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How to Target Top PrescribersEighty thousand pharmaceutical reps crowd US waiting rooms vying for the opportunity to see physicians. Meanwhile, managed care companies require contracted physicians to churn through a growing number of patient appointments each day. And regulatory forces have removed from the marketer's toolbox many effective tactics for gaining access to doctors outside their offices. With less physician face time available, stiffer competition for each moment, and tight restrictions on access, pharma marketers find themselves hamstrung in their efforts to move product and meet aggressive sales goals.
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Practical advice on disseminating off-label information: After WLFWhat the WLF decision means for pharmaceutical reps.
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Take your PAL on all sales callsIt doesn't matter what you sell. Whether it's widgets or pharmaceuticals, we all face the same challenge - connecting with our customers and getting our message across.
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Toward the See-Through CorporationConsumer outrage at daily reports of new financial scandals creates a dangerous environment for corporate reputations, but pharma companies can turn the public's low opinion-and questions about rising drug prices-to their advantage if they work systematically to build long-term trust.
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Early WarningsHow well is the pharma industry prepared for rapidly approaching industry upheavals? Not very, according to a 2002 global survey on corporate early warning systems conducted by the Fuld-Gilad-Herring Academy of Competitive Intelligence. More than 100 managers responded, most of whom work in their companies' strategy, product management, or intelligence departments.
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More Than Just a Pretty ColorIn an ideal world, an anti-counterfeit solution would provide protection throughout the supply chain, allow for easy product identification by physicians, pharmacists, and patients, be easily implemented without ongoing costs-and improve brand image and marketability while it's at it. Yet most current anti-counterfeiting measures involve packaging technologies such as holograms, inks, bar codes and radio frequency ID (RFID) that, although useful, cannot ensure the integrity of the pharmaceutical supply chain, because drugs do not remain in their original packaging. Legitimate repackaging regularly occurs in the pharmacy and elsewhere, and authentic packaging-recycled or stolen-can contain adulterated, counterfeited drugs.
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Creating a Gray Zone in Payer Messaging: Outflanking ComparabilityThe argument for weighing clinical points more heavily in the access equation.
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Show Us the ValueAffordable healthcare has become a leading political and social hot button in the United States, and managed care organizations (MCOs) have responded by seeking to reduce pharmaceutical expenses to rein in rapidly increasing costs.
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Good Recruitment Practice = Patient PullPatient recruitment for clinical trials is one of the most significant bottlenecks in drug development. As a result, several organizations have called for the establishment of recruitment best practices, beginning in 2000 with the Office of the Inspector General's (OIG) report on recruiting human subjects and most recently in a Clinical Research Roundtable report published in the March 12, 2003 issue of the Journal of the American Medical Association (JAMA).
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The Fruits of Comparative EffectivenessNew CER tools grant payers the evidence they need to control drug costs
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Precision Medicine's March to Market: 'Pairing' for SuccessIn the past few years, we’ve seen the biopharmaceutical industry begin to shift from a one-size-fits-all blockbuster approach toward an individualized, precision science model. This transformation has propelled companion diagnostics (CDx) into playing a more critical role than ever in the commercialization of biopharmaceutical therapeutics.
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How to make a powerful impact in two minutes or lessSee how you can incorporate these five B's in some of your two-minute-or-less encounters with physicians.
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Funnel all selling efforts toward client developmentPrioritize, manage and monitor daily activities.
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The Ten Billion Dollar MoleculeErythropoietin is marketed by different companies under different names-Epogen, Procrit, Eprex, Espo, Epogin, Aranesp, and NeRecormon-so it has never made anyone's list of best-selling drugs. But EPO is likely to be the first molecule to reach the $10 billon dollar mark in annual sales. Pfizer's Lipitor (atorvastatin) and two biologic proteins, interferon and insulin, will be hot on its heels.
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Legal: State Compulsory LicensesUnder one bill, states could license patented drugs to generics companies, paying patent holders a royalty.
