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Whose Afraid of Authorized GenericsNo brand manufacturers plan to market generic versions of their own product, at least not until the patent expires. And why would they? As long as the branded version enjoys patent protection, marketing a cut-rate product would eat away profit margin during the years when a drug makes the most money.
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Who's Coming to Meetings?Meeting Spend: Take stock of how much your company can and does spend on promotional meetings. And look carefully at the effects of new compliance regulations on audience recruiting. Among survey respondents, about half work for companies that spent less than $1 million a year on promotional meetings. The other half spent more, sometimes in excess of $5 million a year. About half of the respondents forecast a 15-percent rise in meeting budgets next year. The other half did not expect changes in the budget.
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Sales and Marketing: Where the Buck StopsCost-shifting is still one of the favorite tools in almost all employers' cost-cutting toolboxes. But many fear that shifting too many costs to workers will backfire. Low co-pays keep people healthy and on the job: a big return on investment.
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Does India's Glivec Decision Make April Fools of Us All?On April 1, India’s Supreme Court denied an appeal challenging the rejection of a patent for Novartis’s cancer drug, Glivec.
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Legal: Shifting Perspective on Off-Label PromotionThe omission of criminal charges for off-label promotion of Serostim is surprising, because the government's earlier plea with Pfizer sent a strong signal that it would criminally charge companies engaged in off-label marketing.
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Sales and Marketing: Where the Buck StopsCost-shifting is still one of the favorite tools in almost all employers' cost-cutting toolboxes. But many fear that shifting too many costs to workers will backfire. Low co-pays keep people healthy and on the job: a big return on investment.
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Grim Outlook For UK Biotech IndustryIt could be the end of the road for the UK's biotech firms if drastic action isn't taken soon.
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Risky BusinessEvery quarter, pharmaceutical manufacturers confront a dizzying array of price reporting obligations. Participation in the Medicare, Medicaid, Veterans Administration (VA), and Public Health Service (PHS) programs requires manufacturers to collect, organize, distill and manipulate vast quantities of information, and to generate from that data reportable figures that can have an enormous impact on the company's bottom line. It is critical that these figures be correct, not only to help ensure the integrity of these public programs, but because submission of false data to a federal agency is a prosecutable criminal offense, and the civil penalties and exposure can be staggering.
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A Survey of Medical Science LiaisonsMSLs tend to stay put. Just three in 10 left a job after less than a year. Half held their current position for more than three years.
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e-Marketing at the Tipping PointIn 2004, US growth hormone sales reached nearly $711 million. But harsh restrictions on growth hormone treatments and their abuse as "lifestyle drugs" have injected controversy into the market. How can pharma ensure that its marketing efforts for products that help millions of children and adults reach the right targets?
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King Without the CrownUnder King's old strategy, there was no link between business opportunity and R&D. Today, the company only goes after drugs that meet the criteria of its targeted approach to acquisition.
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Surround Sound MeetingsTHE OLD FORMULA IS TRIED AND TRUE: GET YOUR reps informed and excited at a launch meeting, and you'll have a positive impact on the success of the drug. But too many pharma meeting planners forget that sharp PowerPoint slides and fancy dinners no longer impress sophisticated sales reps. Reps want more than a fresh presentation. They seek a new experience. They want to be wowed.
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Closing your docs: Does it have to be so stressful?Practical advice on how to overcome closing fears.
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Workforce: The People PuzzleThere is probably not a senior executive on the planet who, at one time or another, hasn't raised an eyebrow or two to express exasperation over "people problems." But just try to run the modern business corporation without them. Forget the Internet chatter about the peopleless workplace. There’s no substitute for the contribution people make to the bottom line.
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Legal: Hey, Good Lookin': Sex Discrimination in Hiring RepsDrug manufacturers should have policies against sexual harassment of sales reps. Such a policy may also help counter charges that a company is implicitly encouraging its reps to use their sexuality as a sales tool.
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Backpage: Warning LetterThis letter concerns the FDA press release dated January 18, 2006, entitled "FDA Announces New Prescription Drug Information Format to Improve Patient Safety." The information contained is considered false and misleading, and lacking in fair balance.
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Meeting Unmet Medical Needs: The Disparity DilemmaThe US drug regulatory system fails to address the country’s most urgent medical needs with the resources appropriate for the task. But change is possible.
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Whose Afraid of Authorized GenericsNo brand manufacturers plan to market generic versions of their own product, at least not until the patent expires. And why would they? As long as the branded version enjoys patent protection, marketing a cut-rate product would eat away profit margin during the years when a drug makes the most money.
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Up in SmokeAccept distortions and untruths. Don't try to undo them. The point is not to win an argument; your critics' views are legitimate, irreversible realities. It's time to give the public something new to think about.
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Track Patients, Not PrescriptionsEven though data can single out physicians with high marketing upsides, most pharma companies are doing without such high-value data.
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Sales and Marketing: Where the Buck StopsCost-shifting is still one of the favorite tools in almost all employers' cost-cutting toolboxes. But many fear that shifting too many costs to workers will backfire. Low co-pays keep people healthy and on the job: a big return on investment.
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Marketing's Stepchild No MoreIn today's "show me the money" marketplace, reimbursement strategy must innvolve more than seeking a good price based on ability to pay.
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Under the InfluenceSales reps should be able to access, in a central location, company-enerated influences that have affected a given physician. This type of closed- loop marketing creates a more customer-centric approach that provides etter influencer-level insight by connecting each resource, providing direction and metrics, and continually re-evaluating key influences and ROI.
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Track Patients, Not PrescriptionsEven though data can single out physicians with high marketing upsides, most pharma companies are doing without such high-value data.
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Legal Forum: Loss CausationPlantiffs did not try to establish a link between the purported misconduct and the decline in share price. Rather, their sole allegation was that they had paid artificially inflated prices for Dura securities.
