Vet Launch

John Younker, DVM, MBA
  • 5.0 (4)
  • ENTREPRENEURSHIP

As veterinarians, we are trained to handle the most complex problems in medicine and surgery. So why is it that the moment we look at a business items that we feel like we’re back in first-year anatomy? The truth is, the same brain that understands medicine can understand business concepts. If you are a clinic owner, a medical director, practice manager, an aspiring owner, or even a lead tech looking to understand the mechanics of how a practice actually runs, you’re in the right place. Every week, we’re going to tackle a new topic in the business of veterinary medicine.

Episodes

  1. 18H AGO

    Episode 10: How to Choose an Accountant for Your Veterinary Practice

    How to Choose an Accountant for Your Veterinary Practice (Vet Launch Podcast Ep. 10) Dr. John Younker interviews Ruben Cruz, CPA and founder of Cruliance (https://crulliance.com/), about choosing the right accountant for veterinary practice owners and startups. They explain key accounting roles (bookkeeper, CPA, tax strategist, managerial accountant, enrolled agent), why accurate bookkeeping matters, and why vets often should not do books in-house due to rework and poor data. They recommend interviewing 2–3 firms at least three months before opening, often choosing a veterinary specialist over a generalist, and clarify that remote firms can still handle state compliance. They outline what "proactive" accounting looks like, interview questions and red flags, common pricing models (hourly, fixed-fee, value-based), and onboarding expectations. They discuss simplifying cash flow with electronic payments, maintaining three months of reserves, paying yourself via payroll or distributions based on entity setup, using standardized chart of accounts for benchmarking, and receiving monthly P&Ls by the 15th. 00:00 Who Should Do the Books 00:59 Vet Financial Scorecard Basics 01:18 Episode Intro and Roadmap 02:58 Accounting Roles Explained 05:56 Bookkeeping Setup Choices 08:50 Owner Time vs Outsourcing 09:53 When to Hire an Accountant 10:46 Specialist vs Generalist 12:21 Do You Need Local 14:19 Proactive Accountant Defined 16:12 Interview Red Flags 17:06 Billing Models in 2026 18:56 Onboarding New vs Switch 20:54 Monthly Reporting Rhythm 22:04 Simplify Payments 23:17 Credit Card Workflow 26:16 Accounts and Reserves 27:51 Owner Pay Mechanics 30:12 Financial Statements Basics 31:59 Monthly P&L Cadence 34:44 Benchmarking Chart Accounts 37:32 AI in Accounting 39:44 Choosing the Right Accountant 40:55 TLDR Key Takeaways

    46 min

  2. MAY 5

    Episode 9: How to Choose a Group Purchasing Organization (GPO)

    Veterinary GPOs Explained: Discounts vs Rebates, Membership Fees, Vendor Alignment & Real Savings (with Vetcelerator CEO Drew Bartholomew)On the Vet Launch Podcast, host Dr. John Younker interviews Drew Bartholomew, CEO of Vetcelerator , to explain how veterinary group purchasing organizations (GPOs) work and how independent practices can choose and use them effectively. They compare GPOs and break down the three core value mechanisms—membership fees, rebates, and upfront discounts—emphasizing that vendor alignment (matching a GPO to what’s already on your shelf) determines whether savings are realized. Bartholomew explains why rebates can fail in day-to-day workflow because true net pricing isn’t visible at ordering, cites a VHMA survey showing many practices don’t know their savings, and estimates potential savings from $0 to about $2,000 per month per doctor. They discuss stacking GPOs, “primary” status, contractual terms and clean exits, adjacent services (study groups, coaching, marketing, etc), Vetcove’s role in reducing search costs, and key takeaways on standardizing formularies and avoiding duplicate products.00:00 How GPOs Work01:08 Podcast Intro and Guest02:49 Drew Background and Vetcelerator04:01 GPO Basics and Supplier Power06:09 GPO + Costco Model Explained07:41 Fees Rebates and Discounts09:40 Why Discounts Beat Rebates13:36 Measuring Savings and Deals16:48 Typical Savings and Membership Fees19:28 P&L Levers and COGS Focus23:27 How GPOs Choose Vendors26:49 Exclusivity And Primary29:06 Stacking Multiple GPOs31:07 Choosing The Right GPO32:25 Formulary Tradeoffs Framework36:56 Value Add Beyond Discounts39:49 Vetcove Price Aggregators43:38 Direct To Clinic Shift45:30 Exiting And Reviewing Contracts47:15 TLDR And Final Takeaways

    52 min

  3. APR 27

    Episode 8: How To Negotiate Lab Agreements

    How to Negotiate Lab Agreements: This is the episode that your sales rep would prefer you not listen to...Dr. John Younker breaks down how multi-year veterinary diagnostic lab agreements work and argues they function more like debt instruments than simple equipment deals, driven by minimum purchase commitments, exclusivity clauses, equipment “rental” structures, breach/acceleration penalties, and personal guarantees. He explains the vendors’ recurring-revenue business model and why their margins create negotiating room, then outlines how to evaluate offers by calculating net monthly obligation and benchmarking minimums against typical diagnostic spend (about 15–18% of gross revenue). He flags major risk clauses like price escalators, auto-renewal, and confidentiality, and recommends negotiating through a group purchasing organization for significantly better per-test pricing, gathering competing proposals from major vendors, using objective criteria and walkaway leverage, aiming for downside protection on minimums, pushing for hard price caps, and removing auto-renewal.00:00 Why Lab Deals Feel Secret03:07 Lab Contracts Are Debt04:45 Vendor Business Model Math09:19 Five Common Contract Mechanisms09:42 Minimums And Exclusivity12:08 Equipment And Breach Penalties16:58 Personal Guarantee Explained19:46 How to Compare Offers with Math23:06 Hidden Risk Clauses24:33 Negotiation Strategy Basics24:40 GPOs And Competitive Bids34:46 Key Asks Price Caps Renewals37:35 Why Savings Raise Value39:17 TLDR Summary and Share

    42 min

  4. MAR 31

    Episode 7: How to Set Veterinary Prices

    Pet owners spent over $140 billion on their animals last year. Veterinary revenue is up 40% since 2019. And yet practice profit margins just hit a 10-year low. Patient visits are down. Labor is consuming 40–50 cents of every dollar before you pay for a single drug or a square foot of rent. Something is structurally wrong — and it is not the demand side.The problem is pricing. Not volume.In this episode, John Younker, DVM, MBA breaks down exactly how to price everything in a veterinary practice — pharmacy, preventatives, labs, services, and surgery — using a math-based framework that works whether you are a first-year startup or a ten-doctor hospital. No guessing. No copying the clinic down the street. A system built from the ground up on what your specific practice actually needs to generate to stay financially healthy.You will learn: — Why the "parking meter" mental model changes how you think about every service you perform — The four economic zones of a veterinary practice and why each one prices differently — The exact multipliers and fees for oral meds, injectables, preventatives, labs, and OTC items — and the math behind each one — How to calculate your DVM and tech per-minute revenue targets from your own revenue goal — Why "shopped" services like exams and vaccines price differently than "unshopped" services like surgery and diagnostics — The most common surgery pricing mistake that costs practices thousands of dollars per procedure — How to start fixing your fee schedule this week without overhauling everything at onceIf you have ever shaved an estimate before the client saw it, guessed at a procedure fee, or charged the same thing you charged three years ago — this episode is for you.00:00 Revenue Up, Visits Flat — the paradox nobody is talking about01:14 The Profit Squeeze — how margins hit a 10-year low02:23 The Pricing Problem — why most fee schedules are just guesses04:24 The Parking Meter — what your practice costs per minute to operate07:00 Discounting and Cross-Subsidy — what happens when one service covers another's losses09:24 The Four Economic Zones — pharmacy, labs, services, and surgery09:58 Pharmacy Pricing Math — the framework that applies to every drug you dispense10:44 Oral Medications — the 2x multiplier and why the dispensing fee is not optional14:06 Injectables — why the 2.5x multiplier exists and what the admin fee is really for17:16 Preventatives — the Chewy problem and why matching market price is a strategy, not a concession20:04 Lab Pricing — the Three Tolls framework for in-house and reference lab fees24:21 Diagnostics — where your pricing power actually lives25:28 Service Pricing — the hardest category to price and why25:50 The Profit Pie — industry benchmarks for where every dollar should go26:51 Billable Minutes Math — how to calculate your true revenue-producing minutes27:50 DVM vs. Hospital Revenue — why not all revenue comes from the doctor29:38 The DVM Minute Multiplier — where 7.5x comes from and what it actually means31:15 Tech Minute Pricing — why the tech rate is lower and what it carries32:10 Service Fee Example — putting the per-minute framework into practice33:33 Shopped vs. Un-shopped Services — how to use market pricing without undercutting your math37:00 Surgery Hidden Costs — the line items most practices forget to charge39:54 Surgery Example — building a surgery invoice from the ground up42:06 Multi-Doctor Adjustments — how the framework scales beyond a solo practice43:19 Phased Fee Schedule Fix — where to start and what to do this week45:35 The Math-Driven Mindset — why pricing is a clinical decision, not a sales decision46:23 The Future of Vet Pricing — low-cost clinics, at-home diagnostics, and what's coming47:45 Final Wrap-Up

    48 min

  5. MAR 9

    Episode 6: Veterinary Marketing on a Budget

    Vet Clinic Startup Marketing: Branding, Websites, Local SEO, and Getting Found (with Jeremy DuPont)Dr. John Younker hosts Jeremy DuPont, a physical therapist-turned-marketer who started, scaled, and sold a cash-based PT clinic, to discuss gritty marketing for startup veterinary clinics with limited resources. They cover how strong branding differentiates a practice beyond common pet-logo clichés, using tools like Pinterest and AI to create an minimally viable brand kit, and the naming tradeoff between meaning and SEO. They outline website priorities using the StoryBrand framework, emphasizing “above the fold” messaging and clear next steps, plus essential pages and “money pages” for SEO. The episode stresses that Google Business Profile and local SEO matter more than generic traffic, with consistent updates and review velocity as key ranking factors. They also highlight grassroots community networking, reciprocal partnerships, backlinks, and trust-building to compete with corporate chains, especially in cold-start markets.00:00 Creative Logo Differentiation00:56 Startup Marketing Focus01:34 Jeremy’s Origin Story03:48 Branding Your Clinic Identity06:43 Naming and SEO Tradeoffs09:47 Affordable Design Options12:45 Website Copy Using Storybrand16:02 Above the Fold Essentials19:58 Website Pages and Structure21:59 SEO Pages and Vendor Vetting26:34 Local SEO and Google Maps28:33 Optimize Google Business Profile30:05 Weekly Posts and Photos31:38 Review Velocity Matters33:03 Scrappy Review Tactics35:29 Reduce Friction With Links39:14 Backlinks and Local Partners40:55 Grassroots Community Hustle47:46 Compete With Big Chains50:06 Ideal Vet Customer Journey51:47 Founder Marketing Playbook

    57 min

  6. MAR 2

    Episode 5: Clinic Design

    Veterinary Clinic Design for StartupsEpisode five of the Vet Launch Podcast focuses on veterinary clinic design through the lens of maximizing income-producing square footage. Dr. John Younker interviews Shawn Rainey, Director of Design at Blue Frog Construction, on why veterinary-specific design matters and the hidden costs in mechanical, electrical, and plumbing. They discuss ideal spaces , budgeting tradeoffs, treatment area concepts, reducing wasted space, and common design mistakes. The episode also outlines a design-build timeline and closes with client-experience considerations and financial metrics. 00:00 Opening Preview00:59 Episode Setup and Guest Introduction03:19 Why Vet Design Specialists05:47 Choosing the Right Space07:53 Workflow From Blank Plan10:47 Shell vs Renovation Costs12:38 Maximizing Revenue Zones15:53 Hallmarks of Great Layouts17:30 Trends in Modern Clinics21:17 Balancing Wants and Budget23:31 MEP Hidden Cost Traps26:09 HVAC Codes and Odor Control27:31 Electrical and Gas Shortcuts28:45 Soundproofing the Hospital29:12 Soundproofing Strategies30:40 Splurge Versus Save31:41 Flooring Choices Explained36:10 Design Phase Mistakes38:19 Storage And Workstations41:18 Design Build Timeline45:34 Construction Surprises47:59 Design Build Versus Separate51:02 Dr. Younker TLDR Section53:23 Future Capacity Planning54:51 Younker Clinic Design Principles56:49 Opportunity Cost Math58:18 Final Wrap And What's Next

    59 min

  7. FEB 11

    Episode 4 - Finding a Location for a Veterinary Startup

    Veterinary Real Estate: Finding & Negotiating Your Perfect Clinic Location!In Episode 4 of the Vet Launch Podcast, Dr. John Younker explores the crucial elements of finding and negotiating the ideal location for a veterinary startup. He emphasizes the importance of location by citing that 80% of future clients live within a 10-minute drive of the clinic. Dr. Younker is joined by his friend and expert commercial real estate broker, Kelly Edge, principal at Lightpointe Realty, who specializes in healthcare commercial real estate. Together, they delve into the complexities of negotiating leases, identifying suitable properties, zoning considerations, and the essential differences between retail and standalone locations. The episode provides actionable insights into elements such as triple-net leases, tenant improvement allowances, and ensuring legal clauses that protect future business transitions. Throughout the discussion, they share real-world examples and personal anecdotes, guiding listeners through the rollercoaster ride of securing a successful veterinary clinic location.00:00 Introduction: The Importance of Location in Veterinary Real Estate00:43 Meet the Expert: Kelly Edge's Background01:50 Finding the Perfect Spot: A Personal Journey04:48 The Challenges of Negotiation09:59 The Role of a Specialized Real Estate Agent14:04 Buy vs. Lease: Making the Right Decision18:08 Understanding Zoning and Its Impact21:12 Evaluating Potential Spaces: Red Flags and Essentials25:10 Assessing the Space: Power, HVAC, and Costs26:47 Strategic Location: Neighboring Businesses28:47 Finding the Right Square Footage31:48 Understanding Lease Types and Costs34:53 Negotiating Lease Terms36:34 The Importance of Long-Term Leases38:10 Protecting Your Practice with Lease Clauses43:11 The Legal Phase: Engaging Attorneys45:03 Final Thoughts and Key Takeaways

    50 min

  8. JAN 26

    Episode 3: The Anatomy of a Veterinary Startup Loan

    Episode 3: The Anatomy of a Veterinary Startup Loan In this episode of the Vet Launch Podcast, Dr. John Younker dives deep into the intricacies of veterinary startup loans, providing essential information for aspiring veterinary clinic owners. He begins by discussing the strong success rates of these loans and emphasizes that veterinary startups are a safe bet for banks. Dr. Younker then breaks down the different types of loans available, including conventional veterinary startup loans and SBA loans, highlighting their respective advantages and requirements. He also covers critical factors for securing a loan, such as liquidity, credit score, and production history. Additionally, the episode explains key loan components like interest rates, loan terms, prepayment penalties, interest-only periods, and how construction and other project costs are managed. Dr. Younker also addresses the importance of preserving cash flow in the early days of a business and offers tips on negotiating the best loan terms. Concluding the episode, he briefly touches on miscellaneous benefits provided by banks and previews the next episode on choosing the right location for a veterinary clinic.00:00 Introduction: The Surprising Success of Veterinary Startup Loans00:52 Understanding Veterinary Startup Loans01:54 Types of Veterinary Loans: Conventional vs. SBA06:07 Qualifying for a Veterinary Startup Loan11:05 Loan Components: Interest Rates and Terms16:20 Prepayment Penalties and Interest-Only Periods22:17 Additional Loan Requirements and Considerations24:18 Conclusion and Next Steps

    26 min

  9. JAN 26

    Episode 2: The Real Pro's and Con's of Veterinary Ownership

    Episode 2: The Real Pro's and Con's of Veterinary OwnershipIn this episode of the Vet Launch Podcast, Dr. John Younker sits down with Dr. Matt Bradley to discuss the raw realities of veterinary ownership. Dr. Bradley shares his journey of launching Modern Vet in Johns Creek, Georgia, touching on the financial and emotional challenges he faced. They cover essential topics such as the importance of partner/spousal support, finding the right location, securing financing, and dealing with competition. Dr. Bradley also offers invaluable advice on marketing strategies and managing burnout. This candid conversation provides a fresh and practical perspective on the ups and downs of starting a veterinary practice.00:00 The Struggles of Starting Out01:24 Introducing Dr. Matt Bradley00:43 The Journey to Veterinary Ownership04:56 Balancing Personal and Professional Life08:14 Overcoming Fears and Challenges15:55 Logistics of Starting a Veterinary Practice21:12 Choosing the Right Location28:07 Finding the Right Contractor29:47 Choosing Lease Space vs. Buying Land32:14 Essential Equipment and Budgeting35:17 Hiring and Staffing Decisions37:03 Early Days of the Practice40:15 Marketing Strategies and Challenges45:37 The Journey to Stability49:08 The Realities of Ownership and Burnout52:12 Advice for Aspiring Owners53:50 Final Thoughts and Encouragement

    54 min

  10. JAN 6

    Welcome to the Vet Launch Podcast

    In this introductory episode, Dr. John Younker (DVM, MBA) kicks off a year-long mission to bridge the gap between the DVM and the CEO. From the gritty reality of de novo startups to your exit strategy, Dr. Younker pulls back the curtain on every stage of the veterinary lifecycle. Whether you’re an aspiring owner or a veteran leader, this episode sets the stage for a 52-week masterclass in building a thriving, sustainable, and scalable practice. (00:00) Introduction (00:48) Who is this podcast for? (01:47) Bio: Early Career as an Associate Veterinarian (05:54) From Startup to Multi-Site Practice (09:05) The Unexpected Exit (12:44) What Now? (14:19) Why another Veterinary Podcast? (15:07) Pillar 1: The Veterinary Startup (15:46) Pillar 2: Growing an Established Practice (16:29) The Exit Strategy (17:36) What's coming up next week

    19 min
  • 10 Episodes

5
out of 5
4 Ratings

About

As veterinarians, we are trained to handle the most complex problems in medicine and surgery. So why is it that the moment we look at a business items that we feel like we’re back in first-year anatomy? The truth is, the same brain that understands medicine can understand business concepts. If you are a clinic owner, a medical director, practice manager, an aspiring owner, or even a lead tech looking to understand the mechanics of how a practice actually runs, you’re in the right place. Every week, we’re going to tackle a new topic in the business of veterinary medicine.

Information

  • Creator
    John Younker, DVM, MBA
  • Years Active
    2K
  • Episodes
    10
  • Rating
    Clean
  • Copyright
    © John Younker, DVM, MBA
  • Show Website
    Vet Launch

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