Ideas for sales reps to get new docs to prescribe
Mar 26, 2019 23:02:53 GMT -5
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afrezzamiracle, sportsrancho, and 4 more like this
Post by sugarland on Mar 26, 2019 23:02:53 GMT -5
As previously discussed based on the reported weekly numbers, it’s appearent that not nearly enough docs are prescribing. The average per state is depressing. I can tell you the feedback from the endos and some general physicians in my neck of the woods is bleak and they all seem set in there ways and undereducated on afrezza. Some of the nurses seem more knowledgeable and open minded. (Based on 75% of endos locally, and less than 1% generals and adjunctive medical staff ). I can also tell you that many of the pharmacists no very little about it and haven’t filled a script. ( Ohio ). Yes the Cleveland clinic and affiliates seem in the know to some degree, but how much I’m not certain. These higher image places can be the most difficult sometimes because contrary to what people think they remain conservative to protect the image / reputation. Quite frankly the endos I know of around here disappoint to say the least.
So on a more constructive thought process, I throw the question out there to all. How can sales reps gain the attention of new doctors. Let’s assume they are able to get direct access with the doctors in a given office (first hurdle ). Based on my earlier comments that doctors should be and are hopefully motivated by results, and that there appears to be a significant lack of motivation or willingness to learn about afrezza ( regardless of the reasons ), Here’s my pitch . ( basic concept of it )
The rep introduces a program called “ The Afrezza A1c challenge “.
1. Each rep is responsible to get 10 offices ( preferably new clients)) to partake.
2. It consists of selecting 10 of the most uncontrolled struggling patients in ones practice that meets the inclusion and exclusion criteria. ( that should take a week).
3. The rep provides all the materials necessary for patient selection, education, and an easy means of case documentation. Perhaps including a duration of free samples for the 10 patients. Or set up direct purchase through company at discount rate.
4. Mannkind provides some means of spirometer access if necessary
5. Document baseline A1c, followed by 6 month. (Of course many other labs, diet, quality of life, can be added ). But keep it simple and efficient or docs won’t do it.
6. The challenge ends 12/31/19. Calculate a mean A1c average per office based on the 10 candidates ( baseline to 6 month). The 10 - 20 offices with the best results are recognized at the 2020 ADA meeting perhaps with poster board presentations in exhibition hall. These docs get flight and hotel paid for meeting ( maybe up to $1,000). Then at meeting network further w these docs and there colleagues over dinner or other social Corp event to facilitate relationships. Again these docs are recognized in front of there peers at event.
7. For any patient that digresses at 6 months on A1c, MannKind makes a $50 donation to a diabetic cause / organization of doctors choice. ( a write off and another means of enhancing public awareness )
8. This can be followed up by a type II challenge
All of this leads to multiple levels of relationship building, motivation, advertising, and education. But the most important aspect here is a means to get the docs initial attention and interest to tread the waters. A means to give sales reps a new angle. Even if 95% don't partake, it’s a different approach for an introduction to build from. Imagine what 5% more new docs per rep could do to the current rx numbers. Just throwing out ideas never hurts. Who knows, Mike may like one of them! Go MannKind!
So on a more constructive thought process, I throw the question out there to all. How can sales reps gain the attention of new doctors. Let’s assume they are able to get direct access with the doctors in a given office (first hurdle ). Based on my earlier comments that doctors should be and are hopefully motivated by results, and that there appears to be a significant lack of motivation or willingness to learn about afrezza ( regardless of the reasons ), Here’s my pitch . ( basic concept of it )
The rep introduces a program called “ The Afrezza A1c challenge “.
1. Each rep is responsible to get 10 offices ( preferably new clients)) to partake.
2. It consists of selecting 10 of the most uncontrolled struggling patients in ones practice that meets the inclusion and exclusion criteria. ( that should take a week).
3. The rep provides all the materials necessary for patient selection, education, and an easy means of case documentation. Perhaps including a duration of free samples for the 10 patients. Or set up direct purchase through company at discount rate.
4. Mannkind provides some means of spirometer access if necessary
5. Document baseline A1c, followed by 6 month. (Of course many other labs, diet, quality of life, can be added ). But keep it simple and efficient or docs won’t do it.
6. The challenge ends 12/31/19. Calculate a mean A1c average per office based on the 10 candidates ( baseline to 6 month). The 10 - 20 offices with the best results are recognized at the 2020 ADA meeting perhaps with poster board presentations in exhibition hall. These docs get flight and hotel paid for meeting ( maybe up to $1,000). Then at meeting network further w these docs and there colleagues over dinner or other social Corp event to facilitate relationships. Again these docs are recognized in front of there peers at event.
7. For any patient that digresses at 6 months on A1c, MannKind makes a $50 donation to a diabetic cause / organization of doctors choice. ( a write off and another means of enhancing public awareness )
8. This can be followed up by a type II challenge
All of this leads to multiple levels of relationship building, motivation, advertising, and education. But the most important aspect here is a means to get the docs initial attention and interest to tread the waters. A means to give sales reps a new angle. Even if 95% don't partake, it’s a different approach for an introduction to build from. Imagine what 5% more new docs per rep could do to the current rx numbers. Just throwing out ideas never hurts. Who knows, Mike may like one of them! Go MannKind!