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Starting the Veterinary Capital Equipment Conversation Part 2

By Pam Foster
August, 2016

In your role as a professional consultant to veterinary practices, you want to help them discover the most effective and most efficient medical tools as well as smart strategies for running the business.

Vet Advantage photo: Start an IRS Section 179 tax deduction conversation with your customers to bring up the advantages of upgrading their diagnostic equipment

As we mentioned in Part 1 of this topic, each year, practices may be eligible to take advantage of IRS Section 179 tax deductions when they invest in qualifying capital equipment. You can help them consider this opportunity and how it will help them recoup some of the costs of buying new technologies. It's a great way to offset sticker shock or overcome hesitation.

When it comes to capital purchases, the early bird catches the worm.

As we said last time, if you can identify practices NOW that might be ready for capital equipment purchases, you'll be away ahead of the last-minute scramble that happens every year.

You may find that more practices are placing big orders with you, since you brought up the subject of IRS Section 179 first, and you've shown them appealing new medical products.

In Part 1, we looked at major investments for practice exam and treatment areas. Now let's look at several other big veterinary product categories that may quality for IRS Section 179 deductions: the diagnostics group. This group includes: 

  • Chemistry analyzers: In-house chemistry testing provides reliable diagnostic answers in just minutes, instead of waiting 24 hours or more for outside lab results. If it's been a while since your customers have upgraded their chemistry analyzer, they'll want to see how the new systems are more thorough, accurate, and flexible.
  • Hematology analyzers: In-house hematology tests provide an important Complete Blood Count (CBC) and other data for disease detection and treatment monitoring. New models give your customers advancements in CBC and other blood values (providing missing clues for certain patients), which then allows doctors to provide better answers and care during the office visit.
  • Digital radiography/imaging: DR technology enables veterinarians to produce X-ray images without the use of film, chemicals or a darkroom ... and save and share the images electronically. This big-ticket item delivers ongoing benefits for practices, including enhanced client service, staff safety and easy communications with consultants.
  • Ultrasound: Diagnostic ultrasound equipment helps veterinary teams see precise images inside the patients' body, such as the abdomen or heart, for diagnoses and treatment. New advancements in ultrasound equipment are providing unlimited versatility and excellent imaging for abdominal, cardiac, musculoskeletal, vascular and other diagnostic needs. The latest user-friendly designs are reducing exam time by up to 63 percent while producing deeper and wider crisp images for the most diagnostic information possible. Your customers should know this!
  • Microscopes: To properly diagnose and treat patients, veterinary practices often need to examine patient samples microscopically (in extreme close-up) using solutions that help aid in their research. You can show your customers the latest advancements that aid in accurately viewing urine sediments, fecal parasites, ear swabs, tumor aspirates, differential counts, sperm motilities, embryo transfer, skin issues and much more.
  • Otoscopes: Advanced digital veterinary otoscopes (video otoscopy) are helping practitioners detect causes of otitis (ear inflammation) in ways that weren’t possible before. And this is great news, because Otitis externa is one of the most common diseases encountered in veterinary practice, and it's often a complex condition. You'll be doing customers a huge favor by discussing how digital otoscopes can help them see more in their patients, so they can identify the causes and recommend the best treatment.
  • Stethoscopes: Veterinarians and veterinary technicians use stethoscopes to listen to body sounds – respiratory, cardiac, bowel and circulatory – for critical clues in diagnostics, treatment and rechecks. It may have been a while since many of your customers have upgraded their stethoscopes, and the latest models offer all kinds of advanced features. You can help them make the right selection. 

Be sure to check with the various product manufacturers in your catalog to see what's new in these categories and all capital equipment products. You can also find product materials in our online Manufacturers Directory or download our Resource App for access on the go.

Topics: equipment

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