Commercialization: Page 79

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    The ENTREPRENEURS

    Michael Beckloff, Beckloff Associates Dr. Joan Bradley, The JB Ashtin Group Faruk Capan, Intouch Solutions Gary Beer, DOV Pharmaceutical, Inc. Ron Cohen, Acorda Therapeutics Inc. Elizabeth Apelles, Greater than One Jaswinder Chadha, marketRx Denise Deman-Williams, Bench International Jay Deakins,...

    By PharmaVoice Team • July 28, 2009
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    Talent Pool

    Pharmaceutical POOL Kurt HARTMAN Dr. Craig HOPKINSON New Hires at Eisai Eisai Inc., a U.S. pharmaceuti cal subsidiary of Japan’s Eisai Co. Ltd., has appointed Kurt Hart man, J.D., senior director of value and access, with responsibility for integrating and aligning Eisai’s focus on reimbursement ...

    By PharmaVoice Team • May 25, 2009
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    E-Media

    Symyx Grants ACCESS TO MOLECULE INFORMATION The Biotechnology Industry Organization (BIO) has launched the BIO Community (community.convention.bio.org) to provide free resources to biotechnology leaders and professionals in an effort to help them overcome the chal lenges currently facing the indu...

    By PharmaVoice Team • May 25, 2009
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    What's New

    Vincent Aurentz, executive VP of portfolio devel opment, says this activity complements the compa ny’s tool kit of collaborative approaches to build a highquality portfolio with partners. “The creation of a venture capital fund under lines our commitment to be a best partner for biotech entrepren...

    By PharmaVoice Team • May 25, 2009
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    PharmaTrax

    Pharma R&D Spending Remains Robust Despite Tough Economy Despite the current economic downturn, pharmaceutical research and development spending continues to play a vital role in the pharmaceutical industry. According to a recent report by CBR Pharma Insights, recent trends indicate a consoli...

    By PharmaVoice Team • May 25, 2009
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    Manufacturer Windfall Rebates: Change on the Horizon

    The transfer of drug coverage for the dual eligible beneficiaries from Medicaid to Medicare Part D has come under scrutiny by Congress for alleged profit windfalls for manufacturers. The implications of the windfall issue for the pharmaceutical industry are vast. Manufacturers with a large Medica...

    By Matthew Warburton and Carleen Kelly • May 25, 2009
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    "Obamaceuticals:" The Good, The Bad, The Controversial, and the Undecided

    According to the Deloitte 2009 Industry Outlook report published in December 2008, the Obama Administration could make more changes to the nation’s healthcare system than have occurred since the 1960s. While there are many government policy changes proposed, PharmaVOICE asked leaders from all seg...

    By PharmaVoice Team • May 25, 2009
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    David Brennan: Into the Future

    BY KIM RIBBINK Into the FUTURE In April, the Pharmaceutical Research and Manufacturers of America (PhRMA) elected AstraZeneca CEO David Brennan as its new chairman, a choice that bodes well for the future of health care and the pharmaceutical companies the organization represents. In his more tha...

    By PharmaVoice Team • May 25, 2009
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    Mastering Multichannel Marketing

    BY ROBIN ROBINSON KEY TO SUCCESS:Match up channel properties and consistent content with consumer preferences. The key to successful multichannel marketing is to be wherever the consumer is when he or she is ready to receive your message. Easy, right? Not a chance, especially when the consumer is...

    By Robin Robinson • May 25, 2009
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    Letter from the Editor

    Could the tide be turning? The bad and the good We know we are operating in a new economic frontier, when bad news actually passes for good news. A recently released IMS report states that the value of the global pharmaceutical market is expected to grow 2.5% to 3.5% on a constant-dollar basis in...

    By Taren Grom • May 23, 2009
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    Synchronizing Communications Educating Physicians, Priming Patients

    Medical practice today is a dual process for healthcare providers who are charged with not only maintaining and improving the health and well being of their patients, but operating a business enterprise as well. By understanding the requirements of merging these two visions, it is easy to see why...

    By PharmaVoice Team • May 4, 2009
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    Life-Cycle Management of Professional Healthcare Nonpersonal Promotion

    two phases — introduction and growth — and possibly into the first year or twoof the maturity phase.After that, the emphasis is onmanaging for profit maximization.This, in turn,usually means disinvesting in promotion — espe cially nonpersonal promotion. In the face of the trends that are constrai...

    By PharmaVoice Team • May 4, 2009
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    Defining a Career Path in the New Pharmaceutical Era

    Avoiding the Bull’s-Eye When management needs to trim the workforce, there are ways to avoid being the target. The value of an employee increases if he or she has a can-do attitude, is a problem solver, and can react quickly to changes and challenges in the business environment. Binner. AstraZene...

    By Robin Robinson • April 27, 2009
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    RX: A Prescription for a New Go-to-Market Strategy

    Doing Surgery on the Traditional Sales Model; Those Successful Will Focus on Delivering Science and Service Organizations will have to rationalize the use of a service team approach, instead of working in functional silos, because customers are demanding and expecting more. Celeste Mosby VP, Life...

    By Celeste Mosby and Ed Emde • April 27, 2009
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    Making the Sales Rep Essential in Today's Environment

    We need to help re-establish the reps’ value for this new era as they are our industry’s front line. It starts with rethinking our sales force strategy, rebranding our reps, and training them to deliver on their brand promise, not just that of the products they sell. George Glatcz, M.S., R.Ph. Pr...

    By George Glatcz • April 27, 2009
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    Creating Successful Service Models

    Mark Sales, Global Practice Leader, Stakeholder Management TNS Healthcare, A Kantar Health Company Pharmaceutical companies have begun a dramatic transition from product-centric sales models to physician-centric service models. More than 90% of company executives now say they are adopting service...

    By Mark Sales • April 27, 2009
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    Showcase

    Custom Learning Designs Inc. ePharmaSolutions, Inc. NXLevel Solutions TNS Healthcare Vox Medica, Inc. Wilson Learning Corporation Custom Learning Designs Inc. 375 Concord Ave. Belmont, MA 02478 Phone: 617-489-1702 www.cldinc.com We Create Training Success CLD is a privately held company that was ...

    By PharmaVoice Team • April 27, 2009
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    VIEW on Sales: Gaining Power Through Evidence-based Selling

    Sales reps need an edge to get face time with the physicians these days. The way to their schedule calendar is through evidence-based medicine, our experts say. Studies show that not only does adding evidence-based medicine information to the sales call increase the value of the sales rep’s role,...

    By Robin Robinson • April 23, 2009
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    Improving the Odds of M&A Success

    IMPROVING THE ODDS OF M&A SUCCESS in the Life- Sciences Industry Pat Golomb is VP of Business Development, M Squared Consulting, Life Sciences, a specialty practice area of M Squared Consulting Inc. that offers customized consulting solutions, as well as in-sourced flexible resources-on-deman...

    By PharmaVoice Team • April 23, 2009
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    HBA's 2009 Rising Stars

    HBA’s 2009 Rising Stars Meet the 95 Healthcare Businesswomen’s Association’s Rising Stars… These stellar women, who are at various stages of their careers, represent all facets and disciplines of the life-sciences industry. They are being recognized by their companies for: Significantly contribut...

    By PharmaVoice Team • April 23, 2009
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    Talent Pool

    Pharmaceutical POOL Andy AJELLO Novo Nordisk Appoints Diabetes Sales VP Novo Nordisk, a global healthcare company focusing on diabetes care, has promoted Andy Ajello to VP for national diabetes sales, managed care, and government accounts. Previously, Mr. Ajello was associate VP of diabetes sales...

    By PharmaVoice Team • April 23, 2009
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    On the Calendar

    May 1821 BIO 2009 Annual International Convention GeorgiaWorld Congress Center,Atlanta Biotechnology Industry Organization, bio.org May 1920 Multicultural Marketing Strategies for Life Sciences Doubletree Hotel,Princeton,N.J. ExL Pharma,exlpharma.com May 1920 The 4th Pharmaceutical Relationship M...

    By PharmaVoice Team • April 23, 2009
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    E-Media

    New Electronic and Web-based Applications, Sites, and Technologies Featured Briefs: Model N Application Provides Strategic Insights to Life-Sciences Firms New Momentum Offers AntiCounterfeiting Software Novartis Launches Meningitis Website Website Highlights Pink Tank’s Expertise in Women’s Healt...

    By PharmaVoice Team • April 23, 2009
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    What's New

    New healthcare-related products, services, and companies Rosica Forms Healthcare Division New Healthcare-related Products, Services, and Companies Featured Briefs: Rosica Forms Healthcare Division Otsuka Unveils North American Restructuring Bio-Imaging and PDS Reorganize Under NEW Bioclinica bran...

    By PharmaVoice Team • April 23, 2009
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    PharmaOutlet

    Contributed by Joe Gattuso Twelve minutes every three months When we consider marketing a new and/or existing medication, there are two numbers that are worth keeping in mind: 12 and 3 — 12 minutes and three months. In our analysis of thousands of physician-patient exam-room interactions over the...

    By Joe Gattuso • April 23, 2009