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Pfizer, Merck and Bristol-Myers Squibb top the list of companies with the most effective sales forces according to a new study profiling pharmaceutical sales representatives and the factors that motivate them.

The top 10 things reps can do to irritate physicians.

The Department of Health and Human Services added the cancer-fighting drug tamoxifen to the ninth edition of its report on carcinogens. The report, which is prepared every two years by the National Toxicology Program at the National Institute of Environmental Health Sciences, Washington, identifies substances, such as metals, pesticides, drugs and natural and synthetic chemicals, and mixtures and exposure circumstances that are known or are reasonably anticipated to cause cancer and to which a significant number of Americans are exposed.

New guidelines for the treatment of depression and bipolar disorder have been published in the Annals of Internal Medicine (vol. 132, no. 9) and the April 2000 issue of Postgraduate Medicine Special Report, respectively.

Tips for successful speaker programs.

Whether browsing through magazines or watching television, one doesn't have to look long in order to find a direct-to-consumer advertisement for a prescription medication.

The Joint United Nations Program on HIV/AIDS known as UNAIDS announced that five pharmaceutical companies and United Nations organizations are exploring ways to accelerate and improve the provision of HIV/AIDS-related care and treatment in developing countries.

Advice for those new to pharmaceutical sales.

President Clinton, Senator Tom Daschle (D-SD) and House Democratic Leader Dick Gephardt (D-MO) unveiled a report by Washington-based Families USA, a non-profit lobbying organization, which shows that, on average, the price for the 50 drugs most commonly used by seniors increased at nearly twice the rate of inflation during 1999. "For over a year now I have been arguing that we as a nation ought to use this historic moment of strength and prosperity to meet our long-term challenges, especially the challenge of helping all our seniors afford prescription drugs that can lengthen and enrich their lives," said President Clinton on the day the report was released. "More than three in five American seniors today lack affordable and dependable prescription drug coverage. Today's report shows that the burden on these seniors is getting worse."

According to the results of Atlanta-based Caredata.com's Consumer Research Group's annual nationwide health plan member survey, allergy continues to be the most widely treated chronic condition, with 18% of commercial health plan members treated in the past year. However, patients' perception of their care remains low, with fewer than four in 10 patients rating their care as "excellent." Lack of access to specialists and desired medications were the most frequently given reasons for patients' belief that they were not receiving the best treatment.

The Prescription Drug Fairness Act, a bill that would eliminate price discrimination by American drug companies that sell drugs developed and manufactured in the United States to foreign countries at a dramatically lower price, was introduced in the Senate by Senator Slade Gorton (R-WA).

For Lorraine Simpson, a Chicago-based sales representative with Professional Detailing Inc., there are no downsides to working for a contract sales organization. "I'm telling you, it's wonderful!" she said. "But the perception is that in contractual work, you don't work as hard and you're not on the same level. In my opinion, we work just as hard."

The patent entitles the University of Rochester to royalties on the sale of all COX-2 inhibitors. Shortly after the patent was awarded, attorneys representing the University of Rochester filed an infringement suit in federal court against Searle, Chicago, and Pfizer Inc., New York, which jointly market Celebrex.

The Pharmaceutical Research and Manufacturers of America, the Washington-based pharmaceutical industry lobbying organization, has formed a Paperless Labeling Task Force to look into the use of new technologies as a means to assure timely distribution of full prescribing information to pharmacists.

President Clinton released the results of a Department of Health and Human Services study showing that seniors without drug coverage lack insurance against high costs and lack access to discounts and rebates that insured people receive.

Newtown, PA-based healthcare consulting firm Scott-Levin released its "Year in Review 1999," an analysis of pharmaceutical industry trends.

The Federal Trade Commission charged two drug makers, Hoechst Marion Roussel (now Aventis) and Andrx Corp., with engaging in anticompetitive practices, alleging that Hoechst, the maker of Cardizem CD,® a widely prescribed drug for treatment of hypertension and angina, agreed to pay Andrx millions of dollars to delay bringing its competitive generic product to market. The commission also announced a proposed settlement with two other drug makers, Abbott Laboratories, Abbott Park, IL, and Geneva Pharmaceuticals, Inc., resolving charges that the companies entered into a similar anticompetitive agreement in which Abbott paid Geneva substantial sums to delay bringing to market a generic alternative to Abbott's brand-name hypertension and prostate drug, Hytrin.®

In its monthly Drug Monitor, Westport, CT-based IMS Health reported overall 10% growth in retail drug sales, to $209.7 billion, for twelve strategic global markets in the twelve-month period from March 1999 to February 2000. North America is the global leader in pharmaceutical sales growth, at 15% and $92.3 billion in sales during this period. The average sales growth for the top five European markets was 8%, for a combined total sales value of $53.7 billion in Europe.

Five steps to diplomacy that will defuse any situation.

As the November presidential election approaches, Republicans and Democrats are fighting over two different ways to reach the same goal: A Medicare prescription drug benefit.

The Food and Drug Administration has significantly improved its relationship with the pharmaceutical and medical device industries, but a recent survey shows that the agency still needs to work to eliminate unnecessary delays in approving new products and devices.

A bill establishing a "fair drug pricing board," which would set prices for pharmaceuticals in the state of Maine, passed the Maine legislature. Unlike a similar bill in Vermont, which, as of press time, had yet to be voted on in the Vermont House of Representatives, the Maine bill passed both the Senate and the House and awaits only a signature from the state's governor, Angus King.

With the cost of prescription drugs on the rise, several HMOs are asking their members to save costs by splitting their psychotropic medications in half, but the cost savings may not outweigh the risks, according to some doctors.

"The Medicare Drug Coverage Preservation Act of 2000," a bill that would guarantee Medicare coverage of certain injectable drugs, was introduced in the House by Health and Environment Subcommittee Chairman Michael Bilirakis (R-FL).

Bill would limit gifts, allow sampling

One physician's candid view of reps and their tactics.

Treatment for upper gastrointestinal problems, such as chronic heartburn, reflux and ulcers has been improving for the past three years, according to a new study conducted by Caredata.com an Atlanta, GA-based online syndicator of healthcare content.

According to a brand study from Corporate Branding, LLC, a Stamford, CT-based brand strategy and communications firm, Johnson & Johnson retained its title as the pharmaceutical industry's strongest brand for 1999. Pharmacia & Upjohn and Bristol-Myers Squibb took second and third respectively, holding onto their 1998 spots.

In response to the Heath Care Quality Task Force's analysis of the Institute of Medicine's report on medication errors, President Clinton issued a list of recommendations for reducing medical errors by 50% within five years.

A new survey by Rx Remedy Information Services, a Mercerville-NJ provider of syndicated information on consumer-reported healthcare, reveals that the majority of the mature audience (50 years and older) for healthcare ads are sophisticated consumers of healthcare information.