Today's Veterinary Business

OCT 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 October/November 2018 • TODAYSVETERINARYBUSINESS.COM BUSINESS 18 Innovation Station Give it a try By Aaron Smiley, DVM 20 Money Matters Think twice By Leslie A. Mamalis, MBA, MSIT, CVA 22 Protect & Defend Fear factors By Ed Branam, DVM, CIC 24 Constructive Criticism See the light By Paul Gladysz, AIA, NCARB, CSI, ICC COMMUNICATION 36 Talk the Talk Care repair By Amanda Donnelly, DVM, MBA 38 Fearless Lost in translation By Natalie Marks, DVM 39 Socially Acceptable Picture perfect By Eric Garcia COMMUNITY 41 Creative Disruption Choose optimism By Bob Lester, DVM 42 Diversity Toolbox The language of medicine By Lisa M. Greenhill, MPA, EdD 44 Politics & Policy The winds of change By Mark Cushing, JD LEADERSHIP 46 Go With the Flow Surrender to the present By Trey Cutler, JD, and Jeff Thoren, DVM, PCC, BCC 50 Legal Lingo Seal the deal By Nicole Snyder, JD LEADERSHIP 52 Getting Technical Gray matters By Sandy Walsh, RVT, CVPM 53 Practice Smarter An inside job By Mark Opperman, CVPM 55 H.R. Huddle Modern mentoring By Charlotte Lacroix, DVM, JD 56 Take Charge From manager to momager By Abby Suiter, CVPM MERCHANDISING 60 Selling Points The internet script By Brian Conrad, CVPM October/November 2018 Volume 2 | Issue 5 4 Welcome! 6 News briefs 8 In-SURE!-ance Persuading clients to sign up for coverage can ensure top- notch patient care, improve a clinic's bottom line and boost a veterinarian's production pay. Try these seven strategies. By John Volk 12 Calculated risks Take control of employee health insurance costs by selecting the right plan and benefits. Self-funding, captives and a level-funded program are your primary options. By Cory Friedman, CBC 16 The Vetalytix Report Today's business environment is more complex, more dynamic and more competitive than ever before. By Karen E. Felsted, DVM, CPA, MS, CVPM, CVA, and Travis Meredith, DVM, MBA, DACT 28 Equipment guide 2018 An in-depth look at how equipment features and capabilities have changed over the past decade. By Pam Foster 34 The lowdown on IRS Section 179 Buying equipment before the year is over can bring considerable tax advantages, but you must understand and follow the law. By Gary I. Glassman, CPA 58 Keep some skin in the game Your dermatologic recommendations and products might be only scratching the surface. Client education, stocking the right items and other approaches can make a big difference. By Peter Weinstein, DVM, MBA FEATURES COLUMNS Cover story 62 VetPartners Corner A balancing act By Stith Keiser THE LAST WORD It's time to do away with production-based pay and all its ills. The alternative: profit sharing and a formula for robust professional growth.

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