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Advice for those new to pharmaceutical sales.

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.

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.

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.

The Vermont State Senate has passed a bill that requires pharmaceutical companies to voluntarily lower the prices of the drugs they sell to the citizens of the state of Vermont.

Everyone has bad days, but do you know how to make the best of them?

According to the Express Scripts Top Ten, a report released by pharmacy benefit manager Express Scripts, new prescription drugs, empowered consumers and aging baby boomers led the top ten developments on the pharmaceutical landscape in 1999.

"One of the reasons why I have done so well in this business," said national sales award winning TAP representative Janna Wynne, "is that I am a native of Charleston, South Carolina - and that helps with relationships, which are key to my success." Celebrating her five-year anniversary with TAP last month, Wynne has much more on her side than her hometown status alone. She serves as an advisor to the local independent physicians' association and has earned the esteem of office staffs, doctors, peers and management with a strong work ethic, loyalty and a dedication to building professional relationships based on respect and education.

A new report examining significant increases in online advertising among top pharmaceutical companies has been released by AdRelevance, a Seattle-based Internet advertising measurement and tracking company.

An interview with Mark Callahan.

A 10-year study conducted by the national headache foundation reveals that patient treatment patterns for migraine have not kept pace with major scientific breakthroughs in the field.

A report recently released by the Medicare Trustees projected that the life of the Medicare Trust Fund has been extended until 2023 – eight years longer than had been projected last year. This is a major change from 1993, when President Clinton received the trustees report projecting that Medicare would become insolvent in 1999.

The Food and Drug Administration sent a letter to drug manufacturers encouraging them to develop medications to treat pediatric cancer.

One rep shares his remedy for field competitiveness.