Lunch and learn 2.0
What you do in advance of a staff meeting and how you utilize your sales reps can improve employee buy-in and, in turn, client compliance.
In the run-up to 2019, manufacturers and distributors met with their sales teams to announce new goals, strategies, product lines, marketing campaigns and client-clinic incentive programs. New educational pieces, training opportunities, efficacy studies and pricing lists were reviewed and summarized. To the average client, such news is as exciting as hearing their pet needs to […]
Rise to the challenge
Pharmaceutical sales and other retail products are not a lost cause. You can find revenue by committing to do more, looking for deals and communicating value.
Are you ready to give up? After all, clinic owners and managers frequently complain how the internet and box stores have taken over their prescription business and cut into profits. Please don’t expect me to sit on that comfortable bandwagon with you and join in the pity talk about the good ol’ days. Business is […]
The internet script
You might not like online drug sellers, but rather than ignore their prescription requests, become more competitive and provide more personalized service to your clients.
The fax machine rings and begins to print. Is it vital bloodwork results from the outside laboratory? Patient medical records from the university referral? A $499 round-trip, all-inclusive vacation offer to the Bahamas? (Does anyone fall for this scam?) No, no, no. It’s a prescription request from one of our good friends at the online […]
A day in the shoes of a pharma rep
Does your hospital take advantage of everything a salesperson has to offer? If not, your patients and practice are missing out on tremendous products and services.
We all get into set routines in our daily lives and activities. You will find this with me anytime I fly, whether it be for business or pleasure. I wear similar attire for the comfort and convenience — a polo shirt, dress shorts and flip flops. Whether it is the heart of summer or the […]
If it’s in stock, they will buy it
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
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
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
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
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
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 […]