The Doctor is in but Won't See You Now
For pharmaceutical representatives (reps), obtaining access to busy physicians grew still more difficult in 2009. The number of physicians willing to see most reps fell nearly 20 percent, the number refusing to see most reps increased by half, and the number of management-planned sales calls that were nearly impossible to complete topped 8 million.
The reporting group monitors the sales rep-related interactions of more than 500,000 physicians, nurse practitioners, and other pharmaceutical prescribers nationwide and tracks both the planned and completed sales calls of more than 41,000 pharmaceutical representatives.
The spring 2010 report of AccessMonitor reports that only slightly more than half (58 percent) of prescribers in 2009 were "rep-accessible" or they met with at least 70 percent of the sales representatives who called on them. This number declined 18 percent from the spring 2009 study.
The trend apparently reflects both the physician's busier schedule and the pharmaceutical industry's lack of new blockbuster drugs. Physicians as a whole were hesitant to see any but the most valuable pharmaceutical sales representatives.
Pharmaceutical representatives seem to be operating today in an increasingly unwelcome physician-office environment, as the number of physicians who refuse to see any reps is increasing and the number of physicians who will see most reps is declining.
The more progressive pharmaceutical companies now recognize the need to be more precise and more efficient with their sales and marketing efforts. They tend to have responded by adopting a dramatic new sales force deployment strategy called "differential resourcing," which matches sales resources to local conditions and is more flexible than conventional, "one-size-fits-all" selling models.
http://pharmalive.com/news/index.cfm?articleID=702608&categoryid=43&newsletter=1
Lilly Plans 200 Sales, Marketing Job Cuts
Eli Lilly and Co. plans to cut 200 sales and marketing support jobs, with more than half of those cuts taking place in Indianapolis. The cuts are the latest wave of the company's previously announced plans to eliminate 5,500 jobs worldwide by the end of 2011 in response to financial pressures. These recent cuts are the largest since Lilly eliminated 200 jobs from its research laboratories in March.
http://pharmalive.com/news/index.cfm?articleID=702874&categoryid=9&newsletter=1#
New Risks Emerge for Some Stomach Drugs
Proton pump inhibitors appear to be associated with fractures in postmenopausal women and with higher rates of bacterial infections, new studies show. More than 119 million prescriptions were written for proton pump inhibitors in the U.S. in 2009, and some doctors say they are overprescribed and are often used for less-severe ailments like indigestion or upset stomachs.
One federally-funded study (Women's Health Initiative) involved over 130,000 postmenopausal participants and found those taking proton pump inhibitors had a modest 25% increase in the risk of fractures over about an eight-year period as compared to those taking the type of acid-reducing drug known as an H2 blocker who had an 8% increased risk.
The other study of PPIs involved over 100,000 hospital discharges from one medical center during a five-year period. The investigators found patients with more stomach-acid reduction had a higher risk of developing C. diff infection, which can cause severe diarrhea. Patients taking PPIs daily had a 74% increased risk compared with those not taking the drugs. Patients taking H2 blockers, such as Zantac-considered less-potent stomach-acid blockers-had a 53% greater risk. Patients taking a more-than-once-a-day PPI dose more than doubled their risk of getting C. diff.
http://online.wsj.com/article/SB10001424052748703880304575236602137383786.html
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