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 Determining optimal method for delivering

sales and marketing message

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 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 TOPICS

Future pressures for PBM and pharmacy relationships

Future opportunities for PBM and pharmacy relationships