Today's Veterinary Business

FEB 2019

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 February/March 2019 • TODAYSVETERINARYBUSINESS.COM BUSINESS 16 Innovation Station Get on board or get out of the way By Aaron Massecar, MA, Ph.D. 18 Money Matters Your fair share By Leslie A. Mamalis, MBA, MSIT, CVA 22 Constructive Criticism The highs and lows of hospital heights By Paul Gladysz, AIA, NCARB, CSI, ICC 24 Protect & Defend Brush up on workers' comp By Ed Branam, DVM, CIC COMMUNICATION 28 Fearless Fearless through the end By Natalie Marks, DVM 34 Socially Acceptable Make every post count By Eric Garcia 36 Talk the Talk Communicate value By Amanda Donnelly, DVM, MBA COMMUNITY 39 Creative Disruption Bricks and clicks By Bob Lester, DVM 40 Diversity Toolbox Practice without prejudice By Lisa M. Greenhill, MPA, EdD 42 Politics & Policy Let's get to work By Mark Cushing, JD LEADERSHIP 49 Legal Lingo It's your move By Nicole Snyder, JD 50 Go With the Flow Wholeness and self-compassion By Trey Cutler, JD, and Jeff Thoren, DVM, PCC, BCC 52 Getting Technical Wield your influence By Sandy Walsh, RVT, CVPM 53 H.R. Huddle How to respond to third-party harassment By Charlotte Lacroix, DVM, JD 55 Take Charge Help is on the way By Abby Suiter, CVPM 56 Practice Smarter Pro on ProSal By Mark Opperman, CVPM MERCHANDISING 60 Selling Points Lunch and learn 2.0 By Brian Conrad, CVPM February/March 2019 Volume 3 | Issue 1 2 Welcome! 4 News 6 We need a compliance alliance Unite the practice on flea and tick solutions. By Peter Brown, DVM 11 You can't handle the tooth! The opportunities to improve pet dental care and boost practice revenue are huge. By Peter Weinstein, DVM, MBA 20 The Vetalytix Report 2018 was a year of regional disparity. By Vetalytix 26 The art and science of follow-ups How you charge for a return visit is up to you, but its importance must be communicated. By Phil Zeltzman, DVM, DACVS, CVJ 30 Stamp out email Why not try old-fashioned direct mail? By Dan Truffini 32 From critic to coach Turn hostility into harmony by responding proactively instead of reactively. By Judy Gray 38 Content rules Spruce up your dusty old website to connect with potential clients and engage regulars. By Lea-Ann Germinder, APR, Fellow PRSA 46 The future has arrived Students and affiliated practices want and benefit from the distributive learning model. By Bob Lester, DVM, and Jason W. Johnson, DVM, MS, DACT 58 Who wants seconds? Whether you stock therapeutic diets or part- ner with an online seller, the goal is the same. By Marilyn Iturri FEATURES COLUMNS 62 VetPartners Corner Oh, what a relief it is By Cindy Trice, DVM THE LAST WORD Drontal ® Plus (praziquantel/pyrantel pamoate/febantel) Tablets Broad Spectrum Anthelmintic for Dogs and Drontal ® Plus (praziquantel/pyrantel pamoate/febantel) Taste Tabs ® Broad Spectrum Chewable Anthelmintic Tablets for Dogs BRIEF SUMMARY: Before using Drontal® Plus, please consult the product insert, a summary of which follows: CAUTION: Federal (U.S.A.) law restricts this drug to use by or on the order of a licen sed veterinarian. INDICATIONS: Drontal ® Plus (praziquantel/pyrantel pamoate/febantel) Broad Spectrum Anthelmintic Tablets and Drontal ® Plus (praziquantel/pyrantel pamoate/febantel) Taste Tabs ® Broad Spectrum Chewable Anthelmintic Tablets are indicated for removal of Tapeworms (Dipylidium caninum, Taenia pisiformis, Echinococcus granulosus, and removal and control of Echinococcus multilocularis) and for remo val of Hookworms (Ancylostoma can- inum, Uncinaria stenocephala), Ascarids (Toxocara canis, Toxascaris leonina), and Whipworms (Trichuris vulpis) in dogs. DOSAGE: NOT FOR USE IN PUPPIES LESS THAN 3 WEEKS OF AGE OR DOGS WEIGHING LESS THAN 2 LBS. CONTRAINDICATIONS: DO NOT USE IN PREGNANT ANIMALS. Dogs treated with elevated levels (6 consecutive days with 3 times the labeled dosage rate) of the combination of febantel and prazi- quantel in early pregnancy demonstrated an increased incidence of abortion and fetal abnormalities. 2 The effects of Drontal ® Plus Anthelmintic Tablets on pregnant animals have not been determined. There are no known contraindications against the use of praziquan- tel or pyrantel pamoate in dogs. PRECAUTIONS: Strict hygienic precautions should be taken when handling dogs or feces susp ected of harboring E. multilocu- laris. Infected dogs treated for the first time with Drontal ® Plus and Drontal ® Plus Taste Tabs ® Tablets and dogs treated at intervals greater than 28 days may shed eggs in the feces after treatment. The animal should be held in the clinic during this interval and all feces should be incinerated or autoclaved. If these procedures are not possible, the eggs can be destroyed by soaking the feces in a sodium hypochlorite (bleach) solution of 3.75% or greater. 1 All areas where the animal was maintained or in contact with should be thoroughly cleaned with sodium hypochlorite and allowed to dry completely before reuse. WARNING: KEEP OUT OF REACH OF CHILDREN. ADVERSE REACTIONS: None of the 103 dogs treated with Drontal ® Plus Anthelmintic Tablets in the clinical field studies exhib- it ed drug-related side effects. Of the 40 dogs treated with Drontal Plus Taste Tabs ® Tablets in laboratory studies, two dogs exhibited vomiting, one puppy exhibited bloody/mucoid stool and one puppy exhibited watery/profuse stool. For customer service or to obtain product information, including Material Safety Data Sheet, call 1-800-633-3796. For medical emer- gencies or to report adverse reactions, call 1-800-422-9874. REFERENCES: 1 Craig PS and McPharson CNL. 1988. Sodium Hypochlorite as an Ovicide for Echinococcus. Ann Trop Med. and Parasit. 82(2): 211-213. 2 Freedom of Information Summary (FOI) NADA 133-953 Vercom Paste (febantel and praziquantel). 19423 ©2014 Bayer HealthCare LLC Bayer, the Bayer Cross, Drontal, and Taste Tabs are registered trademarks of Bayer Combination label – October, 2014 Drontal P lus Tablets label – January, 2013 Drontal Plus Taste Tabs label – October, 2013 Bayer HealthCare LLC Animal Health Division Shawnee Mission, Kansas 66201 USA NADA 141-007, Approved by FDA

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