🎁 Register today to win an exclusive gift valued at $900 | FREE LIVE PANEL — August 19, 2026 at 8:00 PM EDT | Limited seats · Replay sent to all registrants | Margin protection · Payment plan playbooks · Value scripts | 🎁 Register today to win an exclusive gift valued at $900 | FREE LIVE PANEL — August 19, 2026 at 8:00 PM EDT | Limited seats · Replay sent to all registrants | Margin protection · Payment plan playbooks · Value scripts |
Veterinary Business Institute
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Exclusive gift valued at $900 — every registrant who attends live is automatically entered to win.
Date
August 19, 2026
Time
8:00 PM EDT
Format
Live Zoom Panel

The Discounting Trap — Why "Helping Pets" Is Quietly Killing Your Margin and What Top Owners Are Doing Instead

With 81% of vets reporting clients more price-sensitive in 2026 than 2025, the pressure to cut prices is everywhere — and it quietly erodes the bottom line. Learn the hidden math of discounting, the access-to-care framework AAHA practices use, and the value scripts that protect price without losing the client.

Kate Boatright
Kate Boatright, VMD
Spectrum of Care & Mentorship Advocate
Genevieve Frederick
Genevieve Frederick
Founder & President · Feeding Pets of the Homeless
Vanessa Waite
Dr. Vanessa Waite
Director · The Vet Station Molesey
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Live Q&A Replay Included Practical Scripts
Key Discussion Topics

What We'll Cover

Practical, implementable strategies you can use in your practice the very next day.

1
81% of vets report clients more cost-sensitive in 2026 than 2025 — the instinct to discount is everywhere, and it's the single biggest margin destroyer in the recession
2
The hidden math — a 10% discount on a $400 visit requires roughly 30% more case volume to net the same. Volume your team doesn't have the bandwidth to deliver
3
Intentional vs reflexive discounting — the framework AAHA practices use to differentiate access-to-care moments from front-desk caving
4
Replacing the discount habit — payment plans, wellness plans, CareCredit framing, and the value scripts that protect price without losing the relationship
5
Team training that sticks — how top owners get associates and CSRs to stop offering discounts as the default solution to client friction
About This Session

Stop the reflex — protect the margin

Join the Veterinary Business Institute for an ownership and leadership panel on the single biggest margin destroyer in a cost-sensitive market: the instinct to discount. With 81% of vets reporting clients more price-sensitive in 2026 than 2025, the pressure to cut prices is everywhere — and it quietly erodes the practice's bottom line.

We'll unpack the hidden math of discounting, the difference between intentional access-to-care decisions and reflexive front-desk caving, and the concrete tools — payment plans, wellness plans, CareCredit framing, and value scripts — that top owners use to protect price without losing the client relationship.

This Panel Is For You If...

  • You own, lead, or manage a veterinary practice
  • Your front desk is discounting to "save the appointment"
  • Margin is slipping but visit counts haven't crashed
  • Your team confuses access-to-care with caving on price
  • You want scripts your CSRs and associates will actually use
Meet Your Panelists

Learn From The Best

Kate Boatright
Kate Boatright, VMD
Spectrum of Care & Mentorship Advocate · Founder, KMB Veterinary Media
Dr. Kate Boatright is a practicing small-animal veterinarian, writer, and educator passionate about advancing practical, compassionate, and accessible veterinary care. With over a decade in general practice and emergency medicine, her clinical interests span feline medicine, preventive care, internal medicine, surgery, and emergency care. A nationally recognized author published in dvm360 and Today's Veterinary Practice, she is the author of the Veterinary Mentorship Manual and a frequent speaker at national conferences on spectrum of care, mentorship, and career sustainability.
Genevieve Frederick
Genevieve Frederick
Founder & President · Feeding Pets of the Homeless
Since 2006, Genevieve Frederick has researched homelessness and the human-animal bond, speaking with countless people experiencing homelessness about the importance of their pets. In 2008 she founded Feeding Pets of the Homeless — the first national nonprofit dedicated exclusively to providing pet food and emergency veterinary care to pets of people experiencing homelessness. Under her leadership the organization has helped keep thousands of pets healthy and together with their owners through difficult times.
Vanessa Waite
Dr. Vanessa Waite
Director · The Vet Station Molesey
Dr. Vanessa Waite is Director of The Vet Station in Molesey, where she leads the clinic's veterinary team and operations. Her career spans senior clinical and leadership roles including Clinical Director and Senior Veterinary Surgeon at Vet4life Ltd. With more than two decades in small-animal practice and clinic leadership, she brings a practitioner-owner's perspective on balancing quality patient care with the commercial realities of running a modern veterinary practice.

Ready to Break the Discount Habit?

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