BACKGROUND: OCuSOFT Inc., doing business as CYNACON / OCuSOFT, is an ophthalmic pharmaceutical company that has been serving the ophthalmic industry for over 20 years. OCuSOFT provides diagnostic pharmaceuticals, medical devices, and surgical supplies, as well as various proprietary branded over-the-counter products (OCuSOFT^® Lid Scrub is but one) to eye care professionals throughout the country.

Historically, the Company has offered Rx, OTC, and surgical products. While many optometrists used the Company’s products, the focus has been on ophthalmology due to the surgical aspects of the Company’s business. More and more products have been added which can be used by both ophthalmology and optometry and so the Company is expanding its presence into optometry.

One particular product, OCuSOFT^® Lid Scrub, has been well represented in optometry. Interestingly, while OCuSOFT^® Lid Scrub is available OTC at most major retail chains including Wal-Mart, Walgreen’s, etc., nonetheless, many practitioners choose to make OCuSOFT^® Lid Scrub (and other OTC products) available to patients from their offices. Practitioners will often purchase these products and then, as a convenience, offer these products in their office to their patients at a discounted rate from that of retail drug stores. OCuSOFT offers special professional discounts that allow practitioners to do this cost effectively.

In addition, the Company offers a wide range of punctum plugs—a medical device used in the care and management of dry eye patients. Therefore, punctum plugs coupled with diagnostic pharmaceuticals, OTC products, etc. create a unique opportunity for the right individual. In most cases, practitioners are already using some if not all of these products. A variety of territories are open and can be discussed with Rose Mary Martinez, OCuSOFT’s V.P. Sales.

SELLING CONCEPT & TRAINING: Such products will be categorized as either Diagnostic, Device, or OTCAP (Over-the-Counter Availability Program). Diagnostics are largely those eye-drops purchased by doctors for use in-office to dilate the patient’s eyes in eye exams. Anesthetics would also be included for the removal of foreign bodies. We offer several of these products. Those who are already working in the ophthalmic industry and who have time constraint may benefit from a quick 1- day seminar that we offer. This will serve to familiarize you with these various products. “Devices” refers specifically to punctum plugs for use in dry eyes and is covered in the seminar also. For those who have some additional time available for training, we usually allow two days for classroom and then work in the field with an established OCuSOFT representative

OTCAP: OTCAP is a little different and would be reserved for specific accounts. OTCAP refers to the practice of the doctor making available select products for purchase by patients. Some doctors do not do this and refer patients out to drug stores for not only recommended over-the-counter (OTC) products but also contact lens solutions as well. Some doctors don’t because of the perceived “hassle” while others simply have not done this in the past nor have they been encouraged to do so. Others yet have previously dispensed items such as this but stopped when the patient could purchase the same item in the drug store…for less! This often cast the doctor in a poor light. OCuSOFT has resolved this with its professional-only discounts. Consider then our program:

First, the critical issue is: Why should anyone consider offering products for sale either through the office or the optical?…when, it is far easier to just give the patient a sample and send them on to the drug store. The reasoning is thus: Patients who can obtain such products from the doctor need not make the extra stop and trek off to the drug store…they can get the item right then and save time and money. What about the patient who is first trying a sample? This logic would not work since the patient would first have to try the sample before actually purchasing the item. In such cases, the doctor may be concerned about the patient having to make a return trip to his/her office. (This is actually good and we discuss more in a moment). In such cases, we are prepared to offer a discounted price to the doctor thus allowing him/her to price our item at or even below such retailers as Wal-Mart!

Please recognize that when the patient returns to the doctor’s office: that is a good thing. In fact, it is a great thing. Patients that return to the doctor or to their optical are more likely to purchase frames, sunglasses, accessories, book an eye exam, schedule LASIK…and on and on. Plus, when the doctor’s prices are at are below Walgreen’s or CVS, the patient infers that ALL the doctor’s goods and services are priced fairly and they are less likely to “shop around”.

All of these things are covered in greater detail during the training seminar but when someone is adamantly opposed to dispensing, we don’t push it. It will be your job, however, to call attention to the doctor of a real business opportunity. Example: Suppose you have someone who has been a regular user of, let us say…OCuSOFT^® Lid Scrub. They have indicated they have used it before, like it and appreciate our samples. (A BIG P.S. HERE, WE WILL WANT TO USE SAMPLES AS A DOOR OPENER…EVERYONE LIKES FREE SAMPLES). When someone is using OCuSOFT^® Lid Scrub or some other product of ours…on an on-going basis…THIS is the time to present the OTCAP program and suggest that they do this…for all the reasons described above. Again, this is all covered in your seminar.

The commission structure on these items…Diagnostics, Devices, OTCAP…would vary from a low of only 2% (there are some items in our catalog that we (nor you) would not promote and are only there as a service to the doctor…all the way up to 20%. The beauty of many of these items is that they are disposable and can provide an on-going commission source once the doctor has become a customer. SIDEBAR: IF THE DOCTOR IS USING SOMEONE ELSE (SINCE SOME OF THE DILATING DROPS ARE GENERIC) YOU HAVE COMPLETE FREEDOM TO NEGOTIATE AND SET UP A BID PRICE.

CONTRACTS: Regarding contracts, we will consider entering into a contractual relationship after some initial trial period wherein you have demonstrated a consistent calling schedule. This ensures practitioners in your territory will be called on regularly.

PRESCRIPTION PRODUCTS: In addition to our OTCAP products, Devices, and Diagnostics, our Prescription Products will add tremendous value to your eye care portfolio. Tears Again^® HYDRATE and ALODOX™ Convenience Kit are oral prescription products for Dry Eye and Blepharitis, respectively. Tears Again^® HYDRATE is the Only Prescription Nutritional Supplement for Dry Eye that contains a unique combination of omega-3 and omega-6 essential fatty acids. More information on Tears Again^® HYDRATE can be found at: www.tearsagainhydrate.com. The ALODOX™ Convenience Kit is a kit containing a low dose doxycycline (20 mg) and a combination of OCuSOFT• Lid Scrub™ Eyelid Cleansers. More information on ALODOX™ can be found at: www.alodox.com.

CONTACT US: Resumes should be sent in confidence to: hrdept@ocusoft.com, or mail in confidence to Attention: HR Department; P.O. Box 429, Richmond, TX 77406-0429. Please note those areas you are now calling on if already working in ophthalmic sales.