Q&A: How to ditch discounts

Q&A: How to ditch discounts

source-image
Jun 01, 2009
By dvm360.com staff

Q: We gave dental discounts to increase business, and we're now ready to eliminate them. How can we do this without upsetting clients who have come to expect them?

A: There's only one way to eliminate discounts, says Veterinary Economics Editorial Advisory Board member Dr. Craig Woloshyn: Just do it. Practices that eliminate discounts generally see few complaints. That's because people don't usually expect a discount, but your practice offered one anyway. So simply stop offering, and the entire issue will go away. Periodic discounts—during Dental Health Month, for example—are easy to eliminate, since few clients will remember them from one year to the next.

Now is a great time to eliminate discounts, as you can legitimately blame the economy. You might tell clients, "With the way things are these days, we felt that eliminating discounts was the most reasonable course of action for everyone."

Now, move on to that other, more significant discount your practice likely gives every day. Most practitioners give away services that amount to close to 10 percent of their gross revenue—that's half their profit. To be more profitable, eliminating freebies is a good place to start.

Hot topics on dvm360

Blog: Election results pose obstacles for veterinary prescription law

Flip in U.S. Senate's majority may slow progress of Fairness to Pet Owners Act.

7 steps to a better relationship between veterinarians and rescue groups

A DVM in the city shares his advice to veterinary practices for working with rescues.

The war between shelters, veterinarians needs to end

Despite practitioners’ legitimate gripes, they’re hurting themselves.

Making it work: Cavanaugh Pet Hospital dedicates itself to a positive, productive shelter relationship

Watch "Moustakas" benefit from Cavanaugh Pet Hospital's partnership with Furry Kids Refuge.

Ebola-exposed dog's first test for the virus is negative

Bentley will continue to be treated with an abundance of caution for the remainder of his quarantine, while his owner has been declared 'virus-free.'