Ken Favaro shares that almost overnight, cross-selling has gone from a ubiquitous practice imbued with positive connotations to a politically incorrect word that’s redolent of corporate misbehavior. This could be a wonderful thing if it causes companies, including your own to rethink their approach. Source: Strategy + Business, March 21, 2017. You want your customers … [Read more...]
5 tips to improve conversion rates
The common thread in Michael Georgiou’s tips for improving conversion rates is that they all move toward building a positive and personal relationship with the customer. It starts from the beginning and moves through the whole process, bringing you to the end result: making the sale. Source: Entrepreneur, April 1, 2017. If you want to know how to close more sales, start … [Read more...]
Selling in the age of the connected customer
Tiffani Bova says the role of sales is experiencing a renaissance. However, sales reps must adapt and embrace new ways of doing their job. As we entered the 2000’s many thought advertising, mass media, the internet and e-commerce would replace the traveling salesman. Bova believes that the future of selling will be contextual. The hardest part of most sales today is that we … [Read more...]
Here come the mosquitos! (includes video)
Veterinary parasitologist Dr. Laura Kramer discusses the increased dispersion of mosquitoes in Europe. The phenomenon is mirrored in the U.S. She sees three factors: Climate change Infected dogs moving around more than in the past New mosquito vectors that can transmit heartworm disease Source: Veterinary Medicine, April 5, 2017. Stop to consider the second point … [Read more...]
5 reasons to monitor colostrum quality
You may think that we don’t need to discuss colostrum ever again. Phil Durst shares five reasons to routinely check test colostrum to better understand the variances in quality. Colostrum quality is the first step in making sure calves are protected and set up for success in life. Source: Dairy Herd Management, April 5, 2017. Why test colostrum quality? Here are some … [Read more...]
Increase feline heartworm prevention efforts
At an estimated prevalence of 0.4%, hundreds of thousands of cats in the United States are likely infected with heartworms. Given the difficulty in diagnosing infection at all clinically relevant parasite stages and lack of curative treatment options, efforts should be increased to ensure all cats receive heartworm preventive. Source: JAVMA, April 15, 2017. Results: … [Read more...]
Meet change head-on with customers
In this piece, Pam Foster shows how the distributor rep is a resource for customers. Her solid guidance is to look at each practice individually and not fixate on short-term interactions. Source: Veterinary Advantage, March 2017. Mike Hay, Abaxis (formerly Henry Schein) offers some pointers to help you stay on top of the latest innovations while also managing your daily “to … [Read more...]
Hobby horse competitions real (includes video)
Unlike other equestrian endeavors, this one does not require a big investment of money and time. Plus, safety risks are minimal. It does not even require an actual horse. Turns out, all you need is a stick…and a dream. Source: Horse Network, March 31, 2017. Welcome to the world of competitive hobbyhorsing. INSIGHTS: This looks like a good activity for a team building … [Read more...]
How fed cattle qualify for the Certified Angus Beef brand
Angus brands dominate the beef market today with two-thirds of more than 140 USDA-certified brands. Where did it all start and what does it take to qualify? Mark McCully, Certified Angus Beef LLC vice president, shares the history and real story of CAB. Counting the total area of black spots on Holsteins is not allowed. Source: Beef March 23, 2017. Predominantly solid black … [Read more...]
Top-selling dog foods, treats make up big bite of Amazon sales
Pet food made up approximately 35 percent of Amazon’s $2 billion in U.S. pet product sales in 2016. Here are the top 5 selling products and SKUs: Taste of the Wild dry dog food - High Prairie Canine Formula with Roasted Bison and Venison Taste of the Wild - Pacific Stream Canine Formula with Smoked Salmon Wellness CORE Natural Grain Free dry dog food - Original … [Read more...]
Avoid pitfalls with email campaigns
Despite increasing use of social media and texting, email marketing is still effective to reach prospective and existing customers. To ensure your emails do not end up in the trash, avoid these 14 email marketing mistakes. Source: CIO, December 14, 2017. Email marketers and small business owners share their tips on how to decrease the likelihood of your emails being … [Read more...]
There is no replacement for direct interaction
One of the primary reasons to get teams together has to do with the hardwiring of the human brain. Yes, our technology is constantly improving, which allows for more virtual meetings and geographically diverse teams. But, “building trust is a multisensory experience,” says Valérie Berset-Price. “Only when people are physically present together can they use all of their senses” … [Read more...]
New chart helps find the right dental treats
The treat market gets more crowded every day. Differentiating one dental treat from the next is challenging. Not all canine dental treats are created equal. The chart in this article will help dog owners find the best chews for their pets. Source: Firstline, March 16, 2017. Eleven canine dental treats have been awarded the Veterinary Oral Health Council’s (VOHC) Seal of … [Read more...]
Not my circus, not my monkeys (includes video)
CVC educators, Drs. Sarah Wooten and Kimberly Pope-Robinson, offer some perspective to help veterinary professionals stop personally owning every team and client problem. Source: Vetted, March 15, 2017. As members of a giving profession, veterinarians sometimes struggle to learn that dirty little word: NO. INSIGHTS: Animal health pros will recognize the situations and some … [Read more...]
Customer context important in demand generation efforts
Marketing and sales persons will find this Important. A customer has many different interactions with a company, their buying process is just one of many touch points. If marketers make the mistake of thinking about demand generation in isolation, this could lead to a poor customer experience. Marketers responsible for generating demand need to think of their demand generation … [Read more...]
Differentiate or die
Staying competitive in the face of non-traditional sources is a real market situation for many traditional businesses, including animal health clinics and retailers. Ace Hardware’s president and CEO, John Venhuizen, compared competing with the massive online retailer Amazon to warfare and encouraged Ace store owners to identify areas where they can beat Amazon. They can’t … [Read more...]
WVC recaps 2017 conference
The WVC 2017 program and conference was attended by more than 6,000 veterinarians. Plus, more than 1,400 veterinary technicians and 360 practice managers were among the 14,000 veterinary professionals who attended. W. Mark Hilton DVM, PAS, DABVP (beef), assumed the position as the WVC 2017 president. He is a technical consultant for the Elanco Animal Health beef team and a … [Read more...]
68.2 percent fewer dairies since 1992
The number of dairies needed to produce adequate milk supplies continues to decline. The dairy industry is on track to have only half as many farms as it does today. The only question is which year during the 2030s it will happen. Source: Hoard’s Dairyman, March 20, 2017. The biggest statewide declines have occurred in North Dakota (-94.4 percent) and Arkansas (-93.1 … [Read more...]
Ceva becomes Sustaining Sponsor of AHD
Our team at AHD is pleased to announce Ceva has committed to a Sustaining Sponsorship for 2017. You will note that we have exchanged Ceva’s logo for their Double Defense Heartworm Protocol program logo. Double Defense represents Ceva’s approach to fighting the rising incidence of heartworm infection in dogs. The Double Defense approach, which includes using … [Read more...]
AQHA offers a team of internships
Animal health pros know the value of internship programs. The AQHA offers three paid internships each summer, spring and fall, plus an international internship each summer. Applications for this summer are due by April 12, 2017. Internships provide college-age professionals with the chance to gain practical experience in a real-life setting. Source: AQHA, February 17, … [Read more...]
6 questions veterinarians want to hear from dog owners
Veterinarians spend a great deal of time asking and answering questions to understand as much as possible about an individual dog, writes Dr. Byron de la Navarre. He suggests dog owners come prepared with six questions: “How often should I bring in my pet for wellness visits?” “Should I give my pet once-a-month parasite protection medication, and why?” “Do you think … [Read more...]
Equine asthma syndrome review
David Ramey, DVM, reviews the various causes of equine asthma syndrome, a new term to describe airway conditions characterized by inflammation and airway hyperreactivity. Among them: broken wind, heaves, COPD (chronic obstructive pulmonary disease) and IAD (inflammatory air disease). Source: Veterinary Practice News, February 27, 2017. Depending on the clinical signs and … [Read more...]
Don’t give up your parasite prevention sales
Bash Halow, LVT, CVPM, has two reasons for not giving up on selling parasite prevention products: Your products, with the assistance of manufacturer incentives, are nearly always competitively priced. You can be the one-stop shop. Halow adds as a veterinary team, rediscover the value of the products that you sell and understand the value of buying them through your … [Read more...]
Sponsored Content – Here’s the deal with dewormers
Different horses have different deworming needs. The best treatment for any animal starts with a fecal egg count to determine if the horse is a high shedder, medium shedder or low shedder of eggs. This measurement helps determine how often a horse needs deworming and supports herd decisions. Source: Horse Network, February 6, 2017. For many years, horses were treated with a … [Read more...]
Editorial: Musings from WVC 2017
Returning home from the Western Veterinary Conference, I reflected that this year, the WVC was the comfortable veterinary conference. That is, comfortable compared to NAVC, which recently debuted in the vast Orange County Convention Center in Orlando. In past years, WVC seemed to tax our physical and time-management stamina. But, after the marathon hiking required during … [Read more...]
Celebrate the women in our profession
International Women’s Day was celebrated worldwide yesterday. It’s theme, BeBoldForChange, is a reminder of the contributions women make daily to our profession. They’re often the ones leading the charge for change, whether it is research for a breakthrough new vaccine, a simple routine change in a clinic or getting a customer to improve his baby animal care protocols. If you … [Read more...]
Cat-friendly practices tops 1,000
The American Association of Feline Practitioners indicated last year there are 1,050 cat-friendly practices and another 500 in the process of earning the designation. Understanding cat behavior, feline-friendly handling, and reducing stress associated with the visit are core components of the CFP program. The program encompasses the entire well-being of cats, cat caregivers and … [Read more...]
Special needs students show livestock with heart
Mati Abner, a Howe, Texas, high school student has shown livestock since third grade. This year, she wanted her friends with special needs to be able to show as well. So, she petitioned the Texoma Livestock Exposition and Livestock Show board. Her dream came true. Source: KXII, February 27, 2017. After more than 70 years in Texoma, this week will feature the expo’s first … [Read more...]
Editorial – Seeking truth among alternative facts
I present this as opinion because of political references in the content. The context of discerning the truth is the reason for posting it. Peter Peregrine presents compelling insights on the culmination of a long retreat from the scientific perspective on truth. “Because I said so,” is no longer simply a disciplining statement from a parent to a child it seems. Source: The … [Read more...]
Wild pig meat goes USDA Prime
Producer Keith Mann slaughters, processes and sells wild pig meat on his South Florida operation, all signed and sealed by USDA. “We thought the market was ready and knew a lot of chefs would be interested. People instantly recognize the meat is packed with awesome flavor,” he says. Mann could sell every wild pig processed if he had market access. Even foreign markets in … [Read more...]