1. Tools & Tactics in Overcoming Objections to Drug Testing A Presentation by William F. Current WFC & Associates

2. Customized Consulting Services in Support of Drug Testing Policy Review Policy Development Supervisor Training Training & Education Publications Marketing & Sales Support Drug-Free Workplace Research State and Federal Laws & Regulations

3. WFC & Associates Distinguished Panel of Experts Mac Allen, NSA Dennis Bennett, FirstLab Brick Bradford, ChoicePoint Joel Howard, LabOne Mary Ellen Petty, FirstLab Don Weber, Pinkerton Health Srvs.

4. WFC & Associates Two Kinds of Buyers 1. Existing drug tester –Cold calling –Take away business –They came to you (referral, marketing) 2. New to drug testing –Cold calling –Referrals from current clients –They came to you (marketing)

5. WFC & Associates Identifying Your Buyer Assess their current status: Where are they now? What are their needs? What are their objectives? What is their budget? What do they currently understand?

6. WFC & Associates 10 Most Common Objections to Drug Testing 10. Denial 9.Don’t want to know who uses 8.Don’t trust drug testing 7. Reluctant to change 6.Don’t want to be the bad guy

7. WFC & Associates 10 Most Common Objections to Drug Testing 5.Believe it hurts productivity 4. Legal Concerns 3. Cost is prohibitive 2. Don’t know where to start…

8. WFC & Associates 10 Most Common Objections to Drug Testing 1. Don’t understand ROI… “Return on Investment”

9. WFC & Associates Case Study #1 Small Restaurant Company 3 locations and growing 100+ employees Knew problem existed Wasn’t sure what to do Wasn’t sure if they should do anything

10. WFC & Associates 3 Primary Categories of Solutions 1. Sell Value 2. Know Your Business 3. Make It As Easy As Possible

11. WFC & Associates Sell Value Quality –Products –Services –Partners Follow-Up Support –Selling “you” –Client retention –Answer the phone –Stay in touch –Benchmark!!!

12. WFC & Associates Case Study #2 Large, nationwide retailer 30,000 tests a year ($1 million/year) Dropped drug testing all together Decided ROI was not there Is that true? Who’s to blame?

13. WFC & Associates Know Your Business What works How it works Why it works Collection processes Lab technology On-Site technology Urine vs. saliva Urine vs. hair Background screening Physicals Delivery systems

14. WFC & Associates Know Your Business Consult –Policy review and development –Training –Legal support Educate –Magnitude of the problem –Cost to employers –Absenteeism, accidents, workers’ comp –State laws, workers’ comp laws, etc. Stay Current

15. WFC & Associates Make It As Easy As Possible Fit your services to meet their needs Offer alternatives; be flexible Walk them through the process Anticipate their questions Own the implementation

16. WFC & Associates “ROI” Return On Investment How much does s/a cost per drug user? –$7,000 (national average) How many drug users do you have? –17% of workforce (national average) –Use their figure How many employees do you have?

17. WFC & Associates “ROI” Do the Math! 250 employees multiplied by % of drug users in their workplace (5%) multiplied by $7000 equals cost of s/a compare to cost of drug testing –(300 tests at $45 per test average)

18. WFC & Associates “ ROI ” 250 x 5% =13 13 x $7,000 =$91,000 300 ( drug tests/year ) x $45 ( cost per test ) =$13,500 $ 91,000 -13,500 =$ 77,500 SAVINGS!

19. WFC & Associates 6 Tips That Never Fail 1. Get them to answer their own questions 2. Don’t sell lies and half truths 3. When you hire a liability, you own it 4. Don’t take anything for granted 5. Sell yourself 6. Deliver

20. WFC & Associates Customized Consulting Services in Support of Drug Testing William F. Current 954/255-8650 David G. Evans 908/788-7077