1. HSM Crash Cart Auto-Replenishment Service Powered by OnTraq™
Sales Guide

2. Agenda
Section
Introduction to HSM Crash Cart Medication Management – Crash Cart Auto-Replenishment (CCAR) Powered by OnTraq™ (will also serve as customer presentation)
Sales and quoting process (detailed process slides and sample forms are in your packet)
FAQs and customer objections (full version of FAQs are in your packet)
Sales tools (also included in your packet)
Walk through quote process, customer enrollment and forms

3. Introduction to HSM Crash Cart Medication Management HSM Crash Cart Auto-Replenishment Service Powered by OnTraq™

4. Crash Cart Medication Maintenance Challenges
Time Consuming, manual process
Tracking
Checking
Documentation
Inspections
Re-orders
Risky
Turnover in staff
Human error
Vacations
Pharmaceutical manufacturer backorder
Unpredictable
Fluctuating expense category; hard to budget
Constant price changes and sourcing of medications and/or substitutions
Changing guidelines: ECC, ACLS meds, etc.

5. Simplify Crash Cart Medication Management
Annual membership fee simplifies the management and fulfillment of your crash cart medications:
Predictable/flat medications expense for each crash cart
Automatic shipments of medications just prior to expiration
Includes online access to a dashboard to view the status of medications and notifications of upcoming shipments

6. OnTraq Crash Cart Auto-Replenishment
One annual fee; billed quarterly or yearly
Includes replenishment of expired and used medications in case of event
Crash Cart/Kit Auto-Replenishment key benefits:
Predictable expense and less wasted product
Saves money over having to purchase in lots (of 25 qty.)
Lightens ASC staff load and responsibility (especially nurses)
Saves inspection time
Saves time spent sourcing individual medications
Increases confidence that crash carts are current and well-maintained
Online crash cart status dashboard (OnTraq) included
Automated tracking and replenishment of medications
Reduces ASCs’ risk
Keeps medications current and up to date
Reduces inspection errors
Audits

7. STAT KIT® and Crash Cart Solutions
Providing Low Units of Measure Emergency Medications Since 1970
STAT KIT® and Crash Cart Solutions
We partnered with a licensed manufacturer and distributor uniquely qualified to provide and track single unit medications.
Our partner has been providing and tracking single unit medications to thousands of customers for their emergency medication needs since 1970.
BLS+
Family Practice
Internal Medicine
Imaging Centers
Urgent Care
ACLS
Surgery Centers
STAT KIT® 550
STAT KIT® 650
STAT KIT® 750-S
STAT KIT® Z-1000
STAT KIT® Pedi -intubation
OnTraq Crash Cart Meds
All STAT KITs come with automatic refill of contents.

8. 2017 Survey of ASC Anesthesiologists and Clinical Staff
What our customers are saying:
“I like never needing to source medications and manually monitor the expiration dates.”
“I like that it can track medications for me and ships replacements automatically.”
“Allows drugs to be utilized right up to their expiration date, instead of throwing them out early when we clean out the crash cart.”
“Human error is possible and consequences could be catastrophic if meds were out of date and not available for emergencies.”
“We don't have to have staff spend time on this. This is also a great help to the pharmacy nurse.”
Tom Fannon or designer may need to find similar hi-res photo

9. OnTraq Crash Cart Auto-Replenishment Program
Enrollment
Onboarding
Continuous Auto-Replenishment
All new medications are shipped to you for proper tracking of expiration dates, lot numbers and any potential recalls. We can track medications down to each crash cart/kit
OnTraq tracks expiration dates, and provides status visibility via dashboard
Each crash cart formulary/medication list, facility medical license information along with shipping addresses are uploaded into the OnTraq system
A Banyan representative will follow up with you to familiarize you with the OnTraq system and dashboard
Once you receive the new medications, return any partially used or unused medications in the
pre-paid envelope
OnTraq monitors any soon to expire medications and alerts you of an upcoming shipment
OnTraq’s proprietary algorithm tracks all medication expiration dates and prompts shipment of replenishments just prior to expiration
As I mentioned, all Stat Kits are automatically enrolled in the auto-refill program also known as our OnTraq Auto-Replenishment Program
OnTraq’s proprietary algorithm tracks all medication expiration dates and prompts shipment of replenishments before expiration
Customers are charged only when the replacement of expiring and/or used medications are shipped
Any soon to expire medications are combined and shipped to you
*Medications are fulfilled by Banyan

10. OnTraq Auto-Replenishment System Dashboard
Use OnTraq web-based dashboard to:
view your list of medications with expiration dates
view upcoming shipments
monitor National Backorder status
Key benefits:
View single or multiple facilities’ crash cart status
Ensure readiness
Reduce risk and stay compliant
Demo Link: OnTraq Demo
Rocky Mountain Surgery Center
9807 Washington Street, Suite 100
Denver, Colorado 80260
If the demo link does not load quickly, hit the refresh button

11. OnTraq Auto-Replenishment System- Summary
You provide a list of your current medications name, NDC, and quantity needed in each cart/kit
We load your information into OnTraq
OnTraq tracks all medication expiration dates and ships replenishments before expiration
You pay only a quarterly or yearly fee which includes replacement of expiring and/or used medications
Key benefits:
Predictable, single line item expense
replacement of drugs used in an emergency included in program fee
Reduce costs by:
maximizing shelf life of medications
minimizing staff management time
Online dashboard of crash cart status
Stay compliant
Ensure readiness
Reduce risk
OnTraq tracks expiration dates, and provides status visibility via dashboard
Customer receives new medications and returns unused medications in
pre-paid envelope
OnTraq monitors any soon to expire medications and alerts customer of upcoming shipment
OnTraq prompts shipment of replacement medications

12. Replacement meds used in emergency are included in membership – just call

13. Thank you
Questions? Contact: Your name Henry Schein Medical National Account Manager Mobile: your number

14. 2. Sales and Quoting Process

15. HSM and Banyan CCAR Order Process
HSM rep signs up customer/has a customer who is interested
Customer information and medication formulary (NDCs and qtys. for each cart/kit) sent to BN for quoting via ELRC and BN quote form
BN analyzes CCAR info in order to provide pricing to Schein sales rep
BN to send pricing and substitution options to the HSM rep to present to customer
If customer chooses to enroll in CCAR, HSM rep contracts with the customer via signed contract
HSM s BN a signed HSM Customer contract with license and shipping info. as confirmation of enrollment
Billing and program commencement will occur at the beginning of the month following a signed contract and license validation
Banyan will reach out to customer; onboard and train on OnTraq/CCAR service and the autorenewal process
Welcome kit, program details, and an entirely new set of medications sent to customer* (for tracking accuracy)
OnTraq system checks to see when items are expiring and automatically sends accordingly- on an ongoing basis
Membership and recurring billing will continue until the customer opts out of the program with a 60-day notice prior to yearly anniversary date
HSM Rep collects customer license numbers and ship to addresses for each facility for validation by BN prior to shipping product
HSM sales will identify customers who wish to participate in the program.
HSM will introduce the Program to its customers and will seek commitment to provide a custom quote to the HSM customer.
HSM will obtain, from the customer, a list of their current medications to include: medication name, NDC, and quantities, and typical cart/med use-case.
HSM rep will provide that list to Banyan via the HSM lead generation tool (Henry Schein Electronic Lead Resource Center-AKA ELRC).
A customer template form will be provided to the HSM Sales rep who will be responsible for the customer completion and ing the completed form(s) to Banyan at
Banyan will receive the lead via from the lead generation tool (ELRC) and work up a quote based on the customer’s formulary.
If Banyan has questions for the customer, Banyan will contact the HSM sales rep to determine how the rep would like to handle the questions to the customer, i.e.: Introducing the Banyan customer service person to his/her customer or field questions between the customer and Banyan.
Banyan will determine a retail price for the customer’s crash cart medication contents, and where appropriate, may make some recommendations for alternate drug volume size or alternate equivalent medication, to best match generally available items.
Banyan will provide the recommended retail price to the HSM sales rep to place into the HSM quote template and provide to his/her customer
Once the customer has agreed to enroll, HSM will procure a signed contract (contract between HSM and customer).
HSM will issue an order to Banyan by means of an electronic copy of the signed customer contract (send to
If a customer prefers to use a P.O. for purchasing, a blanket P.O. is required.
Once a signed contract has been received by Banyan, a Banyan representative will reach out to the customer and conduct the onboarding process and training for the OnTraq dashboard.
Billing and program commencement will occur on the first day of the month following a signed contract.
OnTraq will monitor expiration dates and automatically prompt the shipment of replacement medications before expiry.
Any medications used in an emergency should be reported immediately to Banyan (1-888-STAT-KIT) for replacement (included in the membership pricing). Instructions and a sticker will be included in the onboarding kit and medication shipments.
Membership and recurring billing will continue until the customer opts out of the program with a 60-day notice prior to yearly anniversary date.
We will walk through this process and the RFQ Forms at the end of the presentation
HSM = Henry Schein Medical
BN = Banyan

16. RFQ Form: Customer Provided Information Needed
You may show this to a customer so they know what information will be needed. You can also provide the electronic (Excel) file for the customer’s input – can be found on the Rep Resource tool

17. RFQ: Customer Medications Entry form - Excel
Excel template can be found on the Rep Resource tool
Complete information must be provided to Banyan in order to create a quote
Once you receive complete information, it to
If Banyan has questions of the customer, Banyan will contact you to confer with your customer.
Please enter your contact information on the first tab (HSM Information) prior to sending it to the customer to complete.

18. Customer Price Quote/PO Form
See handout – Will be available on Rep Resource tool
See handout sample
Customer homework to complete for license validation prior to shipping product- Also in Excel worksheet
May obtain signed contract prior to customer homework. Licenses must be validated by BN prior to shipment of products

19. RFQ: Customer Medications Entry form - Excel
Customer homework Section from contract
Complete information must be provided to Banyan and licenses validated by Banyan prior to shipping products
Once you receive complete information, it to
If Banyan has questions of the customer, Banyan will contact you to confer with your customer.
Please verify your HSM information and include the HSM Customer Number for billing enrollment on the first tab

20. 3. FAQs and Customer Objections

21. Overcoming Potential Customer Objections/Questions
Three most likely questions you will encounter:
See FAQ handout.
Available on Rep Resource
1. Why do I need to get rid of my current medications if they are not yet expired?
Ease of enrollment. By starting with a fresh set of medications, you can be sure that all lot, expiry, quantity, and NDC information is accurately reflected in our systems with no extra work on your part.
In the event of a recall, we will notify you, and we can direct you to the specific crash cart that contains the recalled item.
2. I added up all the medication prices in my crash cart and it is less than your quote.  Why? 
The OnTraq Crash Cart Auto-Replenishment program includes expiring medications and any potential replacement of used items. It also includes the tracking system, dashboard, shipping costs and disposal of unused medications.
Additionally, you save resource time and have priority access to manufacturer release of medications that may be on National Manufacturer’s Backorder.
3. Do you handle all the devices, too?
If we carry the items, we can track and replace those as well. We specialize in managing LUM medications, but if there are non-medication items that we don’t carry, and you would like them added to the program, we are happy to investigate adding those items to your service. We find that most facilities have specific preferences on tubing and other devices.
The OnTraq dashboard application has a mechanism for users to create tasks and reminder alerts for upcoming expiration dates for your other items.

22. 4. Sales Tools

23. Sales Tools
Front
Back

24. HSM CCAR FAQ Document – will be available on Rep Resource

25. Questions?
Thank you