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By Pasler F.A., Hassell T.

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Most recent graduates were not exposed to detailed training in inventory management while they were in school, so they need to be educated on its importance. Doctors tend to be analytical and visual; they need to see numbers, statistics, or some other visual proof to fully comprehend the importance of the information you are presenting. Frank discussions regarding inventory management are essential. This is all part of mentoring young associates. For example, if a doctor insists on keeping a drug in stock that he or she dispenses only once or twice before it expires, calculate the true cost of the drug, the revenue generated from sales, and the waste from the expired product.

This will include discussions about rotating stock to ensure that dated products do not expire, are properly priced, and are monitored to reduce overstocking. There also must be open communication among the inventory manager, doctors, and staff about the management system. This means having meaningful discussion with doctors about reducing the duplication of product lines for particular classes of drugs, and using a model in which a primary product and a secondary one are on hand instead of a full line of all products within a class of products.

Establish criteria for your practice and create a list of preferred vendors and sales reps based on these criteria. Consider asking an overzealous rep to schedule an appointment with you and the practice owner at which the rep pays for your time or provides a free product sample to try. If your business is worth it, the sales rep should be willing to pay for the appointment. Offering the “alternative” of not seeing them at all may get their attention. This approach may not suit your communication style, but it does allow for a dialogue that in the long term may be in the best interest of the practice.

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