keystone veterinarian

advancing animal welfare and human healthwhile ensuring the vitality of the profession

veterinariankeystone

OFFICIAL PUBLICATION OF THE PENNSYLVANIA VETERINARY MEDICAL ASSOCIATION

VOLUME I, 2013www.pavma.org

pvmap e n n s y l v a n i a v e t e r i n a r y m e d i c a l a s s o c i a t i o n

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pennsylvania veterinary medical association

8574 paxton street

hummelstown, pa 17036

phone: 888.550.7862

fax: 717.220.1461

email: [email protected]

website: www.pavma.org

2013 EXECUTIVE COMMITTEE

Kenton Rexford, VMDPresident

Sherrill Davison, VMD, MS, MBA, DACPVPresident-Elect

James Holt, VMDVice President

Ronald M. Kraft, DVMSecretary-Treasurer

Robert P. Lavan, DVM, MS, MPVM, DACVPMImmediate Past President

Mary A. Bryant, VMDAVMA Delegate

Charlene Miller WandzilakExecutive Director

advancing animal welfare and human healthwhile ensuring the vitality of the profession

pvmap e n n s y l v a n i a v e t e r i n a r y m e d i c a l a s s o c i a t i o n

in this issue3 What Makes a Great Website

5 The Results of the Boehringer Ingelheim Vetmedica Leptospirosis Survey Are In

7 A Bank Line of Credit: When Does It Make Sense for Your Business?

11 License Your Dog—It's the Law

19 Hey Lady, Your Dog Needs a Dental

24 Time is Running Out to Nominate a Colleague for a PVMA Award

25 Last Chance for Kids to Enter PVMA's Photo Contest

26 What's the Value of Your PVMA Membership

27 Congratulations to the Penn Vet Graduating Class of 2013

28 4th Annual PVF Bark in the Park 5k Run & 1 Mile Dog Walk

32 PVMA Has Been Out and About With Our Members

what’s featured12 Practice Purchase Feasability Analysis

14 Keystone Veterinary Conference

22 HR 1528—The Veterinary Medicine Mobility Act

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6 Observations by Heather Berst, VMD “So Who is PVF Anyway?”

8 The President’s Two Cents by Kenton Rexford, VMD "Communication Is Key to a Successful Association”

10 From Where I Sit by Charlene Wandzilak “Responding to Challenges Within Today's Veterinary Profession”

18 Practice Pearls by Wendy S. Myers "Getting Clients to Accept Earlier Dental Treatments”

20 Veterinary Technology Corner by Vicki Byard, CVT, VTS (Dentistry) "The Language of Dentistry”

29 Member Spotlight "Travis Meredith, DVM”

30 Penn Vet News "Pou Sante: Amar Haiti"

34 Member News "VSEC Opens a New 24-Hour Emergency and Specialty Hospital in South Philadelphia"

38 What’s Happening “Events and Education”

40 The Grand Finale

Advertising Index7 AVMA-PLIT

38 Burzenski & Company, PC

28 Communication Solutions for Veterinarians

3 DoveLewis

IRC Highmark

5 Hudson Digital Systems

37 Nate Lynch Veterinary Practice Sales & Appraisals

4 On-Hold Specialists

IFC Partners For Healthy Pets

RC pvmaAssure Insurance Agency, Inc.

21 Simmons Veterinary Practice Sales & Appraisals

33 Standard Process Veterinary Formula

9 The Last Chance Fund (TLC)

3 VetCor

39 VeterinaryLoans.com

36 Classifieds

Quarterly Columns

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WWW.PAVMA.ORG 3keystone veterinarian VOLUME I 2013

What Makes a Great WebsiteProvided courtesy of Veterinary News Network (VNN)

In today’s world of communication—and especially market-ing—there is no question you need a great website. Not a good

one, not a brochure site, but a fantastic, highly-professional site to reflect the professional image of your practice. Clients will first check you out on the web before even calling your hospital much less driving to your facility. The website communicates credibility, professionalism, caring, and should make the viewer really want to visit you! It is the new phonebook on steroids and although the pages of a phone book once offered expensive passive ads, a busi-ness website changes the game taking this concept to a whole new level in marketing, communicating, interactivity and branding.

With the speed of technology, at the press of a key or stroke of a smartphone, information can be had instantly. The internet is now the one stop shop to find the necessary facts to make sound decisions in everything from consumer goods to services and even restaurant reservations or doctor’s appointments. With millions of websites on the World Wide Web—and your competition laid out beside you—page after page, the design and execution of your site becomes crucial to business success. A horrible site, one that is dull, unattended, lacks information, or never invites a visitor to return, will hurt you or simply waste your time and money.

There is a continued conversation that happens in the world of web development centered on the elements of what makes an excep-tional website. So what makes a great website? How do we convey the idea of “make it pop” and “give me the wow factor,” and yet professionally translate it into an exceptional website that covers the basic elements and still provides the necessary information?

The idea is to rethink the perception of a website. Think of the site as the home of your company. It is the combination of framework and functionality, with design and aesthetics that provides the foundation of the public perception of your business. Your website tells the story using a myriad of media widgets and possibilities to illustrate who you are and what you do. Your website not only needs to be visually delightful and engaging but informative and clear to make the user return.

At the Veterinary News Network, we help our members understand the importance of a dynamic and beautiful website that is also highly functional. We work with two of the best website developers in the country that will listen to your wants and needs and not just throw up a typical template website. Just like you stand out in your community, we want you to stand out on the web as well!

The Veterinary News Network can provide assistance in helping you navigate social media, as well as understand the value of traditional media and helping you protect your online reputation. VNN has partnered with PVMA and we encourage your practice to join us. Learn more at www.MyVNN.com. l

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2013 Board of Trustees(A= Alternate Trustee, T=Trustee)

District IAdam Hoover, VMD, TrusteeBeth Piersol, DVM, Alternate

District IILloyd Reitz, Jr., DVM, Trustee

Stacia McMahon Gilbert, DVM, Alternate

District IIIMary-Lynn McBride, DVM, TrusteeDawn Fiedorczyk, VMD, Alternate

District IVMichael Q. Bailey, DVM, DACVR, Trustee

John Showalter, DVM, TrusteeAmanda Glass, DVM, Alternate

Sean Smarick, VMD, DACVECC, Alternate

District VDan Zawisza, VMD, Trustee

Alternate—Vacant

District VIAndrea Honigmann, DVM, Trustee

John Simms, VMD, TrusteeNathan Kapp, VMD, Alternate

Jeff Steed, DVM, Alternate

District VIIHeather Berst, VMD, Trustee

Christina Dougherty, VMD, TrusteeCasey Lynch Kurtz, VMD, Trustee

Theodore Robinson, VMD, TrusteeKimberley Hershhorn Galligher, VMD, Alternate

Kim Kovath, VMD, AlternateSteven Prier, VMD, Alternate

Tom Garg, VMD, Alternate

District VIIISusan Ackermann, DVM, Trustee

Ferdinand Visintainer, VMD, TrusteeMeg Alonso, VMD, Alternate Carlos Hodges, DVM, MS, PC

AVMA Alternate DelegateMike Topper, DVM, PhD, DACVP

Academic Veterinarian At-LargeColin Harvey, BVSc, ACVS

Veterinary Student At-LargeVacant

Production Animal Practice Veterinarian At-Large

Darcie Stolz, VMD

Equine Veterinarian At-LargeVacant

Public and Corporate Practice Veterinarian At-Large

Jules Benson, BVSc, MRCVS

Veterinary Technician At-LargeJOY ELLWANGER, CVT, BS, AAS

Editor: Heather Berst, VMDStaff Editor & Graphic Designer: Lori RaverStaff Editor: Charlene Wandzilak

Editorial CorrespondenceLetters to the Editor should be sent to PVMA, Attn: Lori Raver, 8574 Paxton Street, Hummelstown, PA 17036, fax 717.220.1461, or by email at [email protected].

Advertisingkeystone veterinarian is published quarterly by the Pennsylvania Veterinary Medical Association. Inquiries about display advertising should be directed to Lori Raver at the address and phone number listed above. Advertising information is also available on our website, www.pavma.org. Contracts and insertion orders should be sent to the address listed above by the appropriate submission deadline.

Submission DeadlinesAll articles, classifieds, and display advertisements must be received by the deadlines listed to be considered for inclusion in the respective issue:

Volume II, 2013—June 1, 2013 Volume III, 2013—August 1, 2013 Volume IV, 2013—October 1, 2013

Subscriptionskeystone veterinarian is mailed to all PVMA members at no charge as a member benefit. Subscriptions are available to non-members for $30 a year or $10 for a single issue.

Notice to ReadersNeither this publication nor PVMA assume responsibility for material contained in articles and advertisements published, nor does publication necessarily constitute endorsement or approval of the advertiser, product, service, or author viewpoint by the keystone veterinarian, its editors and publishers, or the Pennsylvania Veterinary Medical Association. In addition, neither this publication nor PVMA guarantee the accuracy, reliability, or completeness of any facts, views, opinions, recommendations, information or statements contained within this publication.

Reproduction in whole or in part is prohibited without the permission of the Pennsylvania Veterinary Medical Association.

Copyright 2013: Pennsylvania Veterinary Medical Association.

veterinariankeystone

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The Results of the Boehringer Ingelheim Vetmedica Leptospirosis Survey Are In

We want to thank each of our members who participated in the Boehringer Ingelheim Vetmedica, Inc. (BIVI). We were

able to gather important information about canine leptospirosis for Pennsylvania. Each member who particpated in the online survey by reporting disease incidences in their practice helped to ensure accurate reporting of leptospirosis in our state.

Once the state and national survey results are tabulated and avail-able, you will be able to access the information at LeptoInfo.com/results. We will include the information in keystone veterinarian as well.Weencourageyoutosharetheinformationwithyoustaffandclients to increase their awareness of leptospirosis in your area.

Congratulations to the following members who won the drawings for their participation in the statewide survey:

iPad 3: Dr. Julie Holland, Littlestown Veterinary Hospital

25-dose tray of Duramine Max 5/4L vaccine: Dr. Sharon Horn, Wyoming Valley Veterinary HospitalDr. Harry Sachs, Crest View Animal Clinic, LLCDr. Kelly Scherer, Northeast Veterinary Referral ClinicDr. David Dorn, West Liberty Animal HospitalFrancine Mallon, University of Pennsylvania, School of Veterinary Medicine l

Letter to the Editor: Correction Needed

I appreciated Barb McCullough's article on rabies vaccination

highlighting the importance of vaccinating for rabies in the Volume IV, 2012, issue of keystone veterinarian.

However, one statement was incorrect or misleadingandshouldbeclarified.

In this article she states:

"Sadly, Pennsylvania law does not require the vaccination of those animals that are housed outdoors. If they never ever go in the house, then they are not required to be vaccinated."

This implies outdoor dogs are exempt from rabies vaccination and they are not. This exemptionappliesonlytothedefinitionofcats when it comes to rabies vaccination.

Thank you,

Amy J. Nesselrodt, DVM, Region II Veterinarian, Pennsylvania Department of Agriculture l

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WWW.PAVMA.ORGVOLUME I 2013 keystone veterinarian6

observations

So Who Is PVF Anyway?By Heather Berst, VMD, Editor

Do you know who PVF is? Do you know what they do? Chances are, if you are reading this you're a PVMA member. Even so, I'm guessing that

a lot of you answered no to the above questions. PVF is the Pennsylvania Veterinary Foundation and it is the charitable arm of PVMA.

In this changing world of veterinary medicine, I believe the veterinary communityneedseffectiveoutreachtothepublic.Untiltherecentpast,veterinarians have been considered one of the most ethical and respected professions. I still believe that veterinarians are respected as leaders in our communities, but I believe the internet age has chipped away at that image slightly. I typed in " veterinary profession respect" and a top search came up as a blog that discussed that some people do not trust veterinarians because they are just out to make money. We all know that is not true.

Now, I do not think this opinion is the norm, but I think our work is scrutinized more in this Internet age. What better way to make sure our profession stays "on top" as a respected, valued profession than to highlight to the community the charitable works done by veterinarians and veterinary organizations.

ThePVFisanonprofitorganizationfoundedin1983.ThemissionofPVFistohelpveterinarianscreateahealth-ier future for animals and you through funding veterinary student scholarships and supporting animal welfare initiatives such as Native American Veterinary Services (NAVS) and The Last Chance Fund (TLC).

I have been involved with the PVF for the past several years. I have really enjoyed being involved with the an-nualBarkinthePark5kRun&1MileDogWalkthatbenefitsTLC.TheLastChanceFundsuppliesfundingfor

veterinary care of abused or neglected, unowned compan-ion animals. It has been so ex-citing to see support grow for this event as well as see more and more pet owners come out to run with their dogs (and even one cat last year)! When I asked for donations for the race from the local commu-nity, people were excited it was veterinarians involved with the event.

I love the veterinary profes-sion and I want all of our com-munities to appreciate how much we care for and respect the people and their pets. My message- Get involved! Support the PVF. Donate your time or money. It is good for the veterinary profession and you may have some fun along the way!

To learn more about PVF, please visit www.pavetfoundation.org. l

Want to become a participating practice in The Last Chance Fund (TLC)? Contact PVF at 888.550.7862, ext. 106 or email Vyonne Miller at [email protected].

WHO has the Last Chance Fund helped?

Spike, a collie mix, was brought to TLC Fund par-ticipating practice, Animal Hospital of Willow Street, at 20-weeks-old with a metaphyseal fracture of the right femur, or a broken leg. He apparently had been hit by a car. While Spike was otherwise in good condition, he wasn’t microchipped and—

despitetheeffortsofthehospital—anownercouldnotbelocated.

Spike underwent surgery on his leg and received two pins to heal the fracture. By the next day, he was sitting up in his cage and, when coaxed out with food, walked well on his own. As he continued to heal at the hospi-tal, the veterinarians noted what a happy dog he was. Spike was adopted by a new owner and was able to go to a loving home. Without TLC, Spike might not have had this second chance on a new life in a new home.

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A Bank Line of Credit: When Does It Make Sense for Your Business?Provided courtesy of Waggoner, Frutiger, & Daub, LLP

Just exactly what is a bank line of credit and who should be using one? A bank line of

creditisnotagreatdealdifferentfromacreditcard. You make draws against your line of credit from time to time as you need cash. You pay interest only on the amount of the loan balance outstanding. You are expected to make pay-ments and occasionally bring your outstanding balance to zero. Let's look at an example.

Let's say that your bank has arranged for you to have a $100,000 line of credit. You are not ob-ligated to draw any of it at any given time, and you will pay no interest until you actually make a draw (much like you do with a credit card).

Assume that you want to build up your inven-tory for the holiday shopping season and need $30,000 to do so. After your inventory purchase, you still have $70,000 available even if the $30,000 is still outstanding, but you are only paying interest on the $30,000. You may have several occasions during the year to borrow on your line of credit. Since your line of credit is intended for short-term cash needs, your banker expects your balance to be paid downasyourcashflowimproves.

Do not use a line of credit for capital purchas-es. If you need to expand your building or buy new equipment, arrange a term loan for that specificacquisition.Youshouldnotuseacreditcard for such an investment, and you should not use your line of credit for that either.

If your business has at least two years of makingaprofit,youmaywellqualifyforabank line of credit. Start by checking with your current bank. Your banker would like tokeepyourbusiness,andifyourfinancialstatements support it, you will most likely beofferedaloan.Linesofcreditforsmallamounts may not require collateral. On larger loans, you may need to put up collat-eral, and you may need a co-signer.

A bank line of credit can make your operation moreefficient.Thereiscomfortinknowingthat you have a reliable source of instant cash for your short-term need. Most banks are willing to make loans to businesses that have uneven income cycles. You may want to shop around for the best loan terms. Some banks may already have several customers in your industry and do not want more (perhaps a

bank examiner's concern). Accordingly, their terms may be less favorable than some other bank or credit union.

Please contact us at 717.506.1222 or www.wfdcpa.com if you would like assistance in preparing a request for a bank line of credit. l

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the president’s two cents

Communication Is Key to a Successful AssociationBy Kenton Rexford, VMD

the president’s two cents

Our management team, our Board of Trustees, and our Executive Committee are dedicated to making PVMA the best organization it can be. We strongly believe that one of the most important components of

maintainingandimprovingPVMAiscommunication.Wewanttocommunicateeffectivelywithourmembersand we want our members to communicate with us. To that end, we have tried to provide many options for our members.

keystone veterinarianOur traditional “hard copy” publication keeps members informed on current PVMA news and events but also trendsintheprofession.You'llfindpracticalinformationyoucanuseinyourpracticeaswellasindustrynews,classifiedads,informationoncontinuingeducation,andmuchmore.

www.pavma.orgOur website and it has recently been redesigned and updated. I highly recommend you check it out! Almost any informationyoucouldwantisavailableonthewebsite.IfyouareinterestedincontactingPVMA,youcanfindour contact information plus much more about the association and what we're doing. LInks to our blog, Face-book page, Twitter feed, and upcoming meetings are on the website. In addition, if there's something you think our website should have that it doesn't, email your suggestion to Lori Raver at [email protected].

Vet BytesOur e-newsletter, Vet Bytes, goes out once a week to provide you with the latest information in the association and the profession. Rather than bombarding our members with a separate email on legislative issues, continu-ing education meetings, and general information, we've rolled it all into one weekly email so that you've got everything all in one place. If you are not currently receiving Vet Bytes from PVMA and would like to begin, you canchoose"yes"inthebroadcastemailsectionofyourmemberprofile.YoucanfindaccesstoyourmemberprofileundertheMyPVMAtabonthewebsite.Ifyoudon'tknowyourmemberlogintothewebsite,emailVyonne Miller at [email protected].

District MeetingsThese meetings provide the opportunity to meet our colleagues and our trustees and earn some CE while you’re at it. Executive Director Charlene Wandzilak has dedicated herself to attending one meeting in each district annually, and either President-Elect Dr. Sherrill Davison or myself will also attend one meeting in each district. In addition to the CE program, these meetings allow members to catch up with colleagues in their greater area and also allows PVMA to provide an update on what we've been working on.

CE MeetingsOur continuing education meetings are one of the things our members value the most. Not only are our meet-ings an excellent source of CE, they are also an opportunity to meet the PVMA management team and trustees. Nationally-recognized speakers provide valuable information on timely topics to make sure that you stay at the top of your game in the profession.

Management TeamThe members of the PVMA management team are available by phone or email Monday–Friday. We are fortu-natetohavesuchadedicatedandeffectivegroupworkingforPVMA.Theircontactinformationisavailableaton our website in the “contact us” section.

Board of TrusteesTrustees are your local “go to” people. If you want to know who your district trustee is, please go to on our website and look in the “About PVMA” section.

SurveysSurveys are an exceptionally helpful tool for shaping the future of PVMA. This is often how we gather the best informationonwhatyou'dliketoseeformemberbenefits,thekindofCEyou'relookingfor,andmore.Wedon'tsend them often, so when we do, please take the time to complete survey – we appreciate your input immensely.

We want to hear from our members and we want to keep our members informed. Please take advantage of some or all of the tools and opportunities to give us your input. Please help us to make PVMA the best it can be. l

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4th Annual Bark in the Park5k Run & 1 Mile Dog Walk

Come out with friends or with your pooch to run or walk for a good cause! Proceeds will benefit The Last Chance Fund (TLC) which provides funds for the care and treatment of abused or injured unowned companion animals. Participate in either our 5k run or 1 mile dog walk. Get pledges up until race day and all money will go to our Last Chance Fund. Come dressed up! Our

Halloween costume contest for participants and their dogs will be judged for prizes.

Full information and online registration will be available soon

at www.pavetfoundation.org.

Sunday,

October 27, 2013

City Island

Harrisburg

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from where I sit

Responding to Challenges Within Today’s Veterinary Profession By Charlene Wandzilak, Executive Director

E very day it seems there is a new challenge facing the veterinary profession. Just opening publications like DVM Newsmagazine, Veterinary Practice News, JAVMA, or the New York Times, or listening to conversa-

tions in meeting rooms, online communities, and more, the stressors of the veterinary world are evident. It’s daunting.Veterinarypracticesfacemanychallengestodaylikeprofitability,debt/salaryratios,toomanyortoofewveterinarians,internetpharmacies,bigboxstores,theeconomy,decreasesinregularpetcare,non-profithumane organizations with “low-cost” everything, and non-veterinarians chipping away at the scope of practice. The list goes on and on. Many would argue that the profession is heading toward disaster. However, no matter what you think about these challenges, one thing is for certain: the profession is evolving and change will be necessary to survive and—more importantly—thrive.

PVMA,asyourassociation,isactivelyworkingtomakethesechallengeslessdauntingbyfindingsolutionsandevolving with the profession. Here are some real ways that we are responding:

1.Profitability: Much of what we do is to ensure the vitality of the profession, and this includeshelpingyoubeprofitable.Ouradvocacyeffortsincludeprotectingveterinarypractice, limiting the unnecessary regulation, and helping legislators understand why veterinary services should not be taxed. We provide continuing education featur-ingexpertswhoofferwaystoincreasecompliance,increaseprofitability,andbettermarketing. We partner with companies to bring you discounts, better and exclusive benefitsasbusinessowners,andinsuranceproductsaimedatmeetingyourneedsandsaving you money.

2. Student Debt/Salary Ratios: We work with Penn Vet to advocate for state funding for the veterinary school to help keep tuition costs controlled and the AVMA on federal effortstoencouragefundingforfederalloanforgivenessprograms.Weoffertoolsandresources on debt consolidation and how to negotiate employment contracts, and weeducatelegislatorsontheimportanceoffindingfundingfordebtreliefforlargeanimal veterinarians once the state’s budget crisis under control.

3. Internet Pharmacies and Big Box Stores: We advocated with the AVMA on the fed-eral legislation referred to as The Fairness to Pet Owners Act and provided comments to the FDA when they reviewed the issue. We support you in practice with our Client Information Sheet, “Why Should I Buy My Pet Medication from My Veterinarian” and promote this to the public when we are at events such as the State Farm Show.

4. Sluggish Economy/Decreases in Pet Care: We partnered with Partners for Healthy Pets to bring you tools to use in practice that help clients understand the importance of preventive care. We highlight our members to the public through the Find a Vet section of our website and provide you continuing education on how to market your practicemoreeffectivelythroughtheuseofyourwebsiteandsocialmedia.

5. Misnderstanding the Value of Veterinarians: We promote veterinary medicine in all we do, from legislators to the public to stakeholder organizations, we promote the diverse and critical roles that veterinarians play in public health, food safety, and animal health.

6.TrainingandRetainingQualifiedStaff:Weoffercontinuingeducationtargetedatbuildingtheskillsofthepracticemanagers,certifiedveterinarytechnicians,andveterinaryassistantsinyourhospital.Wecreatedamembership category for practice managers so they can be part of PVMA and help us build useful tools and resources that help them help you. We also recently approved the creation of a membership category for veteri-nary technicians and assistants. If approved by our membership, this will bring the entire veterinary team under thePVMAumbrellasowecandevelopmoreresources,programs,andtoolstomakeyourstaffmorevaluable.

7.Non-ProfitOrganizations’Competition: Recently, in a local community, PVMA hosted two town hall meet-ingswiththeprivatepracticeveterinariansandashelterwhichisincreasinglyofferingmorelow-costservices.Theywereheldtotrytobringeveryonetothesametabletofigureoutwhatcouldbedonetohelpminimizethe negative impact to the veterinary community and identify ways the two groups could work together. While tense, the outcome is continued discussions and, at the least, more open lines of communication. At the last PVMA Board of Trustees meeting, the board discussed and approved the creation of a taskforce to evaluatetheissueofnon-profitorganizationsandtheirimpactonveterinarypractices.Ifyouareinterestedinparticipating, please email me at [email protected]. The taskforce will:

continued on page 11

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License Your Dog—It’s the LawBy George Greig, Pennsylvania Secretary of Agriculture, Harrisburg, Pennsylvania

Dogs are an important part of our families as loyal companions, protectors and

playmates. Few things beat coming home after a long week to my border collie, Max, wagging his tail. His thirst for fetch is insa-tiable and his energy on our Crawford County farm knows no bounds. That’s why my wife andIstopbyourlocaltreasurer’sofficeeachyear to purchase a license.

A dog license is an inexpensive way to keep peace of mind in case Max gets lost. It’s his ticket home, and it’s the law.

It’s the LawAll dogs three months or older must be licensed by January 1 of each year. Dog own-ers who do not license their dogs can be cited withamaximumfineof$300perunlicenseddog plus court costs.

Why License Your Dog?In short, it’s the law. But there are other benefits,too.

A dog license is your dog’s ticket home if he gets lost. A license can be traced 24 hours a day, every day of the year in any part of the state.

Additionally, when you purchase a dog license, you’re helping dogs throughout the state by supporting the Pennsylvania Depart-ment of Agriculture Dog Law Enforcement Office.Theofficehelpsensurethewelfareof breeding dogs and puppies in commercial breeding kennels, regulates dangerous dogs and oversees annual licensure and rabies vac-cination for dogs.

How to Get a License An annual license is $8.45 and a lifetime license is $51.45. If your dog is spayed or neu-tered, the annual fee is $6.45 and lifetime is $31.45. Discounts are available to older adults and people with disabilities.

Dog licenses are available from your local countytreasurer.Somecountiesofferonlinelicensing. Licenses may also be available through registered agents in certain counties, including retail businesses and veterinary offices.Contactyourcountytreasurerfordetails.

Rabies VaccinationIn addition to being licensed, all dogs three months or older must be vaccinated against rabies. Rabies is a fatal viral infection of the

central nervous system that is spread by infected animals.

Lost dogs can easily encounter wildlife. Wild-life rabies accounts for more than 90 percent of the reported rabies cases in the United States, with raccoons making up more than half of this total.

Rabies vaccination boosters must be given by a veterinarian to maintain a dog’s immunity every three years. Failure to vaccinate a dog canresultinamaximumfineof$300per unvaccinated dog violation plus court costs.

CanvassingDog wardens canvass neighborhoods across the state, knocking on doors to check that dog owners have valid licenses and up-to-date rabies vaccines for their dogs. Don’t wait for a knock, because Pennsylvania’s dog laws can be costly – in more ways than one.

For more information about dog licensing, visit www.licenseyourdogPA.com. l

Pennsylvania Secretary of Agriculture George Grieg and dog, Max.

• Developsurveysforsheltersandveterinarypracticestodeterminecurrentperceptions.

• Identifywaystomeasuretherealvs.perceivedimpactoflow-costveterinarycareservicessuch as spay/ neuter, vaccine, and wellness care on private veterinary practice.

• Identifywaystobuildrelationshipsbetweensheltersandveterinarycommunitiesthroughcollaboration, better communication, and common ground.

• Reviewlegalresearchandhistoricalevidencerelatedtolegalremediesforunfairbusiness environment concerns and identify the pros and cons of legal action.

• Reviewlegislativeproposalsotherstateshaveinitiatedandconsiderwhetherornotanyof these have value to consider for Pennsylvania and are feasible to move forward.

8. Non-Veterinarians Infringing on Scope of Practice: This issue has been around since the founding of our organization. In fact, it is cited as one of the reasons why PVMA was formed inthefirstplace.PVMAhasbeendiscussingwaystoaddressviolationsofthescopeofpractice and illegal practice with the State Board of Veterinary Medicine. While these discus-sionscontinueaswecollectivelytrytoidentifywayswecaneffectivelydealwiththisissuewithout opening the Veterinary Medicine Practice Act through legislation, the PVMA Board of Trustees has also approved the creation of a taskforce to identify the scope of practice is-sues of concern among our members and possible solutions and actions PVMA can take as an association. If you would like to participate on this taskforce, please email me at [email protected].

This is just a small sampling of the ways that PVMA is bringing relevance and value to your daily life. If we aren’t responding to your needs or concerns in practice or as a veterinarian, I encour-age you to email [email protected] and share how we can help. We truly want to have this organization be your “go to” resource and with your feedback and involvement, we can make that a reality. l

From Where I Sitcontinued from page 10

13_Volume_1.indd 11 5/8/2013 4:55:26 PM


PRACTICE PURCHASE

In our most recent article, we reviewed the talents and skills one

must have, or acquire, to be a success-ful practice owner. This article picks up with you being ready to take the plunge into the challenging world of practice ownership.

Buying a practice is often a better alternative than starting a practice. Manycommunitiesareeffectively

saturated with veterinary practices. There is not enough demand for another practice. An existing practice provides an equipped facility withatrainedstaffalreadyservingawell-establishedclientbase–andmostsignificant,ithasanexistinglevelofprofitability.Theseattri-butes allow a new owner to avoid many of the risks associated with a practice start up.

Whenyouencounterapracticepurchaseopportunity,thefirststepisto make sure that it is a match to what you are seeking. Is it located in a community that you can become involved in? Are the practice philosophy and the standards of medicine in line with what you be-lieveinandhowyouwanttopractice?Itisimportanttofindtherightpractice, not just the “right now” practice.

Once you have found the right practice, it is time to start your due dili-genceandtrulyassessthepurchaseopportunity.Theinitialfinancialdue diligence step is to determine whether the asking price is reason-able enough to warrant further consideration. The buyer must answer thequestion,“Isthisdealfairandaffordable?”

By Sherry Everhart BS, RVT, and David McCormick, MS, Simmons Mid-Atlantic, Boalsburg, Pennsylvania

Feasability AnalysisHavingasecondappraisalperformedinanefforttoassessthefairnessofapurchasepriceservesminimalfunction.Mostpracticesofferedforsale have already been valued and/or the seller has already formulated the initial asking terms. A seller is unlikely to change their price just becauseasecondexpertcomesupwithadifferentvalue.

Instead of a practice valuation, a purchase feasibility analysis is what is needed. It is one of the most valuable tools for assessing a purchase opportunity.

Feasibility analyses in general, are widely used to objectively assess thelong-termimpactofanysignificantexpendituresuchasinvestingin a piece of equipment (that new digital x-ray), a facility expansion, orotherinvestmentsinyourpractice.Itisthefirststeptotakebeforeanycommitmentsaremadeoranysignificantresources(yourcash)invested. As a savvy new practice owner, a purchase feasibility analysis willlikelybethefirstofmanyfeasibilityanalysesthatyouwill(orshould) use as a practice owner.

The purchase feasibility analysis is an objective test of the purchase scenario.Willthefinancialbenefitsofownershipoutweighthecosts?Ifitisfeasible,thenthetransactionislikelyfair,affordableandassumingyouhavegoodcredit,theveterinarylenderswillprovidethefinancing.In other words, you can proceed with the purchase. If it is not feasible, thenyoumaynotbeabletofinanciallysurvivethepurchaseandyoumaynotbeabletosecurefinancing.Purchasepricenegotiationwillbe needed. Now they can be based on the realities of the practice’s financialdatainsteadofanappraiser’sopinion.

Thefirststepinvolvesthepractice’shistoricfinancialdata.Thisdataprovides the foundation for the projections used in a purchase feasibil-

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A Feasibility ModelProjected Revenues- operating expenses

(including owner, rent)

=PracticeProfits

PracticeProfits+ owner compensation (i.e.,

doctor, manager)+ rent (if purchase real estate)= Cash Flow to Buyer

Cash Flow to Buyer- practice loan payments- real estate loan payments- estimated taxes

= Buyer Take Home

ity analysis. The data usually includes the last threeyears'financialstatements(profit/lossstatements, tax returns) and productivity reports (revenues by category, production by doctor, etc.) As a side note, this information will also be needed by your lender when a de-cision is made to proceed with the purchase. Thehistoricdatarevealsthepractice’sprofit-ability – the return on owning the practice.

Accuratelyassessingapractice’snetprofit-ability is integral to both a practice valuation and to a purchase feasibility analysis. It can also be one of the biggest challenges to a buyerintryingtointerpretthefinancialdataon their own. This is because a business’s taxreturnsandfinancialstatementsseldomreflecttruecashflow(i.e.profits).Instead,theyaredesignedtominimizetheprofitsinanefforttoreduceitstaxburden.Usually,further information and analysis are needed in order to obtain an accurate estimation of a practice'strueprofitability.Belowaresomeof the issues that often need to be addressed:

• Non-OperatingExpenses:expensesin-cludedinthefinancialsthatwillnotpasstoa buyer such as owner personal expenses

• Non-EconomicExpenses:expensesthatareinthefinancialsthatarenotactualflowsofcashsuchasdepreciation

• Non-RecurringExpenses:one-timeexpenses such as replacing equipment, remodeling the reception area, or facility repairs.

• Otherexpensesthatmaynotincludedinthefinancialsbutthatwouldbecomeanexpense of the buyer such as the owner’s partner/spouse doing the bookkeeping with-out compensation, a fair market rent and the current owner’s veterinary compensation.

Becauseoftaxstrategies,thefinancialstate-ments (usually a P&L or income/expense

statement) usually need to be adjusted and restated before they can be meaningfully applied in a feasibility analysis. These are fre-quently referred to as adjusted or operational income statements.

After the operational income statement is prepared, the next step is to determine the cashfloworbenefitstream(s)thatwillbeavailable to the new owner. There are poten-tiallyfoursuchbenefitstreamstoconsider:1. Thenetoperatingearningsorprofitsfrom

owning the practice2. The owner’s veterinary compensation3. The owner’s management compensation

(when applicable)4. The rent income collected from the prac-

tice (if real estate is involved in the sale)

The amount of owner compensation, both as a veterinarian and manager, to be used in the feasibility analysis (and in determining operational earnings) should be based on the level medical services revenue. This is best determined by using the practice’s productiv-ity reports such as revenues by doctors or sales by treatment reports. Your feasibility analysis may not provide a fair assessment of the purchase price if a reported industry ‘average’ for owner compensation is used instead.

The inclusion of rent income may or may not be applicable in the feasibility analysis depending on whether or not the buyer is purchasing the real estate. When rent is in-cluded, the rent assigned should be related to the value of the real estate and the prevailing commercial lease rates in the area where the practice is located.

Oncethebenefitstreamsareidentified,thedebt service (principal and interest payments on the purchase loan) and the taxes can be taken into account. Using the asking terms of

thesellerandthepotentialfinancingtermsof the lender, the debt repayments and annual tax liability should be projected over the entire term of the debt. For some, these calculations can be complex especially when the purchase includes both the practice and the real estate. It is helpful for one to be familiar with amortization and tax principles when making these projections.

Thedifferencebetweenthebenefitstreamsand the debt service and tax payments for each year (i.e., the after-debt, after-tax cash flow)representtheannualdollarsavailablefor the buyer’s household. This should be assessed most critically. Whether this will providesufficientpersonalincomeornot,can only be answered by the buyer and the answermaydifferfromonebuyertothenext.

Hopefully by this point, the buyer has al-ready performed a personal budget analysis and has thoroughly assessed their personal financialrequirements.Iftheresultsofthefeasibility analysis show only enough cash available to meet their personal debt and most basic needs, the decision to move forward may not be wise.

As with any feasibility analysis, a number of assumptions are required -- the rate at whichrevenueswillgrow,thelevelofprofitsexpected as a percent of revenues, tax rates, etc. While these may be educated guesses (usually based on what the practice has experienced) there are obviously no guaran-tees. Therefore, when doing the feasibility analysis,itisbeneficialtoshiftsomeofthekey variables up and down. Adjusting the revenuegrowth,thepracticeprofitability,thefinancingterms,etc.canprovideinsightinto positive and negative scenarios.


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7th Keystone Veterinary ConferenceAugust 15-18, 2013 . Hershey Lodge, Hershey, Pennsylvania

There is something for everyone! Keystone Veterinary Conference will host 30 tracks over 4 days in one of Pennsylvania’s premiere vacation destinations, “Chocolatetown, USA.”

FacultyLowell Ackerman, DVM, DACVD, MBA, MPAVeterinary Specialty Director, Zoetis, Westborough, Massachusetts

SPONSORED BY

A. Rick Alleman, DVM, PhD, DABVP, DACVPProfessor and Director of Laboratories, College of Veterinary Medicine, University of Florida, Gainesville, Florida

SPONSORED BY

Brady Beale, VMD, DACVO Veterinary Ophthalmologist, Veterinary Referral Center, Malvern, Pennsylvania and PETS Emergency Treatment Services, Lancaster, Pennsylvania

SPONSORED BY

Ellen Behrend, VMD, PhDJoezyGriffinProfessorinInternalMedicine,CollegeofVeterinaryMedicine, Auburn University, Auburn, Alabama

David B. Brunson, DVM, MS, DACVASenior Veterinary Specialist, Zoetis Animal Health and Adjunct Associate Professor, Department of Surgical Sciences, School of Veterinary Medicine, University of Wisconsin, Madison, Wisconsin

SPONSORED BY

Dennis E. Burkett, VMD, PhD, DACVECC, DACVIM (Cardiology)Cardiologist and Owner, Hope Veterinary Services, Malvern, Pennsylvania

Vickie Byard, CVT, VTS (Dentistry)President, PetED Veterinary Education and Training Resources, Warminster, Pennsylvania

CraigClifford,DVM,MS,DACVIM(Oncology)Director of Clinical Studies, Hope Veterinary Specialists, Malvern, Pennsylvania

Anne Desrochers, DMV, DACVIM, cVMAClinical Assistant Professor in Equine Internal Medicine, Marion DuPont Scott Equine Medical Center, Virginia-Maryland Regional College of Veterinary Medicine, Leesburg, Virginia

Amanda Eick-Miller, RVT, KPA CTP, VTS (Behavior)Veterinary Behavior Technician, The Behavior Clinic, Olmsted Falls, Ohio

Susan Ettinger, DVM, DACVIM (Oncology)StaffMedicalOncologist,AnimalSpecialtyCenter,Yonkers,NewYork

Karen Felsted, CPA, MS, DVM, CVPMChiefExecutiveOfficer,NCVEI,AmericanVeterinaryMedical Association, Schaumburg, Illinois

KarynGavzer,MBA,CVPMPractice Management Consultant, KG Marketing & Training, Inc., Springboro, Ohio

SPONSORED BY

Gary I. Glassman, CPAPartner, Burzenski & Company, PC, East Haven, Connecticut

Sandra Godden, DVM, DVScProfessor, Dairy Production Medicine, College of Veterinary Medicine, University of Minnesota, St. Paul, Minnesota

Tim Hackett, DVM, MS, DACVECCProfessor, Emergency and Critical Care Medicine, Department of ClinicalSciences,andSmallAnimalChiefofStaff,ColoradoStateUniversity Veterinary Teaching Hospital, Fort Collins, Colorado

Nan Hanshaw, DVM, DACVPMChief, Animal Health Division, Bureau of Animal Health and Diagnostic Services, Pennsylvania Department of Agriculture, Harrisburg, Pennsylvania

Bash Halow, LVT, CVPMPractice Management Consultant, Halow Tassava Consulting, New York, New York

PeterKintzer,DVM,DACVIMMedicalAffairsManager,IDEXXLaboratories,Westbrook,Maine

SPONSORED BY

Justine A. Lee, DVM, DACVECCAssociate Director of Veterinary Services, Pet Poison Helpline, St. Paul, Minnesota

Edward MacKillop, DVM, DACVIM (Neurology)Veterinary Neurologist and Neurosurgeon, Pittsburgh Veterinary Specialty and Emergency Center, Pittsburgh, Pennsylvania

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25 HOURSOF

APPROVEDCE CREDIT

Brian Palmiero, VMD, DACVDVeterinary Dermatologist, Lehigh Valley Veterinary Dermatology, Allentown, Pennsylvania

John Schumacher, DVM, MS, DABVP, DACVIMProfessor, College of Veterinary Medicine, Auburn University, Auburn, Alabama

Robert J. Silver, DVM, MS, MAChiefMedicalOfficer,RxVitaminsforPets,Niwot,Colorado

SPONSORED BY

AlizaSimeone,VMDRegion VII Veterinarian, Bureau of Animal Health and Diagnostic Services, Pennsylvania Department of Agriculture, Collegeville, Pennsylvania

Daniel D. Smeak, DVM, DACVSProfessor and Chief of Small Animal Surgery, College of Veterinary Medicine, Colorado State University, Fort Collins, Pennsylvania

David C. Twedt, DVM, DACVIMProfessor, Department of Clinical Sciences, College of Veterinary and Biomedical Sciences, Colorado State University, Fort Collins, Colorado

Matthew D. Winter, DVM, DACVRAssistant Professor and Service Chief, Diagnostic Imaging, College of Veterinary Medicine, University of Florida, Gainesville, Florida

Educational Tracks KVC will contain the following educational tracks during the 4-day conference.

Small Animal • Neurology • Dermatology • Radiology • Oncology • Cardiology • Anesthesiology • Diagnostics • InternalMedicine • Emergency/CriticalCare • Endocrinology • Ophthalmology • Toxicology • ClinicalPathology • SurgeryEquineBovine

Veterinary TechnicianPractice ManagementNVAP ModulesExoticsIntegrative MedicineShelter Medicine

Other Social EventsZooAmerica After Dark8:00–10:00pm

Join us following the reception for a behind the scenes tour of the zoo. The tour will consist of a visit to the Animal Health Center, a chance tofeedtheotters,aflashlighttourthroughthezoobuildings,theop-portunity to hold a small bird or touch an alligator or snake, and also watch fruit bats being fed. ATTENDANCE IS LIMITED TO THE FIRST 30 REGISTRANTS. The tour is NOT recommended for children ages 2 and under. Cost is $50 per person. Transportation will be provided.


FULL INFORMATION AND REGISTRATION FOR KEYSTONE VETERINARY

CONFERENCE IS AVAILABLE ONLINE AT WWW.KEYSTONEVETCONFERENCE.ORG.

Full details on sessions, fees, and online registration are available at www.keystonevetconference.org or scan the code at the right with your mobile device.

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HOTEL ROOM RESERVATIONSA block of discounted rooms is being held at the Hershey Lodge until July 9, 2013. Please call 1.800.HERSHEY directly before July 9 to make your reservation at the rate of $255 per night, single or double occupancy. After July 9, reservations will be accepted on a rate and space availability basis only. To book your room with the Hershey Lodge now https://resweb.passkey.com/go/PVMA2013.

FUN things to do in Hershey …

HERSHEYPARKwww.hersheypark.comEnjoy over 65 rides and attractions including 11 thrilling coasters, live entertainment, 20 kiddie rides, and the waterpark, Boardwalk at Her-sheypark. KVC attendees are also eligible to purchase discounted tickets to Hersheypark!

The Spa at the Hotel Hersheywww.chocolatespa.com TheSpaAtTheHotelHersheyoffersavarietyoftreatmentsincludingmassages, facials, body treatments, and hydrotherapy, medically-based skincaretherapies,men'sservices,teentreatments,pre-natalofferings,and salon services.

Hershey Trolley Workswww.hersheytrolleyworks.comAllaboard!Thisentertainingexcursionwillofferold-fashionedfunassingingtrolleyconductorsguideyouonaridethroughHershey, a town “built on chocolate.”

HERSHEY GARDENSwww.hersheygardens.orgHersheyGardensoffers23acresofyear-roundsplendorfeaturingbeautifulflowers,themegardens,andanoutdoorButterflyHouse.

The Hershey Storywww.hersheystory.orgLocated in the heart of Hershey, this world-class museum guides visi-tors on an inspirational journey through Milton S. Hershey's lifetime and beyond.

Indian Echo Cavernswww.indianechocaverns.com

Located in Hummelstown, just minutes from downtown Hershey, Indian Echo Caverns is home to sparkling crystal clear lakes, intimate passageways, and room after room of mystical beauty.

HERSHEY'S CHOCOLATE WORLDwww.hersheys.com/chocolateworldAt Hershey’s Chocolate World, kids and kids at heart alike can indulge in hours of chocolate fun! Featuring The Really Big 3D Show, The Great American Chocolate Tour ride, Create Your Own Candy Bar attraction, Hershey’s Dessert Creation Studio, and more! Located at the entrance of Hersheypark.

Outlet Shoppingwww.tangeroutlet.comTanger Outlets, located just minutes from the Hershey Lodge, is home to over 60 stores, including White House Black Market, Guess, Bath and Body Works, Disney Store, Aeropostale, Ann Taylor, Coach and much more! And remember, Pennsyl-vania does not charge sales tax on clothing.

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7th Keystone Veterinary Conference Registration FormAugust 15-18, 2013 . Hershey Lodge, Hershey, Pennsylvania

ATTENDEE INFORMATION—SECTION A

Registrant Name q VMD q DVM q CVT q Assistant q OfficeStaff q Other

Practice Name

Mailing Address City

State/Zip Phone Fax

*Email (Email address is required to receive confirmation) Spouse/Guest Name(s)

Iamafirst-timeKeystoneVeterinaryConferenceattendee: q Yes q No

CONFERENCE REGISTRATION—SECTION B

FULL CONFERENCE FEES Before July 15 After July 15 * Includes breakfast on 8/15, 8/16, 8/17, and 8/18, lunch on 8/15, 8/16, 8/17, and 8/18, one complimen-tary ticket to the reception on 8/16, and one complimentary ticket to the Hall of Fame Dinner on 8/16.

q PVMA Active Member $415 $455q PVMA Associate Member $435 $475q PVMA Practice Manager Member $225 $265q PVMA Recent Graduate Member (classes ‘10-’13) $200 $240q PVMA Life Member $200 $240q PVMA Student Member $30 $70q Non-Member Veterinarian $495 $535q Non-Member Practice Manager $265 $305q PVTA Member $195 $235qNon-MemberCertifiedVeterinaryTechnician $225 $265 qVeterinaryOfficeStaff/VeterinaryAssistant $195 $235

THURSDAY, AUGUST 15 ONLY FEES (Includes breakfast, lunch and reception)q PVMA Active Member $215 $255q PVMA Associate Member $235 $275q PVMA Practice Manager Member $175 $215q PVMA Recent Graduate Member (classes ‘10-’13) $150 $190q PVMA Life Member $150 $190q PVMA Student Member $20 $60q Non-Member Veterinarian $265 $305q Non-Member Practice Manager $195 $235q PVTA Member $155 $195qNon-MemberCertifiedVeterinaryTechnician $195 $235 qVeterinaryOfficeStaff/VeterinaryAssistant $155 $195

FRIDAY, AUGUST 16 ONLY FEES (Includes breakfast and lunch)q PVMA Active Member $215 $255q PVMA Associate Member $235 $275q PVMA Practice Manager Member $175 $215q PVMA Recent Graduate Member (classes ‘10-’13) $150 $190q PVMA Life Member $150 $190q PVMA Student Member $20 $60q Non-Member Veterinarian $265 $305q Non-Member Practice Manager $195 $235q PVTA Member $155 $195qNon-MemberCertifiedVeterinaryTechnician $195 $235 qVeterinaryOfficeStaff/VeterinaryAssistant $155 $195

SATURDAY, AUGUST 17 ONLY FEES (Includes breakfast and lunch)q PVMA Active Member $215 $255q PVMA Associate Member $235 $275q PVMA Practice Manager Member $175 $215q PVMA Recent Graduate Member (classes ‘10-’13) $150 $190q PVMA Life Member $150 $190q PVMA Student Member $20 $60q Non-Member Veterinarian $265 $305q Non-Member Practice Manager $195 $235q PVTA Member $155 $195qNon-MemberCertifiedVeterinaryTechnician $195 $235 qVeterinaryOfficeStaff/VeterinaryAssistant $155 $195

SUNDAY, AUGUST 18 ONLY FEES (includes breakfast and lunch)q PVMA Active Member $215 $255q PVMA Associate Member $235 $275q PVMA Practice Manager Member $175 $215q PVMA Recent Graduate Member (classes ‘09-’12) $150 $190q PVMA Life Member $150 $190q PVMA Student Member $20 $60q Non-Member Veterinarian $265 $305q Non-Member Practice Manager $195 $235q PVTA Member $155 $195qNon-MemberCertifiedVeterinaryTechnician $195 $235 qVeterinaryOfficeStaff/VeterinaryAssistant $155 $195

Before July 15 After July 15

ADDITIONAL PROGRAM REGISTRATION— PRE-REGISTRATION REQUIREDqThursday:Lunch&LearnwithDr.DanielJoffee FREE (limited to the first 100 registrants)

q Thursday: NVAP Training FREE

q Thursday: Animal Welfare Forum FREE

q Friday: Penn Vet Alumni Reception FREE

q Friday: Hall of Fame Dinner FREE (full conference registrants only)

q Saturday: Healthcare Reform Breakfast FREE

q Saturday: Healthcare 101 Breakfast Forum FREE

q Saturday: Practice Managers’ Roundtable Luncheon FREE q Saturday: PVMA Annual Membership Meeting/ FREE Refreshment Break

q Saturday: PVTA Annual Membership Meeting/ FREE Refreshment Break

q Sunday: Social Media for the Veterinary Professional FREE Workshop (limited to the first 30 registrants)

q Sunday: Lunch with the Expert—Dr. Richard Ford $55 (limited to the first 20 registrants)

q Sunday: Social Media for the Veterinary Professional FREE Workshop (limited to the first 30 registrants)

q Sunday: NVAP Training FREE

(All spouses and guests of convention registrants (over age 18) must be listed above and registered in Section C in order to receive a name badge for admittance to exhibit hall)

NON-MEMBER VETERINARIANS AND PRACTICE MANAGERS WHO ARE PENNSYLVANIA RESIDENTS THAT REGISTER

FOR THE FULL CONFERENCE WILL RECEIVE A FREE MEMBERSHIP IN PVMA FOR THE REMAINDER OF 2013.

SECTION B TOTAL: $

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When my 2-year-old cat went to The Cat Specialist in Castle Rock, Colorado, for his

exam, Dr. James Olson, DABVP, discovered signs ofgrade1dentaldisease.Caymusneededhisfirstprofessional dental cleaning. We scheduled the procedure for three days later. Caymus’ before-and-after photos showed that once light brown teeth were now pearly white. No extractions were necessary because he got treatment at the earli-est stage.

Because early treatment is best medicine, use these techniques to convince more pet owners to accept preventive dentistry.

Engage Clients in Oral ExamsFew pet owners look inside their animals’ mouths. Show them signs of gingivitis. During the oral exam, take a deep breath. Do you smell stinky breath? Tell the client, “That odor coming from your pet’s mouth is an oral infection. As his dental disease gets worse, serious health problems could happen. It’s common for pets to get painful abscesses or a toothache that causes them to eat less or not at all.

Getting Clients To Accept Earlier Dental TreatmentsBy Wendy S. Myers, Communication Solutions for Veterinarians Inc., Denver, Colorado

Bacteria in the mouth can pass through the bloodstream and per-manently damage the kidneys, heart, liver and lungs. A professional dental cleaning will remove built up tartar and plaque. I will have my technician explain our 12 steps of a professional dental cleaning and also talk with you about easy home-care products.”

Words like infection will motivate clients to treat now. Explain the medical consequences of delaying treatment. Always present treat-ment plans at the time of diagnoses so clients have information to make decisions.

Score Dental DiseaseJust as you do body condition scoring, assign a dental score of grade 1, 2, 3, or 4 to each patient. This medical recordkeeping habit encourages continuity of care in multi-doctor practices and is more accurate than mild, moderate, or severe. You also can track the progression of dental disease.

Tell the client, “When Caymus was here for his last preventive care exam, he had a dental score of 1. Without treatment, his oral disease has progressed to Grade 2, which is early periodontitis. See where his gumsareinflamedandswollen?Hismouthispainful,andbadbreathis noticeable. Professional treatment combined with home care can prevent this condition from becoming irreversible.” Use a tongue depressortopointoutinflamedareas.

Provide a Dental Report CardVirbac’s free dental report cards (brochure #VP028) have images of Grade 1 to 4 dental disease in dogs and cats. Circle the pet’s grade of dental disease. Seeing the progression of oral disease can show clients what lies ahead without treatment.

Show Clients What Happens Behind the ScenesPictures can increase acceptance for treatments. Create a smile book showing each step of a dental cleaning, or make a slideshow for exam-room computers or tablets. Your dental slideshow also can serve as a screen saver, playing images when computers hibernate.

Kathy Pershing, CVT, our dental technician at Animal Hospital Spe-cialty Center in Highlands Ranch, Colorado, is taking x-rays of a cat’s mouth. Let clients know that x-rays show the inside of the tooth and root that lies below the gumline. Veterinarians and technicians make treatmentdecisionsbasedonx-rayfindings.

Schedule the Procedure Before the Client LeavesClients may be reluctant to schedule another visit after just paying, so schedulefirst,paylast.Thentheupcomingappointmentalsoprintsonthe receipt. The receptionist would say, “Dr. Your Name needs you to schedule a professional dental cleaning for Caymus. We’ll admit him to the hospital between 7:00 to 7:30am, and then Caymus will go home that same afternoon. Dr. Your Name can perform the procedure on Wednesday or Friday. Which works for you?”


practice pearlsOver the next few pages, PVMA has teamed with experts in veterinary dental care to emphasize the importance of veterinary dental care and ways to gain customer compliance.

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W hat do you think about dentistry and pets? Don’t tell me what you’re supposed to say; tell

me what you really think. Because if you are like most, I would say you don’t think it’s that important. Here’s why.

Anesthetic RiskLet’s face it. An adverse or sentinel anesthetic event

isdevastatingandeventhatwordisnotsufficienttodescribehowterrible such an event is. They have happened in our practices before. When they happen, it’s as if someone blows a hole in our gut. It takes over a space in our brain that turns black. We hold back on making recommendations for preventative dentistry because we understand that a mistake might not just hurt, it could kill.

MoneyAnd besides, dentals are expensive, right? You’re a client care rep; you’re a tech earning what…somewhere between 14-18/hr and you’re thinking to yourself a procedure that costs 400+ dollars is expensive. It would mean a deep, maybe even a real deep dig into your pocket to come up with that kind of discretionary money and you’re thinking it’s going to be just as bad for your client. Better to wait till you have a real medical issue to address.

What’s the point?Because after all … it’s only dirty teeth, right? Lots of pets have dirty teeth. Heck, you can probably think of a few humans that have them too. You don’t want to kiss either the pet or the human on the lips, but otherwise, what’s the big deal?

LanguageAnd even if I did believe in dentals, no one wants to do them anyway. I’m constantly telling people in the room, “Lady, your dog needs a dental” and then I hand them the estimate and I never hear from them again. So, yes, I know I’m a veterinary professional and I’m supposed to recommend dentals, but when push comes to shove, these ob-stacles are too challenging to client compliance and my own personal buy-in.

Well all I can say is thank you for admitting it. But regardless of the obstacles you face in earning client (and your own buy in), the follow-ing dental facts remain unchallengeable.

1. Dental disease is progressive and will, in almost all cases, progress to severe stages that may result in secondary, acute medical condi-tionslikejawfractures,fistulasandabscesses.

2. Dental disease causes irreversible, detrimental bone loss and produces measurable changes to major organs like the kidneys and the heart that may or may not cause secondary more acute problems.

3. It hurts4. It leads to measurable bacteremia which may or may not compro-

misethepatient’squalityoflife/healthanddefinitelyincreasestheir risk level for anesthesia

Hey Lady, Your Dog Needs A DentalBy Bash Halow, CVPM, LVT

5. Treating more advanced dental disease is costlier for both the practice and the client

6. Treating more advanced dental disease increases anesthesia time…another way of saying that anesthetic risk is heightened.

7. Advanced dental disease occurs mostly in older patients who are more at risk under anesthesia.

I haven’t been to your practice, but I’m willing to bet that your Mission says something about high quality medicine. All of us need to look at our laissez-fair approach to dentistry with respect to that com-mitment. Taking time to address your four major concerns about dentistry,notonlysatisfiesyourambitiouscommitmentstopatient

care,italsosatisfiesyourothergoalswithregardstoclientcare,teameffortandaqualityworkenvironmentthatIknowarealsoarticulatedin your Mission.

Takethetopicofdentistrytoyourteam,notinanefforttoimprovesales,butinanefforttoimprovewhoyouareashealthcareproviders;who you are as an employer; and who you are as an advocate for both patients and clients. Improved dental sales shouldn’t be a chance to smile all the way to the bank, but a chance to smile at one another for living up to the core values that drew you to our profession to begin with. l

Bash Halow, along with Dr. Howard Gittleman, Brenda Tassava and Vicki Byard, will be speaking on dental disease at the upcoming 14th Annual Spring Clinic.

what's the point?because after all …it's only dirty teeth, right?

practice pearls

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By Vickie Byard, CVT, VTS (Dentistry), President, PetED Veterinary Education and Training Resources, Warminster, PA; www.PetEDVeterinaryTraining.com

T he majority of our clients have not been

to veterinary school, a veterinary technology pro-gram, and many have no

medical training whatsoever. Sometimes we need to be reminded that although we know what we are talking about and understand the procedures and costs, our clients may not. This is most evident in the way we communicate with our clients when we are talking about the patient’s needs in relation to dentistry.

The most common word we throw around in relation to dentistry in veterinary practice is the word dental.

• Fluffyneedsadental.• WecandoadentalwhileGraceisunder

anesthesia.• MayIscheduleyourpet’sdental?• HowisDarwindoingafterthedental?

So, let me ask you, what is a dental? Is it a cleaning? Does it include x-rays? How much does one cost? How long does a dental take?

The Language of Dentistry

Willmydoglookdifferentafteradental?Will he be in pain after a dental? Why does a dentalcost$300atXYZAnimalHospitalbut$500 at ABC Veterinary Center?

I like to compare the word dental, which by the way is an adjective and not a noun, similar to the word hairdressing. If I called a friend and told her that I could meet her for lunch after I had a hairdressing, she would have no idea what I was having done. Was I getting my hair trimmed? Was I getting my hair colored? How long would it take? What was this going to cost? What can she expect to see when she sees me?

Some of the dentistry experts have changed their wording to dental assessment. That wording helps the owner know that we need to further appraise the mouth. It instills the idea that until the patient is under general anesthesia, we cannot know the severity of the disease present.

I would suggest considering some additional language centered on dentistry activities.

• Fluffyneedsadentalassessment.• Wecanscheduleadentalcleaningand

assessment while Grace is under general anesthesia.

Also, we often need to be reminded that words have power. For instance, veterinary profes-sionals commonly use the word should in regards to their recommendations. How often do we say should when what we really mean to say is need. The reality of periodontal disease is that our patients need to have preventive dentistrydonetohaveanyfightingchancetodecrease the resultant infection and probable discomfort. There is no other way around it.

As a consultant that travels great distance in my carandonadefinitiveschedule,Idependonmy mechanic to help me keep my car as reliable transportation. So, I expect him to tell me that I need to change the oil every 3,000-5,000 miles andthatIshouldchangethecabinairfilterfromtimetotime.Therearedifferenturgenciestothose recommendations. Our clients depend on us to communicate the urgencies correctly. I am not an automobile expert, so I depend on the mechanic that I trust to communicate my car’s needstomeeffectively.

• Gunnieneedstohaveadentalcleaningand assessment. I am concerned about this fractured tooth.

• IseeKittyhasneverhadanydentistry.Sheneeds to be scheduled for a cleaning and assessment so that we can make sure she doesn’t have any painful lesions.

When we see gross clinical dental disease, we need to be clear about that. Instead of recommending a dental, consider recom-mending treatment for that abnormality.

• MrsSmith,Iseeevidenceofsomeprettyprofound periodontal disease. Without X-rays,Icannotdeterminehowsevereitisnorhowmanyteethareaffected.Istronglyrecommend that we schedule a dental cleaning and assessment and plan on there being some level of periodontal therapy.

Marketing has a nasty reputation in medicine as though it is dirty and has no place in the healing arts. Unfortunately, if we refuse to learn and employ them some basic marketing fundamentals, we will not have the opportu-nity to do what we went to school to do, to prevent disease in companion animals. So, if it makes you feel better, call it communication,

veterinary technology corner

13_Volume_1.indd 20 5/8/2013 4:55:37 PM


but these are some of the marketing tenets that veterinary practices need to embrace:• Awareness: Your clients need to be aware of

the need for preventive dentistry. Unfortu-nately, stating it once is not enough. Market-ing experts used to say a person needs to hear the message seven times for it to get into their subconscious. In this day and age, due to the noise and information we are rapidly exposed to, it may be many more times than that. Believe me, there is no coincidence that com-panies pay such exorbitant amounts of money to play commercials over and over again. Coca Cola doesn’t sell a Coke to every person that seesthecommercialthefirsttime.

• Need: They have to feel that they have to provide the service. For them to feel they need to provide that care, they must hear the recommendation. In 2009, the Ameri-can Animal Hospital Association's (AAHA) follow-up report to the Client Compliance Survey reported that 15% of the pets with grade 2-4 dental disease had no recom-mendation in the medical record.

• Trust: The relationship between you and the client is paramount in their accepting

your recommendations. The more the client feels that you care about them and their pets, the higher your compliance rates.

• Price:Veterinarystaffmembersneedtounderstand that they cannot know what a client is willing to spend in regards to the welfare of their pets. It is not our job to decide what a client is willing to spend. WhenAAHAputouttheirfirstClientCom-pliance Survey, only 7% of the people that received recommendations for dentistry services declined due to cost.

• Choices: Now is the time. We are still in a time when your competition may not be doing a lot of dentistry today, but the climate is rapidly changing in veterinary medicine. Our surgery suites are not as busy with the elective procedures as they once were and many practices are looking to dentistrytoclosethatfinancialhole.Youarein a position to be the leader in dentistry, rather than be the practice that has to play “catch up” to the hospital down the street.

• Memory: Your clients are busy people. As soon as you make the right recommenda-tion, with the right words, and the client

looks as though they will comply, she will go hometofindouthermotherhasfallenandis in the hospital. The client’s other pet ate a bag of chocolate chips or their daughter came home to announce a new engage-ment. You are competing with life. So, you needtofindwaystoremindthatsameclient that Gunnie still needs to have that discolored tooth assessed. You must feel you are not pushing them, you genuinely care that Gunnie may be uncomfortable.

Wemakegreatsacrificestobeapartofthisprofession. We chose this profession to help animals despite the cost of the education, the long hours, and the dirty nature of the work. When we are communicating and providingdentistryserviceseffectively,wearefulfillingthecarefullycraftedwordsofour mission statements. Dentistry truly is wellness care at its best. l

Vickie Byard, CVT, VTS (Dentistry) is President of PetED Veterinary Education and Training Resources and is currently collaborating with the Halow Tassava Consulting's Rock 'em Sock 'em Dentals Workshops at the PVMA Spring Clinic in State College.

veterinary technology corner

13_Volume_1.indd 21 5/8/2013 4:55:37 PM


Veterinarians are encouraged to urge their congressmen to support HR 1528,

the Veterinary Medicine Mobility Act to allow veterinarians to transport controlled substances for treatment of animals.

The Drug Enforcement Agency’s (DEA) inter-pretation of provision within the Controlled Substances Act (CSA) and resulting federal regulations make it illegal for registrants to transport substances for use outside of a

HR 1528—THE VETERINARY MEDICINE

Mobility Actregistered location. Veterinarians must be permitted to transport controlled substances outside a registered location (ie: clinic, hospital,office,orclinician’shome)topro-vide comprehensive veterinary care and to protect animal health and welfare.

Recognizing there are circumstances in which an animal cannot be brought to the veterinarian’s registered location or when a veterinarian must transport controlled sub-

stances, the DEA maintains that a statutory change is required to address the regula-tion preventing veterinarians from legally transported controlled substances in these situations.

To that end, HR 1528, or the Veterinary Medi-cine Mobility Act (located at www.pavma.org) has been introduced. The Pennsylvania Veterinary Medical Association (PVMA) supports this bill and asks that you consider doing the same. Supporting the bill will:• RequiretheDEAtopromulgateregulations allowing veterinarians to transport controlled substances.• Facilitatequalitypatientcarebypermitting veterinarians to transport needed medications to veterinary patients.• Preventlegalactionagainstveterinarians who are appropriately handling controlled substances in the course of providing complete veterinary care.• Helpassuretheintegrityofthedrug dispensing and administration process by authorizing veterinarians to maintain control of these critical medications.

Listedinthesidebararestaffwith Pennsylvania representatives who sit on committees of importance for this issue.

Key Points• Veterinariansmustbepermittedto transport controlled substances outside a registered location (i.e. clinic, hospital, office,orclinician’shome)toprovide comprehensive veterinary care and to protect animal health and welfare.

13_Volume_1.indd 22 5/8/2013 4:55:38 PM


PA members sitting on the Energy & Commerce Committee• Representative Mike Doyle (PA-14)— Legislative Director, Ms. Jean Roehrenbeck, [email protected]

• Representative Joe Pitts (PA-16)—Legislative Director, Ms. Monica Volante, [email protected]. Representative Pitts is Chair of the E&C’s subcommittee on health and has the New Bolton Center in his district. He is generally very supportive of the veterinary profession and having his endorsement would be enormously helpful.

• Representative Tim Murphy (PA-18)— Legislative Director, Mr. Brad Grantz, [email protected]

PA Member Sitting on the Judiciary Committee• Representative Tom Marino (PA-10)— Legislative Director, Mr. Drew Kent, [email protected].

• Representative Keith Rothfus (PA-12)— Legislative Director, Ms. Danielle Janowski [email protected].

PA Members Sitting on the Agriculture Committee• Representative Glenn Thompson (PA-5)— Legislative Director, Mr. Matthew Brennan, [email protected]. Representative Thompson signed the Congressional letter sent to DEA in October regarding this issue.

• Veterinarian’sregisteredlocationorwhenaveterinarianmusttransportcontrolled substances, the DEA maintains that a statutory change is required to address the regulation preventing veterinarians from legally transporting controlled substances in these situations.

• RecommendationsbytheDEAonhowtotreatanimalswhileadheringtothelawand regulations create serious concerns about the potential for drug diversion and for negative consequences to animal health, animal welfare, and public safety.

Supporting This Bill Will• RequiretheDEAtopromulgateregulationsallowingveterinarianstotransport controlled substances.

• Facilitatequalitypatientcarebypermittingveterinarianstotransportneeded medications to veterinary patients.

• Preventlegalactionagainstveterinarianswhoareappropriatelyhandlingcontrolled substances in the course of providing complete veterinary care.

• Helpassuretheintegrityofthedrugdispensingandadministrationprocessby authorizing veterinarians to maintain control of these critical medications.

The American Veterinary Medical Association (AVMA) and PVMA applaud US Representa-tives Kurt Schrader (D-Oregon) and Ted Yoho (R-Florida) for introducing this legislation that corrects a restriction in the Controlled Substances Act (CSA), which prevents veteri-narians from transporting or using controlled substances outside of their registered places of business.

“As Congressmen Schrader and Yoho can attest, being a veterinarian does not start and stop within the walls of the veterinary clinic. Animals come in all shapes and sizes, and live and roam in a variety of settings,” said Dr. Mark Lutschaunig, director of AVMA’s Governmental Relations Division. “To provide complete care for their animal patients, veterinarians must have the ability to transport the medications they need beyond their brick-and-mortar clinics. On behalf of the U.S. veterinary profession, we are pleased to see this legislation introduced and we encourage Congress to pass it quickly for the health and welfare of the nation’s animals, to safeguard public safety and to protect the nation’s food supply.”

Those interested in learning more about this issue or signing on to the legislation can contact Mr. Chris Huckleberry, [email protected],inRep.Schrader’sofficeorMr.LarryCalhoun, [email protected],inRep.Yoho’soffice.

Please contact your congressmen to let them know of your support and the importance of the Veterinary Medicine Mobility Act. To see who has already signed the Statement of Support, including PVMA, and the AVMA's Issue Brief highlighting key points of the bill, visit www.pavma.org. l

" … being a veterinarian does not start and stop within the walls of the veterinary clinic. Animals come in all shapes and sizes, and

live and roam in a variety of settings."

13_Volume_1.indd 23 5/8/2013 4:55:38 PM


Do you know someone who is deserving of an award? Maybe a friend, colleague,

mentor, or associate is an unsung hero, has been a champion for the profession for a number of years or has provided countless hours to a charity? Nominations are now being accepted for the 2013 Annual PVMA Awards.

Dr. A. Wayne Mountan Media AwardEach year, the Pennsylvania Veterinary Medi-cal Association presents the Dr. A. Wayne Mountan Memorial Media Award to the news media of Pennsylvania for excellence in com-municating veterinary medical contributions to animal and public health to the public. Each award consists of an engraved plaque and a cash prize for the recipent. As many as four awards may be presented each year.

Newspapers: News stories, features, columns or editorials.

Magazines: Articles, editorials or columns, from company and employee publications, trade journals and general or special interest publications.

Broadcast: News stories, features or regular programs.

Internet: Online newspapers and blogs.

Nominate a Colleague for a PVMA AwardFor full details on the requirements for this award, visit www.pavma.org.

Wodan Animal Hero AwardThe Wodan Animal Hero Award was cre-ated in 2001 to recognize the courageous and heroic acts of Pennsylvania animals in the preservation and protection of animal or human life. The award was named after its inaugural recipient, Wodan, a Harrisburg City police dog who was injured in the line of duty.Wodan,aBelgianMalinois,andOfficerMichael Lamonto responded to a call of an armed person with a gun. Upon reaching the scene, a suspect for another crime was identi-fied.ThesuspectranfromthesceneandWodan was released to apprehend him and was shot four times. Even gravely wounded, Wodan was able to detain the suspect until theofficerscouldapprehendhim.

The AwardThe Wodan Animal Hero Award includes a commemorative plaque and a $200 donation in the animal’s honor to an animal-related charity.

General Rules1. Entries for the Wodan Animal Hero Award

must be for events that took place be-tween May 1, 2012, and April 30, 2013.

2. Entries must be received by May 31, 2013.3. Elaborate presentations are not necessary,

but entries should be neat and orderly.

4. An applicant may submit multiple entries in one year.

5. All entries must be accompanied by the following information:

a. Name and description of the animal hero

b. Date of occurrence of courageous or heroic act

c. Name of animal’s owner d. Contact information for the animal’s

owner e. Contact information for the person

submitting the entry6. Entries will not be returned to the appli-

cant. Please send us a copy of your entry if you desire to keep the original.

Veterinarian of the Year AwardThe Veterinarian of the Year Award is present-ed to a member of the Pennsylvania Veteri-nary Medical Association for an outstanding

achievement in veterinary medicine within the year in which the award is given.

Public Service Award of MeritThe Public Service Award of Merit is present-ed to a member of the Pennsylvania Veteri-nary Medical Association for an outstanding act or achievement of public service.

Distinguished Veterinary Service AwardThe Distinguished Veterinary Service Award is presented to a member of the Pennsylvania Veterinary Medical Association for distin-guished service to the veterinary profession over a period of years.

Lifetime Achievement AwardThe Lifetime Achievement Award is pre-sented to a member of the Pennsylvania Veterinary Medical Association who has demonstratedalifetimeofselflessdedica-tion to veterinary medicine, the health and welfare of animals, and the betterment of the profession.

Distinguished Veterinary Service AwardThe Distinguished Veterinary Service Award is presented to a member of the Pennsylvania Veterinary Medical Association for distin-guished service to the veterinary profession over a period of years.

TheGeorgeB.WolffLegislative Leadership AwardTheGeorgeB.WolffLegislativeLeadershipAward will be given to a PVMA member veterinarian or veterinary student who has shown dedicated leadership in legislative advocacy at the state or federal level.

Veterinary Industry Partner AwardThe Veterinary Industry Partner Award is pre-sented to a Veterinary Industry Partner mem-ber of the Pennsylvania Veterinary Medical Association for steadfast commitment to the association and the veterinary profession.

To make a nomination for any of these awards by May 31, contact Lori Raver at [email protected]. Full details on the requirements for each award are available at www.pavma.org. l

13_Volume_1.indd 24 5/8/2013 4:55:39 PM


It's vital to get the word out about the importance of veterinary care, and where better to start than with kids? In recognition of National Pet Week, May 5-13, 2013, PVMA is again running its annual digital photography contest for all Pennsylvania children in grades K-12. Children must submit a photo which demonstrates the theme “A

Photo Shot of Love: Celebrating Healthy Pets,” and they could win a $50 prize. Please help get the word out in your area and encourage children to learn more about veterinary medicine in a fun and creative way.

Photos must be digital, no more than 2 megabytes, and should be submitted via email to Lori Raver at [email protected]. Photos should be solely the work of the student, and emails should include the student’s name, address, phone number, school, and grade.PVMAwillprovidea$50cashawardandaplaqueforthefirstplacewinnerineach grade. The winners of the statewide photo contest will also be invited to receive their award in person at the Keystone Veterinary Conference on August 15-18, 2013, in Hershey. The winning photos will be on display at the convention.

Rules1. The digital photography contest is for school age children, kindergarten through

12th grade. Children must be Pennsylvania residents.2. The photo must be solely the work of the student.3. The theme is “A Photo Shot of Love: Celebrating Healthy Pets.”4. Photos should be NO LARGER than 2 megabytes.5. Entries should be submitted by email to [email protected]. The email should

contain the student’s name, address, phone number, school and grade.6. Photos MUST BE RECEIVED via email by May 31, 2013.

Promote the Contest in Your Own Practice!

They can show their

friends!

Each entry to the PVMA Photo Contest will be added to our online gallery prior to judging in June so the students can share with their friends. Eachphotowilldisplaythestudent’sfirstname,grade, and school name. Visit www.pavma.org!

PREVIOUS WINNERS

Last Chance for Kids to Enter PVMA's Photo Contest

"A Photo Shot of Love: Celebrating Healthy Pets"

13_Volume_1.indd 25 5/8/2013 4:55:42 PM

what's the

VALUEof Your PVMA Membership?

otherbenefits• keystone veterinarian(officialpublicationofPVMA)—$30• 20%discountondisplayadsinkeystone veterinar-

ian—$45-385• Freeclassifiedadsinkeystone veterinarian—$35-300• FreeVetBytesweeklye-newsletter—$500• FreeAroundtheCapitolweeklye-newsletter—$200• Discountedlegalservices/consultation—upto$500

(10% discount up to $5000 in services annually)• Freenewgraduateemploymentcontractreview(within firstthreeyearsofgraduation)—$300

• Freeclassifiedadsforreliefveterinariansonwebsite—$35-300

• DiscountedclassifiedadsonVeterinaryCareerNetwork— $25-200

• Reduced Cost Book Program with Priority Press— $14-55(includes:Contracts,Benefits,andPractice:Manage-ment for the Veterinary Profession, Legal Consents for Vet-erinary Practice, Law and Ethics of the Veterinary Profession, and Job Descriptions and Training Schedules for the Veterinary Team)

Ifyouhavequestionsregardinganyofthebenefitsor

serviceslistedorhaveanideaforanewbenefit,contact

Charlene Wandzilak at [email protected].

• Discounted website advertising—$300• Insurance savings through pvmaAssure, PVMA's insurance

agency—$50-$500+ (includes long-term care, disability, life, and health, dental and vision)

• Energy Plus Buying Group average annual energy bill savings for homeowners—$225

• DiscountedHersheyparktickets(averagesavingsforfam-ily of four)—$40

• Discounted custom imprinting for cards and stationery (10% discount)—$25-100+

• 24/7/365 exclusive advocate to represent you and your interests with the legislature and regulatory agencies and with you in mind in everything we do!—PRICELESS

Total Potential Other Discount Savings: $3,735

$$$

additional savings for practice owners!• EnergyPlusBuyingGroupaverageannualenergysavingsfor

practices—$500

• Discountedon-holdmessagingsystems—$25-125

• Discountedbankcardprocessingservices—$200-1,000+

• InsurancesavingsthroughpvmaAssure, PVMA's insurance full-service, in-house agency—$500-$1,000 + (includes employee benefitpackagesandbusinesspropertyandcasualty)

Additional total savings for practice owners: $3,525

(based on non-member vs. member veterinarian full conference registration rate)

• WinterConference—$50

• SpringClinic—$50

• KeystoneVeterinaryConference—$80

• 3 Rivers Veterinary Symposium—$65

• PracticeManagementWebinarsandotherCE opportunities—$30-500

Total Potential Annual Educational Discount Savings: $545

educational discounts

13_Volume_1.indd 26 5/8/2013 4:55:43 PM


Sometimeseven the best clients

need reminded.

PVMA FACT SHEETS

Client education is important, but how much do your clients remember after they get home?

PVMA offers fact sheets on a variety of topics to help you educate your clients. Whether it's

disaster preparedness, safety tips, or the dangers of internet pharmacies, our fact sheets are an easy way to make sure pet owners have the

information they need at their finger tips.

Visit www.pavma.org and click on 'For Pet Owners'. You can download and print the

sheets or provide your clients with the link.

Also, our selection of fact sheets is constantly expanding. Have a new topic you'd like to see

covered? Email your suggestion to [email protected].

Morgan Elizabeth AgnewHaley Joan AndersenAlicia Justine Andras

Kathryn Doretta BachMichelle Nicole Balas

Vincent Ernest BaldanzaAudrey Ellen Barker

Ciara Ann BarrDaniel Joseph BelitskusJennifer Eileen Blewitt

Kaitlyn Marie BoatrightSandra Ann Bostic

Cortney Eileen BowerNancy Elizabeth Callori

Alexandra Grace CantelmoChristine Marie Caro

Nicolle Anna ChacoskyBenoit Clerc-Renaud

Anthony Louis ColandreoGenevieve Ann Comeau

Maura L. CommitoKathryn Rose Dalton

Eric James DeebleJolie Anna Demchur

Gayatri DhavanMolly Jane Harrington Domínguez

Lorna DoughertyHope Felice Douglas

Christine Barbara EvansSteven Fernández

Seth FingerShahinde FrederickBethany Jill Fruman

Robert Michael GauntBenjamin Donald Golas

Brittany Anne GrossAshley Anne Hard

Thomas Rudolph HartSara Michelle Haus

Megan Amanda HaysLillian Maxwell Bellamy Haywood

Robin Lynn HeagyJames Joseph Humenick

Emily Grant KaleczycShannon Michelle Kerrigan

Joe Albert KhodariBonnie Fay Kibbie

Jessica So Jung KimDana Koch

Samantha Marie KuhlesDaniel Benjamin Lantz

Michelle Ann LaperaRussell R. LaPierre

Meredith Leigh LearyJohn Litterine-Kaufman

Joanna Lewis LloydCandice Gail Lorandeau

Jonathan Llyle LustgartenZhaleh Nan MaguireSarah Rose Mainardi

Stephanie Ann MajeskiKimberly Marie Mann

Molly Bess MaurerMónica Cristina Mayol Sabatier

Damian MazzocchiDr. Meghan Nicole McCartin

Diane G. McDonaldChelsea Anne McIntyre

Mary Ann Louise McKissickKatherine Elizabeth Meyers

Julia Lynn MillerMolly Potekhen Miller

Natalie Jane MillerPaige Elizabeth Miller

Lea Antonietta MirabileAnne Marie Mitchell

Kristine Robin MontekioVijay Nair

Ashley Edith NavinKristen Emily Near

Anna Kawatsu NomuraStephanie Laing Olchowski

Kevin Matthew OranSarah Elizabeth Paumier

Lynda Maria PerezAudra Jo Pompeani

Courtney Graham PopeJamie Lynn Rettig

Cléo Piassa RogatkoAmanda Elizabeth Schuckert

Sara Frances SenterTravis Lee SeymourTiffanyLorettaSikalasTimothy Alan Sileo, Jr.

Anna Elaine SmithRachel Elizabeth SmithEmma Louise StanleyAndrew Michael StasRachel Amy Strauss

Alyssa Adora StruzynaSarah Elizabeth Sykes

Joel Duman TakacsAmanda Jacqueline Thomer

Alexander Edwin TunBryan Solomon VorbachJessica Rachel WallachAlison Nickol WeltnerClaire Amanda Wiley

Lauren Elizabeth WileyKatherine Lynn Williams

Stephanie WolstenholmeAdam Seth Yoskowitz

Joshua Storm Zuckerman l

Congratulations to the Penn Vet Graduating Class of 2013

13_Volume_1.indd 27 5/8/2013 4:55:44 PM


Give the client two-yes options rather than asking, “Do you want to schedule the proce-dure?” If the client doesn’t schedule, enter a callback in your practice-management software.

Follow Up With a Courtesy CallCreate a “dental recommended” service code in your practice-management software. When a receptionist sees “dental recom-mended” circled on the travel sheet or entered in the electronic medical record, she knows to schedule the procedure at check-out. If the client doesn’t schedule, enter the “dental recommended” code. Print an item description such as “Your pet needs a profes-sional dental cleaning now. Please schedule at checkout.” When setting up the code, se-lect a callback reminder in seven days. Then the callback will automatically post to your daily call report next week.

When you call the client as a courtesy reminder, say, “Dr. Your Name asked me to call you about scheduling Caymus’ dental cleaning so we can treat his infection and

slow the progression of his dental disease. When would be a convenient time for you to schedule Caymus’ dental cleaning … I have an opening on Friday or Monday … which best fitsyourschedule?”

Use the doctor’s name to bring authority and urgency to the follow-up call. Just as you did in the exam room, repeat the word “infec-tion” to encourage treatment. Asking when doyouwanttoscheduleismoreeffectivethan “Do you want to make an appoint-ment?” Direct the client to the next two avail-able appointments.

If the client declines, note it in the medical record and tell the doctor. If the patient has advanced dental disease of Grade 3 or 4, a veterinarian should call. Having a doctor call elevates the importance of treatment.

When your team promotes dental treatment at Grade 1, everyone wins. Early treatment is good patient care, saves the client money, and ensures the health of your practice. After hisfirstdentaltreatment,Caymusreturnedto his playful behaviors that afternoon—with a brighter smile and better health! l

Dental Treatmentscontinued from page 18

Wendy S. Myers owns Communication Solutions for Veterinarians in Denver. Her consulting firm helps teams improve compliance, client service and practice management. Wendy also is a partner in Animal Hospital Specialty Center, a 10-doctor AAHA-accredited referral practice in Highlands Ranch, Colorado. She has cats named Opus and Caymus. Follow her on Twitter @wendysmyers and on Facebook.com/csvets.

13_Volume_1.indd 28 5/8/2013 4:55:45 PM


T his issue’s PVMA member spotlight is on Dr. Travis Meredith, headofCommunityVeterinaryPartner’s(CVP)AffiliateHospi-

tal Group. Travis lives in Royersford, PA, with his wife Dr. Christine Meredith (also a veterinarian), two sons, and four dogs. He is also the incoming President of the Delaware Valley Academy of Veterinary Medicine and the Contributing Medical Editor for Today’s Veterinary Practice Journal.

Travis earned his DVM from the Texas A&M College of Veterinary Medicine, completed a residency in clinical reproduction at the Uni-versity of Pennsylvania, and is a Diplomate of the American College of Theriogenologists. In addition, he also holds a Masters in Business Administration from the University of North Carolina at Chapel Hill.

Did you always want to work on the business side of veterinary medicine? The business side of veterinary medicine was never part of the plan. I grew up in the Standardbred world tagging along with veterinarians around the backside of Maryland racetracks. For as long as I can re-member, I wanted to be an equine practitioner and while in veterinary school I became captivated with the equine breeding industry. I left my residency with the intention of running the clinical reproduction section of a large equine practice and the thought of ownership never really entered my mind.

How did you get here?Coming out of my residency, we had a great opportunity to buy a small animal practice from a retiring veterinarian in North Carolina and over the years we built that practice plus a referral reproduction prac-tice as well. But life always has a plan B and my love for cattle practice left me with a serious work-related injury and out of clinical work for over a year.

During that period, my wife sent me back to business school for my MBA.Fromthere,mycareertookoffinanunplannedpathofexcite-ment that has allowed me to be part of the leadership of a global animal health manufacturer, to help start up animal health companies get to market, and to develop a practice management business that was beyond the typical bland consulting.

So, what do you do today? Earlier this year, I took over one of the most exciting challenges I’ve had to date and one that I believe will be the model for the way veteri-nary practices thrive in the future.

IoverseetheCVPAffiliateHospitals,auniquegroupofindependentlyownedpracticeswhereourmemberssharethebenefitsofenhancedclient acquisition resources, management support, preferred vendor relationships, and access to best practices for business growth. We managememberhospital’sdaytodaymarketingefforts,weworktocreate new clients coming in the door, negotiate manufacturer and distribution agreements on their behalf, and create a common plat-form for taking advantage of proven, practice building tactics. Think of it as a really strong veterinary co-op.

TheAffiliateGroupgrewoutofCVP’scorebusinessofpartneringwithveterinarians in practice ownership. It was evident that many great own-ers were not ready for a partnership or sale but still wanted help with the increasingly challenging job of marketing and managing their practice.

member news

Member Spotlight :

Travis Meredith, DVM

TogetherwiththesupportofCVPbackofficepersonnel,ourmembers,and industry partners, we are strengthening today’s independent veterinary practice in a way that just isn’t accessible to the traditional stand-alone entity.

Do you miss clinical practice?Growingupintheequineworld,youlearntoappreciatetheinfluenceofweatheronyourlife.Iwilladmit,duringthefirstfewweeksofOcto-berandMarch,Ifindmyselfmissingthatelementofmyprofessionallife. But living in southeastern PA, once the winter weather of January and February hit, that longing for the outdoors seems to go away.

There is a perception that accompanies “corporate” veterinary medi-cine, what made you choose to follow this path?

Manygroupsareclassifiedinthecategoryof“corporate”medicineandthe reality is that there’s an entire spectrum of organized veterinary entities in today’s world. And just like everything else in life, there are good versions, bad versions, and those in between.

The decision for me to join a “corporate” group was based on my pro-fessionalandpersonalgoals.First,forme,CVPwasagoodfitperson-allyandculturally.Irealizedmypersonalitydoesn’tfitthetypicallargecompany culture, and that I would be much more successful in a more personal, hands on setting.

Second, I felt comfortable that we are all in it for the long term. Many ofthe“corporate”groupsouttherearebuiltaroundadefinedexitatadefineddate.Inmyopinion,thatcreatesasignificantconflictofinter-estbetweendoingwhat’srightmedicallyandwhat’srightfinancially.When you can approach things from a long-term perspective, you make better decisions for the practice.

Lastly, I had to be doing something that was positive for the brick andmortarveterinarypractice.Withwhatwe’redoingintheAffiliateGroup, we’re making independent veterinary practices stronger, more competitive, and more likely to thrive in today’s challenging economy.

It seems like you work with many practice owners who are pondering their plan for the future. What advice would you have for a practice owner thinking about their exit path?First and foremost, understand what’s most important to you when it comes to a future exit. Is it driven by the dollars associated with a


13_Volume_1.indd 29 5/8/2013 4:55:45 PM


Pou Sante: Amar HaitiBy Megan Murray (V'16) and Nikki Wright (V'14)

A group of veterinary students and veteri-narians are working in Haiti to foster sus-

tainable development by improving access to animal health training and resources.

Our project team is comprised of veterinary students and veterinarians from the Univer-sity of Pennsylvania community. We come from a variety of backgrounds, and share a passion for cultural exchange and the ability to use our knowledge, tools, and training to help others.

Haiti is the poorest nation in the western hemisphere, and has been tempered by natu-ral disasters, political instability, and thus a debilitated infrastructure. Many Haitians have restricted access to safe drinking water, inconsistent sources of food, income, educa-tion, and medical care. Raising livestock for income and nutrition is a valuable option for families that are trying to escape poverty. Unfortunately,animalproductionisdiffi-cult due to parasites, poor quality genetics, limited forage, unpredictable resources, unremitting natural disasters, and environ-mentaldegradation.Thelackofanefficientmethod to disseminate information and provide training and the limited number of Haitian veterinary personnel and resources further compounds this situation.

The mission of Pou Sante is to improve animal health and productivity, and thereby enhance human and environmental health, in communities in northern rural Haiti. We hope to create the opportunity for sustainable de-velopment through collaborative experiential education and access to veterinary medical resources, knowledge, and treatment.

‘Pou Sante’ means ‘for health’ in Haitian Cre-ole. We believe in a comprehensive approach to improving human and animal health. Our group is working with the community of Thi-beau in the North Department of Haiti to:

1. learn about local animal production practices;2. train a group of young community leaders in the basics of sustainable goat production including aspects of management, health, and business;3. empower these animal health leaders to influencethepracticesofthecommunity and develop an animal business cooperative; and4. work towards developing integrated agri- cultural systems, providing access to public health resources, and thereby establish a partnership that enhances animal, human, and environmental health.

The Pou Sante Project started when third year veterinary student, Nikki Wright, trav-

eledtoThibeau,Haitiforthefirsttimein2011 with World Vets. The project evolved from her connection to the community, and appreciation for its vibrant culture and inspir-ing sense of loyalty. Nikki was also particu-larly touched by their commitment to their animals, which are not only pets, but a crucial source of sustenance, both nutritionally and financially,forthepeopleofThibeau.Be-cause of their substantial investment in their animals and limited access to animal health knowledge and resources, they are eager for any opportunity to receive veterinary care andtraining.Sinceherfirsttrip,Nikkihasbeen working to envision a sustainable pro-gramthatwillmaximizeefficiencyofanimalproduction and support human and animal welfare, while providing a unique personal and professional experience for veterinary students. She has now traveled to Haiti three times, and has recruited an outstanding team of eleven veterinary students and multiple veterinarians to the team.

During our most recent trip to Thibeau in December 2012, three of the team members (Nikki Wright, Lisa Gretebeck, and Megan Murray) traveled to Haiti to collect informa-tion about the community that would help to improve the project. After conducting interviews with 15 local goat farmers in addi-tion to traveling to several homes to assess the health of the local goats, we began to strategize the future course of the project, which includes working with a small group of

Animal Health Leaders in Training: Fritz and his three brothers with some of their goats on their land in Thibeau.

Megan Murray with a group of young children that were enthralled with seeing a photo of themselves. These children rarely get to see what they look like.

penn vet news

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young community leaders to learn from their cur-rent practices and share our own knowledge and skills; and working alongside these young leaders to provide biannual animal health clinics and train-ing to the entire community.

We are in the midst of planning for our next trip to Thibeau, which will take place during May 2013. We will continue to work with our community youthleaderstowardseffectivegoatproductionpractices such as sustainable management, health and business. By traveling to Haiti we will provide these community leaders with the knowledge, skillsandresourcestopracticeeffectivegoatproduction, and empower them to spread these practices to other community members, in order to promote economic stability and food security. ThemaingoaloftheprogramistobenefittheHaitian community and in the same token, our veterinarystudentswillgainsignificantveteri-nary and cultural experience. We hope to foster a lasting relationship between our American team and Haitian team to sustain the project for years to come, and hopefully to inspire similar projects with other communities in Haiti and beyond.

If you would like to contact the Pou Sante team about volunteering, consulting, donations, or sponsorship please email us at [email protected]. You can also directly contribute to our online fundraiser at www.youcaring.com. l

Our Core Executive Team VeterinariansDr. Nate Harvey (VMD), Dr. Marie-Eve Fecteau (DVM), Dr. Kaitlyn Lutz (VMD)

Co-DirectorsAshley Nikki Wright (V14) and Megan Murray (V16)

Co-FounderLisa Gretebeck (V14)

Veterinary Student LeadersArielle Camp (V14), Alison Morgera (V14), Jesse Robinson (V14), Megan Fowler-Pollitt (V14), Lauren Harris (V15), Kate Huebner (V15), Alyssa Blaustein (V15), Natalie Boursiquot (V15), Kelly McCarthy (V16), Mara Kraenzlin (V16), Klaudia Polak (V16)

PartnersThe iF Foundation, The University of Pennsylvania, School of Veterinary Medicine

SponsorsNovartis, Penn GAPSA, SAVMA

Co-Founder Lisa Gretebeck with Nikki Wright, Megan Murray, and Whorrel, a Grenadian rasta goat farmer who the group consulted while in Grenada to visit The Grenada Goat Project Goat Dairy.

Co-FounderandCo-Director,NikkiWright,onherfirsttriptoThibeauinSeptember 2011 with an animal owner and her goat injured by a Machete

Co-Director Megan Murray with two of the children in Thibeau, WooWood and Kerri, at the rectory where the Pou Sante team stays when we visit.

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PVMA Has Been Out and About With Our Members!

During the Penn Annual Conference, PVMA President Dr. Kenton Rexford, Executive Director Charlene Wandzilak, and Director of Education and Events Christine Gacono hosted a focus group dinner with recent graduates. The purpose of the dinner, other than great food at Tequila’s Mexican Grill and even better company, was to gain insight into how PVMA can add the most value to their lives as the profession’s newest members and what impressions are of organized veterinary medicine. Pictured left to right (top): Brie Messier (PVMA Practice Manager member), Charlene Wandzilak, Dr. Katie Todd, Dr. Kenton Rexford, Dr. Kirk Breuninger, Dr. Nathanael Oster, Dr. Hillary Herendeen, and Christine Gacono. Bottom row left to right: Dr. Jennifer Jones, Yao Yao, Dr. Lauren Aldinger, and Dr. Yoon Chay.

At left: Executive Director Charlene Wandzilak and Director of Education and Events Christine Gacono met with student leaders during their time in Philadelphia for the Penn Annual Conference in March. Pictured left to right: V'16 PVMA Representative Killian Lenahen, Kristine Stellato (V’14), Chelsea McIntyre (V’13), and Dan Lantz (V’13). At right, Penn Vet students show their PVMA pride and that they know how to have fun!

Executive Director Charlene Wandzilak visits with Dr. Doug Schmidt, owner of The Patton Veterinary Hospital in Red Lion, PA.

PVMA visited Unionville Equine Associates in Oxford, PA. Special thanks to Dr. Christine Foster and PVMA Past President Dr. John Lee for their hospitality and tours of the beautiful, state-of-the-art facility. Left to right: Dr. Ricardo Loinaz, Dr. Christine Foster, Dr. Holly Mason, Dr. Jill Acland, Dr. John Lee, Dr. Patricia Blakeslee, Dr. Mark Donaldson, Dr. Emily Schaefer, and Dr. Steve Berkowitz.

member news

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member news

Welcome New Members

pVMA welcomes the following new members and thanks them for joining PVMA! (January 8,

2013–April 19, 2013)

Active-Recent GraduateDarah Himmelhoch, BVSc, Pittsburgh, PAAnn Mitchell, Malvern, PAJamie Kopper, DVM, PhD, Okemos, MIMary Ann McKissick, Harrisburg, PADevinne Bennett, DVM, Back Mountain Veterinary Hospital, Dallas, PACrystal Lock, DVM, Port Royal, PAAllison Pustelak, DVM , Hartstown, PAHeather Dein, DVM, Wallenpaupack Veterinary Clinic, Honesdale, PA

Academic Active Amy Johnson, DVM, University of Pennsylvania, New Bolton Center, Kennett Square, PAAmy Durham, VMD, Philadelphia, PAAmanda Fisher, DVM, Moon Township, PAKimberly Agnello, VMD, University of Pennsylvania, New Bolton Center, Kennett Square, PARoberta DiTerlizza, University of Pennsylvania, Kennett Square, PA

ActiveDeirdre Mason-Hauver, DVM, Waynesburg, PASusan Braudaway, DVM, Wilkes Barre, PAHeidi Nicolls, DVM, Greener Pastures Veterinary Service, Saegerstown, PABryan Nogay, DVM, Greener Pastures Veterinary Service, Saegertown, PATamara Padgelek, DVM, Monroeville Veterinary Service, Pittsburgh, PATrisha Young, DVM, Clarks Summit, PAAnn Cirillo, DVM, Seven Fields Veterinary Hospital, Seven Fields, PALaura Green, VMD, Stanglein Veterinary Clinic, Northampton, PAJessica Latham, VMD, Lancaster, PADaniel Pike, DVM, Dover Area Animal Hospital, Dover, PASharon Daub, DVM, P*A*W*S Mobile Veterinary Care, Millersville, PAMark Huber, DVM, Pet Emergency Treatment Service, Lancaster, PALisa Wade, DVM, Shiloh Veterinary Hospital, York, PAJessica Avery, DVM, Philadelphia, PA

Heather Swann, VMD, Downingtown, PAAshley Hammer, DVM, Willow Run Veterinary Clinic, Willow Street, PAJohn Marcus, VMD, John M Marcus Veterinary, Inc., New Hope, PANichole Danova, DVM, Veterinary Referral and Emergency Center, S. Abington , PAJohanna Vena, VMD, Cambria Veterinary Care, Johnatown, PAJennifer Shindle, DVM , McConnellsburg, PABarbara Smith, VMD, Ark Animal Hospital, Chalfont, PADorothy Clair, DVM, Green Lane Veterinary Hospital, Green Lane, PATodd Hasco, DVM, Newville & Holly Pike Animal Hospitals, Newville, PADeborah Urban, DVM, Troy Veterinary Clinic Inc., Troy, PADavid Peterson, DVM, Durham Valley Vets, Ottsville, PAMeg McBrien, DVM, Northeast Vet Referral & Emergency Hospital, Plains, PAJoyce Bendokas, VMD, Oxford, PAJoanne Thayer, VMD, Mill Pond Veterinary Clinic, Quakertown, PA

AssociateRichard Keller, DVM, Wiley Ford Animal Clinic, Wiley Ford, WVDavid Hopps, BVSc, PhD, Pinelands Veterinary Clinic, Southampton, NJDavid Hopps, BVSc, Yardley, PANicole Blanchette, DVM, Clifton Park, NYWhitney Miller, DVM, Medford, NJ

Industry PartnerTamaraZubillaga,PfizerAnimalHealth,Exton,PADavid Bailey, Bayer Animal Health, Bernville, PALisa Pecora, Boehringer-Ingelheim Vetmedica, Inc., St Joseph, MODaniel Eisenstadt, Community Veterinary Partners, BalaCynwyd, PATracy Emara, VetCor, Crofton, MDKaren Quinque, Zoetis, Pittsburgh, PA

Practice ManagerJudith Veghte, Anthracite Animal Clinic, Ashland, PAJill Turner, Morrisville Veterinary Hospital, Morrisville, PA

Hakim Franklin, Mt Airy Animal Hospital, Philadelphia, PABelinda Reynolds, LVT, Applebrook Veterinary Clinic, Oxford, PAJane Olson, Animal Medical Center, Trappe, PADon Gephart, Jr, Hopewell Veterinary Service, Stewartstown, PAE O'Connor, Mid Atlantic Veterinary Specialists, Malvern, PAAmanda Furda, Veterinary Management, Pittsburgh, PASabrenaMeyerhoff,RossmoyneAnimalEmergency Trauma Center, Mechanicsburg, PA

Part-TimeStaffVeterinarianElizabeth Miller, DVM, Millersburg, PA

StudentJonathan Madar, Philadelphia, PARachel Volle, Philadelphia, PALisa Brody, Philadelphia, PASimone Chew-Chin, Philadelphia, PALindsay Gallagher, Medford, NJMelissa Hanley, Kinnelon, NJJeremyKimmelsfiel,WhitePlains.,NYRachel Ruden, Manalapan, NJJessica Sheruda, Philadelphia, PAAmanda Wanner, Savoy, ILPatrick Boissinot, CVT, Danville, QCKatelyn Laury, Philadelphia , PATracy Young, Philadelphia, PA l

We want to know!Do you have a marriage, a birth, or other event in your life or practice you want to share? Tell us! We love to share member news within the PVMA family. Email Lori Raver at [email protected].

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member news

In February 2013, Veterinary Specialty and Emergency Center (VSEC) opened its second location, VSEC Philadelphia, at 1114

South Front Street in Philadelphia. This hospital brings our state-of-the-art, personalized specialty veterinary medicine to the Phila-delphia, South Jersey and Northern Delaware communities. These two new hospitals will help VSEC carry out its mission of enhancing the human-animal bond by providing our community of referring veterinarians and pet owners with exceptional emergency and spe-cialtyveterinarycare.Theownersleadthestafftoaccomplishthisgoal by modeling VSEC's core values of professional excellence, teamwork, integrity, compassion and service.

In 1994, Dr. Robert Orsher opened the doors to the VSEC, a 24-hour multi-specialty referral and emergency hospital in Bucks County, Pennsylvania.Hisgoalwastobringboard-certifiedspecialistsfrommultiple disciplines under one roof to practice as a cohesive team.

Veterinary specialists in behavior, cardiology, dermatology, di-agnostic imaging, emergency and critical care, holistic medicine and acupuncture, internal medicine, neurology/neurosurgery, oncology, and surgery have joined together to actualize Dr. Orsher’s vision.VSECoffersleading-edgemedicinewhileworkingcloselywithpet owners and their referring veterinarians to ensure the highest level of communication and care.

VSEC Opens a New 24-Hour Emergency and Specialty Hospital in South Philadelphia

VSEC Partners include Robert J. Orsher, VMD, DACVS, Co-Hospital Director, Chief of Surgery; Laura W. Tseng, DVM, DACVECC, Co-Hos-pital Director, Chief of Emergency & Critical Care; Alan R. Klag, DVM, DACVIM, Chief of Internal Medicine; and Maribeth J. Bossbaly, VMD, DACVIM, Chief of Cardiology. Congratulations, VSEC! l

Dr. Max J. Herman, 81, of Collegeville, passed away Wednesday, April 24, 2013, at Shannondell in Audu-bon. He was the beloved husband of Judy (McLaughlin) Bucko-Herman and the late Peggy Ann (Casson)

Herman. Born in 1931 in Selinsgrove, he was the son of the late Albert S. Herman and Jennie (Glace) Herman. Dr. Herman graduated from the University of Pennsylvania, School of Veterinary Medicine in 1959 and was thefounderofTrooperVeterinaryHospital.HebecameboardcertifiedinanimaldentistryandestablishedtheAnimal Dental Clinic. Max was active in his community. He was Past President of the Rotary Club of Norris-town, and a Paul Harris Fellow, with over 26 years of perfect attendance. He also received numerous awards over the years. In 2004, the University of Pennsylvania recognized him for his work with the Elmwood Park Zoo. In 2005, the Pennsylvania Veterinary Medical Association (PVMA) presented him with the Keystone Award, recognizing his hard work in co-founding the American Museum of Veterinary Medicine (AMVM).

In addition to his wife, he is survived by his children, Dr. Michael, Timothy, and Linda Herman Robinson; his brotherEdwin;andfourgrandchildren.Inlieuofflowers,contributionsmaybemadeinhismemorytoRotaryFoundation c/o Rotary Club of Norristown, PO Box 119,Oaks, PA 19456, or to the University of Pennsylvania, SchoolofVeterinaryMedicine,OfficeofDevelopmentandAlumniRelations,3800SpruceStreet,Suite172E,Philadelphia,PA,19104.

PVMA Says Goodbye to Dr. Max Herman

PVMA Says Goodbye to Dr. Calvin UmbleCalvin Umble, VMD, of Chambersburg died on March 23, 2013. Born in 1924 in Gap, PA, Dr. Umble was the son of the late ElamH.andAnna(Kauffman)Umble.HeandhisfamilymovedtoChambersburgin1967whenhebecamepartnerintheChambersburg Animal Hospital. Prior to joining the Chambersburg practice, Dr. Umble practiced independently in Honey Brook, and performed research pathology for Rutgers State University. Dr. Umble was very active in the community including being an elder and choir member of the Presbyterian Church of Falling Spring and serving as a volunteer docent guided tours of the Old Franklin County Jail and Museum. A veteran of World War II, Dr. Umble was awarded the Purple Heart for action in Germany. He is remembered for his sense of humor and as one who took an interest in all people. Dr. Umble is survived by his wife of 62 years, Mary Jane Walker Umble; three sons: Christopher; Dr. James, Dr. Karl; three grand-children; and other extended family. Dr. Umble will be interred at the Sadsbury Friends Meeting Burial Grounds, Gap. In lieu offlowers,memorialdonationsmaybemadetotheChoirFund,PresbyterianChurchofFallingSpring,Chambersburg.

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member news

BURKE SEAN GALLIGHERwas born on February 9, 2013, to PVMA District 7 Trustee Dr. Kimberley

Hershhorn Galligher and her husband, Russ. Congratulations!

MYLES ALEXANDER HONIGMANNwas born on March, 2013, to PVMA District 6 Trustee Dr. Andrea

Honigmann and her husband, Mark. Congratulations!

CONGRATULATIONS!Congratulations are in order for Dr. Ron Kraft who recently retired from

Trooper Veterinary Hospital in Norristown. Dr. Kraft joined Trooper in 1975 and purchased the practice with Dr. Michael Herman in 1993. After years of growing

the practice and even constructing a new facility, he has retired in order to pursue his many hobbies and spend more time with his wife, Linda. He continues to be

PVMA's Secretary-Treasurer. Best wishes, Dr. Kraft!

CONGRATULATIONS!Congratulations to District I Trustee

Adam Hoover on his recent engagement to Jessica Rae Moon.

Wedding bells are due to ring in September. PVMA wishes you

many years of happiness!

PVMA Says Goodbye to Dr. John ShookVeterinarian Dr. John C. Shook, VMD, of Mechanicsburg passed away March 30 at The Fairways in State College at age 90. Born in 1922 to John Gross and Cora Corman Shook of Spring Mills, John graduated from Penn State in 1942. He served in Germany during WWII before attending veterinary school. John opened his own large animal practice and then moved into regulatory service where his life's work focused on the control and/or eradication ofsuchanimaldiseasesashogcholera,brucellosis,tuberculosis,avianinfluenza,etc.JohnservedastheStateVeterinarian of Pennsylvania, and later the State Veterinarian of Maryland as well. He was a former President and long time Treasurer for the US Animal Health Association. He had a passion for golf and dachshunds. John was preceded in death by wife Jean Watts Shook as well as brothers Nevin and Justin, and is survived by sons John and Terryandthreegrandsons.InlieuofflowerspleasesendallgiftstoMechanicsburgPresbyterianChurch,300E.Simpson Street, Mechanicsburg, PA 17055.

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ClassifiedAdsVeterinariansSEEKING EMPLOYMENT—Senior citizen veterinarian, still hardworking and conscientious is seeking part-time employment in southcentral Pennsylvania. Dr. Deborah Stone. 717.334.9549.

DO YOU LIKEweekendsoffandnooncalltime?Busy 4-doctor small animal practice seeking a full/part-time, friendly, energetic, well-rounded veterinarian who wants to practice quality medicine and surgery. Potential to earn $100,000 plus per year, 401k, health insurance and many other benefits.Newgraduateswelcome.Ultrasoundexperience a plus. Call Dr. Beth Crombie at 570.523.3640 or email [email protected].

STAFF VETERINARIAN: The Western Pennsylvania Humane Society is seeking an exceptional veterinarian to join our team. Full time position preferred but part-time positions also available. The candidate will provide spay/neuter surgeries to both owned and shelter animals, wellness exams and treatmenttoownedanimalsthroughouraffordablewellness clinic, and care to the animals housed in ourshelter.Weoffercompetitivesalaryandbenefitscommiserate with experience. Recent graduates with shelter experience are welcome to apply. Email resume and questions to Dr. Blauvelt at: [email protected].

FULL-TIME ASSOCIATE veterinarian—buy-in potential. 3-doctor, full-service small animal hospital in scenic Berks County. Practices high-quality standardofcare.Exceptionaldoctor/supportstaffratio.Excellentbenefitandcompensationpackage.Visit www.antietamvet.com. Email resume to [email protected] or fax to 610.779.6079.

ASSOCIATE VETERINARIAN part or full-time for 2 doctor small animal practice in Erie PA. Excellent team and technology. After hours emergencies referred to emergency clinic. Positive attitude, excellent communication skills, and dedication to customer service required. Strong interest in surgery a plus. Resume and letter of interest to Scott Johns VMD, Fairview Veterinary Hospital, 7733 W Ridge Rd. Fairview, PA 16415, or [email protected].

Veterinary TechnicianFULL-TIME VETERINARY technician: An experienced anddedicatedfull-timecertifiedveterinarytechnician needed to join our great team. Visit www.leesportanimalhospital.com and Facebook. Interested? Fax cover letter and resume to 610.926.3860.

EXPERIENCED VETERINARY technician needed: We currently have an opening for an experienced veterinary technician. The practice includes 2 busy officeswithup-to-dateequipment.Thepracticeis strictly small animal—primarily cats and dogs. The focus of the practice is preventive and general medicine & general and orthopedic surgery. Experience in surgery/anesthesia is a plus. Must be willing to work some nights and weekends. Schedule

willinvolvesomehoursinbothoffices.Youmayemailyour resume to [email protected] or mail it to Jeni Cleveland, 12043 Route 287, Middlebury Center, PA 16935. No phone calls please.

QUAKERTOWN VETERINARY Clinic (a 24/7 mixed animal practice) currently has evening/weekend/overnight openings available. Candidates must hold current registration/license or be a graduate of an accredited veterinary technology program andeligibletotakestateexamwithinthefirstsixmonths of employment. Interested candidates may apply in person at reception, email a resume and cover letter to [email protected] or leave a voicemail for Mary Kury, CVT/Technician Supervisor at 215.536.6245 with any questions.

Practice ConsultantPRACTICE SALES and appraisals—Why pay 8-10% in commissions to help you sell your practice? Our company has the knowledge and experience to produce significantsavingsforyou.Calltoinquireaboutourrates. No obligation. Practice valuations starting at $2500. Ark Business Consulting. Alan Glassman, VMD; David Cherst, CPA, MBA. 610.283.3476.

Relief VeterinariansENERGETIC VETERINARIAN relocated to the area looking for part-time or relief work in small animal practices in Lancaster, Berks, and Lebanon areas, as well as portions of Dauphin, York, Schuylkill, and Lehigh counties. Comfortable providing both routine and emergency care to small animals, including birds and pocket pets. Please contact David J. Henzler, DVM, PhD, at 717.341.4357, [email protected].

S. RAE BRAUDAWAY, DVM. OSU 2007, internship trained (University of Minnesota), 4+ years in small animal referral emergency practice. Available for relief and part-time work in small animal clinics within 100 miles of the Wilkes-Barre/Plains area. Competent medical and surgical skills, practices progressive high-quality medicine. 517.599.1221, [email protected].

RAJU KACHAM BVSc, veterinarian with 5 years of experience in small animal medicine and surgery. Licensed and available for relief veterinarian services in both Pennsylvania and New Jersey states. Please contact me at 484.560.7714 (cell) or by email at [email protected].

SAFI CHAND, DVM. Compassionate, productive small animal veterinarian, strong interpersonal, medical and surgical skills, >5 year experience in referral/ER,exotics, available weekends, weekdays and nights. 413.636.9209; [email protected].

EXPERIENCED, SURGICALLY-COMPETENT veterinarian available for relief employment. York, Adams, Lancaster, Dauphin, Cumberland, and Franklin Counties. Allan Hill, VMD, 717.723.6559.

BONNIE J. MILLER DVM. Veterinarian with 25+ years experience in small animal, pocket pets, avian, reptile and exotics. Licensed in MD and PA. APHIS

certifiedandhaveacurrentDEAcertification.Proficientinsurgeryaswell.York,Lancaster,Gettysburg, Harrisburg, and surrounding areas in PA. Northern Baltimore County and some parts of Hartford and Frederick Counties. 717.739.8400.

DONALD W. STREMME, VMD. Experienced veterinarian (35+ years) available for small animal and exotic (birds, pocket pets, reptiles) relief work in Philadelphia area and South Jersey. Will consider other areas where licensed, too. Licensed (including DEA and USDA-APHS) in PA, NJ, NY, FL and CA. Email to [email protected].

KATHRYN WEST, DVM, UF ‘94. Small animal and exotic/non-traditional pet work, including sx. Central and SE PA. [email protected].

EXPERIENCED VETERINARIAN, 1987 Penn grad seeks part-time employment within 30-45 minutes of the Pottstown/Quakertown area. Special interests in surgery, diagnostic imaging, exotics. Professional, reliable, neat appearance. Call Jacqueline Burke, VMD at 610.754.1155 or email [email protected].

LOOKING FOR relief: Veterinarian needed for Tuesday and or Thursday evenings. Approximate hours are 4 hour weekly with opportunity for further relief (vacations) Contact: Providence Veterinary Hospital, Chester, PA. 215.620.2407.

MJ POTTER, UP 97. Experience in small animal internal medicine, critical care, oncology, and general surgery. Available for long or short term relief in Delaware, Chester, Lancaster, and surrounding counties. 610.357.5275 or [email protected].

WILLIAM KEER, DVM, Wisconsin ‘99 Providing veterinary relief services and improving colleagues’ quality of life in eastern Pennsylvania. Please contact me via email at [email protected] or phone at 484.560.4338 for more information.

THE VISITING VET! Experienced relief veterinarian available for quality coverage in Chester County, Northern Delaware, southern Lancaster County and southern New Jersey. Small animal and pocket pets. Soft tissue surgery and emergency coverage. Licensed three states and DEA current certificate. One day or regular short-term part-time. References available. Contact: Sandra Fargher, VMD '91, at 610.299.8593 or [email protected].

HOW DO you spell relief? Jerry Godfry, DVM! I have been a veterinarian for 38 years and have owned my own practice in Chester County for the past 30 years. I have sold my practice recently and I am currently available to work as a relief veterinarian in Philadelphia and the surrounding areas. I am an experienced,reliabledoctorthatwouldfityourneeds.My experience ranges from cats and dogs to birds and reptiles. I am licensed and accredited in PA as well as federallyaccredited.Iworkwellwithnewstaffandam able to work a busy schedule. Available for day and evening shifts in addition to Saturdays and some holidays. Will travel 45-1 hour if needed. Please contact if interested. 610.506.6494.

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BrokersIF YOU are considering valuation/selling/buying/merging/arranging an associateship,contactmaster-certifiedbusinessappraiserandtransitionspecialist, Professional Practice Planners. Phone: 412.673.3144, after hours (EST) 412.621.2882, email: [email protected].

Equipment For PurchaseLOOKING TO BUY: A used midsize pickup truck with a Bowie or Porta-Vet insert. The truck should have less than 100,000 miles. Phone 717.789.3121.

Equipment For Sale2007 CHEVROLET with Porta-Vet Triple Crown bed insert. Well-maintained 2007 Chevrolet Silverado with 99,983 miles. Very clean. Auto windows/locks, stereo with CD, air-conditioning, 4-wheel drive, GM Onstar capabilities. Porta-Vet unit features day/night heater with thermostat, compartment lights, 25-gallon water tank with electric pump and hose. For more information call 717.226.5012.

BOWIE ULTRA 6. Very good condition. Fits short bed Silverado. $5500. For more information, email [email protected].

Practices For SaleSMALL ANIMAL practice for sale in northwestern PA. 2400 sq. ft. with room to expand. Located on approximately 2 acres—nice facility designed and built as a veterinary hospital. Owner has limited open hours and services. Large animal potential (some equipment). Practice, equipment, inventory, computer system andrealestateoffered.PleasecontactBrianLangdon,DVM,at814.333.1313.

ClassifiedAdscontinued from page 36

PRACTICES FOR SALE—Nationwide! Indian River County, FL: 2,600sf, 3-exam rooms. Manatee County, FL: Solo, SA w/RE. Northern FL: Integrative Medicine, 3-exam rooms. Sarasota County, FL: 2,000sf, 3-exam rooms. Dawson County, GA: 3,200sf, 2-exam rooms. Warrick County, IN: 2,200sf, 2-exam rooms. York County, ME: 3,500sf, 2-exam rooms. Buncombe County, NC: 3,000sf, 3-exam rooms. Piedmont Area, NC: 4,000sf, 4-exam rooms. Winston Salem, NC: RE for Sale. Start-Up. 5,500sf. Ottawa County, OK: 2,800sf, 2-exam rooms. Jackson County, OR: 2,100sf, 3-exam rooms. ElPaso County,TX:2,500sf,3-examrooms.OurservicesincludeBuyerRepresentation,SellerRepresentation and Valuations. PS BROKER, INC. , 1.800.636.4740, www.psbroker.com.

PRACTICE FOR SALE: Small animal practice for sale in Northcentral Pennsylvania for sale. Rural yet growing area. Includes hospital facility and large boarding facility. Excellent opportunity for one or two doctor practice. Owner wishes to retire. Please contact through email at [email protected].

PRACTICE FOR SALE: (PA204) Two doctor, SA practice grossing over $1M. Excellent reputationandsolidclientbase.Facilityis1,780sfovertwofloors.REincludesascenicproperty with home on several acres or the practice can be purchased by itself. For additional info, visit www.simmonsinc.com or call 888.881.7084.

PRACTICE FOR SALE: (PA301) Single doctor, small animal, general practice inagreatlocationwestofthePittsburghmetropolitanonahightrafficroad.Purchase price for the practice is $100,000 and the real estate is $150,000. For additional info, visit www.simmonsinc.com or call 888.881.7084.

PRACTICE FOR SALE: (PA211B) Single doctor practice that has been providing general medical and surgical services to the surrounding community for many years. The purchase price for the practice is $260K and the real estate is $250K. For additional info, visit www.simmonsinc.com or call 888.881.7084.

LOWER ALLEN Veterinary Clinic for sale. All small animal. Owner retiring. Located in Lower Allen Shopping Center, Camp Hill, PA. Please call Edgar Loy, VMD, at 717.975.9711.l

NATE LYNCH& ASSOCIATES LLC

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Contact us TODAY if you are:� SELLING your practice

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october 2013October 27, 20134th Annual Bark in the Park 5k Run & 1 Mile Dog Walk City Island, Harrisburg, PAFetch your sneakers, dog, and dog leash or come alone and run! If you and your dog are both able to comfortably go the distance, dogs are welcome to jointheirownersonthe5krun.GetpledgespriortoracedaytobenefitTheLast Chance Fund (TLC) of the Pennsylvania Veterinary Foundation. The TLC Fund provides funds for the care of abused or neglected unowned companion animals. Full details and online registration will be available at www.pavetfoundation.org.

november 2013November 2-3, 20136th 3 Rivers Veterinary Symposium Omni William Penn Hotel, Pittsburgh, PA12 HOURS OF CONTINUING EDUCATION CREDIT

3 Rivers Veterinary Symposium will return to Pittsburgh in Novem-ber. The program will include the following tracks: companion animal dentistry, critical care, orthopedic, surgery, internal medicine, bovine, equine, veterinary technician, and practice management. Full details and online registration will be available at www.pavma.org. l

june 2013June 19, 2013PVMA District 1 Dinner MeetingThe Avalon Hotel & Conference Center, Erie, PA1.5 HOURS OF CONTINUING EDUCATION CREDIT

Sponsored by

Dr. John Pantalo will speak on Canine Borreliosis: An Update. Register online at www.pavma.org or scan the code at the right with your mobile device.

august 2013August 15-18, 20137th Keystone Veterinary Conference (KVC) Hershey Lodge, Hershey, PA

25 HOURS OF CONTINUING EDUCATION CREDITKeystone Veterinary Conference will again be held in Hershey, the Sweetest Place on Earth. The program will include the following tracks: companion animal, production animal, equine, exotics, veterinary technician, practice management, integrative medicine, and shelter medicine. Full details and online registration is available at www.pavma.org.

Events & Educationwhat’s happening

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transaction? Is it the continuation of your legacy? Is it the well being ofyourstaff?Isitthesecurityofadefinedpath?Orisitsomethingdifferent?Everyoneisgoingtohavedifferentpersonalneedsandit’simportant to understand that going in to the process.

Second, understand what your options are. Many opportunities exist for todays’ practice owner when it comes to an exit path. Take meet-ings,listentothedifferentpitches,andfigureoutwhichoptionsmaybeagoodfitforyou.

Third,beproactive.Understandthatfiguringoutthebestexitpathdoesn’t mean retiring today. Often, there are ways to both create liquidity and maintain your role in the practice without giving up what’s important to you. Too many times I have seen practice owners who have waited too long and then life throws them a curve ball. They have a personal crisis, a loved one gets sick, or a key associate leaves and now the practice is struggling. There’s nothing wrong with having a plan.

What advice do you have for today’s veterinarians entering the workforce?Despite all of the economic challenges, this is still one of the greatest professionsforfindingfinancialsuccess,professionalfulfillment,andifdone right, a balance with your personal life.

Member Spotlightcontinued from page 27

But come prepared. Understand that veterinary medicine (like many other branches of medicine), is a retail business with customers who have options. I meet far too many new graduates who come in to the workforce without the foundational understanding of the day-to-day requirements of private practice, failing to understand that a veteri-nary practice is a small business, and not realizing how their decisions andactionsinfluencetheentirepractice.

Those new graduates who enter the workforce with solid clinical skill set,confidence,andanunderstandingofhowtheymakeapracticebetter will always have their choice of opportunities.

Where do you see veterinary medicine in 10 years? It’sgoingtobedifferent.Idon’tknowifit’sgoingtobebetterorworse,butIamsureitwilllookdifferentthanitdoestoday.Competi-tionwillbemoreintense,regulationmaybemoresignificant,runninga business will be more complex, and leading a practice as a stand alone entity will become more challenging.

I believe collaborative groups and coalitions will be integral in sup-porting the traditional veterinary practice and ensuring our success for future generations of veterinarians. l

Practice Pearlscontinued from page 12

Mostoften,themostsignificantvariableinapurchasefeasibilityanalysisisthepracticeprofitability.Smallchangestoitcanresultinseriouschangestotheafter-debt,after-taxcashflows.Knowingthemagnitude of the impact that these changes in variables could have on personal income provides the buyer greater security in making a wise investment choice for his or her personal situation.

This article presents a feasibility analysis from a practice purchase per-spective. The concept and procedure are transferable to any decision that has to be made. In a purchase situation, while you can do some of theinitialanalysis,itmaybeworthengagingaqualifiedprofessional(familiar with the veterinary profession and practice transactions) to provide an independent assessment and/or to review your work. Pur-chasing a practice is a life changing event. Finding the right practice atapurchasepricethatisfeasiblecanmakeabigdifferenceinyourownership career. l

Sherry Everhart and David McCormick are veterinary practice appraisers and practice management consultants at Simmons Mid-Atlantic. They can be reached at 888.881.7084 and by email at [email protected] and [email protected].

13_Volume_1.indd 39 5/8/2013 4:55:57 PM


thegrandfinale

Laughter Is the Best Medicine

finalwordsofwisdom

SAY CHEESE!

Be brave. Even if you're not, pretend to be. No one can tell the difference. —H. Jackson Brown, Jr.

How Many Dogs Does it Take to Change a Lightbulb?When asked, these dogs responded:

Golden Retriever: The sun is shining, the day is young, we've got our whole lives ahead of us, and you're inside worrying about a stupid burned out lightbulb?Border Collie: Just one. And then I'll replace any wiring that's not up to code.Dachshund: I can't reach the stupid thing.Toy Poodle:I'llblowinthebordercollie'searandhe'lldoit.Bythetimehefinishesrewiringthe house, my nails will be dry. Rottweiler: Make me.Shi-tzu: Puh-leeze, dah-ling. Let the servants do it.Labrador: Oh, me! ME!!! Pleeeeeeeeze let me change the light bulb.German Shepherd: I'll change it as soon as I've led these people from the dark, check to make sure I haven't missed any, and make just one more perimeter patrol to see that no one has tried to take advantage of the situation.Jack Russell Terrier:I'lljustpopitinwhileI'mbouncingoffthewallsandfurniture.Old English Sheepdog: Lightbulb? I'm sorry, but I don't see a lightbulb.Cocker Spaniel: Why change it? I can still pee on the carpet in the dark.Chihuahua: Yo quiero Taco Bulb.Pointer: I see it! There it is, right there.Greyhound: It isn't moving. Who cares?Australian Cattle Dog: First, I'll put all the light bulbs in a circle ...IrishWolfhound: Can somebody else do it? I've got a hangover.Hound Dog: Zzzzzzzzzzzzzzzzzzzzzzzzz …Doberman Pinscher: While it's dark, I'm going to sleep on the couch.Mastiff:MastiffsareNOTafraidofthedark.Alaskan Malamute: Let the border collie do it. You can feed me while he's busy.

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