Merchandising

inventory

Count down to 2020

Selling Points

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 […]

sales

From irrelevant to significant

Selling Points

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 […]

products sales

Prevail at retail

Selling Points

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 […]

Selling Points

The successful product launch

Selling Points

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 […]

meeting

Lunch and learn 2.0

Selling Points

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 […]

pet food

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

Selling Points

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 […]

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