Pharmaceutical Sales Strategies for Ophthalmology Care

Ophthalmologists face competition from other specialties and declining reimbursements.

Increasing equipment costs, decreasing reimbursement, and a changing economy make it difficult to keep ophthalmology practices economically viable. In the face of a more challenging economic situation, ophthalmology practices must closely consider the value they derive from investments in updated equipment. While many practices delay updating equipment for economic reasons, such delays can lead to a decreased quality of care.

To compensate, ophthalmologists take on greater patient loads or focus their practice on self-pay procedures, such as laser treatments, premium intraocular lenses, and refractive and cosmetic surgeries. Ophthalmologists also face competition from other medical specialties whose practitioners perform similar services for lower prices. This competition may cause payers to see the services of ophthalmologists as less valuable.

At PDI, we can help address the economic viability of your ophthalmology customers’ practices by helping them achieve patient satisfaction and commitment.

To succeed in the highly competitive ophthalmology market, your pharmaceutical sales strategies must enable ophthalmologists to meet their business goals while at the same time providing excellent patient care. PDI’s inside and field-based medical sales representatives specialize in supporting ophthalmologists with the latest information on treatment paradigms as well as working with payers on reimbursement issues. The result is prescription and medical device commercialization that takes the pressure off ophthalmology practices, and allows your customers to succeed economically while providing outstanding patient care.

The critical factors for the future success of ophthalmology are:

  • Remaining current on market trends with payers and the implementation of the Medicare Access and CHIP Reauthorization Act of 2015 (MACRA)
  • Being able to demonstrate patient satisfaction and a focus on patient-reported outcomes
  • Providing higher quality care at lower cost

Learn how we can guide you and your ophthalmologist customers through a highly competitive care environment

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