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Case Study: Science-Based SellingThe relaunch team focused on clinical differentiation to drive business with science.
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A Critical Juncture for Antibiotic R&DWith little momentum in developing new new antibiotics to fight antimicrobial resistance, the time is now to emphasize "push" and "pull" incentives and demonstrate how innovation in this area will lead to patient benefit and economic reward.
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Informatics RulesWithout common reporting standards in place, researchers have little incentive to share data with scientists elsewhere in the company. When researchers don't sharedata on a regular basis, they can begin to feel proprietary about their work-and even less inclined to disclose their results.
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Evaluating the Impact of the Falsified Medicines Directive in SwitzerlandAs the prevalence of falsified medicines continues to increase, Switzerland is taking measures to secure its supply chain such as the implementation of serialization.
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The Curious Case Of AstraZeneca v ACEInsurance contracts are a language game that must be played very carefully, as AstraZeneca learned.
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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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The Fair and Balanced Road of DTCAt the Division of Drug Marketing, Advertising, and Communications (DDMAC), our goal is to assure that prescription drug promotion is not false or misleading, and that it presents a balanced picture of a drug's risks, as well as its benefits.
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If I Ran PfizerWhen Pfizer CEO Jeffrey Kindler took the podium in January and announced that the struggling company would scale back and restructure its operations, he did more than just signal the end of an era. He proved that to turn around Pfizer-and in a way, the industry at large-companies need to hack away the parts that just aren't working anymore.
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Sales Management: Gifting Laws Cause Regulatory WoeCompanies are in a near-impossible situation-trying to define, follow, and track existing and pending legislation.
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What Type of Brand Are You?Despite Rituxan's initial success, the brand team considered the long-term opportunity for future indications. Equity research studies demonstrate that a significant "halo" exists around the brand, which is bolstered by greater optimism and excitement for all B-cell mediated conditions.
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Doctors' Orders: Make Marketing InformativeA study of doctors uncovers the hard facts behind what professional sales strategies work
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Crackdown on CartelsPharmaceutical companies doing business in Europe had better heed EU antitrust laws. It does not take a genius to devise a cartel.
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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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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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Sales SlipOne fortunate consequence of a slower job market is that tenure levels are increasing: 80 percent of sales managers now have at least two years experience under their belt.
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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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What Pharma Wants From IT TodayPilot projects involving RFID technology are appearing at some major pharma companies. But uptake of RFID-based solutions remains limited due to concerns about accuracy, reliability, and ROI.
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Informatics RulesWithout common reporting standards in place, researchers have little incentive to share data with scientists elsewhere in the company. When researchers don't sharedata on a regular basis, they can begin to feel proprietary about their work-and even less inclined to disclose their results.
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Drug Shortages: Not Going Away Anytime SoonAlbert Wertheimer, PhD, MBA, Professor of Pharmaceutical Economics at Temple University and a member of Pharm Exec's Editorial Advisory Board, shows how the simple matter of a drug shortage is not a simple matter at all.
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Extending the Product LifelinePharma companies seem to have forgotten one key lesson: Blockbusters are made, not discovered. Few drugs achieve top sales based on their initial formulation and indications.
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The New Era of Risk ManagementFDA has issued the industry a new charge-pay closer attention to risk management. Now that prescription drug user fees have helped the agency approve candidates more rapidly, FDA has returned to its basic mandate: assuring that marketed pharmaceuticals are safe. In the past, that meant clear labeling with adequate directions and warnings based on clinical trials. The agency now believes that product safety extends beyond warning labels and wants to ensure that prescriptions are used safely as well. As a result, it is asking the pharma industry to demonstrate products' safety before approval and to further control their use after
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Post-Genomic Drug Development. Is Pharma Ready?Hard on the heels of the June 2000 announcement that the human genome sequence was completed came a wide array of articles on genomics' impact on drug discovery and development
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Blueprint for a Great LeaderIs there a formula for the perfect biotech or pharmaceutical executive? As a candidate to be the next CEO of Pfizer or Amgen, it is better to have a PhD in microbiology or an MBA combined with a medical degree? Does a lifetime in the lab beat out a decade of sales and marketing experience?
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Pricing PressuresDuring the 2000 US election, prescription costs-especially for seniors-was a hot issue that both parties offered to resolve. Intervening events have since distracted the federal government from domestic healthcare issues, leaving states to take the initiative in lowering drug expenditures. Two states' programs led the way, drawing legal challenges from the pharmaceutical industry. Recent opinions by US courts of appeals in those cases reached conflicting results; but viewed together, they provide guidance for the types of state plans that will be sustained. Meanwhile, other programs are making their way through state legislatures around the country.
