PharmaVOICE - 
May 2010
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In Every Issue
Last Word
The Impact What will be the impact of the federal [...]
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Talent Pool
Pharmaceutical POOL Kristin PECK Pfizer Names Head of Business ­Development [...]
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PharmaTrax
Sales, Marketing, and R&D Trends from Industry Analysts Featured Briefs: [...]
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E-Media
New Electronic and Web-based Applications, Sites, and Technologies Featured Briefs: [...]
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What’s New
New Healthcare-related Products, Services, and Companies Featured Briefs: TGaS Model [...]
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UpFront
Market Report U.S. Prescription Sales Grow U.S. sales of ethical [...]
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Letter from the Editor
Forms, forms, and more forms… We’ve probably all been hospitalized [...]
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Taren Grom, Editor

On The Cover

Electronic Records: Beneficial to All, But At a Price
The next five years will represent significant growth toward the implementation of electronic medical records (EMRs) in both hospitals and physician offices. Several ­factors are driving this new momentum, including the recent release of Notice for Proposed Rulemaking on the electronic health record certification process, an increased level of optimism by physicians to implement EMR [...]
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Robin Robinson

Features

Haiti: A Beacon of Hope Through the Rubble
The pharmaceutical and biotech industry is one built upon the foundations of human fragility. It is a business of identifying physiological weaknesses and developing the medicines and products to address those faults, thus resulting in an enhanced standard of living and optimum health for the human race. It is a profession with the power to [...]
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Kelly Markham

Getting the Most From Distance Learning: Mistakes to Avoid
It’s no secret that the use of distance learning is on the rise. As the economy remains shaky and budgets remain tight, pharmaceutical company training departments are working diligently to squeeze every drop of value from each dollar they spend. Training teams know that distance learning can help them maximize the returns on their training [...]
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Garry O’Grady Senior Vice President and General Manager, Pharmaceutical Institute

Evolution in Action
As technology and medicine have advanced over the last two decades, the strategies adopted by pharmaceutical sales and commercial models have fallen out of synch. Companies regressed from customer-focused, consultative models to a more quantitative reach and frequency approach, with a strong reliance on pitches, gifts, and free samples. This model digressed from quality of [...]
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Carolina Castano, MBA Director of Marketing and Operations and Jeff Laidlaw, M.S. Vice President, BioPath Consulting

VIEW on Sales: A Personal Touch
Most pharmaceutical industry leaders agree that the customer remains the one constant in the shifting sales-force model. “Our goal as an industry has always been to provide physicians with meaningful information that translates into sound decision-making around their patients,” says Amy Jenner, a divisional VP of sales for specialty care at Pfizer. “I don’t believe [...]
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Carolyn Gretton

The Future of Market Research In One Word: Change
The resounding takeaway from the recent Pharmaceutical Marketing Research Group’s annual conference in April was that change, and in some cases revolutionary change, will be necessary to address current and future market conditions. One of the keynote sessions, “CEO Reflections on a Tumultuous Year and Predictions for an Uncertain Future,” which was moderated by Brian [...]
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Taren Grom, Editor

The Healthcare Businesswomen’s Association’s Rising Stars
Amy Weickert. InfoMedics. Leaders need to have a clear vision and be able to articulate that vision and consistently drive others to believe that they can accomplish it. Leaders who I have admired are honest, communicate well, and create a positive environment of trust among their team members, as well as one of mutual respect [...]
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Taren Grom, Editor

Unbranded Efforts Are Making a Promotional Comeback
In the world before DTC, pharmaceutical companies invested in unbranded promotion to educate physicians about disease states and to create market growth. Then DTC came along and replaced most unbranded promotional efforts. But the unbranded message is making a comeback today; our experts say this movement is being driven by more stringent regulations, increased FDA [...]
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Robin Robinson

Molecular Diagnostics Creating More Focused Treatments
Experts have been saying for years that molecular diagnostics will transform not only the way prescription drugs are developed and dispensed, but also the entire healthcare delivery system. Their predictions are coming true: the molecular diagnostic market is exploding, with reported value estimated to reach billion by 2011. New biomarkers are continually being discovered, [...]
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Denise Myshko

Case Study: EpiCept
Named Patient Programs Provide Pre-Launch Access to Drugs The dire outlook facing AML patients motivated a company to provide its drug in advance of the commercial launch. Jack V. Talley President and CEO, ­EpiCept EpiCept is a specialty pharmaceutical company that focuses on fulfilling unmet medical needs in cancer treatment and pain management. The company [...]
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Jack V. Talley President and CEO, ­EpiCept

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