Accurate ocular tonometry is possible in every veterinary practice. Modern digital tonometers are reliable, easy to use and also profitable. The importance of diagnostic tonometry is well established. Glaucoma and ocular hypertension are significant threats to the vision of veterinary patients. As primary care providers, it is important that general practitioners are able to recog- nize and document increases in intraocular pressure. If digital tonometers are reliable, easy to use, and well tolerated by patients, why are they not a standard in every general practice? Practices assume the investment required (in the low thou- sands, US dollars) will not allow a return on investment. “If a tonometer costs several thousand dollars, if we only use it occasionally, and if our fee for each use can’t be too high, then we will never pay for it, much less make it profitable.” Thankfully, even small, general practices have proved that wrong. Many are delivering elevated quality eye care us- ing digital tonometers, while finding their tonometers are significant profit centers as well. According to John Godbold, D.V.M., Stonehaven Park Vet- erinary Hospital, Jackson, Tennessee “Our digital tonom- eter has been the most profitable investment in equipment we have made”. He notes: “We invested in a digital tonom- eter to improve our quality of patient care. It has done that. We deliver better primary eye care now.” And, he adds “It has been a pleasant surprise that, with very frequent use, and modest, client friendly fees, our tonometer has been enormously profitable.” How has Dr. Godbold done this in his small volume, one veterinarian practice? He uses his tonometer to establish baseline readings on all patients during their first presenta- tion, or in the first few years of life. For patients predis- posed to glaucoma (42 canine breeds as well as mixes of the breeds), he monitors eye pressure annually or more often. Pressures are checked during all ophthalmological examinations, in all head or eye trauma patients, and in all patients over 6–7 years of age. “Practices can deliver improved patient care and still enjoy healthy return on investment. Tonometry without pressure is the new paradigm for eye care!” PAY BACK ANALYSIS EXAMPLE - PRICES MAY VARY PER MARKET ADD VALUE & CARE INCREASE PROFIT Examination charge / test Examination cost / test Examination income / test Number of examinations / year Total income / year Total investment Pay back time / weeks 10 7 1,820 94.3 20 17 4,420 38.8 30 27 7,020 24.4 40 37 9,620 17.8 10 7 3,640 47.1 20 17 8,840 19.4 3,300 3 (probe + time) 520 260 2600 30 27 14,040 12.2 40 37 19,240 8.9 10 7 18,200 9.4 20 17 44,200 3.9 30 27 70,200 2.4 40 37 96,200 1.8 Number of exams / week 5 10 50 37
