Sales

Front 1

Adapt MISSION

Back 1

Full service

tailored products/services

empowering patients

best lives (thrive in home)

*(National)

Front 2

Adapt VISION

Back 2

Innovation

best quality of care

Front 3

Adapt VALUES

Back 3

Doing what's right

making a difference

improving lives

Front 4

What is sales?

Back 4

Relationships

helping people

Technology/innovation (finding better ways)

Meeting needs

Being a resource

Front 5

Qualities of a successful sales rep?

Back 5

*competitive

*organized

*relationship builders

*compassionate

*resourceful

*problem solvers

*goal-oriented

Listeners

knowledgeable

reliable

passionate

genuine

adaptable

Front 6

Adapt SALES TEAM MISSION

Back 6

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.

Front 7

Referral source

Back 7

Decision maker in an account who can send us orders or refer a patient

Hint 7

Ma

nurse

RT

office manager

front desk

provider

Front 8

Function of sales rep

Back 8

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"

Front 9

Sales focus

Back 9

Targeting patients on inhalers

nebulizers and medication

overnight oximetry testing

oxygen

CPAP bi-levels

ventilators

airway clearance devices

Front 10

Albuterol

Back 10

Bronchodilator

Open airways

Short acting

Front 11

Ipratropium

Back 11

Anticholinergic

Keeps airways open

Front 12

Duo neb

Back 12

Combination

Beta agonist + Anticholinergic

Front 13

Pulmicort

Back 13

Budesonide

Inhaled steroid

reduces inflammation

Front 14

Perforomist/Brovana

Back 14

Long acting

Opens airways

Front 15

Respiratory med

Back 15

albuterol

ipratropium bromide

duoneb

pulmicort

perforomist

Hint 15

MCR Part B

*Try to get the doctor to add a nebulizer med with patients inhaler drug regime

Front 16

Progression of COPD

Back 16

Front 17

Spirometry

Back 17

Tests lung function

PFT = SPIROMETRY EXAM

FEV/FEV1

n=70-75%

*Identify COPD at the earliest stages

Front 18

FEV

Back 18

Total air you can push out

Front 19

FEV1

Back 19

Total air you can exhale in one second

Front 20

Medicare part A

Back 20

Covers hospitals, home health, snf

Front 21

Medicare part B

Back 21

(elected portion w monthly premium)

Covers DME

*Subject to an annual deductible and 20% copay

Front 22

Medicare part d

Back 22

Covers drug plan

"Donut hole" coverage

Front 23

Frequently purchased items/not rental

Back 23

Canes

Walker's

gel overlays

bed sides commodes

nebulizer medications

Front 24

Capped rental

Back 24

02 - 36mo rental with 24mo of maintenance

Wheelchair - 13mo

hospital bed - 13mo

nebulizer compressors - 13mo

pap - 13mo

suction machines - 13mo

Front 25

One minute think

Back 25

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

Front 26

CUE: What is your turn around time for setting up oxygen?

Back 26

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

Front 27

CUE: CAN YOU PROVIDE OXYGEN TANKS FOR MY OFFICE?

Back 27

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.

Front 28

CUE: do you provide portable oxygen concentrators

Back 28

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?

Front 29

CUE: do you all carry those concentrators that refill the tanks themselves?

Back 29

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

Front 30

CUE: I usually send my COPD patients to a pulmonologist

Back 30

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.

Front 31

CUE: my patients always ask for small portable oxygen concentrators. Do you carry those and give them to patients?

Back 31

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?

Front 32

Everyone seems to want the inogen POC they see on tv. Do you carry that?

Back 32

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?

Front 33

CUE: what do you mean by alternative treatment measures for oxygen? What do I need to put in my notes?

Back 33

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?

Front 34

CUE: DO YOU HAVE A LIST OF DIAGNOSIS THAT ARE ACCEPTED FOR OXYGEN

Back 34

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

Front 35

CUE: what is your turnaround time for setting up CPAP

Back 35

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

Front 36

CUE: can you do in home sleep testing

Back 36

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?

Front 37

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

Back 37

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

Front 38

CUE: I heard you're going to do group setups for my patients. What does that mean

Back 38

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?

Front 39

CUE: what does my office note need to include for ventilators

Back 39

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

Front 40

CUE: what types of ventilators do you carry and what's the difference

Back 40

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

Front 41

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

Back 41

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

Front 42

CUE: what is your turnaround time for setting up nebulizers

Back 42

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

Front 43

CUE: can you get me samples of pulmicort or bravana

Back 43

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?

Front 44

CUE: can you provide YUPELRI

Back 44

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

Front 45

CUE: do you provide PERFOROMIST or BROVANA

Back 45

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

Front 46

Can you get me samples of Albuterol

Back 46

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.

Front 47

CUE: can you put some nebulizers here in the office for us to send home with patients to get them started right away

Back 47

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?

Front 48

CUE: what insurance is do you take

Back 48

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?

Front 49

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

Back 49

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?

Front 50

CUE: I really like ABC oxygen company. They take really good care of my patients and make it easy to order

Back 50

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?

Front 51

CUE: so what makes your company different from any other companies

Back 51

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