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Recognize Reward Retain: The Three Rs of Performance ManagementEmployees are most attracted to products they might feel guilty about buying for themselves, but when they have points to redeem, they feel fine about splurging.
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Policing CRM SamplingParma sales reps have long been using customer relationship management (CRM) systems to detail doctors and provide them with samples. But it was not until late 2000, when FDA initiated the final rule of 21 CFR Part 203 and 205, enforcing the Prescription Drug Marketing Act (PDMA) of 1987, that the industry grew attentive to the regulations governing CRM systems, also known as sales force automation (SFA) or sales force effectiveness (SFE) systems.
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Running a Tight ShipIn a tight market, pharma companies are asking themselves: "How can we get more from scarce resources?" As a result, R&D and sales/marketing expenditures are under increased scrutiny-and they should be. Both areas consume significant resources (about 25 percent of revenues combined) have experienced rapid growth, and their results have been difficult to quantify. But to make the most of both human and non-human assets, management must first understand how those assets are currently allocated, how to make them more productive, and if there are better ways to deploy them. That substantial task will be further exacerbated as the industry
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Test and Learn: Making Confident Decisions on the Commercial SideCompanies that adopt this new methodology will have a longstanding competitive advantage over those companies conducting business as usual.
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The Growing Pediatrics MarketPediatric drugs require investments in formulation, but the market opportunity is worth the cost.
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Embedding Market Access in Today's Pharma Business ModelA proactive approach to talent and organization planning is the hidden trump card in prevailing with payers.
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Embedding Market Access in Today's Pharma Business ModelA proactive approach to talent and organization planning is the hidden trump card in prevailing with payers.
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Remember the doctor's nameThere's no better way to attract a doctor's attention than to mention his or her name.
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High Price of Gilead's Sovaldi Could Deter Early Hep C TreatmentGilead Silences has cleaned up on their new $1,000 Hepatitis C pill Sovaldi (84,000 per treatment), hauling in a record-breaking $2.3 billion in its first full quarter on the market.
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Safe and SecureElectronic product codes (EPCs) provide a nearly perfect solution for many of pharma's problems with counterfeiting, diversion, theft, and the like.
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European Pharma Depressed by German PricingGermany has shifted from relative pricing freedom to a market that is sensitive and influenced by cost-containment policies. But pharma is pressuring the country to change its policy again.
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How to Choose a Medical AnimatorFor a rendering to be effective, the right balance must be struck between captivating art and accurate science.
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How to Choose a Medical AnimatorFor a rendering to be effective, the right balance must be struck between captivating art and accurate science.
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The Push for Modern ManufacturingAntiquated manufacturing processes cost pharma money-a fact widely known and accepted in the industry. At some facilities, rejected batches, rework, and lengthy investigations have become a way of life, and by some estimates can inflate production costs by as much as 10 percent. According to G.K. Raju, executive director of the Pharmaceutical Manufacturing Initiative at the Massachusetts Institute of Technology, manufacturing consumes an estimated 25 percent of drug company revenues.
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How reps sell around the globe'Snapshots' of selling environments from other parts of the world.
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Safe and SecureElectronic product codes (EPCs) provide a nearly perfect solution for many of pharma's problems with counterfeiting, diversion, theft, and the like.
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Test your techno-vocabularyHow familiar are you with today's technological terms? See if you can match the terms listed on the left with their definitions on the right. (Answers appear at bottom of page.)
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Super-Size Me: Optimizing the Information ExplosionOptions for using data have proliferated to the point of becoming overwhelming. So what opportunities does this information explosion present?
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HCP Giveaways: Get RealThe Patient Protection and Affordable Care Act (?PPACA?) requires manufacturers to record, aggregate and report to the federal government ?payments and other transfers of value? to a covered recipient. This article will focus on the two key convention-related items under PPACA: food and educational products.
