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Completion of the "details" on new targeting and routing, ie. Office hours, phone no.' s etc. This can and should be done on each visit through your territory. Gain physician's office business cards and update when back in car. Let's submit monthly to show progress. Note Talcing: Let's take notes on each call immediately after the call. You may already be recording the call but let's do this after each call so you do not have to take this home with you. This is important for pre and post call planning. Let me know how you would like to log your notes .. .i.e., computer, hard copy etc. Reprint Usage: Kerry, you probably have the most knowledge of all of us with regards to reprints. I am asking all of EE to use a reprint on every call-especially the core products. Please let me know what reprints you will use on core products i.e., MODY, FHH, Alports, FSGS, Nephrotic Syndrome. Ask every physician on every call if he/she can think ofjust one patient who could benefit from our testing service. When you get someone they can think of, write down the info and follow up with that physician on next cycle if no sales within 2 weeks or so. Please detail why Tufts and Children's are down this year vs last. I am sure that Tufts turning from a "Direct Bill" to "Access Athena" is a factor.

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Overall Performance Rating: (0) (AA)X CE) (NI) (U) Kerry overall sales will exceed last years combined baseline. Great job! Nephrology sales vs '07 should meet or exceed Pl\ID goals. Not everyone is doing this. Super job here for all you very hard work!!!

IPMD Goal Update

1. Increase BCBS units via physicians and courtesy draw labs.

Goal is to increase sales for EE by 25%. You have already done this with your sales through November 2008. 2006 Units = 16, 2007 = 26, 2008 = 33.

2.

Utilize the business planning process and tracking reports to achieve the territory net demand objective.

Kerry will exceed total combined net demand in '08 vs '07. As stated before, endocrine seems flat. Nephrology is doing great.

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