019-Discovering DSOs with Ashley McCauley

On today’s episode of “Discovering DSOs with Ashley McCauley”, Ashley’s guest is Nathan Johnston, Field Sales Consultant for Henry Schein. Nathan and Ashley discuss the steps to take when creating a formulary and why they are so important. Episode Highlights: Definition of a formulary  Steps to take when creating a formulary  Product categorizing Goals of formulary  Challenges Nathan faces Quotes: “This list, in a nutshell, represents everything they need to operate”  “Top line, review everything you are purchasing, secondly get in the weeds of knowing who you are buying from” “A lot of times DSO’s miss this step” “You want to plot your products into a critical, and a non critical bucket” “Your not just partnering with the vendors for best pricing, you are looking at the research behind their products”  “In a nutshell, the goal for a formulary is that it starts first with a strategy, and that it reduces stress” “Stress goes down, expectations are in line with what the office expects”  “It's a win-win for everybody” Links: The Dental Podcast Network Channel One homepage: http://dentalpodcastnetworkchannelone.otcpn.libsynpro.com/   The Dental Podcast Network Channel Two homepage: https://podcasts.apple.com/us/podcast/the-dental-podcast-networks-channel-two/id1478530429