Negotiations are a part of professional life whether you’re a veterinarian, a marketer, a salesperson or even a farmer. Top Producer’s Sara Schafer brings together the advice of three negotiators who offer worthwhile tips to use when negotiating anything you can imagine. Source: AgWeb, October 10, 2016. 'When people get in the heat of the moment during a negotiation, they … [Read more...]
Newest edition of JAVMA
Three papers piqued our interest in this issue (abstract access only): Overdiagnosis. Misdiagnosis is understood in veterinary medicine. However, there seems to be little discussion of the problem of overdiagnosis and the risks it poses to veterinary patients. Together. Federal directive will bring veterinarians and beekeepers together. Honeybee drugs will require a … [Read more...]
Professional development for employees is critical
Our post, 21st-century agriculture amazes many, scares some paints vivid pictures of food production in the United States. As technology advances, new skills are paramount to achieve success. Erika Osmundson reminds employers of seven underlying benefits from professional development beyond simple education: Confidence and credibility Efficiency Ability to influence … [Read more...]
Large animal veterinarian input sought
Beef and Beef Vet are collaborating with the College of Veterinary Medicine at Kansas State University to co-sponsor a survey of large animal veterinarians. Please share this with your colleagues and customers in large animal practices. More input means better information. Source: Beef Vet, October 6, 2016. The world of veterinary medicine is changing and how veterinarians … [Read more...]
How millennials are changing distribution
Distributors are re-examining their strategies as millennials become a populous and educated segment of the workforce, Michael Wilson writes. Their online purchasing preferences are reviving the need to practice consultative selling as distributors shift to meet customer preferences. Source: Industrial Distribution, October 4, 2016. Consultative selling refers to a method … [Read more...]
Be confident. People will notice.
True confidence has a look all its own. We sense it and see it in people from all walks of life. As Dr. Travis Bradberry points out, truly confident people always have the upper hand. Plus, confidence is something that can learned. He offers nine habits we can emulate to strengthen our confidence. Source: LinkedIn Pulse, October 5 2016. Ford’s notion that your mentality has … [Read more...]
Future of logistics is ever-changing
Animal health pros and our customers depend on logistics. The fulfillment systems we use to speed product and service delivery to the animals that need them are evolving with lightning speed. We all benefit from efficiencies the internet has created. For example, it’s now common to send a last-minute report to be printed at a hotel across the country as we’re en route and have … [Read more...]
A recommendation or a need?
Last month, we featured an article by Dr. Andy Rourk in which he posits, “Stop abdicating our (DVM) position.” One of the main tenets of the principles of influence is authority. As a DVM or vet tech, you are the authority and it is time to start using it and the other principles to influence your customers and increase your hospital’s patients’ levels of compliance. Source: … [Read more...]
Rising prescription drug prices affect pets, owners, vets
Soaring prescription drug prices are hitting pet owners’ pocketbooks hard. And, giving a pet the medicine it needs can be more expensive than caring for a person since the owner may not have pet insurance or the pet may have a pre-existing condition. Los Angeles Times columnist David Lazarus recommends that pet owners shop for best prices, especially when a pet is prescribed a … [Read more...]
Talking politics at work is tricky
We’re often advised – with good reason – not to talk politics at the office. Yet, political topics are sometimes unavoidable. Here are four good tips to ensure the conversation doesn’t end in disaster. Source: Harvard Business Review, September 30, 2016. However strong your views are, you don’t want to alienate your coworkers. Here are some strategies for having a tactful, … [Read more...]
Shadowing a veterinary technician
Jen Reeder recently spent a day shadowing a credentialed veterinary technician during National Veterinary Technician Week. “This was a simple assignment that turned into one of the most eye-opening experiences of my life,” she writes. Source: AAHA Pets Matter, September 20, 2015. 'It’s hard work, but at the end of the day, when I go home exhausted, I still want to come … [Read more...]
“Why Stay?” Important conversations.
Most years, an average of 14 percent of your hospital clients will move. One percent will die and one percent will get seriously ill. Job loss will hit another 1.25 percent and 1.5 percent will divorce. Combined with a natural, annual attrition rate of almost 20 percent, it is important to prioritize how you will attract new customers. Unfortunately, that attention to new … [Read more...]
Editorial – Manage product deliveries efficiently
Amazon will soon deliver to businesses and homes. If we accept that a 2 full-time DVM equivalent veterinary hospital places 10 orders weekly to replenish its inventory, then it is likely that those orders will arrive in 20 to 25 different boxes. Some of these boxes come via UPS, FedEx, U.S. Postal Service and some from distributors or manufacturers. This can add up to three … [Read more...]
Be visible and contribute to your community
Ed Blach, DVM, MS, MBA, believes relationships matter and community visibility is important for veterinarians. He discusses trust, millennials and relationships based on his experiences. Source: Is My Practice Healthy?, September 26, 2016. Building trust with your clients is crucial to developing loyalty, word-of-mouth promotion, and return visits to your clinic. … [Read more...]
Remember names with practice
Remembering names can be a challenge. Some remember faces, but struggle to put names with them. Still others seem to always know the person and name. Nicolas Cole shares his name recall strategy which is basically conscious repetition to affect short term memory. Source: Inc., September 27, 2016. What makes remembering someone's name so hard? Well, it's usually because … [Read more...]
Dr. Leah Dorman talks about antibiotics
Dr. Dorman shared a few insights on how producers can effectively talk with consumers about antibiotics ahead of the 6th Annual NIAA Antibiotics symposium. Her comments provide reasoning for handling antibiotic discussions. Source: NIAA, September 29, 2016. Dorman is the Director of Food Integrity and Consumer Engagement of Phibro Animal Health. In this role she provides … [Read more...]
Satisfy 2 clinic customers
Ed Blach, DVM, MS, MBA, reminds us of the dichotomy of servicing both humans and animals as veterinary clinic customers. The same is true of retail associates who deal with the public. He says veterinary teams must love to service humans as much as they love dealing with animals to be successful. Source: Vet Advantage, September 2016, page 20. The client experience is … [Read more...]
Payne talks about Compassion-First Pet Hospitals
John Payne, founder and CEO of Compassion-First Pet Hospitals, discusses the Mayo Clinic-like approach to veterinary care he envisions. This vision includes exceptional care for animals and the need for a positive experience for both the client and referring veterinarian. Source: Vet Advantage, September 2016, page 24. We have to be good listeners. Rather than thinking we … [Read more...]
Debate sparks help for interruptions
Trying to have a conversation these days is a challenge. Interruptions seem constant. The recent presidential debate is a prime example. Interruptions are familiar behavior on sports and news panels, in the workplace and at home. The question is, how do you even talk to someone who won’t let you get a word in or finish a pair of sentences? Source: Science of US, September … [Read more...]
You’re not free to move about the country
Stress-free flying sounds like an oxymoron. Consumer Reports’ Mandy Walker addresses the frustrations of high prices, endless fees, cramped seats, long lines and crazy connections. She shares strategies to fly saner, safer and cheaper. Source: Consumer Reports, October 2016. See: Secrets to Stress-Free Flying: Fed up with endless fees, cramped seats, long lines, and … [Read more...]
Medical nurses weigh in on veterinary technicians
The National Association of Veterinary Technicians in America (NAVTA) recently announced they have initiated the process of having a nationally standardized title of Registered Veterinary Nurse. However, the title change met opposition from medical nurses in Pennsylvania. Therefore, NAVTA initiated a study of medical nurse perceptions of veterinary technicians. Our team … [Read more...]
JAVMA, October issue now available
We have been linking to the table of contents for JAVMA for your convenience. It is also easy to access an abstract of one of the articles. Check the box next to the article Then at the bottom of the table of contents page – click this link: View highlighted abstracts on one page The abstracts matching your selections will be visible to you for your … [Read more...]
The latest from VetFolio can help connect reps with prospects, clients
VetFolio brings together the best educational material in the industry through the combined efforts of the North American Veterinary Community (NAVC) and the American Animal Hospital Association (AAHA). They provide a one-stop resource platform for professional and personal advancement under a new way of learning—Continuous Education. Source: VetFolio, September 22, … [Read more...]
Kick your inner critic in the pants
In the post Self-talk is worth understanding, we offered two resources to address the inner self-talk that sometimes occupies and weakens our thinking. Dan Rockwell assertively approaches this topic by giving the inner critic a persona. He says, “Your inner critic believes you’re a failure and wants you to stay that way.” Various resources state humans have as many as 70,000 … [Read more...]
Self-talk is worth understanding
The responses to information about managing ourselves, teams and relationships continue to top the list of most-read posts at AHD. Bob Stahl explains how paying attention to your internal dialogue can free you from you self-doubt and help you become familiar with your own personal brand of autopilot. Source: Mindful, September 12, 2016. When you begin to bring mindfulness … [Read more...]
Vet tech coming. Plan now.
Tony Bennett recorded “Who Can I Turn To” in 1964 when it hit the top five on the Adult Contemporary chart. Like Bennett’s recording, veterinary technicians are a hit practices worldwide. They are essential and the primary point of contact with clients. Without them, who would our industry turn to? National Veterinary Technician week is October 16th to 22nd. Plan time to … [Read more...]
DVMs lie to themselves
Veterinarians lie to themselves, according to Dr. Andy Roark. He says, “There’s one particular lie that undermines the way we practice, communicate and provide patient care. It affects how we educate veterinarians and how we operate our clinics.” Here’s the lie: If we just tell average pet owners what’s best for their pets, they’ll do it. Source: Dr. Andy Roark, August 27, … [Read more...]
Manage the pressure to discount
A longtime, good customer you cannot afford to lose suddenly asks, “Can you get me a better price?” Now what do you do. In our experience, price discussions are really about value. This customer doesn’t perceive the value equals the price you are asking, has forgotten the value he’s already getting or has read the latest book about negation. Source: Harvard Business … [Read more...]
Avoid email time traps
Email is not dead, according to Jocelyn K. Glei, but it does kill our productivity. Recent projections suggest that worldwide email usage will grow by 12 percent in the coming years. Let’s look at the numbers and then learn how to manage this invasive digital necessity productively. The average person checks their inbox 11 times per hour, processes 122 messages a day, and … [Read more...]
Let’s talk discounts
This topic parallels our editorial - Toot your own horn. A growing number of veterinary practices and independent dealers or retailers are using practice or business managers to monitor the delivery of services and their residual profits. Discussing discounting behaviors is challenging. Tanja Mimica, of ConsultMates, believes there are four key things that make discounting … [Read more...]