and Canada. International Livestock was $509 million, up 6%. Cattle delivered strong growth internationally in the quarter, supported by continued global protein demand and improved product availability across key markets. This strength was partially offset by weaker performance in Brazil, reflecting macroeconomic headwinds and lower medicalization following the end of mandatory foot-and-mouth disease vaccinations. Poultry continued its strong performance, primarily driven by the Middle East and Asia, supported by deeper penetration with key accounts and favorable meat price dynamics. Now let me walk down the P&L. Adjusted gross margin was 72.9%, down approximately 40 basis points on a reported basis. Foreign exchange was an unfavorable impact of roughly 50 basis points. Excluding FX, gross margin increased about 10 basis points, reflecting lower manufacturing costs and productivity, partially offset by unfavorable mix. Adjusted operating expenses were $764 million, down 2% operationally. This reflects continued progress in our comprehensive cost and productivity program and disciplined spend management across the organization while continuing to prioritize investment behind our highest-return growth opportunities and innovation pipeline. Adjusted SG&A was $586 million, down 4% operationally, driven primarily by lower compensation-related expenses and reduced discretionary spend. Adjusted R&D was $173 million, up 4% operationally, driven mainly by timing of project spend. Adjusted net income was $781 million, down 2% on an organic operational basis. Turning to capital deployment. We repurchased over $550 million of shares in the quarter, above our historical quarterly average, excluding the convertible-funded buyback in Q4 of last year. We view this level of buyback activity as a deliberate and attractive use of capital at our current valuation, reflecting our confidence in the long-term strength of the business and our commitment to returning value to shareholders. Benefiting from the lower share count, adjusted diluted EPS was $1.87, up 4% year-over-year. Now turning to our updated guidance for full year 2026. Our outlook reflects the operating environment we see today, particularly in parts of U.S. Companion Animal and the actions we are taking to manage through this period with discipline as well as the strong contribution we have seen from Livestock and Diagnostics and the expectation of continued growth from those businesses. The foreign exchange rates embedded in our guidance are as of late July. We are revising our full year revenue guidance to a range of $9.12 billion to $9.32 billion, representing a decline of 3% to 1% year-over-year on an organic operational basis, reflecting the continued pressure we are seeing across key Companion Animal franchises and ongoing challenges with vet clinic visits and affordability, including our gross-to-net actions to defend share. We are also incorporating sales trends through July, which have not yet indicated market stabilization. The high end of our range assumes contained competitive and pricing pressures in the second half with manageable share losses in Dermatology and parasiticides and continued strength in Livestock and Diagnostics. The low end reflects a scenario where competitive and pricing pressures accelerate with greater Derm and paras share losses, July weakness carrying through the second half, and slower Livestock uptake. We now expect adjusted net income to be in the range of $2.57 billion to $2.62 billion, representing a decline of 9% to 5% year-over-year on an organic operational basis, reflective of the revenue headwinds noted above, partially offset by the cost and productivity actions we are executing across the organization. Finally, we are updating our EPS expectations. We now expect adjusted diluted EPS of $6.15 to $6.25 and reported diluted EPS of $5.55 to $5.65. Overall, this guidance reflects a realistic view of the near term, while we continue to invest behind the pipeline and take the actions needed to strengthen execution and position the business for improved momentum. To close, we're operating in a dynamic environment. Some U.S. Companion Animal categories are facing near-term pressure, while international Livestock and Diagnostics are performing well and demonstrating the resilience of our portfolio. We are focused on what we control, sharpening commercial execution, deploying targeted investments to protect volume and share, and maintaining cost discipline while continuing to advance the innovation that supports long-term growth. With that, I'll turn it back to the operator for your questions. Operator?

[Operator Instructions] We'll take our first question from Erin Wright with Morgan Stanley.

So I want to talk a little bit about the targeted price actions that you're taking and what's baked into guidance on that front in terms of overall net price realization in the second half? And is this just your primary stabilization lever at this point? And can you talk about some of the timing of those actions? Can you detail kind of the overall dollar share loss you anticipate in Derm and Simparica that's embedded in the guide at this point and the levels of conservatism you have in the guide on the U.S. Companion Animal front and kind of how that changed over the course of the quarter in terms of your thoughts there? And then just a bigger picture question for Kristin. Taking a step back here, and there's been a number of leadership appointments and organizational changes, not just more recently, but over the past several years. And some of the key functions like Head of R&D, COO, Companion, and others. So I guess, how do you think about the balance of organizational stability and then also your continuing effort to evolve the leadership team? And do you feel like now you're at a point where that's largely in place and you can execute on the strategy? Just wanted to hear your thoughts there.

Thanks, Erin. I think that was many questions on very different topics, but we look forward to taking it. I'll start at the top. You asked about the targeted pricing. As we talked about before, I think the demand for pet care and those structural tailwinds remain where they are and remain strong. I think what we're talking about from a pricing perspective, and we've been really actively going after this for the last few months, is looking not at changing overall list price, as we've talked about, it's focusing on gross-to-net. And we're doing this because we think our real focus is protecting our volume and gaining share. And to do that, if you overall change your list price, that is a permanent structural change versus investing in what we're doing, which is gross-to-net investments, which are really targeted, they're time-bound, and they can demonstrate clear value because really, when you're thinking about these things, it's maintaining your share at a clinic, it's at point of sale with a pet owner, it may be a new start. So our real focus around gross-to-net pricing investments, which you saw us do in the quarter, but we're accelerating as we go through the second half, is really focused on our goal, which is how do we maintain our volume or gain it, how do we focus on protecting or gaining share. And that's why we're focused on those overall pricing sets. As we think about the overall guide, we really focus on looking at the environment that we're operating in, Erin. It's understanding both the macro environment that we're operating in as well as some of the competitive pressures. And I think Wetteny really talked about that. As we looked at the guide right now, we're assuming the persistence of the trends that we've currently seen, both in the softer end-market demand as well as really believing that in this environment, the competitive situation will be people persisting in more promotional activity. And we're going to be aggressive as we think about gross-to-net investments and rebates and pricing and pet owner point of sale to make sure that we protect our volume in a market that may not be growing as fast. As we talk about the leadership question, which you asked me about, overall, I am really excited about the team we have and the team we continue to build. We've had some retirements, obviously, over the last years and some changes. But I'm really focused on ensuring we have the team to focus and be able to deliver in the environment that we have, and that's really been the focus of what we've been doing. So I think that's it. I'm sure we'll get into some of these questions certainly on the guide more as we go through the call.

We'll move next to Brandon Vazquez with William Blair.

Maybe I'll try to do a 2-parter too because one of them is just a clarification on what you had just mentioned, Kristin. But when you're talking about gross-to-net pricing, can you just maybe clarify exactly what that means? There's a lot of questions around the pricing dynamics going on right now. Will Zoetis be realizing a net lower ASP based on that language you're using? What does that mean for margins? And then maybe the broader question I had for you guys is, can you just compare and contrast the updated guidance versus the old guidance? What are maybe the 2 or 3 key items that change within those assumptions?

Sure. Thanks, Brandon. I'll take your first, and I'll let Wetteny take the more detailed question on the guide. To be clear on the -- what we're talking about with regards to pricing is we are not changing the list price of our products. Again, this is a permanent structural change that really changes the market going forward, and it's very hard to pull back once you do it. What we're talking about is investments in what -- in the industry will call gross-to-net. So a promo to maintain share at a clinic, it might be a cross-portfolio bundling that if you buy a product, you get a discount. It would be at point of sale to a pet owner to make it more affordable. This is what we mean by gross-to-net. We feel strongly about protecting both the short-term volume and share that we have. But while doing that, invest in the long-term value of our franchises. And that's why we want to be clear, we are not -- and we've said this all year, lowering our overall list price, but we are going to be aggressive in defending our volume and protecting our share as we think about promotions and rebates. I'll let Wetteny get into the second question more broadly on guide.

Sure, Brandon. In terms of comparing the old guide and the new guide, a few things that I would highlight here. First of all, what Kristin just highlighted with respect to the gross-to-net investments that we're making. In this guidance, not only are we assuming that the level of macro and competitive pressure persists, doesn't reflect that, I would say, on the high end of the guidance. On the low end of the guidance, we're contemplating that they would actually accelerate. And if they accelerate, that would mean we would also do so in terms of the actions we're taking from a gross-to-net perspective, which would have additional implications. So that starts to stress test the low end of the guidance for us. One other thing we have not touched on with respect to this guidance is there has been some more FX headwinds. So I would put it to around $60 million, $65 million of top-line headwind, about $30 million of bottom-line headwind from FX in terms of the dollar implications to your guidance -- the guidance.

We'll move next to Michael Ryskin with Bank of America.

You touched on price a number of times. I want to ask about some of the other actions you're taking. We've seen through some of our channel checks, some pretty aggressive job cut announcements. You've talked about cost controls. Just wondering how much that's already rolled in, how much you're expecting in the second half? Anything you could say on that front? I guess there's other levers you're taking besides price to maybe try to stem some of the bleeding here. And then if I could squeeze in a quick follow-up. The new '26 guide, you framed the upside and downside scenarios a number of times. But in terms of the competitive landscape, can I ask what your assumptions are sort of like exiting the year? I know you don't have a '27 number yet, but just do you think you can return to growth? Like will we have absorbed all the incremental competition by the end of this year? Or do you think that this is still something we're going to be talking about next year and beyond? Just trying to look forward to how you see this playing out?

Sure. I'll take the first one, Mike. You're right. We've been talking about price so far on this call, but there are many other actions that we're taking. Certainly, there's a lot of focus on commercial execution, what we're doing with respect to how we allocate dollars and investments across DTC and how we drive demand with customers, et cetera, et cetera. So in that light, we also are managing costs. We alluded to this on the last couple of calls, in fact. And you see the impact of the deliberate and meaningful actions that we're taking across our cost base to align to what the current operating environment is that we are facing while we're still investing in areas that are really important for the long-term growth and value creation of the company. So areas like R&D and parts of commercial, et cetera, we're continuing to prioritize, but we're taking the actions that we need. And you see that already playing out in the results. The second quarter, you saw SG&A down 4% year-on-year. And some of those actions are also reflected in our manufacturing costs that are down year-on-year that are contributing to where margins -- gross margins are landing for us. Of course, these will continue to draw benefits as we go through the back half of the year and into next year. And to the extent of the actions that we've been taking, some of which we already contemplated in the prior guidance.

Yes. And to get to your second half of the question, which I think is just looking at, how do we see the competitive environment and how does it evolve as we get to the end of the year and we look into 2027? As you imagine, we're obviously not providing 2027 guidance today. But I mean, look, as I think Wetteny has mentioned and certainly in our script, we talked about, we think with a new competitor entering in Q2 in the U.S. in Derm, we think that our volume and our market share will continue to be under pressure. That is assumed. And I think that will take some time to work out. Is that 6, is that 12, is that 18 months? I can't tell you. And we'll see -- we're really focused on commercial actions to protect that share. But given we just got a new entrant in Q2 in the U.S. and still in other markets around the world, I think we're really looking at the end of '26 and '27 about making sure that our differentiated portfolio across Apoquel, Apoquel Chewable, Cytopoint and importantly, expecting the approval this year of long-acting Cytopoint about defending those and growing those. I mean our hope also is eventually that we continue to grow these markets, which is also our intent right now. But in this highly competitive space we're in now, where the pet owner affordability challenge is meaning some of these markets really aren't growing, particularly in Derm and paras is under pressure. We are going to be aggressive in defending our share and protecting our market share and working to grow those, but making sure if they're not growing that we are at least protecting our share. And so we'll continue to do that. And I think as you saw in our guide on both the low and the high end, we're assuming the competitive environment that we're operating in and some of the macro challenges that are certainly compounding that, that we're going to be aggressive in this environment.

We'll move next to Dave Westenberg with Piper Sandler.

First, I wanted to maybe compliment on the guide here. You missed by in the tens of millions and you are lowering by almost $0.5 billion, which -- obviously, we're getting really good feedback from investors right now about that. Saying that, we still need to talk about that Q2. So it's a little bit of a continuation of Erin's question around that. Can you clarify how much of the Q2 deterioration now is market contraction versus maybe some competitive pressure? And if there is a way to maybe quantify ASPs, I know you're not talking about pricing, you're talking about more like rebates, but it will have a net impact on ASPs. So if you can quantify that, that would be great. And then just to pivot on the kind of the same topic. You laid a great plan around like SG&A and the strategic rebates. I know a lot of contracts, particularly like with corporate groups and whatnot tend to have these 2-year kind of things. So how do we think about changes in rebates and that kind of thing, knowing that some of your customers have a 2-year basis? And again, sorry for the length, but I also -- I did want to at least call out the prudence in the guide there.