Veterinary cages provide pets with a safe haven while at the practice, whether they’re in recovery, isolation (such as Parvo cases), boarding or grooming.
Commissions on $10,000 and up for cage/kennel systems, depending on the number of cages for isolation, intensive care, recovery, boarding, grooming/dryer and other uses.
Today’s veterinary cages come in a wide variety of sizes, configurations and finishes. The most common cage materials are stainless steel, a porous, easy-to-clean material, and aluminum, with or without painted finishes. Fiberglass, laminates and wire are also used. Cage doors are available in stainless and glass.
Cage manufacturers are constantly developing design updates for durable, sanitary and easy-clean use. Mobile casters, heated floors, fluid drains, no-drip edges, designer color panels, sound-deadening materials and other ingenious features add comfort for patients and convenience for the practice team. In addition, most veterinary cages accommodate medical equipment and electronics as needed to support patient care. ICU (intensive care unit) cages offer stateof- the-art patient monitoring.
Cage factors to consider include:
• Material strength: What type of materials and thickness are used in the cage construction? Can the manufacturers demonstrate strength over time?
• Manufacturing process and attention to detail: Do the cages have rounded corners and welded seams to avoid “catching” on hair, fur, scrubs and cleaning cloths? How do the manufacturers make sure the doors stay aligned? Misaligned cage doors are a major pet peeve with veterinary teams.
• Accommodations for veterinary medical care: Do the cage manufacturers support the efficient use of ICU equipment, monitors, access to electrical equipment, etc.?
• Guarantee: What type of services and guarantees do the manufacturers offer?
• Customization: How does customization work, and is everything available in custom sizes? What about custom colors and artwork?
Custom cage configuration opportunities are endless. Cage manufactures offer standard sizes as well as fully customized designs to make sure each practice has exactly what they need.
• Cages can be stacked for the efficient care of small animals.
• Guillotine doors allow easy in-out for pets needing to go outside for exercise or during cleaning.
• Shelves, feeding bowls and other extras make cages multi-functional.
Ideally, your customers will be making their cage design choices during the construction or remodeling design phase to take full advantage of space, workflow and the way their teams intend to use the cages. An investment in top-quality materials and construction, as well as special features that make life easier and more sanitary for many years, possibly the life of the practice.
Prospects likely to buy the latest veterinary cages and kennels
All practices are candidates for cages and kennels, but clinics with an upcoming expansion, remodeling project or new construction will definitely need cages for all kinds of uses.
Also, clinics that are thinking about offering boarding may need more cages or a more professional kennel design.
Clinic clues for quality leads
When you're visiting a veterinary hospital, look at the cages' wear and tear, especially the doors. Telltale signs of outdated and under-performing cages are doors that don't align and won't shut properly. Sometimes practices even hold doors shut with "home-made" solutions such as twist-ties or clips.
You may also find cramped cages, inappropriate for larger animals, or simply not enough cages. Also look for the finish to be peeling or worn off (if the material isn't stainless steel), or cages that are dented, warped and foul smelling. These cages are suffering from old age and need to replaced, not just for the animals' wellbeing but for staff safety as well.
Approaching the sales discussion
• Check-off/qualify: You can initiate a discussion about cages by asking, “Doctor, are you planning to build or renovate in the next 12-24 months?”
• Confidence: If YES, confirm and support benefits. If NO, assert the benefits with confidence. “I’m sure the latest cage innovations will meet your needs for efficient, sanitary patient care.”
• Invitation to neutral: “Let’s look at the latest cage innovations designed to last in veterinary practices for literally decades.”
• Seek alignment/understanding as the dialogue continues: “Can you help me understand …
• “What is your vision for your new space?”
• “What types of cages will you need for the various services you provide?”
• “How long are you hoping your new cages will last?”
• “Do you or will you offer day boarding or overnight boarding?”
• It’s the customer’s decision… “You can decide which veterinary cages make the most sense for your practice.”
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