Age isn't a disease, but it is true that seniors are more likely to develop disease than juvenile or adult pets. General practices
play an important role by providing preventive care designed for each life stage a pet experiences. Most pet parents realize
that as their pets age, they're likely to develop more medical problems. But their responses to the aging process are sometimes
frustrating. We cringe when an owner says, "Rover's getting older now, so what's the sense of doing anything at this point?"
We can't stop the clock, but there is a reason the life spans of our canine and feline friends are increasing: better medical
care that begins earlier in the pet's life.
Fortunately, most clients today are much more compliant with recommended care for their seniors than even five or 10 years
ago. With that in mind, the success with providing senior care is really based on how seriously team members believe in and
advocate for it. Emphasis on this care is both medically gratifying and financially rewarding. If your clinic hasn't made
this a high priority, this is a great time to do so.
Ask yourself this: Does your clinic truly focus on senior pet care? Sure, most small animal clinics run age-appropriate diagnostics
for sick pets. But do you encourage special testing and diagnostics for seniors that look and act healthy? We often talk about
clients being compliant, but the first step is asking if your clinic is compliant with the standard protocols practiced at
The good news is that it's not too late to start. Or if you have a program, then this is a good opportunity to improve client
compliance. As our practices see revenue from product sales and vaccine visits declining, it becomes much more important and
gratifying to focus on medical care. To build a successful program, it's key to avoid cutting corners. Use these steps to
STEP 1: Educate yourself
Before you launch—or revamp—your program, use your practice software to determine the percentage of senior pets you serve.
Most of us have an aging pet population. Nearly 50 percent of my patients are 7 years or older. The second question is, does
senior screening often lead to early disease detection? Consult your reference lab for current data—they have plenty of it.
In general, we found that about 20 percent of seniors have at least one abnormality that's worth tracking. If you now believe
it's worth having a senior program in place, move on to step 2.
STEP 2: State your goal
Why are you launching a senior wellness program? For example, the goal of our senior program is to educate clients about age-appropriate
preventive care for their senior pets and the significance or diagnostic tests to identify disease early.
STEP 3: Educate the team
If you want to focus on senior care, the whole team must speak "senior." Remember you can only be a good patient advocate
if you really understand what you're promoting and why. If you're a manager, it's a good idea to host several one-hour meetings
to briefly educate your team on common senior diseases, such as renal failure, diabetes, Cushing's disease, and hyperthyroidism,
to name a few, and elaborate on how catching these early can lead to effective treatments. Create reading assignments to enhance
what you're teaching and test everyone on it. The whole team should know the basics of common diseases. This is the best way
to make sure every employee is an effective advocate.
STEP 4: Educate the pet parent
Create marketing and educational materials to help promote senior wellness care. Here are some elements of a program that
you should keep in mind.
- "Senior at 7." Who are your seniors? Some programs start at 5 or 6 years of age, but we found 7 to be a good fit for us. From
a marketing perspective, we've found some other buzzwords that seem to stick with clients. For example, the phrases "early
detection" and "all the care for the year" have worked well for us in marketing our package of senior services.
- Senior-specific report cards. This is more detailed then a general exam report card. It often emphasizes lab tests, eye pressure,
blood pressure, and the arthritis exam, and it's generally more comprehensive than the adult or young pet report card.
- Senior questionnaire. This is really helpful, because it offers the client the chance to tell us about the changes they've
noticed in their aging pets. It also allows the pet owners to pinpoint their specific concerns, and in our practice it uncovers
issues consistently and thoroughly.
- Age chart. This tool adds perspective for pet parents, who may not equate the 10-year-old dog to a 70-year-old person. It's
a great idea for clinics to show or give the human age equivalent at each pet visit.
- Standards of care posters and handouts. These are your hospital's protocols and recommended care based on the pet's age. Written
protocols and recommendations make sure the team is on the same page, and they're a great way to educate clients on your recommended