8. Example #1 - Limiting doses to contractual activity
9. Example #2 - Limit pre-calibration to 6 hours (expected delivery to cal time) Note: Bulk tech will no longer be calibrated past delivery times
10. Example #3 - Limit pre-calibration to 6 hours & dose limit
11. Annual Value of Tc-99m Conservation Program • Value of Tc-99 pre-calibrated over 6 hours @ ASP = $1 million • Value of Tc-99 activity over contractual limit @ ASP = $1 million • Value of Bulk Tc-99 delivery time calibration @ ASP = $4 million Total potential new Revenue and Income = $6 million (note: values assume Tc-99 saved can be sold at current ASP)
12.
13. Sales Rep talk track: • Reference the customer letter • Explain that Tc-99m shortage will continue far into 2010 • Our focus is on increasing patient access to Tc-99m products • Asked your customers to use Tc-99m more efficiently • Explain how doses can be delivered on later runs If they purchase bulk tech, explain new pre-calibration policy Give them their options for: 1 Unit doses outside of contractual activity range a.) Adjust dose activity within range b.) Pay for extra activity 2 Unit doses with excess ( > 6 hours) of calibration a.) Move doses to later scheduled runs b.) Pay for extra activity 3 Bulk Tc-99m orders a.) Move orders to later scheduled runs b.) Reduce sizes of bulk Tc-99m orders c.) Pay for extra activity d.) Eliminate bulk Tc-99m orders and utilize STAT unit dose orders where needed. • It’s the customers choice • Use your Tools -> Moly calendar, delivery schedules, customer impact analysis, Moly shortage update letter
14.
15. Customer Impact Analysis - example This is a calculation of the new cost to each customer if they do not change. Example from the month of June:
16. How will the Invoice change? Invoices will show the added Tc-99 charges similar to I-131 caps. Invoices will reflect any necessary surcharges on the line following the applicable dose, assigned to the same prescription number for reporting ease. The following product codes and descriptions will appear to indicate the surcharge type(s): R005TL - TC-99M SODIUM PERTECHNETATE ACTIVITY OVER DOSE LIMIT (PER MCI) R005PC - TC-99M SODIUM PERTECHNETATE ACTIVITY OVER PRE-CALIBRATION TIME LIMIT (PER MCI)
Editor's Notes
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
They value in our relationship: Collaboration – we listen Open communications, transparency (NOTE: Watch out = current agreement also includes price increase limits based on volume) CARDINAL RESPONSE: Q: You wouldn’t give me “cover” on the last moly shortage, citing the “Extraordinary Developments” out. We need a better cover penalty. A: We will not provide insurance for product outages, such as the moly shortage in June, that are not within our reasonable control. Provide copy of requested letter stating our position
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