1. Process Overview DPS gets approval for customer target
DPS acquires invoices/excel spread sheet for price comparison
SSD completes price comparison and submits for mgmt approval
Price comparison get approved
SSD sends approved price comparison to DPS and manager
DPS schedules MPS presentation appointment with customer
MPS Presentation meeting occurs
DPS makes follow up visit to get agreement signed
Signed agreement and verifiable collections document are filed with SSD.
On-boarding process begins
DPS performs reviews, formulary conversions and on-going service.
Annual Review

2. Customer Targeting Process
MW current customer purchasing 50K+, on a =>7% discount
MW customer with 35K+ potential that is splitting business ($1m dollar practice).
Determine other targets individually with DPS & managers
Customer Targeting Process

3. Get invoices/excel spreadsheet with pricing on non- customers or ones splitting the business
Price Comparison Based on Last 3 Months
Buying History for the Last 12 Months
Price Comparison

5. Potential customer, DPS & manager for individual meetings
Customers, DPS, manager & partners for group presentations
Emphasize the conversion to formulary, overall impact of MPS
Sign non-disclosure before price comparison is revealed.
MPS Presentation

7. MPS Agreement SSD prepares customized agreement
DPS must get verifiable collections number along with signature to put the agreement in place and determine monthly spend minimum
Non-disclosure works both ways to insure the doctor’s financial information is not shared.
MPS Agreement

9. Communication to DPS, manager, partners of new MPS customer
DPS sets meeting with staff:
Reviews agreement
Goes over all contacts
Reviews process of bringing partners in to meet with staff
Reviews the process of moving items to formulary and why
Reviews the service part of the agreement
Talks about the quarterly review covering monthly minimums, rebate earned, etc.
On-Boarding Process

11. Formulary Review Process
Category review of items on/off of the formulary
Discuss the philosophy of narrowing the formulary and driving the higher margin products (pl).
Sampling of items that customer wants to try (possibly stock)
Formulary Review Process

14. Quarterly Review Process
Set meeting with doctor and staff
Review rebate earned ytd
Review percentage of items off of formulary and opportunities
Review monthly minimum purchase
Review of Midwest Preferred Partners participation
Review any new formulary products/vendors
Quarterly Review Process

16. Annual Review Present final numbers for purchasing and rebate
Documentation to set minimum purchases for agreement renewal
Deliver sample check to promotionalize rebate
Annual Review

18. MPS Welcome Packet Includes:
Explanation of Benefits
Dental Compliance Specialists Information
Lucent Spot Marketing Information
MWA Advisors Information
TechSource Dental Information
United Dental Alliance (UDA) Information
Midwest Dental MPS Contact Information
MPS Partner Contact Information