Regular columist Katrina Firlik, MD, looks at the negative impact pharma branding can have on patient adherence programs.
Manufacturers have been engaged in an “arms race” in which the number of “feet on the street” was the principal point of competition. A 1996 study even calculated that the volume of sales reps had surpassed the capacity of all physicians to see reps!
by David Laws
This month David draws on his and our own experiences of past ‘centricity’ drives and asks: how can the industry avoid repeating the same past mistakes?
We all know that the old model, in which Pharmaceutical companies flooded the market with sales reps and targeted individual prescribers, no longer works, so what now?
How can a Pharma company utilize YouTube to its advantage, building brands, increasing awareness, and ultimately boosting sales?
Imagine purchasing a new car or appliance only to learn that it doesn’t work as advertised and there’s nothing you can do about it. In most realms of commerce, if a product fails to deliver what’s been promised, consumers are financially covered through refunds and warranties.
by David Laws
I think we can all agree that providing medications alone is no longer enough. Customers are looking for more, and so value added services are becoming an ever more important part of pharma’s value proposition.
It’s quite clear that across medical conditions, higher levels of medication adherence are associated with better health outcomes. You may or may not have noticed my careful word choice: “associated with.”
by Ifti Ahmed
Measurement of your sales team should be straight forward. More sales = Better performance right? The problem is that traditional methods of measurement don’t account for environmental factors and other influences – i.e. how you arrived at that point.
This month Rita Numerof assesses the successes that the FDA’s Breakthrough Therapy Designation has enjoyed to date and explains what this fledgling submission process means for pharmaceutical market access.
Warren Buffett once said, "Intrinsic value is the only logical way to (manage) investments and businesses." It provides the strongest foundation to the enduring growth of companies.
by Graham Young
It’s a somewhat contentious – tendentious even – title. So much so in fact, that I’ve been asked once again to stress that these are my opinions and not eyeforpharma’s. But I would like to examine the case for and against the Procurement Manager in the modern pharmaceutical industry.
by David Laws
David Laws examines today’s industry trend of offering services ‘Beyond the Pill’. In the first installment, David looks at the intent and objective of such services and asks, who really benefits from all of these value adds?
Medication adherence is on the radar more than ever before, so it’s important to understand the basics of how adherence is typically measured and the shortcomings of these measurements.
by Ifti Ahmed
This month Ifti examines one of the key drivers in sales success – Motivation, and explains how to properly motivate a sales team to achieve your objectives.
Mary Assimakopoulos examines a common yet often unaddressed patient concern – the very human fear of needles!
While the pharmaceutical industry has found itself in a turbulent healthcare marketplace rife with changing regulations, new competitive challenges, and increasing pricing pressures, the end goal for manufacturers remains the same -- product reimbursement and optimal pricing.
Things are not what they used to be. In the good old days you could launch a drug and enjoy around seven years to reach peak sales. However, now the window is shorter and typically less than five years.
For the pharmaceutical rep, is the goal of patient retention in conflict with the more traditional goal of patient acquisition? Patient acquisition primarily demands a focus on the prescribing physician, whereas patient retention demands a focus on the patient. Is there even time for both?