Gather account information including:
Number of diabetic patients
Basic account information, including key contacts, work schedules, etc.
Key issues (i.e. reimbursement, competition, equipment problems, etc.)
Identify current and target accounts in each of the business sections documented above and categorize as follows
30 Day Targets
60 Day Targets
90 Day Targets
Identify current customer concerns and potential challenges
Increase unit sales and revenue volume above company goals
Continue prospecting for new Medtronic Minimed opportunities
Close for commitments with every account!
Sign up for health fairs- Spokane, Tri Cities and Boise
Schedule Dr. Ken Cathcart (ask for Ken's assistant) to speak in Spokane to the General Public
Sign up for "Camp Fun in the Sun"-Children's Diabetes Camp held in July
Schedule Dr. Ken Cathcart to speak to OB/GYN's and IM's
Contact - American Diabetes Association
- Juvenille Diabetes Foundation
Set up screening programs
- Valley Young People
- Rowan Internal Medicine
- Spokance Internal Medicine
- Physicians Clinic
Hold 2-3 Forums / Diabetes programs for the General Public ( South Hill, North and Valley)
Contract Group Health and MSC
Bring in someone for Rockwood Endos
Establish my identity with MiniMed
Nephrologists- Focus on Type I Patients that don't see an Endocrinologist
Sign up for Health Fairs
Set up programs at Deaconess, Valley Hospital, and Holy Family Hospital
Set up diabetes screening programs at North Town Mall, the Spokane Valley Mall, and Spokane Albertson's stores
INSULIN PUMPS: Both Disetronics and Animas are state of the art units that offer a few more bells and whistles. Perhaps one of the biggest bells they offer is that both of their units are waterproof. Another is their choice of colors. While these are challenges, the edge still goes to Medtronic Minimed, with more experienced Sales, marketing Research, and Support groups.
INSULIN: Sanofi-Aventis will soon be marketing their new 24-hour insulin. This will be perhaps the biggest competition; Sanofi-Aventis will have a sales force of about 1000 people marketing this. They will be throwing large sums of money out there to launch it; The problem that still remains is the variability of the insulin absorption.
Not only does a script need to be written for the pump, but the provider must document need. In addition, that patient must keep a log of the carbohydrate counts for 3 months before the insurance company will approve it. The good news is the things are improving as far as approval process and the number of approvals.
The common physician and the everyday person have fears and stigmas attached to insulin pumps:
This is an issue of educating physicians and patients about the safety and advantages of insulin pump therapy. Making this task a little easier is the recent availability of the Continuous Glucose Monitoring System. This will help in the realization of the benefits of insulin pump therapy, Medtronic Minimed has an excellent educational resource to help in this education process for both physicians and the general public.