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Many of the issues that have been discussed in small animal and equine will be just as relevant to large animal work, and again it is essential to gather sufficient information in order to identify areas of opportunity. For large animal this might include the areas set out in the table.
It has to be recognised that often the large animal client is more commercial, and will have a much better grasp of the value of veterinary services. However, given this scenario, there is likely to be a greater opportunity for a vet to actively demonstrate how they can help their clients improve the return on their investment. As a result therefore practices that take a proactive approach with their farming clients are likely to find that they generate further opportunities for work. Many farmers are looking for a vet who is working as an active partner in their business in order to help maximise their return on investment which might be through minimising their costs of illness / disease.
It remains essential that practices offer value for money, but at the same time charge properly for the time that they are on farm. Often, there is considerable work undertaken off the farm in terms of investigatory work, lab reports etc and many practices are notoriously poor at making sure such work is charged for. It is important that the farmer recognises the overall value that is being added rather than just seeing the visual impact of when the vet is “on site”.
As with equine work owners should consider reviewing invoices / dockets at the month end to capture “lost” income. Owners are able to assess whether the time “booked” is reasonable for the work undertaken and potentially make adjustments before the invoice is sent to the client.
Other matters to consider might include:
Farmer workshops
These could focus on areas such as:
- Foot trimming
- Lameness
- Mastitis control
- Fertility
These can be just as relevant to look after existing clients as developing new clients. Demonstrating expertise in areas that are valued by farmers will ensure they are aware of the full range of services you offer.
Herd health planning
For those who want an active business partner then health planning is a great way to be involved. Helping the client generate more profit per litre of milk produced will ensure benefits to all parties. If this is not part of your strategy then it is key to engage appropriate clients.
Contracts
Consideration should be given as to whether negotiating contracts with clients is beneficial. This ensures both parties know where they stand and the client is fully aware of what they get for their money. Many practices that have taken this approach have found that over time the farmer uses the services of the vet more. Renegotiation might therefore be required periodically. If this is an area that is new then why not try it out with a few clients to see how it works? It remains important to consider matters carefully to ensure profitability is maintained.
Drug sales
It is surprising how many owners tell us the perceived lost income through unrecorded drug sales. This is not new income but is “lost income” through poor processes. Regular stock checks of vets cars can help ensure the process is smoother. Also ensuring vets write “dockets” at the time to record drugs dispensed. It is also important for the vet to be aware of the impact of dispensing drugs on profitability. Are they aware of this?
Efficient Time Management
If chargeable hours per day can be increased by ? hour a significant uplift in income per vet can be generated. Ensuring efficient booking systems, zonal management, discounted visits on particular days of the week etc can all help towards this. This will help ensure there is greater capacity to do more work with the same level of staff.
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