Veterinarians as salespersons: It's retail medicine to be proud ofMarch 27, 2025In her column this month, Dr. Khuly explores the fine line between a 'hands-off' leadership and revenue-driven management in veterinary practices.
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In-store veterinary clinic hits milestoneSeptember 23, 2020The ever-increasing demand for companion animal care has resulted in the rapid expansion of in-store veterinary clinics at a big box pet retailer.
In-store veterinary clinics more prevalentDecember 9, 2019The changing face of the pet product industry has affected clients’ overall perception of animal health care, and this might have an impact on veterinary visits.
Keep more flea and tick preventive purchases in-clinicMarch 20, 2019When pet owners needed to purchase parasite control products, they traditionally went to their local veterinarian. However, the influx of retail businesses (both online and brick and mortar) competing in this market has created a financial feasting frenzy on clinic profits. "We have moved from having a near monopoly on the sale of flea/tick products to the current situation where less than half of clients are now purchasing their flea/tick products from their veterinarian," says Lowell Ackerman, DVM, DACVD, an independent consultant, author, and lecturer. In most veterinary hospitals, pharmaceuticals represent 25 to 30 percent of revenue, according to Dr. Ackerman. As the bulk of that revenue comes from the sale of parasite control products, this "erosion" of sales is both significant and troubling. Reel 'em back in Reasons as to why pet owners have strayed beyond home base varies. Cost, convenience, and just not knowing the benefits of purchasing from their veterinarian are examples. When it comes to product pricing, veterinarians need to be competitive, but they don't need to be the low-price leader, according to Ackerman. "Clients see most noninjectable parasite control products as commodities, and it is easy for them to compare prices across different sources," …
Petco retreats from 'Pet Check' programJuly 28, 2016Might pet owners view groomers as de facto veterinarians? Yes, says the America Veterinary Medical Association, which persuaded Petco to change the retail chain’s “7-point Pet Care Check.” The campaign called on Petco groomers to examine a pet’s eyes, ears, teeth, nose, underside, skin, coat, nails and pads to “make sure nothing looks or feels abnormal.”
