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 […]
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 […]
Re-examine your pharmacy
It’s OK to walk away from drug sales, but whether you do or not, revenue lost to outside sellers can be recaptured in other ways.
When I began my career in veterinary medicine, our profession faced the challenge of low-cost vaccine and spay/neuter clinics. Then we saw flea preventives show up in stores. Then corporate medicine began testing the solo practitioner. This was followed by many of our over-the-counter products ending up on the internet. And now we have an […]
Supplement your finances
Pet owners are going to purchase nutritional aids with or without your involvement. Wouldn’t you prefer to be the expert they consult and the source of the products?
The popularity of supplements such as glucosamine, calcium and probiotics is increasing in human medicine as consumers become more aware of preventive health care. According to a report published by Zion Medical Research, the global dietary supplement market was valued at $132.6 billion in 2016 and is expected to nearly double — or better — […]
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.
Numbers tell a story, so think about these facts: More than half of all pets are overweight. 85 percent of all pets over age 3 have some level of dental disease. 100 percent of pets have skin and therefore face the risk of a dermatologic disease. In light of the plethora of shampoos, conditioners, food […]
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 […]
They’re on your team
Distributors deliver more than products. The services they provide can improve a veterinary practice’s bottom line.
As a hospital owner or manager, you need to understand not only what motivates and challenges your patients and clients, but also what motivates and challenges your suppliers. The more a practice decision-maker knows about suppliers, the more effective the companies can be during negotiations and the more likely a practice can benefit from their […]