In-house chemistry testing provides reliable diagnostic answers in just minutes, instead of waiting 24 hours or more for outside lab results.
Commissions on $6,000 to $19,995 capital equipment purchases. Plus, customers will continue ordering tests (consumables) needed for running patient diagnostics each week.
To save precious time when a patient is ill, injured or being prepared for surgery, more and more practices are using in-house lab testing. Testing in-house increases client convenience and compliance.
With results in minutes during their scheduled appointment, clients can leave with their treatment and medications, rather than having to schedule a follow-up or return to the practice to pick up a prescription – or order it elsewhere. And, when armed with more information about their animal’s condition, owners likely will follow through with recommended treatment plans, ultimately providing vets with more business.
The chemistry analyzer serves as the in-house lab HUB because of the critical data it provides. Chemistry analyzers help veterinarians quickly assess emergency cases, identify potential risks prior to surgeries/ anesthesia, and conduct wellness tests to establish a baseline and measure any changes.
For instance, a patient’s liver and kidneys functions must be tested prior to receiving anesthesia in surgery, because there could be an unknown, underlying condition that puts the patient at serious risk of complications or even death. Chemistry analyzers help identify that risk.
Today’s chemistry analyzers offer broad test menus – allowing the practice to quickly screen for kidney, liver, pancreatic and many other metabolic diseases. In fact, nearly every chemistry test sent to the outside lab can be run on an in-house chemistry analyzer. These include Blood chemistry tests, Electrolytes, Urine-protein Creatinine ratios, Bile acids, T4 (Thyroid) and Cortisol.
Many analyzers use dry slide technology, with filtering layers for greater reliability.
• With dry slides, the doctor places the patient’s serum or plasma on top of a slide.
• The analyzer reads the reaction occurring as the test chemicals permeate the filtering layers.
• Interference from lipemia (fa tty serum) or icterus (jaundice) or hemolysis (red blood cells bursting in test samples) is minimized, providing an accurate result.
• Other analyzers offer dry bead systems that provide the reagent stability required, but also incorporate reference laboratory chemistry technology because the endpoint is read manually.
• Many chemistry analyzers provide results in eight minutes, and some require fewer steps.
• Some offer slides pre-loaded in a clip, which do not need to be unwrapped.
• Some automate the process with an on-board centrifuge, automated calibration and built-in quality control.
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 and differential counter.
Prospects likely to buy the latest chemistry analyzers Any animal practice, animal hospital or animal-related corporation will benefit from a chemistry analyzer. Customers will consider switching to a new or different chemistry analyzer when you show:
• It’s easier and much faster to run tests, and easier and faster to interpret the results.
• It provides more information for confident decisionmaking, even with complex cases.
• It complements their work flow and increases staff efficiency. Clinics no longer have to worry about pick up times for samples to go to outside labs, or those samples being compromised.
You’ll want to help customers choose an analyzer with the option of running both panel and individual tests (Lipase is a must). Also look for on-board Electrolytes (or $4,500-7,000 for a separate unit).
Clinic clues for quality leads
When you’re visiting a veterinary hospital, look for chemistry analyzers that are outdated or that use older test panels or procedures. Or, see if the staff is waiting for a turn at the chemistry analyzer. Of course, if you don’t see an chemistry analyzer or other lab equipment, you’ll want to discuss the benefits of in-house testing with the practice.
Approaching the sales discussion
• Check-off (qualify): If you’re not sure if the practice has an in-house system, establish your direction by asking, “Have you recently considered obtaining or upgrading an in-house chemistry analyzer?”
• Confidence: If YES, confirm and support benefits. If NO, assert the benefits with confidence. “I’m sure chemistry analyzers improve point-ofcare decisions and generate incremental revenue.”
• Invitation to neutral: “Let’s look at wellness and preanesthetic testing benefits for your practice.”
• Seek alignment/ understanding as the dialogue continues: “Can you help me understand …
• “How old is your analyzer?”
• “What do you like and/or dislike about your chemistry analyzer?”
• “What tests do you currently run on it?” “Does it give you everything you need?”
• “Do you require pre-anesthetic or wellness blood testing to reduce risks in your patients?”
• “What would greater automation and a computer system interface mean to your practice?”
• It’s the customer’s decision… “You can decide if this analyzer will help you provide better care.”