sales rep process training
DESCRIPTION
Sales Rep Process Training. Advanced Rx Management. Point of Care Management Services Company Licensed Wholesale Pharmaceutical Distributor Services Offered: Point of Care Dispensing Urine Drug Testing. Point of Care Dispensing . Prescription Medications Topical Pain P roducts - PowerPoint PPT PresentationTRANSCRIPT
Sales RepProcess Training
Advanced Rx Managemento Point of Care Management Services Company
o Licensed Wholesale Pharmaceutical Distributor
o Services Offered:• Point of Care Dispensing
• Urine Drug Testing
Point of Care Dispensing oPrescription Medications
o Topical Pain Products
oDispensary Implementation and Management
oBilling and Claims Management
oProgram Management
Urine Drug TestingoPrescription Drug Monitoring Through
Urine Testing
oComprehensive Test Results and “Dictated Reports”
oBilling Support
oProgram Management
Value Propositionso Improved Patient Care
Physician controls treatment and all medicationsLeverages existing prescribing practices
o Improved Monitoring of Patients Medication Intake
o Improved Patient Convenience
o Significant Physician Revenue Opportunity
o No Upfront Cost to the Physician’s (Net 90 Implementation)
o Minimal Risk
Best Physicians to TargetDoctors That See At Least 10
Workers Comp Patients Per Week
o Orthopedic Physicians (68%)
o Occupational Medicine
o Pain Specialists / Pain Management (18%)
o Podiatrists, Hand Specialists
o Internal Medicine and other General Practitioners with a significant workers comp patient base
Revenue Opportunity - PhysiciansPhysician’s Average Net Reimbursement Revenue Per Patient:
• Topicals = $400
• Oral Medications = $200 (typically several dispensed at a time)
• Urine Drug Tests = $400
We have single Physicians making over
$50K per month
Income Opportunity – Sales RepsSales Rep’s Estimated Commission Per Patient:
• Topicals = $40
• Oral Medications = $20 (typically several dispensed at a time)
• Urine Drug Tests = $50
* Rough estimate
We have Sales Reps making over
$25K per month
What Products & Services Does Advanced Rx Management Offer?
o Full-Formulary Point of Care (POC) Dispensing: In-office dispensary including software and support. Formulary optimization, automated inventory management, practice management integration, simplified dispensing and billing management.
o Topical and Over the Counter (OTC) Dispensing: Unique program that can work in conjunction with existing POC management services to add incremental revenue to the practice by leveraging highly effective Topical Pain Medications.
o Prescription Drug Monitoring / Urine Drug Testing: Analytical monitoring of patients drug intake, ensure proper dosage management and response, improve the overall care provided.
FAQ
What Products & Services Does Advanced Rx Management Offer? (Cont.)
o Cash & Carry Pharmacy Services: Advanced Rx will provide all necessary pharmaceutical dispensing resources to allow any physician office to dispense medication to their patients without the need for a pharmacy visit. This improves patient care dramatically, while allowing doctors to capitalize on revenue otherwise lost to pharmacies.
o Profitability Research: Product cost vs. reimbursement analysis as well as product alternative research to keep our physicians informed regarding different medication options that exist.
FAQ
Why is Our Program Not in Violationof the Stark Anti-Kickback Laws?
o All of our services work on behalf of the physician. Therefore the physician is actually agreeing to pay us for the service we provide, not the reverse. We do not pay the physician for dispensing medications. Rather the physician agrees to pay us a percentage of the physician’s funds as reimbursement for the Management Services that we provide on the physician’s behalf.
o When physicians order medications from us, they are buying the medications. We are not providing them on consignment; rather we are selling them directly to the physicians.
o This is a legal requirement and not an option. Offering physician’s medications on consignment and then paying them based on their dispensing we would be in violation of the Stark Laws.
FAQ
Why Do Work Comp Insurance Carriers Pay Us?o We bill the Work Comp Insurance Carriers on behalf of the
physicians. We are representing the physician.
o We always bill at the specified fee schedule for the state involved, unless the physician has agreed to a reduced rate with the insurance carrier.
o The billing for pharmaceuticals is based on the medications’ National Drug Code (NDC). We do not bill on J Code’s or L Code’s, which are used for billing medical services or supplies.
FAQ
Why Are The Topical Medications That Advanced Rx Offers NOT Considered Compounds?
o Compounds consist of a formulation of existing drugs. That is, one compound may consist of 4 or more drugs that are combined into a “custom” formula for specific physicians.
o They are not mass produced but rather custom made for the specific physician.
o Our topicals have all been approved and listed with the Food and Drug Administration (FDA) as a commercial medication – with a single NDC.
FAQ
Typically, How Long Does it Take to Receive Insurance Reimbursement?
o The reimbursement timeline varies by state
o Many states pay within 60 days
o Most reimbursements will be collected within 30 – 60 days and paid to the physicians through the end of month reporting period
FAQ
Is There Any Reason for Me to Worry About Charging Insurance Companies Too Much for My Medication Claims?
o No – Advanced Rx bills insurance carriers at state-specific customary rates, outlined in Redbook, Orange Book, First Data Bank, or Medi-Span.
o Insurance companies have no issue paying our claims, due to the customary nature of our state-specific fee schedule billing.
o Should the physician feel the need to bill at a lower reimbursement, we can accommodate these requests. We bill on behalf of the Physician, therefore we bill at the standard rate or negotiated rate established by the Physician.
o Physicians do not lose referrals from insurance companies for joining our program. We have never encountered this issue with any of our participating physicians.
FAQ
Legal & Regulatory Questions
o Legal in Most States – But Varying Degrees of Regulation
o AWP (Average Wholesale Price) Based Fee Schedules
• Provied by Redbook, Medispan, and First Databank
o Some states require Physician Dispensing Licenses
• But Not for OTC’s (e.g. Topical Pain Medications)
o Most States Have a Daily or Weekly Reporting Requirement for Controlled Substances
o All states require a CLIA Waiver for “Point of Care Drug Testing”
FAQ
Initial Sales CallAre they interested in learning about a way to enhance their Patient
Care while creating a significant revenue opportunity for their practice?
o No Upfront Investment
o Leverages Existing Prescribing Practices
o Generates Substantial New Revenue to Practice
o Minimal Risk – Have the Ability to Terminate Any Time
o Improved Monitoring of Patients’ Medication Intake through “Fact Based Analysis”
Initial Sales Call
Drop Off Collateral Set Up Physician AppointmentFolded brochure with flyers folded inside
Already Dispensing or Drug Testing?
1. Which management/dispensing/UDT company?2. Can we provide you with a proposal to:
o lower medication pricing; improve billing; improve serviceo Improve Revenue
3. Willing to consider a new drug testing program?o Improved results reportingo Billing support for maximum reimbursement
Competitive Strengths
o First to the Market
o We Are One of the Largest Distributors of These Products
o Fax-In Program and Patient Mailing Program
Topical Pain Creams
Competitive Strengths
o Formulary Optimization
o EMR Integration and/or Electronic Prescribing
o Inventory Management
o No Upfront Costs!
Full Formulary Dispensing
Competitive Strengths
o Dictated Reports
o Medical Billing Services When Practice is also Dispensing With Us
o Cutting-Edge LC/MS/MS Laboratory Technology
• Most Specific Level of Testing Available
Urine Drug Testing
Roles & Responsibilities
o Initiate and Close dealso Ensure Effective Set-Up, Training and Launch Occurso Work with Account Management and Billing as necessaryo Deliver Reports and Checkso Monthly Inventory Audits (at least)o Encourage Dispensing/Testingo MAKE MONEY!
Sales Reps
Roles & Responsibilities
o Assist with• Collateral• Contract completion• Formulary Creation / Optimization
o Software Set-up o Office Staff Orientation and Trainingo Medication Managemento Help You Close Deals!
Account Mgt. & Sales Support
Elevator Pitcho Improved Patient Care Through Point of Care
Services
• Physician Controls All Treatments and All Medications
o Improved Patient Convenience
o Significant NEW Physician Revenue Opportunity
• Leveraging What You Already Sample or Prescribe
Elevator Pitch (Cont.)
o No Upfront Cost!!!
o Process Integration and Optimization
o Supports Electronic Prescribing (Medicare)
o Best Billing and Claims Management in the
Business!
Welcome to Advanced Rx Management!