Why give it away? Keep revenue in your clinicMay 24, 2019 The last 20 years have been the perfect storm for general practitioners in veterinary medicine. The combination of the loss of spay and neuter services, the migration of vaccinations to low-cost clinics, and the exit of in-clinic pharmacy and retail to online sellers has affected the businesses of general practitioners in a truly significant way. I have felt the strong impact of these changes in my own practice. Historically, my clinic's revenue from routine services constituted 80 to 90 percent of my income. Today, these services account for less than 20 percent of revenue. With these changes and these hard figures, how do we not only stay afloat during this tumultuous time, but also thrive as business owners and medical professionals? The key lies in understanding where our industry has been, the current state of the union, and where the strengths of our individual practices lie to differentiate and flourish. The internet takes a bite One of the hottest topics in veterinary medicine has been the rise of online pharmacy. 1 (800) PETMEDS was king, and the new prince is Chewy.com. Now Amazon is eyeing the throne and your clients' dollars. The online pharmacy race has left the general …
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TGen, Ethos develop diagnosis test for canine lymphomaMay 24, 2019A new test may assist veterinarians in more accurately diagnosing canine lymphoma. Developed by Ethos Veterinary Health, Ethos Discovery, and the Translational Genomics Research Institute (TGen), the test is based on the results of a study that analyzed 180 dogs with cancer. The teams used their test, ePARR, to confirm first whether the dogs in the study had lymphoma and then determined what type they had. Results indicate the test was more than 90 percent accurate among a range of lymphoma sample types. "An ongoing need exists for robust validation of molecular diagnostics in veterinary medicine. This study is an example of exhaustive validation of one such molecular test," says Will Hendricks, PhD, assistant professor in TGen's Integrated Cancer Genomics Division and one of the study's senior coauthors. "Overall, ePARR is more than 90 percent accurate across sample types and diagnostic settings." The researchers say not only could molecular-level investigations into dog DNA improve the health of dogs with cancer, but it could help understand cancer in humans, too.
Purina offers supplements for dogs experiencing anxious behaviorsMay 24, 2019Purina Pro Plan Veterinary Supplements has introduced a new management option for canines that experience anxious behaviors. Calming Care is a probiotic supplement that helps dogs cope with external stressors like separation, unfamiliar visitors or sounds, and changes in routine and location. The supplement also aids in maintaining positive cardiac activity during stressful events, promoting a positive emotional state. According to Jason Gagné, DVM, DACVN, director of veterinary technical communication for Pro Plan Veterinary Diets, a veterinarian should be sought out if a dog is displaying undesirable behaviors. "What might be perceived as just a characteristic of a particular breed or part of a dog's personality could really be an anxious behavior that needs attention." Pro Plan Veterinary Supplements surveyed 826 owners about anxious behaviors in dogs and found: • 62 percent have witnessed excessive barking, compulsive jumping and shaking, or trembling. • 35 percent believe their dog's personality is among the primary causes of one or more of its concerning behaviors. • 25 percent said these behaviors have impacted their lifestyle or caused a change in their routine. Further, with summer fast approaching, Purina notes that canine anxiety often intensifies during this period. "The summer …
Joint inflammation: Corticosteroids and other management strategiesMay 23, 2019Working horses are commonly diagnosed with, and are treated for, acute or chronic joint inflammation. For many decades, intra-articular (IA) injections of corticosteroids have been used to treat these conditions. However, considering how popular these injections are and the fact other treatment options exist, there is little consensus on questions regarding the "best" corticosteroid, how often such injections can be used, and how ultimately deleterious they are to joint cartilage. Treatment rationale Corticosteroid injections are one of the most commonly prescribed treatments for joint pain and inflammation resulting from osteoarthritis. Arthritis, of course, is inflammation of a joint. Uncontrolled, osteoarthritis is thought to lead to chronic changes in the cartilage and underlying subchondral bone. The cycle of inflammation, cartilage and bone damage, pain, and further cartilage and/or bone damage from ongoing inflammation can result in horses that are unable to perform for their intended use, or worse, are chronically lame and in pain. Corticosteroids are injected into joints in an effort to decrease inflammation. While the drugs are not directly pain-relieving, reducing joint inflammation can help interrupt the joint-inflammation cycle, thereby reducing pain. By decreasing pain and inflammation, horses are able to move more normally. Commonly used corticosteroids Three …
The business of veterinary rehabilitationMay 23, 2019 Rehabilitation is a rapidly growing field in veterinary medicine. This client-demanded service owes its success to an approach that combines a true preventative outlook, longer dedicated appointments with more frequent visits, intensive client participation, and the potential to offer alternatives to invasive procedures. But while the field is growing, turning it into a profitable business model is a challenge. While there are many possible models for a successful veterinary rehabilitation practice, these clinics excel when a rehabilitation veterinarian leads the program. In general, the various business models in veterinary rehabilitation do not simply mimic those of general or other specialty practices. This article addresses key differences and focuses on specifics, including cost structure, staff utilization and training, and marketing tips. Business costs Providing a quality rehabilitation service is a time- and labor-intensive endeavor. Due to more hands-on care and longer appointment times, staff wages represent a larger proportion of overhead costs than in general practice. Most veterinary practices strive to have a maximum of 25 to 30 percent of gross revenue allocated to payroll, while other service-based industries can expect up to 50 percent of gross revenue going to payroll. In the authors' experience, rehabilitation-exclusive practices fall closer to …
It takes four Cs to be completely competentMay 23, 2019What would you do if you could design the perfect, well-rounded, multitalented veterinarian? Which traits would be required? What skills would be indispensable? Our Dutch colleague Roeland Wessels, DVM, has found the ideal recipe.* "Veterinarians (and their team members) are like diamonds. Their worth is defined by the four Cs. Those Cs don't stand for carat, cut, color, and clarity, but for clinical, communication, cooperation, and commercial skills." Let's go over each set of skills. 1) Clinical skills You are trained to provide excellent, evidence-based, state-of-the-art medicine. You are capable of diagnosing and treating patients—or accomplishing whatever your mission is at a veterinary practice. You have vast amounts of knowledge. Regardless of your education, you still need to improve or refine your clinical skills by reading journals and attending continuing education meetings. "Yet, veterinarians usually overestimate how important clinical competence is in the eyes of a pet owner. They expect you to be great, or they wouldn't even be in your exam room," Dr. Wessels explains. Ironically, some clients will brag more about the fact their pet has a 20-cm long incision with 23 skin staples than they will gloat about a tiny spay incision with no …
Policies that make clients madMay 23, 2019Frustrated with clients who wait until the last pill is gone before requesting refills, a hospital manager implemented a $15 expedited refill charge. Some pet owners complained they couldn't afford the convenience fee on top of the cost of medications. Patients on drugs such as insulin and phenobarbital couldn't wait the 48 hours the practice required for refills. After another practice experienced several surgical cancellations, employees began charging a $50 no-show fee when the client gave less than 24 hours' notice. Now the manager is considering a similar policy for appointments. While these hospital policies may make practice owners and managers feel less frustrated, they also may put patients' health at risk, encourage clients to seek care elsewhere, and harm your hospital's income and reputation. If you want a thriving, profitable practice, undo rules that limit your success. Banish this rule: You require 24 hours to refill medications Think like a client. She can take her prescription to a retail pharmacist and have it filled while she waits, usually within 15 to 20 minutes. Although veterinarians account for 62 percent of pet medications sales, mass-market retailers have claimed 20 percent, while internet retailers have a 12 percent …
Are "team-building" exercises worth it?May 23, 2019Many people have participated in "team-building" exercises—but do they work? Let's start by defining what we mean by team building. According to Wikipedia, it is a collective term for various types of activities used to enhance social relations and define roles within teams often involving collaborative tasks. 1 Many team-building exercises aim to expose and address interpersonal problems within the group. Developing the veterinary team requires developing each individual employee, as well as helping people learn to work together constructively.2 That's the definition. However, it doesn't address the question of, "Why do it?" According to author and veterinarian, Carin A. Smith, DVM, good team development contributes to employee and client satisfaction. Happy people stick around and do a good job. Staff retention increases productivity and reduces expenses.2 Seems like a good reason to do it—teamwork is a worthy goal! Certainly, the general goals consist of getting to know your coworkers better, increasing team spirit, fostering innovation and creativity, enhancing communication, supporting each other, and the list continues. But is there more? Are team-building exercises worth it? What is your team-building ROI? To properly measure the success of a team-building session, you need to have a plan and baseline metrics. …
Enter Veterinary Practice News' 2019 They Ate What?! X-ray ContestMay 23, 2019Did you ever hear the one about the dog who swallowed 14 quarters? Or what about the cat who just couldn't resist her owner's toy lizard's foot? Pets eat the darndest things, so much so, we are still amazed at what veterinarians find on their X-rays, even after all these years of running our They Ate What?! X-ray contest. Which brings us to our annual call for those hard-to-believe radiographs. Share your most outrageous X-rays with Veterinary Practice News and the veterinary community. Selected by a panel of veterinarians, the winner will receive a $500 VISA gift card from contest prize sponsor, Trupanion. How to enter: Go to VeterinaryPracticeNews.com/xraycontest and log in or register to enter. Upload high-resolution images—large files reproduce best—and fill in your name, clinic name and address, telephone number, and a short explanation of the case, including the outcome. If available, include images of the patient and the recovered item(s). The submission deadline is July 19. The winner and honorable mentions will be unveiled in the October issue of Veterinary Practice News. NO PURCHASE NECESSARY TO ENTER. Contest is open to legal residents of the 50 United States or the District of Columbia, age …
Pet King Brands introduces authorized seller programMay 23, 2019Pet King Brands has implemented an authorized seller (brand partner) program to protect its distribution channels. The pet health product company says it is taking this step to protect its ZYMOX dermatology and Oratene brushless oral care enzymatic product lines from being sold by unauthorized distributors. "At Pet King Brands, we are committed to providing the best experience for both our customers and consumers of our products," says the company's founder and president, Pamela K. Bosco. "However, due to unauthorized sellers and the potential for counterfeit products on the marketplace, we have implemented our Authorized Seller/Brand Partner program to ensure the highest-quality customer experience going forward." Pet King Brands is also revising its minimum advertising price (MAP) policy to include more violation affects and subsequent enforcement actions. It is using a MAP monitoring and unauthorized seller enforcement software tool to further its investment in regulating all channels to authorized resellers. "We understand the impact an unregulated MAP environment creates for every good standing reseller," Bosco says. "This is why we are committed to taking swift action against MAP violators and cleaning up the unauthorized sale of goods online."
