Articles by Steve Tarnoff - Pharmaceutical Executive


Articles by Steve Tarnoff

Sampling: Crimes in the Closet

Time-honored sampling practices used to be good selling strategies. UntilOIG called them fraud.
Oct 1, 2005

The pharmaceutical industry devotes more of its promotional budget to samples than anything else, unless you count the army of sales representatives that delivers them. This year, the average wholesale price of samples passed out to doctors will approach $15 billion—roughly twice the value of samples five years ago. And although few in the industry have come to grips with it, the federal regulations governing this enormous investment have undergone drastic changes.


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