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If It Walks Like a DuckDietary supplements function like drugs and are marketed like drugs. They should be regulated like ducks.
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Sewing Up New SalesMore than high-call frequency will be necessary to succeed in an increasingly competitive sales environment.
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Closing the Digital Gap: FDA’s Oversight of Social MediaThe parameters governing pharma promotional speech in digital and social media have struggled to keep pace with the rapidly evolving healthcare communications landscape. How can FDA play catch-up in advancing an agenda more reflective of industry and patient needs?
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Medicare Part D: D for Doomed?As seniors become frustrated and Part D enrollment lags, drug benefit plans cannot grow fast enough to manage risk. Some leave the market, and others cut benefits.
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Medicare Part D: D for Doomed?As seniors become frustrated and Part D enrollment lags, drug benefit plans cannot grow fast enough to manage risk. Some leave the market, and others cut benefits.
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Marketing to Professionals: Savvy StrategistsThese "guns for hire" bring the science and marketing savvy that clients need, often with in-depth category experience, but without the commitment and cost associated with hiring a full-time employee.
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Vaccines: Market on the ReboundMergers have cut the field of companies with real marketing and manufacturing muscle from 25 to five. The 2004 vaccine market will double by 2009.
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Anticipating Digital Transformation of the Drug Development WorkforceThe drug development sector is embracing technologies and digital methods that were previously not as widely used due to the COVID-19 global health crisis.
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PE's Annual Sales and Marketing Employment Survey: The Big SqueezeIn spite of pharmaceutical employers' best intentions to the contrary, sales rep compensation is being squeezed in a vise that is gradually narrowing the gaps between what top, average, and bottom performers are earning. According to the Hay Group's Pharmaceutical Sales Force Effectiveness Study, co-sponsored by Pharmaceutical Executive, reps in the 90th percentile are earning just 40 percent more than the average performer. This is not to suggest that reps aren't being paid handsomely (they are), but that the pay-for-performance model is showing signs of weakness.
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A Fresh Look at Co-morbidityAs americans age, they are likely to suffer from more than one chronic condition at a time. So as the country's population grays, the rate at which patients presenting co-morbid indications will increase, as will the absolute number of patients whose treatment must be adjusted for more than one disease. These are not surprising facts, but they deserve careful consideration by pharma manufacturers and marketers.
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Marketing to Professionals: Key Opinion ControlMarketing effectively to physicians in today's pharmaceutical industry is more important than ever. No longer can companies rely solely on DTC and sales force efforts to increase drug and therapeutics revenue.
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What Does It Take to be a Global Leader in TrainingOur goal is competency-based training that has a solid business need, sound instructional design based on adult-learning principles, and metrics that can capture, evaluate, and track what we do. We want a blended-learning approach that can be delivered over the Web, on CD-ROM, or on paper.
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Unleash the TabletsSome reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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Unleash the TabletsSome reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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Pharm Exec 50: Growth from the Bottom UpMore consolidation didn't boost sales at the top, but a handful of nimble newcomers posted impressive growth on the other end of the curve.
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Nobody Does it BetterIf you work for a company that isn't interested in increasing sales across your portfolio, don't read this article. Otherwise, you'll learn that your district managers (DM) are the keys to doing just that. DMs select and hire new sales reps, guide product knowledge, develop selling skills, provide feedback, and take action to turn around or terminate poor performers. The average industry DM is responsible for generating tens of millions of dollars in sales through his or her teams. But, only 45 percent of industry DMs achieve their sales goals. Companies that succeed in raising the overall effectiveness of their DMs will create sustainable competitive advantage.
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Marketing to Professionals: Shaping the Future of MedicareThe cost of healthcare has become so great that it's important to review the evidence to determine whether the drug is a good value for the money. Yet, pharmacoeconomics is rarely included in the decision process.
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Shedding WingsIt's an open question whether a pharmaceutical company really needs to have the drug testing process inside its corporate walls, or whether they really should be focusing much more on building effective relationships, in terms of building awareness and acceptance of their products, with both the physicians and end consumers.
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In Search of the Holy GrailProcter & Gamble Pharmaceuticals discovered that a network resulting from even a modest integration offered benefits that exceeded the sum of its parts.
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Keys to SuccessJohnson & Johnson's pharmaceutical group builds team and relationship skills into performance evaluations. J&J's Robert Wills says, "Such skills are a built-in expectation. It's how people are supposed to do their job. Everyone who participates in an alliance is compensated for behaviors that contribute to mutual success."
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The Information DietPhysicians seek point-of-care info and updates in friendly formats. Data should be available when and how they need it, and in exactly the right amounts.
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Patient Assistant Programs and Medicare Part DPatient-Program Interface Nearly one-third (2.5 million) of the estimated eight million Americans currently enrolled in PAPs are over age 65 and will be eligible to participate in the government's Part D program.
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Forecast 2007: Connecting the DotsPharma faces a wide array of pressing issues-almost too many to think about comfortably-from drug safety and the industry's image to intellectual property in emerging markets and the overall usefulness of marketing. To remain effectively focused on strategy, industry executives must find relations between all the individual issues and group them into larger themes. Pragmatically, we all know this is essential.
