Merchandising

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

Selling Points

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

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 […]

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 […]

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 […]

The price is not always right

If you don't know the difference between markup and margin, your revenue might be taking a hit.

Bon Jovi, a band from my native New Jersey, has an anthem that starts off, “It’s all the same, only the names will change.” Great tune, but unfortunately, it’s not all the same when it comes to markup and margin. The two terms, each a measure of profitability, are not interchangeable. The reality is that […]

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 […]

Don’t sell yourself short

Whether you like it or not, veterinary practices are also retailers, so now is the time to turn your austere waiting room into a moneymaker.

You are a retailer. Surprised? Don’t be. Many veterinary practitioners have incredible revenue potential they have yet to unlock, and it is sitting right in front of them in the waiting room. It’s not the patients. It’s the retail store they have yet to fully open for business. Though I was born into veterinary medicine, […]

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