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In conjunction with the FDA, PhRMA and BIO are developing FDA legislative reform recommendations for Congress to consider.

Rep profile

The United States pharmaceutical industry experienced an unprecedented real growth rate of more than 10% in 1996, according to IMS, a Plymouth Meeting, PA-based unit of Cognizant Corp.

Medical Economics, Northfield, IL, welcomed Kristen Mally as the new editor of Pharmaceutical Representative in April. She replaced Laura Ramos, who headed the publication from 1993 to 1997.

Searle, Skokie, IL, has developed an interactive corporate Web site. The site includes The Pipeline Game allows players to develop a new drug and take it all the way through market clearance.

Group purchasing organizations grew in numbers, consolidated and expanded services last year, according to SMG, a Chicago-based market research and consulting firm.

WASHINGTON - The FDA proposed a new use initiative to speed up the development of new and supplemental uses of medications.

Pharmaceutical price regulations largely fail to control drug spending and adversely affect incentives for pharmaceutical research and development, according to a book from the American Enterprise Institute, Washington.

The Academy of Managed Care Pharmacy, Alexandria, VA, released a revised position statement supporting the appropriate design and use of drug formularies.

Before a customer's need can be satisfied, there are various layers of selling activity that take place.

This article is the first of a three-part series on reps and technology.

Finding your way around the World Wide Web.

Due to an increasing number of extraordinary partnerships and innovative disease management programs among certain managed care and pharmaceutical firms, the face of disease management is finally changing, even if only slightly.

Practice Paterns Science Inc., St. Louis, has developed PTE-Registry,™ a national comparative database designed to help pharmaceutical and biotechnology companies identify the drugs that produce more efficient treatment patterns with fewer side effects

How managers can be consultants for reps.

Several large pharmaceutical companies have recently increased their presence in the long-term care industry, according to Scott-Levin, Newtown, PA

The pharmaceutical industry, by pioneering innovative "decisive technologies" to treat disease, offers "breakthroughs" that shatter the negative assumptions stifling customers' confidence in medical progress, according to Sidney Taurel, chairman of the Pharmaceutical Research and Manufacturers of America, Washington.

Sales reps spend an average of five hours a day in their vehicles, according to Mobile Technology Products, Fremont, CA.

Routine medication use, as-needed medication use and psychotherapeutic medication usage across nursing facilities will be evaluated in a study sponsored by the American Society of Consultant Pharmacists' Research and Education Foundation, Alexandria, VA.

Cancer affects a patient's ability to work, meet family needs and cope with the disease, according to a nationwide survey of cancer patients conducted by Wirthlin Worldwide for The Fatigue Coalition, New York.

The number of arthritis patients in the United States is expected to increase from an estimated 37 million in 1995 to about 41.3 million in 2002, according to a report from Frost & Sullivan, a Mountain View, CA-based international consulting firm.

To thrive in the technological age of the future, companies must be designed for flexibility, experimentation, fast response and rapid transformation.

The two pharmaceutical companies that merged to become Novartis - Sandoz and Ciba - topped managed care executives' list of "best" drug firms, according to a fall 1996 audit of managed care pharmacy executives.

Preparing an agenda in advance of the sales call keeps the meeting on track and ensures that you won't forget to cover all the issues.

To keep customers interested in what you're saying, you need to do something exciting and different every six minutes, according to Sue Gaulke, author of "101 Ways to Captivate a Business Audience."

Anything worth doing is worth doing well." You've heard that well-accepted business axiom time and again.

With 42 approved medicines now available for AIDS and its opportunistic infections and 122 others in development, scientists are becoming increasingly optimistic about turning the disease into a manageable condition, according to an official at the Pharmaceutical Research and Manufacturers of America, Washington.

Last year's drug prices increased at an annual inflation rate of about 2%, according to an industry forecast and government figures.

Pharmaceutical salespeople may have the most difficult customers there are: physicians and other high-level professionals who are indifferent, combative or just won't see them.

Zeneca Pharmaceuticals, Wilmington, DE, is recruiting and training 250 new contract sales reps who will focus their efforts on reaching cardiovascular physicians.