Primary care budgets far surpass specialty

July 1, 2003

Pharmaceutical Representative

Twelve of the top 20 pharmaceutical companies average $606.5 million in annual U.S. primary care sales spending.

Twelve of the top 20 pharmaceutical companies average $606.5 million in annual U.S. primary care sales spending, according to new research by the Durham, NC-based pharmaceutical intelligence firm Cutting Edge Information. The report looked at sales budgets, staffing, strategies and tactics from 17 top pharmaceutical companies.

In the top-spending quarter of the companies looked at, the average annual primary care sales budget is $871.5 million, and two companies spend more than $900 million each. Companies with smaller primary care portfolios maintain annual budgets that fall below the $400-million mark. According to Cutting Edge, lower budgets indicate fewer divisions and reps, not significantly lower budgets for each field force.

"Primary care sales forces take the lion's share of sales spending," said Eric Bolesh, senior analyst at Cutting Edge Information. "Currently, primary care budgets double those of specialty products."

Blockbuster spending

The emphasis on retail blockbusters pushes spending per primary care product higher than that of specialty drugs. Annual spending per primary care product averaged $31.9 million, compared with $25.3 million for each specialty product. PR

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