The Big 5February 18, 2011 You probably still lure in some new clients with the old standby marketing method commonly known as “word of mouth.” Yet, you probably are becoming increasingly aware that this once-reliable strategy is not nearly as effective as it used to be. Blame the economic climate or the information superhighway: Certainly there are many factors at play. What’s most important, however, is understanding that even a great reputation and location can’t guarantee your practice will continue to thrive and grow in this competitive market. So what can you do to build visibility and promote your business? Here are the Top 5 Marketing Strategies, followed by five common mistakes you should never make. ‘DO’: TOP 5 MARKETING STRATEGIES 1. Have A Marketing Budget: It’s a painful truth. You must spend actual dollars on marketing. It costs money to properly promote your practice. Be prepared for the expenditures with a reasonable, well-planned budget that amounts to about 8 to 10 percent of your net sales. Sound exorbitant? Consider this: That’s what your smart competitor is spending. Bottom Line: With the right marketing plan tied to your budget, you’ll get enough new business in a year to defray …
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VCA Antech’s Same-Store Revenue Drops 2.2% In Q4February 18, 2011 VCA Antech Inc.’s animal hospital division reported revenue of $261.5 million for its fourth quarter ended Dec. 31, compared to revenue of $237.2 million in the year-ago period. The 10.2 percent increase was driven by acquisitions made in the past 12 months, according to the Los Angeles-based company. Same-store revenue declined by 2.2 percent while same-store gross profit margin declined to 14 percent from 15.4 percent. VCA Antech acquired 10 animal hospitals during the fourth quarter with historical combined annual revenue of $33.1 million. Year to date, the division reported revenue of $1.1 billion, compared to $994.2 million in the year-ago period. VCA Antech’s laboratory division reported revenue of $72.2 million for its fourth quarter, compared to revenue of $71.1 million in the year-ago period. Year to date, the division reported revenue of $310.7 million, compared to revenue of $310.1 million in the year-ago period. VCA Antech’s medical technology division reported revenue of $16.2 million for its fourth quarter, compared to revenue of $16.2 million in the year-ago period. Year to date, the division reported $64 million, compared to $48.6 million in the year-ago period. Overall, VCA Antech reported net …
Butler Schein Animal Health Acquires Two Vet Software CompaniesFebruary 18, 2011 Butler Schein Animal Health, the domestic veterinary business of Henry Schein Inc. of Melville, N.Y., reported today that it has acquired majority ownership of McAllister Software Systems LLC (MSS) and ImproMed Inc. MSS, creator of the AVImark practice management system, and ImproMed, creator of the Infinity practice management software product, will operate as subsidiaries of Butler Schein Animal Health. Financial terms were not disclosed. “Our animal health business has become increasingly important to Henry Schein, as has our commitment to offering the latest technology solutions to our veterinary customers,” said Stanley Bergman, chairman and CEO of Henry Schein. “With the addition of these two outstanding companies, we expand the veterinary practice management offering that we provide to our customers and further enhance the vital role that Butler Schein Animal Health plays as a consultative partner to more than 26,000 veterinary practices in the United States. At the same time, we strengthen our ability to forge even stronger relationships with manufacturers of veterinary pharmaceuticals, diagnostics and pet food companies.” MSS will continue to be led by Scott McAllister, president, along with his leadership team, and will maintain its headquarters in Piedmont, Mo. MSS has more …
Vista Vaccine Line Reintroduced For Bovine Respiratory, Reproductive DiseasesFebruary 17, 2011 Intervet/Schering-Plough Animal Health, a subsidiary of Merck & Co. Inc. of Whitehouse Station, N.J., reported yesterday that it is reintroducing the Vista vaccine line to the U.S. market. The vaccines are indicated to protect beef and dairy cattle against Infectious Bovine Rhinotracheitis, Bovine Viral Diarrhea (BVD Type 1 and Type 2), Parainfluenza3, Bovine Respiratory Syncytial Virus (BRSV), leptospirosis, vibriosis, Mannheimia haemolytica and Pasteurella multocida. The Vista line of vaccines was introduced in 2005 but a stop sale was issued in 2009 due to a variability issue with the BRSV antigen. Intervet/Schering-Plough Animal Health said it has been working with the U.S. Department of Agriculture to resolve the issue. “Intervet/Schering-Plough Animal Health is committed to providing innovative, high-quality animal health products that [beef and dairy cattle] veterinarians and producers trust,” said Ron Bryant, who leads the U.S. non-confined beef and dairy cattle business for Intervet/Schering-Plough Animal Health. “We are excited to welcome back Vista to our portfolio of products, are committed to being a reliable supplier and are confident Vista will deliver the protection needed to keep dairy animals healthy and productive.” Vista vaccines are available through veterinarians and animal health suppliers. <Home>
Hill’s Names Kontopanos President Of U.S. BusinessFebruary 16, 2011 Hill’s Pet Nutrition has named Kostas Kontopanos president of its U.S. business. He succeeds Suzan Harrison, who was appointed president of commercial business analytics at Colgate-Palmolive, Hill’s parent company, in January. The Topeka, Kan.-based company made the announcement today. “Kostas’ extensive experience, both domestic and international, and his record of success in key operational and marketing roles will ensure that he brings outstanding leadership to the Hill’s U.S. business,” said Neil Thompson, president and CEO of Hill’s. Kontopanos was previously vice president of marketing. “Ours is a passionate, mission-driven organization and I am truly honored and excited to lead the Hill’s U.S. team,” Kontopanos said. “In my new role, I will reinforce our focus on innovation in Hill’s Prescription Diet and Hill’s Science Diet pet foods to offer new, precisely balanced nutritional products that will help pets around the world live longer, healthier, happier lives.” <Home>
Dr. Michael Dryden Named Vet Of The YearFebruary 15, 2011 Michael Dryden, DVM, Ph.D., was named Ceva’s 2010 Veterinarian of the Year this past weekend at the Purina Pro Plan 56th annual Show Dogs of the Year Awards, presented by Dogs in Review magazine, in New York City. The award was bestowed by Ceva Animal Health of St. Louis. Dr. Dryden was honored for his work researching flea and tick control on behalf of man’s best friend – and cats, too. Also known as “Dr. Flea,” Dryden is a professor of veterinary parasitology in the Department of Diagnostic Medicine and Pathobiology at Kansas State University. His current research efforts are in flea and tick biology and control, investigating urban wildlife as vectors of parasitic diseases and diagnosis and control of gastrointestinal parasites. He is active in several professional associations, including the American Association of Veterinary Parasitologists, the American Veterinary Medical Association as was a founding member of the Companion Animal Parasite Council. Other industry awards were presented during the ceremony. The Groomer of the Year award went to Penny Dugan of Boffell, Wash., presented by Laube; the Trainer of the Year award went to Barbara DeGroodt, owner of From the Heart Animal Behavior …
Wisconsin Cat Tests Positive For H1N1February 14, 2011 A 6-year-old male domestic shorthair cat in Wisconsin has tested positive for the H1N1 influenza virus, the first confirmed case of H1N1 in a U.S. pet since January 2010, according to Idexx Reference Laboratories. The Westbrook, Maine-based company confirmed the test result with its Feline Upper Respiratory Disease RealPCR Panel. The American Veterinary Medical Association, which tracks all instances of H1N1 in animals, sent out a media alert today. The cat had been presented to a veterinary emergency hospital due to respiratory distress. A second cat, a 10-year-old female domestic shorthair, from the same household was also taken in but tested negative for the virus. However, “given the strong-positive quantitative real-time PCR result in the first cat, the H1N1 influenza virus is still the presumptive cause of respiratory disease in the second cat,” Idexx reported. “The shedding period of influenza viruses is short, which may have been responsible for the negative PCR result.” Both cats were euthanized after failing to respond to treatment. The owner of the cats had been ill with flu-like symptoms prior to the cats’ illness and is believed to be the source of the infection, according to …
Cornell Seeks Large Pups For Arthritis StudyFebruary 14, 2011 A Cornell University College of Veterinary Medicine researcher says she may have developed a cure for large breed dogs that develop arthritis as adults after suffering from a common forelimb lameness when they are puppies. Such large breed dogs include Labradors, Newfoundlands and Rottweilers. Ursula Krotscheck, DVM, Dipl. ACVS, assistant professor of clinical sciences, is now looking for puppies to enroll in a study to confirm her theory. She will work with the puppies free of charge, according to Cornell. One of the more common causes of this disability is a bone problem in the elbow joint called fragmented coronoid process, or FCP, according to Dr. Krotscheck. The condition is a result of the ulna growing faster than the bones next to it, creating extra pressure in the elbow joint and causing the ulna to chip. For years, veterinarians have been removing the bone chip to help dogs heal, but this treatment does not prevent the dogs from developing arthritis later in life, according to Krotscheck. The study will see whether an additional procedure to treat FCP may prevent arthritis for these dogs. As Cornell explained it, “When [Krotscheck] removes the bone chip in …
Glucosamine: Some Value, Little RiskFebruary 14, 2011 Among skeptics, glucosamine, in the words of Rodney Dangerfield, just “can’t get no respect.” The most recent negative review in the human field ignited another round of debates concerning whether glucosamine supplementation has any value.1-2-3-4 After finding no clinically relevant effects on perceived joint pain or joint space narrowing, the authors wrote, “We are confident that neither of the preparations [glucosamine or chondroitin] is dangerous. Therefore, we see no harm in having patients continue these preparations as long as they perceive a benefit and cover the costs of treatment themselves.” From another glucosamine review, “[I]t is likely that most consumers find the presence or absence of clinical evidence demonstrating efficacy to be irrelevant.”5 Unsure of glucosamine’s benefits, many veterinarians nevertheless err on the side of hope and recommend products ranging from solo glucosamine to combinations containing chondroitin, avocado soy unsaponifiables, MSM and other chondroprotective agents. A recent evidence-based clinical vignette in JAVMA challenged this approach, stating: “[T]here is widespread belief in the safety and efficacy of this practice. However, it is important to base recommendations to clients on the best possible research evidence and not solely on the popularity of …
The Fine Art And Pitfalls Of EnucleationFebruary 14, 2011 Enucleation, or eye removal, is similar to limb amputation; it is a salvage procedure. Despite valiant efforts to save an eye, all hope may be lost for vision, and an enucleation may be necessary. We asked John S. Sapienza, a board certified veterinary ophthalmologist at Long Island Veterinary Specialists in Plainview, N.Y., to share a few pearls of wisdom about the art and pitfalls of enucleation. Do you feel that an enucleation is a specialized surgery? I don’t think that every enucleation requires a specialist’s surgical skills. In the case of ocular or periocular neoplasia, the procedure may be a little trickier. Either way, I would encourage general practitioners to follow some important guidelines if they elect to perform the procedure. When is an enucleation indicated? • Here is a list of 10 reasons: • In case of severe, intractable pain. • When the eye is blind. • With severe proptosis. • In case of endophthalmitis. • With chronic, blinding glaucoma. • When there is severe ocular trauma with hemorrhage. • In case of intraocular neoplasia. • In case of intractable infection. • In case …
