5 Steps for Veterinary Business Success - DVMAX Users

214.250.6605
5 Steps for Veterinary
Business Success
A proven model that drives results

214.250.6605
Presented by
DVMAX and AVCSuccess
Part 10 of the 2015 Webinar Series
Visit Us Online
www.DVMAX.com and www.AVCSuccess.com
5 Steps for Veterinary Business Success
A proven model that drives results

214.250.6605
DVMAX and AVCSuccess
Working together to help you achieve success!
The DVMAX Training Department ensures that the
system is set up correctly.
AVCSuccess ensures that the DVMAX system is optimally
used to achieve the best results for a practice.

214.250.6605
Update on the status of DVMAX under IDEXX:
DVMAX v8.0 has been released. Highlights of this release include:
» 2 way lab integration with IDEXX Reference Labs and VetLab Station
Network
» Enhanced scheduler and reporting functions to let you keep track of the
progress of appointments
» Significantly faster and more capable Multi-Practice Access functionality
» Working with AVCSuccess to help all DVMAX users get more from their
current DVMAX systems
+

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LinkedIn/company/AVCSuccess Facebook.com/AVCSuccess @AVCSuccess +AVCSuccess AVCSuccess.com/blog
Meet the AVCSuccess Consulting Partners
and today’s Webinar Presenters
Scott Anderson
Operations Analyst
DVMAX Specialist
Kim Fish
Practice Operations Coach
DVMAX Specialist

214.250.6605
AVCSuccess provides solutions to common problems every
veterinary owner and practice manager face in reaching
their performance goals.
The “proven model for success” is a result of consulting
for hundreds of practices, measuring protocols versus
outcomes, and resetting practices to grow their revenue
an average of 16-18%.

214.250.6605
In today’s webinar you will learn….
Tips and Best Practices for achieving
Veterinary Business Success.
5 Steps to Success – A Proven Model that Drives Results

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5 Steps to Success – A Proven Model that Drives Results
1. Understand your codes.
2. Stabilize your transactions.
3. Counter client attrition.
4. Grow your average charge.
5. Analyze and refine.

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Step 1: Understand your codes
Bill Items Inventory Diagnosis
Categorization Categorization Category Cleanup
Internal Naming Usage Usage
Client Value Perception Management Follow-up Call Settings
Definition of Use Inactivation
Usage
Reminder Relationship
Inactivation

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Best Practices / Tips
Check for:
√ Organization and Definition of Use
√ Degree and Sources of Missed Charges
√ Degree and Sources of Wrong Charges
√ Overall Fee Structure
√ Reminder Setup

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Exploratory Analysis Findings Example (1 month):
Category Bill Items Charge Quantity
Treatments Exam, Comprehensive Physical 57.00 9
Exam, Problem Evaluation 67.50 106
Exam, Brief 31.50 24
Exam, Recheck 47.50 34
Exam, No Charge Recheck 0 7

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Step 2: Stabilize your transactions
Patient Visits Non-Patient Visits / Transactions
Examinations OTC Purchases
Drop-off Procedures Medication Pickups
In-patient Procedures Food Purchases
Surgeries / Anesthetic Procedures
Reminder Relationships

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Check for:
√ Fluctuation Patterns
√ Seasonality
√ In-month Fluctuation or Decline
√ Year-to-Year Growth

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Exploratory Analysis Findings Example:
450
500
550
600
650
700
1 2 3 4 5 6 7 8 9 10 11 12
2014
2013
2014 ave
2013 ave
QuantityTransactions
10
12
14
16
18
20
22
24
26
28
30
1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31
2013 - 2014 Dec 2014

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Step 3: Counter client attrition
Reasons for Attrition
Patient Lifespan
Transient Client Base
High Number C-D Clients
Poor Customer Service
Poor Client Communications
Poor Medical Protocols

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Build Client Acquisition System:
√ Client Referral Program
√ Outside Advertising / Social Media
√ Build A-B Client Base
√ Improve Phone Lead Conversion
√ Improve Client Communications
√ Strengthen Operational and Medical Protocols

214.250.6605
QuantityNewClients
2013 - 2014
10
15
20
25
30
35
1 2 3 4 5 6 7 8 9 10 11 12
2015
2014
2015 ave
2014 ave
2013
2014
2013 ave
2014 ave

214.250.6605
Step 4: Grow your average charge
Average Charge Fluctuations Effect
Surgeries / Anesthetic Procedures +
Preventative Sales -
Transaction Fluctuations ±
Incomplete Medical Workups -
Utilize Back Office Staff +
Incomplete Invoicing -

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Check for:
√ Booking of Procedures
√ Performance in the areas of: hospitalization, dentistry, radiology
√ Staffing
√ Correct Invoicing
√ Consistency of Workups

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AverageCharge/Transaction
$125.00
$135.00
$145.00
$155.00
$165.00
$175.00
$185.00
$195.00
1 2 3 4 5 6 7 8 9 10 11 12
2015
2014
2015 ave
2014 ave
2014
2013
2014 ave
2013 ave
2013 - 2014

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Step 5: Analyze and Refine
Analyze Refine Re-assess
Codes Cleanup and Define Codes
Service Usage Pre-Defined Estimates Service Usage
Client Communications Client Compliance Client Communications
Lead Conversion Staff Delivery Lead Conversion
Estimate Acceptance Protocols Estimate Acceptance
Patient Visit v NP Visit Scheduling Practices Patient Visit v NP Visit
Fluctuation Patterns Operational and Medical Fluctuation Patterns
Protocols (especially in real time)

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5 Steps to Success – Follow-up Coaching Session
1. Get started on your steps.
2. Schedule your 20 min coaching session:
 Enter a day and time in the post-webinar survey
 -or- Go to Calendly.com/KimFish

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Exploratory Analysis – Practice Performance Evaluation
Jumpstart the process of growing your practice with an
Exploratory Analysis.
In a time and cost efficient manner, AVCSuccess can
pull the reports for you, prepare an evaluation, and
present the findings.
Know where you are at, and see how you compare.
$275

214.250.6605
Questions?
Email questions or schedule your Exploratory Analysis
with Consultation:
Team@AVCSuccess.com
www.AVCSuccess.com
Thank You For Attending Today’s Webinar!

5 Steps for Veterinary Business Success - DVMAX Users

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