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After countless hours of training and product development skills and build relationships, efforts will end when the prescription is filled at the pharmacy.
When you consider that pharmacists speak the same doctors who you talk to, the treatment of the same patient spoken of handling, it is obvious that pharmacists play an important role in your success.
Why wait longer to establish or improve relationships with pharmacists in your country?
A licensed pharmacist is a pharmaceutical expert. Although doctors are experts in diagnosis and treatment, pharmacists are experts in pharmaceutical disease management.
Many physicians rely on pharmacists to train patients to use metered-dose inhalers, blood pressure monitors and injectable drugs. Doctors also expected that pharmacists will monitor potential drug interactions and recommend appropriate drug substitutions.
A pharmacist is a patient care provider. He or she is a link between patients and physicians, and can Triage routine illnesses like cough, cold or flu. Patients rely on their pharmacist to tell them how to take their medications, what outcome to expect and how to react if something goes wrong.
A pharmacist is a pharmaceutical sales partner. Pharmacy support is critical for successful application pull through, patient education and supplemental physician contact. Pharmacist may be able to provide information on managed care formularies and drug pricing, as well as alert you to patient questions or concerns.
Pharmacy calls are sales presentations
Well pharmaceutical sales reps prepare and implement pharmacy calls with the same care as they approach the doctor calls.
Implementation of the basic pre-call planning to identify your goal for the call. Do you need permission to publish prescription vouchers or coupons? Do you want to inform the pharmacy staff about the new drug launch? It should only take a few minutes to mentally outline what you hope to achieve, but those few minutes make a difference.
Begin each call with a presentation and statement purposes. Most people recognize you before they remember your name, so until you have developed a relationship, put the pharmacist at ease by re-introducing you to each call.
Get right to the point to visit . A clear statement of purpose will help the pharmacist assess how much time they have to spend with you, and if they can afford the time now. “May I have two minutes of your time to tell you about a new indication for extended release tabs Hoozlefritz?” is useful to the pharmacist, “Hi, I’m new Hoozlefritz representative.”
Delivering information succinctly and effectively. Pharmacists do not prescribe drugs and do not want to be “sold” on the merits of the product. They do, however, want to know the indication dosing, mechanism of action (MOA), pharmacokinetic and pharmacodynamic (PK / PD) profile and incidence of adverse events. This is important information for consultation with their doctors and patients.
close call your asking, “What I can do to be a resource for you and your customers?
Here are specific recommendations from pharmacists in three different modes you are likely to encounter in your country: retail chain, independent and hospital pharmacy
recommendation retail pharmacists’: ..
develop cooperation with pharmacists Paul, New York state licensed pharmacist, points out that he and physicians and pharmaceutical reps all have the same goal :. providing excellent patient care “We are all interdependent. The cycle starts with drug companies and links to doctors and pharmacists, related directly to patients. We are all in patient care business. “
Suzanne, a licensed pharmacist in Tennessee, agrees.” My customers are end customers product is Rep. For both of us, “success” means our customers healthier “
Chain pharmacists across the country agree that pharmaceutical reps can be more effective if they do :.
o Providing a pharmacist objective clinical data.
o Invite pharmacists programs to physicians, or sponsor special programs for local pharmacy institution.
o Follow through with what they say they are going to do.
or Respect time pharmacist’s.
o Offer your business card every time. Make it easy for pharmacy staff to contact you.
o inform pharmacists of any prescription voucher, rebate or coupon programs ahead of time. This gives the pharmacy staff time to learn the quirks of the program so that they can facilitate the introduction of the patients.
Paul says: “One of the drug reps in the region launched before Auth product in a crowded class. I stock vouchers at any given my stores, and she informed her doctors target of this. Doctors appreciate simplicity, patients were happy to get a free trial, I benefited from the increase in customer traffic, and this representative led the country in sales. “
DO NOT:
o Make pharmacy sales calls on Mondays or early in the morning
o Ask your pharmacist to sell the product.” To be ready for the first prescription which doctors are writing my product “
recommendation of independent pharmacists'”
o Ask the pharmacist confidential information, such as ,. “?
Masood runs a small chain of independent pharmacies in southern California. Him respect is an important sales call.” Some reps think that because I’m not a big name chain I is not as important, or maybe they do not have to be polite to me. But that is not the way to think about it. I am very busy here with many customers every day. The field reps know that I’m a big business for them in this city. “
Consensus of independent pharmacists is that reps will be more successful if they do
o Provide NDC # ‘s
o understand that pharmacists customers are the first priority.. Be patient .
o instruct pharmacist about possible side effects.
o Ask for the opportunity to organize educational lunch presentation.
o treat independent pharmacists as well as they treat chain pharmacists.
“I have worked in both groups, and I’ve seen a lot of reps drug overlook independent pharmacies,” says Alan, a pharmacist in Wisconsin. “Maybe they think that because we are small we are not” real “pharmacists. But we have the same education, and we have the same interactions with doctors and patients that other licensed pharmacist “
DO NOT :.
o Ask confidential.
o Ask your pharmacist to sell the product without a prescription.
o “sell” pharmacist.
Hospital pharmacists’ recommendations:
hospital pharmacy may serve only medical facility, only outpatients or a combination of both inpatient pharmacy are usually restricted to stocking products on the hospital formulary Hospital-based outpatient pharmacy act like everyone .. other retail pharmacy. They are usually not confined to hospital formulary.
Tim is a hospital pharmacist in Maine who welcomes drug reps. “reps are a great source of information for me. I know that if I tell the representative that the patient had an unusual reaction to the drug their representative is going to go to their company to investigate. Drug companies are very eager to check it out and follow, which helps me serve my clients better. “
Recommendations for pharmaceutical reps when calling on hospital pharmacies do: ..
o Ask about scheduling an educational lunch presentation
o Check on Formulary process; offer yourself as a resource for information.
o Ask about a plan for the hospital P & T committee.
o Know your medications. be prepared to explain and support any information that is included in your product PI
NOT :.
o ask for a list of doctors who are on the P & T Committee
o Pressure pharmacist to stock product without a prescription..
o make a sales call without a clear reason for the call
which brings us back to the bottom line :. pharmacy calls are sales presentations and just like prescriber calls, pharmacy calls are. powerful tools to improve patient care and running a business.
If you make the effort to develop productive relationships, you will find that every pharmacist in your territory is an extra person on your sales team!
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Source by Sally Bacchetta