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. (Use our Post-Op Communication Generator to explain this clearly to owners). Here are 5 best practices for selling comprehensive TPLO recovery packages.
How do you explain the opposite knee risk to pet owners?
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.
Why should you 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.
How do you structure tiered pricing for rehab care plans?
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?'. It shifts the psychology from purchasing to selecting."
Why should rehab clinics offer 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).
How does objective progress tracking increase plan commitment?
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.
Frequently Asked Questions
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