5 Best Practices for Selling TPLO Recovery Packages
A Tibial Plateau Leveling Osteotomy (TPLO) is one of the most common orthopedic surgeries for dogs, but it's also a massive financial strain for pet parents, often costing between $3,500 and $7,000 per knee.
By the time they arrive at your rehabilitation clinic, their wallets are exhausted. However, selling single, pay-as-you-go sessions is a disservice to both the dog's recovery and your clinic's revenue. Dogs need consistent, long-term therapy to rebuild muscle mass and prevent injury to the opposite knee. Here are 5 best practices for selling comprehensive TPLO recovery packages.
1. Educate on the "Opposite Knee" Statistic
Studies show that up to 40-60% of dogs who tear one cranial cruciate ligament (CCL) will tear the other within a year. Use this statistic gently but firmly. Explain that rehabilitation isn't just about healing the surgical leg; it's about strengthening the core and compensating muscles to protect the healthy leg from a future $5,000 surgery.
2. Sell the Destination, Not the Modalities
Pet parents don't want to buy "10 sessions of underwater treadmill and cold laser therapy." They want to buy "getting Buster back to hiking on the weekends." Frame your packages around the clinical outcome and the timeline (e.g., "The 12-Week Return-to-Play Program") rather than listing the equipment you'll use.
3. Offer Tiered Pricing
Always present three options. A "Basic" package (minimum effective dose), a "Comprehensive" package (your recommended standard of care), and a "Premium" package (includes extras like custom home-exercise videos, supplements, or additional laser sessions). Most clients will naturally gravitate toward the middle tier.
"When you present a single price, the client asks 'Do I want this or not?'. When you present three prices, the client asks 'Which of these is best for me?'."
4. Integrate Financing Options
Because they just spent thousands on surgery, dropping another $1,200 to $2,000 on rehab is daunting. Make sure you accept CareCredit, Scratchpay, or offer in-house payment plans (e.g., splitting the package into three monthly installments).
5. Use Objective Progress Tracking
If you want clients to commit to a full package, you need to prove it's working. Use objective measurements like thigh girth (muscle mass), goniometry (joint range of motion), and stance analysis. Show them the data at week 4 to validate their investment and keep them committed through week 12.
