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Centralizing contract negotiations
1Louis Scott Associates, Inc., Rochelle Park, NJ 07662, USA.
Medical Interface
|July 6, 1996
Abstract:
Regional focus of sales of pharmaceuticals and other supplies to MCOs, with generic, one-size-fits-all value-added programs, will not help ensure marketshare in the managed care environment. According to the author, a centralized approach to managed care sales must be taken, offering customized programs to individual health plans.