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Bolder is Better
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As oncology grows, its advertising is growing up—leaving behind the mechanistic images and scientific themes of past campaigns
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India: An Emerging Knowledge Superpower
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"India, as a manufacturing hub, offers safe, effective, quality medicines, at the very best prices. Now, we are on our way to become a R&D hub." For Dilip Shah, General Secretary of the Indian Pharmaceutical Alliance (IPA), India is currently on its way to undertake one of the greatest transformations ever experienced within the pharmaceutical industry, although the excitement has been over 30 years in the making.
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On-Market Pricing Strategies
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List pricing strategies that diverge from these approaches without "hitting the cliff".
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Evidence-Based Marketing: From Rise to Stall—and Ultimate Triumph
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The slow evolution toward a state of grace in tracking ROI for digital promotion.
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Key to Brand Positioning: Look Inside Your Heart
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Take a page from the consumer marketing playbook and promote a product's advantage and why it should matter to the customer.
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Less Selling, More Time
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What can happen when reps focus on the physician-patient conversation? Al Topin reports.
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The Doctor-Patient Disconnect
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Doctor-patient conversations aren't always what we think—this basic interaction represents both a problem and an opportunity for today's drug marketers, writes Al Topin.
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Big Data, Bigger Ideas
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How to stop worrying and learn to love the data.
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Agencies and Clients — Dealing with a Break-Up
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How an agency and client behave after they split speaks volumes about their culture and character, writes Al Topin.
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Reforming Pharma Marketing
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With respect to targeting, positioning, and launching new drugs, the ACA reform stands for Adjust, Change, and Adapt.
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Doctors' Words No Longer Gospel
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In the digital age, physicians don't call the shots when it comes to healthcare guidance, writes Al Topin.
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Medical Meetings: Docs Speak Out
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Three physicians took the stage at the fourth annual West Coast Life Sciences Meeting Management Forum to explain to pharma and life sciences planners their perspective on healthcare reform, online versus live education, and what it takes to get them to participate in medical meetings in today's increasingly transparent environment.
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(Some) Booths Beckon
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What some pharma companies are doing about the increasing restrictions of face-to-face interaction between industry and prescribing physicians
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Build It and They Will Come
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Orlando's new Burnham Research Institute bolsters the region's hold on medical meetings
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Special Section: Pharma Meetings
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Merck mounts pharma's first virtual symposium and interactive poster session
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Two Views From Inside The Exhibition Booth
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No longer just a meet-and-greet venue, the exhibition booth has become an effective selling channel
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Physician Meetings: A Bright Future
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The good news is that as the industry changes its sales force model, the need for meetings will increase
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Information, Education, and Talk Trump Free Pens
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Exhibit marketers can breath a sigh of relief to find out that the new code is having little impact on attendance
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The Shrinking Pool
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Public scrutiny, regulations, and pharma's image are taking a toll on the availability of KOLs
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Perception is Reality
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In this day and age of regulations and austerity, upscale venues are no longer able to put on the ritz
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Pharma Trials Heading South
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Diversity of ethnic groups and prevalence of Spanish language make Latin America an attractive destination for clinical trials.
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No Such Thing as Free Drugs?
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New medicines program may be a beacon of light for the newly jobless, but some wonder what issues might arise from such a ?good gesture.?
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Wrangling Over Research Results
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Marketers fear a Catch-22 if they have to write research summaries that FDA considers illegal promotion.
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A Review of Tafas v. Doll
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Appeals court paves the way for Patent and Trademark Office to adopt restrictive patent rules.
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New Study Reveals Distribution Trends in Drug Sampling
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Drug sampling is way up, but who is receiving the free medication? The American Journal of Public Health states that the majority of samples are distributed to the wealthy and insured. PhRMA, however, disagrees.
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Data Mining Companies Score Legal Win in Maine
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IMS Health, and a handful of other intelligence gathering companies, will be allowed to collect prescribing information from physicians in Maine. This is a big win for pharma companies that purchase reports from data mining companies to better market to doctors. The last hurdle is Vermont, which still has an outstanding lawsuit against the firms.
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BioMS Medical Signs $500 Million Agreement with Lilly
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Eli Lilly will help develop and market BioMS?s secondary progressive multiple sclerosis drug MBP8298, now in Phase III trials. If approved, the drug will be one of the only medications on the market to treat late-stage MS, a boon for both Lilly and BioMS.
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Preemption Gets Boost from Bush
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State and federal governments do battle over who is responsible for faulty or mislabeled drugs and devices, while patients, pharma manufacturers, and Medtronic wait for answers. Is federal preemption the answer?
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BMS Cuts Bloated Manufacturing Arm to Bolster R&D
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Bristol-Myers Squibb halves its manufacturing division and looks to unmet needs for innovation. Expect new oncology, diabetes, and cardiovascular drugs as well as a more streamlined approach to manufacturing.
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GSK Chooses MediaCom for a Billion-Dollar Planner Contract
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GlaxoSmithKline locks up MediaCom as its only ad-buying/planning provider. The agency will handle GSK's massive ad spend, which last year hovered around $1.1 billion.
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Vertex Pharmaceuticals Brings Transparency Online
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Drug manufacturer shakes things up with new Web site that functions as an open book into the world of Vertex Pharmaceuticals. The company hopes that its transparent approach to design will be a lesson to pharma companies still fearful of online media.
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Arkansas Attorney General Takes J&J to Task
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The State of Arkansas filed suit against Risperdal manufacturer Johnson & Johnson, claiming promotion of the drug for nonmedical uses has led to increased prescriptions being written and bigger payouts by Medicaid.
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In Defense of Peer Review: Waxman Opponents Argue for Distribution of Off-Label Info
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Peer-review advocates speak out against Congressman Waxman?s stance on a new policy that would allow pharma to distribute unbiased journal articles to doctors without prior approval.
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Doc-Driven Search Site Lists Top Search Terms
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A physician-oriented search engine reveals its most-searched terms. Among the winners: breast and lung cancer, cortisol, and HbA1c/glycated hemoglobin. Nowhere to be seen: pharmaceutical products.
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Discovery Health Documentary Spotlights Diabetes and Offers a CME Credit
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A new pharma-sponsored documentary chronicles one doctor?s adventure around the world as she searches for stories about living with diabetes. The program, sponsored by Novo Nordisk, enlightens viewers and offers physicians a chance to earn one AMA-approved CME credit.
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GSK Told to Update Avandia Warnings
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Faced with contradictory data about the safety of the diabetes treatment, FDA asks for a black-box warning and additional trials. But how much damage will the black box do?
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Lilly's New Blood Thinner No Blockbuster
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Safety Risks, Generic Threat Scale Down Big Hopes
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Stormy Forecast for Pharma in 2008
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Bright Spots Are Emerging Markets, Specialty Drugs, Says IMS Health
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Pharmacies — A New Patient Education Opportunity
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Kenneth Getz of the Tufts Center for the Study of Drug Development looks at leveraging pharmacists as a channel to raise clinical research literacy among patient communities.
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Open Innovation in Pharma: Defining the Dialogue
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There is much talk today about "open innovation" in business and research forums—but what exactly does it mean? How does open innovation as a concept apply to the pharmaceutical sector? Does it signal a change in the way pharmaceutical companies approach research and innovation?
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Raising the Stakes in CNS
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As brands are required to produce more and more data to convince not only regulators, but payers, physicians, and patients, Jeffrey Jonas is pushing Shire's "search and develop" R&D model into new and sometimes uncomfortable territory.
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Managing Information Overload
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Companies know they need regulatory information management. What they don't always know is where to start and how to weave this vital capability across the enterprise.
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The Pharma Revolution Recalibrated
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Industry critics point to a lag in NME approvals as proof of innovation stagnation, but combination products and new delivery systems are quietly saving lives, and bringing in big dollars.
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Front and Center in the Fight against TB
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Pharm Exec talks to Dr. Mel Spigelman, President and CEO of the TB Alliance, about the organization's tuberculosis priorities.
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The Power of Observation
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Observational studies present a compelling real-world corollary to the classic randomized clinical trial.
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Innovating Around Innovation
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Richard Barker, former Director General of ABPI, proposes a new agenda on how to restore public confidence in the value behind science.
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Complex Biologics: The View from Teva
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Industry and regulators alike must graple with the sensitivities associated with developing biosimilar drugs.
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The Force Behind Sales Forces
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Don't underestimate the importance of the first line manager.
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Sales: Fully Mobilize Your Mobile Technology
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So far companies have only scratched the surface of the potential offered by the 'new mobile ecosystem', writes Neeraj Singhal.
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Competition 2.0: Brands vs. Generics
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Innovator and generics companies are colliding as they invade each other's turf
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iDeal Tool of Sales Trade
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The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up
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Honing Reforms from Clinical Development
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Increased efficiency and lower operating costs for both CROs and vendors can be achieved by eliminating activities
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Health 2.0: A Game-changer in the Health Care Industry
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With the growth of online technology and mobile innovations, health information has never been more accessible. Given the constraints of working in a tightly regulated environment, life sciences companies have moved slowly to adopt Health 2.0, treating it as a minor component of their commercial strategies and marketing plans.
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GSK Rethinks Rep Compensation
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Bonuses for reps at GlaxoSmithKline will soon be based on customer feedback and adherence to company policy, not sales targets. The move promises to transform sales & marketing, but the company offered few details about how the plan will be implemented.
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Physicians Not on the Move
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A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey.
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The 2010 Pharm Exec 50 (pdf)
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One year after the rash of pharma megamergers, Pharm Exec's annual listing of the industry's top-selling companies looks a little different. Find out who disappeared from the list, and what up-and-coming companies finally broke into the top 50.
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