STAF171-0415: Pricing Shouldn’t Be Painful
Audio and Text:
In some of the course Real Time Sessions the lecture will be predominantly audio
while in others the lecture will be predominantly text.
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Instructor(s): Kelly Cronin, MBA, BS, RVT, VTS (ECC), PHR
April, 15 2015-May 9, 2015
Real Time Sessions (RTS):
Wednesdays, April 22 and 29, 2015; 9:00- 10:30pm ET (USA)
Course RTS Times in Your Area:
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In order to prepare you for a successful experience
in your CE course, we request you attend a Practice Session prior to the first
Real Time Session. Please arrive promptly at the start time; each Practice Session
is up to 1 hour in length.
For more information, please visit the
CE Practice Area
*The instructor for this course will be using audio which will require you to have a headset or speakers to listen.
If you have any concerns regarding your computer's audio capabilities, please be sure to attend
one of the Practice Sessions.
Level and Prerequisites:
course is focused toward veterinarians, veterinary managers and support staff that deal with marketing and pricing of prescriptions, services and over-the-counter goods within the veterinary practice.
VSPN CE Course:
This course has been RACE approved for veterinarians and veterinary technicians. This course is applicable toward the continuing education requirement for the Certified Veterinary Practice Manager program offered by the Veterinary Hospital Managers Association.(15-01).
The Veterinary Information Network (VIN) is RACE Provider #22.
Pricing Shouldn’t be Painful will give you a simple way to look at pricing that will help you to price your goods and services appropriately to ensure profitability. Avoid the common pitfalls associated with price increases and learn how to spot negative client reactions to price increases. Let’s face it, if you are spending more time pricing products and services than you are providing them, they are not increasing your profitability.
This course consists of two (2) Real Time Sessions of ninety (90) minutes each, supplemental library materials,
interactive message board discussions, a mandatory end-of-course test, and may include online multiple
choice quizzes (after each Real Time Session).
Successful completion (scoring 80% or better) on the end-of-course test is required
to earn a certificate of completion for the course.
*The lecture portion of this course will combine both text and audio presentation, please be prepared to listen.
*To learn more about the requirements for earning a CE certificate, please refer to
Receiving Your CE Credit and Course Completion Certificate.
Upon completion of this course, the participant should be able to
- differentiate the three main categories of veterinary pricing: cost based, market based and value based.
- demonstrate examples of how to get the most out of discounts.
- interpret how discounts affect your practice.
- relate how inventory and inventory ordering affect pricing.
- analyze how to utilize volume discounts and special pricing offers.
- utilize area price comparison and internet pharmacy price comparison.
- examine marketing strategy to fit your pricing strategy.
- show methods of monitoring the impact of price changes on client compliance and overall clinic income.
- translate real cost for services and setting service pricing.
- develop methods of training to create seamless price transitions.
- develop methods for ensuring cost capture.
- demonstrate how to create teams supportive of your pricing structures and clinic income.
Course materials will be available
in the course library prior to each Real Time Session.
There is no required textbook for this course.
About the Instructor:
Kelly Lynn Cronin
- AAHA (2013).Veterinary Fee Reference, Eighth Edition. Lakewood, Colorado: AAHA Press.
is a twenty year veteran of the veterinary field.
She holds a Veterinary Technician Specialty in emergency and critical care, a Masters of Business Administration and
a Professional in Human Resources Certification. She has had the opportunity to lead a variety of veterinary
teams in a variety of clinics from large emergency teams to small day practice teams.
She is responsible for setting the pricing structure and monitoring pricing for ten veterinary hospitals.
She has consulted on veterinary pricing for a variety of hospitals including small animal, mixed practice, specialty and emergency clinics.
(Real Time Session April 22):
The Principles of Pricing
We will review the reasoning behind pricing strategies. We will discuss how to compare price shopped pricing.
We will review capturing cost in pricing. We will discuss service pricing and staff costs associated with services.
We will discuss how to deal with deals and discounts from vendors in our pricing structure.
We will discuss how to disseminate pricing information to team members.
(Real Time Session April 29):
The Nuts and Bolts of Pricing
We will discuss individual pricing markups as well as the use of practice management software to aid in pricing and in price increases. We will discuss how to discuss price increases with clients and team members. We will review monitoring client compliance and revenue change after increasing prices. We will discuss strategies for ensuring support of our pricing structure among the veterinary team.
CE Credits: 3
$60 ($54 early bird special if enrolled by April 1, 2015)
* Students currently enrolled in and taking at least 2 classes or 5 units at an AVMA accredited or CAAHT approved Veterinary Technician Program may be eligible to receive a 50% discount off the regular rate for this course (upon verification of student status).
*To ensure participants are ready and prepared for classes,
enrollment will close at 5 PM ET on Wednesday April 22, 2015
or when the maximum number of participants is reached.
*For more information on how online CE works, see the
Participant Resource Center
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- Enrollment qualifications: VIN CE courses are open to
VIN member and non-member veterinarians. Veterinarians enrolling in a VSPN CE course
must be a VIN member. Veterinary support staff must be a VSPN member to enroll in a
VSPN CE or a VIN CE course open to VSPN member enrollment.
- Each enrollee must be able to receive emails from @vspn.org
and @vin.com addresses. Email is our major form of communication with participants;
personal emails are highly recommended rather than clinic/hospital email addresses.
- Each person is individually responsible for his/her own registration.
To ensure that all information received is secure and correct, please do not enroll
for a course on behalf of another individual.
- For further assistance call 800-846-0028 ext. 792 or email
Please include the course title, your full name, and contact information in your correspondence.
*Note: "This course is approved for 3 continuing education credits in jurisdictions
which recognize AAVSB RACE approval; however participants should be aware that some
boards have limitations on the number of hours accepted in certain categories and/or
restrictions on certain methods of delivery of continuing education."
This course is applicable toward the continuing education requirement for the Certified Veterinary Practice Manager program offered by the Veterinary Hospital Managers Association.(15-01)
Call VSPN CE at 800-846-0028 ext. 792 for further information.
(Attendees are encouraged to check with their licensing jurisdiction(s) for
information regarding recognition by their board).
Course withdrawal and refund policy:
A complete refund of the paid course price will be
issued when your withdrawal request is received prior to the listed start date of the course.
If you wish to withdraw after the start date please contact the VSPN office 800-846-0028 ext. 792
to discuss eligibility for a pro-rated refund.
* Note: To ensure rapid handling of your request for withdrawal, we recommend that you
call the VSPN office at 800-846-0028 ext. 792.
*For more information on VSPN's upcoming CE courses, check the
VSPN Course Catalog
Charlotte Waack, RVT, CVT
VSPN Director/VSPN CE Interim Director
VSPN CE Services: VSPNCE@vspn.org
800-846-0028 or 530-756-4881; ext. 792
or direct line to VIN/VSPN from the United Kingdom: (014522) 26154
or direct line to VIN/VSPN from Australia: 011 +61 26 145-2357
800.700.4636 | CEonVIN@vin.com | 530.756.4881 | Fax: 530.756.6035|
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