Merck, Novartis satisfy niche clients

April 1, 1998

Pharmaceutical Representative

Nursing home pharmacy providers and managed care pharmacy executives named Merck and Novartis, respectively, as the pharmaceutical companies that best meet their overall needs, according to new audit reports released by Newton, PA-based Scott-Levin Associates.

Nursing home pharmacy providers and managed care pharmacy executives named Merck and Novartis, respectively, as the pharmaceutical companies that best meet their overall needs, according to new audit reports released by Newton, PA-based Scott-Levin Associates.

Tops in long-term care

Merck was named by a panel of nursing home and consultant pharmacists as the manufacturer that best meets the overall needs of long-term care pharmacists in the fall 1997 "Nursing Home Pharmacy Provider/Consultant Promotional Audit."

Companies were rated according to value-added services, best contracts, most knowledgeable sales representatives and overall assessment. Merck ranked first in all four categories for the second time in a row. Bristol-Myers Squibb took second; Eli Lilly & Co. ranked third; Bayer came in fourth; and Johnson & Johnson, Mylan, Pfizer and Purdue Frederick tied for fifth.

According to Scott-Levin, Johnson & Johnson and Pfizer made the most gains among this customer base. In the spring, they were ranked 36th and 37th, respectively. One panelist said: "Johnson & Johnson has a new start and seems to be dedicated to long-term care pharmacy." Another panelist said of Pfizer: "Having just become very active in long-term care, they are trying to learn as much as possible about the long-term care marketplace."

Managed care favorite

Novartis ranked first with managed care executives as the pharmaceutical company that best serves the managed care industry, according to the fall 1997 "Managed Care Pharmacy Executive Promotional Audit."

This was the second time in a row that Novartis took first place in this category. Its net score for the fall (tallied according to best mentions minus least mentions) was 26% higher than it was in the spring, and it's score was 56% higher that of second-place mention SmithKline Beecham.

Executives reported promotional activity from pharmaceutical firms over an eight-week period. They rated the companies according to their ability to meet managed care's needs in four areas: contracts, value-added services, knowledgeable sales reps and overall assessment.

Filling the top 10 spots, in descending order, were Novartis, SmithKline Beecham, Hoescht Marion Roussel, Merck, Zeneca, Bristol-Myers Squibb, Warner-Lambert, Pfizer, and TAP (tie) and Astra Merck.

According to managed care executives, Pfizer and TAP improved the most in 1997. Both companies received compliments for their supportive attitudes and good intentions. Of Pfizer, one executive said: "Pfizer is sponsoring programs and is willing to support our ideas much better than three years ago." TAP, others said, demonstrates "a strong desire to work with the managed care industry." PR