Abstract

Detailing Your Compounding Specialty Practice: Part 1 - Prospecting, Preapproach and Approach

Author(s): Barnett Candace W, Jackson Richard A, Letendre William R

Issue: Jan/Feb 2004 - Androgen Deficiency in Women

Page(s): 31-34

Download in electronic PDF format for $75

Abstract

This article, along with Part 2, is intended to provide the owner/manager of a compounding specialty pharmacy with the skills necessary to implement a successful detailing component in his or her marketing plan. It may also be useful in training other pharmacy personnel to effectively detail a compounding specialty. According to the authors, a significant amount of time should be spent in preparation, which includes prospecting and the preapproach. Sources of prospects include the Internet, Yellow Pages, medical buildings and endless-chain referral. The preapproach includes gaining attention, getting an appointment and preparing for the sales presentation. Important considerations in the approach are attitude and appearance. Advice is also provided on how to open the presentation.

Related Keywords

Related Categories

Printer-Friendly Version

Related Articles from IJPC

Issue/Page View/Buy	Title/Author (Click for Abstract / Details / Purchase)
Jan/Feb 2004 Pg. 31-34	Detailing Your Compounding Specialty Practice: Part 1 - Prospecting, Preapproach and Approach Author(s): Barnett Candace W, Jackson Richard A, Letendre William R
May/Jun 2004 Pg. 181-185	Compounding in the Pharmacy Curriculum: Beyond the Basics Author(s): Hinkle Amanda R, Newton Gail D
Jan/Feb 2000 Pg. 36-38	Marketing Your Prescription Compounding Practice: Part One Author(s): Letendre William R, Jackson Richard A
Mar/Apr 2004 Pg. 113-119	Detailing Your Compounding Specialty Practice - Part 2: The Presentation Author(s): Barnett Candace W, Jackson Richard A, Letendre William R
Jul/Aug 2004 Pg. 269-274	Current Topical Treatments in Wound Healing - Part 1 Author(s): Helmke Christopher D
Nov/Dec 2006 Pg. 462-468	Specialty Compounding for Improved Patient Care: A National Survey of Compounding Pharmacists Author(s): Huffman DC, Holmes Erin R
Jan/Feb 2008 Pg. 74-82	Specialty Compounding for Improved Patient Care: 2006 National Survey of Compounding Pharmacists Author(s): Huffman DC, Holmes Erin R
May/Jun 2004 Pg. 206-209	Basics of Compounding for Cold Sores or Fever Blisters Author(s): Allen Loyd V Jr
Sep/Oct 2016 Pg. 367-374	Pharmaceutical Compounding: The Oldest, Most Symbolic, and Still Vital Part of Pharmacy Author(s): Kochanowska-Karamyan Anna J
Jan/Feb 2014 Pg. 6-12	The Role of Compounding in Closing Therapeutic Gaps--Abstracts from FIP 2013 Author(s): Lutz Eugene, Pauletti Giovanni, Carvalho Maria, Davidson Gigi, Ashworth Lisa, Subramaniam Vaiyapuri, Llambí Francesc
Mar/Apr 2000 Pg. 115-117	Marketing Your Prescription Compounding Practice: Part Two Author(s): Letendre William R, Jackson Richard A
May/Jun 2000 Pg. 199-202	Marketing Your Prescription Compounding Practice: Part Three Author(s): Letendre William R, Jackson Richard A
Nov/Dec 2015 Pg. 514-520	Pharmacists' Perceptions of the Economic Value of Compounded Pharmaceuticals: A Comparison of Compounded and Commercial Pharmaceuticals in Select Disease States Author(s): Lobb William B, Wilkin Noel E, Holmes Erin R
Mar/Apr 2013 Pg. 154-161	Compounding Practices and Beliefs of Arizona Pharmacists Author(s): Cauthon Kimberly AB, Bowman Bill J, Gurney Mary K
Mar/Apr 2019 Pg. 154-156	Towards the Importance of a Roller Mill in Compounding Practice: An Experimental Approach Author(s): Polonini Hudson, Loures da Silva Sharlene, Batista Patrício Fernando, Fernandes Brandão Marcos Antônio, de Oliveira Ferreira Anderson
Jul/Aug 2021 Pg. 270-274	Growing a Compounding Practice: Successful Marketing to Underserved Populations Author(s): McKettrick Greg, Yoch Doug
Mar/Apr 2004 Pg. 89-94	Overview of Chapter <797> "Pharmaceutical Compounding - Sterile Preparations": The Potential Impact for Compounding Pharmacists Author(s): Rahe Hank
Jan/Feb 2000 Pg. 39	Marketing Tip: Marketing Reps Can Help Author(s): Capps Shelly
May/Jun 1999 Pg. 172-175	Compounding and the Specialty Veterinary Practice: An Interview with Gary Riggs, DVM, ABVP Author(s): Allen Loyd V Jr
Jan/Feb 2018 Pg. 7-16	Certification, Accreditation, and Credentialing for 503A Compounding Pharmacies Author(s): Pritchett Jon, McCrory Gary, Kraemer Cheri, Jensen Brenda, Allen Loyd V Jr