While the above recommendations can help reduce the chances of an availability issue, a number of external factors remain out of our control.
When a pharmacy does experience an out-of-stock, there’s a typical escalation process that occurs: the sales rep notifies the district manager who notifies the regional director who then flags it to the head of sales until it’s eventually escalated to the trade manager. That’s a lot of escalation levels. Not only does this take a significant amount of time, slowing down the speed of resolution, it’s also a major distraction for the sales team and details tend to get lost along the way.
Thankfully, there are tools that exist to help derail this typical out-of-stock process for a better and faster one, like the Two Labs Trade Issues Resolution app. It allows sales reps to immediately share out-of-stock issues directly with the trade director, skipping the time consuming escalation levels in between. In less than two minutes, our tool allows sales reps to submit trade issues for triage using a digital escalation form. It also offers capabilities to resolve product listing and other EHR issues sales teams encounter when physicians can’t find products for e-prescribing.
Beyond causing fewer headaches overall, streamlining out-of-stock resolutions with trade management tools lead to:
- Improved Patient Experience: Not only does it help increase the speed of availability, it also allows pharmacies and/or physicians to provide quick updates on the arrival status of a drug, leading to reduced stress.
- Reduced Sales Force Noise: Because details get straight to the trade director, the sales rep who escalated the issue can rest assured it’s being handled quickly, meaning there’s less chance the issue hits “emergency” status. Fewer people pulled in means a less distracted sales force — every trade manager’s goal.