As downward pressure on their incomes continues, physicians are seeking creative ways to supplement revenue while adding additional value to their patients. A great option for large and small medical practices is pharmaceutical dispensing. Offering medications at the point of care generates revenue (while offering competitive medication prices), increases compliance (because they walk out of the office with their meds) and provides great convenience (because they don’t have the extra stop and wait for their prescription). Sounds like an easy decision, right?
The reality is that most physicians have little to no time available to evaluate point of care dispensing programs, the dispensing software supporting them or the vendor supplying them. Brokers who are already working with physicians or practice groups are in a unique position to help the practitioner evaluate options and be a part of the solution.
In a recent discussion with a broker who provided benefits solutions to medical groups, we spent a lot of time discussing Northwind Pharmaceuticals. He was vetting us. The value of physician dispensing was evident, he wanted to make sure we were a reputable vendor who would support him as a trusted adviser to his clients. This process is called “building a relationship” and it takes time. You don’t build trust through one phone call. Trust is built one interaction at a time over time. It is very difficult for physicians to invest in this vetting process and it is a true value-add opportunity for brokers and consultants who already have the trusted relationship.
Test it. The next time you are meeting with one of your physicians, ask them about it. Then give us a call (800.722.0772) and we can walk you through how best to help your client benefit from adding medication dispensing to their service set.
