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MANAGED CARE AND PBM SALES AND MARKETING MARCH 19, 1998 USC PHARMACY SCHOOL.

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Presentation on theme: "MANAGED CARE AND PBM SALES AND MARKETING MARCH 19, 1998 USC PHARMACY SCHOOL."— Presentation transcript:

1 MANAGED CARE AND PBM SALES AND MARKETING MARCH 19, 1998 USC PHARMACY SCHOOL

2 DISCUSSION TOPICS ä Managed Care/ PBM Background ä Marketing and Sales- is there a difference? ä Market Drivers- Opportunity Analysis ä Market Players ä PBM Market Segments ä Determining optimal method for delivering sales and marketing message

3 DISCUSSION TOPICS ä Legal constraints on marketing claims ä The sales/ best and final presentation ä Delivering on marketing claims ä Measurement of claims and guarantees ä Sales process is ongoing- before and after the sale ä How are marketing goals achieved?

4 DISCUSSION TOPICS ä Pressure to produce ä How health care system responds to sales “promises” ä How potential buyers evaluate proposals and guarantee that “promises” are kept. ä Evolution of PBM’s

5 DISCUSSION TOPICS ä Future pressures for PBM and pharmacy relationships ä Future opportunities for PBM and pharmacy relationships

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