Randi A Ryder, BSHA, CPhT

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
• Buyers 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
  buyers 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
• Buyers 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?