Veterinary Economics - February 2012 - (Page 20)

CLICK & COPY It’s OK to GROSS OUT cat owners When it comes to feline dental care, a photo helps your message hit home. tinky. Grimy. Smelly. Gross. Repellent. Repulsive. Foul. Nasty. Icky. Gut-churning. These are just a few of the words that might come to a client’s mind upon seeing photos of feline periodontal disease, stomatitis, or tooth resorption in their own cat. When it comes to feline dental care, a picture is worth a thousand words, and grossing out your client may be what really brings the message of proper dental care home. “To thoroughly explain a teeth cleaning process takes about 350 words, which means a picture is three times more powerful,” says Paul Camilo, CVPM, operating partner for Veterinary Consultation Services in Weston, Fla. “If you take a picture of tooth resorption and show an open nerve to clients, you’ll get their attention.” It’s important to discuss dental care with your feline clients year-round, not just during Dental Health Month. This is critical because about 70 percent of cats over the age of 4 have dental disease, Camilo says. Yet in Benchmarks 2011: A Study of Well-Managed Practices, dentistry accounted for only 2.6 percent of gross revenue. “Veterinary dentistry is the number one opportunity for growth in most veterinary clinics,” Camilo says. It also benefits cats whose overall health will improve with proper veterinary dental care. When you show your clients photos of their cat’s dental issues, you’re also showing them that health issues S Client handout Client handout What’s in your cat’s mouth? Did you know 70 percent of cats over the age of 4 have dental disease? That’s why it’s so important for your pet to receive proper dental care. Learn about these different types of dental diseases so you can understand your cat’s pain. 1 Stomatitis Stomatitis is a chronic, painful condition most often seen in cats and is deﬁned as inﬂammation of the oral mucosa. The inﬂamed tissue may appear bright red and swollen with a cobblestone or raspberry-like texture, and will bleed easily. 2 Tooth resorption Tooth resorption is a progressive disease that can be very painful. The resorption begins with the breakdown of the bony substance that covers the root of the tooth and will continue to break down the layers of the tooth, exposing the pulp chamber, nerves, and blood vessels. 3 Periodontal disease Periodontal disease is a progressive disease that causes inﬂammation of the gums and a loss of bone and soft tissue around the teeth. This is an example of grade 4 periodontal disease, which is the most severe form of the disease. There’s enough soft tissue loss in this example that both roots are exposed on the tooth. Photos courtesy of Paul Camilo, CVPM, operating partner for Veterinary Consultation Services in Weston, Fla. “ If you take a picture of tooth resorption and show an open nerve to clients, you’ll get their attention. like periodontal disease are progressive. Showing clients a chart with the four stages of periodontal disease and comparing the current condition of their pet’s teeth to that chart helps quantify the severity of the present disease, Camilo says. Plus, showing clients these photos can help encourage them to comply with dental treatment while problems are still in early stages. For sample photos, download the client handout shown above at dvm360.com/felinedental. Photos can also come in handy once clients follow through and bring their pets in for dental care. Show clients before-and-after pictures of their pet’s mouth—and ” they see exactly what they’re getting for their money. The key to sending a consistent message, helping cats, and boosting your practice’s bottom line is ensuring that your entire team is involved. “Veterinary dentistry is a team effort,” Camilo says. “Everyone, including the receptionists, technicians, veterinarians, and kennel staff, must communicate the same message to clients.” He says everyone in the clinic should be in the habit of looking at the patient’s mouth. When a team member spots an issue, he or she should report it to the client and the attending veterinarian. Using a combination of oral, written, and visual cues ensures that the veterinary team is speaking to clients on every level. Forms for you To view our complete library of free forms, visit dvm360.com/forms. To get a blank version of the form above, visit Download 200+ FREE forms dvm360.com/felinedental—go ahead, gross out clients. 20 VETERINARY ECONOMICS ❘ February 2012 ❘ dvm360.com http://www.dvm360.com/forms http://www.dvm360.com/felinedental http://www.dvm360.com/felinedental http://www.dvm360.com

Table of Contents for the Digital Edition of Veterinary Economics - February 2012

Veterinary Economics - February 2012
Contents
Checking In
Get in Touch
Mailbox
Practice Management Q&A
Practice Tips
Click & Copy
Can This Practice Be Saved?
7 Ways to Give Dental Recommendations
Modernize Design, Maintain Clients
Marketplace
Hot Button

Veterinary Economics - February 2012