Animal Health Solutions

8 | Covetrus ph: 855.724.3461 | fx: 888.329.3861 | northamerica.covetrus.com Practice profile: Old Derby Animal Hospital Quick stats • Old Derby Animal Hospital, Hingham, MA • 2 owners, 37 employees, 5 doctors (4.5 FTEs) • $4.9 million practice revenue in 2018 The challenge Losing sales to online competitors such as Amazon, chewy.com and 1-800-PetMeds. The solution The Covetrus platform uses data analytics to identify and close gaps in patient care. • Proactive, online prescription management • Improved client engagement, convenience, and compliance The results $406,000 additional revenue in 2018 This prescription management platform is an extension of our practice. Now we can get anything we want to our clients, anytime. So they have it when they need it." — BRIAN CARLSON, Practice Manager Meeting clients where they are Old Derby Animal Hospital is an established practice with a strong client base in a mature community. "We really look for ways to engage with our clients and make sure we're meeting their needs," said Brian Carlson, Practice Manager. But there was the challenge: clients were choosing the ease and convenience of shopping online, causing Old Derby's inventory sales to stall or slightly decrease. "We knew we had to do things differently and meet clients where they were comfortable shopping in today's world," Carlson said. "We weren't making things convenient and weren't being competitive enough. The world had changed, but we hadn't changed with it." Carlson went looking for the right solution to rebuild those client relationships and win back lost sales – and found it with digital prescription management and the Covetrus platform. Same space, more revenue. By moving the majority of its inventory online, Old Derby freed up enough space for a new exam room that generates more service revenue. Now only select products are offered at the practice, such as smaller food bags. 3 ways the prescription management platform drives performance 1. Streamline inventory: By offering only select products at the practice, Old Derby was able to repurpose their retail space and add another revenue- generating exam room. 2. Build compliance: The platform's data analytics reveal actual vs. perceived compliance rates. "Having this type of data is incredibly valuable for a practice manager," Carlson said. "I don't get this anywhere else – not from any practice management software or manufacturer. The platform data proved that our compliance was low." 3. Change behavior: "Now we have a new tool to overcome stalls and objections in the exam room," said Carlson. By separating online and in-person transactions, clients are willing to spend more during visits and consider services recommendations such as wellness programs, bloodwork, and dentistry. These conversations create new revenue, while empowering veterinarians to focus more on what they care about most: improving patient health.

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