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Brian Conrad, CVPM

Column: Selling Points

Selling Points columnist Brian Conrad is practice manager at Meadow Hills Veterinary Center in Kennewick, Washington, and president of the Veterinary Hospital Managers Association.

Selling Points columnist Brian Conrad is practice manager at Meadow Hills Veterinary Center in Kennewick, Washington, and president of the Veterinary Hospital Managers Association.

If it’s in stock, they will buy it

Selling Points

Are your inventory controls lacking? Sending a pet owner away empty-handed doesn’t help the patient, the client relationship or the hospital.

Chances are you are missing out on product sales because an item isn’t readily available or in stock at your hospital. The worst part is that you might not be aware of the issue or that the problem might be bigger than you realized. I noticed at my hospitals that a couple of inventory categories […]

Mix business and pleasure

Selling Points

Introducing a bit of imagination and a staff focus to product sales can motivate the team.

To some team members, selling products and managing inventory is nothing more than a severe pain in the you-know-where. I choose to see the task as an incredible opportunity and privilege. There is nothing better than being able to recommend a solution to a client who has a problem with his pet. To hear the […]

Scratch that strategy

Selling Points

Your approach to promoting flea and tick medications needs to evolve, just like the preventives have.

From the method of administration to the efficacy to the near immediate kill rate, advancements in flea and tick medications over the past 25 years will impress anyone in the medical and scientific worlds. But are pet owners just as impressed? Do they realize what the veterinary world gets so excited about? I would venture […]

Take stock of your inventory

Selling Points

Resolve to do better in 2018 in determining the best product mix for your practice and how many of each to have on hand.

Another year is almost in the books and 2018 will be upon us quicker than you can say, “Merry Christmas and Happy New Year.” Traditionally, the end of the year brings the holidays, celebrations with families and friends, and, of course, delicious foods and treats that have us packing on the pounds. It also brings […]

In defense of sales reps

Selling Points

Maximize the relationship with your vendors to help grow your veterinary practice and better serve clients.

We live in a time when competition is increasing and when creating a differentiating factor among your competitors is more difficult. The goal for each of us should be to use every resource at our disposal to satisfy our clients and staff. Most of us overlook or forget about an excellent and underutilized resource staring […]

Compete and profit on product sales

Selling Points

Squeezing revenue from retail isn’t that hard if you know what you’re doing.

I was traveling through the Salt Lake City airport in July 2003 when my flip phone rang. My colleague on the other end insisted that I run to the nearest newsstand to pick up the most recent copy of Consumer Reports magazine. I reluctantly complied.   There it was: a cover featuring an adorable, heart-tuggingly […]

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