Know Our Offering – Follow these steps to get familiar with the Patient Room Program (PRP)

• Read through the documents on the “Resources & Tools” section to get familiar with the PRP
• Develop working knowledge about the DAZO Monitoring System Overview and the PRP Dashboard reporting and analytics capabilities
• If needed, work with your RSM to find opportunities to shadow experienced IP AEs as they visit customers for EH and PRP visits

Know Your Customer & Their Needs – Follow these steps to build a working knowledge of your customer, their needs, competition on site, etc.

• Determine if the targeted account is valid for PRP by working with RSM/CAM/IP counterpart
• Research the Industry Targeting Tool to see if this customer is listed and identify any potential opportunity available
• Visit target account and identify pain points in their cleaning process; begin to highlight how our Patient Room Program can help
• Research the Competition – Who is on-site? What are they supplying the EVS department?
• Identify a Champion on-site that can support you through the sales process (IP Manager, EVS Manager); begin to build a relationship and their knowledgebase on our offering (Be ready to change your champion or walk away from the opportunity if your champion is not strongly convicted to help you sell within the organization)
• Secure approval from the hospital to conduct a Baseline PR Audit