Randi A Ryder, BSHA, CPhT Pharmacy Purchasing Specialist Memorial Health System
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Randi A Ryder, BSHA, CPhT Pharmacy Purchasing Specialist Memorial Health System Colorado Springs, CO August 11, 2010 The Pharmaceutical The Pharmaceutical Representative: Representative: Friend or Foe? Friend or Foe? ********************************** *******
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The Pharmaceutical Representative: Friend or Foe? *****************************************. Randi A Ryder, BSHA, CPhT Pharmacy Purchasing Specialist Memorial Health System Colorado Springs, CO August 11, 2010. Introduction. Describe what information should or should not be shared - PowerPoint PPT Presentation
Transcript of Randi A Ryder, BSHA, CPhT Pharmacy Purchasing Specialist Memorial Health System
Randi A Ryder, BSHA, CPhTPharmacy Purchasing Specialist
Memorial Health System Colorado Springs, CO
August 11, 2010
The Pharmaceutical The Pharmaceutical Representative:Representative:
Friend or Foe?Friend or Foe?***************************************
**
Describe what information should or should not be shared
Value of information and how to use it Buyer’s role and referring
representatives Suggest ways to fit reps into an already
busy schedule Share survey results to provide insight
of expectations of NPPA buyers/ representatives
Contract compliance Pricing and contract updates Market-share information New product and shortage updates Clinical trials Cost analysis
0 5 10 15 20
Contract Compliance
Contract Updates
Pricing Updates
Shortages
Market-Share
New Products
Clinical Trials
Cost Analysis
Reps: What information do you share with buyers?
0 20 40 60 80 100
Contract Compliance
Contract Updates
Pricing Updates
Market-Share
New Product
Shortages
Buyers: What information do you discuss with reps?
Pharmaceutical budget and medication supply = buyer’s responsibility
Be honest Note: Do not discuss
competitor pricing Reps= eyes and ears Market-share inventory Clinical trials, cost analysis,
and in-services
Dependant upon facility Cost savings Contract Compliance Shortages Pharmacy and Therapeutics Committee Cost analysis Contracts
0 20 40 60 80 100
New Contract Opportunities
Contract Compliance
Therapeutic/Clinical Information
Cost Savings Analysis
Pricing Changes
Market-share Information
Shortage Information
Buyers: What information are buyers in your organization allowed to discuss with reps?
Each organization different May or may not have to refer reps Set ground rules with reps Provide contact information for
referrals Set expectations Share unique information about facility
Difficult to find time Placing orders Shortages Meetings Other daily tasks
Other reasons to not meet Pushy reps Inaccurate information Complaining about competitor
Set ground rules No walk-ins Days and times
Reps: How often do you currently meet with buyers?
Rarely
Weekly
Monthly
Quarterly
Every Six Months
Reps: How often do you PREFER to meet with buyers?
RarelyWeekly
MonthlyQuarterly
Every six months
Buyers: Do you accept walk-in appointments?
Yes
No
Reps: How often do you schedule appointments with buyers?
Never Rarely
Sometimes
Everytime
“Set boundaries or you
will be constantly
bombarded with reps.”
“Let them know how you prefer to communicate and stick to it.”
“Take advantage of
their [representative]
resources.”“They can be more than helpful if you let them.”
“I know you are
busy but they are
trying to do their
jobs too.”
Described what information should or should not be shared
Value of information and how to use it Buyer’s role and referring
representatives Suggested ways to fit reps into an
already busy schedule Shared survey results to provide insight
of expectations of NPPA buyers/ representatives
"Only those who risk going too far can possibly find out how far one can go."
- T. S. Eliot
