Nutritional naysayers: Client objections to therapeutic diets

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Veterinary clients are turning down therapeutic diets for pets, complaining that they're too expensive. Are you the reason cats and dogs aren't getting the food veterinarians say they need?

When it comes to discussing pet food with clients, you're missing a “but.” A big, important “but.” When veterinarians recommend a therapeutic diet to a client, and the client turns to you later and says, “Boy, that's expensive,” you probably want to say, “Yeah, it ain't cheap.” That's OK, but you're not done: “Yeah, it ain't cheap, but that diet will help your pet stay healthier longer and it can be less expensive than treatment for issues that can develop from your pet's condition.” We know that's a mouthful, but it's truthful and gets the idea across.

Seventy-five percent of you agree with clients that therapeutic diets are too expensive. (Psst, our sister magazine Veterinary Economics tells us 80 percent of veterinarians think it's too expensive, too.) But that can't stop you from doing your part to explain to clients why nutrition is a big part of a pet's health and happiness. Explore the reasons below that team members say clients give for turning down therapeutic diet recommendations. Then head online to dvm360.com/

wellnesshandout for a breakdown of money clients can save through wellness care that includes supplements and special diets.

Data source: 2010 Firstline Team Trends Study

The complete package:

Are clients resistant to purchasing therapeutic diets for non-life-threatening conditions, such as arthritis? What are their objections?

Are clients resistant to purchasing therapeutic diets for life-threatening conditions, such as renal failure? What are their objections?

What do you think about the price of most therapeutic diets?

Data source: 2010 Firstline Team Trends Study

The complete package:

Are clients resistant to purchasing therapeutic diets for non-life-threatening conditions, such as arthritis? What are their objections?

Are clients resistant to purchasing therapeutic diets for life-threatening conditions, such as renal failure? What are their objections?

What do you think about the price of most therapeutic diets?

Data source: 2010 Firstline Team Trends Study

The complete package:

Are clients resistant to purchasing therapeutic diets for non-life-threatening conditions, such as arthritis? What are their objections?

Are clients resistant to purchasing therapeutic diets for life-threatening conditions, such as renal failure? What are their objections?

What do you think about the price of most therapeutic diets?

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