Acute Eyewear Sales Standard Work Eric Leichty and Brian Wilt

 Standard Work is a general phrase used to describe carrying out a routine process.  Standard Work provides an efficient framework in which to perform tasks.  Standard Work provides consistency – a basis for continuous improvement. What is Standard Work?

 “Just” making a sale is not the point – taking share is not the goal  Need to expand usage – discovered that there is a real need to reduce eye splash incidents  Through many experiences of inside and outside sales, a successful customer strategy and tactics has emerged (and still is emerging)  Standard Work captures the right recipe that everyone can use  Take this Standard Work and apply to the members of your team How can Standard Work Help with TIDIShield?

Lead “Campaigns” – KBK sends out personalized to the lead – Leads from different sources are processed by Inside Sales – Within 24 hours, ISR sends lead list to Field Sales. If no response within 48 hours, ISR will attempt to contact lead – Goal is to contact the lead seven times – either the ISR or FSR. After no response, the lead is retired in CRM Lead-Handling Standard Work

Transferring Qualified Leads to Field Sales – A “qualified” lead is defined as having sufficient interest to request a sample of the product. Samples will only be sent to the lead – Goal is for the FSR to deliver the sample in an initial sales call within two weeks – ISR contacts FSR to confirm on-time delivery (Lead contact within 3 days, followed by a visit within two weeks) – If FSR cannot make contact, ISR contacts the lead. The ISR coordinates with FSR to follow-up Lead-Handling Standard Work

Lead Types – Department Manager or Clinical Caregiver – VP or Director Level in Occupational Health (Employee Health, Safety) or Infection Prevention – Manager Level or Higher in Purchasing or Materials Management Field Sales Standard Work

Lead Contact Standard Work – Working with ISR, contact the lead to personally deliver the requested sample – Determine the Account Champion (MUST have a Champion). Best champions are Occupational Health (Employee Health or Safety) or the Infection Prevention leaders. Ask for an introduction – The TIDI Tower or Flip ‘n Go must be presented to those who will benefit directly from the reduction of eye- splash incidents – Ask about required committee approvals – Ask about materials or purchasing procedure. However, do not settle for a presentation to the purchasing department Field Sales Standard Work

The Strategy – Major closing points: compliance  Increased compliance  Splashreduction  Splash-incident reduction  Point-of-use  Point-of-use convenience beachhead – Establish a “beachhead” department or two. High splash departments: L&D and ED. High credibility: OR expand – Gain success and then expand into other departments manageable steps – Implement a large installation in manageable steps EyeSplash Zero™ Process Improvement Program – Present TIDI’s EyeSplash Zero™ Process Improvement Program that will reduce eye splash incidences Equate – KEY TO EXPANDED USAGE: Equate eyeshields to facemasks! Field Sales Standard Work

Working the Organization – Determine current usage, locations and pricing for current eyeshields used in the facility. Look at OR, ED, L&D, ICU, Environmental Services – Using input from the Champion, determine the organization’s approval process:  Value Analysis Committee (VAC)  Safety Committee  New Products Committee  Standardization Committee (government)  Environmental or “Green” Committee  Infection Prevention Committee Field Sales Standard Work

After the Close – Definition – the facility issues a purchase order – Present Commitment Form to gain agreement on free services and free wall holders – Determine where the wall holders will be placed (departments, specific locations) – Confirm distributor and that stock is available in the local branch – The goal for an initial order is to establish one or two “beachhead” departments. After gaining usage acceptance, other departments can be engaged. The best way to do this is to use the EyeSplash Zero PIP Field Sales Standard Work

In-Servicing – Contact the Director of Sales or VP Innovation to arrange for a Nurse Technical Support Specialist (NTSS) – NTSS is an experienced, clinical nurse who works part-time: To deliver in-servicing To present the EyeSplash Zero TM PIP To implement and assist in the management of the EyeSplash Zero TM PIP Field Sales Standard Work

 ISR and FSR are a Team  ISR Qualifies the Lead and Hands Off to FSR  ISR Supports the FSR in the Field  Find a Champion (Occ Health, Employee Safety, Infection Prevention)  Key Benefit – Eliminate Eye-Splash Incidents  Establish a Beachhead Department  Expand Usage to the Entire Organization Using EyeSplash Zero PIP  TIDI Eye Shield = Face Mask. “Put on a face mask – put on a TDI Eye Shield” Strategy Recap

Questions?