Sales in a stay-at-home world
Regardless of whether you buy a particular product or service, the company representative is deserving of your time. You never know when a business relationship will pay off for your hospital and clients.
No one was surprised to hear that the sales forces of all the pharmaceutical and manufacturing companies were placed on home office detail when news of the pandemic broke. The COVID-19 crisis had completely changed the business landscape to include veterinary hospitals. As essential businesses, however, we have a critical obligation to continue to provide […]
Pick a winner
Don’t try to sell every flea and tick preventive. Settle on a favorite and get to work educating your team and clients.
I just finished a meeting at Starbucks with my main man Jeff, a pharmaceutical rep for the manufacturer that supplies the majority of my hospitals’ flea and tick inventory. When we looked at my flea and tick numbers from the past year, I was happy to see an upward sales trend. The conversation inspired me […]
Is it time for a change?
Core training isn’t just for the athletically inclined. Bring your teams together as often as possible to talk about retail products and client messaging.
Sports fans know that their favorite teams’ seasons have a beginning and an end. Professional hockey, baseball, football and basketball leagues have a training season, a regular season and a playoff season that concludes with a championship. It’s a beautiful cycle, and all teams get a restart every 12 months. Running a veterinary hospital, on […]
How do you measure up?
Client feedback is essential for improving a practice, especially in the purchase of pharmaceuticals and food. If a pet owner is disappointed and you don’t know why and can’t make amends, you might have lost a patient.
I find that many veterinary hospitals are very good at taking action when they sense excitement or urgency with their business plans. Changes are proposed and implemented after the leadership team has had a vision, attended a conference or CE event, or read an article in this very journal. Whatever the case, these actions and […]
Count down to 2020
Figure out what truly belongs in next year’s inventory and plan ways to spread the word — and education — to your team and clients.
How is it that just a few weeks ago we were enjoying a summer filled with barbecues, family get-togethers and warm evenings? Or are you relieved that summer is over because you had to deal with fleas, ticks, humidity and a caseload that seemed never-ending? I prefer the first scenario even though both are likely […]
From irrelevant to significant
Clinics that commit themselves to getting more patients on parasite protection — and doing it the right way — will see their numbers improve.
We have all experienced the manufacturer sales reps who stop by to discuss compliance. The laptop comes out and equations that we thought we would never see again after high school begin to tell us the number of units sold versus the number of active patients seen within a specified period. Throw in the number […]
Prevail at retail
Think imaginatively and freshen the look to jump-start sagging product sales.
Who is fronting the merchandise at your veterinary hospital? Rotating it? Freshening the stock? Creating and building a new point-of-purchase display? These types of actions are happening almost everywhere today throughout Retail America but probably not at most veterinary clinics. Why not? Not a priority? Don’t see value in the effort? Or are you of […]
The successful product launch
Choosing a new revenue item is easy. What is time consuming, and more fruitful, is careful planning and staff and client education.
Your veterinary hospital has decided to carry a new product. It could be something brand new to the market or something that has been around for some time and now you think it will be a better fit for your clients and their pets. Either way, change is about to happen. The success of a […]
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 […]
Who wants seconds?
Whether you stock therapeutic diets or partner with an online seller, the goal is the same: owner compliance and steady revenue.
For a time, veterinary food sales belonged, logically enough, to veterinarians. But then big-box stores and online retailers began selling therapeutic formulas as well. Chewy.com, for instance, asks the customer for her veterinarian’s telephone number and calls to get the OK for the desired therapeutic diet, then ships it. How can veterinarians compete with this […]