Pricing Like a Boss & Maximizing Worth

This discussion enlightens viewers on how to hike transaction values, juice topline growth, slash lease costs, and upgrade gear to make your practice a valuation beast. Plus, unlock a powerful revenue stream by stocking and dispensing medication in-house—improving patient convenience while capturing profits.

1. Analyze price elasticity in veterinary services to identify pricing thresholds and leverage consumer surplus to optimize revenue without sacrificing client retention.
2. Implement pricing strategies that align with the perceived value of services, enabling more confident fee-setting and improved profitability across service lines.
3. Identify and apply key drivers of enterprise value, including transaction volume, revenue growth, lease optimization, and equipment investment, to increase practice valuation.
4. Evaluate the financial and operational benefits of in-house dispensing of medication as a means to enhance client convenience, compliance, and practice income.
5. Develop actionable plans to improve financial metrics and practice efficiency that can be directly shared with colleagues to drive business performance in their own clinics.

Scott Sheaffer, PMP:
Scott Sheaffer is a seasoned veterinary and healthcare management professional with over 25 years of experience driving operational excellence, strategic growth, and revenue expansion. As Chief Development Officer at Eye Care for Animals (2006–2016), he spearheaded a remarkable 1,000% revenue increase from $6M to $63M, overseeing 46 facility acquisitions and build-outs across 53 locations. His leadership in veterinary practice management continued as VP of Product Management at Pack Leader DVM (2016–2022), where he developed a practice management system to enhance operational efficiency. With expertise in multi-site oversight, financial management, and regulatory compliance, Scott has also held roles at National Veterinary Associates, Curo Pet Care, and Santgar, managing complex construction projects and implementing GMP-compliant policies. He holds a B.S. in Cellular Biology with a minor in Biochemistry from the University of Arizona. Based in Peoria, AZ, Scott is recognized for his strategic vision and ability to optimize cross-functional teams in high-growth environments.

Diego Garcia Santisteban, MBA: 
Diego Garcia Santisteban is a Chief Executive Officer, Board Member, and Co-Founder with over 15 years of leadership in the pharmaceutical and veterinary sectors. As CEO of Santgar Pharmaceuticals since 2009, he transformed the company into Mexico’s largest companion animal pharmaceutical firm of national origin, achieving a post-money valuation of $54 million USD by 2022. His strategic vision drove a $4 million investment round and the acquisition of Bausch & Lomb’s Mexico City sterile facility. Since 2022, as CEO of New Sight Pharma in Miami, Diego has led the development of Excentera LS, a top-selling drug for immune-mediated eye diseases in dogs, securing four global patents and co-authoring three scientific articles. A veterinary business instructor since 2022, he has educated over 1,000 students in Latin America through his own education platform. Diego holds a Bachelor’s in Business/Economics and a Master’s in Business Administration/Finance. Recognized as a Forbes Business Council member and founder of the Mexican Society of Veterinary Ophthalmologists. Diego is based in Florida.