Table Of Content

There’s a gold mine in your invoices! S. Klooz, annual financial survey report), Dr. A. Bush, Aug., p. 52 Nov., p. 38 Working successfully with breeders, M. Major, Introducing the $40,000 graduate, Dr. R.M. Aug., p. 62 Frey, D. Gallagher, Jan., p. 30 Long-distance breeding: The DVM connection, Understanding wage and hour regulations, K. K. Cyr, Aug., p. 63 Banning, March, p. 104 A friendly smile makes a world of difference, M. Charging higher fees with confidence (includes Immler, Sept., p. 22 annual financial survey report), J. Lofflin, Does your clinic pass client inspection? Dr. S. Oct., p. 26 Vande Griend, Sept., p. 56 What does it actually cost to do a spay? Dr. G. Remember, last impressions count too! Dr. R.E. Robinson, Oct., p. 38 Will you have regret.” Jan., p. 10 Whitford, Sept., p. 60 Phasing out the “ACT” im large animal practice How to deal with difficult clients, Feb., p. 8 To keep clients’ attention, plant the right seeds, (includes annual financial survey report), J. The paradox ofr aised fees, March, p. 10 Dr. J. Brockmeier, Sept. p. 76 Lofflin, Oct., p. 40 Pick-up/drop-off service satisfies a client need, Resist the temptation to offer “plan B,” Dr. R. April, p. 10 Stone, Oct., p. 22 Handling “emotional labor,” May, p. 10 “We did everything the other doctor told us to Three simple tricks to improve efficiency, June, do,” Dr. J. Antelyes, Oct., p. 52 p. 10 Fine-tune your mailings for maximum results, J. Incentive plans: Weighing the risks, July, p. 10 Arends, Oct., p. 62 Don’t let your practice slide, Aug., p. 10 Stepping back five feet into a winning hospital, How to handle a large number of job applicants, (Raytown Gregory Animal Health Center, Sept., p. 10 Raytown, Mo.), C. Lumetta, Jan., p. 61 Clarify before your contend or compromise, Oct., Condemned property now commended for design p. 10 Get tough or go broke: A look at mixed animal (Pender Veterinary Clinic, Fairfax. Va.), M. Handling sensitive situations at the front desk, collections, D. Meyer, Oct., p. 66 Kamberg, Feb., p. 82 Nov., p. 10 Eleven ways to fight bad debt, C.V. Brown, Oct., Celebrating 25 years of hospital design, C. Lu- Have you considered a living will? Dec., p. 10 p. 68 metta, March, p. 32 Introducing the 1991 Hospital of the Year, C. Lu- metta, March, p. 50 BULL’S EYE Massachusetts hospital takes runner-up honors (Countryside Veterinary Hospital, Chelms- A recession in the mind of the beholder, J. Gur- Assessing your computer situation, Drs. R.C. ford, Mass.), D. Manley, April, p. 80 ney, Jan., p. 84 MacGregor and R.S. Cocks, April, p. 56 Hospital makes exceptional use of small space, Don’t fight change, welcome it, C. Wutchiett, Knowing your choices before you buy, J. Craig (Moulton Animal Hospital, Laguna Beach, CPA, Feb., p. 118 Klimcezak, April, p. 59 Calif.), D. Roth, May, p. 82 Gaining perspective on animal welfare issues, Veterinary Economics’ Computer Marketplace, Students’ winning hospitals designed for expan- Dr. A. Griffiths, March, p. 122 April, p. 64 sion (Hill’s student design competition), M. What animal “rightists” fail to address, Dr. J.C. Managing your money with accounting soft- Kamberg, June, p. 78 Hubbs, April, p. 100 ware, Dr. M. Khare, May, p. 90 No-compromise approach leads to winning de- Compensation should embody client satisfaction, There’s a gold mine in your invoices! S. Klooz, sign (Far West Companion Animal Hospital, Dr. G. Mayne, May, p. 104 Aug., p. 52 Austin, Texas), E. Montgomery, July, p. 74 The golden years are right now, Dr. E. Wolff, Home-based practice provides the best of both June, p. 92 worlds (Johnson Veterinary Services, Ber- Don’t panic: We need the CE anyway, Dr. W. Al- nardsville, N.J.), R. Derks, Sept., p. 62 len, July, p. 96 Clients are invited to the back of this hospital Coming to terms with vaccine clinics, Dr. P. Setting a new standard for practice management (Chesapeake Animal Hospital, Chesapeake, Newman, Aug., p. 80 (interview with Dr. Ray Russell), C. Lumetta, Va.), M. Kamberg, Oct., p. 46. Program your subconscious for success, Dr. D. Sept., p. 30 Seven doctors from seven practices join forces to Hodgson, Sept., p. 90 build award-winning hospital (Centre Vétérin- Confessions of a late-night career-basher, Dr. P. aire Daubigny, Quebec), by Erin Montgomery, Ingraham, Oct., p. 80 Dec., p. 56 We're not charging too little; we’re spending too much, Dr. D. Tamayo, Nov., p. 88 How to make more money, Dr. A. Bush, June, p. It’s time to market services—not products, Dr. 52 HOSPITAL DESIGN, H.C. Gurney, Dec., p. 80 Earnings are up! (annual financial survey re- CONSTRUCTION port), Sept., p. 32 Want to make more money? Change your atti- Installing the best flooring material, M. Hafen, tude! D. Dooley (includes annual financial sur- AIA, and L. Gates, AIA, Jan., p. 65 Ready, aim, brush: A handout for dog and cat vey report), Sept., p. 38 Considering materials for a high-slope roof, W. owners, C. Fiorello, Jan., p.47 Usiak, RA, Feb., p. 86 No more dog and cat fights: Keeping your legal Solving the traffic-flow dilemma, D. Manley, battles out of the courtroom, D. Diamond, May, March, p. 46 p. 30 Separating the healthy from the sick, W. Freed- The trauma of [malpractice] accusation, J. Lof- To lease or to finance? Solving the purchasing di- enfeld, AIA, April, p. 85 flin, May, p. 34 lemma, C. Wutchiett, CPA, Jan., p. 52 Finding functional, flexible waiting-room furni- State-of-the-nation report on veterinary mal- Get the most mileage from IRS auto-deduction ture,J .K napp, AIA, May, p. 86 practice, J. Lofflin, May, p. 39 rules, M. Battersby, Jan., p. 73 Coloring your practice image, M. Hafen, AIA, The anatomy of a malpractice suit, K. Snyder, and L. Gates, AIA, July, p. 80 DoM ayyo,u pk.n 4o0w where your patients are? AMERICAN ae | SE: Briinggh,t eMn. Hyaofuern ,p raAcItAi,c e anwdi thB . uMsaeyrs-,fr iEeEn,d lyA ugl.i,g htp-. DEMOGRAPHICS reprint, July, p. 32 66 Want more referrals? Here’s how to earn them, Do your employees “overdress” your income? Considering materials for low-slope roofs, W. Dr. M. Becker, Aug., p. 24 Then tell them about your expenses (includes Usiak, RA, Sept.,p . 67 > VETERINARY ECONOMICS/DECEMBER 1991 65 Increase your productivity with step-saving de- Specialty items foster “top-of-mind” awareness, How to communicate with your employees, Dr. sign tips, M. Hafen, AIA, Nov., p. 60 Dr. M. Becker, Feb., p. 26 B. Swift, June, p. 70 Developing a design-and-construction strategy, Spreading the word about your practice, D. Mey- Accountability: The key to consistent employee Dec., p. 60 er, Feb., p. 63 effort, Dr. J. Brockmeier, July, p. 28 A warm welcome makes a big difference, Dr. M. Don’t make these mistakes when firing employ- Becker, March, p. 26 ees, P. Perry, Aug., p. 56 Don’t let “buyer’s remorse” keep your clients Learn to fire without it backfiring, Dr. R.E. away, Dr. M. Becker, June, p. 28 Whitford, Aug., p. 58 How not to promote the profession, Dr. R. Stone, Why won't they talk to you? Dr. T. Catanzaro, Ready, aim, brush! A handout for dog and cat June, p. 74 Sept., p. 48 owners, C. Fiorello, Jan., p. 47 To save the pet, you must make the sale, Dr. M. Calling a truce with your groomers, Dr. M. Spreading the word about your practice, D. Mey- Becker, July, p. 24 Becker, Oct., p. 20 er, Feb., p. 63 Want more referrals? Here’s how to earn them, Please your staff with a merit review system, Dr. Mirror, mirror on the wall: Who's causing the Dr. M. Becker, Aug., p. 24 S. Wenger, Oct., p. 56 most problems ofa ll? D. Dooley, April, p. 42 There’s a gold mine in your invoices! S. Klooz, Are you in danger of being sued for sexual ha- “I learned a lesson I never want to repeat,” Dr. Aug., p. 52 rassment? S. Gorn, Dec., p. 46 M. Becker, April, p. 48 Telephone techniques: Making a good impres- Checklist to avoid a sexual harassment lawsuit, Polish your image with professional! dispensing, sion, Dr. M. Becker, Sept., p. 24 P. Perry, Dec., p. 52 Dr. K. Hutton, May, p. 24 To keep clients’ attention, plant the right seeds, Are your personnel policies up-to-date? R. Ens- How not to promote the profession, Dr. R. Stone, Dr. J. Brockmeier, Sept. p. 76 man, Dec., p. 54 June, p. 74 Does your clinic pass client inspection? Dr. S. Fine-tune your mailings for maximum results, J. Vande Griend, Sept., p. 56 Arends, Oct., p. 62 To keep clients’ attention, plant the right seeds, 10 painless but powerful ways to promote your Dr. J. Brockmeier, Sept., p. 76 practice, Dr. M. Becker, Nov., p. 22 Resist the temptation to offer “plan B,” Dr. R. Are your receptionist’s phone skills costing you Stone, Oct., p. 22 clients? Dr. M. Becker, Dec., p. 22 Do you offer dentistry? These doctors say you Fine-tune your mailings for maximum results, J. Don’t touch those bottles! Rethinking your mar- should, M. Rozek, Jan., p. 43 Arends, Oct., p. 62 keting tools, B. Levoy, Dec., p. 26. Diagnostic testing: Don’t sell your practice short, In today’s market, you need a plan, Drs. T. Ca- Dr. J. Wilson, Feb., p. 72 tanzaarndo J . Shirey, Dec., p. 32 Have you caught on to preventive care? M. Ro- zek, March, p. 68 Recent trends call for reshaping our profession, Dr. W. Pritchard, March, p. 80 Animal welfare: Will you be a leader or a victim? Are you ready for a new era of bovine practice? Dr. M. Becker, Jan., p. 37 D. Wilson, March, p. 86 Do you know where your patients are? AMERICAN Preparing your practice for the flea season, R. DEMOGRAPHICS reprint, July, p. 32 Footing the bill for college, Jan., p. 21 Gants, March, p. 91 Competing with colleagues: A look at ethics in Are you on the right track for your retirement? Make skin care routine in your practice, C. Lu- the 90s, Dr. J. Wilson, Aug., p. 28 Dr. B. Frey, March, p. 108 metta, May, p. 60 From theory into practice: Crossing ethical Is “Ginnie Mae” the one for you? R. Conner, How to build a profitable nutrition program, Dr. minefields, J. Lofflin, Aug., p. 36 April, p. 88 P. Revoir, June, p. 66 Setting a new standard for practice management Can you count on your practice for financial se- Overflow! The evolution of a megapractice, J. (interview with Dr. Ray Russell), C. Lumetta, curity? C. Wutchiett, CPA, May, p. 54 Lofflin, July, p. 40 Sept., p. 30 Managing your money with accounting soft- Geriatric services come of age, D. Meyer, Aug., p. What does it actually cost to do a spay? Dr. G. ware, Dr. M. Khare, May, p. 90 48 Robinson, Oct., p. 38 (See also Taxes.) Working successfully with breeders, M. Majors, Competition is not unethical, D. Dooley, Nov., p. Aug., p. 62 28 A walk on the wild side, M. Landa, Sept., p. 68 It’s time to offer behavior services, Dr. W. Hunthausen, Nov., p. 52 The happiness and headaches of a house-call Don’t get tripped up by today’s tough labor laws, practice, M. Major, Dec., p. 61 Jan., p. 66 Employee schedules: the ultimate balancing aci, Large animal PR: Animal health above all else, Dr. D. Lane, Feb., p. 23 D. Meyer, Feb., p. 70 Turning chaos into calm: A guide to everyday Are you ready for a new era of bovine practice? crises, Dr. D. Nelson, Feb., p. 88 D. Wilson, March, p. 86 Finding the time to have it all in a mixed animal Understanding wage and hour regulations, K. To lease or to finance? Solving the purchasing di- Banning, March, p. 104 lemma, C. Wutchiett, CPA, Jan., p. 52 practice, Dr. A. Bush, July, p. 58 Phasing out the “ACT” in large animal practice An unlikely embezzler, M. Rozek, April, p. 32 Looking for a loan? An insider’s guide to getting (includes annual financial survey report), J. Jump-start your practice with staff meetings, the money you need, M. Strausser, Feb., p. 95 Lofflin, Oct., p. 40 Dr. D. Hodgson, April, p. 24 Finding a banker who'll work for you, M. Ben- Do your employees measure up? Here’s how to ner, Feb., p. 96 Manage your practice with a chart of accounts, WJ. Roll, CPA, Oct., p 42 find out, Dr. M. Becker, May, p. 26 A look at what lenders are hearing about you, Get tough or go broke: A look at mixed animal Management woes got you down? Delegate! Drs. Robert Morris Associates, Feb., p. 102 collections, D. Meyer, Oct., p. 66 T. Catanzaarndo J . Shirey, May, p. 46 State-of-the-nation report on veterinary mal- Equine doctors gallop on in tough economic Which benefits should you offer? Ask your em- practice, J. Lofflin, May, p. 39 times, R. Gants, Nov., p. 64 ployees, J. Cassidy, L. Fletcher, May, p. 70 How to write a business plan, M. Strausser, Understanding employee fraud, Dr. T. Catanza- June, p. 42 ro, June, p. 38 How to make more money, Dr. A. Bush, June, p. How to find and keep a good receptionistD,r . D. 52 Lane, June, p. 58 What will it cost to start a new practice? C. Wut- Hire the right pecple the first time, “de-hire” chiett, CPA, July, p. 66 Do you offer dentistry? These doctors say you them if you have to, Dr. J. Brockmeier, June, p. Seven battle tactics for tough times, P. Perry, should, M. Rozek, Jan., p. 43 62 July, p. 62 66 VETERINARY ECONOMICS/DECEMBER 1991 How to expose and slay your cash-flow dragons, Are you in danger of being sued for sexual ha- How to handle the cost of hospital uniforms Dr. D. Lane, July, p. 82 rassment? S. Gorn, Dec., p. 46 Competing with discount catalogs for prescrip- Is the price right for this practice? C. Wutchiett, (See also Large Animal Practice Management.) tions CPA, Sept., p. 50 Collecting a former employee’s outstanding your practice with a chart of accounts, balance W.J. Roll, CPA, Oct., p 42 How much to increase gross after moving into Set compensation before you complete a buy-in, a bigger building C. Wutchiett, CPA, Nov., p. 48 Oct., p. 12: Borrowing from individuals can lead to trouble Jan., p. 14: Concerns when compensating an as- Sniffing out bogus checks before they bounce sociate Paying groomers who aiso run a boardisnegr - Buy equipment outright or take out a loan? vice The wisdom in letting employees evaluate Nov., p. 16: Why a long office lease can backfire Don’t be outmaneuvered during negotiations, themselves De . aaa negative behavior to ruin your Dr. A. Bush, Jan., p. 22 Feb., p. 16: When clients ignore your information Don’t get tripped up by today’s tough labor laws, Dealing with a staff member who wants semi- Jan., p. 66 How to handle over-the-phone consultations annual pay hikes Employee schedules: The ultimate balancing March, p. 13: What to do with consistently tardy Hold on to your records about supply purchases act, Dr. D. Lane, Feb., p. 23 staff members Dec., pgs. 20-21: A questionable leasing arrange- Peering into your practice: Are you seeing the What's a fair penalty for breaking a noncom- ment big picture? Dr. T. Catanzaro, Feb. p. 30 pete agreement? Determining a plan for working part-time af- Turning chaos into calm: A guide to everyday Discovering why employees want to work else- ter maternity leave crises, Dr. D. Nelson, Feb., p. 88 where What to do when mall customers take your Have you caught on to preventive care? M. Ro- April, pgs. 16, 21: How to win over staff without parking spaces zek, March, p. 68 creating resentment Holiday pay and overtime: When and whom Recent trends call for reshaping our profession, A technician wants a management degree: Is it must you pay? Dr. W. Pritchard, March, p. 80 a wise move? Is this non-compete agreement transferable? Are you ready for a new era of bovine practice? Is it time to change name from “clinic” to “hos- Q&A extra: Tracking veterinary income by D. Wilson, March, p. 86 pital”? services performed Understanding wage and hour regulations, K. The importance of having a veterinarian pre- Banning, March, p. 104 sent when you're not An unlikely embezzler, M. Rozek, April, p. 32 May, p. 18: Why it’s essential to document fail- Mirror, mirror on the wall: Who’s causing the ure to keep appointments most problems of all? D. Dooley, April, p. 42 Is a sizable bonus the right way to find good Polish your image with professional dispensing, “I learned a lesson I never want to repeat,” Dr. workers? Dr. K. Hutton, May, p. 24 M. Becker, April, p. 48 Determining who gets the phone number when A friendly smile makes a world of difference, M. Stress busters: Coping with our guilt, Dr. R. partners split Immler, Sept., p. 22 Stone, April, p. 50 A plan to discount fees when clients have to Jump-start your practice with staff meetings, wait Dr. D. Hodgson, April, p. 24 Should I pay an employee for rehabilitation No more dog and cat fights: Keeping your legal time? battles out of the courtroom, D. Diamond, May, June, pgs. 21-22: Paying equal partners who Want more referrals? Here’s how to earn them, p. 30 have unequal production levels Dr. M. Becker, Aug., p. 24 Management woes got you down? Delegate! Drs. The most cost-efficient way to pursue delin- Thanks for the referral! K. Cyr, Aug., p. 25 T. Catanzaro and J. Shirey, May, p. 46 quent payers Don’t touch those bottles! your mar- Which benefits should you offer? Ask your em- When to start gearing up for selling your prac- keting tools, B. Levoy, Dec., p. 26. ployees, J. Cassidy, May, p. 70 tice How to take control of your practice, Dr. T. Ca- Astickler who works accurately, but too slowly tanzaro, June, p. 34 How much time off should you give a mourning How to communicate with your employees, Dr. employee? B. Swift, June, p. 70 What to do if appointment reminders aren’t Are you on the right track for your retirement? Overflow! The evolution of a megapractice, J. working R. Frey, March, p. 108 Lofflin, July, p. 40 July, pgs. 18-19: The rules regarding comp time Can you count on the sale of your practice for fi- Finding the time to have it all in a mixed animal and overtime pay nancial security? C. Wutchiett, CPA, May, p practice, Dr. A. Bush, July, p. 58 What to do with clients who resist your retire- 54 Seven battle tactics for tough times, P. Perry, ment Don’t retire—just relax! D. Dooley, Aug., p. 44 July, p. 62 A floor safe in your clinic can be deducted as a Postcard from a cruise: You could be there too, Don’t retire—just relax! D. Dooley, Aug., p. 44 business expense Dr. J. Ehrenzweig, Aug., p. 47 There’s a gold mine in your invoices! S. Klooz, Accountability if someone is assaulted on prac- Aug., p. 52 tice property TAXES Don’t make these mistakes when firing employ- Paying a spouse who works part-time means ees, P. Perry, Aug., p. 56 added deductions Get the most mileage from IRS auto-deduction Working successfully with breeders, M. Majors, What to do about pets abandoned in your prac- rules, M. Battersby, Jan., p. 73 Aug., p. 62 tice It’s time to prepare for the coming tax season,J . Setting a new standard for practice manage- Aug., pgs. 20, 22: How to compensate an asso- Block, LLM (Tax), Feb., p. 44 ment, C. Lumetta, Sept., p. 30 ciate filling in during disability Need extra help at tax time? J. Block, LLM Want to make more money? Change your atti- How to write a loan-proposal cover letter (Tax), March, p. 11 tude! (includes annual financial survey re- Hiring a doctor to run a practice within a prac- It’s true: The IRS might —— and forget, J. port), D. Dooley, Sept., p. 38 tice Block, LLM (Tax), April, p. 28 Resist the temptation to offer “plan B,” Dr. R. Employ a temp to find out why clients leave Do you know your top tax bracket? J. Block, LLM Stone, Oct., p. 22 your practice (Tax), Oct., p. 16 Don’t touch those bottles! Rethinking your mar- What’s a fair commission for employees who Time is running out on these last-minute tax keting tools, B. Levoy, Dec., p. 26. sell pet food? savers,J .B lock, Dec., p. 38 In today’s market, you need a plan, Drs. T. Ca- Sept., pgs. 16, 19: How long to keep personnel Get me to the church—or the divorce court—on tanzaro and J. Shirey, Dec., p. 32 files of former employees time,J .B lock, Dec., p. 42 = VETERINARY ECONOMICS/DECEMBER 1991 67