Referral Sources
You don't want to ask this referral source for oral referrals
What is surgery clinic?
Pump rate per hour for patient prescribed 200 mL of formula over 2 hours
What is 100 mL / hour?
4 referral sources we talked about selling to today
What is GI Office, Surgery Clinic, Hospital CM, PCP?
2 main types of pumps we see
What is Joey & Infinity?
First thing you should do after you receive enteral referral
What is send referral to Medical Records to be uploaded into Brightree and assigned to patient care rep?
2 ways to find out who manages referrals
What is call and ask you manages referrals before setting appointment and asking front desk receptionist?
The hourly rate for a patient prescribed 45 mL over 30 minutes
What is 90 mL / hour?
Situation, Problem, Implication, and Need-Payoff Questions for selling to a GI office that is having issues with their current provider delivering formula on a timely basis.
What is:
1. How many of your kiddos are receiving specialty formula?
2. What problems are you having with your current provider?
3. How does that affect you and your daily workload?
4. How would it help you to have a provider that delivered supplies once a month to the patient on a timely basis?
Pumps run based off of this
3 common diagnoses we see for enteral nutrition coverage
What are feeding difficulties, dysphagia, prematurity, failure to thrive, congenital heart defect, trisomy 21, metabolic disorder, GERD, tracheomalacia, neonatal aspiration, aspiration pneumonia, ventilator dependent?
You ask for this after referral source says she has a patient discharging this afternoon that could benefit from our services
What is the patient's name (or face sheet)?
Little Johnny is prescribed nighttime continuous feeds for 60mL/hour x 8 hours. This is his nighttime dose.
What is 480mL?
Situation, Problem, Implication, and Need-Payoff Questions for selling to a PCP that is using a provider that is contracted with Nestle.
What is:
1. Do you have a provider you're currently using for oral formula?
2. What challenges are you having with your current provider?
3. How does it impact your patients when your provider doesn't carry the formula you prescribed?
4. Would it benefit you and your patients to work with a provider that was open formulary?
Measurement rate per hour pump feedings are measured in
What are Milliliters (mLs)?
They run the benefit check for a new enteral patient
A question you can ask to make sure you're talking to the person that handles referrals in a clinic
What is, "Who handles the referral process for your clinic?"
James is prescribed enfamil infant 24kcal/oz. His feeding schedule is 75mL q 3 hrs QID daytime; 30 mL/hour x 10 hours at night. He drinks 30mL and runs the pump over 30 minutes during the day. This is his total mLs and calories per day.
What is 600mL and 480 calories?
Situation, Problem, Implication, and Need-Payoff Question for selling to a surgery clinic that could benefit from g-button pre-placement education.
What is:
1. How many g-buttons are placed every month?
2. Tell me about a time a family was nervous before the surgery and doing feedings at home.
3. How did that make you feel about the child's care?
4. Would it help put you and your families of kiddos at ease to have pre-placement education?
What to do with Error: NO FOOD/FEED ERROR
What is add formula to bag?
Before monthly shipments are delivered to a patient's home, this happens.
Patient care rep calls family every month to confirm order.
One way to ask for the business at a hospital
What is, "Do you have any patients today that we could help?"
Lila is prescribed Alimentum 22kcal/oz. Her feeding schedule is 4 oz over 1 hour q 3 hours. She is getting this many calories a day.
What is 704?
Situation, Problem, Implication, and Need-Payoff Question for selling to a hospital case manager who is already using us for AMS, but could also benefit from PDN. #crosscaring
What is:
1. Who are you currently using for home nursing services?
2. What challenges do you have with your current home nursing company?
3. How do those problems affect your workload and having upset families?
4. Would it make your life easier to have one company for both medical supplies and nursing services?
What to do when you get Error: NO FLOW/FLOW ERROR
What is un-kink line or work out clog?
3 pieces of documentation needed to start an enteral patient
What are signed orders, diagnoses, chart notes, growth charts, certificate of medical necessity, detail written order?