A discussion of sales force deployment and the future of healthcare.

1. Confidential

2. Confidential
We are moving from a hospital-centric health
system to a population-management one, which
means a necessary shift in your sales strategy.

3. Confidential
Healthcare Provider Concerns “Change = Stress”
• Less Reimbursement
• More patients
• ICD9 > ICD 10
• Cost Reduction
• Process improvement
• Investment in analytics
• EHR ($30M + $10M) Epic
• Reduction of readmissions
• Seamless transitions of care
• Expansion / Consolidation
• Referral optimization
• New service offerings

4. Confidential
Medical Distribution Concerns
Provider concerns are their concerns
• Lower GP
• Product mix (Formulary)
• Expand scope of products
• Private label
• Consumerism (Walgreens, TCH)
• Alternate care (Different Platform)
• Community Health Centers ($bn)
• IT / Analytics / Turns / GP / Volume
• New service offerings (Consulting)

5. Confidential
Medical Manufacturer Concerns
Provider & Distributor & Retailer Concerns are their concerns
• Lower GP (ACO, GPO, IDN)
• Less bells and whistles
• Drive top end
• Offshore labor rates
• Product mix
• Private label (yes or no)
• Consumerism (Walgreens, TCH)
• Alternate care (Different Platform)
• Excise tax
• IT / CRM / SFA
• Go to market strategy in new system

6. Confidential
No more handing out pens, shaking hands and kissing babies!
• “The sales rep model is archaic and dying; I don’t see that
continuing going forward. We want service, knowledge
resources, not selling.”-COO, IDN
• “Do we even need business development?” –CEO, HC Provider
• “Educate me with science and support your findings with
statistics. “ –Physicians
• “Tell me how you are going to reduce my headaches”-Physicians

7. Confidential
Adapt

8. Confidential
Get away from the whiners

9. Confidential
See beyond the surface

10. Confidential
The new health system needs a cost-conscious sales strategy
built on agility, focus, cost savings and inherent advantage.
Multi-Channel, Whatever the customers preferred method is!!!
• Face to face
• Phone
• Fax
• EDI
• Email
• Web / Intranet

11. Confidential
Oxford English Dictionary, the word Hybrid is derived from Latin
hybrida, meaning the "offspring of an tame sow and a wild boar"
Hybrid,
Best Developed Practice, research successful firms
Best Use of Technology, CRM, SFA, iPhone, iPad, Lap Top
• Ambassador level talent for key/national accounts(people skills)
• Dedicated GPO, ACO, IDN, GSA contracting (analytic type)
• Field reps with multi-state regions (people skills)
• Inside sales for targeted outbound (phone skills)
• Inside sales teamed with field reps (phone skills)
• Email with permission (Communication & PC skills)
• Social Media (Makting & Tech skills)
• Web (Mkting & Tech skills)

12. Confidential
Multi-Channel, Hybrid, Data Driven Strategy
• Front lines input
• Executive team insight
• Market analysis
• Statistical analysis
• Benchmarking
• Strategic Planning
• Business Review
• CRM / CLM
Market research and commercial analysis to determine current market
opportunities and create high-impact solutions that enable our clients to
achieve their business goals.

13. Confidential
You create revenue or sales growth
You focus on what’s best for the patient
You have an attitude of fortunate to serve
You perform with excellence.
Leadership:
You install a sense of pride in our mission
When the people, BDP and BUT come together:

14. Confidential
Inspiration
Bronnie Ware is an Australian nurse who spent several years working in palliative care, caring for patients in the last 12 weeks of their lives. She
recorded their dying epiphanies in a blog called Inspiration and Chai, which gathered so much attention that she put her observations into a
book called The Top Five Regrets of the Dying. Ware writes of the phenomenal clarity of vision that people gain at the end of their lives, and
how we might learn from their wisdom. "When questioned about any regrets they had or anything they would do differently," she says,
"common themes surfaced again and again.“
Here are the top five regrets of the dying, as witnessed by Ware:
1. I wish I'd had the courage to live a life true to myself, not the life others expected of me.
"This was the most common regret of all. When people realise that their life is almost over and look back clearly on it, it is easy to see how
many dreams have gone unfulfilled. Most people had not honoured even a half of their dreams and had to die knowing that it was due to
choices they had made, or not made. Health brings a freedom very few realise, until they no longer have it."
2. I wish I hadn't worked so hard.
"This came from every male patient that I nursed. They missed their children's youth and their partner's companionship. Women also spoke of
this regret, but as most were from an older generation, many of the female patients had not been breadwinners. All of the men I nursed deeply
regretted spending so much of their lives on the treadmill of a work existence."
3. I wish I'd had the courage to express my feelings.
"Many people suppressed their feelings in order to keep peace with others. As a result, they settled for a mediocre existence and never became
who they were truly capable of becoming. Many developed illnesses relating to the bitterness and resentment they carried as a result."
4. I wish I had stayed in touch with my friends.
"Often they would not truly realise the full benefits of old friends until their dying weeks and it was not always possible to track them down.
Many had become so caught up in their own lives that they had let golden friendships slip by over the years. There were many deep regrets
about not giving friendships the time and effort that they deserved. Everyone misses their friends when they are dying."
5. I wish that I had let myself be happier.
"This is a surprisingly common one. Many did not realise until the end that happiness is a choice. They had stayed stuck in old patterns and
habits. The so-called 'comfort' of familiarity overflowed into their emotions, as well as their physical lives. Fear of change had them pretending
to others, and to their selves, that they were content, when deep within, they longed to laugh properly and have silliness in their life again."

15. Confidential
How are you changing your people, products, and
services to leverage the new opportunities?

16. Confidential
Q&A