Report identifies LTC targets

February 1, 2003
Pharmaceutical Representative

Pharmacy providers and consultants see by far the most pharmaceutical representatives in long-term care facilities.

Pharmacy providers and consultants see by far the most pharmaceutical representatives in long-term care facilities, according to a new report from Newtown, PA-based Verispan.

The study also found that medical directors prefer to see representatives in their private practice. Almost 60% of the medical directors surveyed reported that details in their private practice are tailored to their elderly population; 53% reported that these visits influence their prescription decisions at the LTC facility.

Where are they?

Long-term care personnel do not see pharmaceutical representatives as often as they would like, according to the report.

Assisted-living personnel see pharmaceutical representatives infrequently but express interest in seeing them more often. They desire up-to-date information and medication-management programs.

The study also found that:


•Â New York-based Pfizer Inc. has the strongest focus on corporate LTC providers, according to pharmacy providers and consultants.


•Â Pharmacia Corp., Peapack, NJ, sponsors the most pull-through programs in LTC facilities.


•Â New Brunswick, NJ-based Johnson & Johnson offers the most value-added services to LTC facilities.


•Â Finally, the report found that East Hanover, NJ-based Novartis Pharmaceuticals Corp. is the company that calls on assisted-living facilities most often. PR