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Vaccines: Market on the ReboundMergers have cut the field of companies with real marketing and manufacturing muscle from 25 to five. The 2004 vaccine market will double by 2009.
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Anticipating Digital Transformation of the Drug Development WorkforceThe drug development sector is embracing technologies and digital methods that were previously not as widely used due to the COVID-19 global health crisis.
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PE's Annual Sales and Marketing Employment Survey: The Big SqueezeIn spite of pharmaceutical employers' best intentions to the contrary, sales rep compensation is being squeezed in a vise that is gradually narrowing the gaps between what top, average, and bottom performers are earning. According to the Hay Group's Pharmaceutical Sales Force Effectiveness Study, co-sponsored by Pharmaceutical Executive, reps in the 90th percentile are earning just 40 percent more than the average performer. This is not to suggest that reps aren't being paid handsomely (they are), but that the pay-for-performance model is showing signs of weakness.
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A Fresh Look at Co-morbidityAs americans age, they are likely to suffer from more than one chronic condition at a time. So as the country's population grays, the rate at which patients presenting co-morbid indications will increase, as will the absolute number of patients whose treatment must be adjusted for more than one disease. These are not surprising facts, but they deserve careful consideration by pharma manufacturers and marketers.
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Marketing to Professionals: Key Opinion ControlMarketing effectively to physicians in today's pharmaceutical industry is more important than ever. No longer can companies rely solely on DTC and sales force efforts to increase drug and therapeutics revenue.
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What Does It Take to be a Global Leader in TrainingOur goal is competency-based training that has a solid business need, sound instructional design based on adult-learning principles, and metrics that can capture, evaluate, and track what we do. We want a blended-learning approach that can be delivered over the Web, on CD-ROM, or on paper.
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Unleash the TabletsSome reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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Unleash the TabletsSome reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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Agency Best Practice in Regulatory ComplianceThe pharmaceutical industry imposes higher standards on advertising, PR, and medical education agencies than any other industry, except perhaps the financial services sector. Agencies need to keep up with constantly changing rules for advertising and promoting drugs or devices.
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Pharm Exec 50: Growth from the Bottom UpMore consolidation didn't boost sales at the top, but a handful of nimble newcomers posted impressive growth on the other end of the curve.
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Basic Training: Trends in Learning & Development DepartmentsCan pharma take its talent-and its earning potential-to the next level with employee education?
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Marketing to Professionals: Shaping the Future of MedicareThe cost of healthcare has become so great that it's important to review the evidence to determine whether the drug is a good value for the money. Yet, pharmacoeconomics is rarely included in the decision process.
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Shedding WingsIt's an open question whether a pharmaceutical company really needs to have the drug testing process inside its corporate walls, or whether they really should be focusing much more on building effective relationships, in terms of building awareness and acceptance of their products, with both the physicians and end consumers.
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In Search of the Holy GrailProcter & Gamble Pharmaceuticals discovered that a network resulting from even a modest integration offered benefits that exceeded the sum of its parts.
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Keys to SuccessJohnson & Johnson's pharmaceutical group builds team and relationship skills into performance evaluations. J&J's Robert Wills says, "Such skills are a built-in expectation. It's how people are supposed to do their job. Everyone who participates in an alliance is compensated for behaviors that contribute to mutual success."
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The Information DietPhysicians seek point-of-care info and updates in friendly formats. Data should be available when and how they need it, and in exactly the right amounts.
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Patient Assistant Programs and Medicare Part DPatient-Program Interface Nearly one-third (2.5 million) of the estimated eight million Americans currently enrolled in PAPs are over age 65 and will be eligible to participate in the government's Part D program.
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Forecast 2007: Connecting the DotsPharma faces a wide array of pressing issues-almost too many to think about comfortably-from drug safety and the industry's image to intellectual property in emerging markets and the overall usefulness of marketing. To remain effectively focused on strategy, industry executives must find relations between all the individual issues and group them into larger themes. Pragmatically, we all know this is essential.
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Professional Persuasion:101The sales aid or detail piece tells the features and benefits about the product. The important marketing points are in bold print.
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Superstar Selection"You're fired!" It's a simple phrase that everyone is using, and it's put Donald Trump back into the spotlight. However, the most important statement you will ever make as a manager is "you're hired." With all the pressures of the job and the limited time you have for interviewing, it is easy to rush through this process to fill a slot. Stop yourself-hiring a good person is one of the most important decisions you will make as a manager.
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China: Big Rewards. Bigger Risks?As pharmaceutical markets go, china is a land of opportunity fraught with complex challenges. Potentially the world's largest market for prescription drugs, China is also the fastest growing market among large countries. At the same time, the sprawling system of 17,000 hospitals-the most important drug-distribution channel in China-is fragmented and encumbered by Byzantine regulations.
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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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Becoming the Partner of ChoiceCo-promotion agreements and a wide variety of strategic alliances are redefining the pharmaceutical industry. Yet interviews with 28 executives from 12 companies that have chosen or are seeking a pharma partner to market a late-stage compound confirm a disturbing fact: Despite much executive-suite talk about becoming the "partner of choice," few companies have devoted the resources needed to build alliance infrastructures that will support the entire portfolio of co-promotion deals, licensing agreements, R&D collaborations, and other relationships that are quietly reshaping their organizations.
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Building a Digital Health InfrastructureOutlining the four core elements pharma companies need to lay the foundation for a solid digital health infrastructure.
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Freethinkers & Big PharmaProfessors ingrain the mantra "science for science's sake" into their pupils' minds during years of doctorate and postdoctoral training. Consequently, when entering into career paths, students gravitated toward academia, which fosters the perception of itself as accepting of free thinkers.
