Introduc4on and Objec4ves
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1 The Big CHC Rollout
2 Introduc4on and Objec4ves Introduc4ons Benco partnership with CHV The CHC market Who is CHV and the Na4onal Associa4on of Community Health Centers (NACHC)? Sales pitch Resources Q&A
3 How is Benco connected to CHCs? Organiza7onal Flow Chart NACHC is the only na7onal membership organiza7on represen7ng all 1,278 Federally Qualified Health Centers with 9,200 sites. CHV is the business development affiliate of NACHC responsible for developing products around health center business. The Value in Purchasing (ViP) program is the largest of three programs operated by CHV. Over 800 CHCs u7lize ViP as their group purchasing program and generate $125M gross annually. Benco is the preferred, and only, dental distributor via NACHC s Value in Purchasing (ViP) program.
4 Why are you on this call? Community Health Ventures/ViP and Benco Dental In 2015 CHV and Benco completed a successful pilot targe7ng 30 CHCs resul7ng in 13 new CHC Benco accounts. On September 1, 2016, CHV and Benco Dental announced its partnership designa7ng Benco Dental as the preferred ViP dental distributor (for both merchandise and equipment). CHV provided Benco with a list of CHCs iden7fying exis7ng customers and prospects. RM s have received the list, and designated the TR responsible for all PROSPECTS. Current Benco customers with a TR already assigned will not be changed.
5 Why are you on this call? Community Health Ventures/ViP and Benco Dental CHV will sell the ViP program (i.e., Benco is a provider of world class service, Benco is one of the most rapidly expanding dental distributors in the health center market, CHV analysis has shown the average health center saves 15-20% through the ViP program, etc.) CHV will leave the selling of Benco to Benco because no one can sell it beder! RM s should encourage and support their Teams to make calls into both current Benco Customers as well as Prospects. A list of both will be provided today as a roadmap for this to occur. An emphasis should be placed on the CHV/Benco partnership, the Benco Difference and the commitment Benco has made to the health center movement
6 Why are you on this call? Community Health Ventures/ViP and Benco Dental Benco s salesforce will be endorsing the ViP program for any health center currently not using the program. This will strictly be a brief overview of the program, and passing along leads to the ViP Team when applicable for their follow-up. Accounts with no sales ac7vity as of the start of the 2017 fiscal 2nd quarter will be reassigned to a new TR in an effort to generate sales ac7vity Make the calls and close the business. How will this program effect my commissions? It won t have any effect on commissions at all. Benco has made an investment in you to be successful in this market. Now go and make it happen!!
7 Why are you on this call? Community Health Ventures and Benco Dental What s in it for me? Sales and commission growth!
8 How large is the CHC market? 1,278 systems opera7ng 9,200 sites (73% of which offer some dental care services). Largest primary care network in the country caring for 1 in 15 Americans.
9 How large is the CHC dental market? An emphasis on increased access to preven;ve dental care Between 2003 and 2015 the number of pa7ents seeking services at health centers has grown by 250% (1.1M to 4.4M) and the number of dental visits has grown by 400% (4.5M to 11M). In % of visits provided to pa7ents at health centers were dental (11,928,000). In % of FQHC Look-a-like visits were dental (330,000). Health centers employ 12,450 dental providers or approximately 25% of total providers at health centers. 36% of dental providers are den7sts, 16% are hygienists and the remaining 48% are assistants, aides or techs.
10 What Does NACHC do for CHCs? NACHC achievements: Funding: NACHC helps secure grant funding for health centers that amounts to approximately 20% of the average health centers total opera7ng budget. Through NACHC s efforts health centers enjoy enhanced Medicaid and Medicare payments. Lastly, NACHC has spearheaded an expansion of the health center program amoun7ng to $16 billion over the past 5 years. Discount Prescrip;on Drug Program: NACHC was able to convince the feds to extend pharmacy discounts to health centers resul7ng in a health center saving 55% off of average wholesale price. Federal Tort Claims Act (FTCA): NACHC convinced the federal government to extend medical malprac7ce insurance coverage to clinicians working at health centers.
11 The Benco/ViP Pitch Emphasize Benco s par4cipa4on in ViP and the support of NACHC: Benco is the preferred dental distributor of the Value in Purchasing (ViP) Program. The Benco-ViP Program saves health centers money on dental supplies and equipment, and brings value in other areas. Not only do health centers access discounted pricing with Benco and ViP, but it also helps to support NACHC s work on behalf of CHCs.
12 Understand Market Challenges Compe44ve Landscape Commonwealth Purchasing Group (Boston, MA) Council Connec7ons (San Diego, CA) Both are regional group purchasing organiza7ons (GPO) using Henry Schein Dental as their sole source distributor. Benco Dental is the preferred dental distributor of ViP and ViP is the only na7onal GPO endorsed by NACHC.
13 Par4cipa4on Agreement Par4cipa4on Agreement (PA): It s Importance to You and your Customers Must be signed by all new and exis7ng health center customers. Signed PA results in the health center being officially rostered as a ViP dental client. Benco will pay NACHC s business development affiliate (Community Health Ventures (CHV)) a fee for the business that the health center conducts with Benco. This fee will not alter the pricing current Benco customers pay for dental supplies. A signed PA allows CHV and Benco to track purchases and health center volume for future discounts. A signed PA allows CHV and Benco access to purchase data in order to nego7ate future agreements with manufacturers for discounts and promo7ons.
14 Benco VIP/Dental Portal VIP/BENCO DENTAL Portal DEMO & Walk Through hyp://
15 Meet the CHV/ViP Team Danny Hawkins Sr. Vice President Hugo Cubias Director of Marke4ng ext Alex Vactor Account Execu4ve Rod Peredo VP of Sales and Client Services
16 CHV/VIP Territory Map
17 Ques4ons?
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