Glaxo and Pfizer tops with medical directors

November 1, 2001
Pharmaceutical Representative

Managed care medical directors named Philadelphia-based GlaxoSmithKline the top pharmaceutical company for overall service, according to the spring 2001 Managed Care Medical Director Promotional Audit from Newtown, PA-based Scott-Levin.

Managed care medical directors named Philadelphia-based GlaxoSmithKline the top pharmaceutical company for overall service, according to the spring 2001 Managed Care Medical Director Promotional Audit from Newtown, PA-based Scott-Levin.

The semiannual audit monitors the pharmaceutical industry's promotional, educational and clinical activities aimed at medical directors, who are key managed care decision makers. Medical directors assess pharmaceutical companies that meet their needs in five areas: clinical objectivity, value-added services, disease management programs, knowledgeable reps and overall service.

Top-ranked

In its first appearance in the audit, GlaxoSmithKline was ranked first overall by medical directors in both the overall and value-added service categories. The company made the third-highest number of contacts to medical directors in the spring.

Respondents praised GlaxoSmithKline for its outstanding managed care representatives and for providing clinical support. One medical director appreciated that the company "provides financial support and actual programs that are easily integrated into our [disease state management] programs," while another complimented the company's ability to "help with issues that improve care and enhance the bottom line." GlaxoSmithKline representatives were touted as being able to "anticipate the MCO's need for information." One respondent noted that they were "very helpful and understanding of clinical needs."

Second

New York-based Pfizer Inc. maintained its standing in the clinical objectivity, disease management and knowledgeable rep categories, placing first in each. The company finished second in the overall service category. Pfizer was praised for its support and understanding of the managed care industry and its unbiased, timely information. Kudos were given to Pfizer's Diabetes Control Network, the company's diabetes management program. One medical director commented that Pfizer "provides needed resources to help the plan achieve goals." Other respondents said that the company is an "across-the-board partner" and "provides complete 'turn-key' DSM programs."

Third

Aventis Pharma AG, Parsippany, NJ, remained in third place for overall service and improved its rankings in the clinical objectivity and value-added service categories. Panelists acknowledged Aventis' broad, deep range of data, clinical and managed care knowledge, and sponsorship of educational programs. The company "understands needs and supports initiatives and internal training," observed one panelist. Another said Aventis "provides large studies with good scientific method of analysis."

Fourth

Whitehouse Station, NJ-based Merck & Co. Inc. remained fourth overall and moved up in the rankings in the value-added service, clinical objectivity and disease management categories. Panelists had positive comments about the company's research and regional advisory boards. "[Merck] offers excellent DSM programs in various areas; they have excellent account managers who work well with our plan," said one medical director.

Fifth

AstraZeneca LP, Wilmington, DE, rose one spot overall to fifth, and improved in three other assessment categories. The company ranked fifth for value-added services, sixth for clinical objectivity and eighth for knowledgeable reps. Respondents said AstraZeneca offers ready financial support and evidence-based materials. One medical director said the company has "good programs supporting products and associated with conditions" and that it gives "reality-based presentations." PR