Transcript Screen Inc Training

SALES TRAINING
Presented By: Bret Sullivan
206-612-0227
[email protected]
What is Screen’s Product: CANS-MCI
• Computer Administered Neuropsychological
Screen for Mild Cognitive Impairment
• Components of the CANS-MCI:
– Free Software installed remotely by Screen
– Under the hood algorithm to score results
– Screen report writers to analyze scored tests
– Complete physician report provided within an
hour of test delivery
CANS-MCI – The Test
• Tests three cognitive functions; memory, symbol
fluency and executive functions
• Eight tests:
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Orientation
Word/Picture Matching
Free and Guided Recognition - Immediate
Design Matching
Clock
Stroop
Naming
Free and Guided Recognition-Delayed
CANS-MCI – The Test
Longitudinal Tracking
If a patient has previously taken the CANS-MCI,
the patient’s test results are plotted over time
(longitudinally) so that the earliest important
changes in cognitive ability are detected and the
rate of change is measured in the three
cognitive domains and in the level of
depression.
CANS-MCI – The Test
• The test begins with progressive practice with the
touch screen to establish a level of comfort and
determine a relative reaction time for speed of
answer assessment.
• Mood state is then assessed with a 10 question
short form of the Geriatric Depression Scale.
• The questions were chosen for their pre-clinical
frequency in patients developing Alzheimer’s.
• Evaluating and treating depression can add clarity
to a person’s true mental health.
CANS-MCI – The Test
Risk and Preventative
Background Factors
• Length or ongoing exposure to solvents?
• Number of head injuries that caused
unconsciousness?
• How educated is the patient?
• How much exercise do they get?
CANS-MCI – The Test
Alcohol and Driving
• Questions concerning the use of alcohol and
pain medications are asked in a progressive
way, depending on the answers given.
• Recent driving history is also documented.
• The potential influence of all these factors is
described in every Physician Report sent back
to your doctor.
Why Should You Sell The CANS-MCI
• Required in a Medicare Annual Wellness
Visit
• Value added – more consultative than
selling
• Product that can open doors that may
have been previously shut
• Maximize present relationships
• Make Money!!!
Advantages of the CANS-MCI
• Proven in clinical studies to have reproducible
results similar in accuracy to a full
neuropsychological workup.
• Do not have to pre-purchase tests.
• The software and technical support are no
charge.
• Billed after use and only for tests that result in
a Physician Report from Screen.
Advantages of the CANS-MCI
• No liability of self-scoring test and interpreting
results from your staff.
• Touch screen test allows for highest degree of
objectivity regardless of education.
• No mouse or key board use for those who are
not used to a computer.
• No training of staff for test result
interpretation.
Advantages of the CANS-MCI
For Physicians:
• Accurate and consistent
– Similar results to a full neuropsychological
workup
• Time-Saving
• Resource-Saving (low amount of staff time)
– Self-administered by patient
Advantages of the CANS-MCI
For Physicians:
• Quick Turn-Around for Physician Report
completed by Screen Inc.
– Results back to clinic within an hour
• Easy to Read
• Reimbursable codes
– 96103 & 96120 combined national average $75
Advantages of the CANS-MCI
For Patients:
• Accurate
– Highest degree of objectivity and reproducibility
• Quick Test (approx. 30 minutes)
• Touch Screen for Ease of Use
– Objective even for the less educated or noncomputer users
Advantages of the CANS-MCI
For Patients:
• Peace of Mind, when identified as within a
Normal Range
• Early Detection means being Better Prepared
– Family can start planning and preparing
surroundings
Insurance:
• Far Less Costly than a Full Neuropsychological
Battery
– These can cost over $2,000
The Sales Process
and Implementation
Completely Set expectations:
• Understand minimum hardware requirements
and make your customers aware at the
beginning of the sales process.
• Sell advantages over competition
• Get Screen corporate involved to answer
difficult questions
The Sales Process
and Implementation
Completely Set Expectations Continued:
• The traditional CANS-MCI is software
downloaded remotely to a new test site’s
computer hardware.
• The following are minimum hardware
requirements:
– Touch screen between 13” and 22”
– Adequate speakers
– MS 7 operating system or newer
The Sales Process
and Implementation
Completely Set Expectations Continued:
• As of January 1, 2015, Screen Inc. will be
working towards a web portal connection from
a tablet.
• We will continue to offer our traditional access
previously noted.
• A tablet version will provide test sites more
options and ease of access to the CANS-MCI.
• The tablet version will be released in Q2, 2015.
The Sales Process
and Implementation
Required Documents:
• Prior to installation a completed PEF (Physician
Evaluation Form) must be received by Screen
corporate (for sites who choose the traditional
CANS-MCI).
• Provide each new user with the Physicians
Welcome Guide
• Provide each new user with the Customer
Checklist (for installations).
Medical Insurance Coding/Billing
Procedure Codes (CPT)
Test Codes: We only recommend billing for two codes
when performing the CANS-MCI test:
• 96120: Neuropsychological testing (e.g. CANS-MCI),
administered by a computer, with qualified health care
professional interpretation and report.
• 96103: Psychological testing (including assessment of
emotionality, personality and psychopathology),
administered by a computer, with health care
professional interpretation and report.
Targets
• Neurologists : Question – How do you test
your patients for MCI?
– MMSE or full psych are huge targets
• Geriatricians – They will see primarily
Medicare patients
• General Practitioner – IM and FM, almost all
have a percentage of Medicare patients
• Anyone doing Annual Wellness Visits
Thank You for Your Time
And
For Your Interest in Screen Inc.
and the CANS-MCI