business analysis of dairy practice oabp fall ce meeting november 17, 2011 dick ward bright, ont
TRANSCRIPT
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
OABP Fall CE MeetingNovember 17, 2011
Dick WardBright, Ont.
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
•HistoryHistory
•Key practice indicatorsKey practice indicators
•Professional Fees Actual & fee Professional Fees Actual & fee scheduleschedule
•Currently benchmark 6 clinicsCurrently benchmark 6 clinics
•Every 6 monthsEvery 6 months
•Fees analysisFees analysis
•Key Indicator BenchmarksKey Indicator Benchmarks
•VaccinesVaccines
•MastitisMastitis
•ReproductionReproduction
•Production enhancementProduction enhancement
Business Analysis of Dairy Practice
Professional Services
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
Clinic High Median Low
HourlyRate
$170 $180 $160 $155
AMCall fee
$40 $44 $35 $30
First Hr.Call fee
$210 $224 $200 $188
Benchmarking of Fees
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
$50,976.56
Current Hourly Rate $170.00
Proposed Hourly Rate
$180.00
Difference $10.00
Hours billed per vet per week 24.97
Opportunity Cost $50,976.56
Opportunity Cost
• Herd health dollars per cowHerd health dollars per cow
HighHigh Median Median Low Low
$68.67$68.67 $48.67 $48.67 $29.06 $29.06
$$
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
HoursHours billed per week: averagebilled per week: average
High Median Low
31.2331.23 22.9022.90 16.1216.12
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
Percent time billed: Professional FeesPercent time billed: Professional Fees
High Median Low
69.54%69.54% 51.21%51.21% 35.81%35.81%
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
Herd Health billings per vetHerd Health billings per vet
High Median High Median LowLow
$175,482.85$175,482.85 $89,976.54$89,976.54 $74,599.04$74,599.04
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
Product sales per veterinarian
High Median Low
$325,576.36 $242,930.46$242,930.46 $188,262.24
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• Prevention / therapeutic index (%)Prevention / therapeutic index (%)
Clinics
A B C D E F High Med. Low
50.6
49.6
54.5
55.8
49.7
45.4
55.8
50.2
45.4
Mastitis
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• Dry Cow Treatment Efficiency (%)Dry Cow Treatment Efficiency (%)
Clinics
A B C D E F High Med. Low
75.3
76.0
88.6
80.7
78.7
86.3
88.6
79.7
75.3
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• OrbeSealOrbeSeal®® Efficiency (%) Efficiency (%)
Clinics
A B C D E F High Med. Low
51 37 48 50.5
33.5
32 51 42.5
32
OrbeSeal® - Pfizer Animal Health
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• Lactating Cow Treatments – Doses per CowLactating Cow Treatments – Doses per Cow
Clinics
A B C D E F High Med. Low
1.71 2.64 1.16 2.20 1.90 1.77 2.64 1.84 1.16
Biologicals
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• Core MLV Vaccine per Cow ( Doses)Core MLV Vaccine per Cow ( Doses)
Clinics
A B C D E F High Med. Low
1.59 1.10 1.75 1.69 2.02 2.51 2.51 1.72 1.10
Reproduction
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• Prostaglandin – Doses per cowProstaglandin – Doses per cow
Clinics
A B C D E F High Med. Low
1.96
1.55
1.64
2.53
1.28
2.17
2.53
1.80
1.28
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• GnRH – Doses per cowGnRH – Doses per cow
Clinics
A B C D E F High Med. Low
1.94
2.11
1.59
1.22
2.90
3.24
3.24
2.02
1.22
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• IVP4 Devices – Doses per 100 cowsIVP4 Devices – Doses per 100 cows
Clinics
A B C D E F High Med. Low
7.46
6.54
7.37
8.56
18.5
33.9
33.9
8.01
6.54
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• RumensinRumensin® ® CRC Boluses per 100 cowsCRC Boluses per 100 cows
Clinics
A B C D E F High Med. Low
37.4
25.5
43.7
41.2
40.3
53.9
53.9
40.7
25.5
Rumensin® CRC – Elanco Animal Health
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
• Product Purchases per Cow ($)Product Purchases per Cow ($)
Clinics
A B C D E F High Med. Low
76.24
71.22
71.14
92.39
76.16
89.84
92.39
76.20
71.14
Veterinary Clinic Dairy Producer Report
Summary
Cost per cow
cost per hectolitre of
milk efficiency high low
Biologics $12.05 $0.124 76.82% $26.32 $4.45
Mastitis $39.18 $0.402 230.00% $49.08 $17.35
Reproduction $31.24 $0.320 172.41% $57.55 $13.98
CRC $17.25 $0.177 85.40% $19.23 $12.20
Antibiotics $8.05 $0.083 $75.59 $12.81
Anti inflammatories $6.49 $0.067 $22.27 $1.95
Endectocides $13.38 $0.137 $21.08 $0.00
Miscellaneous Drugs $32.20 $0.330 $39.59 $15.34
Total drug cost $159.83 $1.639 $223.37 $110.02
P/T Index 61.08% 77.09% 42.59%
total vet supplies & drugs $24,627.23 $1.741
total vet supplies per cow $169.84
Total Professional Fees $11,522.78 $0.815
total professional fees / cow $79.47 $2.56
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
SummarySummary
• Focus on preventative areasFocus on preventative areas•Promote with confidencePromote with confidence
•monitor and improve uponmonitor and improve upon
• Science and Economics Science and Economics •these areas should be the driver to make decisions these areas should be the driver to make decisions
for producer ie OrbeSealfor producer ie OrbeSeal®®, vaccines, Rumensin, vaccines, Rumensin®® CRCCRC
•Send the same message among Send the same message among veterinariansveterinarians
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
SummarySummary
• Focus on professional serviceFocus on professional service• Drug margins decreasingDrug margins decreasing
• Need to schedule herd health and Need to schedule herd health and time for other programs time for other programs
• ie udder health; calf managementie udder health; calf management
•Make time for other programs Make time for other programs • maximize vet time for vet work and less administration; hire more helpmaximize vet time for vet work and less administration; hire more help
Business Analysis of Dairy Business Analysis of Dairy PracticePractice
SummarySummary
• Involve Associates in business Involve Associates in business discussions & philosophydiscussions & philosophy
• 4-5 different opinions does not instil producer confidence4-5 different opinions does not instil producer confidence
• Inventory management Inventory management • Select products on science and economicsSelect products on science and economics
• Avoid “Walmart” marketing of productsAvoid “Walmart” marketing of products
• Thanks Thanks