{"id":116385,"date":"2026-10-01T12:23:59","date_gmt":"2026-10-01T12:23:59","guid":{"rendered":"https:\/\/vet.solutions\/?p=116385"},"modified":"2026-10-01T12:28:56","modified_gmt":"2026-10-01T12:28:56","slug":"news-how-to-develop-the-skill-will-to-charge-every-scan-correctly","status":"publish","type":"post","link":"https:\/\/vet.solutions\/en\/2026\/10\/news-how-to-develop-the-skill-will-to-charge-every-scan-correctly\/","title":{"rendered":"How to Develop the Skill & Will to Charge Every Scan Correctly"},"content":{"rendered":"\n

<\/path><\/svg><\/span><\/span>Estimated reading time: <\/span>6<\/span> minutes<\/span><\/p>\n\n\n\n

I have been fortunate to work with new-start Small Animal practices and witness the variety in both ultrasound experience and how scans are charged to the customer. Some practices claim that they receive 15% of their revenue from ultrasound alone, yet others do not know what level of contribution their ultrasound makes, and some shy away from the modality altogether.<\/p>\n\n\n\n

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The target or average turnover contribution from ultrasound is thought to be approximately 9% of revenue. Reaching this is a significant challenge if the practice is not confident or skilled in the modality. The question is: what are the higher performers scanning, what processes have they put in place to make this happen, and what lessons can be learned by practices that desire improvement in their clinical support? <\/p>\n\n\n\n

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During open conversations with practices about their use and choice of ultrasound system, one response that stands out is, \u201cwe don\u2019t do scans for the sake of scanning\u201d. This is correct and should be applauded. Like any imaging modality, there needs to be good justification for applying ultrasound with an expected benefit to the patient, as well as a return on investment.<\/p>\n\n\n\n

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So, how do you achieve the average revenue and offer a quality ultrasound service?  This is where external support can be employed, either through approaching other veterinary contacts or seeking help from ultrasound providers. <\/p>\n\n\n\n

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What I have witnessed in clinics that use ultrasound effectively is that there are key users that support their team, or they have developed a community of practice around ultrasound, including veterinary nurses and support staff in the delivery of their imaging service. Ultrasound is a powerful diagnostic tool and can be rewarding when levels of proficiency are achieved. The route to greater confidence is through investing time and focusing on skill development.<\/p>\n\n\n\n

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This is where the Vet Solutions (previously IMV Imaging) Clinical team come in. By helping clinics develop a methodical and consistent way of performing abdominal or echocardiographic examinations, practices can create a solid foundation for their ultrasound imaging, building staff confidence and giving them a platform that they can use to develop further. Our in-practice training programme allows staff to learn the underlying theory and practical approaches at their own pace, as well as apply their learning to their own equipment within their normal working environment. The Clinical team can tailor the training and the practical learning objectives to your team’s experience, even bringing additional ultrasound systems to support training larger groups and allowing you to see the benefits of superior image quality.<\/p>\n\n\n\n

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The level of employee engagement and ongoing development is important. You don\u2019t want to spend money and time investing in upskilling individuals, only to experience staff turnover and return to where you started without the focus or skill sets. This can be remedied through a team-based approach and by leveraging our e-learning library and calendar of practical abdominal and echocardiography CPD courses.   <\/p>\n\n\n\n

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Even if you feel your practice is utilising ultrasound well right now, what is your plan for the future, and how will this impact the practice, staff engagement, retention and, more importantly, clinical opportunities to support patients? If you are not sure, reach out to us to explore our range of learning opportunities and business support.<\/p>\n\n\n\n

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The next step after developing the skill to scan effectively is charging correctly to support your time and maintain focus on your diagnostic effectiveness. There are several considerations, such as geographic location and the impact of the local client demographics. The question is not always about an area’s affluence, but what the practices in the local area are charging and the expectation this applies to the local price structure.<\/p>\n\n\n\n

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There is now greater transparency in pricing for pet care, with practices having online price lists for many of the routine services they offer as well as better communication around estimating for procedures. That said, quality scanning does come at a cost and should be priced accordingly. As a pet owner, my perceived value of a scan is met when the vet communicates their findings and provides insight and a management plan. Therefore, along with a methodical examination technique and clear pricing, the communication and reporting of examinations should be examined and incorporated into a whole practice approach.<\/p>\n\n\n\n

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Making the case for good communication and team approach seems straightforward. However, in practice there can be challenges when a key part of the communication, the ultrasound images, are stuck within the hard drive of the ultrasound system and are never shared. This is where Connect.Vet, Vet Solutions image management software can help. The cloud-based software enables seamless sharing of images from all modalities on any internet-enabled device or smartphone. Think of this as an online PACS (Picture Archiving and Communication System) By enabling the practice team to quickly share images with one another, second opinions and discussion can be supported without disrupting the clinic\u2019s workflows, aiding staff development and fostering a sense of community.<\/p>\n\n\n\n

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The connect.vet<\/a> image management software also allows the practice to share images with the client at the click of a button and enhances the discussion of their pet\u2019s care needs. This is a tangible value add which the owner can take away and it helps to highlight the quality service that clients are receiving.  <\/p>\n\n\n\n

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Having witnessed vet practices’ progress through developing skills and driving change internally, setting off on your journey can seem overwhelming at first. However, by breaking down the process into manageable steps, the outcome becomes more achievable. Whether you have queries regarding equipment selection, applications training, pricing or how to report your findings, Vet Solutions can help.<\/p>\n\n\n\n

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Try our return on investment calculator<\/strong><\/a><\/div>\n<\/div>\n\n\n\n
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About the author<\/strong><\/h4>\n\n\n\n

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Craig Hoines is a veterinary imaging and business development specialist with almost two decades of experience in veterinary technology. As Business Development Manager at Vet Solutions, he works with veterinary professionals developing new practices, helping them navigate technology, equipment selection and the practical challenges of building a successful business.<\/p>\n\n\n\n

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Craig\u2019s career has included international sales, business development and leadership roles across the UK and France, as an international distribution manager, having extensive experience in X-ray, ultrasound, CT and MRI. Originally trained as a toolmaker, Craig holds a Master\u2019s degree in Applied Coaching. He contributes to the Focal Point Podcast and shares practical insights across social media on veterinary technology, business strategy and practice development.<\/p>\n\n\n\n

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Connect with Craig on LinkedIn ><\/a><\/p>\n\n\n\n

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I have been fortunate to work with new-start Small Animal practices and witness the variety in both ultrasound experience and how scans are charged to the customer. Some practices claim that they receive 15% of their revenue from ultrasound alone, yet others do not know what level of contribution their…<\/p>\n","protected":false},"author":16691,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","ep_exclude_from_search":false,"footnotes":""},"categories":[1353,1354,1903],"class_list":["post-116385","post","type-post","status-publish","format-standard","hentry","category-imv-ultrasound","category-imv-small-animal","category-new-start-practice"],"acf":[],"yoast_head":"\nHow to Develop the Skill & Will to Charge Every Scan Correctly | Vet Solutions<\/title>\n<meta name=\"description\" content=\"How to Develop the Skill & Will to Charge Every Scan Correctly. 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