Making dental care easier to swallow for pet owners requires some modeling choices. Karen Felstad, DVM360 conference educator, speaks to bundling, economical basic pricing and more. For practice managers and clinic owners, his information presented is a worthwhile topic for discussion at a management meeting.
Source: Veterinary Economics, April 18, 2018. Link.
“A lot of what we can charge for is based on communication,” Dr. Felsted said at a recent Fetch DVM360 conference. “Communication is what educates clients about what’s important about dental care.”
One option is bundle pricing. Dr. Felsted thinks this is a great solution, especially if you’re not sure how many teeth will need to be extracted—at least until you can do a complete anesthetized exam and obtain dental radiographs.
INSIGHTS: If a new strategy is developed, adding some home-care options will be valuable for clients and their pets. Once a decision is made, remember to include staff training before rolling out the options. For example, jumping the gun to offer a bundle can backfire if the vet team is not all informed and on-board. There is great value in reaffirming the importance of home dental care. Pets stay healthier, owners are more satisfied and there is good revenue potential from product margins. Consider home dental care products from AHD Sponsors Addison Biological Laboratory and Ceva Animal Health.