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The First Circuit Court of Appeals has overturned a lower court ruling and will allow the Maine Rx program to proceed.

The key to success is to become a value-added resource, a rep that delivers tangible benefits to physicians.

Sens. Charles E. Schumer (D-NY) and John McCain (R-AZ) have introduced the Greater Access to Affordable Pharmaceuticals Act, bipartisan legislation to improve access to generic drugs.

Kerri Botsonis likes to help people, and she likes to stay busy. Since joining Milwaukee, WI-based Schwarz Pharma Inc.'s sales team two and a half years ago, she has been national Rep of the Year twice. Before that, she worked to put herself through school, then spent five years as a stay-at-home mom. During that time, in addition to caring for her family, she was involved with the Bridge – Children's Advocacy Center, which provides services for abused children, the March of Dimes, the American Diabetes Association Amarillo Chapter and the PTA, among others. Said Botsonis, "You always try to help, but there's only so much financial assistance you can give. So volunteering your time is a way to give back to the community and say thank you."

Roundtable discussions can be some of the most valuable opportunities for learning and team building.

Three steps to career success.

Information consumers find on Web sites is generally accurate, but usually incomplete and hard for many readers to understand, according to a report featured in the Journal of the American Medical Association (vol. 285, no. 20).

Forming a physician meeting group.

Whether you are a new or tenured pharmaceutical sales representative, missing-in-action doctors can put a cork in your flow of cash, bonuses and commission.

Aside from helping the prospects and customers succeed at what they do or want to do, salespeople are most interested in one specific behavior change: compliance to a request. In generating a positive response, six basic tendencies of human behavior take the stage: reciprocation, consistency, social validation, liking, authority and scarcity. The more of the six following persuasion influencers a salesperson uses in his or her presentation and selling approach, the greater his or her chances of closing the sale:

New drugs, the increasing use of drug therapies and the emergence of consumer healthcare education have profoundly affected healthcare delivery, according to "Managed Care Trends 2000," a 15-year study of healthcare industry benchmarks sponsored by Aventis Pharmaceuticals Inc., Bridgewater, NJ.

The Nonprescription Drugs and Pulmonary and Allergy Drugs Advisory Committees of the U.S. Food and Drug Administration have voted that the agency switch the allergy drugs Claritin® (loratadine), Allegra® (fexofenadine HCl) and Zyrtec® (cetirizine HCl) from prescription to over-the-counter status. The panel convened in response to a petition filed by Blue Cross of California, a subsidiary of Thousand Oaks, CA-based WellPoint Health Networks, requesting the switch.

Making the most of less than two minutes.

The art of reception.

In response to the growing problem of antibiotic-resistant bacteria and the safety risks and unnecessary treatment costs posed by these "superbugs," the Coalition for Affordable Quality Healthcare, a group of 24 health plans and insurers, has joined with the Centers for Disease Control and Prevention to initiate a broad-based campaign to preserve the strength of existing antibiotic treatments. The Save Antibiotic Strength campaign aims to decrease overuse and misuse of antibiotics by reducing the number of inappropriate antibiotic prescriptions and by promoting the use of first-line antibiotics.

A new study published in the journal Health Affairs (vol. 20, no. 3) warns that the nursing profession seriously lags when it comes to reflecting some racial and ethnic populations. A University of California review of registered nursing trends shows that gaps in educational attainment account for much of the nursing profession's lack of diversity, gaps that need to be addressed. The authors examined nursing and general educational attainment in California and reviewed 1996 demographic data from the National Sample Survey of Registered Nurses, evaluated the educational level attained by Californians according to racial and ethnic group, and examined degrees awarded to college students in the state.

FDA district offices may conduct site investigations to establish baseline information for sampling programs and tracking systems.

The world's steadily growing oncology market features key elements that are common to all competitors in the category: a highly respected sales forces, sophisticated and deeply involved patients and caregivers, clinically entrepreneurial physicians, and a dynamic global regulatory environment. Yet the uncharted territory of cancer breakthroughs demands that pharma marketers temper a strategy of progressive risk with caution.

Driven by the quest for innovation, the intensity of competition, and the pressure to create megabrands and megamergers, pharmaceutical executives are exploring an influential force still untapped by most marketing and communication departments-the power of emotion.

MMRF is run more like a Fortune 500 company than a foundation. It is defined by a mission, short- and long-term goals, a business plan for growth, a board of directors, and a scientific advisory board. The mix works. Under Giusti's stewardship, MMRF has exceeded fundraising expectations while remaining a model of efficiency-less than 5 percent of capital raised has been spent on administrative costs.

Cancer makes neurology seem almost simple by comparison. Cancers come in a nearly infinite variety. Yet their mechanisms, scientists now surmise, may reside in the same place-deep inside the cell. DNA, genes, and cellular proteins play key roles in both disease areas.

Hosbjor, Norway-Away from the media glare in South Africa, a three-day workshop sponsored by the World Health and World Trade organizations sought to improve access to life-saving medicines in developing countries. Also backed by the Norwegian Foreign Ministry and the Global Health Council, the workshop brought together 80 experts from 23 countries and highlighted the use of differential pricing as a means of improving access.

Driven by the quest for innovation, the intensity of competition, and the pressure to create megabrands and megamergers, pharmaceutical executives are exploring an influential force still untapped by most marketing and communication departments-the power of emotion.

Washington, DC-An FDA advisory committee voted overwhelmingly to recommend that Claritin (loratadine), Allegra (fexofenadine), and Zyrtec (cetirizine) be changed from prescription to over-the-counter products. Although the vote is not binding, FDA usually follows such panels’ recommendations.

The founder of five biotech companies rarely pauses, even to rest. "I can do a lot of work when the rest of my family is sleeping," he reports. "Early in the morning or late at night, there are no phones, so I needn't divert my attention." His affable tone seems contrary to the relentless drive needed to support a lifelong pursuit of excellence, but his achievements speak for themselves.

The founder of five biotech companies rarely pauses, even to rest. "I can do a lot of work when the rest of my family is sleeping," he reports. "Early in the morning or late at night, there are no phones, so I needn't divert my attention." His affable tone seems contrary to the relentless drive needed to support a lifelong pursuit of excellence, but his achievements speak for themselves.

Berlin, Germany-Putting the US market at the heart of its bid to maintain double-digit growth, last month Schering began to relocate its therapeutics headquarters to an existing facility in Montville, New Jersey.

Schering’s commitment to biotechnology in the early 1990s was a landmark decision for the company, says Dr. Guiseppe Vita, who is stepping down as chairman of the Berlin-based company. The result of that commitment was Betaferon (interferon beta-Ib), one of the first biotech products on the market in Germany. It is now Schering’s biggest product and one of the top ten best selling biotech therapies in the world.

Buckinghamshire, UK-The pharma industry may be countercyclical, but it’s not immune to market trends. Nycomed Amersham recently postponed a partial US stock flotation of its life sciences company, ABBiotech, because of market weakness.

I intended to write an entirely different column this month. Something like, What the Bush administration has done for you-the pharmaceutical industry-lately. Such as making it harder to do stem-cell research and pursuing an investigation into antigeneric activities. But something else happened. My father died. Now I have no room left in my mind or heart for other matters.