Rainmaker U
Module 7
PharmaCo’s Sales Process
PharmaCo, LLC represents a
nationwide pharmacy collective
providing seamless workflow solutions for
physicians participati...
Two sets of Key Value Propositions:
One for the doctor
One for the patient
For the patient
For the patient with chronic, unresolved, often
unrelenting pain, to add to that burden the risk of
seriou...
For the patient
PharmaCo’s commitment to the patient is that we will
do everything in our power to make the products
acces...
A bit of perspective, some hints and a few suggestions

People often stereotype people who are on pain
medications chronic...
It is important for each rep to understand that we are
not selling a drug. While we may have extensive
knowledge of our pr...
It is important to note who is NOT our patient. If a
patient presents with pain at a 9 or 10 on the pain scale,
then they ...
What to expect in the doctor’s office

The pain creams we promote contain familiar and trusted active
ingredients. You wil...
The Office Manager

Often when you tell the gate keeper you are from a
compounding pharmacy, they will have you talk to th...
What are the issues?

The single biggest issue seen in a doctor’s office is that they do not
have motivation to change. Ch...
If they are already prescribing

If they are already prescribing, then you would start
with using us for the PharmaCo Free...
If they are not yet prescribing

If they are not yet prescribing compounded medications, it is possible
they have not even...
Ask for the business

A sales person who doesn’t close is like a doctor who
doesn’t write prescriptions, a banker who does...
Why should the doctor change?

 We have the most comprehensive, robust and
unique program in the industry.
 All the road...
The PharmaCo
Freedom Program
Robust Insurance Coverage
PharmaCo has contracts with most third party
payors. Your patient’s prescription claim will be
s...
Assistance for Out of Pocket Expense

PharmaCo can introduce your patients to an
outside company to ensure they get the
me...
e-Script
PharmaCo will provide proprietary software so you
can e-Prescribe our topical pain creams at the touch
of the scr...
What to leave behind
In considering what to leave behind, a rep must
understand first, that we represent Compounding
Pharm...
Objections
Why treat musculoskeletal or neuropathic pain topically?

Topical preparations are site specific. They have very low syste...
What is different about your company compared to my
local compounding pharmacy?

PharmaCo’s Freedom Practice Support Progr...
With the meningitis outbreak still going on
are you really going to talk to me about
compounding pharmacy?

Just like the ...
My practice is nearly 100% injection
treatment protocol. I have little use for
topical products.

There are 2 points to ma...
In my experience, topicals are only effective
in small joint pain. You are a niche product.

The three points to make in t...
In my orthopedic practice, we do not deal with longterm med prescriptions. We are surgical.
You may be wasting your time c...
Weird means hassles

We have to get the word out about PharmaCo’s Practice
Support Program. It solves every road block to ...
Power Phrases
PharmaCo’s Freedom Program is
unique in the industry-we have made
the prior authorization process
obsolete. We make it eas...
We can help your patients with
chronic pain-and make it painless for
you at the same time. PharmaCo’s
Freedom Program has ...
“Your patients with unresolved pain
get pain relief where they need it
without exposing the whole body to
side effects, to...
For your patients with unresolved
pain who are at risk of GI bleed due
to NSAID use, liver toxicity due to
overuse of Tyle...
The PharmaCo Freedom Practice
Support Program resolved every
roadblock to the patient getting the
safest, most effective t...
Can you think of 5 patients right now who
could benefit from topical pain relief?
You get all the benefits of the
PharmaCo Freedom Program with no
more input or action on your part.
Write the script, fax ...
Will you complete and fax in the Rx
Fax Form for your patients who have
ongoing degenerative joint disease
issues and coex...
Based upon PharmaCo’s unique cost
and time saving benefits for your
patients your practice, will you use
our e-Script solu...
Will you complete and fax in Rx Fax
form for your patients with diabetes
and arthritic conditions?
The Top 10 Reasons to Go
Back into A Doctor’s Office:
10
PDF personalized with
the doctor’s information
9

You can make an appointment and
take lunch into them. If they are
already writing and you know you
could find places to...
8

You can go back to leave the patient
information handout for our migraine
product with the doctor. You can find it
in t...
7

Ask whether they used it. What was
the result? Issues? Problems? If they
did not use it, the same still applies.
What w...
6

Every time you go back in you
can sell a new patient type.
“Can you think of 5 patients
who...?” You can sell for each
...
5

Go back to the doctor’s
office because it’s Tuesday.
4

If a new insurance company has
been added to our list of
carriers, you really need to be in
there anyway. What a great ...
3
Go in to ask the doctor
for a referral to a no-see
doctor.
2

Pick a different key selling
message to emphasize every time
you go back in. Of course you will
want to reinforce all o...
1
Success
!
How to get the Rx filled with no glitches
Don’t change anything and include all
requested information every time.
Incomplete Patient Information
– More Work
Unfortunately, 90%+ of the scripts we receive are
incomplete, resulting in call...
I ran it through the fax, what happens to it?
The doctor faxes the script to the number on the Rx. Due to
the various stat...
Rx Pad

Brochure

You have your NDA, your contract,
your Rep ID, You’ve completed
training and you’re HIPAA certified,
you...
Screen Shot 2013-01-05 at 6.56.52 PM
Decide Where to Go
• Call on existing contacts
• No designated territories
• Stay close to home
• Get a list
•

InfoUSA.co...
One of our very successful
reps gave us a tip. She will
use Google to find the
nearest podiatrist, pain
management doctor,...
Stay in Tune with
PharmaCo’s Profit Portal
PharmaCo’s Target Specialties








Podiatrists
Sports Med/Ortho
Pain Management
Rheumatologists
Internal Medicin...
The PharmaCo Freedom Practice Support Program is
unique in the industry. We make it easy to treat intractable
pain. We hav...
In Summary
The topical pain creams we promote are safer and
have a solid basis for use of the drugs in combination.
For a ...
Rmu 1 2 module 7 sales process 10 22-13
Rmu 1 2 module 7 sales process 10 22-13
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  • Read it out loud.
  • Read it out loud.
  • The PharmaCoPractice Support Program is unique in the industry. It is designed to support the physician as well as the entire staff. It will improve workflow, making operations more efficient and reduce practice overhead. Sometimes we hear “The pharmacy we are using does that.” The pharmacy they are using may do one or two of these things. There is no one else out there who is doing all of these things. Taken as a whole, the PharmaCo Practice Support Program is truly unique in the industry. We will cover each of the points of the Practice Support Program later in this module.
  • Read it out loud. Other than the key value propositions for both the doctor and the patient, everything else is just nice to know. Don’t get “wrapped around the axle.” or “lost in the weeds” or whatever your favorite way of getting off track happens to be. Keep the key value propositions in sight and get out there into doctors’ offices. Make a difference for someone in pain.
  • One way to get creative about no-see doctors is to ask your existing doctors for referrals into a no-see doctor. Another is to think about who you know that may know someone they know. Ask for an introduction. Think about your ideas for getting in to see that critical no-see doctor. We’d love to see your ideas on the PharmaCo Pulse on Facebook.
  • When talking to anyone you must prioritize which group of key value propositions they care about. To get past the first question and let her know the doctor needs what you have, you can ask if they have any patients who are on too much Vicodin or Percocet. Maybe ask if they have any patients who have unresolved pain. Do this very quickly and then get to the part about making her life easier. This is the PharmaCo Practice Support Program. All the ways we make it simple and “painless” for her, even to the point of making prior auth obsolete.
  • A sales person who doesn’t close is like a doctor who doesn’t write prescriptions, a banker who doesn’t cash checks, a postal carrier with no letters...hungry and homeless
  • How can we make it clear that the best path for both the patient and the doctor is for the doctor to change? The change could be either from one compounding pharmacy to another or from ora pain medications to something new with a learning curve.
  • A representative of a pharmaceutical manufacturer would be required by the FDA to leave full prescribing information on every call. We are not regulated by the FDA. There is no such requirement on Compounding Pharmacies. Our leave behinds would include copies of the Rx pad, a business card, possibly a brochure with your phone number.
  • Remember-objections are buy signals in the making. Like a stack of plates in a cafeteria, they keep popping up until there are no more. Then all there is left is for the doctor to say OK. If they weren’t interested, they wouldn’t bother with objections. When they have objections you are on the right track!
  • A summary to go along with the handling of this objection might be: “For your patients with unresolved pain as well as GI risk factors, CV risk, GI bleeds or sensitivity and decreased hepatic or renal function, the topical pain cream is a safer and better option with multiple modes of action to resolve multiple mechanisms of pain.
  • In an office that is already using a compounding pharmacy, the biggest selling point is the PharmaCo Freedom Practice Support Program. This program is absolutely unique in the industry and designed to solve every problem a physician practice or a patient might encounter when using a compounding pharmacy. We can actually say “We have made prior authorization obsolete.” You would, of course, explain the components of the Practice Support Program.
  • The INDICATIONS AND USAGE section of the Voltaren Gel package insert reads as follows:Voltaren® Gel is indicated for the relief of the pain of osteoarthritis of jointsamenable to topical treatment, such as the knees and those of the hands.• Voltaren® Gel has not been evaluated for use on the spine, hip, or shoulder.You will likely hear “small joint” comments. The products we are promoting have many benefits over Voltaren Gel, including use on all joints, and more importantly multiple modes of action. Voltaren gel has one active ingredient, diclofenac, an NSAID. Chronic and neuropathic pain do not have one simple cause. It requires multiple treatment modalities to treat multiple causes of pain.
  • While doctors won’t actually come out and say this, it is often a barrier to use of our products. They know that anything even slightly off the beaten path will cause an insurance claim to be rejected, starting the onslaught of paperwork and phone calls. The doctors’ offices are already pushed beyond normal limits to see as many patients as they are already seeing in a day. They absolutely do not have the capacity to risk this kind of scenario.
  • It is widely known by pharma reps that your words must make an impact in about 30 to 40 seconds. If you achieve this, then you will get a few more minutes to make your point.Whether you start with the key value propositions that this approach is safer, more effective, non-addictive and faster-acting – with less health risk to the patient and less professional risk to the doctor, or whether you start with the Practice Support Program is determined by what the doctor is already doing.
  • And the last one for now: Read the screen. Please think of your power phrases, try them out in a few calls and post them on PharmaCo’s Pulse, the Facebook group for PharmaCO reps.
  • The idea is that if you send them a pdf with their information in it, they can print off their own copies, so they never run out AND they don’t have to write in their information every time.
  • This one is the last one for now. How many more can you think of? Share them with us on the Pulse!
  • As sales reps we know we need to have a reason to be in the office talking to the doctor. No one wants to be the rep who says “Hi! It’s me again!” Here are the top 10 reasons to go back into a doctor’s office.
  • Hear me out here. My point is that there is always a reason to go back. Maybe it is someone’s birthday, maybe it is their grand opening. Maybe they only see reps on Tuesday. Think of something that has to do with it being a particular day. Take 4th of July snacks.
  • The number one reason to go back? That’s what it takes to make money in this business!
  • In an arena where there is a great unmet need, we have made it possible for the doctor to prescribe the best option for their chronic pain patients by solving the problems of complexities, confusion, hassles, difficulties, delays and frustrations. The only thing they have to specifically request is to write “overnight” on the Rx if they need it. Half of the value PharmaCo brings to the marketplace is ease of use. Seamless fulfillment for the doctors’ Rxs. If they don’t include the the patient information with the Rx, then it starts a chain of phone calls. Be sure they get started off on the right foot and fax what we need every time.
  • In an arena where there is a great unmet need, we have made it possible for the doctor to prescribe the best option for their chronic pain patients by solving the problems of complexities, confusion, hassles, difficulties, delays and frustrations. The only thing they have to specifically request is to write “overnight” on the Rx if they need it. Half of the value PharmaCo brings to the marketplace is ease of use. Seamless fulfillment for the doctors’ Rxs. If they don’t include the the patient information with the Rx, then it starts a chain of phone calls. Be sure they get started off on the right foot and fax what we need every time.
  • You have your NDA, your contract, your Rep ID, You’ve completed training and you’re HIPAA certified, you know what to say and who to say it to. Now what? You need the Rx pad and one other item, maybe a brochure or a business card. Something with your phone number is essential.
  • As a successful sales person you already know how to plan your day. It is also true that pharma reps have usually been handed a territory already loaded into a database.maCo has no designated territories. For the most part you can go anywhere. With considerations about traffic congestion, gas prices and time limitations we all feel, it makes sense that we should stay close to home. It is also true that there are plenty of doctors who are great targets for our products in nearly any geographic area.With that being said, the first thing you need to do is pick the cities or areas of a city where you want to work. If you are tempted to drive an hour and a half to talk to one “really great writer”, consider how many doctors’ offices you could be in during the 3 hours it would take to make the round trip. It may or may not be worth the trip.Once you know where to go for calls and have defined the area by either city or zip code, then you need a doctor list. Even if you have spent many years calling on doctors in a particular area, you may have been calling on a different set of specialties than PharmaCo is targeting. One way to get the list of doctors you need is to go to the internet and do searches. As odd as it may sound in this information age, this is not a very good source of information. The companies who sell lists have made it difficult, if not impossible to glean the data in bulk from the internet. It may be possible, but it is certainly time consuming and frustrating. If it stops or delays you from making calls, it is not worth the savings. A couple of good ways to get lists are: First, you could Google “list broker” and call a few to see who has the best deal. Be sure to find our what you are getting. Name, address, and phone number at a minimum. Some include office manager’s name and other details about the business. Be sure to ask how recently the data was refreshed or verified. Also ask about getting money back for inaccurate data. One list broker you can start with is InfoUSA.com. A second method is to Google “The Little Blue Book”. This is an inexpensive wealth of information. The book is available for purchase by geographical area.
  • One way I have found to manage my territory is to find one doctor who is a good prospect for PharmaCo, then call on that doctor and all relevant doctors in the same building.
  • Before you actually go into an office you must check the PharmaCo Pulse (The Pulse is PharmaCo’s website back office where you can keep your finger on the life of the business.) for availability of that doctor. Once the doctor writes one script for us, the doctor is tied to that rep in our data base and is no longer available for solicitation by any other rep. The sales rep gets paid for one year on new prescriptions written by that doctor. We are not paid on refills, cash prescriptions or prescriptions that are not covered by insurance. Once the doctor has written prescriptions for one year, they will show up as “company” in the Pulse database.
  • Podiatry. Surprisingly, the reps who have been in the field for years say this is our number one target. Sports medicine/ortho. They see everything. Necks, shoulders, elbows, wrists, fingers, hips, knees, ankles, feet. That is pretty much everything. Pain management Rheumatologists Internists. (With I.M. and F.P., you will most often have to sell the concept first.) Family Practice Geriatrics (remember we don’t take medicare, but we do take their supplemental plans.) Oncology (chemotherapy induced peripheral neuropathy) Plastic surgery Anesthesiology (Many of these have 2 practice locations. One in a surgery center or hospital and a second in a private pain management office. Don’t go on a wild goose chase looking for an anesthesiologist in the wrong place.)
  • Read the screen. When you are speaking to a doctor who already uses compounded topical pain treatments, then you would lead with PharmaCo’s Physician Practice Support Program. The specifics of the Physician Practice Support Program will be delineated later in this module.In an arena where there is a great unmet need, we have made it possible for the doctor to prescribe the best option for their chronic pain patients by solving the problems of complexities, confusion, hassles, difficulties, delays and frustrations.
  • Rmu 1 2 module 7 sales process 10 22-13

    1. 1. Rainmaker U Module 7 PharmaCo’s Sales Process
    2. 2. PharmaCo, LLC represents a nationwide pharmacy collective providing seamless workflow solutions for physicians participating in topical treatment plans and weight loss. In particular PharmaCo offers an alternative approach to pain management with less health risk to patients and less professional risk to doctors.
    3. 3. Two sets of Key Value Propositions: One for the doctor One for the patient
    4. 4. For the patient For the patient with chronic, unresolved, often unrelenting pain, to add to that burden the risk of serious cardiovascular risks including heart attack and stroke. To add the risk of GI bleeds and perforations. To add the risk of hearing loss, and kidney and liver damage when there is another option--Is unthinkable. We truly have a story that needs to be told.
    5. 5. For the patient PharmaCo’s commitment to the patient is that we will do everything in our power to make the products accessible to the patient. For the patient with unresolved, chronic pain, we offer a solution which is: Safer More effective Non-addictive Faster acting
    6. 6. A bit of perspective, some hints and a few suggestions People often stereotype people who are on pain medications chronically, and who exhibit drug-seeking behavior, as addicts, or bad people – people who should be lumped in with street addicts and criminals so common in our society. It is important that we keep in mind as we talk about this group of patients that they are people just like you and me, who have had a sickness or injury that causes ongoing, often unrelenting pain. They take more pills and take them more often because the pain they are experiencing is unresolved. It follows that some of them will become addicted. We must keep in mind as we talk to doctors that these patients deserve our respect and our professionalism just as a patient who has breast cancer, diabetes, AIDS or the common cold.
    7. 7. It is important for each rep to understand that we are not selling a drug. While we may have extensive knowledge of our products and our competitors’ products, we are selling the services of compounding pharmacies, focusing on pain creams. One way to approach the doctor is to begin with a simple phrase like, “We are PharmaCo, the premier network of compounding pharmacies.” Show them the Rx pad and say, “Here is an easy way to prescribe some of the most commonly used topical pain preparations.”
    8. 8. It is important to note who is NOT our patient. If a patient presents with pain at a 9 or 10 on the pain scale, then they need stronger pain relief than our products can provide. A patient who is post surgery will usually fall into this category. Anyone with an open wound or rash or raw skin is also not a candidate for topical preparations. Exceptions to this are products specifically formulated for wound healing.
    9. 9. What to expect in the doctor’s office The pain creams we promote contain familiar and trusted active ingredients. You will likely never get the question, “What is this drug?” You may be asked why a particular drug is in a certain formula. The rationale for any drug’s inclusion in the formula has been covered in the Drugs section of this training. It is not news to anyone that it is harder to get in than it was a few years ago. Some of our top reps say the best advice to is plan your territory, keep excellent records of who you talked to and when. Keep a schedule and keep going back. Of course you can only keep going back in where they will see you at all. If a doctor you really want to see is “no see” you will have to either get creative or take them off your list and go where you can make an impact. There are still enough doctors out there who will see us that you don’t have to lament over the ones who won’t.
    10. 10. The Office Manager Often when you tell the gate keeper you are from a compounding pharmacy, they will have you talk to the office manager. This applies more to pain management offices or other doctors who are already using compounding pharmacy. The ones who haven’t gotten this far yet will just lump you in with pharma reps and send you through the hoops that are set up for pharma reps. What she is wondering when she is talking to you is: “Is the doctor interested in this?” “How can I most quickly get rid of this person?” and “Is there any way she/he could make my life easier?”
    11. 11. What are the issues? The single biggest issue seen in a doctor’s office is that they do not have motivation to change. Change from either writing compounding prescriptions from a compounding pharmacy that is at least known, even if they are not really happy with the process or the service. It might also be to change from writing familiar oral products to topical products. To best address this resistance to change, you can divide the practices into two broad groups. The first is physicians who are already writing compounded pain medications or already use compounding as a source for other solutions. The second group is the group of physicians who are not prescribing any compounded prescriptions at all. The same issues and key value propositions need to be hit, but in a different order.
    12. 12. If they are already prescribing If they are already prescribing, then you would start with using us for the PharmaCo Freedom Practice Support Program. Especially impactful is the fact that we have made Prior Auth obsolete. Try it in an office. It will be fun, I promise. Then you would go on to the faster on-set, safer, more effective, less addictive benefits.
    13. 13. If they are not yet prescribing If they are not yet prescribing compounded medications, it is possible they have not even thought of it as a possibility. Then you need to start with painting the picture of the patient. Chronic, often unrelenting pain. They have tried everything to no avail. The doctor and patient are both at wit’s end. You do not have to go for the worst patients. Just ask if they have patients who are on more OTC ibuprofen or Tylenol than they should be. Ask if they have any one who calls too often for their Vicodin. (As an aside, many pain management office will say they don’t prescribe any Vicodin.) Tell them these are the patients who can benefit from a safer, more effective, non-addictive alternative.
    14. 14. Ask for the business A sales person who doesn’t close is like a doctor who doesn’t write prescriptions, a banker who doesn’t cash checks, a postal carrier with no letters…
    15. 15. Why should the doctor change?  We have the most comprehensive, robust and unique program in the industry.  All the roadblocks to prescribing have been blasted out of the way.  The PharmaCo Freedom Practice Support Program has made prior authorizations unnecessary for our products.  E-Script PharmCo tablet computer for easy prescribing. Web-based for secure storage and easy access. HIPAA compliant encryption.
    16. 16. The PharmaCo Freedom Program
    17. 17. Robust Insurance Coverage PharmaCo has contracts with most third party payors. Your patient’s prescription claim will be submitted to their insurance. Most cover compounds.
    18. 18. Assistance for Out of Pocket Expense PharmaCo can introduce your patients to an outside company to ensure they get the medication they need. The out of pocket expense can be lowered, often to as low as $15.
    19. 19. e-Script PharmaCo will provide proprietary software so you can e-Prescribe our topical pain creams at the touch of the screen. It is cloud-based, HIPAA compliant and work flow optimized.
    20. 20. What to leave behind In considering what to leave behind, a rep must understand first, that we represent Compounding Pharmacies, not drug manufacturers, and second, that Compounding Pharmacies are regulated by State Boards of Pharmacy, not the FDA.
    21. 21. Objections
    22. 22. Why treat musculoskeletal or neuropathic pain topically? Topical preparations are site specific. They have very low systemic absorption when applied topically, yet the concentration at the site of administration can be 30-fold higher than with an oral dose. What this means to your patient is that they get effective pain relief with no systemic side effects. As a doctor, you can choose a customized approach to treat specific types of pain using multiple mechanisms of action, There are multiple causes of chronic pain. One topical cream can have 4 to 6 different treatment modalities to address each of the different pain etiologies. No single agent can address the complex set of pathologies occurring in chronic pain or neuropathic pain.. By using various medications with different mechanisms of action, you can more effectively treat both nociceptive pain and neuropathic pain. This also protects the patient from ineffective pain control, tolerance and the related dose creep, addiction, serious adverse events, abuse, overdose, or diversion.
    23. 23. What is different about your company compared to my local compounding pharmacy? PharmaCo’s Freedom Practice Support Program is absolutely unique in the industry and designed to solve every problem a physician practice or a patient might encounter when using a compounding pharmacy. You would, of course, explain the components of the Practice Support Program, including the E-prescribe tablet system. Our combination topical pain medications are similar but different than what other compounding pharmacies provide. We have partnered with pain specialists and pharmacists to develop the best combinations that attack specific types of pain with specific types of medications that give your patient the best chance of pain resolution. For example-(show the doctor the Rx and use one cream that applies to her situation) tell her how each ingredient hits multiple complex pathologies.
    24. 24. With the meningitis outbreak still going on are you really going to talk to me about compounding pharmacy? Just like the dentist in Colorado who for 12 years reused dirty needles does not implicate every dentist, so PharmaCo’s pharmacy partners are not NECC. (See full discussion of this topic elsewhere in Rainmaker U) Just like the hamburger joint down the street that makes a bunch of people sick would not keep you from ever eating out again, so PharmaCo’s pharmacy partners are not NECC. (See full discussion of this topic elsewhere in Rainmaker U)
    25. 25. My practice is nearly 100% injection treatment protocol. I have little use for topical products. There are 2 points to make with this doctor. 1. There is an effort in these patients to address differing levels of pain and inflammation that hinder patient progress during traditional physical therapy and alternative forms of musculoskeletal rehab. The benefits of a topical Rx product in the patient’s hands (literally) can be a bridge to support the patient’s progress during these other forms of treatment. 2. A topical anti-inflammatory and analgesic Rx product works to help a patient maximize recovery time in combination with your injection protocol and avoids patients self medicating with OTC NSAIDs or Tylenol without your approval.
    26. 26. In my experience, topicals are only effective in small joint pain. You are a niche product. The three points to make in this case are: 1. If I were your rep with Voltaren Gel, I might agree with your comment, but I am your PharmaCo rep with a vastly different and more effective approach to inflammation and pain. 2. Our FDA approved active ingredients have different mechanisms of action to synergistically tackle inflammation and pain for 19 different indications as stated on our Rx Fax Form. 3. Beyond joint benefits, our products provide effective treatment for neuropathy, neuralgia and vascular circulation deficit with or without pain. With all due respect, we are not a niche product company.
    27. 27. In my orthopedic practice, we do not deal with longterm med prescriptions. We are surgical. You may be wasting your time calling on my practice with your products. 1. I totally agree; we are on the same page because our Practice Support Program works on behalf of prescribing orthopedic practices and in your setting you are not dealing with on-going Rx refill hassles. 2. Your completed Rx Fax form for one of our antiinflammatory and analgesic products provides a seamless bridge for treatment that extends beyond your protocol for oral Rx meds, to include the avoidance of continued opioid prescriptions. 3. PharmaCo has your patients’ best interest in mind; within 3-5 days of Rx Fax form receipt, your patients receive 60 grams of product for $60 regardless of insurance coverage.
    28. 28. Weird means hassles We have to get the word out about PharmaCo’s Practice Support Program. It solves every road block to a patient receiving the care they need. It is an enormous benefit that we can say “We have even made the prior authorization process obsolete.” PharmaCo’s Practice Support Program is designed for patients who have insurance but are unsure of the exact terms of coverage. When a doctor writes a script for a patient with insurance they will receive the product regardless of pharmacy benefits.
    29. 29. Power Phrases
    30. 30. PharmaCo’s Freedom Program is unique in the industry-we have made the prior authorization process obsolete. We make it easy to prescribe compounded prescriptions. PharmaCo looked at every step of the process and found a way to resolve every issue-you will never get into the morass of paperwork an insurance request often triggers.
    31. 31. We can help your patients with chronic pain-and make it painless for you at the same time. PharmaCo’s Freedom Program has resolved every roadblock to the patient getting the safest, most effective treatment possible.
    32. 32. “Your patients with unresolved pain get pain relief where they need it without exposing the whole body to side effects, toxicities and addiction.”
    33. 33. For your patients with unresolved pain who are at risk of GI bleed due to NSAID use, liver toxicity due to overuse of Tylenol, kidney damage or addiction due to hydrocodone or oxycodone use-we provide safe and effective topical creams targeted to treat a specific pain mechanism.
    34. 34. The PharmaCo Freedom Practice Support Program resolved every roadblock to the patient getting the safest, most effective treatment possible.
    35. 35. Can you think of 5 patients right now who could benefit from topical pain relief?
    36. 36. You get all the benefits of the PharmaCo Freedom Program with no more input or action on your part. Write the script, fax it to the number on the script and forget it.
    37. 37. Will you complete and fax in the Rx Fax Form for your patients who have ongoing degenerative joint disease issues and coexisting cardiac, renal, GI, hepatic or renal concerns? May I email the Rx form to your office?
    38. 38. Based upon PharmaCo’s unique cost and time saving benefits for your patients your practice, will you use our e-Script solution for the types of patients you see every day that can not take NSAIDs or opioids? How many forms may I leave for you?
    39. 39. Will you complete and fax in Rx Fax form for your patients with diabetes and arthritic conditions?
    40. 40. The Top 10 Reasons to Go Back into A Doctor’s Office:
    41. 41. 10 PDF personalized with the doctor’s information
    42. 42. 9 You can make an appointment and take lunch into them. If they are already writing and you know you could find places to increase their use, then this is a no-brainer. At $50 or $100 per Rx lunch becomes pretty affordable.
    43. 43. 8 You can go back to leave the patient information handout for our migraine product with the doctor. You can find it in the Profit Portal. Go to www.pharmaco.me, log in with your rep ID and password. There you will find a number of helpful documents.
    44. 44. 7 Ask whether they used it. What was the result? Issues? Problems? If they did not use it, the same still applies. What were the issues or problems that had them not do it. Of course, you will know whether they did or didn’t before you go in.
    45. 45. 6 Every time you go back in you can sell a new patient type. “Can you think of 5 patients who...?” You can sell for each section of the Rx and each patient type referred to in the key value propositions.
    46. 46. 5 Go back to the doctor’s office because it’s Tuesday.
    47. 47. 4 If a new insurance company has been added to our list of carriers, you really need to be in there anyway. What a great way to say “See, our making prior auth obsolete really is working!”
    48. 48. 3 Go in to ask the doctor for a referral to a no-see doctor.
    49. 49. 2 Pick a different key selling message to emphasize every time you go back in. Of course you will want to reinforce all of them, but your lead can be a different one every time.
    50. 50. 1 Success !
    51. 51. How to get the Rx filled with no glitches Don’t change anything and include all requested information every time.
    52. 52. Incomplete Patient Information – More Work Unfortunately, 90%+ of the scripts we receive are incomplete, resulting in calls between pharmacy and practice staff, phone tag, delays in fulfilling patient prescriptions, and overall frustration among all parties involved. Multiply this by the number of scripts, and it can turn into significant amounts of time consumed, potentially hundreds of hours of staff time per year.
    53. 53. I ran it through the fax, what happens to it? The doctor faxes the script to the number on the Rx. Due to the various state regulations, licensure requirements and contracts with our pharmacy partners, there are a number of different fax numbers. The Rx is delivered digitally via our cloud-based, HIPAA-compliant hosting center. The Rx is received by the pharmacy, billed to insurance, pricing and copay are calculated. Once these things happen the Rx is filled and shipped to the patient’s door.
    54. 54. Rx Pad Brochure You have your NDA, your contract, your Rep ID, You’ve completed training and you’re HIPAA certified, you know what to say and who to say it to. Now what? You need the Rx pad and one other item, maybe a brochure or a business card. Something with your phone number is essential. Business cards and name badges are available on www.pharmaco.me. Business Cards
    55. 55. Screen Shot 2013-01-05 at 6.56.52 PM
    56. 56. Decide Where to Go • Call on existing contacts • No designated territories • Stay close to home • Get a list • InfoUSA.com • TLBB.com
    57. 57. One of our very successful reps gave us a tip. She will use Google to find the nearest podiatrist, pain management doctor, sports medicine clinic, etc. Be sure to call on all relevant doctors in each building while you are there.
    58. 58. Stay in Tune with PharmaCo’s Profit Portal
    59. 59. PharmaCo’s Target Specialties        Podiatrists Sports Med/Ortho Pain Management Rheumatologists Internal Medicine Family Practice Geriatrics       Oncology Plastic Surgery Anesthesiology Ob-Gyn Wound Healing Hyperbaric
    60. 60. The PharmaCo Freedom Practice Support Program is unique in the industry. We make it easy to treat intractable pain. We have thought through all steps of the compound prescription process and found a way to resolve every problem--including insurance issues. You can prescribe PharmaCo’s topical pain creams with confidence, knowing that the patient will get the product you prescribe, in a timely fashion and at a reasonable price.
    61. 61. In Summary The topical pain creams we promote are safer and have a solid basis for use of the drugs in combination. For a patient who has been on multiple failed treatment regimens, who is at risk of tolerance, addiction, or serious side effects due to chronic use of Tylenol or NSAIDs, PharmaCo’s topical pain treatments have targeted specific mechanisms of pain signal initiation and transmission. All while making it easy for a doctor to use a compounding pharmacy.

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