Veterinary practices use centrifuge equipment for accurate fecal testing so they can protect pets against deadly intestinal infections.
Commission opportunities on $2,100 to $5,000 on initial purchase and recurring revenue on consumables.
Zoonotic intestinal parasites – including hookworms, roundworms, whipworms and tapeworms – are primary disease agents in pets, and they’re potentially transmissible to humans.
Depending on the region in which a veterinarian clinic is located, and the health issues predominant in that region, a veterinarian will need to prevent these parasites or treat infected patients.
To test for parasites, your customers conduct fecal examinations between two and four times in the first year of a dog’s and cat’s life. After that, a fecal exam is usually part of routine bi-annual or annual wellness exams.
Some veterinarians opt to send tests to outside reference labs, although some experts raise the concern that because results are not available for about 24 hours, treatment is delayed. That’s why many practices use in-house parasite testing on fecal samples.
There are two in-office methods available for conducting a fecal exam: flotation and centrifuge.
With both, the goal is to concentrate the parasite eggs, making them more visible under a microscope. And, both methods call for the veterinarian or lab technician to mix the fecal sample with a solution.
• With a flotation device, the eggs float to the surface of the solution.
• The centrifuge technique loosens the eggs from the parasite before allowing them to float to the top of the solution. In addition, advanced centrifuge collection kits enable the user to obtain the sample with a coring tool, add it to a tube and mix it with a standard flotation fluid, reportedly simplifying the process and reducing the mess.
Peripheral centrifuge equipment includes:
• Centrifuge tubes
• Microhematocrit/Capillary tubes
• Blood tubes such as serum separators, EDTA, etc.
• Sheather’s solution
• Fecal loops
• Microscope slides
• Microscope cover slips
• Test tube rack
• Differential counter
Prospects likely to buy advanced centrifuge equipment
All practices are candidates for centrifuge equipment, because all patients are at risk. You’ll want to talk with your customers about a) which parasitic issues the clinic must address, b) whether or not their patients are on a regular, monthly preventive, and c) which testing methods they use.
Clinic clues for quality leads
When you're visiting a veterinary hospital, try to determine the age and style of their current model and how often they use their centrifuge. You may notice that the staff has to wait for their turn at the centrifuge or that the machine is clearly outdated. Approaching the sales discussion
• Check-off (qualify): If you’re not sure that a practice is a candidate for centrifuge, establish your direction by asking, “Doctor, do you regularly conduct parasitic testing for your patients?”
• Confidence: If YES, confirm and support benefits. If NO, assert the benefits with confidence. “I’m sure the new centrifuges available have the flexibility to meet the needs of your practice.”
• Invitation to neutral: “Let’s look at how today’s advanced centrifuge devices are providing quick, accurate answers and better care.”
• Seek alignment/understanding as the dialogue continues, adapting the question based on the clinic’s situation: “Doctor, can you help me understand…
• “How old is your centrifuge?”
• “What are you using it for?” (Blood, fecals, urine, semen)
• “Is it meeting your needs, or could you benefit from added features that would increase your efficiency and provide more flexibility?”
• “If you work with a reference lab, have you considered bringing tests in-house for faster results?”
• “Are you aware that in-office tests can provide results in just eight minutes, allowing you to send your patient home with the appropriate medicine?”
• “How familiar are you with the centrifuge technique to testing?”
• “How would it help your busy, high-volume practice to have a larger capacity centrifuge with programmable timers and speed controls to increase staff efficiency?”
• "Would having both microhematocrit and standard centrifuges save valuable time and counter space upgrading to one unit that can handle multiple test tube sizes?”
• “If it’s a large animal or equine practice, could they save time with a portable unit and car adapter?”
• It’s the customer’s decision… “You can decide if the latest centrifuge equipment and testing protocols will help reduce the risks to your patients.”
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