Today’s chemistry analyzers offer a broader test menu, are easier to use and provide faster test results.

Your veterinary customers depend on diagnostics to serve as the voice of their patients. About 90 percent or more of clinics, and almost all larger and specialty practices depend on some form of in-house lab testing. The more information they can gather, the better equipped they are to provide a patient diagnosis and answers for their clients.

Any type of animal practice, hospital or corporation can benefit from having a chemistry analyzer. Most veterinarians recognize their importance for dealing with emergency cases, and conducting both pre-surgical and wellness testing. Not only must a patient’s liver and kidneys are functions be tested prior to receiving anesthesia in surgery, but on-the-spot test results may lead to higher client compliance and satisfaction. Armed with more information about their pets or large animals, owners likely will follow through with treatment plans, ultimately providing vets with more business.

How they work
Although the technology varies from one type of chemistry analyzer to the next, approximately 70 percent of practices reportedly rely on dry slide technology, which incorporates filtering layers for greater reliability. With dry slides, the doctor places the patient’s blood sample on top of a slide. The analyzer reads the chemical reaction that occurs as the test chemicals permeate the filtering layers. Interference from lipemia (fatty serum) or icterus (jaundice) or hemolysis (red blood cells bursting in test samples) is minimized.

Today, chemistry analyzers offer broader test menus, and can screen for kidney, liver, pancreatic and many other metabolic diseases. In fact, nearly every test that veterinarians used to refer to labs can be run on an office chemistry analyzer. These include:

• Blood chemistry tests.
• Electrolytes.
• Urine-protein creatine ratios.
• Bioacids.
• T4.
• Cortisol.

Many chemistry analyzers provide results in as little as eight minutes and some now require fewer steps to use. For instance, some systems offer slides pre-loaded in a clip, which do not need to be unwrapped. Some chemistry analyzers include an on-board centrifuge, and the process is automated. In general, veterinary practices prefer bench-top models, which range from about 14 to 20 inches wide and do not consume too much counter space. Small, handheld chemistry analyzers with smaller test menus are available as well. Typically, larger floor models are used in reference labs.

How to sell
Chemistry analyzers range in price from $5,000 to $20,000, depending on the testing capability and degree of automation. Given the sluggish economy, customers may hesitate to make a substantial purchase. But, now more than ever, they should be investing in their practice to provide patients and clients with the best standard of care.
Distributor reps should ask their veterinary customers several probing questions to get them thinking about chemistry analyzers, such as:

• “Given the state of today’s economy, how do you plan to invest in, and grow, your practice?”
• “Do you have a chemistry analyzer? If so, how often do you use it?”
• “If you do not currently have a chemistry analyzer, would you like to get test results more quickly for better and more efficient patient care?”
• “What do you like and/or dislike about your chemistry analyzer?”
• “What tests do you currently run on it?”
• “Do you experience interference on your current chemistry analyzer? Do you receive test results quickly enough?”"
• “Do you require pre-anesthetic blood testing for your patients?”
• “Do you provide complete wellness testing for your patients?”
• “By adding a chemistry analyzer, do you think there would be potential of increasing wellness or pre-anesthetic testing in your practice?”
• “Are you aware that by providing wellness testing, you can generate revenue for your practice?”

In addition to the issue of cost, your customers may object to the training involved if they purchase a new system. Reps should remind them that newer analyzers offer greater automation and are very user-friendly. Another concern for veterinarians is whether a new chemistry analyzer can be integrated with their current computer system. Indeed, more and more vets want to link their in-house lab to their billing and invoice system to ensure tests are properly billed. Reps should call on their manufacturer reps to fully understand how a particular analyzer interfaces with the customer’s computer system.
The more diagnostics veterinarians offer their patients, they more opportunities they discover to provide better care and services, setting their practice apart from others.
Editor’s note: Vet Advantage would like to acknowledge contributions by Idexx Laboratories Inc. (Westbrook, Me.) and Heska Corp. (Loveland, Colo.).