Commentary As animal health pros address the needs of aging pets, feline cognitive dysfunction syndrome becomes a consideration for cat owners and their veterinarians. The sources shared here address cat dementia and are worth veterinary teams’ reviews in support of cat owners as their cats age. Share both on social media or in newsletters. Feline dementia is a condition … [Read more...]
Attitude, value, and talent
The Covid years were difficult for everyone. Yet some practices and their people emerged stronger. Why did some grow while others wilted? Source: Vet Advantage, April 2022. Link. What we perceive as value may not be what our customers value now.” INSIGHTS: Malone shares his belief that when you stop growing, you begin to die. How did you improve yourself today? … [Read more...]
Continuous improvement
The moral of the story is if something worked yesterday, that doesn’t mean it’s the best thing to do today. Look at every interaction point a customer has with your organization and ask, “Is there a way to make it better?” Source: Vet Advantage, April 2024. Link. INSIGHTS: Always look for improvement. … [Read more...]
What do your customers value?
In most parts of the U.S. your potential customers have multiple clinics to choose from. So how do you differentiate your practice from others? Source: Vet Advantage, May 2023. Link. <BQ> “The same advice I gave distribution reps who are calling on your practice will work to create connections for the potential customers of your clinic.” INSIGHTS: It’s all … [Read more...]
Logic and emotion
A better understanding of the dynamics of decision making will lead to more productive client conversations. Source: Vet Advantage, October 2023. Link. Attitudes are the road map for decisions. <BQ> “The good news is that attitudes translate into actions, and that is something you can see in your customer’s body language, hear in your customer’s voice, and … [Read more...]
Managing online reviews
If there are positive online reviews, they should be followed by an acknowledgment from the hospital thanking that customer within a week. Source: Vet Advantage, February 2022. Link. If there are negative reviews, they should also receive a response, but within 48 hours. INSIGHTS: The real objective is not to prove you are right, but rather to minimize the … [Read more...]
Leadership or sales tactics
The most successful sales reps use leadership skills instead of typical sales tactics to achieve and maintain their level of success. Remember that everyone is a customer.” – Patrick T. Malone Source: Vet Advantage, December 2023. Link. Giving your customers permission to complain creates a comfortable relationship that leads to a sustainable competitive … [Read more...]
Building rapport with questions
When the customer has answered that initial question and you have acknowledged their response, the next appropriate follow-up question is, “And what else?” Source: Vet Advantage, December 2022. Link. By asking “what else” you are demonstrating that you really do care, and the customer is more likely to reveal the real issue. INSIGHT: ALWAYS acknowledge the customer’s … [Read more...]
Zoetis commemorates Apoquel® (oclacitinib tablet) milestone with donation to 10 pet shelters across the country
Complimentary Commercial Content To commemorate the 10-year anniversary of Apoquel, Zoetis announced an Apoquel grant program for pet shelters across the country. The program will enable 10 shelters enrolled in Zoetis For Shelters to provide allergic itch relief to as many as 100 dogs in each of their communities awaiting their forever homes. . . . veterinarians have … [Read more...]
Establishing rapport
Sometimes we are so enamored with our breadth of knowledge and our point of view that we cannot understand another point of view other than our own. Source: Vet Advantage, April 2023. Link. Too many times we say we understand. Instead prove you understand. INSIGHT: Respect given comes back in multiples. … [Read more...]
Gatekeepers and the keys to the kingdom
Commentary Brian Sullivan’s article is written to help sales representatives work with the often imposing gatekeepers in veterinary clinics. Access challenges are the brunt of age old stories about Doc’s Aunt Sally or the new person who has been told to never interrupt the veterinarian unless it is a spouse, child or the police. Behind the access barriers is a message that … [Read more...]
Small companies, big discoveries
Kristi Fender covers the expanding landscape of new advancements in animal health from startups and partnerships in a variety of developing categories, describing it as an innovation explosion. She highlights differences in the people now working in biotech and the need for a commitment to standards. Source: Vet Advantage, December 2022. Link. Only a handful of animal health … [Read more...]
Industry stakeholders explain economic dynamics in veterinary clinic market
Vet-Advantage asked industry stakeholders to provide insights on the best economic indicators to monitor, as well as best practices veterinary clinics can implement to weather any economic uncertainty. Forget textbook economics. . . everything is being rewritten these days.” - Matthew Salois, PhD Source: Vet Advantage, October 2022. Link. “Maintaining liquidity is mission … [Read more...]
Parasite resistance in cattle, a widespread concern for veterinarians, livestock producers
Parasite resistance in cattle operations has moved from theory to a real-world scenario producers across the country face. Parasite management is no longer applying a dewormer. Today, ranchers must understand the parasites in a herd and learn to live with a few bugs, writes Jennifer Ryan who shares the experiences and perspectives of Christine Navarre, DVM, MS, … [Read more...]
Get to the point
And by the way, the point is the benefit that is important to your customer, not you.” Source: Vet Advantage, August 2022. Link. Avoid a data dump instead of an invitation to look at data is important to this practice. This behavior hopes something will resonate because the rep has no idea what is important in this practice INSIGHTS: In addition to reps, this applies to the … [Read more...]
Get a handle on controlled veterinary substances
Rules governing controlled substances handling have been in place for decades. Not having the proper protocols in place can leave veterinary clinics subject to fines and fees. Jennifer Ryan shares information from Nicole Clausen, CSSGB, CCFP, Founder of Veterinary Care Logistics, on ways clinics can manage their controlled substances with simple inventory management … [Read more...]
Worth a Glance – May 19, 2022
Last week’s THREE most read posts Celebrate graduations. Link. Pandemic lessons for all. Link. 30 is not the new 20. Link. Last week’s AHD Bulletin Animal Health Digest Bulletin, Thursday, May 12, 2022. Link. =================================== CAPC 2022 annual pet parasite forecast Source: Vet Advantage, April 2022, page 50. Link. AHD first … [Read more...]
Pandemic lessons for all
Your attitude determines how you approach opportunities and ongoing success. Source: Vet Advantage, April 2022. Link. The key to capitalizing on the current situation is in your attitude, the value you bring, and your talent. INSIGHT: Business history is replete with organizations and individuals that have grown and prospered in challenging times. … [Read more...]
Decision-getting comes from understanding
Editor’s note: Thank you Mr. Malone for your tireless commitment to provide content and context to our weekly Bulletins. The most successful people I know are those who get the most decisions. So, it is vital to understand the decision-making process. Source: Vet Advantage, October 2021. Link. Decisions are made at the intersection of “what do I know” and “how do I feel … [Read more...]
Followership: The Key to Leadership
In business, leadership occurs at all levels, from the executive suite to the warehouse floor and at every level in between. Source: Vet Advantage, August 2021. Link. Influential leaders, no matter what title they have or role they play, are those with willing followers. INSIGHTS: Leaders follow first, then invite others to follow them. … [Read more...]
Be interested
Often when I suggest that it would be more effective “to be interested rather than trying to be interesting,” I am met with a blank stare. My advice sounds good, but many people need help in asking the right questions. This column from five years ago may help. Source: Vet Advantage, December 2016. Link. Do not worry about sounding nosey. Leaders are naturally inquisitive, … [Read more...]
PRRS defense from the gut
Last week we shared a status update on porcine circovirus type 2 commonly considered to be subclinical. It is also seen as a co-infection with porcine respiratory and reproductive syndrome. For both viruses, first and second line defense strategies are the same; biosecurity and vaccination. Researchers are now investigating how to influence the microbiome as a new defense … [Read more...]
Embracing the digital pet ecosystem
The digital pet ecosystem refers to anything digital that connects you to a client and their pet, writes Bruce Truman. The time is now for individuals and practice teams to embrace the opportunity to meet client expectations for services. The new age pet parent wants engagement. They are interested in online chat or text services, monthly payment plans, loyalty programs, … [Read more...]
More pets, fewer vets. Now what?
A staggering one in four employees plans to leave their employer after the Covid-19 pandemic subsides, according to a new survey. Already short of qualified workers, the veterinary practice industry faces big hurdles according to Bob Lester, DVM: Cost of care Cost of education Wellness in both people and pets AND The workforce shortage Source: Vet … [Read more...]
Livestock market: The road ahead
Opinion Comprehending producer situations is helpful to distributors, manufacturers and veterinary professionals alike. While the outlook for 2021 is filled with uncertainty, Jennifer Ryan’s look at the farm economy’s precarious position resonates across all animal species. Note the reliance on off-farm income in many households. Let’s be honest. It’s rare to see an … [Read more...]
Clearing the air via filtration
Complimentary Commercial Content If we have learned nothing else in 2020, the risks from aerosolized infection agents should be near the top of the list. This article covers how Purafil, a Filtration Group company, adjusted its technology and focus to the pandemic along with a look at the importance of air filtration moving into 2021 and beyond. Source: Vet Advantage, … [Read more...]
Differentiate your practice
One of the biggest challenges facing veterinary practices today is how to differentiate the practice from every other one in the marketplace. It is a challenge for everyone in the business-to-consumer category. Sometimes the answer lies in getting outside ourselves. Source: Vet-Advantage, August, 2020. Link I am going to suggest that you might further differentiate yourself … [Read more...]
A request for help
Comments: Malone addresses one of the more common stumbling blocks all animal health pros face when experiencing resistance. These experiences drive a desire for answers to: How do I handle “NO?” How do I overcome objections? How do I deal with difficult people? In this article like others, Malone drives home the need for leadership regardless of your role or … [Read more...]
Intranasal vaccination for dairy, beef calves
One way to reduce the effects of maternal antibody interference is to use intranasal vaccines, writes Jennifer Ryan. Colostrum received by young dairy calves can interfere with injectable vaccines. However, intranasal vaccines tend to work with colostrum. Beef calves are often worked first at branding, a stressful period where cortisol weakens blood cells. Intranasal works here … [Read more...]
What MAP means for veterinary clinics
Minimum advertised pricing is one of the positive outcomes of a more aggressive OTC retail environment. While veterinarians may dislike having to change their focus from cost-based margin, MAP offers a much improved and level playing field at the customer’s pocketbook. Source: Veterinary Advantage, March 2020. Link. In today’s world, vendors need to have their products … [Read more...]