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