Offer dentistry to combat the economy
Create a practice-wide plan
To max out on dental care at your hospital, you need to invest in high-level dental equipment. You can't afford not to offer new services. High-speed drill units and dental radiography equipment are good places to start. You also need a well-organized dental marketing plan. Host a brainstorming session for the whole team to share ideas, then pick the top 10 ideas to implement. For example, you could:
Another great thing about dentistry is the services that come along with it. For example, for senior pets, I perform a comprehensive blood and urine screen that also serves as the pet's annual health screen. I might also discuss taking radiographs to check for signs of arthritis while the pet is under anesthesia for dental work.
Turn off the skepticism
Some of you will ask, "Why all the fuss about dental care? I'm just happy if clients are getting the wellness basics. Now you expect me to sell more teeth cleanings?" Yes. Most practices have barely tapped the potential of what dentistry can do for them. And because fewer new clients are walking in the door these days, we need to provide more and better services to our existing clients. Our clients may skip their vacation this year, but most of them still want good preventive care for pets. It helps them avoid more costly problems down the road.
Veterinary Economics Editorial Advisory Board member Dr. Jeff Rothstein, MBA, is president of The Progressive Pet Animal Hospitals and Management Group in Michigan. E-mail comments or questions to [email protected]