Veterinary Economics 1994: Vol 35 Index

5 Pages·1994·1.9 MB·English

1994
ARTICLE INDEX
Uncovering what's really behind a client’s indeci- Wutchiett, CPA, March, p. 24
BY SUBJECT sion, Sept., p. 14 Hog heaven: Swine practitioners take the lead in
Are you practicing with a blindfold on? Oct., p. 16 annual earnings report, Sept., p. 24
Are you giving your clients what they want? Nov., You can increase your practice revenue, C.
p. 12 Wutchiett, CPA, Sept., p. 40
Assistance dogs help people live independently, Increase your income with a bigger, better staff,
An associate DVM takes to the phone lines to im- Dec., p. 14 M. Opperman, CVPM, Sept., p. 46
prove her client base, Dr. K. Hunter, Feb., p. 78 Special report: A close-up look at 1993 earnings,
A former associate opened a practice in the sha- Oct. food animal section, p. 1
dow of ours, Dr. S. McDonough, March, p. 58
‘Three of our assistants quit within two weeks!’
Dr. G. Burns, April, p. 49 Keeping clients where they belong—in your prac-
Building a successful puppy program for your tice, Dr. J. Werber and S. May, Jan., p. 32
practice, Dr. M. Lawrence, May, p. 57 ‘Seeing-eye humans’ boost client referrals, Dr. M. A former associate opened a practice in the
Client-relations skills: Don’t forget the human Becker, Feb., p. 32 shadow of ours, Dr. S. McDonough, March, p.
side of equine practice, Dr. K. Maltman, May, p. An associate DVM takes to the phone lines to im- 58
80 prove her client base, Dr. K. Hunter, Feb., p. 78 New rules for a new marketplace: Rethinking the
‘Can’t we see you instead?’ Answering questions What does it take to get clients to say ‘yes’? Dr. way you do business, Dr. M. Becker, April, p. 40
about after-hours care, Dr. W. Nicholson Es- M. Becker, March, p. 52 Who is Dr. Scott Campbell and why is he bring-
sary, June, p. 49 Help your clients become responsible dog owners ing full-service veterinary care to PETSMART? J.
‘She’s been here a year?’ Dusting off your em- by celebrating their bond, Dr. M. Becker, May, Lofflin, June, p. 26
ployee-review process, Dr. T. Diffell, July, p. 54 p. 54 A spoonful of sugar won’t help this medicine go
Listening to your heart: A personal approach to Building a successful puppy program for your down, Dr. M. Becker, June, p. 46
professional success, Dr. C. Theisen, Aug., p. 28 practice, Dr. M. Lawrence, May, p. 57 Handling nutrition in the age of pet superstores,
Persistence pays in overcoming obstacles, Dr. R. Estate planning for pets: How to help your R. Gants, July, p. 64
Chodrow, Aug., p. 32 clients, O. McCafferty, CPA, CVPM, May, p. 74 The follow-up interview with Scott Campbell, J.
Practice shines, thanks to Millie, a member of Client-relations skills: Don’t forget the human Lofflin, Nov., p. 44
the ‘forgotten work force,’ Dr. R. Dahlem, side of equine practice, Dr. K. Maltman, May, p.
Sept., p. 68 80
The Christmas nobody paid the veterinarian, ‘Can't we see you instead?’ Answering questions
Dr. B.G. Thoni, Dec., p. 38 about after-hours care, Dr. W. Nicholson Es- Is your computerized information protected? Part
sary, June, p. 49
1, Dr. C. Cohen, Jan., p. 54
Which of your clients get the most attention? D.
Is your computerized information protected? Part
Dooley, June, p. 64
2, Dr. C. Cohen, Feb., p. 68
Handling nutrition in the age of pet superstores,
Making production-based compensation work for R. Gants, July, p. 64 Medical records: An issue of retention (sidebar),
everyone in your practice, M. Opperman, Good nutrition is good business, C. Jevring, July, V. Ball, Feb., p. 70
CVPM, Feb., p. 38 p. 74
An associate DVM takes to the phone lines to im- How to build a loyal client base—from scratch,
prove her client base, Dr. K. Hunter, Feb., p. 78 Dr. F. Baum, Aug., p. 54
A former associate opened a practice in the shad- Royal treatment: It’s time to give clients what Is your non-compete clause too restrictive? Dr. J.
ow of ours, Dr. S. McDonough, March, p. 58 they demand, Dr. M. Becker, Sept., p. 54 Wilson, JD, March, p. 60
Is your non-compete clause too restrictive? Dr. J. Royal treatment: How to ‘wow’ your clients with
Wilson, JD, March, p. 60 service, Dr. M. Becker, Oct., p. 62
Is it time to hire an associate? M. Opperman, Royal treatment: Holding on to your clients for
CVPM, March, p. 66 life, Dr. M. Becker, Nov., p. 70 Client-relations skills: Don’t forget the human
Attention associates: Find your practice niche, Keep your eye on the bond, D. Dooley, Dec., p. 22 side of equine practice, Dr. K. Maltman, May, p.
Dr. F. Baum, March, p. 74 Royal treatment: Client service can make you a 80
Going on a job search? Here’s how to detect the hero, Dr. M. Becker, Dec., p. 26
right practice for you, Dr. F. Baum, May, p. 48
Estate planning for associates: Why so soon?
(sidebar), M. Goldberg, JD, May, p. 72
Changing buy-in rules: Are you up-to-date? O. The big bite: A look at your annual expenses,
McCafferty, CPA, CVPM, June, p. 74 The Christmas nobody paid the veterinarian, Dr. Nov., p. 22
How to build a loyal client base—from scratch, B.G. Thoni, Dec., p. 38 Do your expenses ‘fit’ your practice? C. Wutchiett,
Dr. F. Baum, Aug., p. 54 CPA, Nov., p. 34
COMMENTARY
BOB LEVOY’S SUCCESS FILE Who is responsible for low associate pay? C.
Can you co-exist with the superstores? Jan., p. 8 Wutchiett, CPA, March, p. 24 Are you afraid of your fees? D. Dooley, Oct., p. 32
Are you building your employees’ self-esteem? Criticizing was easy—until I knew I’d done Introducing the 1994 nationwide fees report, Oct.,
Feb., p. 14 worse, April, p. 24 p. 36
Toss your troubles away, March, p. 12 An employer's perspective on unhappy associates, Increase your revenue by identifying your prac-
Self-help groups offer a valuable coping resource, Dr. W. Thompson, July, p. 26 tice’s weak spots, C. Wutchiett, CPA, Oct., p. 49
April, p. 12 A recovering people-pleaser says to meet your
K-9 Health Fair generates positive public rela- own needs first, Dr. H.E. Whiteley, Oct., p. 28 FOOD ANIMAL
tions, May, p. 16
MANAGEMENT
Shopping for office equipment? This book may
simplify your purchase, June, p. 14 Do you charge for what you know—or what you
Convincing clients to schedule exams for geriatric Making production-based compensation work for inject? J. Lofflin, April food animal section, p. 1
pets, July, p. 14 everyone in your practice, M. Opperman, ‘What should I do?’: Answers to ycur manage-
Bringing employee ‘alums’ back to your practice, CVPM, Feb., p. 38 ment questions, R. Gants, April food animal
Aug., p. 16 Who is responsible for low associate pay? C. section, p. 8
VETERINARY ECONOMICS/DECEMBER 1994 59
Time management: You can add time to your Practice Tips, June, p. 16 unit trusts and stock unit trusts; Can I pay in-
day, Dr. J. Brockmeier, April food animal sec- What an exam room ceiling can do for you, E.J. come tax with earnings from my grandchild’s
tion, p. 14 Knapp, AIA, Dec., p. 54 mutual fund?
Gaining client compliance through communica- July, p. 24: How to select the appropriate living
tion, R. Gants, June food animal section, p. 1 trust; Are there annuities that don’t have early
Are your pre-conceived notions getting in the way surrender charges?; Can shareholders be pre-
of your income? D. Dooley, June food animal Sizing up the competition: How will you respond vented from reinvesting dividends?; Some
section, p. 8 to the superstore specter? D. Dooley, Jan., p. 18 strategies for accumulating an emergency fund
‘What do you suggest?’ Answers to your manage- Boosting business in a competitive environment: Aug., p. 25: To evaluate a car insurance com-
ment questions, R. Gants, June food animal The conversation continues (a VETERINARY ECO- pany, ask these questions; How to avoid paying
section, p. 10 NOMICS roundtable), Jan., p. 24 estate taxes on a term insurance policy;
Tired of the same old problems? It’s time to Pregnancy issues: Are you in line with the law? Business loans are different from personal
stretch your mind, M. Mayfield, Aug. food ani- P. Perry, March, p. 44 loans; Thinking about buying a new car? Better
mal section, p. 1 What do your colleagues have te say? (sidebar in- not count on a rebate
What's ahead for the swine industry? Dr. L. cludes survey results on gender-related issues), Oct., p. 24: Is the tax deferred when I switch as-
Rueff, News and Trends, Aug. food animal sec- R. Anderson, March, p. 48 sets within a fund family?; Living on one in-
tion, p. 5 New rules for a new marketplace: Rethinking the come when a spouse decides to stay home with
Special report: A close-up look at 1993 earnings, the kids; Is a custodial account a good way to
way you do business, Dr. M. Becker, April, p.
Oct. food animal section, p. 1 fund a child’s education?
40
‘What do you suggest?’ Answers to your manage- Dec., p. 20: Will our homeowner policy pay for re-
When the office manager is also the doctor's wife,
ment questions, R. Gants, Oct. food animal sec- pairs in full—or do we need more coverage?;
T. Sheffield, April, p. 72
tion, p. 12 Some guidelines for diversifying your invest-
‘She’s spending our cash!’ Does an embezzler
ments; The verdict is still out on the perfor-
work for you? J. Lofflin, May, p. 30
HOSPITAL DESIGN, Are you asking employees to embezzle from your mance of strategic income funds
COMPETITION practice? M. Opperman, CVPM, May, p. 39
Of course you are honest—aren’t you? D. Dooley,
Award-winning hospital is exactly what she
May, p. 41
wanted (Companion Animal Hospital, Phenix Who is Dr. Scott Campbell and why is he bring- Partnerships: Dynamite looking for a match, D.
City, Ala.), C.S urbrugg, Feb., p. 48 ing full-service veterinary care to PETSMART? J. Dooley, Feb., p. 24
‘We decided to go for it!’ Introducing the 1994
Lofflin, June, p. 26
Hospital of the Year (Animal Medical Hospital,
A spoonful of sugar won’t help this medicine go
Charlotte, N.C.); article includes statistics on
the 1994 competition entries, C. Surbrugg, down, Dr. M. Becker, June, p. 46
March, p. 26 Listening to your heart: A personal approach to Saving money: It’s easier than you think, Feb., p.
Las Vegas hospital wins first runner-up honors professional success, Dr. C. Theisen, Aug., p. 28 81
(Gentle Doctor Animal Hospital, Las Vegas, Persistence pays in overcoming obstacles, Dr. R. Planning ahead: Is your estate plan in order? J.
Nev.), C. Surbrugg, April, p. 54 Chodrow, Aug., p. 32 Block, LLM (Tax), May, p. 71
Back from burnout: New hospital invigorates Taking pet-adoption centers to new heights, J. Estate planning for associates: Why so soon?
both practice and owner (Macedonia Veterinary Lofflin, Sept., p. 58 (sidebar), M. A. Goldberg, JD, May, p. 72
Clinic, Macedonia, Ohio), M. Kamberg, May, p. The follow-up interview with Scott Campbell, J. Estate planning for pets: How to help your
62 Lofflin, Nov., p. 44 clients, O. McCafferty, CPA, CVPM, May, p. 74
Mixed animal practice captures design honors Keep your eye on the bond, D. Dooley, Dec., p. 22 What you should know before you buy an annu-
(Kulshan Veterinary Hospital, Lynden, Wash.), ity, D. Del Prete, Aug., p. 65
C. Chapman, June, p. 66 Also see: Taxes
‘Family-friendly’ hospital earns design acclaim
(Clark Animal Care Center, Penfield, N.Y.), C Keeping clients where they belong—in your prac-
Chapman, July, p. 78 tice, Dr. J. Werber and S. May, Jan., p. 32
‘It’s never too late to make a dream come true’ 38 resolutions for a great year, Dr. M. Becker, Bringing a new employee on board: How to
(Sylvania Veterinary Hospital, Sylvania, Ohio), Jan., p. 43 screen and interview applicants, S. Klooz, Jan.,
C. Chapman, Aug., p. 76 ‘Seeing-eye humans’ boost client referrals, Dr. M. p. 38
‘Relaxed and efficient’ design wins Merit Award Becker, Feb., p. 32 Managing people: Are you making it more trou-
(All Creatures Pet Care Center, Porterville, Offering your clients a complete dental program, ble than it has to be? M. Opperman, CVPM,
Calif.), C.C hapman, Sept., p. 76 Dr. D. Nielsen, Feb., p. 56 Jan., p. 48
Mixed animal practice moves out of the alley and For success in the 90s: Find your niche—and Bringing a new employee on board: Choosing the
into the woods (Pacific Veterinary Clinic, work smarter to fill it, J. Giesey, MBA, May, right person for the job, S. Klooz, Feb., p. 42
Grants Pass, Ore.), C.C hapman, Oct., p. 68 p. 46 Pregnancy issues: Are you in line with the law?
Leasehold practice gives doctor a new perspective Marketing your practice: You have the right to P. Perry, March p. 44
Township Animal Hospital, Windsor, Calif.), remain silent, but... , F. Silverman, Dec., p. What your colleagues have to say (sidebar in-
C. Chaoman, Nov., p. 76 55 cludes salary results on gender-related issues),
Rapid conversion project dazzles design judges R. Anderson, March, p. 48
(Michigan Veterinary Specialists, Southfield, Is it time to hire an associate? M. Opperman,
Mich.), C.C hapman, Dec., p. 48 CVPM, March, p. 66
Your employees are changing. Are you? O. Mc-
HOSPITAL DESIGN, Cafferty, CPA, CVPM, March, p. 70
Feb., p. 22: Does a home mortgage run afoul of Are you throwing your employees to the wolves?
CONSTRUCTION
the ‘rule of 78s"?; How do I calculate a fire loss M. Opperman, CVPM, April, p. 44
You need another janitor’s closet, E.J. Knapp, on a rental building?; How can I structure my ‘Three of our assistants quit within two weeks!’
AIA, Feb., p. 54 estate to avoid paying heavy taxes? Dr. G. Burns, April, p. 49
Designing a dental suite that is efficient, enjoy May, p. 28: Should we put off buying a new car if No groomer today? Turning business breakdowns
able, and profitable, W. Freedenfeld, AIA, Feb., we're trying to secure a mortgage?; What are into breakthroughs, Dr. W.B. Swift, April, p. 65
p. 64 the advantages and disadvantages of regional When the office manager is also the doctor's wife,
Designing a hospital for a small space, J. Wilder, stocks?; Some of the differences between bond T. Sheffield, April, p. 72
60 VETERINARY ECONOMICS/DECEMBER 1994
Feeling frazzled? Maybe you're wearing too many CPA, Nov., p. 34 Maternity-leave guidelines for partners vs. non-
hats, M. Opperman, CVPM, June, p. 78 Also see: Compensation, Expenses, Fees DVM employees
To make time for medicine, appoint middle man- May, p. 26: Does spending less time in the exam
agers, Dr. R.D. Wilbanks, June, p. 81 room hurt this associate’s salary?; How to col-
‘She’s been here a year?’ Dusting off your em- lect if your fee exceeds the estimate; What
ployee-review process, Dr. T. Diffell, July, p. 54 38 resolutions for a great year, Dr. M. Becker, rights does a smoker have to work in our prac-
Flawed evaluations could cost you plenty, P. Jan., p. 43 tice?
Perry, July, p. 58 Partnerships: Dynamite looking for a match, D. June, p. 24: A restrictive vacation policy that
Stressed out by the staff? Picture your way to Dooley, Feb., p. 24 may be unfair to employees; Should textbooks
peace, C. Wutchiett, CPA, Aug., p. 36 Pregnancy issues: Are you in line with the law? be included in the sale of a practice?; What
Your employees don’t need job descriptions—they P. Perry, March p. 44 should I do when a staff member works
need leadership, D. Dooley, Aug., p. 46 What your colleagues have to say (sidebar in- through an unpaid break?; What is the best
Is an ‘energy vampire’ sapping your staff's pro- cludes salary results on gender-related issues), billing system for large animal calls?
ductivity? Dr. M. Becker, Aug., p. 58 R. Anderson, March, p. 48 July, p. 22: How to promote medical services to
Lighten up! Using humor to build staff cama- Taking flight: Building the Well-Managed Prac- grooming clients; What to do when a client re-
raderie, Dr. W.B. Swift, Aug., p. 62 tice in 1994, C. Wutchiett, CPA, April, p. 30 quests a prescription for a mail-order product;
Increase your income with a bigger, better staff, New rules for a new marketplace: Rethinking the What impact do discounted services have on
M. Opperman, CVPM, Sept., p. 46 way you do business, Dr. M. Becker, April, p. this associate’s salary?; When a staff member’s
Practice shines, thanks to Millie, a member of the 40 pregnancy interferes with job performance
‘forgotten work force,’ Dr. R. Dahlem, Sept., p. No groomer today? Turning business breakdowns Aug., p. 22: Counseling associates about the im-
68 into breakthroughs, Dr. W.B. Swift, April, p. 65 portance of a professional image; Splitting ex-
Protect your practice from ADA lawsuits, P. When the office manager is also the doctor's wife, penses when two practices share one roof;
Perry, Sept., p. 70 T. Sheffield, p. 72 What to look for when evaluating an associate’s
Independent contractor—or employee? E. Are you asking employees to embezzle from your performance; Should small practices schedule
Metelka, CPA, Practice Tips, Nov., p. 12 practice? M. Opperman, CVPM, May, p. 39 regular staff meetings?
So your new employee isn’t working out? M. Of course, you are honest—aren’t you? D. Dooley, Sept., p. 21: Her employer expects her to work 24
Opperman, CVPM, Nov., p. 55 May, p. 41 hours a day; What’s an equitable leasing
Staff members tell all: Where practices excel— Find your niche—and work smarter to fill it, J. arrangement for a surgical suite?; Does getting
and where they fall short, M. Opperman, Giesey, MBA, May, p. 46 a ‘bargain’ justify extra inventory?; Before sub-
CVPM, Dec., p. 42 ‘Can't we see you instead?’ Answering questions mitting a loan application, do your homework
Also see: Associates about after-hours care, Dr. W. Nicholson Es- Oct., p. 22: How long can you count on the aver-
sary, June, p. 49 age client’s patronage?; What employment
Feeling frazzled? Maybe you're wearing too many terms are valid after a contract expires?
hats, M. Opperman, CVPM, June, p. 78 Nov., p. 18: How to avoid tax problems when fi-
Keeping clients where they belong—in your prac- To make time for medicine, appoint middle man- wniatnhc intgh e a stsaaflfe ; whFerno m yopue erb etcoo mpaer tnae rb:o ssW;o rWkhienng
tice, Dr. J. Werber and S. May, Jan., p. 32 agers, Dr. R.D. Wilbanks, June, p. 81 an independent contractor actually is an em-
Offering your clients a complete dental program, A flash of inspiration from the ongoing diary of a ployee
HeDlrp. yDo.u rN iecllsieennt,s Fbebe.c,o mpe. 5r6e sponsible dog owners Disaoglno ospriancgt itai onperra,c tiDcre. Ki.n Huinneexsp,e cJtueldy, dpe.c 3li2n e, M. Decof. ,a pv.e t1e8:r iAn arnye w prlaacwt icaef;f ecGtusi dtehlei nsealse ofro r paunr cahsassoe-
by celebrating their bond, Dr. M. Becker, May, Opperman, CVPM, July, p. 46 ciate who wants to establish a mobile practice
p. 54 Why practices fail—and how to protect your own,
Building a successful puppy program for your Dr. M. Becker, July, p. 49
practice, Dr. M. Lawrence, May, p. 57 Business plans: Plotting your road map to suc-
Handling nutrition in the age of pet superstores, cess, J.T. Broome, July, p. 88
R. Gants, July, p. 64 Stressed out by the staff? Picture your way to Feb., p. 14: Don’t make these seven common mis-
Good nutrition is good business, C. Jevring, July, peace, C. Wutchiett, CPA, Aug., p. 36 takes, T. Janusz; Is your hospital user-friendly
p. 74 Your employees don’t need job descriptions—they for everyone? Dr. A. Seigal
Taking pet-adoption centers to new heights, J. need leadership, D. Dooley, Aug., p. 46 March, p. 12: To boost client compliance, put
Lofflin, Sept., p. 58 As undercover clients, employees compare prac- yourself in their shoes, A. Barron; How to get
tices—and learn, M. Opperman, CVPM, Aug., your clients to pay, Dr. D. McCurnin
p. 48 April, p. 12: Don’t let the clock run you ragged,
Also see: Personnel, Practice Finances A. Barron
May, p. 16: Please clients by protecting their
Business basics: Know your ownership options, J. pets, Dr. T. Davis; Handling those tough con-
Lehman, JD, May, p. 84 versations; 12 steps to success for associates;
Bankers don’t bite: 10 tips to help you get a loan, Boosting spay/neuter compliance, Dr. T. Davis;
J.T. Broome Jr., June, p. 56 Two more handy uses for a business card
Loan trouble with the banks? Try the SBA, M. Jan., p. 14: Can a third party file a claim of sex- June, p. 14: Want to get ahead? Here’s what to
Battersby, June, p. 61 ual harassment?; Negotiating an equitable con- avoid; Choosing a leader from within; De-
Changing buy-in rules: Are you up-to-date? O. tract with a groomer signing a hospital for a small space, J. Wilder
McCafferty, CPA, CVPM, June, p. 74 Feb., p. 20: Removing the headaches from com- July, p. 14: 10 tips for a successful practice
Business plans: Plotting your road map to suc- pensation based on production; How to prevent event, Dr. R.D. Wilbanks
cess, J.T. Broome, July, p. 88 last-minute surprises when buying a practice; Aug., p. 16: Pledging your commitment to client
You can increase your practice revenue, C. How a Subchapter C corporation differs from a service, K. Roy; Confronting problem employ-
Wutchiett, CPA, Sept., p. 40 Subchapter S ees; Before hiring, ask your receptionist;
Increase your income with a bigger, better staff, March, p. 20: Using an incentive program to Spruce up your office
M. Opperman, CVPM, Sept., p. 46 boost staff productivity; Can a management Sept., p. 14: Unlock your potential: Book phone
Increase your revenue by identifying your prac- consultant tell us how we're doing? shoppers! C. Wutchiett, CPA; Handling com-
tice’s weak spots, C. Wutchiett, CPA, Oct., p. 49 April, p. 22: Do non-compete clauses extend to plaints; Low-cost rewards for employees;
Chart your success with a profit-and-loss score- other doctors?; Who’s financially responsible for Spreading their words
card, M. Opperman, CVPM, Oct., p. 65 employee benefits?; Encouraging vacations Oct., p. 16: Educate clients on the effects of anes-
Do your expenses ‘fit’ your practice? C. Wutchiett, when an associate works on a production basis; thesia, Dr. A. Berger; Picking up the broken
VETERINARY ECONOMICS/DECEMBER 1994 61
pieces, Dr. K. Rabin; Correcting an employee's What does it take to get clients to say ‘yes’? Partnerships: Dynamite looking for a match,
behavior, K. Roy March, p. 52 Feb., p. 24
Nov., p. 12: DVM hits the road in style, C. New rules for a new marketplace: Rethinking Of course, you are honest—aren’t you? May, p.
Chapman; Independent contractor—or em- the way you do business, April, p. 40 41
ployee? E. Metelka, CPA Help your clients become responsible dog own- Are your pre-conceived notions getting in the
Dec., p. 14: The secret to success is E-M-O- ers by celebrating their bond, May, p. 54 way of your income? June food animal section,
T-I-O-N, Dr. J. Koontz; Dealing with anger at A spoonful of sugar won't help this medicine go p.8
work down, June, p. 46 Which of your clients get the most attention?
Why practices fail—and how to protect your June, p. 64
own, July, p. 49 Your employees don’t need job descriptions—
Is an ‘energy vampire’ sapping your staff's pro- they need leadership, Aug., p. 46
‘We're here as a team—and the staff is number ductivity? Aug., p. 58 Are you afraid of your fees? Oct., p. 32
one,’ J. Lofflin, Oct., p. 54 Royal treatment: It’s time to give clients what Keep your eye on the bond, Dec., p. 22
Dreamer builds a Practice of Excellence from they demand, Sept., p. 54 (Also see: “Uncommon Sense” by Don Dooley)
scratch, J. Lofflin, Nov., p. 58 Royal treatment: How to ‘wow’ your clients Essary, Dr. Wendy Nicholson:
‘We no longer hire people who don’t have great with service, Oct., p. 62 ‘Can't we see you instead?’ Answering ques-
attitudes,’J . Lofflin, Dec., p. 30 Royal treatment: Holding on to your clients for tions about after-hours care, June, p. 49
life, Nov., p. 70 Freedenfeld, Warren, AIA:
Royal treatment: Client service can make you a Designing a dental suite that is efficient, enjoy-
TAXES hero, Dec., p. 26 able, and profitable, Feb., p. 64
Block, Julian, LLM (Tax): Gants, Rebecca:
Tax Strategies Q&A, March, p. 18: How does refi-
Planning ahead: Is your estate plan in order? ‘What should I do?’: Answers to your manage-
nancing a home mortgage affect amortization?;
May, p. 71 ment questions, April food animal section, p.
Are the modifications I made to accommodate
Pay on time to avoid penalties on tax estimates, 8
disabled clients deductible?; Can I claim a piece
Aug., p. 12 Gaining client compliance through communi-
of equipment this year if I forgot to list it last
Brockmeier, Dr. Jim: cation, June food animal section, p. 1
year?; Will my income push me into a higher
Time management: You can add time to your ‘What do you suggest” Answers to your man-
tax bracket?; Are health-insurance premiums
day, April food animal section, p. 14 agement questions, June food animal section,
deductible for self-employed individuals?; How
Broome, J. Tol Jr.: p. 10
will my deductions be affected by the low rent I
charged? Bankers don’t bite: 10 tips to help you get a Handling nutrition in the age of pet super-
Pay on time to avoid penalties on tax estimates, loan, June, p. 56 stores, July, p. 64
J. Block, LLM (Tax), Noteworthy, Aug., p. 12 Business plans: Plotting your road map to suc- ‘What do you suggest?’ Answers to your man-
cess, July, p. 88 agement questions, Oct. food animal section,
Burns, Dr. Gillian M.: p. 12
UNCOMMON SENSE ‘Three of our assistants quit within two weeks!’ Giesey, Jill, MBA:
April, p. 49 For success in the 90s: Find your niche—and
BY DON DOOLEY
Chapman, Carolyn: work smarter to fill it, May, p. 46
Take charge! April, p. 14 Mixed animal practice captures design honors, Goldberg, Martin A., JD:
Take it standing up! May, p. 17 June, p. 66 Estate planning for associates: Why so soon?
Just wishing isn’t enough, June, p. 16 ‘Family friendly’ hospital earns design acclaim, (sidebar), May, p. 72
Hiring someone new? Interview yourself before July, p. 78 Hines, Dr. Kevin:
you make an offer, July, p. 16 ‘It’s never too late to make a dream come true,’ A flash of inspiration from the ongoing diary of
They're clients—not customers, Aug., p. 17 Aug., p. 76 a solo practitioner, July, p. 32
Clean your hospital with a $500 sponge test, ‘Relaxed and efficient’ design wins Merit Hunter, Dr. Kate An G.:
Sept., p. 16 Award, Sept., p. 76 An associate DVM takes to the phone lines to
Pockets empty? You may be charging less than it Mixed animal practice moves out of the alley improve her client base, Feb., p. 78
costs, Oct., p. 18 and into the woods, Oct., p. 68 Jevring, Caroline:
Don't sneak away when business is slow, Nov., p. Leasehold practice gives doctor a new perspec- Good nutrition is good business, July, p. 74
14 tive, Nov., p. 76 Kamberg, Mary-Lane:
Do you remember compliments—or complaints? DVM hits the road in style, Nov., p. 12 Back from burnout: New hospital invigorates
Dec., p. 16 Rapid conversion project dazzles design judges, both practice and owner, May, p. 62
Dec., p. 48 Klooz, Susan:
Chodrow, Dr. Ruth: Bringing a new employee on board: How to
BY AUTHOR Persistence pays in overcoming obstacles, Aug., screen and interview applicants, Jan., p. 38
p. Bringing a new employee on board: Choosing
Ball, Valerie: Cohen, Dr. Charles A.: the right person for the job, Feb., p. 42
Medical records: An issue of retention (side- Is your computerized information protected? Lawrence, Dr. Mark:
bar), Feb, p. 70 Part 1, Jan., p. 54 Building a successful puppy program for your
Battersby, Mark E.: Is your computerized information protected? practice, May, p. 57
Loan trouble with the banks? Try the SBA, Part 2, Feb., p. 68 Lehman, Jeanine Marie, JD:
June, p. 61 Dahlem, Dr. Robert: Business basics: Know your ownership options,
Baum, Dr. Frederick W.: Practice shines, thanks to Millie, a member of May, p. 84
Attention associates: Find your practice niche, the ‘forgotten work force,’ Sept., p. 68 Levoy, Bob:
March, p. 74 Del Prete, Dom: See: “Bob Levoy’s Success File”
Going on a job search? Here’s how to detect the What you should know before you buy an annu- Lofflin, John:
right practice for you, May, p. 48 ity, Aug., p. 65 Do you charge for what you know—or for what
How to build a loyal client base—from scratch, Diffell, Dr. Thomas G.: you inject? April food animal section, p. 1
Aug., p. 54 ‘She’s been here a year? Dusting off your em- ‘She’s spending our cash!’ Does an embezzler
Becker, Dr. Marty: ployee-review process, July, p. 54 work for you? May, p. 30
38 resolutions for a great year, Jan., p. 43 Dooley, Donald R.: Who is Dr. Scott Campbell and why is he bring-
‘Seeing-eye humans’ boost client referrals, Feb., Sizing up the competition: How will you re- ing full-service veterinary care to PETSMART?
p. 32 spond to the superstore specter? Jan., p. 18 June, p. 26
62 VETERINARY ECONOMICS/DECEMBER 1994
Instructions for
Veterinary Clients
These handouts clearly explain
followup care of dogs and cats.
Accurate, easily read details on
over 300 medical problems, plus
step-by-step instructions on home
care. Photocopy as needed.
Taking pet-adoption centers to new heights, Surbrugg, Carolyn K.:
Sept., p. 58 Award-winning hospital is exactly what she DL Erlewein & EL Kuhns, 1991, 341
‘We're here as a team—and the staff is number wanted, Feb., p. 48 pgs, illus, ringbinder, $91 ($85 + $6
one,’ Oct., p. 54 ‘We decided to go for it!’ Introducing the 1994 shipping*).
The follow-up interview with Scott Campbell, Hospital of the Year, March, p. 26
Nov., p. 44 Las Vegas hospital wins first runner-up hon-
Dreamer builds a Practice of Excellence from ors, April, p. 54 Avian-Exotic
scratch, Nov., p. 58 Swift, Dr. W. Bradford:
‘We no longer hire people who don’t have great No groomer today? Turning business break- Animal Care Guides
attitudes,’ Dec., p. 30 downs into breakthroughs, April, p. 65 Updated edition for 1994! 15
Maltman, Dr. Kimberli: Lighten up! Using humor to build staff cama-
Client-relations skills: Don’t forget the human raderie, Aug., p. 62 different client handouts on care
side of equine practice, May, p. 80 Theisen, Dr. Catherine: of caged birds, tortoises, turtles,
May, Steven L.: Listening to your heart: A personal approach to rabbits, snakes, iguanas, rodents
Keeping clients where they belong—in your professional success, Aug., p. 28 and ferrets. Photocopy
practice, Jan., p. 32 Thompson, Dr. Warren S.:
as needed.
Mayfield, Mark: An employer's perspective on unhappy associ-
Tired of the same old problems? It’s time to ates, July, p. 26 RW Woerpel & WJ Rosskopf, 1991, 85
stretch your mind, Aug. food animal section, Thoni, Dr. B. Gene: pgs, ringbinder, $40 ($35 + $5
p.1 The Christmas nobody paid the veterinarian, shipping*).
McCafferty, Owen E., CPA, CVPM: Dec., p. 38
Your employees are changing. Are you? March, Werber, Dr. Jeffrey L:
p. 70 Keeping clients where they belong—in your Instructions for
Estate planning for pets: How to help your practice, Jan., p. 32
clients, May, p. 74 Whiteley, Dr. H. Ellen: Veterinary Clients:
Changing buy-in rules: Are you up-to-date? A recovering people-pleaser says to meet your
June, p. 74 own needs first, Oct., p. 28 Canine and Feline
McCurnin, Dr. Dennis M: Wilbanks, Dr. R.D.:
The technician shortage (sidebar), March, p. 72 To make time for medicine, appoint middle Behavior Problems
McDonough, Dr. Susan: managers, June, p. 81 Handouts on 52 behavioral topics.
A former associate opened a practice in the 10 tips for a successful practice event, July, p.
shadow of ours, March, p. 58 14 Photocopy as needed.
Nielsen, Dr. David: Wilder, Joan: S Schwartz, 1993, 127 pgs, ringbinder,
Offering your clients a complete dental pro- Designing a hospital for a small space, June, p. $44 ($39 + $5 shipping*).
gram, Feb., p. 56 16
Opperman, Mark, CVPM: Wilson, James F., JD:
Managing people: Are you making it more trou- Is your non-compete clause too restrictive?
ble than it has to be? Jan., p. 48 March, p. 60
Making production-based compensation work Wutchiett, Cynthia R., CPA:
for everyone in your practice, Feb., p. 38 Who is responsible for low associate pay?
Is it time to hire an associate? March, p. 66 March, p. 24
Are you throwing your employees to the Taking flight: Building the Well-Managed
wolves? April, p. 44 Practice in 1994, April, p. 30
Are you asking your employees to embezzle Stressed out by the staff? Picture your way to
from your practice? May, p. 39 peace, Aug., p. 36
Feeling frazzled? Maybe you're wearing too Unlock your potential: Book phone shoppers!
many hats, June, p. 78 Sept., p. 14
Diagnosing a practice in unexpected decline, You can increase your revenue, Sept., p. 40
July, p. 4€ Increase your revenue by identifying your prac-
As undercover clients, employees compare tice’s weak spots, Oct., p. 49
practices—and learn, Aug., p. 48 Do your expenses ‘fit’ your practice? Nov., p. 34
Increase your income with a bigger, better
staff, Sept., p. 46 Canine and Feline
Behuaaor Problems
Chart your success with a profit-and-loss score-
card, Oct., p. 65 NEED A REPRINT?
So your new employee isn’t working out? Nov.,
Reprints are $5 each,
p. 55
Staff members tell all: Where practices excel— plus $1 per page if you'd
and where they fall short, Dec., p. 42
like them faxed to you.
Perry, Phillip M.:
Pregnancy issues: Are you in line with the law? For reprint packets on
March, p. 44 frequently requested topics, * Add $2 per book for non-US shipping
Flawed evaluations could cost you plenty, July, List desired books and send check,
p. 58 see page 27. To order, contact: money order or VISA/MC information
Protect your practice from ADA lawsuits, Sept., VETERINARY ECONOMICS, 9073 (card number, exp. date) with name,
p. 70 address and phone to:
Sheffield, Tracy L.: Lenexa Drive, Lenexa, KS American Veterinary Publications,
When the office manager is also the doctor’s 66215; [phone]; Dept VM, 5782 Thornwood Dr,
wife, April, p. 72 Goleta, CA 93117, or call [phone]
Silverman, Freddi: fax: [phone].
8 AM -— 4 PM, M-F, Pacific Time
Marketing your practice: You have the right to California residents please add sales tax.
remain silent, but. . . , Dec., p. 55 Sorry, we cannot bill you.
VETERINARY ECONOMICS/DECEMBER 1994 63