p7 25images2.advanstar.com/pixelmags/veteconomics/pdf/2014-05.pdf · to give practicing...

May 2014 | Volume 55 | Number 5 | dvm360.com

Pain prevention

INCLUDES THE

25 to entice more

WAYS

to your clinic

p10

I’M NOT OK, YOU’RE NOT OK:Why veterinary professionals

cannot be complacent 4

TURN MAD CLIENTSinto happy campers 5

ANTI-THEFT PLANto prevent drugs and other

supplies from walking away 6

CAT CARE IN CRISIS:A road map to coverage of

this Leadership Challenge 9

SOUL-SUCKING COWORKERS:Energy vampires must go 25

CAN’T-MISS ROOMfor your next hospital

p7

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What’s INSIDE

2 | Get in touch

3 | Practice tips

> 2 steps to uncover job applicant lies

> T e cost of complacency–and how

to f ght it

> Flip a frown upside down

6 | What if...

You suspect an employee is stealing?

7 | Hospital design

How to make your hospital special

8 | Click & copy

Help clients get a handle on hot spots

dvm360 Toolkit: Pain prevention

24 | Marketplace

25 | Hot button

Get rid of the energy vampire in

your hospital

Data shows cats aren’t getting the veterinary care they deserve. Find out right

now what you can do to appeal to cats and cat owners.

page 10 By Jessica Goodman Lee, CVPM,

and John Volk

PLUS Your guide to the “cat care in crisis”

content in Veterinary Economics and its sister

publications. page 9

5 HIRING FOULS DVMS MAKEYou want to hire the best, but if you’re guilty of these blunders, you might end

up with duds.

page 15 By Dave Nicol, BVMS

xx

xx

dvm360.com | Veterinary Economics | May 2014 | 1

WHAT’S NEW on

13 tips to increase client compliance

Do you feel like your compliance stats are lacking? Dr. Robin Downing shares 13

ways you can increase return visits to your practice and ensure the best healthcare

for your patients. Visit dvm360.com/complianceprogram for more.

Checklist: 25 ways to increase your feline visits

Keep track of what you do and

what’s left to do when it comes

to attracting cat owners to your

clinic. To download a printable

checklist of tips, head over to

dvm360.com/felinechecklist.

25 to entice more

ATSA

WAYS

to your clinic

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Mission

To give practicing veterinarians the business tools, insights, ideas and inspiration they

need to fuel their passion for practice; run a well-managed, profi table business; enhance

client loyalty and satisfaction; and maximize their patients’ well-being.

2007 2008

2012

Neal Award

Finalist

2011

Neal Award

Finalist

2010

Neal Award

Finalist

2 | May 2014 | Veterinary Economics | dvm360.com

Advanstar Veterinary

Vice President/General Manager | Becky Turner Chapman

Group Content Director | Marnette Falley

Medical Director | Theresa Entriken, DVM

Director, Electronic Communications | Mark Eisler

Director, The CVC Group | Peggy Shandy Lane

Sales Group

Sales Director | David Doherty

Senior Account Managers, Advertising

Chris Larsen | Terry Reilly

Account Manager, Advertising | Angela Paulovcin

Senior Account Manager, Projects | Jed Bean

Sales and Projects Coordinator | Anne Belcher

Books/resource guides Maureen Cannon | (440) 891-2742

List Rental Sales | Renée Schuster

(440) 891-2613 | [email protected]

Chief Executive Offi cer | Joe Loggia

Chief Executive Offi cer Fashion Group, Executive

Vice-President | Tom Florio

Executive Vice-President, Chief Administrative Offi cer &

Chief Financial Offi cer | Tom Ehardt

Executive Vice-President | Georgiann DeCenzo

Executive Vice-President | Chris DeMoulin

Executive Vice-President, Business Systems | Rebecca Evangelou

Executive Vice-President, Human Resources | Julie Molleston

Sr Vice-President | Tracy Harris

Vice President,, Information Technology | Joel Horner

Vice President, Legal | Michael Bernstein

Content Group

Editor/Business Channel Director | Brendan Howard

(913) 871-3823, [email protected]

Financial Editor | Cynthia Wut

chiett, CPA

Practice Management Editor | Ross Clark, DVM

Practice Leadership Editor | Marty Becker, DVM

Special Assignments Editor | John Loffl in

Content Manager | Adrienne Wagner

Senior Content Specialists | Alison Fulton | Heather Biele, DVM

Assistant Content Specialists | Katie James | Victoria Biondi

Medical Editor | Heather Lewellen, DVM

Technical Editor | Jennifer Vossman, RVT

Editor, E-media | Jessica Zemler

Senior Designer/Web Developer | Ryan Kramer

Art Director | Steph Bentz

Multimedia Contributor | Troy Van Horn

Editorial Advisory Board

Our board members provide critical insights into business,

management, and leadership issues. As recognized experts, they

help Veterinary Economics provide content of immediate relevance

and use to all veterinarians in private practice.

Practitioners

Marty Becker, DVM | Ross Clark, DVM

Dennis Cloud, DVM | Shawn Finch, DVM

James Guenther, DVM, CVPM, MBA | Jim Kramer, DVM, CVPM

Fred Metzger, DVM, DABVP | W. Andrew Rollo, DVM

Jeff Rothstein, DVM, MBA | Ernest Ward Jr., DVM

Jeff Werber, DVM | Craig Woloshyn, DVM

National Management Consultants

Bob Levoy | Shawn McVey, MA, MSW

Karl Salzsieder, DVM, JD

Financial Management Consultants

Gary Glassman, CPA | Denise Tumblin, CPA

Cynthia Wutchiett, CPA

Veterinary Architects

Dan Chapel, AIA | E. John Knapp, AIA |

Heather Lewis, AIA | Wayne Usiak, AIA


More than 50 percent of job applicants

lie in their résumés, according to the

Society of Human Resource Managers.

Inaccuracies could be listing volunteer positions

never held, or lying about certifcations never

earned. Here are two tips to help you get the most

from the reference-check process:

1. Include a waiverOne of the ways to avoid hiring those who have

falsifed their résumé is to have applicants sign a

waiver that attests the accuracy of the information

they provide and authorizes you to seek relevant

background information. Reluctance or refusal to

sign should raise a red fag.

2. Ask the right questionsWhen calling past employers, ask yourself such

questions as “Did the person’s title and responsibili-

ties match what was on their résumé?” or “Did they

get along with clients?” Confrm the reason the

person said they left their last job. Ask whether the

previous employer would rehire the person.

With increasing fabrication, background checks

have become a necessity. For more questions to ask

references, visit dvm360.com/applicants.

Veterinary Economics Editorial

Advisory Board member Bob

Levoy is the author of seven

best-selling books.

Practice tips

Padded résumés come from the people you’d least expect. By Bob Levoy

2job aPPlicant liessteps to uncover

©2014 Live Oak Banking Company. All rights reserved. Member FDIC www.liveoakbank.com/vet

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we are fully-equipped to assist you with acquiring a practice.

We make it easy. Contact us to get started.

Travis York – 678.523.0234 Vince Dailey – 404.538.7701


4 | May 2014 | Veterinary economics | dvm360.com

Dr. Jeff Rothstein, MBA, explains how coasting can hurt not only you, but your practice and team as well.

I see complacency as reaching

a point in your professional

or personal life where you’re

OK with the status quo and

what you’ve accomplished. You

lack the motivation, energy or

desire to work any harder to

achieve new goals.

Twenty years out of veteri-

nary school, I still need to fght

complacency. I was always

interested in practice owner-

ship and management and I felt

owning multiple practices would

provide certain economies of

scale that would allow me to run

well-managed practices. For my

frst 15 years I focused on grow-

ing and adding more locations,

but I realized bigger is not al-

ways better. Since then I’ve sold

a number of the practices, and

yes, it’s a lot easier to manage.

Here’s what I now share in

common with many veterinary

practices that have been around

and are well established: We’re

not setting the world on fre,

but we’re doing OK. We don’t

want to put in time and energy

to innovate and push to the

next level. We’ve done it before

and now want to enjoy the

fruits of our labor.

Don’t settle for “OK”Coasting is OK. Work-life balance

is good. Te problem is, like it or

not, we’re in the wrong profes-

sion for complacency. First of,

from the medical and technology

aspect, we can’t aford to be com-

placent—there’s too much change

to bury our heads in the sand and

ignore, if you want to practice top-

tier medicine. You can practice

medicine that just “gets you by,”

but that shortchanges the client

and patient. It’s incumbent on

those in private practice to keep

up with the latest and greatest.

Tis not only means CE, but also

keeping in sync with the manage-

ment side of the practice.

Fighting complacency is a

challenge, but I’m afraid of the

alternative. Practice compla-

cency will lead to practice

decline, and declining practices

can spiral downward.

Start change with youVeterinarian and team com-

placency are often directly

tied to practice complacency.

Te impact is that little change

comes into the medical side of

the practice, and the doctors

and teams don’t dive into CE

and practice expansion because

they aren’t focused on continu-

ing improvement.

It all starts with you. Ask

yourself what your long-term

practice goals are: Do you

want to develop a new skill or

improve those you have or own

a practice? Keep asking yourself

what you want to do and what

it will take to accomplish it.

Take a look at yourself and

your practice to see whether

complacency is causing

problems now or threatening

problems in the future.

Veterinary Economics Editorial Advi-

sory Board Member Dr. Jef Rothstein,

MBA, is

president of the

Progressive Pet

Animal Hospi-

tals and Man-

agement Group

in Michigan.

Practice tips

Jump start your practice Want more tips for

fighting complacency?

Head to dvm360.com/

complacent.

cOmplAcencyTe cost of

–and how to fght it


uPside doWnHow to turn a bad client experience around in 15 minutes or less. By Marty Becker, DVM

dvm360.com | Veterinary economics | May 2014 | 5

Practice with heart

In a way, seeing pet owners in the

exam room is like speed dating.

You have about 15 minutes to get

a new relationship of to a positive

start with a new client or cement

the bond with returning clients. But,

what happens when it seems the pet,

the owner or both are treating you

like you’ve got extreme halitosis?

While you might have done

something of-putting in the open-

ing moments of the encounter, you

probably didn’t. What’s more likely

is that pet owners came into the

hospital already worried:

> “Is my pet frightened?”

> “Will this exam reveal some dread-

ful, previously unknown condition?”

> “How much is this going to cost?”

Or maybe distracted or frustrated pet

owners are troubled about something in

their personal life, and it has nothing to

do with the pet—or you—at all.

Whatever the reason, there will

be days when you step into an exam

room with a smile, fresh from an

emotional high with a kinetic bunch

of kittens, only to be met by apathy,

grumpiness or anger.

As soon as you realize that’s what’s

happening, don’t get distracted by

playing the “What did I do?” game. You

may never know, and you can’t change

the past. Instead, “start with the heart.”

Stop the rehearsed spiel. Stop! Now,

start over, focusing only on the emotions

of your patient and client. Sit on the

foor, get out some treats and start chat-

ting while making friends with the pet.

Do a show-and-tell about diferent

parts of the pet’s anatomy. Or show

the owner the most pleasurable places

to massage a dog or cat.

Better yet, get pet owners talking

and just listen. Ask more questions

and keep listening. Talking about their

pets and your mutual love of animals

turns most exam room fops turn into

positive pet experiences.

While you can’t fx a bad marriage

or solve fnancial woes in 15 minutes,

you can turn a client visit into an

experience that leaves the pet owner

feeling appreciated and the pet pam-

pered. Positive associations turn a trip

to the veterinarian into something to

look forward to rather than dread. Ve

Dr. Marty Becker, Veterinary Eco-

nomics Practice

Leadership Editor,

is the author of 21

books. He practices at

North Idaho Animal

Hospital in Sand-

point, Idaho.

Flip a fr wn

More than a

Million

Reasons to

Celebrate

We did it.

%XW�ZH·UH�QRW�GRQH�\HW�

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Simmons Educational Fund

(SEF) set out to provide

business education to those in

the veterinary profession.

And here we are, over

$1 million in donations later.

We are proud of the student

awards and sponsorships we

have offered and our

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Congratulations to

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www.s immonsedfund.org


You suspect an employee is

We dream up a practice where a team member may be stealing inventory. By Karen Felsted, dvm, cpa, cvpm, ms, and Jessica Goodman Lee, cvpm

stealing?

what if ...

At the hypothetical

Jameson Animal Hos-

pital, new head techni-

cian Cynthia reports to practice

owner Dr. James J. Jameson that

products are going missing from

the clinic on a regular basis.

While performing the recently

implemented inventory counts,

for a few weeks in a row Cynthia

fnds one to three fewer units

than expected of many products

on the shelves. She’s sure the

quantities received were entered

properly into the computer, and

the newly implemented medi-

cal record audits don’t show

product sent home with clients

or used in no-charge hospital-

ized cases, which leads her to

suspect employee theft.

Dr. Jameson is shocked—he

trusted all his employees. But he

also trusts Cynthia’s judgment.

Where does he start? First, he

schedules a staf meeting to

discuss the missing inventory

items, the investigation and new

controls that will help ensure

inventory items are properly

accounted for and secured.

Te practice will continue

weekly counts of high-volume

products, with the addition of

monthly inventory counts for

all other medications—except

controlled substances, which

will be counted weekly. Other

controls include:

> Security cameras. Tese

cameras will be installed in re-

ception, the pharmacy, the food

room, the break room and the

employee entrance.

> Card-reader security

system to replace keys. Each

employee’s card will get a card

with a unique code. Dr. Jameson

alone will be able to access the

name, time and date of every-

one who enters the building.

> Improved security for

nonurgent inventory. Dr.

Jameson will leave just enough

on the shelves for an average

day’s worth of sales and lock

the rest in a cabinet only he and

Cynthia can open. Because re-

ceptionists need daily access to

the food, however, lead recep-

tionists will have the food room

key and be the only one allowed

to retrieve diets purchased. A

thorough review of controlled-

substance protocols and logs

will ensure the practice is meet-

ing all legal requirements.

> No more self-invoicing.

Staf will run purchases of

services and products through

a doctor, who will confrm the

purchases and enter them on

the employee’s account. Also,

Dr. Jameson will review em-

ployee purchases each month

for unusual items or patterns.

> Inventory audit reviews.

Dr. Jameson will review inven-

tory reports weekly in order

to verify that adjustments are

legitimate and not a way of

disguising theft.

He recognizes that he has

been naïve to assume his

employees would never steal

from him. He intends to follow

through with safeguards to

ensure the theft stops. VE

Dr. Karen Felsted is president of

PantheraT Veterinary Management

Consulting. Jessica Goodman Lee

joined Brakke Consulting in 2011.

So what?

“what if ...”

explores

practice

problems and

offers online

tools to solve

them. learn

more at

dvm360.com/

whatif.


Scan the QR code

above or visit

dvm360.com/inventoryaudit

to download an

audit checklist and

inventory audit

tracking sheet.


dvm360.com | Veterinary Economics | May 2014 | 7Nicole begley photography

tiM Murphy, foto iMagery ltd.

hospital design

every practice has exam rooms, reception and a treatment area. but what other spaces can you dream up to serve your clients and patients better?

you’d be hard-pressed to fnd a veterinary

hospital today without at least one type of

specialty room. Whether it’s a space de-

voted to radiology or a private consultation room

that doubles as a comfort room, when you’re

remodeling or building new, remember that you

can choose how each square foot of your hospi-

tal caters to your team and your clients.

“Our veterinary clients typically have more on

their wish list than their budgets will allow. Tis

is why we recommend creating the specialty

spaces that are most important to the practice,”

says Heather Lewis, AIA, partner at Animal

Arts in Boulder, Colo.

Woodhaven Veterinary Hospital in Edmonds,

Wash., has a large consultation exam room,

which is equipped and often used for patient re-

habilitation, among other things. Practice owner

Dr. Ann Brudvik says the design plan started

with the need for a comfort room, until she later

realized that this room needed to be utilized for

multiple purposes to be most efective.

“Tis requires our staf to be aware of how

to schedule euthanasias, consultations, surgical

discharge appointments and rehabilitation ap-

pointments so that they do not overlap,” says Dr.

Brudvik. “It can be difcult in the design process

to anticipate all the ways in which a space will be

utilized. We are fortunate to have the fexibility

this multipurpose room provides us.”

Meanwhile, BelaCoop Animal Hospital of

North Park in Gibsonia, Pa., has the luxury of

using its comfort room only for clients going

through a hard time with their pets. Its private

entrance and exit leads outside to a calming pa-

tio with a bench, fountain and decorative statues.

From here, clients can sit, rest and refect or

leave the clinic with privacy.

“Clients really appreciate the fact that it is so

private, but also the fact that we thought to have

this room for their comfort,” says practice owner

Dr. Katti Strahsmeier-Stoller. “No other practice

in our area has a comfort room just like ours, so

this makes us stand out.”

For more images of specialty room design fea-

tures, visit dvm360.com/specialtyrooms.

>>> the comfort room at belacoop animal hospital features a comfortable mini sofa, flowers, artwork and a flip-down exam table. lighting is dimmable to promote a sense of relaxation. “clients have made the specific remark that having this comfort room has made the process of euthanasia easier to handle,” says dr. Strahsmeier-Stoller.

spEcialHow to make your hospital

>>> the multipurpose consultation room at Woodhaven Veterinary hospital, being used here for canine rehabilitation, features a separate entry and exit out to a land-scaped exterior nook with flower boxes that leads clients to the parking lot. this is especially helpful when used as a comfort room, so bereaved clients don’t have to pass back through the hospital to exit.


What is it?A hot spot is a raw, moist sore on a dog’s skin, usually surrounded by matted fur. Te sore occurs when a dog persistently licks, bites, scratches or chews an area on his body, causing signifcant damage to the skin and ultimately, an oozing sore. Since fea allergy is the most common cause of hot spots, these lesions are most commonly found on the rump or near the tail.

What causes it?Most often, these wounds are due to some sort of irritant or allergen in the environment that causes a dog to itch, such as feas, food or treats, or other environmental nuisances, like dust or pollen. Sometimes hot spots can be associated with matted fur or a lack of proper grooming.

What should I do if I see a hot spot?Take your pet to the veterinarian as soon as possible. Hot spots are very uncomfortable and painful for your pet, so medical intervention is warranted. Remember, a hot spot is usually a symptom of a larger problem, so your veterinarian will also want to fnd the underlying cause, if possible.

What should I expect during my pet’s exam?1. Your veterinarian will ask questions to fnd out whether your dog has had any previous skin or ear disease and if so, whether the problem fares up year-round or seasonally.2. He or she will perform a thorough physical exam, inspecting both the hot spot and other areas of your

pet’s body that could show signs of irritation.3. Your veterinarian may also run a fea comb through your dog’s fur, perform a skin scraping to look for mites or sample some of the wound material to look for bacterial contamination.

How will the wound be treated?Te goal of treatment is to clean the wound and keep the pet from further traumatizing the area. Your veterinarian may clip your dog’s fur around the hot spot and remove any fur or crust from the wound. If the hot spot is large, your pet may need to be sedated to minimize discomfort. An injectable drug may be given or a local anesthetic may be applied to the afected area as well. Your veterinarian may also send you home with:

> instructions for cleaning the wound> a special collar to keep your pet from furtherdamaging the area> a topical or oral steroid to manage the itching and

infammation> a fea preventive.

Will the hot spot return?If the underlying cause hasn’t been found and controlled, your pet could experience another hot spot in the future. But before more advanced diagnostics, such as a food trial or allergy testing can be performed, your veterinarian will want to understand the pattern of your pet’s hot spots—when they occur (if recurrent) and how often. Tat’s

why it’s so important to keep in touch with your veterinarian when skin problems arise and bring your pet in for an examination when necessary.

Now what?Find out what’s going on with your dog’s skin lesion and what you can expect from your visit to the veterinarian.

My dog has aHOT SPOT.

Information provided by Dr. Paul Bloom, board-certified veterinary dermatologist

CLICK & copy


It’s important to warn pet owners that those unsightly wounds often signal an underlying issueÑand getting to the root of the problem is critical.

Hot spots—those raw,

oozing lesions that

seem to crop up over-

night—are no fun for pet own-

ers or the pet. But even though

the clients’ f rst priority is

making the wound go away, it’s

important to warn them that

another, more pressing issue

might be lurking underneath.

“Ninety-nine percent of

hot spots are due to allergies,”

says Dr. Paul Bloom, DACVD,

DABVP, owner of Allergy, Skin

and Ear Clinic for Animals in

Livonia, Mich., and assistant

adjunct professor of dermatol-

ogy at Michigan State Univer-

sity. “And it’s our job to f nd

out what the allergy is.”

Dr. Bloom recommends a

systematic approach to diag-

nosing the underlying cause of

a hot spot, starting with a thor-

ough dermatologic history. It’s

important to f nd out whether

the patient has had skin or

ear disease in the past, and

if so, how it was treated and

whether the patient responded

to therapy. Also important is

identifying a pattern for

the onset of clinical signs,

such as scratching, biting

or licking, to determine

whether the animal is

uncomfortable year-round

or seasonally.

During the physical ex-

amination, it’s also crucial

to look for other mani-

festations of allergies,

paying close attention to

the feet, ears, underside,

lip area and chin, neck,

dorsal trunk and under

the tail. “Because f ea

allergy is the No. 1 cause of hot

spots, the rump area is one of

the most common locations for

these lesions,” Dr. Bloom says.

Other diagnostic steps may

include running a f ea comb

through the patient’s fur, col-

lecting samples for cytology or

performing a skin scraping for

mites, specif cally Demodex.

And once a pattern of allergic

f are-ups is identif ed, further

advanced diagnostics, such as

a food trial or allergy testing,

may be warranted.

But the most important thing

to remember, says Dr. Bloom,

is that the reason for the pet’s

itching must be identif ed. “If

we only treat the symptom, it’s

like we’re playing the arcade

game Whac-A-Mole,” he says.

“You have to get serious about

f nding the underlying cause

to of er the patient the best

chance for lasting relief.”

To download an information-

al client handout on hot spots,

head over to dvm360.com/

hotspots.

Help CLIENTS get a handle on

HOT SPOTS


Leadership challenge

dvm360.com | Veterinary economics | May 2014 | 9

Veterinarians have heard a lot about

cats and the veterinary profession

lately, with decreased patient visits,

parasite non-compliance and more. But we

wanted to take it a step further.

In this second of four leadership challenges,

we took a long look at the state of feline

healthcare for “Cat care in crisis,” supported

by an educational grant from Zoetis. Tis is

a cross-publication investigation that spans

dvm360, Veterinary Economics, Veterinary

Medicine and Firstline. It delves into not only

cats, but their owners as well. Why don’t cli-

ents bring their cats in for regular exams? And

what can veterinarians do to change that?

To the right you’ll see a sneak peek of

what’s covered in Veterinary Economics’

sister magazines, and on the following pages

we give you 25 ways you can grow your feline

business. Visit dvm360.com/catcare for all

the content located in one place.

C is for cost. dvm360 looks at how cat

owners are far more price-sensitive than dog

owners and how to break down the bias.

What cat owners want. Veterinary Medicine

shows how cat owners vary greatly from

dog owners—and why.

Make the first visit count. Firstline gives

tips for conducting the perfect first visit for

a new cat owner—from the front desk to

treatment area.

Supported by an educational

grant from:

The challengein cat care

Web excLusiVeshoW cat-friendLy is your practice? Take our BizQuiz on these 25 ways to entice

more cats to your clinic to see how you

stack up against the tips provided. Head to

dvm360.com/catquiz to begin.

taLking to your practice’s “mission-driVen” cLients By Julie Scheidegger

It can be a delicate balance to guide passion-

ate community cat caregivers into providing

basic standard care. Read our experts’ advice

at dvm360.com/missiondriven.




Data show cats aren’t getting the veterinary care they deserve. Right now fi nd out what you can do to appeal to cats and cat owners. By Jessica Goodman Lee, cvpm, and John Volk.

T ere’s opportunity in cats.Fewer than half of the cats owned in

the United States visited a veterinar-

ian in the last year, according to the

most recent Bayer Veterinary Care

Usage Study. And only 37 percent of

owners take their cat in for routine

wellness exams.

While these statistics are discourag-

ing, the study also found that owners

were interested in providing good

healthcare for their cats. In many

cases, they simply didn’t know what

“good healthcare” was or there were

other obstacles in the way. Addressing

those issues provides a tremendous

opportunity for practices to attract

and bond with more feline owners.

Here are recommendations and

ideas based on the study results to help

get you started on improving the feline

experience in your practice. Which

ones are you doing? Which ones could

you do? And why wouldn’t you?

1Educate on cat carriers.

When cat owners call to sched-

ule appointments, off er advice

on getting the cat into the carrier. More

than 70 percent of cat owners said

their veterinary practice gave them no

recommendations for transportation or

acclimating their cat to the carrier. Yet

the Bayer studies—conducted by Bayer

Healthcare Animal Health with Brakke

Consulting and the American Associa-

feLine facts and foLkLore

25 to entice more

ATSA

WaYS

to your clinic

The iconic image of Marlon Brando stroking a cat in The

Godfather was accidental. A stray cat wandered onto the

set, Brando picked it up, and the rest is movie history.

(selamectin)

®

Topical Parasiticide For Dogs and CatsBRIEF SUMMARY: See package insert for full prescribing information.

CAUTION: US Federal law restricts this drug to use by or on the order of a licensed veterinarian.

INDICATIONS: Revolution is recommended for use in dogs six weeks of age or older and cats eight weeks of age and older for the following parasites and indications:

Dogs:Revolution kills adult fleas and prevents flea eggs from hatching for one month and is indicated for the prevention and control of flea infestations (Cteno cephalides felis), prevention of heartworm disease caused by Dirofilaria immitis, and the treatment and control of ear mite (Otodectes cynotis) infestations. Revolution also is indicated for the treatment and control of sarcoptic mange (Sarcoptes scabiei) and for the control of tick infestations due to Derma centor variabilis.

Cats:Revolution kills adult fleas and prevents flea eggs from hatching for one month and is indicated for the preven tion and control of flea infestations (Ctenocephalides felis), prevention of heartworm disease caused by Diro filaria immitis, and the treatment and control of ear mite (Otodectes cynotis) infestations. Revolution is also indicated for the treatment and control of roundworm (Toxocara cati) and intestinal hookworm (Ancylostoma tubaeforme) infections in cats.

WARNINGS: Not for human use. Keep out of the reach of children.In humans, Revolution may be irritating to skin and eyes. Reactions such as hives, itching and skin redness have been reported in humans in rare instances. Individuals with known hypersensitivity to Revolution should use the product with caution or consult a health care professional. Revolution contains isopropyl alcohol and the preservative butylated hydroxytoluene (BHT). Wash hands after use and wash off any product in contact with the skin immediately with soap and water. If contact with eyes occurs, then flush eyes copiously with water. In case of ingestion by a human, contact a physician immediately. The material safety data sheet (MSDS) provides more detailed occupational safety information. For a copy of the MSDS or to report adverse reactions attributable to exposure to this product, call 1-888-963-8471.

Flammable - Keep away from heat, sparks, open flames or other sources of ignition.

Do not use in sick, debilitated or underweight animals (see SAFETY).

PRECAUTIONS:Prior to administration of Revolution, dogs should be tested for existing heartworm infections. At the discretion of the veterinarian, infected dogs should be treated to remove adult heartworms. Revolution is not effective against adult D. immitis and, while the number of circulating microfilariae may decrease following treatment, Revolution is not effective for micro-filariae clearance.

Hypersensitivity reactions have not been observed in dogs with patent heartworm infections administered three times the recommended dose of Revolution. Higher doses were not tested.

ADVERSE REACTIONS: Pre-approval clinical trials: Following treatment with Revolution, transient localized alopecia with or without inflammation at or near the site of application was observed in approximately 1% of 691 treated cats. Other signs observed rarely ()0.5% of 1743 treated cats and dogs) included vomiting, loose stool or diarrhea with or without blood, anorexia, lethargy, salivation, tachypnea, and muscle tremors.Post-approval experience: In addition to the aforementioned clinical signs that were reported in pre-approval clinical trials, there have been reports of pruritus, urticaria, erythema, ataxia, fever, and rare reports of death. There have also been rare reports of seizures in dogs (see WARNINGS).

SAFETY: Revolution has been tested safe in over 100 different pure and mixed breeds of healthy dogs and over 15 different pure and mixed breeds of healthy cats, including pregnant and lactating females, breeding males and females, puppies six weeks of age and older, kittens eight weeks of age and older, and avermectin-sensitive collies. A kitten, estimated to be 5–6 weeks old (0.3 kg), died 8 1∕2 hours after receiving a single treatment of Revolution at the recommended dosage. The kitten displayed clinical signs which included muscle spasms, salivation and neurological signs. The kitten was a stray with an unknown history and was malnourished and underweight (see WARNINGS).

DOGS: In safety studies, Revolution was administered at 1, 3, 5, and 10 times the recommended dose to six-week-old puppies, and no adverse reactions were observed. The safety of Revolution administered orally also was tested in case of accidental oral ingestion. Oral administration of Revolution at the recommended topical dose in 5- to 8-month-old beagles did not cause any adverse reactions. In a pre-clinical study selamectin was dosed orally to ivermectin-sensitive collies. Oral administration of 2.5, 10, and 15 mg/kg in this dose escalating study did not cause any adverse reactions; how-ever, eight hours after receiving 5 mg/kg orally, one avermectin-sensitive collie became ataxic for several hours, but did not show any other adverse reactions after receiving subsequent doses of 10 and 15 mg/kg orally. In a topical safety study conducted with avermectin-sensitive collies at 1, 3 and 5 times the recommended dose of Revolution, salivation was observed in all treatment groups, including the vehicle control. Revolution also was administered at 3 times the recommended dose to heartworm infected dogs, and no adverse effects were observed.

CATS: In safety studies, Revolution was applied at 1, 3, 5, and 10 times the recommended dose to six-week-old kittens. No adverse reactions were observed. The safety of Revolution administered orally also was tested in case of accidental oral ingestion. Oral administration of the recommended topical dose of Revolution to cats caused salivation and intermittent vomiting. Revolution also was applied at 4 times the recommended dose to patent heartworm infected cats, and no adverse reactions were observed.

In well-controlled clinical studies, Revolution was used safely in animals receiving other frequently used veterinary products such as vaccines, anthelmintics, antiparasitics, antibiotics, steroids, collars, shampoos and dips.

STORAGE CONDITIONS: Store below 30°C (86°F).

HOW SUPPLIED: Available in eight separate dose strengths for dogs and cats of different weights (see DOSAGE). Revolution for puppies and kittens is available in cartons containing 3 single dose tubes. Revolution for cats and dogs is available in cartons containing 3 or 6 single dose tubes.

NADA 141-152, Approved by FDA

Distributed by:Zoetis Inc.Kalamazoo, MI 49007

www.revolutionpet.com

10309504


feline PROTECTION

the number

CHOICE INONEFROm fleas

1

HEARTWORMS

feline PROTECTION FROM

the number

CHOICE IN

ONE1

All trademarks are the property of Zoetis Inc., its affiliates and/or its licensors. ©2014 Zoetis Inc. All rights reserved. May 2014. REV0314023

Questions? Contact us at 1-888-ZOETIS1 (963-8471).

REVOLUTION® (selamectin) is fi rst in fl eas.

First in heartworms.1 First on your list.

You may know that REVOLUTION is the veterinarian’s #1 choice in feline heartworm

disease prevention, but did you also know that it is the #1 choice in feline flea

control? Your patients deserve proven protection, and you can provide it to

them by recommending REVOLUTION —the leader in feline parasite protection

against fleas, heartworms, roundworms,* hookworms and ear mites.

IMPORTANT SAFETY INFORMATION:

Do not use on sick, weak, or underweight cats. Use only on cats 8 weeks and older. Side effects may include digestive upset and

temporary hair loss at application site with possible inflammation. In people, REVOLUTION may be irritating to skin and eyes. Wash

hands after use. For more safety information, please see Brief Summary of full Prescribing Information on page

1VetInsite™ Analytics 2013. Zoetis Data on File. *Toxocara cati. Ancylostoma tubaeforme.

10.

ES426008_VETE0514_011_FP.pgs 04.21.2014 18:37 ADV blackyellowmagentacyan


tion of Feline Practitioners (AAFP)—have shown

that cat resistance to carriers is one of the biggest

obstacles to veterinary care.

2 Train everyone on cats. Every team

member should practice eff ective cat

handling and restraint methods. Dem-

onstrating a high level of comfort when handling

cats speaks volumes to clients. Plus, cats are often

calmer when they don’t sense fear or nervousness

in those handling them.

3Decorate well. Put up cat-oriented pic-

tures and reading material in reception and

exam rooms. Update your website images

to give equal screen time to dogs and cats.

4Provide separate areas in reception

for dogs and cats. Cats often like to be

elevated, so provide shelves or benches for

cat carriers. Almost 60 percent of cat owners were

not fully satisf ed with their veterinarian’s reception

area, according to the Bayer Feline Health Study.

5Plan ahead for cat visits. Ensure that an

exam room is available as soon as possible.

Because cats sometimes need up to 20

minutes to acclimate to their surroundings, the best

way to make them as comfortable as possible is to

accommodate them immediately without having

them spend a long time in reception.

6 Reserve a feline-only exam room.

Ideally, choose the one furthest from the

hubbub of the hospital.

7Block off appointment time for cats.

Off er specif c days or times of day solely

for cat appointments. Many owners f nd

the decreased exposure to noise and dogs reduces

stress, both for them and their cats.

8Build a multi-level cat condo in an

exam room. Cats are comfortable when

they can perch on elevated surfaces, and

they’re still within easy reach when it’s time for

the examination.


Cats hear even better than dogs—up to 100,000 Hz;

dogs hear at a top range of 35,000 to 40,000 Hz.

(People’s top range? 20,000 Hz).

Topside, cats have about 60,000

hairs per square inch. That doubles

to 120,000 on their bellies.

“We need to orchestrate the process of

moving a cat from living room to exam

room. Moderate food before the visit so

we can offer treats as rewards. ask owners

to give ‘chill pills’ to calm cats and their

stomachs. lend compression garments.”

—MaRTY BecKeR, DVM

“all staff members are trained, but some are considered

‘cat whisperers.’ We call on them when cats or their

owners seem nervous. cat owners remember these staff

members and request them, and we note that so when

they call for an appointment, we can check that the staff

member they prefer is on duty.”

—KaRl SalZSIeDeR, DVM, JD

“It used to be common to see dedicated

cat and dog waiting spaces. Today, prac-

tices use alcoves so clients can separate

when needed. adding artwork and a feline

product display next to an alcove can help

clients choose the ‘cat place’ in reception.”

—heaTheR leWIS, aIa

“We decorated our feline rooms with cat

wallpaper and borders. It probably doesn’t

do much for the cat, but owners like it.”

—PhIlIP VanVRanKen, DVM



LEADERSHIP challenge

9Use feline-friendly pheromones. Place

a towel sprayed with pheromones on the

exam table. Plug in a pheromone dispenser

in every exam room used for cats.

10 Stop shaking or “pouring” cats

out of carriers. Neither the cats

nor their owners like this practice,

and owners get the impression you don’t like or

aren’t comfortable around their felines. When pos-

sible, allow the cat to leave the carrier on its own

and explore the exam room.

11 Start cat visits with questions.

Use pre-examination questionnaires

with behavioral and environmental

assessments. T is gives owners a chance to think

about changes they’ve observed in their cat they

may not have considered important or relevant.

12 Talk during feline exams. Con-

duct physical exams in the room

with the client, unless otherwise

requested. Explain what you’re doing, why you’re

doing it and what you’re f nding.

13 Separate hospitalized cats and

dogs. While this may be dif cult

depending on the layout of your

practice, separation can greatly lower hospitalized

cats’ stress and owners’ fears of leaving them alone

at your clinic for treatment.

14 Give cat report cards follow-

ing every visit. According to pet

owners surveyed for the Bayer

Veterinary Care Usage Study, exam reports and

care instructions are some of the most highly

valued services. .

15 Ask about other pets at every

visit. Many owners routinely bring

in their dogs, but not cats. Make

sure to spend time to educate them on the impor-

tance of feline preventive care.

Half of domestic cats are right-pawed,

10 percent are ambidextrous and the

remaining 40 percent favor their left paws.

In 2012, a 9-year-old Maine Coon named

Hank ran for Senate in Virginia on the

independent ticket. He got 7,000 votes.

“Set the carrier on the fl oor facing the

wall. Many cats are punished at home for

jumping on the counter, so if you elevate

them, they may think they’re in trouble.”

—MARTY BECKER, DVM

“We encourage this with all our hospital design

clients. Ideally, the cat ward is sound-insulated

to further reduce stress.”

—HEATHER LEWIS, AIA

“We ask about other pets in the house at

when clients book appointments, when

clients and pets come in for exams and

during checkout.”

—JEFF ROTHSTEIN, DVM, MBA

“Our air exchange is so high that we need

plenty of dispensers to build up higher

concentrations. We spray smocks and other

uniforms before work and let them sit for 30

minutes, if possible, so alcohol dissipates.”

—MARTY BECKER, DVM

“We give exam and dental report cards to

all feline parents. We include a summary of the

yearly cat care we recommend along with

a checklist of recommended services. When

we fi ll these out, we go over the fi ndings with

the owner.”

—JEFF ROTHSTEIN, DVM, MBA




16 Schedule the next exam

before the cat leaves. T is

increases the likelihood that the

owner will bring the pet back when scheduled.

17 Put cats in your social media.

Create social media content specif -

cally targeted towards the interests

of cat owners. Check out dvm360.com/post-

now for cat-friendly tweets and Facebook posts.

18 Send newsletters to cat

owners. Cover feline behavior

and health several times per year.

Make it worth their while. For example, ask them

to watch an educational video on the importance

of blood tests for feline preventive care, and at the

end of the video off er a specif c reward code.

19 Offer incentives. Cat owners

surveyed for the Bayer Veterinary

Care Usage Study said discounts

and promotions would motivate them to bring

their cat to the veterinarian more often.

20 Offer monthly-paid wellness

plans. Forty percent of cat own-

ers in the Bayer study said that if

their veterinarian off ered monthly payment plans,

they’d be more likely to bring in their cat. Consider

making these plans available to cat owners.

21 Help clients reach your cat

advocate. Provide owners the work

phone number and email address of

a staff member they can contact with questions.

22 Teach classes for cat owners.

Hold educational seminars for cat

owners on topics such as diabetes,

urinary tract conditions and kidney disease.

23 Make housecalls for feline

exams. Many cat owners want to

provide cats with preventive care,

but due to the perceived diffi culty, they opt not to

bring them in unless they become ill (and since

cats hide symptoms, it often means that a disease

has already progressed past the initial stages).

24 Work with a feline rescue

group. Off er the organization

discounted care. In return, new

adopters receive information on your practice and

a free exam within the f rst few days of ownership.

25 Become an AAFP-certifi ed Cat

Friendly Practice. T is program

provides guidelines to insure your

practice is a go-to destination for cat owners.

John Volk and Jessica Goodman Lee work

with Brakke Consulting. T anks to Drs. Marty

Becker, Jeff Rothstein, Karl Salzsieder and Philip

VanVranken as well as architect Heather Lewis

for their advice in this article.

In January 2012, a British cat named Gemma went under the knife when

a tumor the “size of two cricket balls” prevented her from eating. But it

wasn’t a tumor. It was a fi ve-inch-wide hairball that weighed 7.5 ounces.

Cats have about 200

million odor-sensitive cells

vs. 5 million in people.

“Our clients love home visits and are usually

willing to pay extra to minimize stress on

their cat.” —KaRl SalZSIeDeR, DVM, JD

“We’ve offered wellness plans for cats

for years, but they’re less successful

compared to dogs. We need to teach

clients that cats need more than just

minimal care. cat owners—especially with

indoor cats—don’t always see the need.”

—JeFF ROThSTeIn, DVM, MBa



You want to hire the best, but if you’re guilty of these blunders, you might end up with duds. By Dave Nicol, BVMS

I’ve recruited hundreds of

people in veterinary hospi-

tals, and now I spend a lot

of time helping others do just

the same. Unfortunately, I see

a lot of the same recruitment

mistakes over and over again—

and the cost of these mistakes is

unbelievably high.

To avoid making them, it’s

important to recognize them.

Here are fve mistakes most

veterinarians make when hiring

a new recruit:

Foul: Poor preparation.

Planning your recruitment

process is a step that begins

with writing clear objectives

for every role in your practice.

Without these descriptions,

you’re just going to make a

lucky guess—and more likely a

terrible mistake.

Fix: Plan ahead. Develop

detailed specifcations that

defne the attributes and skills

your new hire must possess to

do the job well.

Foul: Blending in. Te

purpose of a job ad is to get the

attention of the right people.

Using the same language as

everyone else (e.g., “We’re a

progressive practice”) fails to

achieve this.

Fix: Write the right ad.

Your job advertisement should

refect the personality and cul-

ture of your practice—who you

are, what your practice is really

like and what the job will entail.

Foul: Superficial hiring.

Te résumé and interview are

two of the least reliable ways to

gauge someone’s suitability for

the job—and neither represents

what the workplace reality is

going to be for either party.

Fix: Use online tests.

Recreate tasks your employees

will have to undertake. I send

out tests for technicians on

anesthesia and other every-

day responsibilites. Tis alone

objectively rules out about 80

percent of job candidates.

Foul: Think you’re done.

Once the recruitment process

is complete, many DVMs move

on to more pressing issues, leav-

ing the new hire to drown, com-

pletely unaware of the practice’s

objectives and expectations.

Fix: Profile prospects. Tis

helps determine if a candidate

is a good ft for the job and your

team. Language and Behavior

(LAB) and DISC profles are

two reliable tools.

Foul: Avoid your mistakes.

When it comes to recruiting,

it’s no surprise that the super-

human you saw in the interview

turns out to be a “problem”

employee. Instead of admitting

the error and dealing with it,

most DVMs do nothing.

Fix: Be there. Make sure

new hires know what’s required

to perform the job well. Set reg-

ular review meetings to provide

feedback. And most important,

if you make a recruitment mis-

take and your new hire turns

out to be a dud, quickly move

on and start over.

pErsonnEl solutions

Dr. Dave Nicol is

the owner of Dr.

Dave’s Vets and

Pets in New South

Wales, Australia,

and co-founder of

Recruit Right for

Vets. Tis origi-

nally appeared

in CareCredit’s

Power Up Your

Practice.

Don’t blow it, doc! Watch Dr. nicol’s top 10

ways to really mess up

the hiring process by

visiting dvm360.com/top10hiringmistakes.

DVMs make5hiring fouls


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VETERINARY POSITIONS AVAILABLE

GeorGia MichiGan

Webb Animal Clinic of Rincon, GA is seeking a full-time veterinarian to join our incredible team. New graduates welcome. Rincon is a rapidly growing suburb located only twenty five minutes from historic Savannah and a few minutes further are the coastal beaches of Georgia and South Carolina. Our practice consists of a well trained staff that strive to provide superb customer service and compassionate patient care. Webb Animal Clinic is housed in a well equipped, 8,000 sq foot facility offering an in house lab station with chemistry, CBC, and electrolyte capabilities; 7 exam rooms; consultation/euthanasia room; digital radiology; dentalair 3 unit; cryopen; continuous glucose monitoring system; endoscopy unit; and the new LOGIQe ultrasound machine with color flow and continual wave technology; state-of-the-art surgery suite with Engler positive pressure anesthesia delivery systems; pulse ox; ECG; BP monitor; and IV pumps. Many case opportunities in advanced internal medicine, soft tissue, and orthopedic surgeries. Benefits include paid licensing fees, organizational dues, health insurance, CE, paid vacation, and competitive salary with bonus system. Candidate must be self motivated, have excellent communication skills, and be a team player. Please email Dr. Joe Mckenzie at [email protected], Call Shay Williams, Practice Manager at 912-429-1192, or email [email protected].

Looking for a veterinarian needing to practice high quality medicine. Must have a personable bed-side manner, finely developed communication skills and be able to promote health care services in the best interest of the patient and their families at all times. Will receive flexible scheduling, generous benefits, family friendly atmosphere and a rewarding career at a small animal, avian and exotic AAHA accredited hospital. Please send resume to Warren Woods Veterinary Hospital, 29157 Schoenherr, Warren, MI 48088, or e-mail Dr. Cappel at jacappel@wwvhcares.

Emergency Vet Wanted. NE Georgia, lake community. Competitive salary and benefits. Call Robert Hall, DVM at 678-772-8144.

Associate veterinarian needed full time for well established small animal practice in Northern, VA. Equipment includes full in-house laboratory, ultrasound, x-ray, dental equipment and Storz Endoscope. Reproduction experience a plus. New graduates are welcome to apply. Position includes sharing after hours reproduction emergency calls. Competitive salary. Please fax resume to 703-754-0533 or email [email protected].

Busy S.A practice, central NM, Main St. location in town center, newly remodeled, gross over 650k, Great cash flow, real-estate optional. Great Opportunity, owner wants to Retire. Call Mr. Kano 505-249-0805 for more details.

VirGinia

new Mexico

Seeking associate veterinarian to join us in a multi-doctor, companion animal practice in the South Carolina low country. Located between Charleston and Summerville, in the progressive town of Ladson. College Park Road Veterinary Clinic is seeking an experienced team player dedicated to quality medicine and surgery in a caring, service oriented environment. Our facility is well equipped and supported by a dedicated, competent staff. Benefits include paid vacation; CE allowance; national, state and local association dues; and health insurance. Salary based on experience and ability. Please call Dr. Joe Mckenzie at 912-232-5700, 912-660-3384, or email [email protected].

South carolina

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PRACTICES FOR SALE OR LEASE

national

ToTal PracTiceSoluTionS GrouP

Veterinary Practice Sales & Appraisals

www.tpsgsales.com

ScottDaniels

JohnBryk

BillCrank

RichardAlker

LenJones

KarlSalzsieder

GeorgeSikora

DaveDavenport

KurtLiljeberg

RebeccaRobinson

Selling or Buying a Veterinary Practice?Dr. Len Jones – 334.727.2067 – [email protected]

TX, NM, LA, MS, AL, GA, TN, FL

Dr. Richard Alker – 850.814.9962 – [email protected]

Scott Daniels – 877-778-2020 – [email protected] CA

Dr. Karl Salzsieder – 360-577-8115 – [email protected] WA, ID, OR, AK, UT, NV, AZ, HI

Dr. Dave Davenport – 816.331.9449 – [email protected], WY, CO, ND, SD, NE, KS, OK, IA, MO, AR

Dr. Kurt Liljeberg – 800.380.6872 – [email protected], WI, MI, IN, OH, NY, PA

Dr. George Sikora – 419.945.2408 – [email protected], IL, KY, MD, OH, NC, SC, VA, WV

Dr. John Bryk – 419.945.2408 – [email protected] DC, IL, KY, MD, OH, NC, SC, VA, WV

Dr. Bill Crank – 419.945.2408 – [email protected] CT, MA, ME, NH, RI, VT, DE ,NJ, NY, PA

Rebecca Robinson – 912.230.3389 – [email protected], NM, LA, MS, AL, GA, TN, FL

national national

VA, Central: 3,900sf w/RE.

ME, York County: 3,500sf w/RE.

ME, York County: 2,000sf w/RE.

TX, Jackson County: 2,500sf w/RE.

WV, Cabell County: 3-exam rooms w/RE.

OK, Oklahoma County: 4,500sf w/3-lots.

NC, Winston Salem: 5,500sf w/RE.

NY, Onondaga County:

Emergency w/3-exam rooms.

NV, Clark County: 2,400sf w/RE.

MI, Bay County: 2,500sf w/RE.

ID, Ada County: 2,000sf w/3-exam rooms.

FL, Charlotte County: 2,100sf w/RE.

FL, Dixie County: 3,500sf w/RE.

FL, St. Lucie County: 2,200sf w/RE.

FL, S. Palm Beach County: 3,600sf, prime area.

800-636-4740

PSBROKER.COM

georgia

Lake Lanier Area – Small animal practice grossing $610K+. Quality lifestyle in high trafficked location. Seasoned / experienced staff. Excellent opportunity. Call Mike Nelson, Nelson & Associates, 770-475-7559.

Central GA – Small animal practice grossing $550K+. Great opportunity in rapidly growing community. High tech practice – very well equipped. Call Mike Nelson, Nelson & Associates, 770-475-7559.

massachusetts

Established solo small animal practice includes one building with 2400 sf hospital and 1400 sf residence and 8 acres. Stable client base and experienced staff. Quality of life in small town north of Boston, near ocean and mountains. Contact [email protected]

michigan

30+yr. Practice for sale, $375,000, full turnkey operation including excellent RE, inventory and equipment on 1+ acre in Southwest Michigan. Dr Joseph Ertel DVM CBI 863-646-9044 WWW.BROKERDOC.COM

Find it all here

dvm360.com


PRODUCTS

Veterinary Economics (Print ISSN: 0042-4862, Digital ISSN: 2150-7392) is published monthly by Advanstar Communications Inc., 131 West First St., Duluth, MN 55802-2065. Subscription rates: one year $43, two years $66, three years $100 in the United States and Possessions; $60 for one year, $117 for two years, $162 for three years in Canada and Mexico; all other countries $85 for one year, $159 for two years, $229 for three years. Single copies (prepaid only) $18 in the United States; $22 in Canada, Mexico and $24 in all other countries. Periodicals postage paid at Duluth, MN 55806 and additional mailing off ces. POSTMASTER: Please send address changes to Veterinary Economics, P.O. Box 6086, Duluth, MN 55806-6086. Canadian G.S.T. number: R-124213133RT001. Publications Mail Agreement Number 40612608. Return Undeliverable Canadian Addresses to: IMEX Global Solutions, P. O. Box 25542, London, ON N6C 6B2, CANADA. Printed in the U.S.A. © 2014 Advanstar Communications Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical including by photocopy, recording, or information storage and retrieval without permission in writing from the publisher. Authorization to photocopy items for internal/educational or personal use, or the internal/educational or personal use of specif c clients is granted by Advanstar Communications Inc. for libraries and other users registered with the Copyright Clearance Center, 222 Rosewood Dr. Danvers, MA 01923, 978-750-8400 fax 978-646-8700 or visit http://www.copyright.com online. For uses beyond those listed above, please direct your written request to Permission Dept. fax 440-756-5255 or email: [email protected]. Advanstar Communications provides certain customer contact data (such as customers’ names, addresses, phone numbers, and e-mail addresses) to third parties who wish to promote relevant products, services, and other opportunities which may be of interest to you. If you do not want Advanstar Communications to make your contact information available to third parties for marketing purposes, simply call toll-free (866) 529-2922 between the hours of 7:30 a.m. and 5 p.m. CST and a customer service representative will assist you in removing your name from Advanstar’s lists. Outside the United States, please call (218) 740-6477. Veterinary Economics does not verify any claims or other information appearing in any of the advertisements contained in the publication, and cannot take responsibility for any losses or other damages incurred by readers in reliance on such content. Veterinary Economics cannot be held responsible for the safekeeping or return of unsolicited articles, manuscripts, photographs, illustrations, or other materials. Address correspondence to Veterinary Economics, 8033 Flint, Lenexa, KS 66214; (913) 871-3800; e-mail [email protected]. To subscribe, call 888-527-7008. Outside the U.S. call 218-740-6477.

For more information

on products and

services, visit

dvm360.com. Once

you’re there, simply

click on the Products

button and receive

product information

instantly.


IDEXX Laboratories

DiagnosticsiPhone app

IDEXX Laboratories has released

the VetConnect Plus app for

iPhone. T e new app notif es

veterinarians the moment

diagnostic results are ready and

displays those results immediately,

whether generated from IDEXX

in-house analyzers or IDEXX

Reference Laboratories. T e

app allows veterinarians to f lter

results so they see only the cases they’re monitoring

at any given time. Practitioners get a view of both

quantitative and qualitative results, including reference

intervals and comments.

For fastest response visit idexx.com/vetconnectplus.com

DoveLewis Emergency Animal Hospital

Training website

DoveLewis Emergency Animal Hospital,

a nonprof t 24-hour emergency and

intensive care animal hospital in Portland,

Ore., has launched On the Floor @

Dove, an on-demand training website for

veterinary professionals. On the Floor @

Dove provides 24/7 online access to the

knowledge of DoveLewis professional staf

and features educational content such as

high-quality video of real-time procedures, informational articles and blogs. T e training

platform is designed to help veterinary practices improve patient care, save time and money,

and enhance team training and ef ciency.

For fastest response visit atdove.org

iM3

Dentalradiography unit

iM3 has introduced a

veterinary-specif c dental

radiography system, the

Revolution 4DC. Of ering a

0.4mm focal spot and operating

with DC technology, the unit

is designed to produce high-

resolution images consistently

and ef ortlessly. T e spherical mount ensures f exibility

during positioning and eliminates movement. Touch

sensitive areas on the tube head allow the head to be

locked into place with precision. T e wireless controller

of ers portability and a range of exposure scenarios and

technique settings.

For fastest response visit im3vet.com or call 800-664-6348




Get rid of theENERGY VAMPIRE in your hospitalNegativity can suck the life out of you and your team. Learn to let that person go.

Energy vampires. T at’s

an awesome term, isn’t

it? I had never heard it

until I read the management

book T e Energy Bus by Jon

Gordon. He describes energy

vampires as the people who

are gifted at being miserable

and seemingly trying their

hardest to make those around

them miserable too.

I bet you can name an

energy vampire or two in your

hospital right now. Who do

you think about after you leave

work? “If only she would…” or

“Why does he…?”

Energy vampires will suck the

life out of you and the rest of

your team if you let them. T ey

can’t help themselves. You’ve

probably talked to them many

times about their bad attitude

and failure as a “team player.”

You come into work the next

day after a long talk with them

hoping they’ve changed, but

odds are they’re still negative

and pessimistic.

T e problem, though, is that

even though most of you like to

f x things and make things bet-

ter (or you probably wouldn’t

be in veterinary medicine), you

can’t f x energy vampires. Some

people just like to be miser-

able, and it’s not our job to f x

people—only animals. T e

people need to f x themselves.

Recently, I was talking with

a supervising technician, and

she told me that a doctor at

her practice had printed out

a previous blog I wrote about

“crazy” being hard to see when

you’re living in it. (Read it now

at dvm360.com/crazy.) After

seeing it, she knew she had to

let one of her technicians go.

T is technician was a huge

drain on the supervising techni-

cian as well as the rest of the

team. T e supervisor f nally

realized that trying to f x this

person was never going to work

and she wouldn’t let this energy

vampire destroy the morale of

the rest of her team any longer.

I had never been so happy

to hear about someone losing

a job. I knew that the team

would be much happier with-

out this miserable person, even

if it meant the practice would

be short staf ed for a while. It’s

better to be tired from a long

day at work than to be emo-

tionally drained from working

with a toxic person.

T e energy vampires must

leave your hospital. It’s time to

“free” them to f nd a better f t

elsewhere—and let them go far

away from you and your team.

If they get angry, just tell them I

made you do it!

HOT button

This blog originally ap-peared on the dvm360 community. Dr. Rebecca Tudor, DACVS, resides in North Carolina. She is the founder of Catalyst-VETS.com.

The right fi re Need to let someone go

but aren’t sure how to do

so? Visit dvm360.com/termination for advice.


PurinaVeterinarians and veterinary technicians, please join us for the...

To register for this FREE symposium visitwww.PurinaVeterinaryDiets.com/NPVS2014

Dates & LocationsSun., May 18 . . . . . . . . . . . . . . . Houston, TX

Sun., Aug. 10 . . . . . . . . . . . . . . . . Chicago, IL

Sun., Oct. 5 . . . . . . . . . . . . . . . Charlotte, NC

Sun., Oct. 19 . . . . . . .Toronto, ON, Canada

Sun., Nov. 9 . . . . . . . . . . . . . . . . . Boston, MA

7:00 – 8:00 AM

Registration/Continental Breakfast

8:00 – 9:20 AM

Felix Duerr, DVM, MS, Dr. med. vet.,

CCRT, DACVS-SA, DECVS, DACVSMR

The seven most common reasons Fido

might limp into your clinic

9:20 – 9:35 AM Beverage Break

9:35 – 10:55 AM

Deborah Greco, DVM, PhD, DACVIM

Sweet success: Managing the

dif cult diabetic patient

10:55 – 11:10 AM Beverage Break

11:10 AM – 12:30 PM

David Williams, MA, VetMB, PhD,

DACVIM, DECVIM-CA

Skinny old cats: Why some senior cats lose

weight. What’s going on?

Featured Speakers

Veterinarians and veterinary technicians, earn 4 hours of CE for attending

ES426010_VETE0514_CV4_FP.pgs 04.21.2014 18:37 ADV blackyellowmagentacyan

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