Transcript MANAGED CARE AND PBM SALES AND MARKETING

MANAGED CARE AND PBM
SALES AND MARKETING
MARCH 19, 1998
USC PHARMACY SCHOOL
DISCUSSION TOPICS
Managed Care/ PBM Background
 Marketing and Sales- is there a difference?
 Market Drivers- Opportunity Analysis
 Market Players
 PBM Market Segments
 Determining optimal method for delivering
sales and marketing message
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DISCUSSION TOPICS
Legal constraints on marketing claims
 The sales/ best and final presentation
 Delivering on marketing claims
 Measurement of claims and guarantees
 Sales process is ongoing- before and after
the sale
 How are marketing goals achieved?
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DISCUSSION TOPICS
Pressure to produce
 How health care system responds to sales
“promises”
 How potential buyers evaluate proposals
and guarantee that “promises” are kept.
 Evolution of PBM’s
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DISCUSSION TOPICS
Future pressures for PBM and pharmacy
relationships
 Future opportunities for PBM and
pharmacy relationships
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