Trend Charts Veterinary Metrics Part 2

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1 Ratio Value Better Ratio Value Ratio Value Trend Charts Veterinary Metrics Part 2 Orca Veterinary Hospital Invoices Generated: Trend of business growth Invoices Generated ,888 1,617 1,995 1,851 1,482 1,665 1,880 1,493 1,623 1,423 1,925 2,283 2,024 1,772 2,500 Better Better Ratio Value Opportunity: Number of New Clients: Trend of growth of new business $51,413 more profit at your current ACT of $108 if Invoices Generated increase to the top of practices Number of New Clients Active Clients: Total Business size , ,804 7,831 7,897 7,846 7,878 7,852 7,789 7,858 7,846 7,766 7,745 7,813 7,797 7,827 Active Clients Benefits Expense as a Percentage of Total Revenue: Are benefits sized correctly 8% 7% 4% 8.0% 7.6% 8.2% 7.5% 7.6% 8.2% 8.7% 8.6% 7.9% 8.0% 7.6% 7.2% 7.3% 7.9% Better 9% Benefits Expense as a % of Total Revenue 4% 4.0% Opportunity: $7,255 more potential profit if benefits costs can be decreased. Please consult C.P.R. More NOTE: Benchmark in charts is set to (Quartile) of the Veterinary Industry Information

2 VETERINARY METRICS These metrics in vfo are unique to the veterinary practice, and CPR recognizes the value of being able to benchmark a practice against peers to understand where improvements can be made to increase efficiency and profitability. We have assembled these powerful metrics, gathered the industry data, and designed a unique way to make these critical benchmark comparisons for your practice. The metrics on this page are considered non-financial, and not found in QuickBooks. To allow vfo to read and report this data with our unique metered design, new data must be added to QuickBooks in a few simple steps. All clients are supplied with a custom designed supplemental Chart of Accounts for QuickBooks with these new account names, and simple instructions on how to add them. Click the box below to get the supplemental Chart of Accounts. These new accounts allow the practice to enter this information in a way that will not impact their actual financial data the profit/loss or the balance sheets but allows vfo to report these powerful efficiency metrics. Your practice must enter these new accounts data into QuickBooks for this page to be a part of your report. We strongly recommend entering these to take advantage of this unique reporting/benchmarking feature. Supplemental Chart of Accounts Page 2 of 8 vfo Veterinary Metrics Part 2

3 This particular page plots the metrics for invoices generated, number of new clients, active clients, and percentage of sales spent on employee benefits. Industry Performance Meter 1800 Current Actual Performance Indicator Invoices Generated 3000 Industry Performance on Metric The meters (as shown above) are an indicator of where your practice stands against the veterinary industry. The right side of the meter shows the highest industry performers: the top (in this case, 2,500 invoices) top (in this case, 3,000 invoices) both indicated in the green numbers. The bottom performers are shown on the left side: the bottom (in this case, 1,800 invoices) and bottom (in this case, 1,500 invoices) indicated with red numbers. Your practice s most current performance is indicated by the meter indicator arrow. The arrow changes from Red (concern) to Yellow (caution) to Green (good) based on where you stand relative to the industry data. In this example the meter shows that this practice is below the median of their industry for the invoices generated. Being near or at the median (12 o clock position) is a caution as a practice should always try to be at least at the top of the industry. Page 3 of 8 vfo Veterinary Metrics Part 2

4 Invoices Generated: Trend of business growth Opportunity: $55,410 more profit at your current ACT of $108 if Invoices Generated increase to the top of practices This bar chart plots the last 13 months of your practice performance for invoices generated metric. This can show trends of growth, flatness, or decline for a practice. vfo also plots the last 12 month rolling average labeled annual (the grey bar). Finally, an industry benchmark (brown bar) which represents how the top of similar practices are performing. If your practice is running below the benchmark shown (which is the top of practices), vfo automatically calculates the opportunity for additional profit if the practice could reach that benchmark. In this example, the benchmark is 2,500 invoices and the practice is at 1,987, a difference of 513. Since each invoice would have at least one transaction, vfo takes the average client transaction (ACT) and multiplies it by 513 to identify the opportunity. In this case, the ACT = $ per transaction. 513 invoices x $ per transaction = $55,410 more profit. Because a single invoice can have more than one transaction, this number can have even larger potential. This will appear on the vfo report just below the chart with Opportunity: shown in green.. Page 4 of 8 vfo Veterinary Metrics Part 2

5 Number of New Clients: Trend of growth of new business This chart plots the last 13 months of your practice performance for generating number of new clients. vfo also plots the last 12 month rolling average labeled annual (the grey bar). Finally, an industry benchmark (brown bar) which represents how the top of similar practices are performing. A new client is defined as one who purchases services or products for the first time. Attracting new clients is multi-faceted: longer duration in a given location, exceptional client experience, offering new services, communication, innovation and quality medicine all attract clients, for example. Inquiries about pricing should always be forwarded to doctors so that clients are educated on the comprehensive value offered, not simply the cost. Receptionists do not always understand all that goes into a procedure; veterinarians do, so they should be answering those price phishing calls. Engaging, friendly and outgoing receptionists are also critical to attracting new clients. Page 5 of 8 vfo Veterinary Metrics Part 2

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7 Active Clients: Total Business size This chart plots the last 13 month of your practices performance for the total number of Active Clients. vfo also plots (to the right of the most current date column, in blue) the last 12 month rolling average labeled annual. Then to the right of the annual column you will find an industry benchmark that represents performance for the top of like practices. An active client is defined as one who has purchased veterinary services or products at least once in a two year span. Client compliance is the key here, and there are opportunities to turn inactive clients into active clients, as well as increase the number of transactions per active clients see above. Practices often overestimate actual compliance; there is a huge opportunity to grow revenue here. Page 7 of 8 vfo Veterinary Metrics Part 2

8 Benefits Expense as a % of Total Revenue: Are benefits sized correctly Opportunity: $7,255 more potential profit if benefits costs can be decreased. Please consult C.P.R. This chart plots the last 13 months for your practices performance to the Benefits Expense as a % of Total Revenue. vfo also plots (to the right of the most current date column, in blue) the last 12 month rolling average labeled annual. Then to the right of the annual column you will find an industry benchmark that represents performance for the top of like practices. The Benefits Expense as a % of Total Revenue metric is calculated by dividing the total revenue spent on employee benefits (retirement programs, insurance(s), uniforms, dues, CE, and other benefits) divided by the practices total revenue. The cost of employee benefits is statistically significant; rising costs can and do hamper what many practices can offer to attract and retain important associates and staff. Benefits can help staff feel valued, however the costs should be audited yearly to ensure that efficiency is optimal. Tax advantaged strategies can play a key role in retaining talent; consult your CPR financial advisor to assess your practices benefits percentage. If your practice is running below the Benchmark shown (which is the top of practices), vfo automatically calculates the opportunity for additional profit if the benchmark were achieved by the practice. In this example the benchmark is at 4.0% Benefits Expense as a % of Total Revenue and the practice is at 7.3%, a difference of 3.3%. Since the vfo knows from the practices QuickBooks file what the monthly sales are for your practice, vfo can calculate what that 3.3% extra the practice is paying for their employee benefits compared to top of practices. The calculation is done as follows: 3.3% difference X $219,848 monthly sales = $7,255 more profit. This opportunity will appear on the vfo report below the Benefits Expense as a % of Total Revenue chart with the Opportunity: shown in Green. Page 8 of 8 vfo Veterinary Metrics Part 2