Consultation for Manufacturers/Distributors
Expert research and advice from industry veterans. Headed by Dr. Sheila Dunn, our team will investigate, advise and report on:
Product design and development
New customer laboratory set-up
Point of care testing issues
Medicare/Managed care reimbursement
Develop Turnkey CLIA-Compliance Manuals
Customized for your products, our turnkey CLIA-Compliance manuals provide all necessary components for untrained point of care testing personnel to quickly and easily become CLIA compliant. Manuals include policies, procedures, report forms, personnel training and evaluation documentation, quality control program, quality assurance program, procedure manual, customized instrument maintenance forms, temperature logs, proficiency testing results forms, specimen accession logs, and specimen collection and handling protocols.
Newsletter Articles for Physician Practices
Dr. Dunn is a twenty-year veteran of the medical products industry who has published over 150 articles of interest to medical practices including CLIA, OSHA, Managed Care, Patient Satisfaction Surveys, Customer Service, TQM, and assorted Management Issues. We can contribute articles that highlight new developments in medical practice topics, while coordinating these topics with your advertising staff.
Newsletter Articles for Medical Salespeople
Do you have an internal newsletter for account managers? If not, you should. If so, we can help your product managers provide timely, accurate information to salespeople that enables them to give that "value-added" information to their customers….and increase sales and GP at the same time!
Customized Sales Training Seminars
Dr. Sheila Dunn shows sales staff how to develop a "strategic" approach to selling in order to respond to the ever-changing healthcare marketplace. Topics can include:
Managed Care Dynamics relevant to sales activities
Regulations, including CLIA'88
Marketplace Trends, including practice consolidations and mergers, hospital acquisitions of physician practices, and how to use them strategically to plan future selling activities.
Sales representatives will master the information by applying it directly to selling situations. Specifically, your sales team will:
Gain confidence to penetrate new accounts and grow business in existing accounts by understanding the issues (reimbursement, managed care, and federal regulations such as CLIA, OSHA, direct billing and Medicare) which impact your marketplace.
Apply the above market information to devise selling strategies to surpass your competition and increase territory penetration.
Demonstrate how to overcome customer objections based on regulatory or environmental issues and thus maximize sales.