PetVet July August 2018

WWW. PET VETMAGAZINE .COM

VOL. 1 ED. 1 • JULY / AUGUST 2018

A Practical Guide for Pet Health Professionals

the ULTIMATE

VFFS

VETERINARY

FRIENDS FOREVER

9

QUESTIONS You Should BE

ASKING YOUR CLIENTS,BUT

PROBABLY

AREN'T

TAKING YOUR CLIENTS ALL THE WAY TO

Fear Free ™

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Copyright © 2018 Intervet Inc., d/b/a Merck Animal Health, a subsidiary of Merck & Co. Inc. All rights reserved. US/NOV/0418/0023

2

PETVET MAGAZINE

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JULY / AUGUST 2018 A Practical Guide for Pet Health Professionals

CONTENTS 6

Veterinarian Life Advice

7

PetVet Advisory Board

8

9 Questions You Should Be Asking Your Clients But Probably Aren’t

12

Taking Your Clients All the Way to Fear Free

14

The Ultimate VFFs: Veterinary Friends Forever

16

24

Fashion in the Practice

26

Dr. Lauren Demos THE STORY OF A VET & HER

PADDLE BOARDING

Rabies Elimination: Community Led Delivery of Dog Vaccines is Key

20

30

CAT NAMED PANCAKE

Ultrasound Machines & Their Importance in the Small Animal Practice PetVet Top 10: Ten Things to Do This Month

WWW. PET VETMAGAZINE .COM

VOL. 1 ED. 1 • JULY / AUGUST 2018

A Practical Guide for Pet Health Professionals

the ULTIMATE

VFFS

VETERINARY

FRIENDS FOREVER

9 QUESTIONS You Should BE

ASKING YOUR CLIENTS,BUT

PROBABLY

AREN'T

TAKING YOUR CLIENTS ALL THE WAY TO

Fear Free ™

ON THE COVER DEBUT ISSUE! Photo provided by Dr. Courtney Campbell

4

Copyright July 2018. PetVet Magazine is published bimonthly by Barkleigh Productions, Inc, 970 West Trindle Road, Mechanicsburg PA 17055. Postmaster: Send change of address to Pet Vet Magazine c/o Barkleigh Productions, Inc., 970 West Trindle Road, Mechanicsburg PA 17055. No part of this publication may be reproduced without written permission of the publisher. Editorial offices: 970 West Trindle Road, Mechanicsburg PA 17055. (717) 691–3388 FAX (717) 691–3381 Email: info@barkleigh.com

PetVetMag

PETVET MAGAZINE

@PetVet_Magazine

Keeping your Pet

Your Pet Care Professional Taking

u

!

Lear ning to Br ush Your Pet Mission Accomplished – a Happy Puppy!

hnique you, ush Your rushing annot

Because you and your professional groomer took the time to introduce your puppy to grooming in a step-by-step, gentle, loving way, you made your puppy’s all-imp ortant first visit to the grooming salon a wonder ful experience that will help him enjoy being groomed throughout his life.

Askhave Youra friend Groomwho If you er could this publication, froma Copy benefit for pleaseofpass it on.

Learning to Brush Your Pet Pamphlet

who could blication, on.

• Mechanicsburg PA #PS-3 Barkleigh Productions h.com • www.barkleigh.com (717) 691-3388 • info@barkleig

Fleas have to come in contact with the product to be killed.

That means that fleas actually have to get on, and could possibly bite your pet, before they die. There is also a possibility of skin irrita tion at the site of application.

If you

have a friend who could

Tiny fleas can crea please on.. te hugepass probitlems By working with your pet care professional and following their reco mmendations about products and their corr ect usage, and by diligently treating and protecting your pets and their surroundings, you and your pets can kiss the ferocious flea goodb ye.

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If you have a friend who could benefit from this publication , please pass it on.

benefit from this publication, Sweet Succes s

buto

roomer your them t looks

The Ferocious Flea

Are there any disadv antages to these products?

Photo by: Sherri Regal

time fits in g, not to

Puppy’s First Visit to the Grooming Salon

When Your Pet Needs a Smoothie

care of your Puppy at home…

al

Your Pet Care Professional

Your Pet Care Professional

Between professional groomings, you may need to brush and bathe your puppy at home. Your groomer can recommend and supply the equipment and coat care products that you will need.

She will also be happy to demonstrate the correct brushing and combing techniq ues that you need to learn to properly care for your puppy.

ng pend cial pet. hair more t m as ming. einforce

Flea Fre

e In many areas of the country, flea control is a year round necessity.

In conjunction with cont inuing premise control, many pet own ers have great success with oral or topical prod ucts that are administered once a month to their pet. The y come in a variety of brands like - Advantage ®, Frontline®, Revolution®, and Program®.

There are specific form ulations for dogs and cats, and most are approved to use on puppies and kittens six to eight weeks and olde r.

Read and follow the instructions, making sure to use the product that is specified for your pet. These products are extremely popular because of their once a month convenience, ease of application, and effectiveness. Most are waterproof, allowing your pet to be bathed, or to swim, without decr easing the product’s effectiveness.

Also, keeping your pet flea free with this continuous protectio n, is far less costly than trying to eliminate an infestation on your pet and in your home.

cause any irritation to himself. Remem ber that his freshly clipped nails may be sharp and can easily irritate his puppy skin. If you have any questions or concerns, contact your groomer immediately.

Pet Care Series #4

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Pet Care Series #5

Pet Care Series # 2

Pet Care Series Brochures

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If you have a friend who could benefit from this publication, please pass it on.

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A Tick!

Protecting Your Pets and Yourself

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Written by Professional Groomers for Your Clients!

These quality brochures not only answer the constant questions you get from pet owners, but they will also help you sell products that work and that you personally believe in – products that you retail. They will teach your client how to care for their pet between groomings, which will save you lots of time.

Great promotional tools as well!

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PETVET MAGAZINE

Barkleigh Productions, Inc. barkleigh.com • barkleighstore.com • (717) 691-3388

5

VETERINARIAN LIFE ADVICE

Your Motivation Starts Here LIFE ADVICE FROM THE COOLEST VETERINARY PROFESSIONALS WE KNOW

“

IF WE

CONTACT Inquiries: info@barkleigh.com

(717) 691-3388 Editorial: rebecca@barkleigh.com

(717) 691-3388 (ext. 225) Advertising: james@barkleigh.com

(717) 691-3388 (ext. 224)

STAFF Publisher Barkleigh Productions, Inc. President Todd Shelly Vice President Gwen Shelly Chief Operations Officer Adam Lohr Executive Editor Rebecca Shipman Art Director Laura Pennington

T H E N A T T H E E N D O F T H E D AY

and

LOOK BACK

WISH

“

WE WILL

Senior Graphic Designer Jenn Barraclough Junior Designer Jenny Thomas Web Master Luke Dumberth Director of Marketing & Client Relations James Severs Administrative / Marketing Assistant Karin Grottola Marketing Coordinator Alyx Robertson Social Media / Pr Coordinator Chelsey Hall

— Gerard J. Gervasi CM Hospital Manager, Colierville Animal Clinic P.C., Collierville, TN.

6

PETVET MAGAZINE

ADVISORY BOARD

“People should be so lucky as to get to be a veterinarian. The broad-based education empowers us to be successful in multiple fields and affords us the opportunity to choose how we spend our professional time.”

Meet our EDITORIAL ADVISORY

Jenifer Chatfield DVM, DACZM

BOARD!

“There are as many diverse, fascinating and impactful career opportunities within this profession as there are exceptional people. Being a veterinarian ensures life stays fun!”

Michelle Evason BSc, DVM, DACVIM A Practical Guide for Pet Health Professionals

PetVet’s advisory

"The human race will not be possible without the animal kingdom. It is our duty to take care of those that provide to us and to me it is an honor to do so."

board is here to help ensure quali-

Alberto Fernandez DVM, DACVECC

ty content to motivate & educate Veterinarians and

“I have worked in many areas of veterinary medicine and veterinary technology over the last thirty five years, and it is amazing how far our profession has grown and paved the way for the betterment of animals' lives and happiness, as well as improving public health issues. It is an honor for me to be a part of this advisory board to offer additional education and opportunities to grow in our profession.”

their staff.

Julie Legred CVT

“I have had the privilege of working with a variety of animals in my career and my passion has allowed me to be involved in teaching veterinary students, interns, residents and other veterinarians. I continue to enjoy going to work every day to help critically ill dogs and cats, and love the client interactions as well. I am proud to be a part of this advisory board to help teach and spread my love for this profession to others in the veterinary community.”

Lisa Powell DVM, DACVECC

PETVET MAGAZINE

7

CLIENT SERVICES

9

C

lients often don’t have the time, energy, or heart to tell you that you’re no longer meeting their needs. Therefore, don’t assume that no communication means you’re doing a great job of meeting your clients’ needs.

Don’t wait until you start losing clients to find out how you could improve.

Ask a few good questions and you’ll be surprised what you learn about how to meet or exceed your clients’ expectations. Checking in with client satisfaction also communicates that you really care that clients aren’t just moderately happy with your products or services, but are delighted with them!

Questions You Should be Asking Your Clients BUT PROBABLY AREN’T

By Amy P. Castro Some veterinarians and practice managers mistakenly believe that if clients aren't complaining, they must be happy. Although every practice has its chronic complainers, most unhappy clients never communicate their concerns or tell you why they’re unhappy.

8

PETVET MAGAZINE

Here are nine questions you should be asking your clients on a regular basis:

1

What did you like BEST about your experience with us today?

The answer to this question lets you know what you’ve done well and what you should continue doing. It also lets you know what your client prioritizes in his or her experience with your practice. For some, it might be the short wait to see the doctor, for others, it might be the time spent in the exam room to thoroughly assess a pet’s condition.

2

How can we make your next visit even better?

Many practices make the mistake of asking about what clients found unsatisfactory. Asking how you can make their experience even better, rather than asking how your service fell short, is an easier question for clients to feel comfortable answering. When you ask the customer to help you be even better, you’re asking for something positive.

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3

You’ve helped their pet and they’re probably more than willing to help you in return. When you ask the customer to identify your shortcomings, you’re asking for them to voice criticism, which many of them will be unwilling to do.

Which of our services (or products) do you like best?

This information will help you focus on what your clients feel you do best and allow you to do it even better.

Kanintteers

Cookie Cu

3

Which of our services (or products) do you like best?

When you have a long list of services you’re trying to provide and your product display space is small, it’s great to know which of them your clients truly come to you for. This information will help you focus on what your clients feel you do best and allow you to do it even better. It can also help you eliminate products or services your clients may not need or want.

4

What services would you like us to provide (or products to carry) in the future?

Just because your clients like your existing services and products doesn’t mean additional products or services couldn’t enhance their experience. If

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there are things that they need that they’re getting elsewhere, find out what they are and decide if it’s a “right fit” for your organization to provide them. If not, find a great resource or provider you can refer clients to.

I can hear what you’re thinking right now, “Refer clients to someone else? GASP!” However, when you provide a referral to a reputable source, you’re telling your customer you care about them more than you do about making money. You’re communicating that your goal is to truly SERVE. When you do, they’ll continue to come back to you for the products and services you do best!

5

What keeps you coming back to us?

It could be your exceptional customer service, ease of getting an appointment, the skill of your staff and doctors, or something intangible.

However, it’s important to know what keeps clients coming back so: A. You can keep doing what makes them happy.

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B. You can capitalize on it in your marketing and advertising through testimonials, statistics, and more.

For example, if the ease of your online appointment system is a recurring theme for repeat business, then capitalizing on the fact that you’re the only practice in the area with 24–hour appointment scheduling might give you an additional edge in the market.

6

Do you refer your friends/family/colleagues to us?

Don’t assume happy clients are actively promoting your business— they’re busy too! If the answer to this question is “no”, or “I’m not sure how”, you need to help your clients refer you by providing them information they can easily share with others, such as referral cards, a forwardable newsletter, or “bring a friend” offers to educational or special events. The bottom line: you need to convert your best clients to customer-advocates and champions.

7

Who do you know who could also benefit from our products/services?

This advice is tied to #6 above.

Clients are busy and for all they know, you don’t need any more business.

Sometimes you just have to ask for the referral! I’ve run into many people who hesitate to do this because they don’t want to seem desperate or lacking for business. That’s fine. If you have more business or more clients than you know what to do with, great. However, take note of how the question is phrased. It doesn’t say, “I’m not sure I’m going to be able to pay for the portable ultrasound machine I want, can you help me out by finding me more business?” The question is confident and focused on the customer. All you’re saying by asking is, “We love serving your family and your pets and would like to be of service to

others you know who might need us.”

8

What can I do to make this situation right for you?

When something goes wrong, your instinct is probably to jump in and “fix it.” However, what you see as a great solution, might leave your client feeling shortchanged.

Rather than assuming you know what solution will satisfy a client, just ask.

Many people are afraid to ask this question because they don’t want to hear the answer. For example, let’s say that a customer wants to return a half–finished bag of prescription cat food. Your practice’s policy is to only offer a partial credit toward a future product or service. You might be afraid to ask, “What can I do to make this right for you?” because you’re worried the client will say, “Give me a full refund.” However, avoiding asking the question doesn’t change the fact that the customer wants a refund. When you offer your partial credit, they’re not going to be happy. At least if you ask, the answer is out in the open and you can address it.

9

Why did you leave us?

As much as people hate to ask this question, when you lose a customer, it’s important to find out why. Don’t delude yourself by thinking, “I didn’t like her anyway,” or “Maybe they moved,” to explain away lost customers. You’ll have no idea why someone has stopped coming in or asked for their records to be transferred until you ask. Keep it simple, though.

Don’t interrogate the customer or try to “hard–sell” or beg the customer to come back. Doing so is just going to be awkward for both of you. A simple question or two asking why they chose a different practice or if there was something you could have done better to make them stay could possibly help you improve your service in the future. 

PETVET MAGAZINE

Amy P. Castro is a customer service and communication expert, sought-after speaker, and author of several books on communication including Practical Communication. Her passion for helping animals began when she worked at a veterinary practice for more than 8 years. Amy is an active animal foster, having fostered more than 500 animals in recent years. In 2017, she founded Starlight Outreach and Rescue, a nonprofit corporation dedicated to helping Houston-area animal shelters provide medical care and other services to save the lives of animals who might otherwise be euthanized. To learn more about Amy, visit her website at www.

Amy-Castro.com.

Congratulations and very best wishes to Barkleigh for the success of your new magazine From Aaronco ® Cynthia & Sam Kohl

11

Best Practices

TAKING YOUR CLIENTS ALL THE WAY TO

FEAR FREE H

ave you ever felt that you are about to die? I mean that literally—like you’ve been held up at gun point? Increasingly,

veterinary behaviorists and certified animal behavior consultants agree that many of our pets feel they are being held up at gun point when visiting the veterinarian, and many feel the same way at the groomer or even with the dog trainer. The flight or fight response may kick in for many. They aren’t being “mean cats” or “bad dogs,” they’re just terrified.

Some individuals just freeze—and sometimes pet caretakers and veterinary staff or groomers don’t recognize how terrified they really are. Shelter animals may be calm but might also be frozen with fear. Moreover, when the pet gets upset, pet caretakers get

12

upset. And when the pet parents feel anxious, their pets know it so they become even more alarmed. The anxiety level grows like a snowball.

All of this isn’t in the best interest of anyone—especially our pets.

A few years back when my friend Dr. Marty Becker told me about his idea to remove the fear from vet visits with an initiative called Fear Free; I was all about it. I knew the data.

Nearly a third (28%) of dog owners say going to the veterinarian is stressful, and 38% suggest their dog feels stressed out, according to the Bayer Usage Veterinary Care Studies, and other data. Over a third (38%) of cat owners call vet visits stressful, and nearly 60% suggest their cat is totally stressed out at the vet office.

The Bayer studies (and others)

PETVET MAGAZINE

™

By Steve Dale, CABC

OF DOG OWNERS say going to the vet is stressful

Suggest their dog feels stressed out. suggest a significant percent of pet owners have stopped going to the veterinarian all together for various reasons—from costs to not understanding the importance of checkups, and because of the expectation of their pet’s discomfort.

No veterinarian or technician/ nurse I have ever met has made the significant sacrifices and investment of dollars and time for schooling to make pets feel terrified. Of course doctors and nurses want to help, not hurt. I

Just over

SEE A veterinarian in their

first year of ownership

OF CATS

While that sounds impressive, that means millions of cats don’t receive any medical care, even in that first year.

realize, and I celebrate the millions of pets who enjoy the veterinary visit. And I suggest they get a better exam than a fractious cat or an aggressive dog as a result. However, these contented pets are decidedly in a minority.

Certainly, lucky dogs and also cats who see a veterinarian for preventive care live longer than those who do not.

Even the best veterinarians can’t diagnose pets they don’t see. Just over 80% of cats see a veterinarian in their first year of ownership. While that sounds impressive, that means millions of cats don’t receive any medical care, even in that first year. Far more problematic, the majority of cats don’t see a veterinarian after that unless they become so ill that there is no other choice, or the cat gets hit by a car or another trauma occurs.

Fear Free promotes considerate approach and gentle control techniques used in calming environments. Utilization of Fear Free methods and protocols leads to reduction or removal of anxiety triggers, which creates an experience that is rewarding and safer for all involved, including pets, their owners, and veterinary health care teams. The same goes for groomers and shelter staff.

We can adjust pets’ emotional barometers—moving from frightened to fun—and if not fun, at least reasonable acceptance. Individual veterinary professionals and veterinary practices are becoming certified as Fear Free all over

America. In addition, shelters can be certified Fear Free (at no cost), as well as pet groomers, professional trainers and animal behavior consultants.

The movement is transformative, and potentially lifesaving.

Dogs and cats share about the same hard–wiring for emotions in their brains as we do. While they may not comprehend what their emotions mean in the same way that we do—they do feel emotions about the same as we do.

None of us would want to feel like we are about to die, and it’s unfair to put our pets through that—not to mention that their health can suffer as a result.

Fear Free is freeing pets of fear, anxiety and stress. How can that be bad?

Clearly it’s worth the effort to become certified as Fear Free. And you can also recommend the client–facing website, www.fearfreehappyhomes.com. Unlike so much misinformation on the web which veterinary professionals are subjected to daily, this content is vetted by veterinary behaviorists, and veterinary technicians certified in behavior.

There are also some good deals for pet product purchases for clients on this site—and who doesn’t like a good deal?

Learn more about all of this at www.fearfreepets.com. 

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13

Why It Matters to Me

THE ULTIMATE

NOW

THEN

By: Dr. Jill Richardson

B

orn and raised in Honolulu, Dr. Janis Shinkawa and Dr. Jill Muraoka first met in 1996 while volunteering at the Hawaiian Humane Society.

Fate threw them together again when they became lab partners while taking vet school prerequisites at the

14

University of Hawaii. Eventually the duo went their separate ways when Dr. Jill was accepted at UC Davis and Dr. Janis at Colorado State. However, after years of working as veterinary associates, they opened the Ohana Pet Hospital in Ventura, California in 2012.

PETVET MAGAZINE

Veterinary Friends Forever

Why

IT WORKS

Dr. Jan: We created Ohana Pet Hospital so that we could run our business the way we envisioned—which is to serve the needs of our patients and our community. Being friends first and business owners second is what empowers us to come up with creative solutions to meet challenging demands of veterinary practice.

Why

IT MATTERS

Dr. Jill: Veterinary medicine is often an emotionally charged, as well as a mentally and physically challenging, profession. Despite these challenges, our staff keeps the focus on doing what’s right for our clients. Our team is amazingly incredible and we make sure to let them know that every single day. 

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15

Industry News

Rabies

Elimination

COMMUNITY LED DELIVERY OF DOG VACCINES IS KEY TO SUCCESS

By Dr. Felix Lankester Photos by Heather Smith

C

anine–mediated human rabies has the highest case fatality rate of any known infectious disease and kills approximately 59,000 people annually, mostly children, with millions more saved only by costly post–exposure prophylaxis (PEP). The vast majority of human rabies fatalities occur in Africa and Asia, where access to PEP is limited.

To draw attention to this neglected disease, the Washington State University Paul G. Allen School for

16

Global Animal Health (Allen School) has joined the commitment made by the World Health Organization (WHO), the Food & Agricultural Organization (FAO) and the World Organization for Animal Health (OIE) to eliminate this disease by 2030 (‘Zero by 30’).

While human rabies can be effectively prevented with PEP, the intervention is expensive, and for poor people living in remote communities, access to healthcare is often constrained by social, geographical and economic factors. Consequently, in countries with endemic rabies, the burden associated with the disease is considerable.

Mass dog vaccination (MDV) is an efficient approach to eliminating human rabies by inoculating the reservoir host responsible for more than 99% of human infections. As seen in the United States where wildlife reservoirs still exist, domestic dog vaccinations have all but eliminated human rabies. However, implementing MDV across the rural landscapes where rabies remains endemic is logistically challenging and expensive. As a result many countries spend substantial resources providing PEP with limited investment in MDV, and human deaths continue to occur at an unacceptably high rate.

Despite the dearth of MDV projects, rabies has several epidemiological features that make elimination

PETVET MAGAZINE

through MDV possible: 1. Domestic dogs, not wildlife, are responsible for more than 99% of human rabies cases.

2. The basic reproductive ratio (R0 —the number of secondary infections produced from a primary case) of canine rabies is low (~1.2).

3. The low R0 means that vaccination coverage only needs to be maintained above 20 – 45% to control rabies and eliminate ongoing transmission, including to all other secondary hosts such as wildlife, livestock and humans.

4. Despite the appearance of being stray, the vast majority of domestic dogs in sub–Saharan Africa have some form of ownership and are accessible to parenteral vaccination.

Because of these aforementioned features, MDV provides a feasible means to eliminate human rabies. To this end, the Allen School has been collaborating with organizations in Tanzania, Kenya and the UK to devise novel cost-effective MDV delivery strategies that can be delivered at scale to enable regional, national and, eventually, continental elimination of rabies.

The standard MDV delivery method across Africa is a centralized team–led strategy. Centered upon hub locations where reliable power supplies allow bulk vaccine storage under cold–chain conditions (4°C), teams of vaccinators drive out to remote villages and set up temporary static-point MDV clinics in a convenient position in the village that typically last for one day.

To eliminate rabies on a regional scale, these once–per–year campaigns must vaccinate at least 70% of each community’s dog population to maintain the minimum coverage above 20 – 45% throughout the year.

Because dogs in these areas are rarely vaccinated privately, the proportion of

Teams of vaccinators drive out to remote villages and set up temporary static-point MDV clinics in a convenient position in the village that typically last for one day.

PETVET MAGAZINE

17

By decoupling the delivery of MDV from the requirement to keep vaccines cool, we have the potential to transform rabies control efforts across Africa and Asia. immunized dogs begins to fall as soon as each campaign ends. The result of the birth of unvaccinated puppies and previously immunized dogs dying typically leads to fluctuating coverage.

In years where coverage exceeds 70%, waning herd immunity will not be a cause for concern. However, in years where 70% is not reached, coverage is likely to fall, allowing sustained transmission. Achieving this level of coverage consistently across remote landscapes with team–led delivery is challenging. For example, community engagement is vital for success, yet this critical factor is influenced by agricultural cycles, school holidays and even inclement weather. Accommodating these factors within the scheduling of centralized team– based strategies is logistically demanding and, as a result, gaps in coverage easily arise. This is problematic as small gaps can hinder progress to elimination. Novel, cost–effective MDV delivery strategies that enable consistently high rates of vaccination coverage at the scale required for regional elimination are urgently needed.

18

Decentralized, community–led delivery strategies are a promising way of improving access to health interventions and have been used in Africa for the control of neglected tropical diseases such as onchocerciasis. In the case of rabies, it has been hypothesized that a community–led model will improve coverage consistency and reduce delivery costs. Despite these potential benefits, community–led approaches have not been evaluated for the control of rabies.

The barrier to implementing and testing community–led interventions has been the inability to store rabies vaccines under cold–chain conditions in rural communities. The availability of a thermo-tolerant rabies vaccine that can be stored without loss of potency for extended periods at temperatures exceeding cold–chain conditions would allow the investigation of community– led delivery options.

In 2016, WSU carried out the first field based trial to investigate whether a commonly used rabies vaccine (Nobivac®

PETVET MAGAZINE

Rabies) would remain potent following extended storage at temperatures outside of cold-chain conditions. The results of this trial (doi.org/10.1016/j. vaccine.2016.10.015) indicated that the vaccine remained potent following storage for six months at 25°C and for three months at 30°C. These exciting results, indicating that the rabies vaccine can be stored outside of refrigeration units for extended periods without the loss of potency, will likely catalyse the development of novel delivery strategies.

For example, WSU’s follow–on study in northern Tanzania is investigating whether recruiting and training village– based Rabies Coordinators, responsible for storing vaccines within their communities and implementing MDV campaigns year round, will be a more cost–effective approach for achieving the consistent levels of coverage required for regional elimination.

By decoupling the delivery of MDV from the requirement to keep vaccines cool, we have the potential to transform rabies control efforts across Africa and Asia. With governments of rabies endemic countries now designing national elimination plans in response to the ‘Zero by 30’ target, such developments in the ongoing battle against this ancient disease are extremely timely.  Dr. Felix Lankester is a Washington State University Paul G. Allen School for Global Animal Health Assistant Professor & Director of the Serengeti Health Initiative.

Dr. Lankester is based full-time in East Africa, and is involved with a number of one-health research initiatives that focus on infectious diseases, for example rabies and malignant catarrhal fever. Dr. Lankester has developed effective strategies for rabies elimination on a local scale and is working to achieve regional rabies elimination.

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Business Trends

ULTR A

SOUND and Their Importance in the Small Animal Practice

By Natalie Marks, DVM

V

eterinarians are superb multitaskers. We juggle many responsibilities throughout the day; answering phone calls and emails, working up cases, managing client expectations and staff concerns, finishing administrative paper work and dealing with the myriad of other problems that tend to arise.

When I talk to other practitioners about why, in a busy practice with multiple associates and a strong medical focus, ultrasound has not been added, I typically hear the same three concerns: 1. Some feel that there is not enough time in the day to learn a new technology.

2. The practice won’t be able to pay off the machine.

3. Clients will find the cost too expensive.

I actually believe the exact opposite on all three of the above reasons.

20

No Time To Learn New Technology Yes, learning a new skill takes time and an open mind. However, I can tell you from firsthand experience that these machines have become incredibly user–friendly since I was in veterinary school 20 years ago. Companies with ultrasound technology understand the time constraints most small animal practicing veterinarians are under and want to guide you on how to apply the machine instantly, as such, most offer online or on–site support to help integrate the machine into your practice.

Additionally, having credentialed veterinary technicians learn to use this tool helps elevate these staff members and makes them feel a more integral part of the team, while saving valuable veterinary time.

Example: One of the fastest ways to start implementing

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IT IS IMPER ATIVE TO on the benefits (and limitations) of an ultrasound, the non-invasive nature, the speed of diagnosis and the wealth of knowledge derived from full ultrasound studies.

ultrasound into daily practice is the utilization of ultrasound for cystocentesis.

This is an introductory skill that can be quickly taught to all veterinarians and

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credentialed veterinary technicians in a short time period. Not only is this a great revenue stream for a profit center, it is most importantly better medicine.

A quick, cursory scan of a canine or feline bladder with a standard probe can diagnose bladder stones, polypoid cystitis, a thickened bladder wall and even suspect bladder tumors (and a very valid reason to NOT obtain urine by cystocentesis.)

This additional knowledge helps reach a diagnosis faster and potentially drives the need for additional diagnostics.

It is also a great addition to any breed–specific screening programs, e.g. screening breeds that are high risk bladder stone formers or Westies with a higher risk of transitional cell carcinoma.

creative to make you their client.

Talk to these companies about leasing programs, payment options and other ways they can help you make sure this investment makes financial sense for your practice. This discussion should also include the type of medical workups being performed at the practice, the space available for the machine(s) and the current knowledge base at the practice. This will help define and tailor the best “starting” machine, what probes are needed, what training is essential and necessary for implementation of additional uses of the ultrasound machine and allow for budgeting and predicting of cost and eventual payment of the machine.

Not Able to Pay off Machine

Cost to Clients

While cystocentesis will slowly help pay off the investment of an ultrasound machine, it is a large capital investment for all practices and, in today’s uncertain financial climate, this debt can create worry and anxiety. However, there are a number of companies offering this technology, and this means they have competition for your dollar and will get

We must also keep in mind that we, as veterinarians, are not the only part of the veterinary–client–patient relationship that must see value in this machine. It is imperative to educate clients on the benefits (and limitations) of an ultrasound, the non-invasive nature, the speed of diagnosis and the wealth of knowledge derived from full

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ultrasound studies. To be successful, we need to remember a few important tenets of the veterinary industry today.

The new generation of pet parents (the millennials) have some specific character traits. As a group, they tend to come to exams with more questions, a desire for more details and previous online research they’ve done prior to the appointment. They want information quickly and in an easily accessible format. In addition, they tend to be more cost conscious with the same expectations for excellent medical care and successful outcomes. However, they also want the best medical care possible for their pets.

Once you see all of the different ways you can use ultrasound on an everyday basis to provide better medical care, you will easily be able to explain to clients (especially millennials) that you can keep the cost relatively low while still providing superior and rapid diagnostics and medical care.

A perfect example of how to use this technology for best medicine with financial value is the use of ultrasound for the F.A.S.T exam—otherwise known as the Focused Assessment with Sonography for Trauma. The ultrasound probe is placed on four different quadrants of the abdomen (or thorax) and is used as a rapid screening test for free blood or urine in the abdomen (usually secondary to a ruptured splenic tumor or urinary bladder) or free blood around the heart (pericardial effusion).

This also can be taught to many members of the veterinary team.

This timely screening test is one of the most helpful, but unfortunately one of the most underutilized tests in veterinary medicine today. It is noninvasive, can be performed quickly as the patient enters the hospital

(median study time was 6 minutes), requires only a very small and portable machine and requires only minimal sonography skills.

The JAVMA 2004 veterinary F.A.S.T study also found that one third of the patients in the study that had trauma secondary to contact with a motor vehicle also had a hemoabdomen. This is a much higher incidence than previous studies and that speaks to the specificity of the test. This test also has a high sensitivity, meaning that it is very accurate if NO free fluid is found during the F.A.S.T exam. The outcome being that the veterinarian will look outside of the abdomen to other parts of the animal when suspecting internal bleeding.

Ultrasound can be a very efficient and cost effective addition to any practice. It screens and diagnoses medical and surgical conditions from a non invasive perspective AND

generates revenue. While there is a learning curve with any new technology, it truly will elevate both medicine and financial growth within any small animal practice.  Dr. Marks is the medical director of Blum Animal Hospital, a ten doctor small animal practice in Chicago, IL, just south of Wrigley Field. Dr. Marks is also a national educator on many topics, including canine influenza, leptospirosis and canine allergic disease and is involved in media campaigns.

In her spare time, Dr. Marks enjoys spending time with her family, especially her 3 fantastic children and furry child Samantha, also cooking, traveling, reading, going to concerts and being anywhere there is a beach!

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23

LIFESTYLE

Fashion in the Practice 1.

3.

2.

Article & Photos by Cheyenne Stoll

Yes. You read that right. Fashion in the Veterinary field exists!

When you find yourself landing that management position that you’ve always dreamed of; reality hits. NO MORE SCRUBS.

T

he days of rolling out of bed and throwing on a comfy pair of scrubs are over. While this new job opportunity is exciting, it may be hard to find the motivation each morning to wake up and be trendy

24

just to enter a building full of slobber, anal glands and endless amounts of dog hair. It’s easier to reach for the same three outfits you’ve recycled countless times because you know they don’t look that bad.

PETVET MAGAZINE

Try the

LOOK

Outfits always look better layered.

That shirt you haven’t worn in three years because you don’t like the way it’s cut? Throw a sweater over it with an oversized scarf. You don’t need to break the bank to revamp your style—use what you have at home!

Dress it up witH Don’t panic! Heels come in all shapes and sizes. Even the smallest heel can dress up an outfit and make you look more professional. But remember, we are in the veterinary industry so no open-toed shoes!

Your own Style If there is one thing that says “I’m the boss”, it’s a blazer. Blazers can be dressed up or worn casually, but either way they make a statement. Paired with black pants, heels and a white collared shirt, you can easily head over to your local Marshalls and create a new outfit for under $50.

Cheyenne Stoll, 29, is the Medical Services Manager of the Pet Wellness franchise owned by Dr. Donald Costlow. Their hospitals include Newton Veterinary Hospital, Budd Lake Animal Hospital, Berkeley Heights Animal Hospital, Upper East Side Animal Hospital, Bergen Passaic Animal Hospital and Kingston Animal Hospital. She started her career as a Veterinary Technician six years prior to managing. Her job is to ensure each pet receives the highest level of care when visiting their facilities, in addition to remodeling newly acquired hospitals within the company. During Cheyenne’s free time, she enjoys keeping up with the ever growing fashion industry and updating her wardrobe as different fashion trends evolve.

PETVET MAGAZINE

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PetVet Profile

Dr. Lauren Demos

THE STORY OF A VET & HER

PADDLE

BOARDING

CAT NAMED

PANCAKE

By Steve Dale

Dr. Lauren Demos’ partner in life was her husband Andy, and today it’s her cat named Pancake. When Demos goes paddle boarding or sailing, she often takes Pancake. At only 35, she’s a past President of the American Association of Feline Practitioners (AAFP).

S

he’s adamant about getting involved in organized veterinary medicine, and hopes students coming out of veterinary school do the same.

“The profession is in a unique place,” she says.

“Corporate medicine is taking over. I am not saying that is bad. I am saying that we need to define our roles, or

26

it will be done for us. We can have a voice in our future, but only if we step forward to use our voices.”

Demos is a goal directed individual—but the route she takes to get there has always been more than a little circuitous. Growing up in Green Bay, WI she liked animals, and like most little kids, thought about

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being a veterinarian but it was never a serious consideration. In fact, she was intent on being a musician—probably a jazz saxophonist. She attended Northern Illinois University in DeKalb on a music scholarship, and was one of the first women accepted in their jazz studies program.

However, being the analytic type she is, playing in a jazz band didn’t turn out to be something she wanted. Her major changed to acoustical engineering and computer music. “I was into twisting music and redefining expectations,” she says.

So, what do you do with that major out of school? One thought was to continue her music education and get a PhD for teaching at the University level. “I just wasn’t driven to do that,”

she recalls.

Then, a strange light bulb moment happened as she worked in her self–described ‘menial summer job’ packing school supplies into those plastic packets for kids. “A co-worker was doing this (job) before entering vet school, so I thought I could do that too.”

While Demos grew up with dogs—at that moment she recalled her childhood cat named Mr. Kitten. How could a child’s cat be so inspiring?

“I was always fascinated by cats; they’re so cerebral, so thoughtful—but they don’t always let you in on what they’re thinking,” she says. “I wanted to be let in on what Mr. Kitten was thinking. I wanted to be able to read cats.”

She didn’t just run off to vet school.

But she did run off…to Alaska. She and her boyfriend Andy settled in Anchorage. Why there? “Why not?” she says. “We wanted to do something different.”

Different indeed. There, Andy, a pilot, had no problem finding work transporting people from town to town.

And she began working her way up at veterinary clinics. She started as a receptionist but wanted more science, and more hands–on with animals, so she became a technician. She worked at several practices over three years, working for a veterinarian who participated in the Iditarod, and also for a vet who treated many of the racing dogs.

Demos says, “I love meeting interesting people, and everyone in Alaska

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In Perth, she attended vet school for five years, including a stint in the UK at Cambridge University to earn a sort of mini PhD (HONs) studying influenza viruses.

had such a unique story.”

Her applications to U.S. vet schools went nowhere because she never took many chemistry or biology classes, and music courses didn’t hit the right notes for vet schools. However, her good grades did impress Murdoch University. There was only one hitch; the school is in Perth, Australia. However, that only made life

28

more interesting.

Only weeks prior to her departure, one of her two cats got out. “Every spare moment, I was searching for this cat,” she says.

She never gave up hope. And days before their trip, Andy proposed (she said “yes”), and only a few hours later, her missing cat reappeared. “Best day

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ever,” she says.

In Perth, she attended vet school for five years, including a stint in the UK at Cambridge University to earn a sort of mini PhD (HONs) studying influenza viruses. Andy was grounded in Perth; his pilot’s license wasn’t good Down Under, but he worked as a terminal manager at the Perth Airport.

Finally, they were married in Green Bay about six years after he first popped the question, and ultimately, they decided to stay in the U.S. Mostly because there was more job availability for a cat vet, and because Demos wanted to become boarded in Feline Medicine.

That road began for Demos in Madison, WI working for legendary feline veterinarian, Dr. Ilona Rodan, and Demos later moved to her current

Demos doesn’t recall exactly why she thought her cat might enjoy being on a paddle board, but Pancake took to it instantly—like a fish to water, so to speak.

When she began to sail on a friend’s boat, Pancake was there for the ride.

location in Waterford, MI. And all of this is in the process of earning her Diplomate status as a feline specialist.

In Wisconsin, Andy was a pilot transferring organ donations, and in Michigan he piloted cargo flights. In 2014, one night, in poor weather—as Andy was attempting to land—the plane crashed. Married six years and together for fourteen years, Demos found herself a young widow.

“We actually talked about what would happen if one of us were to die,” she says.

“We agreed, he’d come back as a kitten and he would give me a sign so I’d know which kitten he is.”

Several months later a local rescue brought a litter of sick kittens into the clinic. Pancake was the only survivor, and she was so sweet and especially outgoing. “I took her home as a foster, but still wasn’t convinced about what to do,” recalls Demos. She looked Pancake in the eyes, and out loud asked for a sign. At that very moment an airplane flew overhead.

“Need I say more?” she says.

Pancake loves the company of people. Demos began to take Pancake out on a harness and leash. Demos doesn’t recall exactly why she thought her cat might enjoy being on a paddle board, but Pancake took to it instantly—like a fish to water, so to speak. When she began to sail on a friend’s boat, Pancake was there for the ride.

Tania Aebi became the first American woman and the youngest person to circumnavigate around the world, and she did it with her two cats along for the ride on a 26–foot sail boat. Demos purchased that very same boat, and dreams of sailing to Cuba, with Pancake, of course. “I could also help some cats while I’m there, maybe lecture a little,” she adds.

Naturally, Pancake wears a life vest.

“People think it’s crazy, a cat on the water,” she says. “But that’s how cats came to this country.”

Does she really believe that Andy has come back as a female cat? She pauses for a moment before answering, “Pancake is having a great life,” she says. “And I’m loving my life too. I realize that life is good, and while we are here we should all make the best of it. Pancake enjoys every day, so do I. Isn’t that all that really matters?” 

Behaviorists, and has contributed to many books and publications. Steve speaks around the world at animal behavior and veterinary conferences and serves on the Boards of the Winn Feline Foundation and Human Animal Bond Association. His many awards and honors include the AVMA Humane Award, and he was inducted into the Dog Writer’s Association Hall of Fame.

Steve Dale, CABC (Certified Animal Behavior Consultant) is the author of a popular blog, www. stevedalepetworld.com.

He is the host of two national radio shows, and is heard on WGN Radio, Chicago.

His many TV appearances include Oprah to National Geographic Explorer, and is a contributor on syndicated “HouseSmarts TV.” Steve edited “Decoding Your Dog,” authored by American College of Veterinary

PETVET MAGAZINE

29

PETVET TEN

1

2

MAKE AN APPOINTMENT with your DENTIST

Make a list of your

2018 CE

credits Get in for a checkup and get ready to celebrate National smile week (second week in August).

3

GET

UPDATED

Read an article on a new subject that you know nothing about—knowledge is power!

5 30

Don’t wait until December 31st to figure out your CE credits. If you are in need of more, check out VETgirl’s podcast series on iTunes or The National Association of Veterinary Technician’s free mini CE courses at https://ce.navta.net/

PETVET top 10

Ten things to do this month see how many you can do!

4

TAKE A

"ME-CATION" Take a day off from work, family, and life and treat yourself to a day of fun. Sites like Spafinder.com makes finding a local spa easy.

REFRESH YOUR

chemistry skills Bake a healthy new recipe you’ve been wanting to try. Double points if you bake with a friend or family member. Triple points if your helper is less than 10 years old.

PETVET MAGAZINE

6

Pinch your

7

MAKE WISE

CHOICES

WITH CALORIES With your hectic lifestyle, you may be tempted to choose unhealthy habits.

Skip the high calorie and high sugar drinks and grab a sparkling water or fresh brewed unsweetened tea instead.

8

PENNIES! “Brown bag” your lunch instead of spending money on takeout every day.

You’ll save about $120 per month (assuming take out is $12 and your brown bag is $6.)

TAKE A HIKE! Did you know that more than 47 million people went hiking last spring?

They all can’t be wrong. Trails.com lets you search for trails by your zip and even notes which are dog friendly.

10

9

Try out

something

new.

Groupon is a great source of budget friendly trial lessons like belly dancing, paint ball adventure, or fly fishing. It’s a great way to discover a hidden talent.

Meet new people by joining a Meet-Up group You will be amazed at how many diverse groups are available. Some groups have a dozen members and others have thousands. If you can’t find what you are looking for, you can also start your own Meet-Up group for a nominal fee.

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