Selling Points

product

Is it time for a change?

Selling Points

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 […]

feedback

How do you measure up?

Selling Points

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 […]

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 […]

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 […]

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 […]

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