 Hospital Management Editor Mark Opperman is a certified veterinary practice manager and owner of VMC Inc., a veterinary consulting firm based in Evergreen Colo. Through his firm, he has consulted with more than 800 veterinary hospitals throughout North America, providing assistance in associate hiring, partnership formation, exit strategies, employee issues, profitability, efficiency, and more. He has lectured worldwide at meetings such as Fetch dvm360 conference (formerly CVC), the North American Veterinary Conference, the World Small Animal Veterinary Conference, the Denmark Annual Congress, and the London Veterinary Forum. Opperman founded the Veterinary Hospital Managers Association and served as president until 1993. Through his VMC School of Veterinary Practice Management, he has trained more than 250 practice managers.

Q. My associate earns 22.5 percent of her total production. Of that, about 17 percent is wages and the remainder is fringe benefits. She also receives a bonus. How can I switch her to ProSal without giving away the farm?

ProSal is a compensation formula that pays production but guarantees a base—see the February 2006 issue of 

 for a description. Mark Opperman, CVPM, president of VMC Inc. in Evergreen, Colo., suggests placing your associate on a guaranteed base of $70,000 to $75,000 and 18 percent or 19 percent of her production. Discontinue her bonus but continue to provide the same benefits. And factor in the cost of CE. "Her total package shouldn't exceed 25 percent of her production," Opperman says. "With ProSal, she'll have the incentive to produce more and both she and your practice will benefit."  

Starting an associate on ProSal

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