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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

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managed care and pbm sales and marketing

MANAGED CARE AND PBM SALES AND MARKETING

MARCH 19, 1998

USC PHARMACY SCHOOL

discussion topics
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
discussion topics1
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?
discussion topics2
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
discussion topics3
DISCUSSION TOPICS
  • Future pressures for PBM and pharmacy relationships
  • Future opportunities for PBM and pharmacy relationships