Offer competitive vet medicine prices without sacrificing your bottom line

When you buy veterinary medicine supplies, listen to the pharmaceutical sales representative's pitch and ask about specials. Most companies offer discounts and run monthly specials, such as on dental products in February, National Pet Dental Health Month. The more you buy from a particular supplier, the more you can ask that company for loyalty and bulk discounts. Keep costs down for your clients, and implement a prescription refill plan with a focus on outstanding customer service, timely refill reminders and personal attention.

I recommend: Find veterinary medicine supply company discounts from MWI Veterinary Supply, which also provides custom home-delivery prescriptions for both large and small animals. Prevent losing your pet meds prescription business by offering the convenience of home delivery to compete with the discount pet meds companies doing business on the Internet. Register with Miller Veterinary Supply Co., Inc., to create an online account and request a sales rep visit.

Educate your clients and keep veterinary medicine sales at your clinic

Most of your clients who enlist aggressive online veterinary medicine sales companies just need some education. When you get the prescription verification request on your fax machine, call the client first. Explain to them that you will gladly approve the prescription, but that you'd also be willing to provide a price comparison and match the Internet pharmacy's price. Ask that they bring in their pet for a complimentary weight check and brief exam, and bring a copy of their online invoice -- complete with shipping charges -- for a price match. Remind the client to update their sample invoice regularly to keep up with changing prices, and use the visit as a chance to renew your clinic's reputation for unbeatable customer service.

I recommend: Have a staff member monitor the websites for 1800PetMeds and PetCareRx to comparison shop and check shipping charges and policies once a month, but don't offer price matching unless you're faced with a potential prescription loss.

Enlist the help of vet medicines companies to keep your staff knowledgeable

Fantastic customer service is of the utmost importance to running a successful veterinary clinic or hospital, but all that service must be backed up by well-versed employees who can promptly answer client questions. Offer your staff members regular opportunities for continuing education and training, and do it at no cost to your clinic. Ask your pharmaceutical company sales representatives to provide regular product training sessions and staff participation incentives.

I recommend: Merial maintains a continuing education program for veterinary staff, and also offers free reminder client education materials and coupons. Bayer Animal Health offers similar services on a smaller scale.