Marvelous Mobiles
This is the account classification for a veterinarian that plans on offering services from a mobile rig
Mobile Vehicle
The main privately owned competitor in the market for IHD and lab
Antech/MARS Corp
A piece of equipment that can be apart of a renewal contract
Catalyst, ProCyte Dx/One, SediVue Dx, Snap Pro, InVue, Digital Cytology, DR30/50, CT
The place to find opportunities on your computer
Compass
The program that requests an annual commitment from a customer in return any business with IDEXX counts
IDEXX 360
This most popular rig model... its friendly to IDEXX equipment
La Boit
Their a provider for flea and tick preventatives, the VS2, cheap lab pricing, a hematology platform, and weird cytology/urine sediment thing called Imagyst but this is a diagnostic equipment/platform option they do not offer directly that their friend IDEXX does
X-ray
A one doctor competitive lab, loyal IHD account is coming up their agreement in the next year, this discovery/proposal request to the customer is a great way to include your ecosystem, like the ILSS, LKAM, DR, and accommodate the doctor's request to 'review' what their doing with IDEXX
Business Review, Diagnostic Plan
These teammates have fun acronyms to remember, are great to schedule time with to do a quarterly target session, but do you remember them? Their acronyms are in software, xray, radiology/cardiology consults, one doctor competitive lab accounts, and high volume lab accounts (name the acronyms for each teammate)
VSC, DR, VIC, ILSS, and LKAM
This program can offer a wide range of incentives, including term length options, price caps, renegotiation clauses, and more
Total CAG (Up Front Points)
Reference Lab, Snap Tests, Telemedicine, ezyVet/Neo
The new way we can see all of our competitors in one list, which customer uses them, their agreement end date, and volume - the only trick is, you have to remember this process and pay attention to a forthcoming session we have in our meeting today
Competitive Insights/Competitive Insight Opportunities
This practice wants InVue and SediVue as part of a renewal, but due to being rural and seeing a fixed amount of appointments they have to maximize revenue from wellness appointments, these renewal tools help make wellness UAs on the new SediVue Seamless as part of a customized lab wellness diagnostic option (name these two tools)
Preventive Care/Preventive Care Simple Start and UA Anywhere
A convenient place to find where all the new practices that have been created recently in your aligned territory
Recently Added Accounts in Salesforce
Consider this piece of a certain agreement the one place where you can add special priced lab test codes to an already existing special list as a negotiation tool, a way to work with the ecosystem, and add a growth mechanism, like Preventive Care codes
Schedule 1 Price List
These three things are essential if a customer wants equipment in a mobile rig
A battery generator, internet, and shoreline power
Bionote
This practice wants to renew, but is unsure about the future of their business in the immediate future, their is over $2,000 a month in competitive Antech lab business to be won, for now, they do not want an agreement, this good faith renewal tool offers an incentive to be the 'icing' on the cake to win this business
Worry Free Rebate
The required amount of time needed for a customer to end a certain program that is carried by Zoetis before switching their lab business to IDEXX, Zoetis sells this program as 'optimizing' and that there is a set 'subscription' amount per month
60 days
Some marketing folks might call this program 'poopy', 'perky', with a side of 'infectious disease' as a way to offer our quality and cost effective technology for life: fecal antigen and 4DX, plus they can buy their staff prizes
Parasites and Perks Program
This is the #1 preferred device for internet service on a mobile vehicle/rig
Starlink Mini with Roam Service
A competitor that offers this chemistry unit, this unique fecal technology in the lab, and this xray technology which comes in many models, they like to serve these three things up in a bundle (three answers)
DriChem, KeyScreen, and Sound xray
This customer has a medical belief in InVue, does $150k in business per year, but is unsure about meeting the annual commitment. Their reason why this concern exists, their trying to lower operational costs to keep staff and looking for new sources of cashflow, this value add in our agreements can ease their concerns by giving them immediate cashflow support
A loyalty wired cash/points payment
These three things are needed to execute a buyout to win IHD and lab business that Sales Support will ask for (name all three)
Their volumes (lab and IHD invoice), the formal buyout letter, and competitive contract
This program is perfect for a practice that wants to try our differentiated technology they want to do two urines per day and run SDMA twice per day, the only 'kicker' their in an Antech agreement for 2.5 more years and are unsure if they want to commit to another agreement
IDEXX Splitter