Strategies to Prevent Associates Discounting

Webinar Description: 

Discount is the difference between what a client should have been charged for a product or a service and what they were charged for that product or service. Discounting within veterinary practice can occur intentionally or by accident.  Veterinary practice owners and managers need to consider the impact of their pricelists and charging protocols on the likelihood with which veterinarians fail to estimate or charge for procedures correctly.  Complicated, untidy price lists, coupled with charging protocols that are undefined or focused on only a single sales transaction are major causes of lost revenue within practices.  
 

Webinar Agenda:

This webinar will outline the key income flows to veterinary practice before exploring the impact of some pricing and charging tactics relating to each;

• Income from preventative healthcare (Vaccinations / Parasiticides / Neutering / Food)
• Income from Clinical services (Consultations / Diagnostics / Therapeutics)

 
Pricing and charging Preventative Healthcare, including food sales, for recurrent income.

The challenge with selling preventative healthcare (such as parasiticides and pet foods) isn’t so much selling the first unit; it is selling the second, third and fourth units on an ongoing basis. This webinar will discuss a simple structure related to pricing and charging of vaccines, parasiticides and lifetsage diets that increases client loyalty and the likelihood the first sale leads to an ongoing series of repeat purchases. 

Pricing and Charging Surgical Procedures and Anaesthesia

Some practices price and charge surgery and anaesthesia on a time and/or weight basis, whilst others charge by the procedure. There are pros and cons to both approaches.  This webinar will discuss a simple structure related to pricing and charging of surgical and anaesthetic procedures that reduces both the likelihood of client complaints due to unmet expectations about charges as well as reducing a veterinarian’s tendency to under-estimate costs or discount the bill. 

Pricing and charging products and services related to patients with long term medical conditions Constant advances in veterinary science are providing us with more medications that enable us to keep patients which have been diagnosed with long term (uncurable but manageable) medical conditions alive for longer. However the success by which we manage long term medical conditions is only as good as the client’s compliance in allowing clinicians to ‘monitor, measure and medicate’ the patient.  Often this is impacted by how practices price and charge fees relating to the management of a patient’s long term medical condition. This webinar will discuss a simple structure related to pricing and charging of long term medical conditions that reduces client’s likelihood to decline (what they perceive as) ‘unnecessary’ tests or medicines that impact some veterinarians’ approaches to these cases.