DVM Newsmagazine | dvm360.comSeptember 2011 89

dvmCommentary

A solution for decreased feline visitsMy blueprint for feline client compliance—spur traffic into your hospital one adoption at a timeby Ronald E. Whitford, DVMContributing author

There is no question: Prac-tice owners of maturepractices (those in exis-tence for seven or moreyears) are seeing a dra-

matic decrease in the number of catvisits.

In my own practice, feline transac-tions make up only about 14 percentof the total. And that is down from30 percent in years' past.

Of course, most seasoned prac-titioners knew this would happenonce the idea of "over-vaccination"became widespread. Typically in thepast, 65 percent to 70 percent of prac-tice income was based on preventive

care procedures. Oftentimes goodmedical histories and comprehen-sive physical examinations allowedus to discover internal and externalproblems that had not caught the eyeof the pet owner. Unfortunately, petsare now suffering from many medicalconditions not caught early.

Remember that we taught clientsthat vaccinations were more impor-tant than the detailed medical his-tory, physical exam and appropriatescreening tests. Even today manypractitioners just can't understandwhy the client is unwilling to spendmuch larger sums of money just be-cause the pet is now 7!

In my community, we can learnfrom experience. In fact, recentlyour local animal shelter director va-

.

Cats on parade: The sheiters areso overwhelmed with cats right now,veterinarians can help to facilitateadoptions.

cated the position. Even more unfor-tunate was the fact that I was the vet-erinarian on the animal shelter board.The previous director had failed tohave any other employee certified toperform euthanasias.

As you might expect, I received acall from the mayor concerned abouta shelter that was now overflowingwith intakes; and there were moreanimals outside the door.

There were very few puppies inthe facility, and they seemed to bereadily adopted. It was a differentstory with the 1- to 10-year-old dogsmostly related to the pit bull family.I also discovered that approximately75 percent to 80 percent of the petsbeing admitted were due to ownerrelinquishment.

Some people were moving out ofthe area; others said they could notafford these pets anymore, but thevast majority said they did not wantthem anymore. And the real reasonI'm recounting this story has more todo with my love for cats.

There are so many cats in need ofhomes. The choices shelters are mak-ing are more about how much timeyou can buy these animals before theyare euthanized.

I've been a veterinarian for 40 yearsbut never in my career has anythingbothered me like this issue.

There were some animals I justcould not euthanize. Kittens werebrought into this world, from no faultof their own, just to have someoneeuthanize them.

To date I have taken more than40 of these kittens to our practice. Infour weeks, many have been adopted,mostly by our own clients.

My wife found a very large par-rot cage at an antique store. We re-furbished it a little and strategicallyplaced in our reception area. All of therescued cats are given a bath upon ar-rival, thoroughly examined and foundto be as healthy as we can determine.We treat for ear mites, deworm them,and treat with a one-dose regimen ofponazuril for coccidian.

We provide personalized informa-tion about caring for new kittens, vac-cinations, nutrition, etc. They receivea free dose of a top flea product. (Thecompany even reimburses us.)

We ask the new pet parent to takethe kitten home and follow our di-rections, emphasizing the feeding

I had adopted morekittens in fourweeks than theshelter had all year.

of some canned food for at least thefirst three to four weeks. We can giveaway premium food samples and cou-pons for the pet owner to go purchasehigh-quality food to get these kittensstarted right.

An appointment is scheduled forthem to return in seven days for evalu-ation and to begin the initial kittenvaccination series. They are also toldto return immediately if any healthproblems are observed.

To date, we have had one kittenreturned from a household where theowner smoked two to three packs ofcigarettes a day. The kitten's coughand sneeze disappeared in 48 hourswithout treatment other than lots ofstaff love and clean air.

Many practice owners are trying todetermine whether to advertise more,use coupons, give discounts for clientsreturning late for vaccinations. I sug-gest we visit the local shelter and picka couple of healthy kittens to show offin your reception area. It will not onlysave some lives but help increase thekitten traffic in your practice.

Maybe we all need to spend someof our charitable giving by facilitat-ing pet adoptions. Afterall, don't youthink an adoption by one of your cur-rent clients would offer better oddsthat you will see the cat again?

It's been said that a pet's senioryears are the most profitable years forveterinary practices. I totally disagree.Senior pet visits start with the firstpédiatrie visit.

One last thing: Don't be surprisedto see some of your clients makingdonations to your new Love At FirstSight Kitten Adoption Program.

To date, I have adopted more kit-tens in four weeks than the shelter hadall year. The majority of my clientsdo not visit the local shelter, but theydo come see us several times at least Sduring the first year with the new |addition to their family, dvm «

Dr. Whitford is a practitioner and jveterinary management consultant g,based in Clarksvilie, Tenn. I

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