Homecare Peeps
Speaks with patients and processes new orders
Who is: Intake/Customer Care
Patients go here for TPN
What is: Home Infusion Pharmacy
This is a TM tool that a homecare account can be added to for revenue growth and deeper territory relationships.
What is: Call plan
This is a probing question to ask a homecare partner.
How many people are on the Homecare team?
13 (12 currently, one open)
Pick, pack and ship.
Who is: The warehouse, distribution or procurement
Patients on ventilation are serviced here
What is: DME Company (Respiratory Focused w/ RTs on staff)
These are the 325ml hero SKUs KF is prioritizing.
What are: Standard 1.0 vanilla, Standard 1.4 vanilla, Peptide 1.0 plain, Peptide 1.5 plain.
This is an example of a competitive insight for a homecare company.
What is: Abbott/Nestle OOS.
Who is Batman to the Homecare Team?
Simon
Focused and commissioned on new patient starts.
Who is: The sales team
Provides Diapers, Wheelchairs, and Wound Supplies
What is: Medical Supply or DME Company
This is an example of how to work with a homecare w/o a sales team.
What is: Sample support, enteral/clinical training, marketing support (share homecare flyer), treat drop off for staff.
This is how homecare companies make consistent revenue every month.
What are: Refill orders.
What is Catherine's son's name?
James
Speaks with the patient's outpatient HCPs and calculates energy needs or nutrition change orders.
Who is: The clinical team or RDs.
Provides drugs for rare or complex health problems.
What is: Specialty Pharmacy
A Pediatric Peptide Tube Feeder
What is the most profitable patient for Kate Farms?
This is one example of an industry insight you could share with a homecare partner.
What is: New cardinal feeding pump, Oley Foundation conference, increased medicaid rates, etc.
How many Kate Farmers are connected with Anne on LinkedIn?
35
Homecare's top decision maker.
Who is: Homecare owners, senior leadership
Affiliated medical center that acts as parent entity.
What is: A Hospital owned Homecare.
These are the most relevant marketing materials to share with a homecare.
What is: Crosswalk guides, ordering guides.
These are 2 ways Kate Farms provides value beyond price to a homecare.
What are: Joint calls w/ HCPs, sample program, CEs, improved revenue flow (tolerance= timely refill orders), decreased labor (via change orders), superior inventory management.
What's John Kittle's favorite podcast?
Huberman Labs (Andrew Huberman)