OCCUPATIONAL HEALTH TESTING

1
OCCUPATIONAL HEALTH TESTING

• Sales Marketing

2
Looking Forward

• Inside Sales
• Health Services Division
• DNA Project
• Wellness Project
• Advertising Media

3
OHTD Services Products

• Specimen Collection Services
• Breath Alcohol Testing
• On-Site Drug Testing
• 24-Hour Emergency Service
• Package Plan Services
• Physicals Exams

• DNA Collection Services
• Corporate Wellness Programs
• Mobile In-Office Services
• Centralized Scheduling
• Electronic Ordering Statusing

4
Specimen Collection

• Collector Training Certification Program
• Collections Follow SAMHSA, DOT and Other
  Applicable Guidelines
• Collection in Secured Environment

• Complete Custody and Control Procedures
• Over 900,000 Specimens Collected Annually
• Specimen Types
• urine
• hair
• sweat
• saliva

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Breath Alcohol Testing

• Training and Certification in compliance with
  Federal Regulations
• Evidential Breath Alcohol Testing Devices (EBTs)
  combined with laptop computers meet Conforming
  Products List (CPL) requirements
• Completely portable EBT units
• 24-hour Emergency Availability

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On-Site Testing

• MEDTOX Profile II
• FDA Cleared
• One-step Process
• Negative results in 1-2 Hours
• Confirmation of Non-Negatives
• Legally Defensible System

• Benefits of Profile II
• Accelerated Hiring Decisions
• Increased Productivity
• Expedite Returns-To-Work
• Decreased Accident Liability

7
24-Hour Emergency Service

• Post Accident Reasonable Suspicion
• National Coverage
• Specimen Collection Breath Alcohol Testing
• Mobile Capabilities
• One Toll-Free Number To Schedule

8
Package Plan Services

• First-Party Provider of Program Components
• Specimen Collection
• Laboratory Analysis
• Medical Review Officer (MRO) Services
• Emergency Services
• Centralized Scheduling
• Consolidated Billing

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Laboratory Analysis

• SAMHSA-certified Laboratory MEDTOX
  Laboratory
• Screen and confirmation testing
• Negative results 24-48 hour turnaround
• Positive results 48-72 hour turnaround
• All necessary supplies kit, custody and control
  form, airbill and overnight transportation

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Medical Review Officer (MRO) Services

• Evaluation of laboratory results by qualified
  physician
• DOT and Non-DOT positive and negative results
  review

• Numerous Reporting Options
• interactive voice response (IVR)
• e-mail
• fax
• fax on demand
• mail

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Physician Exams Physicals

• DOT
• Post-Offer
• Fit-For-Duty
• Company Specific
• Completed by Physician Or Paramed Examiner

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DNA Testing Services

• Tremendous Growth Potential
• Paternity
• Buccal Swabs
• Blood Draw
• Military Identifications
• Criminal Identification Database

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Corporate Wellness Programs

• Cholesterol Screenings
• PSA Screenings
• BAP Screenings
• H. pylori Screenings
• Glucose Screenings

• Diagnostic Services
• Staffing Services
• Phlebotomy
• Health Risk Assessments

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Centralized Scheduling

• National Call Center
• Toll-Free Number
• National Coordination
• Supply Shipment Available
• Reporting Capabilities

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Electronic Ordering Statusing

• Transfer of Data Between First-Party Providers
• Order Services via SAFnet
• 24-Hour Tracking Status
• Electronic Activity Reporting
• Transmission of Results

16
Targeting Accounts

• Where do I start??

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Targeting Accounts The Objective

• Identify Companies / Accounts In Your Territory
• Develop An Action Plan To Gain Business

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Targeting Accounts The Approach

• Complete A Target Worksheet List
• Identify 20 New Companies
• large employers, newspaper, yellow pages,
  networking
• Identify 10 Current Accounts
• national account listing, local accounts
• List The 30 Accounts on A Target Worksheet,
  Choose 12 From List to Focus On

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Markets To Consider

• On-Site Drug Testing
• Construction
• Staffing / Temporary Companies
• Job Fairs
• Retail
• Traditional Testing
• Hotel / Hospitality Industry
• Restaurant
• Corporate America / Fortune 500

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Pre-Call Planning Gather Information Be
Prepared

• What Do You Know About This Prospect?
• Type of Business
• Locations
• Number of Employees
• Business Trends
• Regulatory Requirements
• Hot buttons
• Current Programs

• Identify Decision Maker
• Set A Call Objective
• Identify Materials To Take
• Anticipate and Plan For Objections
• Mentally Prepare by Practicing!

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Selling Benefits

• Why Should They Do Business With EMSI?
• Sell Benefits, Not Features
• Tie in Benefits To The Needs of the Prospect

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Selling BenefitsContinued Features
Benefits

• An EMSI location available almost anywhere in the
  US
• Convenience decreased downtime for client
  employees
• One Stop Shopping
• Consistent, quality services nationwide
• Creates paperless environment, less room for
  error, and status available 24 hrs

• 250 Offices
• Mobile Services
• Package Services
• Trained Certified Personnel
• Electronic Ordering Statusing

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Questioning For Need

• Find Out Hot Buttons of Customer
• Ask Open-ended Questions
• What are you looking for in a drug testing
  company?
• What might a vendor do to provide you with better
  service?
• How do you handle post-accident testing?

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Questioning For Need Continued

• What rural areas do you have that require
  coverage?
• What is your turn-around time, and would you like
  it to be quicker?
• What has your experience been with other
  providers?
• Do you currently have a wellness program, what
  does it consist of?

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Closing

• Summarize What You Have Discussed
• Reinforce Benefits
• ASK FOR THE BUSINESS!!!
• Ask the Timetable of Their Decision
• Suggest A Trial or Pilot Program
• Walk Away From the Call With Something You Can
  Build From
• No does NOT Never

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Follow-Up

• Follow-up Communication Courtesy Is Important
• Identify Next Steps
• Communicate Regularly

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OHT Sales Account Set-up

• EMSI Field Sales Packet
• Required Documents
• OHT Sales Form
• Credit Application
• Service Agreement
• Activation Time
• 5-7 business days for collection only
• 7-10 business days for package services

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OHT Contacts

• Inside Sales [phone]
• Use the Hunt Group
• Fax [phone]
• Scott Glover
• sglover_at_emsinet.com
• Andra Graham
• agraham_at_emsinet.com