1. Henry Schein Rx Samples
An online service for your customers to order drug samples of leading brands!
(Henry Schein Employee Use Only: Training document not for customer use)

2. Service Description
The Henry Schein Rx Samples Service allows eligible prescribers to order certain patient drug samples online.
The service is sponsored by major pharmaceutical companies so there is no cost of any type for prescribers that use the service.
The pharmaceutical manufacturers sponsor the service as a way of augmenting their sampling services to specific prescribers.

3. Benefits to Customer Drug Sampling is widely understood to:
Provide valuable information about patient response to a new treatment regimen
Increase patient compliance with the treatment regimen
30% of patients fill a prescription only when provided a sample; regardless of age, income or gender
Enable patients to initiate treatment sooner
Increase patient satisfaction with the “care experience”

4. Benefits to Henry Schein & You At GOAL of 80 New Users Per Sales Rep
HS Rx Samples opportunity
$6.5 Million GP PER MONTH
$1.6 Million Commission PER MONTH
100% GP $ fee
Concept to completion in 10 minutes
Great return on time
HS Rx Samples is a powerful lead generation tool
At GOAL of 80 New Users Per Sales Rep SR
Branch for team of 13
Gross Profit $ 1
$ 9,600
$ 124,800
Commission
$ 2,400
NOTES
Average $120 GP per New User in Year 1

5. Rx Samples is an eligibility based service
Manufacturers determine eligibility on three basic questions:
Does the prescriber have an allocation?
Is any or all of the allocation being used routinely?
How many prescribers have been budgeted for Rx Samples?
Manufacturers do not accept requests to add additional prescribers but there are roughly 500,000 eligible prescribers

6. Talking Points
Most effective use of time is to personally walk the customer through the process
Why am I here:
Hi, Henry Schein has a service for getting some of your patient drug samples online.  If we can get in front of a computer while I explain the service, it will make more sense and you can see what brands are available.
What should you expect:
There’s no fee and no commitment on your part.  Dr. is currently eligible for (X number of) brands.  
85% of prescribers see brands of interest and place an order
Why is it important to the practice:
The pharmaceutical manufacturers have added Rx Samples as a new way for you to access your monthly sample allocation.
What do we need to do next:
Please allow me to help you activate the service. It is easy but it will go faster and smoother if you allow me to help.

7. Very Important
You are going to be asked what BRANDS are available or which manufacturers sponsor the service!
Simply tell the customers that you do not have access to that information because you are not trained to promote the drugs. To promote the brands without the training would be a violation of the Prescription Drug Marketing Act (PDMA). Since you are not trained, you could accidentally promote an off label use of the drug. THAT IS A PATIENT SAFETY ISSUE.
On a practical level, mentioning specific brands or manufacturers mismanages customer expectations if they do not have brands from those manufacturers available. The disappointment can negatively affect the Henry Schein and manufacturer customer relationships.
To find out what brands are available to them requires a simple activation that takes under 3 minutes to complete and is completely private and confidential.
Consequence for breaking this agreement can be loss of your personal ability to promote the service or the loss of the manufacturer through Henry Schein.

8. Customers want to Understand Henry Schein’s Relationship to the Manufacturers with Respect to Drug Sampling
Desire to understand comes out through questions and comments like:
“How exactly did we become eligible for these drugs?”
“I get all the drug samples that I need from the drug reps.”
“I like my drug rep.”
“I like my free breakfasts and lunches.”
Responses:
1 & 2. In short, you are eligible because the pharma companies are adding the Henry Schein Rx Samples service as a way for prescribers to consistently get their monthly allocation of samples. The convergence of internet technology and wide consensus among physicians about the value of the service has led to its rapid expansion.
3. The Henry Schein Rx Samples service exists to better serve physicians and dramatically extends the reach of the pharma rep to meet the sampling needs of prescribers. The service benefits the pharma rep by increasing their productivity.
4. Breakfasts and lunches are associated with pharma rep educational services. The Henry Schein Rx Samples service is about the transaction of getting the prescriber samples and does not replace the educational services.

9. Screen Shots: Note
Red rectangles and arrows indicate action to be taken to complete the order
Blue rectangles and arrows indicate available information
Red rectangles and arrows indicate action to be taken to complete the order
Blue rectangles and arrows indicate available information

10. Go to: www.hsrxss.com 2) Click “Check Eligibility & Register”

11. Enter “NPI Number” and “Last Name” 2) Click “Submit”

12. Complete “Profile Information”

13. Continue registration 2) Click “Save” 3) Click “Submit”

14. Click print button to select
Check box to left of brands of interest 2) Click “Continue”
Check box to select
Click print button to select

15. 1 2 3 4 Select “Recurring Request” 3. Choose “Shipping Address”
Select “# Units” 4. Click “Continue”
Note: Recurring Request is the easiest way for clients to receive a consistent supply of drug samples. The Recurring Request feature automatically faxes the provider a completed sample request form about every 4 weeks, depending on the drug.
So, when the fax comes in:
If the drug samples are needed, the provider signs the sample request form and returns it by fax to the # on the form.
If the drug samples are not needed, simply ignore the fax. Recurring Request is discontinued if no orders are placed over a 90-day period. 1 2 3 4

16. Add provider’s “State License Number” 2) Click “Submit”

17. 1) Click “Confirm Sample Request”

18. 1) Click “Print Request Form”

19. 1) Provider signs for the order 2) Fax the signed form back the # on the form

20. Important Do’s and Don’ts
Assist customers in registering and placing 1st orders; encourage subsequent sample orders via visits and reminders.
Place order for or on behalf of your customers, or attempt to learn sign-in names or passwords of your customers.
Let customers know that target prescriber must sign for all orders (they can sign the fax order form or use the electronic equivalent of a handwritten signature, i.e. XpressSign® ).
Encourage others to sign for the order or suggest that others can do so. Note: It is prohibited by FDA regulations for anyone other than the eligible prescriber to sign a drug sample request.
Encourage prescriber registration to check for brands available.
Mention specific manufacturer or medication brands by name.
Convey benefits of Rx Samples Service to your customers.
Make claims or statements (direct or anecdotal about brands available— not even casual references are allowed)
Communicate any Adverse Drug Event or Product Complaint that is reported to you, by ing HSI Regulatory Affairs Group
Disregard an Adverse Drug Event or Product Complaint report regarding a medication or brand.