Page 19 - NSM Pre-Work

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Managed Care

Key Managed Care Message:
Accounts benefit by utilizing the Crizal® portfolio for their Managed Care patients. The technological superiority of the
Crizal® portfolio provides the ECP an opportunity to maximize their patients’ Managed Care benefits while increasing
their practice profitability.

As you close your sales call, it’s important to remind the ECP of these key Managed Care opportunities:
• There is a Crizal product in the majority of Managed Care no-glare categories, so work with ECPs to build a
portfolio with Crizal no-glare lens products in the categories they utilize most often to ensure they are
streamlining their breadth of no-glare offerings, delivering a unique technology selling message, and maximizing
their patient capture rate and revenue opportunities.

• Leverage Managed Care as a way to move your customers into more premium Crizal® no-glare lens products
with low or no corresponding increase in patient out-of-pocket costs; this conversion will naturally carry over
into their private pay business and cause an even greater revenue impact.

• No-glare penetration in Managed Care is much higher than in private pay, so there’s no reason not to offer
Crizal® no-glare lenses to every Managed Care patient; they are likely to buy, especially given the brand-name
recognition.

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