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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