Put parasites in their place

Q: How do we change the conversation from the cost of parasite prevention to the value of protection?

Nancy Potter, a Firstline Editorial Advisory Board member and the practice manager at Olathe Animal Hospital in Olathe, Kan., says her team does a good job of explaining the importance of parasite control because they believe in it. "We have seen pets come in with heartworm disease or intestinal parasites that could have easily been prevented by using a preventative product," she says. "Products aren't cheap, but they are effective, and our team implements all the promotions and rebates for the client."

To educate clients about the cost of preventives compared to the cost of treatment, the practice uses a display in the lobby. This sign reminds clients that prevention is much more cost effective, Potter says. Team members see clients observing the display, and some ask questions. "Our goal is to give them something to think about," she says.