Pharmaceutical Executive-05-01-2005

Pharmaceutical Executive

Pharm Exec Ad Stars

May 01, 2005

Special Reports

0

0

A review of the best ads of 2004--and the people that created them.

Washington Report: The Pendulum Swings

May 01, 2005

Washington Report

0

0

Just a decade ago, FDA was accused of dragging its feet on new drug applications. Now, supposedly, the agency is moving so fast that it's letting unsafe, insufficiently tested products into the marketplace.

What Does It Take to be a Global Leader in Training

May 01, 2005

Columns

0

0

Our 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.

Eisai's New Leadership

May 01, 2005

Features

0

0

I realized that, as president of a pharmaceutical company, I am now a representative of the entire industry. As such, my toughest challenge is listening to and seeing the kind of scrutiny our industry is taking.

Superstar Selection

May 01, 2005

Features

0

0

"You're fired!" It's a simple phrase that everyone is using, and it's put Donald Trump back into the spotlight. However, the most important statement you will ever make as a manager is "you're hired." With all the pressures of the job and the limited time you have for interviewing, it is easy to rush through this process to fill a slot. Stop yourself-hiring a good person is one of the most important decisions you will make as a manager.

TOC

May 01, 2005

TOC

0

0

Cover Story

Out to Lunch?

May 01, 2005

Columns

0

0

It's twelve o'clock-do you know where your reps are? According to research from Health Strategies Group, lunches provide one of the few opportunities in today's short-call environment for sit-down discussions with doctors. The average length of a lunch is 13 minutes, with an average of three physicians per meeting.

TOC

May 01, 2005

TOC

0

0

TOC

Nobody Does it Better

May 01, 2005

Columns

0

0

If 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.

Beyond the Call

May 01, 2005

Features

0

0

Having an efficient, integrated call center can be a matter of life or death. Imagine a pharma company not knowing for several weeks that the active ingredient in a life-saving drug was left out of the final product? How would they learn of the error if the quality control at the manufacturing plant failed to identify the problem? Most likely, the next opportunity for identifying such a crisis is through the call center-the key interface between healthcare professionals, consumers, and the company. However, it's not enough to log complaints about a product's efficacy. Once documented, complaints need to be routed to the right department, evaluated, and consolidated. If a streamlined process isn't in place, weeks could pass without anyone ever taking any action-even as adverse event records pile up.

Media Spend Trends: Changing Lanes

May 01, 2005

Special Reports

0

0

Direct-to-consumer spending increased from $3.2 billion to almost $4.1 billion between 2003 and 2004, the biggest leap since the category began in 1997. While other US industries are just getting their footing back after a prolonged economic slump, DTC advertising, as in previous years, seems unaffected and continues to thrive. Even in the wake of FDA's virtual shutdown of the lucrative COX-2 inhibitor market, both DTC and professional promotional spending have, so far, remained in tact. (See "TV Dominates")

Found in Translation

April 01, 2005

Columns

0

0

When translating English materials into other languages, be careful of words that mean one thing in one dialect and something else in another dialect. Otherwise, you run the risk of referring to coaches as animal trainers.