Randi A Ryder, BSHA, CPhT Pharmacy Purchasing Specialist Memorial Health System

1. The Pharmaceutical Representative: Friend or Foe? ***************************************** Randi A Ryder, BSHA, CPhT Pharmacy Purchasing Specialist Memorial Health System Colorado Springs, CO August 11, 2010

2. Introduction • Describe what information should or should not be shared • Value of information and how to use it • Buyer’s role and referring representatives • Suggest ways to fit reps into an already busy schedule • Share survey results to provide insight of expectations of NPPA buyers/ representatives

3. Information Sharing • Contract compliance • Pricing and contract updates • Market-share information • New product and shortage updates • Clinical trials • Cost analysis

4. Survey Results

5. Survey Results

6. Value of Information Pharmaceutical budget and medication supply = buyer’s responsibility Be honest Note: Do not discuss competitor pricing Reps= eyes and ears Market-share inventory Clinical trials, cost analysis, and in-services

7. Buyer's Role • Dependant upon facility • Cost savings • Contract Compliance • Shortages • Pharmacy and Therapeutics Committee • Cost analysis • Contracts

8. Survey Results

9. Referring Reps • Each organization different • May or may not have to refer reps • Set ground rules with reps • Provide contact information for referrals • Set expectations • Share unique information about facility

10. Rep Meetings • Difficult to find time • Placing orders • Shortages • Meetings • Other daily tasks • Other reasons to not meet • Pushy reps • Inaccurate information • Complaining about competitor • Set ground rules • No walk-ins • Days and times

11. Survey Results

12. Survey Results

13. Survey Results

14. Survey Results

15. Buyers: Survey Comments “Set boundaries or you will be constantly bombarded with reps.” “Take advantage of their [representative] resources.” “They can be more than helpful if you let them.” “I know you are busy but they are trying to do their jobs too.” “Let them know how you prefer to communicate and stick to it.”

16. Conclusion • Described what information should or should not be shared • Value of information and how to use it • Buyer’s role and referring representatives • Suggested ways to fit reps into an already busy schedule • Shared survey results to provide insight of expectations of NPPA buyers/ representatives

17. "Only those who risk going too far can possibly find out how far one can go." - T. S. Eliot Thank you! Questions?