Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
51 Cards in this Set
- Front
- Back
- 3rd side (hint)
Adapt MISSION |
Full service tailored products/services empowering patients best lives (thrive in home) *(National) |
|
|
Adapt VISION |
Innovation best quality of care |
|
|
Adapt VALUES |
Doing what's right making a difference improving lives |
|
|
What is sales? |
Relationships helping people Technology/innovation (finding better ways) Meeting needs Being a resource |
|
|
Qualities of a successful sales rep? |
*competitive *organized *relationship builders *compassionate *resourceful *problem solvers *goal-oriented
Listeners knowledgeable reliable passionate genuine adaptable |
|
|
Adapt SALES TEAM MISSION |
Develop great relationships with referral sources, patients, fellow employees. Ensure every patient with a respiratory symptom or complaint is reviewed by the appropriate person for the appropriate equipment, medication, service, testing. |
|
|
Referral source |
Decision maker in an account who can send us orders or refer a patient |
Ma nurse RT office manager front desk provider |
|
Function of sales rep |
Educate providers on paperwork and documentation Streamline Communication provide feedback about patients Identify those in need Respiratory resource Gain access to physicians/referral sources
"Identify patients early to get them on services to keep them healthier for a longer period of time"
|
|
|
Sales focus |
Targeting patients on inhalers nebulizers and medication overnight oximetry testing oxygen CPAP bi-levels ventilators airway clearance devices |
|
|
Albuterol |
Bronchodilator Open airways Short acting |
|
|
Ipratropium |
Anticholinergic Keeps airways open |
|
|
Duo neb |
Combination Beta agonist + Anticholinergic |
|
|
Pulmicort |
Budesonide Inhaled steroid reduces inflammation |
|
|
Perforomist/Brovana |
Long acting Opens airways |
|
|
Respiratory med |
albuterol ipratropium bromide duoneb pulmicort perforomist |
MCR Part B *Try to get the doctor to add a nebulizer med with patients inhaler drug regime |
|
Progression of COPD |
|
|
|
Spirometry |
Tests lung function PFT = SPIROMETRY EXAM FEV/FEV1 n=70-75% *Identify COPD at the earliest stages |
|
|
FEV |
Total air you can push out |
|
|
FEV1 |
Total air you can exhale in one second |
|
|
Medicare part A |
Covers hospitals, home health, snf |
|
|
Medicare part B |
(elected portion w monthly premium) Covers DME *Subject to an annual deductible and 20% copay |
|
|
Medicare part d |
Covers drug plan "Donut hole" coverage |
|
|
Frequently purchased items/not rental |
Canes Walker's gel overlays bed sides commodes nebulizer medications |
|
|
Capped rental |
02 - 36mo rental with 24mo of maintenance Wheelchair - 13mo hospital bed - 13mo nebulizer compressors - 13mo pap - 13mo suction machines - 13mo |
|
|
One minute think |
Account/doctor current services utilized decision maker next stages in sales cycle what do you know about this account objectives of the call materials needed key open probing questions what questions do I expect to be asked by the doctor how I answer them closing statements materials left |
|
|
CUE: What is your turn around time for setting up oxygen? |
We set up all O2 patients the same day we received the order. As long as we have complete documentation as required by their insurance. We understand it is important for your patients to start oxygen therapy right away |
|
|
CUE: CAN YOU PROVIDE OXYGEN TANKS FOR MY OFFICE? |
There are actually companies that do that so I will put you in touch with the local company. We focus on taking care of oxygen patients at home and we may not have the appropriate licenses to provide them for your office. |
|
|
CUE: do you provide portable oxygen concentrators |
Yes, we do! We have a variety of portable oxygen modalities to meet every patient's needs because as you know every patient is different. Do you have any patience that I may help you with today? |
|
|
CUE: do you all carry those concentrators that refill the tanks themselves? |
Yes, we carry the home fill system. We provide this so our patients can be more independent and fill the tanks themselves at their own convenience. I would be happy to schedule an in-service with your staff to show you the different portability options that adapt Health can provide for your patients |
|
|
CUE: I usually send my COPD patients to a pulmonologist |
I understand, these patients can sometimes become complex as well as time consuming as their disease progresses. I'm assuming you have a lot of chronic respiratory patients on inhalers. What do you do with them when the patients are not as effective as they once were. Add nebulizers? Order overnight oximetry? We can help with these early stage patients so they can stay with you longer. |
|
|
CUE: my patients always ask for small portable oxygen concentrators. Do you carry those and give them to patients? |
Yes we do carry a wide variety of POC and a variety of other types of portable oxygen so that we can accommodate patients based on their specific portability needs. Do you have a patient in mind? |
|
|
Everyone seems to want the inogen POC they see on tv. Do you carry that? |
Yes, we do carry a version of it. We have the oxy go which is made by the same company and is a POC that our patients have had a lot of success with. Do you have a patient in mind? |
|
|
CUE: what do you mean by alternative treatment measures for oxygen? What do I need to put in my notes? |
Alternative treatment measures are documented steps that are required prior to ordering oxygen. Medicare wants to ensure the provider has tried other methods of treatment prior to the order of oxygen such as nebulizer treatments. Do you have any patients that you would like to look at a little closer? |
|
|
CUE: DO YOU HAVE A LIST OF DIAGNOSIS THAT ARE ACCEPTED FOR OXYGEN |
Unfortunately, with the ever-changing acceptable and unacceptable diagnosis for oxygen we do not have a list. The patient must have a chronic respiratory disease. Please contact me if you are unsure if a patient will qualify for oxygen and I can assist you in the process |
|
|
CUE: what is your turnaround time for setting up CPAP |
CPAP setup depends on several factors. We have to receive complete documentation and obtain prior authorization from the patient's insurance before delivery. If you are using one of the e-prescribing options we offer. Your patients we set up the quickest. We also offer group setups and weekend or early morning options |
|
|
CUE: can you do in home sleep testing |
I can help facilitate this process by getting you in touch with a home sleep testing company that I work with. They will handle the test and once the patient has been diagnosed with osa, I can get involved by taking care of the autopap order and education of your patient. Follow up for probe are you familiar with any HST companies? Do you have any preferences in who you work with? |
|
|
CUE: it seems to take you all 2 to 3 weeks for a pop setup. I don't want my patience to wait that long |
We are committed to prompt set up for your patients. Unfortunately, in some cases insurance takes days to give us the authorization for the patient. Rest assured that your patient is our number one priority and will be set up asap. Our group set up also offers an option to get them set up much quicker |
|
|
CUE: I heard you're going to do group setups for my patients. What does that mean |
Group CPAP classes are an exciting way to set up your CPAP patients. In the group setting pap patients interact and share ideas creating a team experience for their setup. These patients usually have higher compliance rates and realize they are not alone. Do you have any patience you would like for me to add to our next group set up? |
|
|
CUE: what does my office note need to include for ventilators |
We understand that writing and IV notes can be a little tricky to navigate here is an NIV guide card that can help with medical necessity guidance in order for the device to be covered I will help you make ordering a ventilator as easy as possible |
|
|
CUE: what types of ventilators do you carry and what's the difference |
Adapt health is the industry leader in non-invasive ventilators and we provide all the major brands on the market. Since every patient is different we can provide the ventilator most suited to the patient's needs and disease state. We carry 11 different ventilators to be able to cater to the needs of so many different people |
|
|
CUE: my patients generally do fine on a BiPAP in the hospital so I typically send them home on a BiPAP if we can get it covered |
In some cases by pop can work and providing breath by breath ventilation with non-invasive ventilator greatly decreases the patient's chance for exacerbation and readmission. I'm happy to discuss the benefits of both BiPAP and ventilation to help you determine the best plan of service for your patient. I will also help make the process as easy as possible to get the patient out of the hospital quickly and using their device at home |
|
|
CUE: what is your turnaround time for setting up nebulizers |
We deliver nebulizing the same day we received the order as long as we've completed documentation as required by insurance. We can also ship nebulizer medications for your Medicare patients so bills there part B benefits and prevents them from having to go to a local pharmacy for refills |
|
|
CUE: can you get me samples of pulmicort or bravana |
We cannot provide pulmicort or bravona samples, but we can albuterol for your office. We can also provide all of these medications through our pharmacy at little or no cost to the patient and deliver it directly to their home. Do you have any Medicare patients that you would like us to provide these medications for? |
|
|
CUE: can you provide YUPELRI |
Yes and we also provide most every nebulizer medication on the market. Here's the list of what we have available. What patients do you have that I can help you with today |
|
|
CUE: do you provide PERFOROMIST or BROVANA |
Yes we do. You would check this box right here on our medication order form if you need to order that for a patient do you have a patient we can help you with today |
|
|
Can you get me samples of Albuterol |
Yes we can get you Albuterol for your office. Please sign this form right here. We can provide it for your Medicare patients at home as well. |
|
|
CUE: can you put some nebulizers here in the office for us to send home with patients to get them started right away |
We typically can get to the patient's home so quickly that most of the offices who have asked us about doing this have decided against taking up that space in the office and just let us handle the delivery and the paperwork all at once. Why is it that you ask? |
|
|
CUE: what insurance is do you take |
We take most major insurances! We do not take Humana or Kaiser. You can send us orders for all insurances and we can verify benefits and let you know if we are out of network. Which insurances are you having difficulty with finding a respiratory provider? |
|
|
CUE: If I send you a patient and you do not take that insurance or unable to provide the equipment I ordered how do you handle the order |
We typically let you know we are unable to take the patient and give you the options of the in network provider. We are happy to forward the order to them to save you time if you prefer. How would you like for us to handle those? |
|
|
CUE: I really like ABC oxygen company. They take really good care of my patients and make it easy to order |
Thanks for telling me I'm glad you have someone you can rely on. I am happy to be a backup option for you in case of an insurance that may be they cannot take. I'm always available and ready to help. And just so I know what is important to you what is it that you like about them? |
|
|
CUE: so what makes your company different from any other companies |
Well that's me! I'm going to be your resource and do everything I can to provide great care for your respiratory patients. I will also keep you and your staff up to date on the ever-changing Medicare guidelines and provide feedback on the patients you refer to us. We also use a lot of technology at adapt Health that keeps me up to date with the status of your orders. I can provide you with real-time updates on your patients and be actively involved in getting your patience set up timely and expediting paperwork |
|