Keystone Veterinarian

keystone

veterinarian

OFFICIAL PUBLICATION OF THE PENNSYLVANIA VETERINARY MEDICAL ASSOCIATION

VOLUME I, 2013

www.pavma.org

pvma

pennsylvania veterinary medical association

advancing animal welfare and human health while ensuring the vitality of the profession

pvma

pennsylvania veterinary medical association

pennsylvania veterinary medical association

8574 paxton street hummelstown, pa 17036

advancing animal welfare and human health while ensuring the vitality of the profession

phone: 888.550.7862 fax: 717.220.1461 email: pvma@pavma.org website: www.pavma.org

what’s featured 12

Practice Purchase Feasability Analysis

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Keystone Veterinary Conference

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HR 1528—The Veterinary Medicine Mobility Act

in this issue 2013 EXECUTIVE COMMITTEE Kenton Rexford, VMD President

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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

Sherrill Davison, VMD, MS, MBA, DACPV President-Elect

19

Hey Lady, Your Dog Needs a Dental

James Holt, VMD Vice President

24

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

25

Last Chance for Kids to Enter PVMA's Photo Contest

Ronald M. Kraft, DVM Secretary-Treasurer

26

What's the Value of Your PVMA Membership

Robert P. Lavan, DVM, MS, MPVM, DACVPM Immediate Past President

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Congratulations to the Penn Vet Graduating Class of 2013

Mary A. Bryant, VMD AVMA Delegate

28

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

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PVMA Has Been Out and About With Our Members

Charlene Miller Wandzilak Executive Director

Quarterly Columns 6 Observations

by Heather Berst, VMD

“So Who is PVF Anyway?”

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The President’s Two Cents

"Communication Is Key to a Successful Association”

10

From Where I Sit

“Responding to Challenges Within Today's Veterinary Profession”

by Kenton Rexford, VMD

by Charlene Wandzilak

18

Practice Pearls

"Getting Clients to Accept Earlier Dental Treatments”

by Wendy S. Myers

20

Veterinary Technology Corner

"The Language of Dentistry”

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by Vicki Byard, CVT, VTS (Dentistry)

Member Spotlight

"Travis Meredith, DVM”

30

Penn Vet News

34

Member News

38

What’s Happening

40

The Grand Finale

"Pou Sante: Amar Haiti"

"VSEC Opens a New 24-Hour Emergency and Specialty Hospital in South Philadelphia" “Events and Education”

Advertising Index 7 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

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

I

n today’s world of communication—and especially marketing—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 business 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 exceptional 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 I Adam Hoover, VMD, Trustee Beth Piersol, DVM, Alternate

District II Lloyd Reitz, Jr., DVM, Trustee Stacia McMahon Gilbert, DVM, Alternate

District III Mary-Lynn McBride, DVM, Trustee Dawn Fiedorczyk, VMD, Alternate

District IV Michael Q. Bailey, DVM, DACVR, Trustee John Showalter, DVM, Trustee Amanda Glass, DVM, Alternate Sean Smarick, VMD, DACVECC, Alternate

District V Dan Zawisza, VMD, Trustee Alternate—Vacant

District VI Andrea Honigmann, DVM, Trustee John Simms, VMD, Trustee Nathan Kapp, VMD, Alternate Jeff Steed, DVM, Alternate

District VII Heather Berst, VMD, Trustee Christina Dougherty, VMD, Trustee Casey Lynch Kurtz, VMD, Trustee Theodore Robinson, VMD, Trustee Kimberley Hershhorn Galligher, VMD, Alternate Kim Kovath, VMD, Alternate Steven Prier, VMD, Alternate Tom Garg, VMD, Alternate

Editor: Heather Berst, VMD Staff Editor & Graphic Designer: Lori Raver Staff Editor: Charlene Wandzilak Editorial Correspondence Letters 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 lraver@pavma.org.

Advertising keystone 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 Deadlines All 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 Subscriptions keystone 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 Readers Neither 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.

District VIII Susan Ackermann, DVM, Trustee Ferdinand Visintainer, VMD, Trustee Meg Alonso, VMD, Alternate Carlos Hodges, DVM, MS, PC

AVMA Alternate Delegate Mike Topper, DVM, PhD, DACVP

Academic Veterinarian At-Large Colin Harvey, BVSc, ACVS

Veterinary Student At-Large Vacant

Production Animal Practice Veterinarian At-Large Darcie Stolz, VMD

Equine Veterinarian At-Large Vacant

Public and Corporate Practice Veterinarian At-Large Jules Benson, BVSc, MRCVS

Veterinary Technician At-Large JOY ELLWANGER, CVT, BS, AAS

On-Hold Specialists We specialize in customized veterinary on-hold messages starting at just $79.

We are proud to be the only on-hold provider for PVMA! Is your current on-hold program outdated? Need a complete system? Visit our veterinary section online at www.onholdspecialists.com and click on “place an order” to create your script.

Ask about group, multi-location, and PVMA member discounts.

No contracts, no monthly fees.

Call us today!

1.888.546.3949

Letter to the Editor: Correction Needed

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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 misleading and should be clarified.

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 exemption applies only to the definition of cats when it comes to rabies vaccination.

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

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The Results of the Boehringer Ingelheim Vetmedica Leptospirosis Survey Are In

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e 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 available, you will be able to access the information at LeptoInfo.com/ results. We will include the information in keystone veterinarian as well. We encourage you to share the information with you staff and clients 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 Hospital Dr. Harry Sachs, Crest View Animal Clinic, LLC Dr. Kelly Scherer, Northeast Veterinary Referral Clinic Dr. David Dorn, West Liberty Animal Hospital Francine Mallon, University of Pennsylvania, School of Veterinary Medicine l

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observations

So Who Is PVF Anyway?

By Heather Berst, VMD, Editor

D

o 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 community needs effective outreach to the public. Until the recent past, 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.

The PVF is a nonprofit organization founded in 1983. The mission of PVF is to help veterinarians create a healthier 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 annual Bark in the Park 5k Run & 1 Mile Dog Walk that benefits TLC. The Last Chance Fund supplies funding for veterinary care of abused or neglected, unowned companion animals. It has been so exciting 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 Spike, a collie mix, was I asked for donations for the race from the local commubrought to TLC Fund parnity, people were excited it ticipating practice, Animal was veterinarians involved Hospital of Willow Street, with the event.

WHO has the Last Chance Fund helped? 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— despite the efforts of the hospital—an owner could not be located.

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 hospital, 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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I love the veterinary profession and I want all of our communities 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 vmiller@pavma.org.

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

Provided courtesy of Waggoner, Frutiger, & Daub, LLP

J

ust exactly what is a bank line of credit and who should be using one? A bank line of credit is not a great deal different from a credit card. 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 payments 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 obligated 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 inventory 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 down as your cash flow improves.

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Do not use a line of credit for capital purchases. If you need to expand your building or buy new equipment, arrange a term loan for that specific acquisition. You should not use a credit card 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 making a profit, you may well qualify for a bank line of credit. Start by checking with your current bank. Your banker would like to keep your business, and if your financial statements support it, you will most likely be offered a loan. Lines of credit for small amounts may not require collateral. On larger loans, you may need to put up collateral, and you may need a co-signer.

A bank line of credit can make your operation more efficient. There is comfort in knowing that 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 two cents thepresident’s president’s two cents

Communication Is Key to a Successful Association

By Kenton Rexford, VMD

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ur 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 maintaining and improving PVMA is communication. We want to communicate effectively with our members and we want our members to communicate with us. To that end, we have tried to provide many options for our members.

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Our traditional “hard copy” publication keeps members informed on current PVMA news and events but also trends in the profession. You'll find practical information you can use in your practice as well as industry news, classified ads, information on continuing education, and much more.

www.pavma.org

Our website and it has recently been redesigned and updated. I highly recommend you check it out! Almost any information you could want is available on the website. If you are interested in contacting PVMA, you can find our contact information plus much more about the association and what we're doing. LInks to our blog, Facebook 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 lraver@pavma.org.

Vet Bytes

Our 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, continuing 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 can choose "yes" in the broadcast email section of your member profile. You can find access to your member profile under the My PVMA tab on the website. If you don't know your member login to the website, email Vyonne Miller at vmiller@pavma.org.

District Meetings

These 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 Meetings

Our continuing education meetings are one of the things our members value the most. Not only are our meetings 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 Team

The members of the PVMA management team are available by phone or email Monday–Friday. We are fortunate to have such a dedicated and effective group working for PVMA. Their contact information is available at on our website in the “contact us” section.

Board of Trustees

Trustees 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.

Surveys

Surveys are an exceptionally helpful tool for shaping the future of PVMA. This is often how we gather the best information on what you'd like to see for member benefits, the kind of CE you're looking for, and more. We don't send 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 8

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4th Annual Bark in the Park 5k 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.

Sunday, 13 October 27, 20 City Island Harrisburg

Full information and online registration will be available soon at www.pavetfoundation.org.

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from where I sit

Responding to Challenges Within Today’s Veterinary Profession

By Charlene Wandzilak, Executive Director

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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 conversations in meeting rooms, online communities, and more, the stressors of the veterinary world are evident. It’s daunting. Veterinary practices face many challenges today like profitability, debt/salary ratios, too many or too few veterinarians, internet pharmacies, big box stores, the economy, decreases in regular pet care, non-profit humane 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, as your association, is actively working to make these challenges less daunting by finding solutions and evolving 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 includes helping you be profitable. Our advocacy efforts include protecting veterinary practice, limiting the unnecessary regulation, and helping legislators understand why veterinary services should not be taxed. We provide continuing education featuring experts who offer ways to increase compliance, increase profitability, and better marketing. We partner with companies to bring you discounts, better and exclusive benefits as business owners, and insurance products aimed at meeting your needs and saving 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 efforts to encourage funding for federal loan forgiveness programs. We offer tools and resources on debt consolidation and how to negotiate employment contracts, and we educate legislators on the importance of finding funding for debt relief for large animal veterinarians once the state’s budget crisis under control.

3. Internet Pharmacies and Big Box Stores: We advocated with the AVMA on the federal 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 practice more effectively through the use of your website and social media.

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. Training and Retaining Qualified Staff: We offer continuing education targeted at building the skills of the practice managers, certified veterinary technicians, and veterinary assistants in your hospital. We created a membership 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 veterinary technicians and assistants. If approved by our membership, this will bring the entire veterinary team under the PVMA umbrella so we can develop more resources, programs, and tools to make your staff more valuable.

7. Non-Profit Organizations’ Competition: Recently, in a local community, PVMA hosted two town hall meetings with the private practice veterinarians and a shelter which is increasingly offering more low-cost services.

They were held to try to bring everyone to the same table to figure out what could be done to help minimize the 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 evaluate the issue of non-profit organizations and their impact on veterinary practices. If you are interested in participating, please email me at cwandzilak@pavma.org. The taskforce will:

continued on page 11

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License Your Dog—It’s the Law

By George Greig, Pennsylvania Secretary of Agriculture, Harrisburg, Pennsylvania

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ogs 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 insatiable and his energy on our Crawford County farm knows no bounds. That’s why my wife and I stop by our local treasurer’s office each year 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 Law All dogs three months or older must be licensed by January 1 of each year. Dog owners who do not license their dogs can be cited with a maximum fine of $300 per unlicensed dog 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 Department of Agriculture Dog Law Enforcement Office. The office helps ensure the welfare of breeding dogs and puppies in commercial breeding kennels, regulates dangerous dogs and oversees annual licensure and rabies vaccination 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 neutered, 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 county treasurer. Some counties offer online licensing. Licenses may also be available through registered agents in certain counties, including retail businesses and veterinary offices. Contact your county treasurer for details.

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

central nervous system that is spread by infected animals.

Lost dogs can easily encounter wildlife. Wildlife 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 can result in a maximum fine of $300 per unvaccinated dog violation plus court costs.

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

Pennsylvania Secretary of Agriculture George Grieg and dog, Max.

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

From Where I Sit continued from page 10

• Develop surveys for shelters and veterinary practices to determine current perceptions.

• Identify ways to measure the real vs. perceived impact of low-cost veterinary care services such as spay/ neuter, vaccine, and wellness care on private veterinary practice.

• Identify ways to build relationships between shelters and veterinary communities through collaboration, better communication, and common ground.

• Review legal research and historical evidence related to legal remedies for unfair business environment concerns and identify the pros and cons of legal action.

• Review legislative proposals other states have initiated and consider whether or not any of 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 in the first place. PVMA has been discussing ways to address violations of the scope of practice and illegal practice with the State Board of Veterinary Medicine. While these discussions continue as we collectively try to identify ways we can effectively deal with this issue without 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 issues 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 cwandzilak@pavma.org.

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 encourage you to email cwandzilak@pavma.org 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 keystone veterinarian

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PRACTICE PURCHASE Feasability Analysis

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

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n our most recent article, we reviewed the talents and skills one must have, or acquire, to be a successful 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.

Many communities are effectively saturated with veterinary practices. There is not enough demand for another practice. An existing practice provides an equipped facility with a trained staff already serving a well-established client base – and most significant, it has an existing level of profitability. These attributes allow a new owner to avoid many of the risks associated with a practice start up.

When you encounter a practice purchase opportunity, the first step is to 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 believe in and how you want to practice? It is important to find the right practice, not just the “right now” practice.

Once you have found the right practice, it is time to start your due diligence and truly assess the purchase opportunity. The initial financial due diligence step is to determine whether the asking price is reasonable enough to warrant further consideration. The buyer must answer the question, “Is this deal fair and affordable?”

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Having a second appraisal performed in an effort to assess the fairness of a purchase price serves minimal function. Most practices offered for sale have already been valued and/or the seller has already formulated the initial asking terms. A seller is unlikely to change their price just because a second expert comes up with a different value.

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 the long-term impact of any significant expenditure such as investing in a piece of equipment (that new digital x-ray), a facility expansion, or other investments in your practice. It is the first step to take before any commitments are made or any significant resources (your cash) invested. As a savvy new practice owner, a purchase feasibility analysis will likely be the first of many feasibility analyses that you will (or should) use as a practice owner.

The purchase feasibility analysis is an objective test of the purchase scenario. Will the financial benefits of ownership outweigh the costs? If it is feasible, then the transaction is likely fair, affordable and assuming you have good credit, the veterinary lenders will provide the financing.

In other words, you can proceed with the purchase. If it is not feasible, then you may not be able to financially survive the purchase and you may not be able to secure financing. Purchase price negotiation will be needed. Now they can be based on the realities of the practice’s financial data instead of an appraiser’s opinion.

The first step involves the practice’s historic financial data. This data provides the foundation for the projections used in a purchase feasibilWWW.PAVMA.ORG

ity analysis. The data usually includes the last three years' financial statements (profit/loss statements, 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 decision is made to proceed with the purchase.

The historic data reveals the practice’s profitability – the return on owning the practice.

Accurately assessing a practice’s net profitability is integral to both a practice valuation and to a purchase feasibility analysis. It can also be one of the biggest challenges to a buyer in trying to interpret the financial data on their own. This is because a business’s tax returns and financial statements seldom reflect true cash flow (i.e. profits). Instead, they are designed to minimize the profits in an effort to reduce its tax burden. Usually, further information and analysis are needed in order to obtain an accurate estimation of a practice's true profitability. Below are some of the issues that often need to be addressed: • Non-Operating Expenses: expenses included in the financials that will not pass to a buyer such as owner personal expenses • Non-Economic Expenses: expenses that are in the financials that are not actual flows of cash such as depreciation • Non-Recurring Expenses: one-time expenses such as replacing equipment, remodeling the reception area, or facility repairs.

• Other expenses that may not included in the financials but that would become an expense of the buyer such as the owner’s partner/spouse doing the bookkeeping without compensation, a fair market rent and the current owner’s veterinary compensation.

Because of tax strategies, the financial statements (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 frequently referred to as adjusted or operational income statements.

After the operational income statement is prepared, the next step is to determine the cash flow or benefit stream(s) that will be available to the new owner. There are potentially four such benefit streams to consider: 1. The net operating earnings or profits from owning the practice 2. The owner’s veterinary compensation 3. The owner’s management compensation (when applicable) 4. The rent income collected from the practice (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 productivity 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 included, 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.

Once the benefit streams are identified, the debt service (principal and interest payments on the purchase loan) and the taxes can be taken into account. Using the asking terms of

the seller and the potential financing terms of 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.

The difference between the benefit streams and the debt service and tax payments for each year (i.e., the after-debt, after-tax cash flow) represent the annual dollars available for the buyer’s household. This should be assessed most critically. Whether this will provide sufficient personal income or not, can only be answered by the buyer and the answer may differ from one buyer to the next.

Hopefully by this point, the buyer has already performed a personal budget analysis and has thoroughly assessed their personal financial requirements. If the results of the feasibility 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 which revenues will grow, the level of profits expected 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 guarantees. Therefore, when doing the feasibility analysis, it is beneficial to shift some of the key variables up and down. Adjusting the revenue growth, the practice profitability, the financing terms, etc. can provide insight into positive and negative scenarios. continued on page 34

A Feasibility Model Projected Revenues - operating expenses (including owner, rent) = Practice Profits

Practice Profits + 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 WWW.PAVMA.ORG

= Buyer Take Home

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7th Keystone Veterinary Conference August 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.”

Faculty Lowell Ackerman, DVM, DACVD, MBA, MPA Veterinary Specialty Director, Zoetis, Westborough, Massachusetts SPONSORED BY A. Rick Alleman, DVM, PhD, DABVP, DACVP Professor and Director of Laboratories, College of Veterinary Medicine, University of Florida, Gainesville, Florida SPONSORED BY

SPONSORED BY Ellen Behrend, VMD, PhD Joezy Griffin Professor in Internal Medicine, College of Veterinary Medicine, Auburn University, Auburn, Alabama David B. Brunson, DVM, MS, DACVA Senior 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 Craig Clifford, DVM, MS, DACVIM (Oncology) Director of Clinical Studies, Hope Veterinary Specialists, Malvern, Pennsylvania Anne Desrochers, DMV, DACVIM, cVMA Clinical Assistant Professor in Equine Internal Medicine, Marion DuPont Scott Equine Medical Center, Virginia-Maryland Regional College of Veterinary Medicine, Leesburg, Virginia VOLUME I 2013

Susan Ettinger, DVM, DACVIM (Oncology) Staff Medical Oncologist, Animal Specialty Center, Yonkers, New York Karen Felsted, CPA, MS, DVM, CVPM Chief Executive Officer, NCVEI, American Veterinary Medical Association, Schaumburg, Illinois Karyn Gavzer, MBA, CVPM Practice Management Consultant, KG Marketing & Training, Inc., Springboro, Ohio SPONSORED BY

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

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

keystone veterinarian

Gary I. Glassman, CPA Partner, Burzenski & Company, PC, East Haven, Connecticut Sandra Godden, DVM, DVSc Professor, Dairy Production Medicine, College of Veterinary Medicine, University of Minnesota, St. Paul, Minnesota Tim Hackett, DVM, MS, DACVECC Professor, Emergency and Critical Care Medicine, Department of Clinical Sciences, and Small Animal Chief of Staff, Colorado State University Veterinary Teaching Hospital, Fort Collins, Colorado Nan Hanshaw, DVM, DACVPM Chief, Animal Health Division, Bureau of Animal Health and Diagnostic Services, Pennsylvania Department of Agriculture, Harrisburg, Pennsylvania Bash Halow, LVT, CVPM Practice Management Consultant, Halow Tassava Consulting, New York, New York Peter Kintzer, DVM, DACVIM Medical Affairs Manager, IDEXX Laboratories, Westbrook, Maine SPONSORED BY Justine A. Lee, DVM, DACVECC Associate 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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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.

FULL INFORMATION AND REGISTRATION FOR KEYSTONE VETERINARY CONFERENCE IS AVAILABLE ONLINE AT WWW.KEYSTONEVETCONFERENCE.ORG. Brian Palmiero, VMD, DACVD Veterinary Dermatologist, Lehigh Valley Veterinary Dermatology, Allentown, Pennsylvania John Schumacher, DVM, MS, DABVP, DACVIM Professor, College of Veterinary Medicine, Auburn University, Auburn, Alabama

25 HOURS OF APPROVED CE CREDIT

Robert J. Silver, DVM, MS, MA Chief Medical Officer, RxVitamins for Pets, Niwot, Colorado SPONSORED BY Aliza Simeone, VMD Region VII Veterinarian, Bureau of Animal Health and Diagnostic Services, Pennsylvania Department of Agriculture, Collegeville, Pennsylvania Daniel D. Smeak, DVM, DACVS Professor and Chief of Small Animal Surgery, College of Veterinary Medicine, Colorado State University, Fort Collins, Pennsylvania David C. Twedt, DVM, DACVIM Professor, Department of Clinical Sciences, College of Veterinary and Biomedical Sciences, Colorado State University, Fort Collins, Colorado Matthew D. Winter, DVM, DACVR Assistant 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 • Internal Medicine • Emergency/Critical Care • Endocrinology • Ophthalmology • Toxicology • Clinical Pathology • Surgery Equine Bovine WWW.PAVMA.ORG

Veterinary Technician Practice Management NVAP Modules Exotics Integrative Medicine Shelter Medicine

Other Social Events ZooAmerica After Dark 8:00–10:00pm

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 to feed the otters, a flashlight tour through the zoo buildings, the opportunity 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. continued on page 16 keystone veterinarian

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FUN

things to do in Hershey …

HERSHEYPARK

www.hersheypark.com Enjoy over 65 rides and attractions including 11 thrilling coasters, live entertainment, 20 kiddie rides, and the waterpark, Boardwalk at Hersheypark. KVC attendees are also eligible to purchase discounted tickets to Hersheypark!

The Spa at the Hotel Hershey www.chocolatespa.com The Spa At The Hotel Hershey offers a variety of treatments including massages, facials, body treatments, and hydrotherapy, medically-based skin care therapies, men's services, teen treatments, pre-natal offerings, and salon services.

Hershey Trolley Works www.hersheytrolleyworks.com All aboard! This entertaining excursion will offer old-fashioned fun as singing trolley conductors guide you on a ride through Hershey, a town “built on chocolate.”

HERSHEY GARDENS

www.hersheygardens.org Hershey Gardens offers 23 acres of year-round splendor featuring beautiful flowers, theme gardens, and an outdoor Butterfly House.

The Hershey Story www.hersheystory.org Located in the heart of Hershey, this world-class museum guides visitors on an inspirational journey through Milton S. Hershey's lifetime and beyond.

Indian Echo Caverns www.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 WORLD

www.hersheys.com/chocolateworld At 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 Shopping www.tangeroutlet.com Tanger 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, Pennsylvania does not charge sales tax on clothing.

HOTEL ROOM RESERVATIONS A 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 16 To book VOLUME I 2013 room with thekeystone veterinarian only. your Hershey Lodge now https://resweb.passkey.com/go/PVMA2013.

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7th Keystone Veterinary Conference Registration Form August 15-18, 2013 . Hershey Lodge, Hershey, Pennsylvania ATTENDEE INFORMATION—SECTION A

Registrant Name

q VMD q DVM q CVT

q Assistant

q Office Staff

q Other

Practice Name Mailing Address City State/Zip Phone Fax *Email (Email address is required to receive confirmation) Spouse/Guest Name(s) (All spouses and guests of convention registrants (over age

I am a first-time Keystone Veterinary Conference attendee: q Yes q No

18) must be listed above and registered in Section C in order to receive a name badge for admittance to exhibit hall)

CONFERENCE REGISTRATION—SECTION B FULL CONFERENCE FEES

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.

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 complimentary 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 q PVMA Associate Member $435 q PVMA Practice Manager Member $225 q PVMA Recent Graduate Member (classes ‘10-’13) $200 q PVMA Life Member $200 q PVMA Student Member $30 q Non-Member Veterinarian $495 q Non-Member Practice Manager $265 q PVTA Member $195 q Non-Member Certified Veterinary Technician $225 q Veterinary Office Staff/Veterinary Assistant $195

$455 $475 $265 $240 $240 $70 $535 $305 $235 $265 $235

THURSDAY, AUGUST 15 ONLY FEES (Includes breakfast, lunch and reception)

q PVMA Active Member $215 q PVMA Associate Member $235 q PVMA Practice Manager Member $175 q PVMA Recent Graduate Member (classes ‘10-’13) $150 q PVMA Life Member $150 q PVMA Student Member $20 q Non-Member Veterinarian $265 q Non-Member Practice Manager $195 q PVTA Member $155 q Non-Member Certified Veterinary Technician $195 q Veterinary Office Staff/Veterinary Assistant $155

FRIDAY, AUGUST 16 ONLY FEES (Includes breakfast and lunch)

q PVMA Active Member $215 q PVMA Associate Member $235 q PVMA Practice Manager Member $175 q PVMA Recent Graduate Member (classes ‘10-’13) $150 q PVMA Life Member $150 q PVMA Student Member $20 q Non-Member Veterinarian $265 q Non-Member Practice Manager $195 q PVTA Member $155 q Non-Member Certified Veterinary Technician $195 q Veterinary Office Staff/Veterinary Assistant $155

SATURDAY, AUGUST 17 ONLY FEES (Includes breakfast and lunch)

q PVMA Active Member $215 q PVMA Associate Member $235 q PVMA Practice Manager Member $175 q PVMA Recent Graduate Member (classes ‘10-’13) $150 q PVMA Life Member $150 q PVMA Student Member $20 q Non-Member Veterinarian $265 q Non-Member Practice Manager $195 q PVTA Member $155 q Non-Member Certified Veterinary Technician $195 q Veterinary Office Staff/Veterinary Assistant $155

$255 $275 $215 $190 $190 $60 $305 $235 $195 $235 $195 $255 $275 $215 $190 $190 $60 $305 $235 $195 $235 $195 $255 $275 $215 $190 $190 $60 $305 $235 $195 $235 $195

SUNDAY, AUGUST 18 ONLY FEES

Before July 15 After July 15 (includes breakfast and lunch)

q PVMA Active Member $215 q PVMA Associate Member $235 q PVMA Practice Manager Member $175 q PVMA Recent Graduate Member (classes ‘09-’12) $150 q PVMA Life Member $150 q PVMA Student Member $20 q Non-Member Veterinarian $265 q Non-Member Practice Manager $195 q PVTA Member $155 q Non-Member Certified Veterinary Technician $195 $155 q Veterinary Office Staff/Veterinary Assistant

$255 $275 $215 $190 $190 $60 $305 $235 $195 $235 $195

ADDITIONAL PROGRAM REGISTRATION— PRE-REGISTRATION REQUIRED q Thursday: Lunch & Learn with Dr. Daniel Joffee (limited to the first 100 registrants)

FREE

q Thursday: NVAP Training

FREE

q Thursday: Animal Welfare Forum

FREE

q Friday: Penn Vet Alumni Reception

FREE

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

FREE

q Saturday: Healthcare Reform Breakfast

FREE

q Saturday: Healthcare 101 Breakfast Forum

FREE

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

FREE FREE

q Saturday: PVTA Annual Membership Meeting/ Refreshment Break

FREE

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

FREE

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

$55

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

FREE

q Sunday: NVAP Training

FREE

SECTION B TOTAL: $

practice pearls

Over 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.

Getting Clients To Accept Earlier Dental Treatments

By Wendy S. Myers, Communication Solutions for Veterinarians Inc., Denver, Colorado

W

hen my 2-year-old cat went to The Cat Specialist in Castle Rock, Colorado, for his exam, Dr. James Olson, DABVP, discovered signs of grade 1 dental disease. Caymus needed his first professional dental cleaning. We scheduled the procedure for three days later. Caymus’ beforeand-after photos showed that once light brown teeth were now pearly white. No extractions were necessary because he got treatment at the earliest stage.

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

Engage Clients in Oral Exams

Few 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.

Bacteria in the mouth can pass through the bloodstream and permanently 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 treatment plans at the time of diagnoses so clients have information to make decisions.

Score Dental Disease

Just 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 gums are inflamed and swollen? His mouth is painful, and bad breath is noticeable. Professional treatment combined with home care can prevent this condition from becoming irreversible.” Use a tongue depressor to point out inflamed areas.

Provide a Dental Report Card

Virbac’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 Scenes

Pictures can increase acceptance for treatments. Create a smile book showing each step of a dental cleaning, or make a slideshow for examroom 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 Specialty 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 treatment decisions based on x-ray findings.

Schedule the Procedure Before the Client Leaves

Clients may be reluctant to schedule another visit after just paying, so schedule first, pay last. Then the upcoming appointment also prints on the 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?”

continued on page 28

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practice pearls

Hey Lady, Your Dog Needs A Dental

By Bash Halow, CVPM, LVT

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 Risk Let’s face it. An adverse or sentinel anesthetic event is devastating and even that word is not sufficient to describe how terrible 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.

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 commitment. Taking time to address your four major concerns about dentistry, not only satisfies your ambitious commitments to patient

Money And 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?

Language And 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 obstacles 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 following 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 conditions like jaw fractures, fistulas and abscesses.

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 hurts 4. It leads to measurable bacteremia which may or may not compromise the patient’s quality of life/health and definitely increases their risk level for anesthesia

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what's the point? because after all … it's only dirty teeth, right? care, it also satisfies your other goals with regards to client care, team effort and a quality work environment that I know are also articulated in your Mission.

Take the topic of dentistry to your team, not in an effort to improve sales, but in an effort to improve who you are as health care providers; 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. keystone veterinarian

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veterinary technology corner

The Language of Dentistry

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 program, 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.

• Fluffy needs a dental.

• We can do a dental while Grace is under anesthesia.

• May I schedule your pet’s dental?

• How is Darwin doing after the dental?

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?

Will my dog look different after a dental?

Will he be in pain after a dental? Why does a dental cost $300 at XYZ Animal Hospital but $500 at ABC Veterinary Center?

• Fluffy needs a dental assessment.

• We can schedule a dental cleaning and assessment while Grace is under general anesthesia.

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?

Also, we often need to be reminded that words have power. For instance, veterinary professionals 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 dentistry done to have any fighting chance to decrease the resultant infection and probable discomfort. There is no other way around it.

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.

As a consultant that travels great distance in my car and on a definitive schedule, I depend on my 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 and that I should change the cabin air filter from time to time. There are different urgencies to those 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 needs to me effectively.

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

• Gunnie needs to have a dental cleaning and assessment. I am concerned about this fractured tooth.

• I see Kitty has never had any dentistry. She needs 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 recommending treatment for that abnormality.

• Mrs Smith, I see evidence of some pretty profound periodontal disease. Without X-rays, I cannot determine how severe it is nor how many teeth are affected. I strongly recommend 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 opportunity 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, 20

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veterinary technology corner

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. Unfortunately, stating it once is not enough. Marketing 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 companies pay such exorbitant amounts of money to play commercials over and over again. Coca Cola doesn’t sell a Coke to every person that sees the commercial the first time.

• 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 American 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 recommendation in the medical record.

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

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

• Price: Veterinary staff members need to understand 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.

When AAHA put out their first Client Compliance 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 dentistry to close that financial hole. You are in 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 recommendation, with the right words, and the client

looks as though they will comply, she will go home to find out her mother has fallen and is in the hospital. The client’s other pet ate a bag of chocolate chips or their daughter came home to announce a new engagement. You are competing with life. So, you need to find ways to remind that same client 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.

We make great sacrifices to be a part of this profession. 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 providing dentistry services effectively, we are fulfilling the carefully crafted words of our 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.

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Mobility Act HR 1528—THE VETERINARY MEDICINE

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eterinarians 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) interpretation 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

registered location. Veterinarians must be permitted to transport controlled substances outside a registered location (ie: clinic, hospital, office, or clinician’s home) to provide 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 regulation preventing veterinarians from legally transported controlled substances in these situations.

To that end, HR 1528, or the Veterinary Medicine 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: • Require the DEA to promulgate regulations allowing veterinarians to transport controlled substances.

• Facilitate quality patient care by permitting veterinarians to transport needed medications to veterinary patients.

• Prevent legal action against veterinarians who are appropriately handling controlled substances in the course of providing complete veterinary care.

• Help assure the integrity of the drug dispensing and administration process by authorizing veterinarians to maintain control of these critical medications.

Listed in the sidebar are staff with Pennsylvania representatives who sit on committees of importance for this issue.

Key Points •

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Veterinarians must be permitted to transport controlled substances outside a registered location (i.e. clinic, hospital, office, or clinician’s home) to provide comprehensive veterinary care and to protect animal health and welfare.

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" … 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."

•

Veterinarian’s registered location or when a veterinarian must transport controlled substances, the DEA maintains that a statutory change is required to address the regulation preventing veterinarians from legally transporting controlled substances in these situations.

• Recommendations by the DEA on how to treat animals while adhering to the law and 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 • Require the DEA to promulgate regulations allowing veterinarians to transport controlled substances.

• Facilitate quality patient care by permitting veterinarians to transport needed medications to veterinary patients.

• Prevent legal action against veterinarians who are appropriately handling controlled substances in the course of providing complete veterinary care.

• Help assure the integrity of the drug dispensing and administration process by authorizing veterinarians to maintain control of these critical medications.

The American Veterinary Medical Association (AVMA) and PVMA applaud US Representatives 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 veterinarians 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, huck@mail.house.gov, in Rep. Schrader’s office or Mr. Larry Calhoun, larry.calhoun@mail.house.gov, in Rep. Yoho’s office.

PA members sitting on the Energy & Commerce Committee • Representative Mike Doyle (PA-14)— Legislative Director, Ms. Jean Roehrenbeck, jean.roehrenbeck@mail.house.gov • Representative Joe Pitts (PA-16)—Legislative Director, Ms. Monica Volante, monica.volante@mail.house.gov.

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, brad.grantz@mail.house.gov

PA Member Sitting on the Judiciary Committee • Representative Tom Marino (PA-10)— Legislative Director, Mr. Drew Kent, drew.kent@mail.house.gov.

• Representative Keith Rothfus (PA-12)— Legislative Director, Ms. Danielle Janowski danielle.janowski@mail.house.gov.

PA Members Sitting on the Agriculture Committee •

Representative Glenn Thompson (PA-5)— Legislative Director, Mr. Matthew Brennan, matthew.brennan@mail.house.gov.

Representative Thompson signed the Congressional letter sent to DEA in October regarding this issue.

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

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Nominate a Colleague for a PVMA Award

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o 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 Award

Each year, the Pennsylvania Veterinary Medical Association presents the Dr. A. Wayne Mountan Memorial Media Award to the news media of Pennsylvania for excellence in communicating 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.

For full details on the requirements for this award, visit www.pavma.org.

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

Wodan Animal Hero Award

Public Service Award of Merit

The Wodan Animal Hero Award was created 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, a Belgian Malinois, and Officer Michael Lamonto responded to a call of an armed person with a gun. Upon reaching the scene, a suspect for another crime was identified. The suspect ran from the scene and Wodan was released to apprehend him and was shot four times. Even gravely wounded, Wodan was able to detain the suspect until the officers could apprehend him.

The Award

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

General Rules

1. Entries for the Wodan Animal Hero Award must be for events that took place between 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 entry 6. Entries will not be returned to the applicant. Please send us a copy of your entry if you desire to keep the original.

Veterinarian of the Year Award

The Veterinarian of the Year Award is presented to a member of the Pennsylvania Veterinary Medical Association for an outstanding

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The Public Service Award of Merit is presented to a member of the Pennsylvania Veterinary Medical Association for an outstanding act or achievement of public service.

Distinguished Veterinary Service Award

The Distinguished Veterinary Service Award is presented to a member of the Pennsylvania Veterinary Medical Association for distinguished service to the veterinary profession over a period of years.

Lifetime Achievement Award

The Lifetime Achievement Award is presented to a member of the Pennsylvania Veterinary Medical Association who has demonstrated a lifetime of selfless dedication to veterinary medicine, the health and welfare of animals, and the betterment of the profession.

Distinguished Veterinary Service Award

The Distinguished Veterinary Service Award is presented to a member of the Pennsylvania Veterinary Medical Association for distinguished service to the veterinary profession over a period of years.

The George B. Wolff Legislative Leadership Award

The George B. Wolff Legislative Leadership Award 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 Award The Veterinary Industry Partner Award is presented to a Veterinary Industry Partner member 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 lraver@pavma.org. Full details on the requirements for each award are available at www.pavma.org. l

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Last Chance for Kids to Enter PVMA's Photo Contest "A Photo Shot of Love: Celebrating Healthy Pets"

Promote the Contest in Your Own Practice!

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.

PREVIOUS WINNERS

Photos must be digital, no more than 2 megabytes, and should be submitted via email to Lori Raver at lraver@pavma.org. Photos should be solely the work of the student, and emails should include the student’s name, address, phone number, school, and grade. PVMA will provide a $50 cash award and a plaque for the first place winner in each 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.

Rules 1. 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 lraver@pavma.org. 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.

They can show their friends!

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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.

Each photo will display the student’s first name, grade, and school name. Visit www.pavma.org! keystone veterinarian

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$ $ $ VALUE what's the

of Your PVMA Membership

educational discounts (based on non-member vs. member veterinarian full conference registration rate) • Winter Conference—$50 • Spring Clinic—$50 • Keystone Veterinary Conference—$80 • 3 Rivers Veterinary Symposium—$65 • Practice Management Webinars and other CE opportunities—$30-500

Total Potential Annual Educational Discount Savings: $545

other benefits • keystone veterinarian (official publication of PVMA)—$30 • 20% discount on display ads in keystone veterinarian—$45-385 • Free classified ads in keystone veterinarian—$35-300 • Free VetBytes weekly e-newsletter—$500 • Free Around the Capitol weekly e-newsletter—$200 • Discounted legal services/consultation—up to $500 (10% discount up to $5000 in services annually) • Free new graduate employment contract review (within first three years of graduation)—$300 • Free classified ads for relief veterinarians on website—$35-300 • Discounted classified ads on Veterinary Career Network— $25-200 • Reduced Cost Book Program with Priority Press— $14-55 (includes: Contracts, Benefits, and Practice: Management for the Veterinary Profession, Legal Consents for Veterinary Practice, Law and Ethics of the Veterinary Profession, and Job Descriptions and Training Schedules for the Veterinary Team)

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additional savings for practice owners!

• Energy Plus Buying Group average annual energy savings for practices—$500 • Discounted on-hold messaging systems—$25-125 • Discounted bank card processing services—$200-1,000+ • Insurance savings through pvmaAssure, PVMA's insurance full-service, in-house agency—$500-$1,000 + (includes employee benefit packages and business property and casualty)

Additional total savings for practice owners: $3,525

• 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 • Discounted Hersheypark tickets (average savings for family 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

If you have questions regarding any of the benefits or services listed or have an idea for a new benefit, contact Charlene Wandzilak at cwandzilak@pavma.org.

Congratulations to the Penn Vet Graduating Class of 2013 Morgan Elizabeth Agnew Haley Joan Andersen Alicia Justine Andras Kathryn Doretta Bach Michelle Nicole Balas Vincent Ernest Baldanza Audrey Ellen Barker Ciara Ann Barr Daniel Joseph Belitskus Jennifer Eileen Blewitt Kaitlyn Marie Boatright Sandra Ann Bostic Cortney Eileen Bower Nancy Elizabeth Callori Alexandra Grace Cantelmo Christine Marie Caro Nicolle Anna Chacosky Benoit Clerc-Renaud Anthony Louis Colandreo Genevieve Ann Comeau Maura L. Commito Kathryn Rose Dalton Eric James Deeble Jolie Anna Demchur Gayatri Dhavan Molly Jane Harrington Domínguez Lorna Dougherty Hope Felice Douglas Christine Barbara Evans Steven Fernández Seth Finger Shahinde Frederick Bethany Jill Fruman Robert Michael Gaunt Benjamin Donald Golas Brittany Anne Gross Ashley Anne Hard Thomas Rudolph Hart Sara Michelle Haus Megan Amanda Hays Lillian Maxwell Bellamy Haywood Robin Lynn Heagy James Joseph Humenick Emily Grant Kaleczyc Shannon Michelle Kerrigan Joe Albert Khodari Bonnie Fay Kibbie Jessica So Jung Kim Dana Koch Samantha Marie Kuhles Daniel Benjamin Lantz Michelle Ann Lapera Russell R. LaPierre Meredith Leigh Leary John Litterine-Kaufman Joanna Lewis Lloyd Candice Gail Lorandeau

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Jonathan Llyle Lustgarten Zhaleh Nan Maguire Sarah Rose Mainardi Stephanie Ann Majeski Kimberly Marie Mann Molly Bess Maurer Mónica Cristina Mayol Sabatier Damian Mazzocchi Dr. Meghan Nicole McCartin Diane G. McDonald Chelsea Anne McIntyre Mary Ann Louise McKissick Katherine Elizabeth Meyers Julia Lynn Miller Molly Potekhen Miller Natalie Jane Miller Paige Elizabeth Miller Lea Antonietta Mirabile Anne Marie Mitchell Kristine Robin Montekio Vijay Nair Ashley Edith Navin Kristen Emily Near Anna Kawatsu Nomura Stephanie Laing Olchowski Kevin Matthew Oran Sarah Elizabeth Paumier Lynda Maria Perez Audra Jo Pompeani Courtney Graham Pope Jamie Lynn Rettig Cléo Piassa Rogatko Amanda Elizabeth Schuckert Sara Frances Senter Travis Lee Seymour Tiffany Loretta Sikalas Timothy Alan Sileo, Jr. Anna Elaine Smith Rachel Elizabeth Smith Emma Louise Stanley Andrew Michael Stas Rachel Amy Strauss Alyssa Adora Struzyna Sarah Elizabeth Sykes Joel Duman Takacs Amanda Jacqueline Thomer Alexander Edwin Tun Bryan Solomon Vorbach Jessica Rachel Wallach Alison Nickol Weltner Claire Amanda Wiley Lauren Elizabeth Wiley Katherine Lynn Williams Stephanie Wolstenholme Adam Seth Yoskowitz Joshua Storm Zuckerman l

PVMA FACT SHEETS

Sometimes even the best clients need reminded.

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 lraver@pavma.org.

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Dental Treatments continued from page 18

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

Follow Up With a Courtesy Call

Create a “dental recommended” service code in your practice-management software.

When a receptionist sees “dental recommended” circled on the travel sheet or entered in the electronic medical record, she knows to schedule the procedure at checkout. If the client doesn’t schedule, enter the “dental recommended” code. Print an item description such as “Your pet needs a professional dental cleaning now. Please schedule at checkout.” When setting up the code, select 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

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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 fits your schedule?”

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 “infection” to encourage treatment. Asking when do you want to schedule is more effective than “Do you want to make an appointment?” Direct the client to the next two available 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 his first dental treatment, Caymus returned to his playful behaviors that afternoon—with a brighter smile and better health! l

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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.

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member news

Member Spotlight:

Travis Meredith, DVM

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his issue’s PVMA member spotlight is on Dr. Travis Meredith, head of Community Veterinary Partner’s (CVP) Affiliate Hospital 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 University 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 remember, 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 practice 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. From there, my career took off in an unplanned path of excitement 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 veterinary practices thrive in the future.

I oversee the CVP Affiliate Hospitals, a unique group of independently owned practices where our members share the benefits of enhanced client acquisition resources, management support, preferred vendor relationships, and access to best practices for business growth. We manage member hospital’s day to day marketing efforts, we work to create new clients coming in the door, negotiate manufacturer and distribution agreements on their behalf, and create a common platform for taking advantage of proven, practice building tactics. Think of it as a really strong veterinary co-op.

The Affiliate Group grew out of CVP’s core business of partnering with veterinarians in practice ownership. It was evident that many great owners were not ready for a partnership or sale but still wanted help with the increasingly challenging job of marketing and managing their practice.

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Together with the support of CVP back office personnel, our members, 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?

Growing up in the equine world, you learn to appreciate the influence of weather on your life. I will admit, during the first few weeks of October and March, I find myself missing that element of my professional life. 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 medicine, what made you choose to follow this path?

Many groups are classified in the category of “corporate” medicine and the 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 professional and personal goals. First, for me, CVP was a good fit personally and culturally. I realized my personality doesn’t fit the typical large company 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 of the “corporate” groups out there are built around a defined exit at a defined date. In my opinion, that creates a significant conflict of interest between doing what’s right medically and what’s right financially.

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 and mortar veterinary practice. With what we’re doing in the Affiliate Group, 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

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penn vet news

Pou Sante: Amar Haiti

By Megan Murray (V'16) and Nikki Wright (V'14)

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

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group of veterinary students and veterinarians are working in Haiti to foster sustainable development by improving access to animal health training and resources.

Our project team is comprised of veterinary students and veterinarians from the University 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 natural disasters, political instability, and thus a debilitated infrastructure. Many Haitians have restricted access to safe drinking water, inconsistent sources of food, income, education, and medical care. Raising livestock for income and nutrition is a valuable option for families that are trying to escape poverty.

Unfortunately, animal production is difficult due to parasites, poor quality genetics, limited forage, unpredictable resources, unremitting natural disasters, and environmental degradation. The lack of an efficient method to disseminate information and provide training and the limited number of Haitian veterinary personnel and resources further compounds this situation.

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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 development through collaborative experiential education and access to veterinary medical resources, knowledge, and treatment.

‘Pou Sante’ means ‘for health’ in Haitian Creole. We believe in a comprehensive approach to improving human and animal health. Our group is working with the community of Thibeau 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 influence the practices of the community and develop an animal business cooperative; and 4. 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-

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eled to Thibeau, Haiti for the first time in 2011 with World Vets. The project evolved from her connection to the community, and appreciation for its vibrant culture and inspiring sense of loyalty. Nikki was also particularly touched by their commitment to their animals, which are not only pets, but a crucial source of sustenance, both nutritionally and financially, for the people of Thibeau. Because 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 and training. Since her first trip, Nikki has been working to envision a sustainable program that will maximize efficiency of animal production 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 information about the community that would help to improve the project. After conducting interviews with 15 local goat farmers in addition 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

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.

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young community leaders to learn from their current practices and share our own knowledge and skills; and working alongside these young leaders to provide biannual animal health clinics and training 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 youth leaders towards effective goat production practices such as sustainable management, health and business. By traveling to Haiti we will provide these community leaders with the knowledge, skills and resources to practice effective goat production, and empower them to spread these practices to other community members, in order to promote economic stability and food security.

The main goal of the program is to benefit the Haitian community and in the same token, our veterinary students will gain significant veterinary 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.

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.

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

Our Core Executive Team Veterinarians

Dr. Nate Harvey (VMD), Dr. Marie-Eve Fecteau (DVM), Dr. Kaitlyn Lutz (VMD)

Co-Founder and Co-Director, Nikki Wright, on her first trip to Thibeau in September 2011 with an animal owner and her goat injured by a Machete

Co-Directors

Ashley Nikki Wright (V14) and Megan Murray (V16)

Co-Founder

Lisa Gretebeck (V14)

Veterinary Student Leaders

Arielle 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)

Partners

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

Sponsors

Novartis, Penn GAPSA, SAVMA

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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.

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member news

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.

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member news

Welcome New Members

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VMA welcomes the following new members and thanks them for joining PVMA! (January 8, 2013–April 19, 2013)

Active-Recent Graduate

Darah Himmelhoch, BVSc, Pittsburgh, PA Ann Mitchell, Malvern, PA Jamie Kopper, DVM, PhD, Okemos, MI Mary Ann McKissick, Harrisburg, PA Devinne Bennett, DVM, Back Mountain Veterinary Hospital, Dallas, PA Crystal Lock, DVM, Port Royal, PA Allison Pustelak, DVM , Hartstown, PA Heather Dein, DVM, Wallenpaupack Veterinary Clinic, Honesdale, PA

Academic Active

Amy Johnson, DVM, University of Pennsylvania, New Bolton Center, Kennett Square, PA Amy Durham, VMD, Philadelphia, PA Amanda Fisher, DVM, Moon Township, PA Kimberly Agnello, VMD, University of Pennsylvania, New Bolton Center, Kennett Square, PA Roberta DiTerlizza, University of Pennsylvania, Kennett Square, PA

Active

Deirdre Mason-Hauver, DVM, Waynesburg, PA Susan Braudaway, DVM, Wilkes Barre, PA Heidi Nicolls, DVM, Greener Pastures Veterinary Service, Saegerstown, PA Bryan Nogay, DVM, Greener Pastures Veterinary Service, Saegertown, PA Tamara Padgelek, DVM, Monroeville Veterinary Service, Pittsburgh, PA Trisha Young, DVM, Clarks Summit, PA Ann Cirillo, DVM, Seven Fields Veterinary Hospital, Seven Fields, PA Laura Green, VMD, Stanglein Veterinary Clinic, Northampton, PA Jessica Latham, VMD, Lancaster, PA Daniel Pike, DVM, Dover Area Animal Hospital, Dover, PA Sharon Daub, DVM, P*A*W*S Mobile Veterinary Care, Millersville, PA Mark Huber, DVM, Pet Emergency Treatment Service, Lancaster, PA Lisa Wade, DVM, Shiloh Veterinary Hospital, York, PA Jessica Avery, DVM, Philadelphia, PA

WWW.PAVMA.ORG

Heather Swann, VMD, Downingtown, PA Ashley Hammer, DVM, Willow Run Veterinary Clinic, Willow Street, PA John Marcus, VMD, John M Marcus Veterinary, Inc., New Hope, PA Nichole Danova, DVM, Veterinary Referral and Emergency Center, S. Abington , PA Johanna Vena, VMD, Cambria Veterinary Care, Johnatown, PA Jennifer Shindle, DVM , McConnellsburg, PA Barbara Smith, VMD, Ark Animal Hospital, Chalfont, PA Dorothy Clair, DVM, Green Lane Veterinary Hospital, Green Lane, PA Todd Hasco, DVM, Newville & Holly Pike Animal Hospitals, Newville, PA Deborah Urban, DVM, Troy Veterinary Clinic Inc., Troy, PA David Peterson, DVM, Durham Valley Vets, Ottsville, PA Meg McBrien, DVM, Northeast Vet Referral & Emergency Hospital, Plains, PA Joyce Bendokas, VMD, Oxford, PA Joanne Thayer, VMD, Mill Pond Veterinary Clinic, Quakertown, PA

Associate

Richard Keller, DVM, Wiley Ford Animal Clinic, Wiley Ford, WV David Hopps, BVSc, PhD, Pinelands Veterinary Clinic, Southampton, NJ David Hopps, BVSc, Yardley, PA Nicole Blanchette, DVM, Clifton Park, NY Whitney Miller, DVM, Medford, NJ

Industry Partner

Tamara Zubillaga, Pfizer Animal Health, Exton, PA David Bailey, Bayer Animal Health, Bernville, PA Lisa Pecora, Boehringer-Ingelheim Vetmedica, Inc., St Joseph, MO Daniel Eisenstadt, Community Veterinary Partners, BalaCynwyd, PA Tracy Emara, VetCor, Crofton, MD Karen Quinque, Zoetis, Pittsburgh, PA

Practice Manager

Judith Veghte, Anthracite Animal Clinic, Ashland, PA Jill Turner, Morrisville Veterinary Hospital, Morrisville, PA

Hakim Franklin, Mt Airy Animal Hospital, Philadelphia, PA Belinda Reynolds, LVT, Applebrook Veterinary Clinic, Oxford, PA Jane Olson, Animal Medical Center, Trappe, PA Don Gephart, Jr, Hopewell Veterinary Service, Stewartstown, PA E O'Connor, Mid Atlantic Veterinary Specialists, Malvern, PA Amanda Furda, Veterinary Management, Pittsburgh, PA Sabrena Meyerhoff, Rossmoyne Animal Emergency Trauma Center, Mechanicsburg, PA

Part-Time Staff Veterinarian Elizabeth Miller, DVM, Millersburg, PA

Student

Jonathan Madar, Philadelphia, PA Rachel Volle, Philadelphia, PA Lisa Brody, Philadelphia, PA Simone Chew-Chin, Philadelphia, PA Lindsay Gallagher, Medford, NJ Melissa Hanley, Kinnelon, NJ Jeremy Kimmelsfiel, White Plains., NY Rachel Ruden, Manalapan, NJ Jessica Sheruda, Philadelphia, PA Amanda Wanner, Savoy, IL Patrick Boissinot, CVT, Danville, QC Katelyn Laury, Philadelphia , PA Tracy 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 lraver@pavma.org.

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member news

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

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n 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 stateof-the-art, personalized specialty veterinary medicine to the Philadelphia, 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 specialty veterinary care. The owners lead the staff to accomplish this goal 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. His goal was to bring board-certified specialists from multiple disciplines under one roof to practice as a cohesive team.

Veterinary specialists in behavior, cardiology, dermatology, diagnostic 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. VSEC offers leading-edge medicine while working closely with pet owners and their referring veterinarians to ensure the highest level of communication and care.

VSEC Partners include Robert J. Orsher, VMD, DACVS, Co-Hospital Director, Chief of Surgery; Laura W. Tseng, DVM, DACVECC, Co-Hospital 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

PVMA Says Goodbye to Dr. Max Herman

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r. Max J. Herman, 81, of Collegeville, passed away Wednesday, April 24, 2013, at Shannondell in Audubon. 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 the founder of Trooper Veterinary Hospital. He became board certified in animal dentistry and established the Animal Dental Clinic. Max was active in his community. He was Past President of the Rotary Club of Norristown, 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 brother Edwin; and four grandchildren. In lieu of flowers, contributions may be made in his memory to Rotary Foundation c/o Rotary Club of Norristown, PO Box 119,Oaks, PA 19456, or to the University of Pennsylvania, School of Veterinary Medicine, Office of Development and Alumni Relations, 3800 Spruce Street, Suite 172E, Philadelphia, PA, 19104.

PVMA Says Goodbye to Dr. Calvin Umble Calvin Umble, VMD, of Chambersburg died on March 23, 2013. Born in 1924 in Gap, PA, Dr. Umble was the son of the late Elam H. and Anna (Kauffman) Umble. He and his family moved to Chambersburg in 1967 when he became partner in the Chambersburg 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 grandchildren; and other extended family. Dr. Umble will be interred at the Sadsbury Friends Meeting Burial Grounds, Gap. In lieu of flowers, memorial donations may be made to the Choir Fund, Presbyterian Church of Falling Spring, Chambersburg.

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member news

MYLES ALEXANDER HONIGMANN was born on March, 2013, to PVMA District 6 Trustee Dr. Andrea Honigmann and her husband, Mark. Congratulations!

BURKE SEAN GALLIGHER was born on February 9, 2013, to PVMA District 7 Trustee Dr. Kimberley Hershhorn Galligher and her husband, Russ. Congratulations!

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!

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!

PVMA Says Goodbye to Dr. John Shook Veterinarian 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 of such animal diseases as hog cholera, brucellosis, tuberculosis, avian influenza, etc. John served as the State Veterinarian 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 Terry and three grandsons. In lieu of flowers please send all gifts to Mechanicsburg Presbyterian Church, 300 E. Simpson Street, Mechanicsburg, PA 17055.

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

DO YOU LIKE weekends off and no on call time?

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. New graduates welcome. Ultrasound experience a plus. Call Dr. Beth Crombie at 570.523.3640 or email lvh@dejazzd.com.

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 treatment to owned animals through our affordable wellness clinic, and care to the animals housed in our shelter. We offer competitive salary and benefits commiserate with experience. Recent graduates with shelter experience are welcome to apply.

Email resume and questions to Dr. Blauvelt at: todd. blauvelt@wpahumane.org.

FULL-TIME ASSOCIATE veterinarian—buy-in potential. 3-doctor, full-service small animal hospital in scenic Berks County. Practices high-quality standard of care. Exceptional doctor/support staff ratio. Excellent benefit and compensation package.

Visit www.antietamvet.com. Email resume to avah@dejazzd.com 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 FairviewVet@verizon.net.

Veterinary Technician FULL-TIME VETERINARY technician: An experienced and dedicated full-time certified veterinary technician 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 offices with up- to-date equipment. The practice is 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 36

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will involve some hours in both offices. You may email your resume to wsahvmc@ptd.net 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 and eligible to take state exam within the first six months of employment. Interested candidates may apply in person at reception, email a resume and cover letter to maryteek@aol.com or leave a voicemail for Mary Kury, CVT/Technician Supervisor at 215.536.6245 with any questions.

Practice Consultant PRACTICE SALES and appraisals—Why pay 8-10% in commissions to help you sell your practice? Our company has the knowledge and experience to produce significant savings for you. Call to inquire about our rates. No obligation. Practice valuations starting at $2500. Ark Business Consulting. Alan Glassman, VMD; David Cherst, CPA, MBA. 610.283.3476.

Relief Veterinarians ENERGETIC 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, henzlerdvmphd@aol.com.

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, rae.braudaway@gmail.com.

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 rajunaveen@yahoo.com.

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; safi_c2000@yahoo.ca.

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

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certified and have a current DEA certification.

Proficient in surgery as well. 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 CCACDWS@aol.com.

KATHRYN WEST, DVM, UF ‘94. Small animal and exotic/non-traditional pet work, including sx.

Central and SE PA. kswdvm@comcast.net.

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 jacquib@dejazzd.com.

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 drmjpotter@hotmail.com.

WILLIAM KEER, DVM, Wisconsin ‘99 Providing veterinary relief services and improving colleagues’ quality of life in eastern Pennsylvania. Please contact me via email at bkeer@ptd.net 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 parttime. References available. Contact: Sandra Fargher, VMD '91, at 610.299.8593 or sandraatmillrd@aol.com.

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, reliable doctor that would fit your needs.

My experience ranges from cats and dogs to birds and reptiles. I am licensed and accredited in PA as well as federally accredited. I work well with new staff and am 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. continued on page 37

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NATE LYNCH

A proud member of…

& ASSOCIATES LLC

Veterinary Practice Sales & Appraisals

Contact us TODAY if you are: ❏ SELLING ❏ BUYING ❏ MERGING ❏ SEEKING

your practice

For A F R E E Confidential Consultation call:

800-567-1264

a new practice multiple practices an associate or partnership buy-in/buy-out

Nate Lynch & Associates, LLC PO Box 573 • Walpole, NH 03608

www.natelynch.com Classified Ads continued from page 36

Brokers IF YOU are considering valuation/selling/buying/merging/arranging an associateship, contact master-certified business appraiser and transition specialist, Professional Practice Planners. Phone: 412.673.3144, after hours (EST) 412.621.2882, email: stanpoll@aol.com.

Equipment For Purchase LOOKING 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 Sale 2007 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 westpavet@aol.com.

Practices For Sale SMALL 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 and real estate offered. Please contact Brian Langdon, DVM, at 814.333.1313.

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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-exam rooms. Our services include Buyer Representation, Seller Representation 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 zoebooker@yahoo.com.

PRACTICE FOR SALE: (PA204) Two doctor, SA practice grossing over $1M. Excellent reputation and solid client base. Facility is 1,780 sf over two floors. RE includes a scenic property 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 in a great location west of the Pittsburgh metropolitan on a high traffic road.

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 keystone veterinarian

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what’s happening

Events & Education june 2013

october 2013

June 19, 2013

October 27, 2013

PVMA District 1 Dinner Meeting The Avalon Hotel & Conference Center, Erie, PA

4th Annual Bark in the Park 5k Run & 1 Mile Dog Walk City Island, Harrisburg, PA

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.

Fetch 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 join their owners on the 5k run. Get pledges prior to race day to benefit The Last 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.

august 2013

november 2013

August 15-18, 2013

November 2-3, 2013

7th Keystone Veterinary Conference (KVC) Hershey Lodge, Hershey, PA

6th 3 Rivers Veterinary Symposium Omni William Penn Hotel, Pittsburgh, PA

25 HOURS OF CONTINUING EDUCATION CREDIT Keystone 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.

12 HOURS OF CONTINUING EDUCATION CREDIT

1.5 HOURS OF CONTINUING EDUCATION CREDIT Sponsored by

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3 Rivers Veterinary Symposium will return to Pittsburgh in November. 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

WWW.PAVMA.ORG

Member Spotlight continued from page 27

transaction? Is it the continuation of your legacy? Is it the well being of your staff? Is it the security of a defined path? Or is it something different? Everyone is going to have different personal needs and it’s important 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 meetings, listen to the different pitches, and figure out which options may be a good fit for you.

Third, be proactive. Understand that figuring out the best exit path doesn’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?

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 veterinary practice is a small business, and not realizing how their decisions and actions influence the entire practice.

Those new graduates who enter the workforce with solid clinical skill set, confidence, and an understanding of how they make a practice better will always have their choice of opportunities.

Where do you see veterinary medicine in 10 years?

It’s going to be different. I don’t know if it’s going to be better or worse, but I am sure it will look different than it does today. Competition will be more intense, regulation may be more significant, running a 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 supporting the traditional veterinary practice and ensuring our success for future generations of veterinarians. l

Despite all of the economic challenges, this is still one of the greatest professions for finding financial success, professional fulfillment, and if done right, a balance with your personal life.

Practice Pearls continued from page 12

Most often, the most significant variable in a purchase feasibility analysis is the practice profitability. Small changes to it can result in serious changes to the after-debt, after-tax cash flows. Knowing the magnitude 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 perspective. The concept and procedure are transferable to any decision that has to be made. In a purchase situation, while you can do some of the initial analysis, it may be worth engaging a qualified professional (familiar with the veterinary profession and practice transactions) to provide an independent assessment and/or to review your work. Purchasing a practice is a life changing event. Finding the right practice at a purchase price that is feasible can make a big difference in your ownership 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 SEverhart@TMcCG.com and DMcCormick@TMcCG.com.

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the grand finale

Laughter Is the Best Medicine

SAY CHEESE!

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'll blow in the border collie's ear and he'll do it. By the time he finishes rewiring the 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'll just pop it in while I'm bouncing off the walls and furniture.

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 ...

Irish Wolfhound: 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: Mastiffs are NOT afraid of the dark.

Alaskan Malamute: Let the border collie do it. You can feed me while he's busy.

final words of wisdom Be brave. Even if you're not, pretend to be. No one can tell the difference.

—H. Jackson Brown, Jr. 40

VOLUME I 2013

keystone veterinarian

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