scott spaulding wellness presentation for iaep march 2015
TRANSCRIPT
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Equine Wel lness & Customized Barn Programs
S c o t t S p a u l d i n g , D V MP r e s i d e n t & C E O
B a d g e r V e t e r i n a r y H o s p i t a l
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Janesville
Cambridge
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
1. What are Wellness Plans?
2. Why use a Wellness Plan?
3. How We set up our Wellness Plan
4. Marketing our Wellness Plan
5. Pitfalls of our Wellness Plan
6. Success Stories
Objectives
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
What is Wellness………noun
well●ness
the quality or state of being in good health
especially as an actively sought goal
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness… Encompasses Many Aspects Of Equine Health
• Vaccines & General Exams
• Lameness & Serial Exams
• Dentistry
• Young Horse
• Performance
• Chiropractic and Acupuncture
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Why Wellness…………. A Changing Landscape
• Brakke Estimate 2014 – 6.0 million
• Ag Census 2012 – 3.6 million
• AVMA Sourcebook 2012 – 4.9 million
• 2005 Population – 9.2 million
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Why Wellness......Our Landscape Is Changing
Profession’s 23% Excess Capacity
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Why Wellness…… http://touch.aaep.org/
2012 AAEP Survey – horseowners 18 – 40 years old, twiceas likely to choose “showingcompassion for the horse” asmost important factor in theirchoice of a veterinarian……
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Setting Up Wellness Plans…Strategic Thinking
• What does your practice want?
• What does your customer want?
• What does the plan include?
• How does the horse benefit?
• How does your customer benefit?
• How does your practice benefit?
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness Plan Components
1. Annual Wellness Examinations
2. Immunization
3. Laboratory Testing
4. Parasite Control
5. Equine Dentistry
6. Nutritional Consults
7. Emergency
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components….. Annual Examination
Annual Wellness Examinations:
• Complete Physical Exam
• Hoof Care Evaluation
• Ask Open Ended Questions
• Inform & Educate
• Document
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components…..Immunization
1. Eastern/Western + Tetanus
2. West Nile Virus
3. Equine Influenza/Rhinopneumonitis
4. Rabies
5. Potomac Horse Fever
6. Strangles
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components….Immunization
Leverage manufacturer Immunization
Support Programs – Make a big deal out of
them!
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components….Laboratory Testing
• EIA Testing
• Complete Blood Counts
• Chemistry Panels
• Equine Metabolic Syndrome
• PPID
• Fecal Egg Counts
• Other
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components….Strategic Deworming
1. Fecal Egg Counts
2. Minimization Strategies
3. Deworming Schedule
a) Class 1: <200 EPG
b) Class 2: 200-500 EPG
c) Class 3: >500 EPG
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
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Plan Components…..Strategic Deworming 1. Class 1: <200
a) Fecal Egg Countb) Moxidectin, Moxidectin/Praziquantel
2. Class 2: 200-500 EPGa) Fecal Egg Countb) Moxidectin, Oxibendazole, Pyrantel Pamoate, Moxidectin/Praziquantel
3. Class 3: >500 EPGa) Fecal Egg Countb) Moxidectin, Oxibendazole, Pyrantel Pamoate, Ivermectin &
Moxidectin/Praziquantel
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components……..Dental Care
• Great Profit Center
• Get Trained
• Proper Equipment
• Trained Assistant
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components………Dental Care
1. Educate Horse Owner
2. Common Dental Problems
3. Recognizing Dental Problems
4. Preventative Maintenance
5. Age Factors
6. Developing Greater Awareness
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components……..Nutrition Consult
1. Weight, BCS and Top Line Evaluation
2. Grain Mixture Analysis
3. Forage and Pasture Analysis
4. Sources of Water
5. Loose White Granular Salt
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
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Plan Components…….Nutrition Consult
Partnerships With Feed Suppliers
1. Builds Trust and Credibility
2. Increase Client Base By Word Of Mouth
3. Increase Practice Resources
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Plan Components…….Emergency Care
Other Value Add On
1. SmartPak Partnership
2. Healthy Horses, Happy Riders
3. Targeted Marketing
4. Offer other perks
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness Plan…….Pricing
• Complete Vaccination and Deworming for 1 Year
• Spring and Fall Examinations: Cost Effective
• Offer Additional Services at a Discount
• Half Due At Enrollment, Remaining Due At Spring or Fall Visit
• If an Enrolled Horse Dies, Issue a Pro-Rated Credit
• Farm Calls Built Into the Plan Costs
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness Plan…….Pricing
Customized Plans: Barns with 10 Horses or More
Customized Wellness Program = Client Relations
• 10-15 horses = 12% discount
• 16-19 horses = 15% discount
• 20 + horses = 20% discount
Large Animal Team Meets with Enrolled Clients Annually Over Lunch to Evaluate
Program Effectiveness and Necessary Modifications.
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness Plan……Internal Marketing • Practice Veterinarians
• Practice Technicians
• Other Practice Support Staff
• Advanced Scheduling
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
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Wellness Plan……External Marketing
• Word of Mouth
• Social Media
• Blog Posts
• Horse Owner Education Events
• Advanced Scheduling
• Youth Organizations
• Customer Testimonials
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness Plan……..Pitfalls
• Monthly Budgeted Billing
• Time Commitment – Devote Time• Consistent Messaging
• Adequate Staff on Big Barn Days
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
D e d i c a t e d T o T h e L i f e A n d L o v e O f Y o u r P e t
Wellness Plan…….Success Stories • We Attract Large Barns
• Deworming is a Profit Center• Dentistry: Method to Combat Lay Dentistry
• Numerous Other Practices Have Copied Our Plans!
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
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Contact Me: Office 608.754.1888 or Email: [email protected]
www.badgervet.com608.754.1888 ● 3113 E. McCormick Drive (PO Box 2258) Janesville WI 53547 / 608.423.3555 • 712 Katie Court Cambridge WI 53523
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Questions & Discussions