There's a growing sense across veterinary medicine that the ground has shifted. Visits are trending down, fees have climbed steadily, and what once felt like a short-term post-pandemic adjustment now looks more permanent. Practices are feeling real pressure to balance rising costs with client affordability, all while trying to stay sustainable and staffed.

Today I'm joined by Dr. Karen Felstead, a DVM, CPA, CVPM, and Certified Valuation Analyst with decades of experience in veterinary finance and practice valuation. A nationally recognized consultant and longtime collaborator with VHMA, she brings a data-driven but practical perspective shaped by years of benchmarking work and direct conversations with veterinary leaders. We discuss what the Insider Insights reports are revealing, why declining visits are becoming a long-term concern, and how fee increases are starting to test client limits.

We also discuss what a more realistic path into 2026 could look like. That includes stabilizing prices, moving away from growth driven mainly by fee increases, improving efficiency and team training, and using tools like wellness plans more intentionally. The conversation touches on staffing challenges and the current practice sale landscape, always returning to the same question many leaders are asking right now: how do we adapt to changing expectations without weakening the profession we've worked so hard to build?

Show Notes:
[00:52] A look ahead to 2026 and why current data matters more than optimism when planning for the future.
[03:12] Economic uncertainty and political instability are already shaping client behavior and putting pressure on veterinary practices.
[04:01] An overview of VHMA's Insider Insights Benchmark Reports and why monthly data offers a real-time pulse on the profession.
[05:11] The fee survey stands out as one of the most revealing tools for understanding how practices approach pricing and client reaction.
[08:16] Pandemic-driven visit spikes created unrealistic baselines that are now masking a more concerning long-term decline.
[09:13] Data from 2025 confirms that declining visits are no longer a short-term correction but a sustained trend.
[10:28] Rising veterinary fees have exceeded both inflation and cost increases, becoming the primary driver of reduced visits.
[11:27] While access and hours play a role for some hospitals, cost remains the dominant issue across the industry.
[12:14] Communicating value and offering payment options are no longer enough to offset affordability concerns.
[13:08] Profit expectations may need to reset as the profession cycles into a more constrained economic phase.
[14:29] Across-the-board fee reductions aren't the answer, but unchecked increases are no longer sustainable.
[16:40] Clients may not track individual fees closely, but they absolutely feel the cumulative impact of total bills.
[17:04] Fee increases need to slow significantly, shifting focus away from price-driven growth.
[18:09] Offering medical alternatives helps clients stay engaged without feeling forced into only gold-standard care.
[18:59] True profitability growth will require better marketing, efficiency, and staff training, not just higher prices.
[19:24] Wellness plans help stabilize costs for clients and reduce financial surprises when designed thoughtfully.
[21:39] Poorly planned subscription-style programs can backfire without proper financial modeling and execution.
[22:09] Team training is essential for wellness plans to work and for clients to understand their value.
[23:18] Hiring has improved slightly in some areas, but DVMs and licensed technicians remain in short supply.
[24:30] Retaining staff is often more difficult than hiring, especially without strong onboarding and training systems.
[25:45] Corporate acquisition multiples have declined, but strong hospitals still command premium valuations.
[26:41] Practice quality now matters more than ever in determining sale price and buyer interest.
[27:33] Profitability, location, facility condition, and scalability heavily influence whether a practice can sell.
[28:51] Some practices are effectively unsellable due to structural and market limitations.
[31:11] Veterinary medicine remains a respected profession, but consumers are becoming more selective as prices rise.
[32:20] The challenge ahead is adapting how care is delivered and priced without losing trust or long-term stability.

Links and Resources:
Veterinary Hospital Managers Association VHMA
VHMA Benchmark Reports
Dr. Karen Felstead, a DVM, CPA, CVPM - PantheraT
Dr. Karen Felstead - LinkedIn

Every veterinary hospital runs on the strength, spirit, and resilience of its team, and lately many leaders have been feeling the strain of keeping that energy alive. In this episode, we sit down with Bash Halow, a certified veterinary practice manager, licensed veterinary technician, and longtime business advisor who has spent more than 26 years helping hospitals navigate growth, teamwork, and the real-world challenges happening inside the walls of our practices.

Bash brings a refreshingly honest perspective about what's happening in veterinary workplaces today, plus the shifting expectations of staff, the emotional and financial pressures they're carrying, and the disconnect that can happen when leadership and frontline teams aren't aligned. He talks openly about why accountability matters, why trust and empathy are non-negotiable, and how meaningful work still has the power to motivate people when we remove the barriers that get in the way.

As we look toward 2026, Bash challenges us to rethink how we communicate goals, support our teams, and create environments where growth, problem-solving, and purpose can thrive again. It's a grounded and energizing message for anyone leading in veterinary medicine right now.

Show Notes:
[00:53] Bash Halow is a certified veterinary practice manager and licensed veterinary technician with more than 26 years of experience.
[01:58] How he unexpectedly found his purpose and career inside a veterinary hospital.
[04:17] The current emotional climate in veterinary practices and why teams feel less stressed than in prior years.
[05:44] Concern about disengagement caused by disconnects between corporate goals and real hospital pressures.
[06:33] The conversation explores emotional and financial pressures affecting today's veterinary workers.
[07:46] Many team members struggle to make a living wage, which can impact focus and morale.
[09:19] Bash explains how digital distraction habits are weakening resilience and coping skills.
[10:34] Reducing workplace challenges to avoid stress can backfire by removing opportunities for meaning and fulfillment.
[12:53] Some behaviors are too ingrained for coaching alone to correct, requiring tolerance or separation.
[14:57] True support and trust are essential components of productive accountability conversations.
[16:26] Often the root cause of incomplete tasks is a system failure rather than personal unwillingness.
[18:22] Emotional responses like crying can shut down communication if not handled thoughtfully.
[20:44] Bash encourages leaders to consistently reinforce the value of their services so teams can confidently communicate with clients.
[22:12] Personal stories and empathy create stronger client buy-in than strictly clinical explanations.
[23:59] A Toronto example shows how quickly trust can break when a recommendation is misunderstood as upselling.
[28:08] Removing barriers and building trust leads to deeper client relationships and more rewarding work.
[29:00] Leaders have a responsibility to reignite fulfillment and motivation for their teams.
[30:21] Instead of apologizing for the challenges of veterinary medicine, leadership should build a structure that supports success.
[31:21] Bash shares concerns about the future of private practice and the pressure independent owners face.
[32:17] He expresses optimism about AI tools and remote support reducing workload and liability.
[33:23] Today's workers aren't inferior; they're navigating different challenges and need better scaffolding.
[34:06] Practices should focus less on administrative forms and more on building authentic trust with clients.
[35:20] Growth, challenge, and meaningful teamwork still drive fulfillment.

Links and Resources:
Bash Halow
Bash Halow - LinkedIn

Thanks for tuning in to VetBusiness, presented by the Veterinary Hospital Managers Association and sister show to its VHMA podcast, where expertise and innovation shape the future of veterinary management!

Your host Brian Conrad, in our first episode, discusses how the veterinary industry has truly been through a whirlwind in recent years, including rising costs, economic uncertainty, and staffing challenges, all of which have put practice owners in a tough spot. How do you keep your doors open, pay your team fairly, and still make pet care affordable for clients? Joining him to help him explore this is Terry O'Neil, a CPA and valuation expert who has spent years analyzing veterinary practices.

Terry shares his perspective on what's really happening in the industry right now. Are practices panicking? No, but they are definitely being cautious, with prices having climbed significantly in the past few years. While those increases were necessary, they also raise a critical question: how much is too much? Terry proposes a smarter way to approach pricing, one that avoids knee-jerk reactions and instead leans on data, efficiency, and even A.I.

We also talk about one of the biggest challenges facing practices today: staffing. If you have ever struggled to keep your team engaged (or just keep them, period), Terry has some great advice on why old-school management approaches aren't working anymore.

We hope that you will enjoy this episode, as it is packed with amazing insights into pricing strategy, efficiency, and leadership in veterinary medicine, and welcome to VetBusiness!

[2:47] - Terry points out how many vet practice owners are concerned about the economy and clients' ability to afford services.
[4:22] - Rising staff wages have led to increased service costs.
[7:50] - Terry argues that vet hospitals should review declined recommendations to get a better sense of pricing flexibility.
[10:27] - Vet practice values are ultimately affected by market shifts, with acquisitions starting to pick up again.
[12:00] - Terry explains how pay rates vary by location, causing businesses to have to balance competitive wages with their prices.
[15:31] - Clinics must find ways to attract clients despite rising costs by strategically adjusting fees.
[16:06] - Vet practices need to analyze client retention, offer first-visit incentives, and also put monthly payment plans into place.
[18:56] - Terry argues that monthly payment plans help clients budget for pet care and should include a premium fee.
[20:53] - Vet staff should also be allowed to work schedules that support their mental health and job satisfaction.
[23:05] - Leadership requires flexibility, the ability to adjust strategies, and keeping an eye on key performance metrics to drive business success.
[24:12] - Terry states that veterinary hospitals need to focus on client visits, pricing strategies, labor efficiency, etc.

Thank you for listening. Remember you are not in this alone. Visit our website for more resources.

• VHMA Web Page

• VHMA Coronavirus Resources

• VHMA Facebook

• VHMA Twitter

• VHMA on Linkedin

• Terry O'Neil on LinkedIn

Coming soon. Subscribe now!

The numbers behind the economy are shifting, and those changes are starting to show up in how clients spend, how practices price, and how the profession plans for the future. Understanding where we stand today, and what might be coming next, can make all the difference in preparing your business for what's ahead.

Today's guest is Katelyn McCullock, Chief Economist at the American Veterinary Medical Association. With a background in agricultural and livestock markets, she now leads the AVMA's Veterinary Economics Division, which manages national surveys tracking practice ownership, the workforce, and pet ownership trends. Katelyn brings a clear-eyed view of how broader economic shifts connect to what's happening inside veterinary clinics.

In this episode, she explains what the latest data is showing about consumer confidence, inflation, and spending, and how those trends could affect practices heading into 2026. Katelyn also talks about why having a flexible plan, and knowing which levers to pull when things change, can help veterinary teams stay steady and make thoughtful decisions, even when the market feels unpredictable.

Show Notes:
[01:49] Katelyn shares her background in agricultural and resource economics from Colorado State University.
[02:14] She describes her early career as a dairy economist and her work in commodity markets, Farm Credit, and livestock consulting.
[04:04] Katelyn explains the mission of AVMA's Veterinary Economics Division and its four major annual surveys.
[05:24] She discusses the recent Veterinary Business and Economic Forum held in Denver and why it was a milestone event.
[06:15] Katelyn outlines the topics covered at the forum, including rural practice, financial statements, culture, and buying or selling a practice.
[07:00] The conversation shifts to current economic conditions and how they are influencing veterinary medicine.
[07:40] Katelyn introduces her framework for understanding economic uncertainty and risk.
[08:50] She talks about how delayed government data and shutdowns make it harder to see the full economic picture.
[09:18] Katelyn notes that consumer confidence remains low despite post-COVID recovery.
[10:20] She explains why consumer spending has stayed strong even as financial stress indicators rise.
[11:19] Katelyn reviews recent job creation numbers and why they signal caution for 2026.
[12:12] She identifies inflation as one of the biggest risks for veterinary businesses in the coming year.
[13:20] The discussion covers how recovery varies across different industries and job sectors.
[14:21] Katelyn explains the Federal Reserve's dual mandate and how interest rate changes affect the economy.
[15:35] She breaks down the connection between monetary policy, inflation, and consumer behavior.
[16:15] Katelyn outlines the ripple effects of financial stress and inflation on veterinary clients and clinics.
[17:10] She advises practices to think carefully about pricing strategies and client cost sensitivity.
[18:04] Katelyn warns about the possibility of a consumer-driven recession and what signs to watch for.
[19:45] She highlights how declining real wages have limited consumer purchasing power since COVID.
[20:23] Katelyn discusses data showing that veterinary visits are down even as revenue remains steady.
[21:48] She shares new pet ownership and demographic trends from the latest AVMA Sourcebook.
[23:12] Survey data reveals that most pet owners are highly satisfied with their veterinarians.
[23:43] Katelyn explains that convenience and affordability drive where clients buy food and medication.
[25:16] She encourages veterinary leaders to stress-test their business plans and prepare for multiple scenarios.
[26:30] The conversation turns to black swan events and why adaptability is key to resilience.
[27:42] Katelyn advises focusing on what can be controlled and making the best decisions with available information.
[28:31] Brian reflects on the takeaway between managing uncertainty versus managing risk.
[28:52] The episode closes with thanks to Katelyn McCullock and final remarks from the host.

Links and Resources:
Katelyn McCullock - American Veterinary Medical Association
Katelyn McCullock - LinkedIn
US Pet Ownership and Demographic Sourcebook

Staffing shortages, financial stress, and changing client behavior are reshaping the veterinary industry in ways that can't be ignored. To make sense of these challenges and where the opportunities lie, we're joined by someone who has seen both sides of the profession in the clinic and in industry leadership.

That's where today's guest comes in. Dr. Meg Conlon is the Executive Director of Professional Services at Merck Animal Health, but her path here wasn't a straight line. She started out in government communications, went back to school to earn her DVM at Virginia Tech, spent time in a mixed animal practice, and later worked with Novartis, Elanco, and Idex before stepping into her current role at Merck. She now leads multiple teams that support veterinarians through education, research, and client-facing initiatives.

In this episode, Dr. Conlon talks about new data on parasite prevention, the ongoing challenge of burnout and financial stress among veterinary staff, and what Merck is learning from industry-wide research. We also dive into how economic pressures are shaping pet owner choices and why collaboration, innovation, and practical tools are so important for moving the profession forward.

Show Notes: 
[02:09] Meg explains her role leading multiple professional services teams and how they support veterinarians.
[03:09] She describes how these teams create educational resources, conduct studies, and consult directly with practices.
[03:59] Meg discusses the Be Unconditional mindset and what it means for Merck's approach to supporting veterinarians, pet owners, and pets.
[04:28] She outlines Merck's three daily goals: growing the business, changing behavior through compliance, and improving experiences.
[05:28] Meg reflects on how her communication background shaped her veterinary and industry career.
[06:25] She shares three current initiatives, starting with a global survey on parasite prevention that revealed major compliance gaps.
[07:50] She highlights research linking tick-borne diseases to chronic kidney disease and how climate change is expanding parasite risks.
[09:21] Meg explains Merck's ongoing well-being studies, noting high burnout among non-veterinarian staff and financial pressures leading to second jobs.
[11:29] She emphasizes the need for practice leaders to provide growth opportunities, resources, and a sense of purpose for staff.
[12:42] Meg points to industry data tracking as another way Merck partners with organizations to understand trends.
[13:59] Discussion turns to why pet owners struggle with year-round parasite prevention, often due to forgetfulness or dosing challenges.
[14:39] Economic pressures make pet owners more selective about spending, reinforcing the need to show the value of prevention over treatment.
[15:43] Meg identifies ongoing challenges like staffing shortages, inefficiency, and declining visits, alongside emerging issues such as fewer puppies and slower caseloads.
[17:11] She explains why relying on price increases is unsustainable and stresses the importance of organic growth and compliance.
[18:33] Declining wellness visits are flagged as a major concern because they directly impact long-term pet health.
[19:11] Meg describes how Merck partners with hospitals to drive compliance, introduce efficiencies, and provide tailored solutions.
[19:43] She gives examples of Merck products that meet diverse pet owner needs and budgets.
[21:01] Innovation is highlighted with Novivac Next, an RNA particle vaccine platform designed for flexibility with emerging pathogens.
[21:32] Data-driven tools like Parasite Activity Reports are explained as resources for improving compliance and practice revenue.
[22:49] Meg discusses how veterinary practices are now embracing a business mindset and how Merck has shifted to a consultative approach.
[24:33] She introduces her pets, two pugs and a cat and shares a lighthearted moment about keeping them out of the recording room.
[25:14] Meg stresses the importance of anticipating needs and collaborating with veterinary organizations on solutions.
[26:20] She reflects on advice she would give her younger self as a new veterinarian: always seek resources and support from colleagues.
[27:34] True success is about making others smarter and stronger, not being the smartest in the room.

Links and Resources:
Meg Conlon, DVM - Merck Animal Health
Meg Conlon, DVM - LinkedIn
Be Unconditional

Veterinary medicine doesn't run without the people on the floor, and that means our credentialed technicians and nurses. They're the ones holding patients, monitoring anesthesia, comforting clients, and making sure the day actually works. In this episode, we sit down with Ken Yagi, who's been in the field for more than 25 years. Ken is now the Chief Veterinary Nurse Officer at the Veterinary Emergency Group and also directs the RECOVER Initiative. 

Ken started out working long hours as a tech in California and slowly carving a path forward. He's seen firsthand how the role has evolved. We discuss changes in credentialing, the ongoing debate over titles, and why recognition matters if we want technicians to stay in this profession. Ken makes the case that veterinary nurses are more than just support staff. They're essential partners in patient care.

We also get into the realities that don't always get enough attention. Pay often lags behind the value techs bring. The job can be physically punishing, and the emotional toll is real. Practices that want to keep great people need to think beyond wages and benefits to career pathways, scheduling that respects personal time, and ways to ease the physical strain of the work. Ken's perspective is both practical and forward-looking. This conversation is a reminder that listening to your staff, supporting their growth, and treating them as true partners isn't optional if we want a stronger future for veterinary care.

Show Notes: 

[01:00] Ken shares his background and how he first became interested in veterinary medicine.

[02:35] He talks about dropping out of veterinary school and finding fulfillment working directly with animals.

[03:19] Ken realizes the importance of credentialing and pursues becoming a veterinary technician.

[03:47] He achieves his VTS in emergency and critical care, followed by internal medicine, and later earns his master's degree.

[04:05] Ken moves into leadership roles, eventually managing an ICU team.

[04:37] A speaking opportunity at IVECCS sparks his career in education and advocacy.

[05:23] Ken explains how speaking engagements helped him see the bigger picture of the profession.

[05:50] He reflects on how veterinary nursing has evolved over the last 10–15 years.

[06:44] Ken describes the shift from task-based support staff to a recognized medical profession.

[08:43] State credentialing and licensing requirements expand recognition of veterinary technicians.

[09:25] Pay remains a challenge, with many techs still struggling for financial stability.

[10:15] The conversation shifts to the variety of titles—registered, certified, licensed technician, and the push for the term "nurse."

[12:56] Ken advocates for the Veterinary Nurse Initiative and the importance of title protection.

[13:58] He outlines three key elements of true nursing care: critical thinking, patient well-being, and family support.

[15:43] Organizations like AAVSB and AVMA are working to standardize credentials and practice acts across states.

[16:52] Ken explains the complexities of alternative credentialing routes and why standardization matters.

[17:43] Title protection and scope-of-practice laws remain inconsistent across the U.S.

[18:37] He reviews progress since 2017 in efforts to adopt the veterinary nurse title and the resistance from human nursing groups.

[19:58] Grassroots support is growing, with younger professionals increasingly preferring the title veterinary nurse.

[21:03] Compassion fatigue and emotional strain remain major challenges for veterinary staff.

[21:43] Ken describes his organization's nursing vision, which emphasizes physical, mental, and financial health.

[22:38] Practices are now taking staff breaks more seriously, with improved scheduling and support.

[23:52] Hospitals are also offering benefits, snacks, and counseling services to support well-being.

[24:24] Physical strain is another overlooked factor as technicians' bodies often break down over time.

[25:20] Ken raises the question of how to keep techs on the clinical floor without burning out.

[26:10] Work-life balance and fair pay are essential to retaining credentialed professionals.

[27:20] New roles focusing on case management and advanced practice nursing are being developed.

[27:51] Advanced practice veterinary nursing allows techs to work at the edge of the legal scope, partnering closely with doctors.

[28:43] Sonography is another emerging career pathway for veterinary nurses.

[29:13] Ken stresses the need to make the physical work itself easier through better support.

[29:36] He encourages leaders to listen to their staff and involve them in solving practice challenges.

[30:23] The episode closes with a reminder to see and hear your team as valued partners in veterinary care.

Links and Resources:

Veterinary Emergency Group

Ken Yagi - LinkedIn

RECOVER Initiative

Let's take a look at current data and trends in our veterinary practices. We're excited to have Sheri Gilmartin here today. She combines three decades of industry experience with a passion for data-driven insights. This conversation cuts through the noise and speaks directly to the challenges veterinary professionals are facing right now. 

Sheri started out as a veterinary technician and eventually became the VP of Sales for Enterprise Solutions at Vetsource. Her deep understanding of the profession and love for meaningful innovation gives her a unique lens on the current state of veterinary care. We dive into what the numbers are really telling us. 

Realities include fewer patient visits and shifting client behavior. There's also subtle changes like an uptick in feline care. We break down what these trends mean for everyday practice. We'll discuss how online pharmacies are changing the game and where clinics are losing revenue. We talk about the importance of forward booking and client communication. The goal is to help practices stay competitive without losing their personal touch.

This is a real-world look at the veterinary business and where data meets intuition, because the right decisions today could make all the difference tomorrow. Sheri's insights are a thoughtful nudge toward growth, adaptation, and client loyalty. Whether you're running the numbers or managing the front desk, this episode is a reminder that staying relevant requires both grit and a willingness to evolve.

Show Notes: 

[01:20] Sheri always knew she wanted to be a part of animal health. 

[03:08] Sheri talks about how she began working in a veterinary practice during high school to where she is today at Vetsource, 30 years later. 

[04:01] Vetsource provides an online pharmacy and e-commerce for the veterinary industry. They've added additional tools to help veterinary clients be successful.

[05:01] They've also leveraged analytics and communication tools to help practices leverage their software systems.

[06:08] Today, we're going to dive into the data and help practices stay relevant.

[07:03] They have been focusing on data normalization since 2013. They now have a four-tier revenue category system that they can put revenue codes into.

[07:51] They also started leveraging AI to auto normalize data.

[08:45] They also have to deal with multiple practice management software systems.

[09:44] There are people advocating for consistent codes.

[11:06] Revenue per patient is also an important metric.

[12:03] There has been a consistent decline in visits year-over-year since 2022.

[12:42] Revenue is holding steady in spite of the decline in visits. A lot of this is driven by price increases.

[13:48] Feline visits are up 1.1%. 

[15:13] Wellness visits seem to be down. Sick visits are flat or up. Surgery visits also decline.

[16:38] There's also a decline in product only visits.

[17:23] Pet owners are using things like online pharmacies more often. Inflation and lack of disposable income is also an issue.

[18:35] Most people are paying with credit cards.

[19:06] Pet owners have to balance surgeries like dental work and spay and neuters with when they can do it. There is a decline in dentistry.

[21:27] The cost of care is critical. It can also be challenging for pet owners. 

[23:41] Data for the sake of data doesn't help an action plan is necessary.

[24:03] Every practice should have a clear goal. Maintaining clients and client loyalty should be the goal.

[26:58] Online pharmacies did increase at the start of COVID. There has been a steady increase of customers purchasing Veterinary supplies online.

[31:31] How veterinary practices can be involved when clients choose to go to online retailers.

[32:42] Practices have the advantage with pet owners, they just need to think more competitively and have competitive pricing.

[35:07] Being proactive about working with pet owners instead of them going to some other practice.

[36:12] Client satisfaction could be part of the equation.

[37:08] The veterinary industry is resilient, and there are a lot of positive changes happening.

Links and Resources:

Sheri Gilmartin - Vetsource

Sheri Gilmartin - LinkedIn

Veterinary Industry Tracker

Trendspotting with a Client-First Mindset

What happens when childhood curiosity meets relentless compassion and a gift for leadership? You get someone like Dr. Adam Christman, a veterinarian who turned his love for animals into a dynamic career that's helping shape the future of veterinary medicine.

Dr. Christman is the Chief Veterinary Officer at DVM360, where he oversees everything from national Fetch conferences to innovative content strategies that keep the profession informed and inspired. Before stepping into the spotlight as an educator and content leader, he walked the walk, starting as a young dog walker with index cards and a dream, eventually returning to his hometown as the local vet.

His energy, entrepreneurial spirit, and deep respect for the veterinary community shine through every initiative he touches, especially his efforts to bring empathy and emotional intelligence to the forefront of patient care.

Today, he shares insights on the power of adaptability, the promise of AI and telemedicine, and why he believes client communication is the beating heart of the industry. He opens up about the trends shaping veterinary practice today, from mental health innovations in hospital design to the evolving role of virtual visits. I love his passion for elevating the profession and supporting the people in it while always continuing to learn.

Show Notes: 

[00:53] Today, we're looking at the current veterinary trends while being client obsessed with Dr Adam Christman the chief Veterinary Officer for DVM360.

[02:07] Growing up he was obsessed with this dog. He loved this dog, but he was also curious about everything to do with the dog. He also started a dog walking business.

[03:17] He was intrigued by their behavior. He was meant to be a vet.

[05:06] Some of the challenges of first coming out of veterinarian school.

[06:14] He shadowed everyone in the office and learned so much about the culture in the workflow.

[07:02] Leading with empathy and communicating with pet owners how you would like to be communicated with.

[08:22] He's now been at DVM360 for 6 years, and he's been overseeing content strategy for five Fetch conferences located throughout the country. They also have publications, webinars, and the ability to innovate.

[10:41] Some of the newest trends within the veterinary industry include integrating technology and AI.

[11:30] Shaving time off the record keeping would be a big win. There is also a bigger focus on the mental health of the practitioners.

[12:04] Teams need to be supported emotionally in order to deliver better patient care.

[13:14] Digital intake forms and more personalized care along with tele triage are also more prevalent.

[14:03] Efficiencies from technology should help improve the amount of face time with clients.

[15:35] Showing empathy and checking in is also huge to create VIPs.

[21:13] Technology is adding more value and making things like customer service top notch.

[23:41] We learn about fears of social media. We need to stop making fun of pet owners, because they're watching us and won't come in. We need to be more elevated and support each other more.

[27:29] Pet owners also have resources to learn about things.

[28:24] There are five Fetch conference locations.

Links and Resources:

Dr. Adam Christman

Dr. Adam Christman - Instagram

DVM360

DVM360 Inside The Clinic

What does it really take to get into veterinary school and stay there? In this episode of the Vet Business podcast, we go behind the scenes of veterinary education with Dr. Lisa Greenhill, Chief Institutional Research Officer at the American Association of Veterinary Medical Colleges. From the moment a student considers applying to the day they walk across the graduation stage, Dr. Greenhill walks us through the full academic journey and the broader systems shaping it.

With more than two decades of experience in health professions education, Dr. Greenhill offers a unique look at the challenges and changes facing veterinary schools today. She discusses everything from application trends and experiential learning to retention rates, rural recruitment, and financial aid programs. Her insights underscore just how complex and competitive the process can be, as well as the growing emphasis on communication skills, diversity, and well-being within the field.

This conversation highlights not just how veterinary students are selected and trained, but why it matters. As practices evolve and client expectations rise, veterinary schools are under increasing pressure to graduate professionals who are not only clinically competent but also emotionally intelligent and socially aware. If you're a veterinary manager, educator, or future student, this episode provides valuable context for the road ahead.

Show Notes: 

[01:33] Dr. Greenhill is the Chief Institutional Research Officer for the American Association of Veterinary Medical Colleges.

[01:58] She's been involved with veterinary medicine for over 25 years. She joined AAVMC in the 1990s. She recently rejoined to launch diversity initiatives.

[03:12] AAVMC represents academic veterinary medicine. They advocate for the interest of the schools.

[04:56] Their members are the institutions. They work with the deans and the faculty.

[06:10] There are 35 accredited veterinary schools in the US. They end up with about 5,000 graduates a year.

[07:43] There are just under 11,000 applicants a year.

[08:59] We talk about prerequisites and obstacles to getting into veterinary school.

[09:58] They also require applicants to have experiential hours.

[13:17] What some of the schools are looking for in applicants. 

[18:04] Shortages in certain areas and difficulty in recruiting rural students and getting them to stay in those areas. 

[20:53] Rural communities are struggling and don't have enough veterinarians. There are even loan repayment programs to help recruit in these areas.

[23:40] The digital divide still exists.

[24:56] Data on debt accumulation and student loans. 

[30:17] The experiential hours help the students know what they're getting into when they go into veterinary medicine. 

[34:04] We talk about stresses and demands and student well-being.

[39:43] What the future holds for vet schools. There may be a cut in spending and financing options. It's also helpful to think about the communities that future vets will be serving.

Links and Resources:

Dr. Lisa Greenhill - American Association of Veterinary Medical Colleges

Lisa Greenhill - LinkedIn

Pet insurance is no longer a niche product. It's becoming a part of the conversation around pet health and financial planning. As more people view their pets as true family members, the need to protect them from unexpected medical expenses is gaining momentum. In this episode we dive into what's really happening in the pet insurance space and why it's growing so fast especially post pandemic.

Our guest today is Robert Capobianco, a seasoned expert in the pet insurance industry and board member of the North American Pet Health Insurance Association. Robert brings a ton of experience and knowledge to the table and shares the challenges the industry faces, how data and technology are shaping the future and why collaboration with veterinary practices is more important than ever. He also debunks common myths pet owners have about insurance and how the industry is working to improve the claims process and customer experience.

We also talk about promising legislation like the PAW Act which could make veterinary care more affordable by allowing pet expenses to be paid through HSA or FSA accounts. It's a big conversation full of great info for veterinary professionals, pet owners and anyone interested in the future of animal care. If you've ever wondered where pet insurance is headed or how it could fit into your practice or personal life this is the place to start.

Show Notes: 

[00:48] We dive into the latest updates and trends of pet insurance with Robert Capobianco.

[03:05] We learn about Hank, Robert's cat. 

[03:52] NAPHIA started about 15 years ago. It's intended to represent the pet insurance industry and members with the goal to advance and grow pet insurance.

[04:54] They focus on what's important for pet owners, pet providers, and the pets themselves.

[05:12] The annual report for the pet insurance industry should be out in a couple weeks. They should be at about a 4% penetration rate. Since 2020, the pet insurance industry has been growing about 20% you're over year.

[06:59] The trajectory of the pet insurance industry is positive.

[08:33] Pet insurance in Britain has been around for a long time and is often combined with pet liability insurance which can be required.

[09:52] Contributing factors that support the growth of the pet insurance industry in the US.

[12:27] Once they get to the double digit penetration rate the message will be much more ubiquitous.

[14:53] Pet insurance is in the property and casualty space.

[17:08] The biggest challenge is getting people to think of pet insurance as a long-term investment.

[18:41] Unpacking how pet insurance works today.

[21:34] There is hope that AI solutions will make coding and communication and payments much easier.

[23:18] Medical records need to be seamless in order to communicate better.

[27:14] An update on the PAW Act. This would allow veterinary services and insurance premiums to be paid out of HSA and FSA accounts.

[32:23] How rate adjustments work and how it's tied to veterinary inflation.

[34:54] NAPHIA is very interested in collaborating with other members of the pet health community.

Links and Resources:

Independence Pet Group

Robert Capobianco - LinkedIn

Robert Capobianco - NAPHIA

H.R.9508 - PAW Act of 2024

Not often do you get to sit down with someone who has seen and done it all in veterinary medicine. In this episode I'm thrilled to welcome Dr. Peter Weinstein, veterinarian, author, educator and long time leader in the profession. From his early days as a teenage kennel worker to running a successful practice and now teaching business and finance at Western University of Health Sciences, Dr. Weinstein has a wealth of knowledge on what it really takes to succeed in veterinary medicine.

Over the years Dr. Weinstein has worn just about every hat in the industry. He's been president of both the Southern California and California Veterinary Medical Associations, co-author of the book The E-Myth Veterinarian and was involved in strategic planning for the Veterinary Hospital Managers Association. Today his focus is on helping the next generation of veterinarians understand the business side of the profession—an area that was often overlooked in the past.

In this conversation Dr. Weinstein shares stories from his early days in practice, his love of teaching and why he believes every veterinary professional should think of themselves as a small business. He also talks about the growing interest in practice ownership among young vets, the importance of mentorship and what he's seeing in the profession today as we settle into a post pandemic world. Whether you're a practice manager, student or seasoned vet this episode is full of valuable insights from someone who has helped shape the profession for decades.

Show Notes: 

[01:10] I've known Dr. Weinstein for well over 15 years.

[02:40] We learn how Dr. Weinstein was inspired by the book All Creatures Great and Small.

[03:20] He decided he wanted to be a veterinarian in his early teens. He volunteered at a kennel at 15 and worked his way up. Then he went to veterinary school. 

[05:10] He's been a member of VHMA since a year or two out of veterinary school. 

[06:14] Dr. Weinstein is also teaching at the Veterinary College of Western University of Health Sciences.

[09:21] How focus has finally shifted to the importance of business curriculum for veterinary students. Each school has a Veterinary Managed Association (VBMA) that helps students better understand business. 

[10:03] Veterinary medicine is a service industry that provides healthcare.

[11:30] There's plenty of opportunity to enhance the education of veterinary students and encourage them to own their own business.

[12:45] Every individual is a small business, because we have to operate ourselves with a budget and a game plan.

[14:17] Dr. Weinstein talks about the advantages of owning something and building a legacy.

[16:29] Encouraging the baby boomer generation of hospital owners to look to their associates as an exit strategy.

[17:39] We learn what Dr. Weinstein spoke about at Fetch dvm360.

[18:26] One of the most interesting questions was how to institute change in leadership that is resistant to change.

[21:07] We talk about the mental and physical exhaustion post pandemic.

[23:25] We learn about Dr. Weinstein's mentors. 

[26:40] We learn about Dr. Weinstein's family and how they talk about animals and life!

Links and Resources:

Dr. Peter Weinstein - LinkedIn

The E-Myth Veterinarian

Simple Solutions for Vets

Western University College of Veterinary Medicine

Dr. Peter Weinstein - Instagram

All Creatures Great and Small

Referral medicine is one of those areas of veterinary care that really shows how much trust matters. When a case needs to move beyond primary care, emotions are already running high, questions start piling up, and everyone involved wants to be sure the next step is the right one. How that transition is handled can make a huge difference for the client, the pet, and the veterinarians on both sides.

My guest today is Dr. Andi Flory, a board-certified veterinary oncologist who understands that reality from both a professional and a personal place. Her path into oncology began with her own dog's cancer diagnosis, an experience that reshaped how she thinks about care, communication, and the role specialists play during some of the hardest moments families face. Today, she also serves as assistant chair of the Specialty Medicine Awareness Committee, where she focuses on strengthening the connection between primary care veterinarians and specialists.

In this conversation, we talk about how referral medicine has changed, what's improving, and where challenges still exist. Dr. Flory shares insights on advances in cancer detection and treatment, the growing influence of technology and AI, and the real-world concerns that often come up around referrals, including cost, access, and client anxiety. She also offers practical advice for making referrals feel less overwhelming and doing the best possible job for the pet and the people who care for them.

Show Notes:
[01:41] Dr. Flory shares the personal turning point that led her into oncology: her dog London's cancer diagnosis.
[02:09] Compassion, communication, and offering families options become central themes in her approach to specialty care.
[02:42] The importance of collaboration between specialists and primary care veterinarians is emphasized.
[03:31] The emotional complexity of oncology work and supporting clients through difficult diagnoses is discussed.
[03:48] Spectrum of care is highlighted as a way to meet families where they are.
[04:46] Proactive cancer detection and early screening emerge as exciting developments in oncology.
[05:07] Immunotherapy is identified as a promising and rapidly advancing area of cancer treatment.
[06:09] Technology's role in improving records, diagnostics, and communication continues to expand.
[06:45] AI is discussed as a useful tool when applied thoughtfully and with professional oversight.
[07:36] Access to specialty care varies widely by region, especially for rural pet owners.
[09:34] Data shows continued growth in the number of veterinary specialists entering the field.
[11:06] The mission and purpose of the Specialty Medicine Awareness Committee are explained.
[12:05] Consumer perception research aims to better understand pet owner awareness of specialty care.
[13:38] Communication gaps and referral timing are identified as key areas for improvement.
[16:05] Educational resources and outreach efforts supporting referral medicine are shared.
[18:15] Pet owner concerns around cost, anxiety, and logistics are explored.
[19:39] Research shows many pet owners feel specialty care provides strong value and satisfaction.
[21:31] Referrals are shown to strengthen trust between clients and their primary care veterinarian.
[22:17] Dr. Flory addresses misconceptions about specialists repeating tests unnecessarily.
[24:00] Clear communication between specialists and referring veterinarians is emphasized as essential.
[26:31] Staffing shortages affect both general practice and specialty hospitals.
[27:20] Affordability and value are balanced through thoughtful treatment options.
[29:12] Pet insurance and third-party financing options help support access to specialty care.
[31:53] Telemedicine and vet-to-vet consults expand access and support referral decisions.
[33:17] Best practices for successful referrals include preparation, records, and clear expectations.
[36:27] A specialty consult is framed as information-gathering, not a commitment to treatment.
[36:54] Referral medicine is built on trust and partnership.

Links and Resources:
VHMA
Dr. Andi Flory - Dog Cancer
Dr. Andi Flory - LinkedIn
Specialty Medicine Awareness Committee (SMAC)

The conversation around Veterinary Professional Associates and Mid-Level Practitioners has raised important questions across the veterinary industry. At the center of the discussion is how to address workforce challenges, protect the quality of patient care, and create meaningful career growth for credentialed veterinary technicians without building a separate path that leaves many of them behind.

Today, I'm joined by Anna Santos, Animal Health Supervisor with the University of Georgia's Office of Research Animal Resources and president-elect of the National Association of Veterinary Technicians in America, or NAVTA. Anna brings nearly 30 years of experience in veterinary medicine, along with a strong background in education, public health, disaster management, and veterinary technology leadership. She also recently led NAVTA's task force on the VPA and MLP models, helping guide a yearlong review of what these roles could mean for the profession.

In this episode, Anna explains why NAVTA does not support the VPA or Mid-Level Practitioner models as they are currently structured, while still strongly supporting advanced education and expanded opportunities for credentialed veterinary technicians. We talk about scope of practice, technician utilization, career ladders, and the need for stronger collaboration across the veterinary health care team.

Show Notes:
[02:07] Anna shares more about her background in veterinary medicine, her current work in lab animal care, and the veterinary disaster management book she is co-authoring.

[03:05] Anna explains how her background in academia, veterinary technology education, and state association leadership led to her role heading NAVTA's task force on Veterinary Professional Associates and Mid-Level Practitioners.

[05:09] The discussion outlines what a VPA or Mid-Level Practitioner is intended to be, including the comparison to physician assistants and the goal of supporting veterinarians with advanced skill sets.

[07:11] Anna describes how NAVTA formed its task force in January 2025 to study the issue, particularly after Colorado became the only state with a VPA law and program in place.

[10:17] The task force looks at key questions around education, integration of existing credentialed technicians, and whether the VPA model strengthens the veterinary health care team.

[11:41] Colorado's VPA program becomes a central point of discussion, including concerns that many associate-degree credentialed technicians would not qualify for the master's-level pathway.

[13:08] Anna explains why the task force had concerns about clinical training requirements and whether the model provides enough hands-on preparation to support safe patient care.

[14:38] The conversation turns to the larger need for a better educational ladder for credentialed veterinary technicians, including pathways for advanced training and career growth.

[17:36] Anna shares NAVTA's official position that it does not currently support the VPA or Mid-Level Practitioner models as structured, while supporting advanced education for technicians.

[19:29] The episode shifts into technician utilization, with Anna emphasizing the need to better educate veterinarians on how to work with and fully use credentialed veterinary technicians.

[21:35] Anna discusses how stronger teamwork can improve patient care, client communication, staff efficiency, and burnout across veterinary practices.

[23:04] The conversation explores how the profession might measure progress, including clearer scope-of-practice standards and broader recognition of credentialed technicians in practice acts.

[24:10] Anna points to the need for more VTSs, micro-credentials, bachelor's degrees, master's degrees, and accessible advanced training options to keep technicians in the field.

[25:21] The small number of Veterinary Technician Specialists nationwide highlights the need to expand training opportunities and make advanced credentials more accessible.

[27:23] Anna reflects on how the veterinary team has evolved over the past few decades and why clearer roles can help practices become more efficient and sustainable.

[28:34] Anna closes by encouraging listeners to reach out to NAVTA for more information and shares her continued passion for veterinary technology, nursing, and education.

Links and Resources:
VHMA
NAVTA
Anna Santos - Georgia Veterinary Technician Association
University of Georgia Office of Research
Work Like A Dog: Anna Santos Bridging Gap For Police Canine Care

Veterinary medicine has always been about doing more with less. Vets manage multiple patients, switch between emotionally opposite appointments, write detailed records, and still try to get home at a reasonable hour. The documentation burden alone is something the profession has quietly accepted as part of the job. That may be changing, and faster than most people realize.

My guest today is Dr. Mike Mossop, co-founder and Chief Veterinary Officer at CoVet, an AI-powered scribe and clinical assistant built specifically for veterinary professionals. Dr. Mossop brings a background in both emergency and general practice. He ran his own technology-forward mobile veterinary business and continues to practice a few days each month alongside his work on the software side. That clinical grounding shapes how CoVet is built, with real workflows and real usability at the center of every decision.

Today we get into how AI scribing actually works inside a veterinary hospital, from recording a client conversation on a smartphone to a finished medical record appearing on the screen before you make it back to your desk. We also talk about where adoption stands right now, what the numbers look like for practices that have made the switch, and where the technology is headed over the next few years. If you have been curious about AI in practice but have not yet taken the step, this conversation gives you a clear and honest look at what it is, what it is not, and why it might be worth a closer look.

Show Notes:
[02:20] Dr. Mossop shares his background, describing a path rooted in a love of biology and nature that led him through emergency and general practice before co-founding CoVet.

[05:31] A plain-language breakdown of how AI scribing works is provided, covering the three core steps of recording, generating a document using a customizable template, and reviewing the finished record.

[08:45] Recording device flexibility is discussed, with smartphones identified as the most practical starting point, alongside desktop and external microphone options for different clinic setups.

[12:00] CoVet is positioned as drafting software that works alongside practice management systems rather than replacing them, with records syncing across devices in real time.

[14:16] The broader rise of the AI companion layer is introduced, drawing a clear distinction between a personal assistant that travels with the individual vet and practice management software that stays with the practice.

[17:53] Challenges around adoption are addressed, including introducing another software layer to already stretched teams and managing client consent, with both described as smaller hurdles than most vets expect.

[22:31] Veterinary and human medicine AI adoption are compared, with the gap described as much narrower for software than for diagnostic equipment, and the variety of species and practice types identified as a reason customization matters more in this field.

[26:07] Current adoption is characterized as sitting in the early majority phase in North America, with a five-year outlook suggesting the vast majority of veterinarians will be using some form of AI assistant.

[27:14] A case study from Green Acres Hospital in Alberta is walked through, reporting roughly two hours saved per day, additional urgent care appointments absorbed, and a 10 to 15 percent productivity increase seen in a separate emergency hospital study.

[32:21] Looking ahead, deeper integration with practice management software and expanded clinical decision support tools are identified as the next major developments, with a closing recommendation to simply try a free trial as the most effective way to understand the value firsthand..

Links and Resources:
VHMA
CoVet
Dr. Mike Mossop - LinkedIn

What New Graduates Really Want: Salary, Debt, and the Surprising Truth About What Drives Their Job Choices

Understanding where the veterinary profession is headed means looking closely at the people entering it. New graduates carry a lot with them, the cost of their education, their expectations, their career priorities, and their vision for what veterinary medicine should look like. Getting a clear picture of that group every year is no small task, but it is exactly the kind of work that helps the industry plan, adapt, and respond.

My guest today is Katelyn McCullock, Chief Economist at the American Veterinary Medical Association, where she leads the Veterinary Economics Division. Her team of five focuses exclusively on veterinary economic and workforce research, producing some of the most closely watched data in the profession. That includes an annual census of veterinarians, a pet ownership and demographics survey, and the graduating senior survey, which captures a snapshot of every accredited veterinary school's final-year students just weeks before they walk across the stage. 

Beyond those flagship reports, her division also takes on industry-specific research projects that help shine a light on corners of the profession that don't always get attention. Today, we dig into the most recent graduating senior data, fresh off the press. We cover where new graduates are landing, what they are earning, how much debt they are carrying, and perhaps most interestingly, what they actually say they are looking for in an employer. Some of the answers might challenge assumptions you have held for a while.

Show Notes:
[02:22] An overview of the graduating senior survey methodology and how data is collected is provided.
[02:44] The AVMA Veterinary Economics Division is introduced, including its team size and scope of work.
[03:00] Annual research projects are described, including a pet ownership and demographics survey and ad hoc industry reports.
[04:38] The survey's reach is explained, covering all 33 AVMA-accredited U.S. veterinary schools plus two Caribbean schools.
[05:01] Survey timing is discussed, with students responding two to three weeks before graduation as a point-in-time estimate.
[05:26] The 2025 survey drew 3,318 respondents and achieved an 82.5 percent response rate.
[05:54] The survey captures employment status, compensation expectations, student debt, and practice type preferences.
[07:48] The consistently high response rate is attributed to strong collaboration with participating veterinary colleges.
[08:29] In 2025, 93.2 percent of graduating seniors had received employment or advanced education offers.
[09:03] Only about seven percent of graduates reported receiving no offers, a dramatic improvement from the post-recession high of 38.5 percent.
[10:50] Fifty-eight percent of 2025 graduates accepted full-time employment, with roughly 28 percent entering advanced education.
[12:37] Practice type distribution is reviewed, with approximately 70 percent of graduates entering companion animal practice.
[13:10] Mixed animal practice accounts for about 10 percent, equine around eight percent, and food animal three to four percent.
[14:00] Average starting salary for full-time private practice graduates in 2025 is reported at $134,244.
[14:40] Companion animal salaries have outpaced other practice types since roughly 2015 and continue to lead.
[15:56] Veterinary visit volume has been down two to three percent for approximately 24 months, contributing to a leveling of new graduate compensation.
[17:24] Inflation and ongoing economic uncertainty are identified as additional factors shaping the graduate labor market.
[17:46] Student debt is examined, with the average DVM-related debt load reported at $174,484, or just over $212,000 among those carrying any debt.
[18:52] Forty percent of graduates carry over $200,000 in debt, while 18 percent report graduating with zero DVM-related debt.
[19:43] The sustainability of high debt loads relative to starting salaries is discussed openly.
[22:25] Mentorship is identified as the top reason new graduates accept a job offer, selected by 82 percent of respondents.
[23:17] Location ranked second at 74 percent, followed by the people they would work with at 66 percent, with compensation ranking fourth at 59 percent.
[25:05] Practical advice is offered on crafting job descriptions and recruitment language that speaks to what new graduates actually value.
[26:41] The importance of authenticity in job postings is emphasized, as new hires quickly assess whether a workplace matches what was promised.
[28:00] Closing thoughts address the post-pandemic reset in veterinary medicine and the importance of staying nimble amid economic uncertainty heading into 2026.

Links and Resources
VHMA
American Veterinary Medical Association
2025 AVMA REPORT ON THE Economic State of the Veterinary Profession
Katelyn McCullock - LinkedIn
AVMA Chart of the Month
Veterinary Industry Tracker