Today's Veterinary Business

AUG 2018

Today’s Veterinary Business provides information and resources designed to help veterinarians and office management improve the financial performance of their practices, allowing them to increase the level of patient care and client service.

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12 Today's Veterinary Business Business Business PROTOCOLS Dr. Peter Brown is chief veterinary officer of Cara Veterinary, a Denver- based network of family-owned veterinary hospitals. Choosing Midmark gives you the EDGE because we are driven to bringing clinical space, workflow and technology into harmony, supporting better medicine while maximizing the return on investment for our customers. From June through August, we're offering special pricing and cash rebates on a wide selection of Midmark equipment solutions including anesthesia, monitoring, lighting, sterilization, patient positioning, containment, cabinetry and more. And we'll be with you every step of the way with unmatched resources for clinical education, effective product training and unbeatable field service and technical support. To see what the Midmark EDGE can do for you, call 1-800-MIDMARK or visit: . Better Patient Care. Better Business. ™ ©2018 Midmark Corporation, Dayton, OH, USA. The EDGE 2018 PROMOTION Passion. Determination. Perseverance. The EDGE you need to succeed. resentatives can provide you with the data, as it is in their best interest when sales occur within your clinic and not through other channels. You also need to educate the client. The two most critical points to raise are the benefits to the pet and the owner. Most clients will leave your practice thinking they will give every pill on time until the bottle is empty, so do not emphasize that point. Instead, talk about the med- icine and how a consistent blood level provides a better outcome. Also do this: • Mention how an injectable won't cause the vomiting or diarrhea that can occur with some oral meds. • Acknowledge that orally medicating a dog or cat can be very difficult. Peanut but- ter and Cheez Whiz do not work for all. • Raise the convenience factor. I know that in my household I would pay a lot more to avoid having to chase my dog or cat around while holding a medication he hates. Change is not easy. Using more injectables in a practice is worth doing. Every practice will be differ- ent, but all moves toward inject- ables will rely on great education of the team and the client. Remember this: We cannot do what is best for the pet if the client does not say "yes." Part of our job is to get to the "yes." Keeping pharma- cy revenue in a practice is extremely helpful to the bottom line. Although today's clinics need to focus on services, profiting from our inventory will help us keep service fees lower and ensure access to high-quality medicine for more pets. Injectable options are often the best medical choice for the pet, the greatest convenience for the client and the best profit opportunity for the clinic. You can make the change. What Are You Waiting For? It is not enough to say your protocol is going to change to an injectable. You must figure out the process to achieve it within your practice. The first step is education. Teach the team why the recommendations are changing. Go over the data on the percentage of meds actually given. Explain how antibiotic resistance can develop when a course of anti- biotics isn't completed. Industry rep- Oral Injectable Clinic cost 1 $14 $20 Compliance 2 70% 100% Markup 200% 100% Client cost $42 $40 Clinic profit $19.60 $20 1 Based on 28 days at 50 cents per tab 2 Percentage of clients who buy from you vs. somewhere else

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