DATA-DRIVEN PRACTICE MANAGEMENT SOLUTIONS ABC ANIMAL HOSPITAL Practice Overview Report December 2016
TABLE OF CONTENTS Definitions... 3 Patient Classifications... 3 Patient Summary... 4 Patient Summary (Trend)... 5 Forward Booking... 5 New Clients & Patients... 6 Active Clients & Patients... 6 Patient Demographics... 7 Active Clients with Emails on File... 7 Patient Activity... 8 Bonding Rate... 8 Gross Revenue... 9 Revenue Breakdown... 10 Unique Patient Visits..... 11 Revenue Per Unique Patient Visit... 11 Lapsed Or Lapsing Patients... 12 Appendices... 13 2
DEFINITIONS Unique Patients PATIENT CLASSIFICATIONS (does not include patients marked as inactive in the PIMS) A patient whose transactions are added together and counted once over a given period of time. Forward Booking When a patient has a visit and you book them for a future appointment at that visit, you ve forward booked them. We calculate your forward booking rate by taking the unique patients you saw this month who also have an appointment date in the future, and dividing them by all the unique patients you saw this month. Inactivated / Reactivated Patients When you mark a patient as inactive in your PIMS, we count it as inactivated. When you mark an inactive patient as active again in your PIMS, we count it as reactivated. ACTIVE TOTAL RECENT LAPSING LAPSED 0-13 months 14-18 months 19-36 months TIME SINCE LAST VISIT Returned Patients If a patient is lapsed (see diagram) and then has a transaction in your practice, we count it as returned. 3
PATIENT SUMMARY Based on transactions, did our active patient base increase or decrease this month? BENCHMARK Your performance against participating VetSuccess practices. Of patients with a visit in the last 36 months, what percent have had a visit in the last 18 months? ACTIVE PATIENTS 3141 TOTAL (month start) + New +100 - Deceased + Returned - Lapsed - Inactivated -32 +20-37 -20 3172 TOTAL (month end) 76 % ACTIVE PATIENTS +31 (+1% patients) 0% 70% AVG 100% 1012 +30-7 +8-10 -5 1028 +16 3 % INCREASE FROM LAST MONTH (+2% patients) -15% 2% AVG 15% 4
PATIENT SUMMARY (TREND) Over the last 12 months, is our active patient base increasing or decreasing? NET CHANGE IN ACTIVE PATIENTS 100 50 0-50 -100 JAN FORWARD BOOKING FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC How many patients with a transaction this month, have any appointment date in the future? Month-Month Totals Month-Month Totals (Previous Year) Practice Average +3 AVERAGE ACTIVE PATIENTS EACH MONTH BENCHMARK Your performance against participating VetSuccess practices. 82 / 810 10 % 0% 8% AVG 100% 5
NEW CLIENTS & PATIENTS ACTIVE CLIENTS & PATIENTS How many new clients & patients did we acquire this year compared to last year? PATIENTS CLIENTS 2015 2016 How many active clients & patients do we have this year compared to last year? PATIENTS CLIENTS 2015 2016 150 200 100 150 100 50 50 0 JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 0 JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC +25 % NEW PATIENTS, YTD +10 % ACTIVE PATIENTS, YTD +40 % NEW CLIENTS, YTD +20 % ACTIVE CLIENTS, YTD 6
PATIENT DEMOGRAPHICS ACTIVE CLIENTS WITH EMAILS ON FILE 24 % 26 % 40 % 1811 82 % / 2208 total 6 % AVG AGE7.9 / 3172 ACTIVE 4 % 3 % AVG AGE9.4 7 % No Birthday <1 year / 1028 ACTIVE 1-3 years 4-6 years 29 % 7-9 years 10+ years 34 % 27 % 7
PATIENT ACTIVITY What percentage of our patients are recent, lapsing, and lapsed? Canine Feline 25 % 25 % ACTIVE 2,520 Recent 630 Lapsing 1,050 Lapsed 60 % 60 % 15 % 15 % 25 % 25 % 60% 15 % 60 % 15 % BONDING RATE BENCHMARK In the last 18 months, what percent of first-time clients returned for a second visit and for those who did, how many months was it after their first visit? Your performance against participating VetSuccess practices. Did not return 0-6 =25 % 23 % 77 % 7-12 =25 % 0% 62% AVG 100% 13-18 =50 % 8
GROSS REVENUE What was the gross revenue this year compared to last year? Last Year Total: $ 3,042,408 2015 2016 = = +10% Growth Goal: $ 3,346,649 +15% Growth Goal: $ 3,498,769 $300,000 $200,000 This Month: $ 253,534 Last Year: $ 252,674 +0 % $100,000 YTD: $1,415,415 Last YTD: $ 1,288,027 +10 % $0 JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 9
REVENUE BREAKDOWN Where do our dollars come from? Total Revenue: $ 253,534 73% Professional Services ($184,468) 14% Drug & Medication ($43,100) 7% Diet ($20,282) 1% Non-Diet Retail ($2,535) 0% Grooming & Boarding ($0) 5% Unmapped Revenue ($2,535) PROFESSIONAL SERVICES: $184,468 Hey! You have more than 4% of revenue not mapped. Maybe you've added new products? Here's a link to your unmapped codes, and here's a video on how to map them. 73 % OF VETERINARY REVENUE* Exams Lab (In-House) Lab (External) Surgery Dentistry Hospitalization Anesthesia Radiology Diagnostic Imaging Vaccines Other Prof. Services Euthanasia & Cremation 17% ($30,716) 10% ($18,501) 13% ($23,698) 7% ($13,416) 4% ($6,520) 4% ($7,319) 5% ($9,203) 17% ($30,962) 10% ($19,166) 9% ($16,571) 1% ($1,461) 3% ($6,179) 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% BENCHMARK Your performance against participating VetSuccess practices. 0% 62% AVG 100% * Grooming & Boarding are ancillary services that are not included in Veterinary Revenue. 10
UNIQUE PATIENT VISITS Month-Month Totals Month-Month Totals (Previous Year) Practice Average 850 800 How many unique patients visited the practice atleast once this month? 750 700 650 600 JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC ON AVERAGE 736 UNIQUE PATIENTS VISIT EACH MONTH REVENUE PER UNIQUE PATIENT VISIT $360 $340 $320 $300 What is the average dollar amount spent on each unique patient who visited your practice this month? ON AVERAGE, FOR EACH UNIQUE PATIENT VISIT YOU $ 317 00 EARN $280 JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 11
LAPSED OR LAPSING PATIENTS How many patients are in the 14th to 36th month since their last transaction? LAPSING PATIENTS LAPSED PATIENTS MONTHS SINCE LAST TRANSACTION 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 Adult dogs Senior dogs 38 39 35 31 32 28 33 31 42 61 51 35 35 11 23 26 29 20 23 27 35 51 35 37 25 32 30 34 29 41 31 53 46 37 41 33 25 20 34 28 34 33 54 55 60 44 TOTAL 75 64 67 61 66 57 74 62 95 107 88 76 68 36 43 60 57 54 56 81 90 111 79 Adult cats Senior cats 17 13 15 9 17 6 13 14 10 8 12 11 12 11 5 13 9 9 10 6 11 12 17 17 11 5 14 15 9 9 10 6 11 9 10 4 12 9 10 7 8 11 14 8 14 15 TOTAL 34 24 20 23 32 15 22 24 16 19 21 21 16 23 14 23 16 17 21 20 19 26 32 TOTAL DOGS & CATS 109 88 87 84 98 72 96 86 111 126 109 97 84 59 57 83 73 71 77 101 109 137 111 12
APPENDICES Unmapped Codes 13