Wellness Plans

Wellness Plans – Is it for YOU???

 

By Jon Dittrich

(Special Thanks to Dr. Mike Tenzer for sharing his program!)

 

I attended CE with fellow veterinarian consultants this year.  One of the hot main topics presented was Wellness Plans and how to use them to increase client traffic at a hospital.  The idea is to put together a Wellness Plan Package and then sell it at a discount with monthly payments being automatically deducted from a client’s credit card. Discounts are from 10% to 50%. (The 50% are from inflated prices.)

The Advantage is:

  • Higher compliance.
  • Increased client traffic.
  • Absorbing over capacity.
  • More revenue due to more services.

 

The Disadvantage is:

  • Discounting services.
  • Keeping track of usage.
  • Client misunderstanding of what is and is NOT covered by the plan.

 

The people at the conference who are using this model report average total annual client transactions (i.e. total spent at practice in a year) DOUBLES while the Average Client Transaction declines by 20%. 

 

The bottom line is more revenue is generated and more money is available to the owner as compensation and profits because as revenue goes up, the fixed expenses stay the same. You are becoming more efficient because you are using your practice assets (facility, machines and people) more.

 

The bottom line is:

 

  • Clients avoid single big veterinary bills for wellness.
  • Pets get higher level of veterinary care and more often.
  • Veterinarians see the door swing more often.
  • Revenue and profits increase.

 

Is it for you?  That is up to you to decide.

 

The following is an example given with permission to reprint and share with my clients by a client.  According to them, they are surprised at how many packages they have sold in the first months of promoting the program.  A key to success is training staff and role playing on promoting the packages.

CLICK ON PICTURE TO ENLARGE AND MAKE CLEAR!

Wellness 1

CLICK ON PICTURE TO ENLARGE AND MAKE CLEAR!

Wellness 2

CLICK ON PICTURE TO ENLARGE AND MAKE CLEAR!

Wellness 3

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