Author | Steve Singer, PRh

Steve Singer, PRh is co-founder, executive vice-president, and chief operating officer of MedManage Systems

Articles

Pharmaceutical Executive

Vouchers: More Data, Fewer Dollars

Sampling is a sales rep's foot in the door to doctors' offices and the quickest way to get products into consumers' hands. That's why reps handed out $5 billion worth of the freebies last year, spending 30 percent of companies' promotional budgets in the process. Despite that huge investment, few product managers can assess its impact on product inventory, consumer demand, prescription rates, or market share. But sampling's greatest failure is its inability to provide the healthcare industry with product-use or patient data.