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E.I. Medical Imaging Portable Ultrasound Solution Blog

E.I. Medical Answers Your Bovine Reproduction Questions

Posted by Jim Turner on Fri, Mar 14, 2014 @ 10:23 AM

QandAAt E.I. Medical Imaging we get a number of questions about our product but we also get use case questions from many of our current customers and general questions from the public about bovine reproduction and other issues in our industry.  One recent conversation I wanted to share with you as many of you may have this question. I thought it would be good to share with all of our customers and potential users.  The question I will put forth first and the response to the question was written by our very own in house veterinarian, Dr. Erika Wierman. Dr. Wierman is heading up our education and training here at E.I. Medical Imaging and we will soon be launching more information about our program.  For now we will be happy to respond to questions like these:



I am a veterinary student ... and will be graduating in a year. I am planning on doing food animal work- mainly cattle. I enjoy bovine reproduction and have done a fair amount of work in that area already...

The first question is do you have a book, or a document, or know if [sic] such a thing exists to show pictures of bovine fetuses on ultrasound as they mature. I would think someone has made a book that shows a 28 day fetus, then 29, and so on. This would help me by allowing me to see the progression of different structures as the embryo develops. I understand measuring is accurate, but it would be helpful to fine tune my recognition of other structures coming into focus- such as rib bones on a 50 day old fetus. I have scanned many cattle with a reproductive physiologist from Virginia Tech, W.E. Beal, and have completed a [sic] independent study of Reproductive Ultrasound in Cattle under him. I have scanned many cattle- but there is always room to get better! 


Thank you so much for your interest and faith in our products!

I am attaching a chart from the Practical Atlas of Ruminant and Reproductive Anatomy (2010) that is used widely for identifying structures as they become apparent on ultrasound in the bovine fetus.  Most classes that I have attended on bovine reproductive ultrasound include images from various stages of pregnancy in the notes or presentation, and those should be relatively easy to find, but I think that this table is quite useful.

My other suggestion is to become familiar with the Drost Project (www.drostproject.org) … here you will find wonderful gross pathology examples and a few ultrasound images as well. 

There are several gestation tables published for fetal measurements to determine stage of pregnancy – you will find them in the literature but as you may know, the Ibex line has these tables built in – by taking a linear measurement with a table applied, you will instantly get an accurate measurement and gestational age; this feature is useful when dealing with clients but is also a valuable learning tool.

This is only one example of the many questions we receive and we encourage all of our visitors, our customers, and our many potential users to ask as many questions as possible of our expertise.  We are here to help you!  Do you have a question?  Contact us or even leave it right here in the comments section and we will be right back with a response.

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Tags: Bovine ultrasound, E.I. Medical Imaging, veterinary ultrasound, veterinary portable ultrasound, veterinary practice tips, Bovine Reproduction, Pregnancy Checking Cattle

Bovine Reproduction and the ROI of Portable Ultrasound

Posted by Jim Turner on Tue, Oct 15, 2013 @ 08:08 AM

Ibex Use In Bovine Reproduction

As we sit here in the midst of completing our budgets for 2014 at E.I. Medical Imaging a common question is for us to look at expenditures for the previous couple of years and ask, "What was the return on the investment?"  Suffice it to say this is a question asked in any business setting and for any department.  The same can be said for veterinarians and livestock producers.  As the title of the article here infers, what is the return on investment of purchasing a portable ultrasound system?  We here at E.I. Medical Imaging are the first to try to find ways to make the systems we sell more affordable for our customers.  In fact we discuss this at length every time we get together in a sales meeting, a marketing strategy session, and even now as we prepare our budgets for 2014.

In a recent article published in Bovine Veterinarian entitled, Bovine Repro Today and Tomorrow, they take a look at where we are in the bovine reproduction industry and perhaps where we might be headed.  They start right away with talking about the economy of the beef and dairy markets and pointing out that the industries are using new technologies for their business and that many of the technologies being used have "trade offs and caveats."

We know that the cost of an Ibex® portable ultrasound is a large investment.  In order to offset the cost of the system, there has to be a return on the investment that can be realized by the veterinarian in their practice or the cattle or dairy producer, or perhaps better yet--both. The article mentioned in Bovine Practitioner has some good examples of uses of portable ultrasound. Producers are using ultrasound to scan their cows after breeding to determine pregnancy, to determine the age of the fetus and in some cases they are sexing the fetus at the same time. All of this is translating into higher profits as stated in the article because heifers can be qualified and raised to higher tiered programs.  As stated:

Premiums for qualified heifers are helping drive demand for ultrasound scanning. In Show-Me-Select sales from fall 2010 through 2012, qualified, natural-service bred heifers  sold for an average of $1,638, and those with verified AI pregnancies averaged $1,830. Those heifers that were AI sired from high-accuracy sires that qualify for Tier 2 in the program and were carrying AI-sired pregnancies averaged $1,968.

It wouldn't take long at this premium to realize pretty quickly a return on investment for a purchase of your Ibex® Portable Ultrasound System. As a veterinarian you can offer the service above to your clients and as producer, you can demand better prices and realize more profits for your cattle.  Certainly a win-win situation.

It should also be noted that there may be issues with timing using ultrasound.  A good point discovered in the article and a point made by Paul Fricke, PhD regarding a "trade off or caveat" is:

Fricke says he is trying to move dairies away from using ultrasound before 30 days post-breeding, with 32 days preferable and 39 days better for accurate non-pregnancy diagnosis and re-synchronization. Most importantly, diagnosis using ultrasound should be based on visualization of a corpus luteum, fluid in the uterus and detection of an embryo with a heartbeat.

I am not quite sure this is a trade off of using ultrasound more than just a protocol that must be established as part of the normal business routine. Working together a vet and the producer can establish the proper business plan that will work to provide the best return on investment possible.

We would love to help all veterinarians and producers understand the reasons for using ultrasound in bovine reproduction.  The above is merely scratching the surface on ways you can use the ultrasound system to be a more productive, more profitable and a more efficient and successful business.  Contact us today for a free demonstration of your new Ibex® Portable Ultrasound System.


Click Here For A Free  Ibex Portable Ultrasound Demo


Premiums for qualified heifers are helping drive demand for ultrasound scanning. In Show-Me-Select sales from fall 2010 through 2012, qualified, natural-service bred heifers  sold for an average of $1,638, andthose with verified AI pregnancies averaged $1,830. Those heifers that were AI sired from high-accuracy sires that qualify for Tier 2 in the program and were carrying AI-sired pregnancies averaged $1,968. - See more at: http://www.bovinevetonline.com/bv-magazine/Bovine-repro--today-and-tomorrow-225401572.html?ref=572&page=2#sthash.hE9NRTEf.dpuf

Premiums for qualified heifers are helping drive demand for ultrasound scanning. In Show-Me-Select sales from fall 2010 through 2012, qualified, natural-service bred heifers  sold for an average of $1,638, andthose with verified AI pregnancies averaged $1,830. Those heifers that were AI sired from high-accuracy sires that qualify for Tier 2 in the program and were carrying AI-sired pregnancies averaged $1,968. - See more at: http://www.bovinevetonline.com/bv-magazine/Bovine-repro--today-and-tomorrow-225401572.html?ref=572&page=2#sthash.hE9NRTEf.dpuf

to check pregnancy, fetal age and,  in some cases, sex of the fetus. - See more at: http://www.bovinevetonline.com/bv-magazine/Bovine-repro--today-and-tomorrow-225401572.html?ref=572&page=2#sthash.hE9NRTEf.dpuf

to check pregnancy, fetal age and,  in some cases, sex of the fetus. - See more at: http://www.bovinevetonline.com/bv-magazine/Bovine-repro--today-and-tomorrow-225401572.html?ref=572&page=2#sthash.hE9NRTEf.dpuf

Tags: Bovine ultrasound, E.I. Medical Imaging, veterinary ultrasound, veterinary portable ultrasound, veterinary practice tips, Bovine Reproduction, bovine fetal sexing, bovine fetal aging, Fetal Sexing, Fetal Viability, Pregnancy Checking Cattle

Are You Pregnancy Checking Using A Portable Ultrasound This Fall?

Posted by Jim Turner on Thu, Sep 05, 2013 @ 09:53 AM

pregnancy checking your herdI am an avid reader of Bovine Magazine, okay I have a confession, I am not a hard copy magazine guy as I like to get my news and information in the digital world using my phone or tablet.  We pay very close attention to what is happening in the bovine veterinary world as a large portion of our target demographic comes from the bovine veterinary market.  In fact, we currently have a campaign to help the veterinarian with their practice in the bovine market in both the beef and dairy segments.  Our campaign is about, "Helping your practice makes perfect sense." We feel a responsibility to help the veterinarian with their everyday practice to insure they are getting the most from our Ibex® Portable Ultrasound System.

In a recent article produced by Dave Sparks, DVM of the Oklahoma State University Extension, he brings up why food animal veterinarians should be pregnancy checking their herds now instead of waiting later.  His points I want to highlight include the following:

  • Far too many small to midsized cattle producers are saving pennies by not pregnancy testing while wasting dollars by not knowing which cows are open.

  • The old standby for pregnancy checking is rectal palpation.  In this procedure the veterinarian enters through the rectum and palpates the reproductive tract through the rectal wall.

  • Ultrasound will detect earlier pregnancies than most operators can detect confidently by rectal palpation and also may show pathological conditions that rectal palpation may miss. (emphasis added)

  • A disadvantage is that it will take several days to be notified of the results so you probably will need to re-gather the cows to sort off the open ones.  Another disadvantage is that it only tells you if the cow is pregnant or open and gives no indication of how far along the pregnancy is.  Rectal palpation and ultrasound will indicate fairly closely what stage of pregnancy the cow is in. (emphasis added)

For obvious reasons we would love all producers to be pregnancy checking their herds using the ultrasound method instead of using either the palpation method or using the blood test method.

Addressing each point above I can say that the first of his points is a common sense approach to handling your herd.  Anytime you are not pregnancy checking your herd, you are rolling the dice as to whether your cows are open. Spending money on cows that are open and will not be producing a return on investment is a gamble. I should point out however that it is a cost and one that has to be weighed with all the other factors of managing the herd for the best return.

Ibex® Customizable Extention (I.C.E.)In point two, I thought it important that we address the idea that rectal palpation has a very similar procedure to ultrasound.  An ultrasound has the same rectal entry point that requires a veterinarian to check using their arm, but by using the Ibex® Customizable Extension (I.C.E.) handle, an "arm free" accessory, the procedure could be less invasive. The veterinarian saves wear and tear on the cow and more importantly perhaps, their arm.

In the third idea I have added some emphasis on the point that ultrasound shows some fairly significant differences to rectal palpation that are very important.  An example of a difference would be whether the fetus is a viable fetus. There are many chances to misdiagnose a pregnant cow using palpation when palpation or feeling a viable fetus is not usually possible by just feel. It is tough to feel a heartbeat.  Other abnormalities of a fetus, that may not be seen from palpation and only on ultrasound, may be missed and the pregnancy may turn out to be incorrect. In this instance seeing is believing.

In the final point, I have added emphasis to the idea that blood testing cows appears to be a cumbersome and time consuming process.  Time is not always the friend of the producer and something that needs to be weighed into the herd management plan.  The last emphasis in the final point is on the idea that blood testing cannot show at what stage the pregnancy is in or the gestation of the cow. This may be an important factor in the management of the herd. And it should also be noted that blood testing cows does not take into account false positives of cows that may have a fetus that is not viable or has an abnormality.  This is something that needs to be addressed in the decision making process.

It appears that Dr. Sparks would have us believe that using ultrasound for pregnancy checking cows is cost prohibitive to the producers and that this method might be too expensive hurting the bottom line for the management of the herd.  It was pointed out that regions and pricing varies, and we have not collected enough data to make a pronouncement of the costs involved in any of the processes mentioned. This is something that veterinarians and their clients should discuss.  It may be that palpation and ultrasound are about the same price, making more sense to go with ultrasound. The cost of blood testing appears to be less but by the time you add all the added process and the cost of shipping and waiting, I think it is a costly and not an exact process with a good return on investment. Until blood testing is more of a contemporary test providing real time results it does not seem like the best choice.

Our recent campaign is to help veterinarians and their practice. To us this makes perfect sense.  We would love to have you contact us to determine if buying an ultrasound makes sense for you and your practice. Right now in the month of September we have a program that allows you to buy an Ibex® Portable Ultrasound at never before seen prices.  If you are a producer, ask your veterinarian to use ultrasound on your herd. We want to help the veterinarian but we also want to help you!

Let us know, are you performing ultrasound, blood testing or palpating your herd?  Are you pregnancy checking your herd this fall?  If not, you might want to explore the opportunity to succeed.


Get Your Special September  Pricing on the Ibex NOW!

Tags: cow ultrasound, Bovine ultrasound, Veterinary Business, veterinary practice tips, beef cattle ultrasound, beef cow ultrasound, Arms free bovine ultrasound, beef heifer ultrasound, herd management, veterinary business marketing

Brand Your Business Using The Ibex® Portable Ultrasound

Posted by Jim Turner on Wed, Aug 21, 2013 @ 10:38 AM

I'm in marketing.  Part of my job duties are to worry about our E.I. Medical Imaging brand. As a veterinarian or as a livestock producer or for that matter any business owner your job is also in most cases to worry about your company, your business and your brand.  We recognize that issue here at EIMI and want to help you with a small component of your duty to be concerned with your company brand.

Recently, we had a veterinarian ask about an ultrasound image they saw where the image had the name of the clinic where the technician or doctor worked and/or performed the test.  An example of this is provided below where an image produced by the Ibex® Pro Portable Ultrasound System shows:

"Copyright 2009 E.I. Medical Imaging. All Rights Reserved."

The default text of the system when your Ibex® is shipped to you will have this on each saved image or each saved cineloop (video). To save images and to save cineloops, please refer to the quick user's guide provided with your system.

Ultrasound Image EIMI

This is our own branding of E.I. Medical Imaging, but perhaps you want to change that text on  your images to your own branded message. If I was your marketing person I would be making that suggestion immediately. 

Many software companies in industries all over the world allow what they call "white labeling" or custom branding of software to fit the look, feel, logo and color scheme of your business. In this instance, it may just be changing how the image is saved and the message that will read across the bottom of the screen.  If your business is "ABC Veterinary Services" and you want your brand to appear on each saved image of your patient, we can make that possible.  In fact, if you want to specialize the message to include the tagline or branded messages such as:

"ABC Vets - Scanning Since 1992"

(shown below)


"ABC  - Your Vet Service of Choice"

Clinic Name Branding

our portable ultrasound system can make that possible.  At this time there is a character restriction of 32 characters but those of you used to the 140 character Twitter limitation can work a message out fitting your needs.

You can perform the function easily by changing the information in the profile options of your Ibex® Pro or your Ibex® Lite.  You can get the information in your Ibex® Pro by going to the MISC function and changing your options.  You may go to the F1 key and enter the option Menu.  You then press F4 key to display the MISC Option dialog box.  You can then select the MISC options using your arrow keys or your trackball.  Simply go to the option of "Clinic Name" and type exactly the message you want in the space at the bottom of the images.  In this case the default as I indicated is our copyright message.

If you are changing the message in the screen on your Ibex® Lite, you simply go to the Config Menu.  To get to your Config Settings, simply press the SEL key to display your settings and using the arrow keys highlight and select the Config Option "Clinic Name" and change the text to read exactly how it should appear by pressing the GAIN key to produce the on-screen keypad. It truly is that simple.

For the veterinary clinic wanting to provide a customer images of the bull calf or perhaps an image of the brand new foal as we suggest, it is always possible to also have your brand front and center.  The example below using "Rood and Riddle Equine" as the branded message:

Rood and Riddle Equine

As you can see this is a simple way of branding your business. As a veterinarian, it might be the little things that differentiate your practice and it might get you more business.  Who can't use more business?

You can answer that question in the comments below or feel free to comment with your questions or other feedback.

Click Here For A Free  Ibex Portable Ultrasound Demo

Tags: branding, marketing, Veterinary Business, veterinary training, veterinary practice tips, Vet practice tips, veterinary business marketing

3 Reasons To Use Portable Ultrasound Over Blood Testing

Posted by Jim Turner on Wed, Jul 24, 2013 @ 04:00 AM

By Hilary Parker 

Managing Your HerdAre you still sitting on the fence, trying to decide whether to invest in an IBEX® portable ultrasound? Fertility Management is about timing and decision making.  Proper management techniques can ultimiately save a farm or dairy operation money. Can you make decisions with inaccurate information or untimely information?

Many fertility managers use blood testing for for their management of their herd.  We want to provide a better alternative or solution to blood testing your animals.  If you do any fertility management work on farms, you should think about the following three reasons ultrasounds are superior to blood tests.

1. Ultrasound saves time: Using ultrasound lets vets and producers know if a cow is open or pregnant at the earliest possible moment. The IBEX® is a highly-accurate tool for diagnosing pregnancy as early as 25 days after breeding. Getting results from a blood test can be very slow (testing results can take up to five days). That leaves plenty of time for a producer to unwittingly sell a bred heifer or miss the breeding window of an open one. With blood test results arriving days after the sample is collected, there may be a second time to handle cattle required due to the results. This causes additional time and stress to the cattle.

2. Ultrasound saves money: Knowing what you need to know about a cow’s breeding status as early as possible means that the vet or producer may make decisions about breeding or culling immediately, rather than wasting money feeding and even vaccinating an animal that is ready to go to market.

3. Ultrasound makes herd management decisions easier: It also can alert managers to multiples, fetal viability and other reproductive tract conditions, enabling them to make decisions about the animal’s breeding potential.

Simply put, there are no substitutes for ultrasound. But don’t just take our word for it — ask Jill Colloton, DVM, Bovine Services LLC, in Edgar, Wisconsin. She states:

“With ultrasound, they get much more information for the same price — twins, fetal gender, ovarian diagnosis, pathology diagnosis, fetal anomalies, etc. — plus the convenience of less cow handling".


For example, Colloton notes that she can use her ultrasound to quickly find 95 percent of twins vs. around 50 percent for palpation.

Ultrasound also is superior when calculating fetal age, she says.

“Ultrasound measures the fetus itself rather than just the fluid in the amniotic sac,” Colloton adds. “Fetal size is very consistent amongst breeds and does not vary seasonally. The amount of fluid can vary considerably between animals, even of the same breed, and is reduced during hot weather.”

Then there’s its advantage when diagnosing reproductive problems.

“Subclinical metritis, differentiating tumors from abscesses, vaginitis, etc., are all much easier to diagnose with ultrasound,” she says. “In addition, severe fetal anomalies like schistosomous reflexus, large umbilical hernias, water belly, fetal anasarca, etc., are often identifiable when fetal sexing is done between 55-90 days of gestation.”

Of course, ultrasound is critical for identifying corpora lutea, or CLs, on embryo recipients, she adds.

“At 7 days post-heat, CLs, particularly in heifers, are small and soft so are very easy to miss by palpation,” Colloton says. “Hence, with ultrasound, we reject far fewer recipients, saving the expense of carrying them for more days than necessary.”

Not to mention determining fetal gender.

“My commercial clients use this information for cull decisions on marginal cows,” she says. “Registered breeders use it for marketing and planning.”

Colloton notes that her clients are thrilled to have her visit their farms.

“The veterinarian is actually a pretty cheap ‘employee’ because we show up only when needed, aren’t on payroll, aren’t likely to quit, have already been trained, can do accurate exams quickly and have the knowledge about anatomy, physiology and current reproductive research to provide the most ‘bang for the buck,’” she adds.


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Tags: fetal sexing cows, purchase veterinary ultrasound, fertility, fetal sexing ultrasound, veterinary ultrasound, veterinary practice tips, Ibex Ultrasound, herd management

Veterinary Ultrasound: Equine Veterinary Practice Social Media Do's

Posted by Jim Turner on Wed, Jul 17, 2013 @ 08:41 AM

written by: Susan Hoffman

Social Media Buttons
Did you know?

  • In a recent AAEP survey, respondents say veterinary social media and veterinary social networking are becoming more important for their business.

  • Veterinarians who integrate social media into their marketing strategy see an uptick on new business leads and retain customer loyalty more than those who do not.

Veterinary social media marketing is different than traditional marketing in that it allows your practice to interact with your customers and peers in a very versatile and timely way. And it’s so easy to do! But before you take advantage of social media platforms like Blogs, Facebook, LinkedIn and Twitter, you should keep in mind a few important social media do’s for rolling out and maintaining your veterinary social networking plans.  These tips can be done to increase and optimize your social media marketing plan.

DO: Use the same logo, colors and imagery for your veterinary social media accounts as you do for your other marketing materials. Branding is important in social media as it is in any other part of your business plans.

DO: Post updates that engage your customers and peers. Ask and answer questions, invite comment and share compelling information. For example, foaling season is ripe for starting an equine ultrasound e-discussion thread.

DO: Vary your content so people don’t think you’re a one-trick-pony, unless your practice is based on a specific veterinary discipline like performing equine ultrasounds. Topics can display your breadth of knowledge and/or vary with seasonal issues like summer eczema.

DO: Share relevant articles, blogs and links that take readers from your website to your veterinary social networking accounts and vice versa, but don’t embed links that redirect readers away from your business.

DO: A quality check on your images, spelling and grammar. It’s one thing for your personal Facebook page to show a fuzzy photo or have a typo, but veterinary social media is a reflection on your practice and your professionalism.

DO: Keep your feedback professional. For example, if a naysayer inputs negative remarks about an equine ultrasound exam you performed, respond with, “Based on our experience and training…” versus “And you got your DVM from where???” 

DO: Practice social networking’s number one rule—maintain your accounts with regular updates. Frequent postings are a social media do because that’s the whole point of social networking. At the same time, don’t overdo frequency if you have nothing new or relevant to offer your audience.

DO:  Be consistent in your content.  If you consistently provide quality content at a certain time and in a certain place, your followers will become accustomed to your schedule and will be always ready and waiting for the next blog post, the next Facebook update and will be more apt to read and engage in the post.

DO:  Be helpful in the information you provide.  Sure you can put up that picture of the cute foal once in a while to attract the warm fuzzy feelings, but provide quality content with information valuable to your clients and they will in turn be a loyal follower of your social network.

DO: Find the influential people in your industry and engage them on their social networks.  You can find us on most of the social networks and we would love to engage with you!

If you’re like most busy doctors, the job of managing your veterinary social networking program will be delegated to one of your practice’s administrative assistants. Encourage them to seek out expert advice about social media do’s (and don’ts) on the Internet or in self-help textbooks before creating your social networking presence.  Having a little knowledge before you jump in and begin a program will payoff in the end.

As always, E.I. Medical Imaging is here to help our veterinarian customers with many ways they can increase their bottom line and to make their practice better.  We would love to offer you a chance to see how our products and accessories can increase your bottom line and how we can make your practice better!  Schedule a demo or contact us today!


Click Here For A Free  Ibex Portable Ultrasound Demo

Tags: veterinary training, veterinary practice tips, social media, Vet practice tips

Veterinary Practice Tips; 3 Reasons Why CE Credits Are Important

Posted by Mia Varra on Mon, Jan 07, 2013 @ 03:10 PM

Veterinary Class CE 

by: Amanda Bertholf

3 Reasons Why Veterinary CE Is Important

In this economic climate, you are no doubt running a lean veterinary practice, and it’s tempting to want to cut back on continuing education. But CE is vitally important to your business, your career and even your veterinary team members. Veterinary CE doesn’t necessarily have to cost much money, either. Equipment manufacturers or pharmaceutical companies will often offer free lunch-and-learn sessions or provide complimentary training for when you buy equipment. Consider these three ways CE impacts your business:

Technician. Your technician is indispensible—helping you on calls or with the veterinary ultrasound procedures. Your day runs more smoothly and efficiently with an extra hand around. And with that efficiency comes increased profits. Yet, you may not be able to provide big raises each year, so consider CE as an employee benefit. If you help your technician continue his or her knowledge, not only will you get a return on your investment down the road, but you will have an employee who is up-to-date on the latest technology, techniques, and procedures. Having a well-trained technician means you can hand over some duties to him or her, which frees you up to focus on other aspects of the business.

Clients. They are interested in new medical trends and technology and thanks to the Internet, it’s possible for anyone to become a medical “expert.” Your clients may want to discuss new types of treatments or ultrasound procedures with you and you’ll need to know what they’re talking about. So don’t get caught off-guard, and stay up-to-date by reading journals and regularly reviewing trusted websites.

Yourself. Depending on your state, the requirements vary. But by regularly updating your medical education, you’ll be able to give your patients sound advice on the latest veterinary advancements, helping solidify you as an invaluable resource for the client.


Click Here to see upcoming Veterinary Ultrasound Courses with E.I. Medical Imaging and the IBEX Portable Ultrasound.


Tags: Veterinary Business, veterinary practice tips, veterinary CE, veterinary continuing education

Veterinary Practice Tips: What Is Your Body Language Communicating?

Posted by Mia Varra on Mon, Nov 19, 2012 @ 04:13 PM

veterinarian communication, veterinary ultrasound, cow ultrasound, waterproof ultrasound

By; Hilary Parker

Studies show that less than 10 percent of what we say is actually absorbed by our clients. (That explains a lot, doesn’t it?) And yet I’m betting most veterinary professionals haven’t attended even a single class on using — and reading — body language to help improve their conversations with clients.                 

IBEX Portable Ultrasound shown in the picture above
According to Shawn McVey, MA, MSW, McVey Management Solutions, Chicago, veterinarians need to be even more aware of what they’re communicating with their bodies than their words. McVey, a graduate of Purdue’s Veterinary Management Institute who holds a master’s degree in behavioral science, offers the following tips:
To display confidence, authority and power…
•    Maintain eye contact and rarely look below a person’s mouth.
•    Speak in a low-pitched, slow-paced voice.
•    Lean back in your seat with hands supporting head.
•    Walk solidly with arms swinging forcefully.
•    Join the fingertips of both hands together, keeping palms apart.
You may be communicating nervousness by…

•    Clenching fists
•    Tapping feet
•    Crossing legs while standing
•    Using a wilted handshake
You may be showing doubt or suspicion of a client by…

•    Glancing sideways or down
•    Rubbing or clutching eyes
•    Tucking hands in pockets or across chest
•    Preening over glasses
•    Touching your nose
McVey also encourages vets to avoid communicating arrogance and domination of clients and employees, which is interpreted through wide-spread legs while seated (a mostly male characteristic) and elevating themselves over others.
He also notes that much can be gained by paying attention to the client’s body language, as it is the best indicator of how they feel about you and the information you’re providing.

cow ultrasound, bovine ultrasound, increase revenue in veterinary practice

Clients are receptive to your ideas if they…

•    Rest their hands flat on the table
•    Keep their palms open
•    Smile frequently
•    Wear an unbuttoned coat
They show hesitance or frustration when they…

•    Play with rings, watches, glasses
•    Pinch the bridge of their nose
•    Scratch the back of their neck
They may be hiding information or lying about something that is important to their animal’s care by…

•    Hiding hands in pockets
•    Blinking rapidly
•    Avoiding eye contact
•    Often swallowing or clearing throat

Boredom is expressed through…

•    Supporting head with hand
•    Pulling on ears
•    Restless movement, yawning
•    Crossing and re-crossing of legs

Anger exists when they…

•    Clench their fists
•    Tap their hands or feet
•    Cross their arms
•    Blink eyes incessantly

They show the need for reassurance about recommendations when they…

•    Stick a pen in their mouth
•    Squeeze the chunky part of their hand
•    Bite their nails
•    Touch their throat

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Tags: veterinary body language, veterinary attitude, improving communication veterinarian, veterinary practice tips

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