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Are you looking for new practical training opportunities for your team? <strong>UVG</strong> MEMBERS are eligibile for 20% OFF any of the 2018 workshop programs veterinary TRAINING CENTRE The 2018 Veterinary Training Centre workshop program seeks to advance the practical skills of vets and vet nurses, to ensure they remain suitably skilled as the field of veterinary science evolves, technology advances and new techniques are introduced. During 2017, the NVC Veterinary Training Centre held over 54 practical training workshops, educating over 1,000 participants across the veterinary industry. Building on this success, the program has been expanded to include a range of new workshops covering • Orthopaedic Surgery • Soft Tissue Surgery • Advanced Ultrasound • Clinical Skills • Anesthesia • Emergency & Critical Care These workshops will complement the topics that are already offered including • Dentistry • Pathology • Radiology • Ultrasound • Nutrition Our workshops offer the perfect opportunity to upskill your team with practical knowledge and advanced skills which can be immediately applied in the consultation room or surgery. For more information on the workshop schedule and inclusions, educators and pricing, visit: nvcltd.com.au/veterinary-training-centre Alternatively you can call Kelly Hart on 1300 682 838 or email training@nvcltd.com.au.
To Charge or Not to Charge for Revisits? The issue of discounting the consultation fee for a revisit (If you are a member of our <strong>UVG</strong> Facebook Page, then you would have read the interesting discussion that Clive initiated about charging for revisits at your clinic.) A financial cancer has been debilitating the veterinary industry for many years, that Veterinary professionals feel the need to charge a client less for a revisit. The interesting aspect of this mentality is that it seems to only prevail in this industry. For some unknown reason, there is a belief that if we see a client again for a similar issue, that we are expected to charge less than the normal consultation fee. Let us analyse the motor vehicle industry as an example. You book your car in for a routine service and the mechanic fixes the problem for $150/hr plus parts. When you pick up your car, they inform you that the brake linings need replacing and you need to come back in next week for the replacement. The brake fix costs $150/hr plus parts. While fixing the brakes however, they notice there has been some damage to the transmission, requiring another visit at $150/hr plus parts. As you can see, regardless of the reason, there is the same pricing structure for every visit. It is an even more interesting situation when you have a meeting with your accountant or solicitor. They understand your circumstances inside and out, however every time you contact them, whether it is a phone call, letter, email or query, you are invoiced at the same rate as the initial meeting. And then there is the locksmith, who changes your front-door lock after it breaks. The bill comes to $120 for the call out and $100/hr plus parts. Next week, the same thing happens with your back-door lock and the charges do not change. There isn’t a professional service that includes a discount for repeat business. The veterinary industry stands alone with this idea that revisits should be cheaper. This outlook originates from an absence of self-worth. From believing that your time and your knowledge, doesn’t have any value. Your subconscious says “I didn’t get it right the first time, I don’t deserve to charge them again” or “they have already spent enough for a solution.” Regardless of how many times the client has come in for a consultation, your work has the same value. Therefore, you should charge all the revisits at the same hourly rate as the primary consult. You can always introduce a 3-tiered Revisit Rate Strategy, like this: • 0-8-minute revisit: The basics to be rechecked. Price it in at 1/2 to 3/4 of your primary consult. • 8-15-minute revisit: Re-explaining findings so that they can understand and stick to the course of treatment. Price this one out at the same rate as your primary consult. It says ‘Revisit’ on the invoice, but the price is the same as standard. • 15 minutes plus revisit: The complete re–evaluation and prolonged explanation. This should be priced HIGHER than the primary consult rate, because it is more work, time and effort. Remember, your mechanic doesn’t discount the brake linings because he has already done the service. The quickest way to establish self-belief in the industry is to enforce the same pricing structure per visit, regardless of how often it occurs. Until we price as if we are of value, we will never believe we are of value. Aim to discuss this at your next team meeting and decide that you will adopt the Revisit Rate Strategy. Good Luck!
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