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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1 August/September 2018 • TODAYSVETERINARYBUSINESS.COM Organized labor gained a foothold at two West Coast veterinary hospitals, but whether its entry is an aberration or the sign of a groundswell is up for debate. The union question BUSINESS 14 Money Matters When selling to an associate makes sense By Leslie Mamalis, MBA, MSIT, CVA 20 Protect & Defend Damage control By Ed Branam, DVM, CIC 24 Constructive Criticism Made to order By Paul Gladysz, AIA, NCARB, CSI, ICC 26 Innovation Station The future of virtual care By Aaron Massecar, MA, Ph.D. and Kenichiro Yagi, MS, RVT, VTS (ECC, SAIM) COMMUNICATION 36 Talk the Talk How to communicate value By Amanda Donnelly, DVM, MBA 38 Fearless The road to fearlessness By Natalie Marks, DVM 39 Socially Acceptable Connect with clients of all ages By Eric Garcia COMMUNITY 41 Politics & Policy The state of the VCPR By Mark Cushing, JD, and Charlotte Lacroix, DVM, JD 44 Creative Disruption Let's get personal By Bob Lester, DVM 45 Diversity Toolbox Fairness and equality for all By Lisa M. Greenhill, MPA, EdD LEADERSHIP 47 Practice Smarter Discounts? No! By Mark Opperman, CVPM 48 H.R. Huddle Do it differently, for a change By Charlotte Lacroix, DVM, JD LEADERSHIP 50 Legal Lingo Separation anxiety By Nicole Snyder, JD 52 Getting Technical Uh-oh, it's OSHA By Sandy Walsh, RVT, CVPM 54 Take Charge Resolve to solve By Abby Suiter, CVPM 55 Go With the Flow Learn to trust the process By Jeff Thoren, DVM, PCC, BCC, and Trey Cutler, JD MERCHANDISING 61 Selling Points A day in the shoes of a pharma rep By Brian Conrad, CVPM August/September 2018 Volume 2 | Issue 4 5 Welcome! 6 Viewpoints 7 News briefs 8 Dirty little secrets Don't assume your practice is immune to employee drug diversion. Failure to conduct background checks and take other preventive steps can invite a visit from authorities. By Jack Teitelman 11 Drugs of choice Oral and injectable medications play a critical role in the health of pets and the practice. Do you know when to prescribe one over the other? By Peter Brown, DVM 16 Know when to fold 'em Ideally, you want to sell your practice for maximum profit, with minimal disruption and at a time that works best for you. By Judy Gray 28 Plant a seed Recommending cannabis for a pet, and even talking about it with clients, is tricky. When the subject is handled properly, veterinary cannabis can add to a practice's bottom line. By Sarah Rumple 33 The Vetalytix Report The West does best in the second quarter. By Vetalytix 57 A cool reception Clients are turned off by waiting room delays, so keep pet owners informed, sometimes before they arrive. By Jennifer Klein, MBA, LVT 58 Why do team members leave you? No one wants to work for an overbearing, ungracious boss. At the same time, a toxic co-worker can turn a great employee into an ex-employee. By Phil Zeltzman, DVM, DACVS, CVJ FEATURES COLUMNS Cover story 63 VetPartners Corner Uneasy street By Stith Keiser THE LAST WORD

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