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A question of sales
  1. Ross Tiffin

    Ross Tiffin spent nearly 10 years as managing director of Hill's in the UK, and commercial director for northern Europe. He subsequently worked as managing director of Veterinary Business Development before establishing his own company, Tartan Healthcare Strategy, in 2002. He was a joint author of Quo Vadis? and writes and speaks widely in the UK and abroad on the dynamics of the veterinary industry and the changing interface with consumers. He is also a director of Onswitch Insight, a company that provides insight and support to veterinary businesses.

2. Geared sales – worthwhile or not?


SOME practices have embraced the concept of non-veterinary sales more enthusiastically than others. In the last issue, Ross Tiffin posed 10 questions aimed at encouraging practitioners to consider the relative importance of geared or ‘leveraged’ sales to their business (In Practice, January 2005, pp 54–55). Here, he argues that veterinary practices are reaching a crossroads and have some fundamental decisions to make. Whether they choose to eschew or develop this route, he suggests that leveraged sales represent a vital component of future practice for many.

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