PharmaVOICE - 
October 2007
Purchase Issue

In Every Issue
E-Media
New Electronic and Web-based Applications, Sites, and Technologies IBM Introduces [...]
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For Art’s Sake
Each month, this department pays homage to memorable advertising and [...]
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PharmaOutlet
Contributed by Natalie Douglas Named Patient Programs Yield Significant Results [...]
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Natalie Douglas

Last Word
In his 20 years in the biotechnology industry, Harvey J. [...]
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What’s New
New Healthcare-related Products, Services, and Companies Featured Briefs: The Learning [...]
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Talent Pool
Pharma POOL Dr. David E. Kelley Key Appointment in Merck’s [...]
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PharmaTrax
Strategies to Enhance Treatment Persistence New research from Datamonitor finds [...]
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On the Calendar
October 15-16 Quantitative PCR, Microarrays and Biological Validation Renaissance Providence [...]
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PharmaOutlet
Flawless Execution is Critical to Marketing Success Contributed by Mike [...]
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Mike Miller

Letter from the Editor
On behalf of the PharmaLinx LLC family, I would like [...]
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Taren Grom, Editor

UpFront
An international connection Internet and Physicians in Latin America As [...]
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On The Cover

Salesforce Effectiveness: Is the Decile Model Becoming Outmoded?
By Robin Robinson For years pharmaceutical sales teams have targeted physicians based solely on their prescribing volume. Technology advances, process enhancements, and new messaging formats are offering new and improved ways of accessing physicians. Can salesforce optimization technology become the magic bullet for lagging sales? Pharmaceutical companies of all sizes are employing salesforce optimization procedures [...]
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Robin Robinson

Features

Tablets That Sell Tablets
Tablet PCs are changing the landscape of pharmaceutical marketing. They hold the promise of more flexible and dynamic detailing. Interactions may be more engaging than with paper and more convenient than with a laptop PC. According to Melanie Brown, VP, director of Tablet PC strategy, at Avenue-e Health Strategies, when it comes to pharmaceutical marketing, [...]
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Managed Markets: Military Healthcare
By Denise Myshko While there has been much focus on the federal government’s role with Medicare drug benefits, there are two other significant healthcare segments for which it is also responsible: veterans and military personnel. In 2005, the Department of Veterans Affairs (VA) spent .2 billion on drugs and medicines, and in 2005, the Department [...]
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Denise Myshko

The 7th Annual PharmaLinx Charity Golf Outing
We Extend Thanks to These Companies for Their Contributions GOLD CORPORATE SPONSORS Gallagher Benefits Services Inc. J. Knipper and Company Inc. SILVER CORPORATE SPONSORS D. Anderson & Co. InfoMedics Inc. BRONZE CORPORATE SPONSORS CommonHealth Proprint Hole And Prize SponSORs BPG Properties Ltd. Formedic Liquent, A Thomson Scientific business PDI Inc. Peruzzi Automotives The Uehling Group [...]
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Biogenerics at a Crossroads
By Cynthia Borda Over the past few years, several forces have begun to converge that will likely shift the entire biomarket’s dynamics. Patents of top-selling biotechnology products have lost or will lose patent protection in the next half dozen years (see chart on page 46 for more information). A variety of legal and legislative moves [...]
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Cynthia Borda

Going Green
By Taren Grom, Editor With the recent resurgence in the movement toward the greening of America, many of the industry’s companies are adopting environmentally friendly initiatives as part of being good corporate citizens. Taking Conservation Seriously In 2006, EMD Serono recycled 53 tons of paper, saving more than 900 trees, 20,000 gallons of oil, 37,000 [...]
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Taren Grom, Editor

The Value Equation — Deirdre Connelly
By Kim Ribbink It’s not often that a sales representative rises to the ranks of president of a pharmaceutical company, let alone one of the giants in the industry. That Deirdre P. Connelly did so is testament to her hard work and commitment to the company — Eli Lilly and Co. — and her easy [...]
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Kim Ribbink

Alternative Media
By Robin Robinson Other industries are venturing into the uncharted waters of emerging and alternative media, but for the most part pharma has decided for now to stay at the shallow end of the pool. There are a few adventurous leaders using more avant-garde methods, such as digital billboards, Podcasts, social networking sites, and blogs, [...]
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Robin Robinson

Adaption Adoption
By Denise Myshko The double-blind, randomized, parallel group design of clinical trials is so entrenched with well-established processes and systems in the industry that to even consider a change in structure may seem like an uphill battle. But many in the pharmaceutical industry — from pharmaceutical companies, contract research organizations, suppliers and service providers, and [...]
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Denise Myshko

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