Account Scenario group Discussion

1. Account Scenario group Discussion

2. OVERVIEW TIMING GOALS TEAM INPUT SCENARIOS GROUPS 25 min to review scenario & prepare solution(s) 10 min/group to present/discuss Cover real-world issues Peer input on possible solutions Encourage consistency Post-training and pre-training survey feedback Submitted ahead of time Management chose 7 7 Groups 1 Case / Group Submitting APC as team leads

3. Group Assignments GROUP 2 Seth Polevoy Beatriz Bailey Dan Thompson Kelly Thuenemann Reagan Frank Brooke Cramer Bill Miller GROUP 3 Michele Simmons Jonathan Montoya Marie Czenko Karri O’Bryan Jennifer Bodin Amy Klink Jordi Espanyo GROUP 4 Linda Lewis Bernie Magrino Heather Peffley Brian Good Lindsay Applebaum Jessica Pashuck Jim Lennart Ted Porterfield GROUP 1 Dorene Harrison Barbara Sifford Matt Moskowitz Tracy Adams Pete Yakimovich Chris Dumond Chris Foley GROUP 5 Amanda Ortlip Danielle Copeland Davis Johnson Rebecca Curry John Almansberger Jenny Wickenhauser Jamie Hilliard GROUP 6 Gwen Radosevich Katie Stromsborg Kim Blackwell Wendy Collins Nichole Knuth Kevin Alexander Becky Hanson Laurie Mercier GROUP 7 Launa Hankins Aimee Earp Elmer Books Lynne Margnelli Tim Nesbitt Elizabeth Beck Trudy Shelley

4. SCENARIO GROUP 1 Dorene Harrison Barbara Sifford Matt Moskowitz Tracy Adams Pete Yakimovich Chris Dumond Chris Foley What are the most common methods of compensating providers in regards to CoolSculpting, and how do you ensure the messaging from APC and PDM are consistent to the practice? "What would you do?" Scenarios

5. SCENARIO GROUP 2 Seth Polevoy Beatriz Bailey Dan Thompson Kelly Thuenemann Reagan Frank Brooke Cramer Bill Miller Accounts wanting APC’s to design Incentive Compensation Models. I spend a lot of time on this and often “back-into” a number based on our database. It’s a stressful situation because if we’re wrong about this modeling exercise, an account can hold this against us. However, I feel accounts expect this from us and if I say I can’t do it, I’m letting them down.

6. SCENARIO GROUP 3 Michele Simmons Jonathan Montoya Marie Czenko Karri O’Bryan Jennifer Bodin Amy Klink Jordi Espanyo Insight on how colleagues manage the collaboration efforts, especially now with the addition of CoolSculpting. How do they manage co-travels with the BDMs, PDMs, SkinMedica, and Plastics teammates while still executing the APC responsibilities? I’ve been managing calls and emails today from my BDM’s who are frustrated that the PDMs and CS ASM’s are eating into the budgets of the accounts.

7. SCENARIO GROUP 4 Linda Lewis Bernie Magrino Heather Peffley Brian Good Lindsay Applebaum Jessica Pashuck Jim Lennart Ted Porterfield Best practices on when and how to raise surgical prices. What do we recommend they do to evaluate current pricing (Key Indicators)? How do we know when it's a good time to raise surgical prices? How do they communicate the changes?

8. SCENARIO GROUP 5 Amanda Ortlip Danielle Copeland Davis Johnson Rebecca Curry John Almansberger Jenny Wickenhauser Jamie Hilliard How to handle practice meetings where the client takes the meeting discussion off-agenda, and wants immediate answers about more tactical information vs. strategy.

9. SCENARIO GROUP 6 Gwen Radosevich Katie Stromsborg Kim Blackwell Wendy Collins Nichole Knuth Kevin Alexander Becky Hanson Laurie Mercier A busy Plastic Surgery practice with 3 physician owners and an onsite Medspa, with 3 RN injectors and 2 LA. They are in our Top 50. I only get time with the physicians once a year when delivering FBR and they agree with all of my suggestions, but when it comes time to get data collected or anything implemented, the staff does not follow through.

10. SCENARIO GROUP 7 Launa Hankins Aimee Earp Elmer Books Lynne Margnelli Tim Nesbitt Elizabeth Beck Trudy Shelley Account is engaged with the APC, but the RM is not interested in them being in the practice (not engaged as a facial target or facial account).