Commercialization: Page 89
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PharmaVoice Team/PharmaVoice
Letter from the Editor
It’s that time of year again, what we jokingly refer to as “conference season.” As everyone heads into several months of exhibitions, informative sessions, and symposia with lanyards in tow, we thought it would be a good idea to provide some best practices for getting the most out of your confere...
By Taren Grom • May 27, 2008 -
PharmaVoice Team/PharmaVoice
A View on Sales — A Year ofTransformation
6 May 20 08 VIEW on Sales THE FORUM FROM GENERALISTS TO SPECIALISTS Pharma salesforces already have made some moves toward greater therapeutic specialization, in part because physicians have expressed a marked preference for specialty sales reps. According to data from Verispan, most physicians p...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Today's Preceptorship: Staying Afloat Without the Sale
24 May 20 08 VIEW on Sales TRAINING MODELS et’s face it, the word “preceptorship” has gotten a bad rap. And it’s no wonder, considering the boatload of codes, guidelines, standards — and lawsuits — that have reached our industry shores in recent years. Paying clinicians to educate has become a gu...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Making It Stick: How to Maximize Knowledge Retention
22 May 20 08 VIEW on Sales TRAINING MODELS T oo often, training leaders simply develop and conduct training that supports an organizational initiative — launch of a new product, release of a new messaging campaign, strategy to blunt a new competitor, rollout of a new sales force automation solu t...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Driving Sales Excellence Through Competency Modeling
20 May 20 08 VIEW on Sales TALENT DEVELOPMENT I n the increasingly competitive marketplace of the pharmaceutical industry, a high performance salesforce is perhaps the most critical source of competitive advantage.Attracting and selecting the right tal ent is essential to success, given both curr...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Transitioning to a Successful Service Model
18 May 20 08 VIEW on Sales SALES MODELS Some companies already have made significant progress in delivering the right experiences to drive strong relationships. In the US, Novartis earns the highest rep relationship scores, followed by Pfizer, Merck, Glaxo SmithKline, and SanofiAventis. Novartis ...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Sustaining the Pharmaceutical Industry's New Selling Model
16 May 20 08 VIEW on Sales LEARNING MODELS I n the pharmaceutical industry, healthcare providers insist: “we want value during every interaction with sales representatives.” Value comes in fluency of message. Successful training drives the ability to intuitively use skills learned. The traditiona...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Time for a New Educational Standard
14 May 20 08 VIEW on Sales EDUCATIONAL STANDARDS F or years, the relationship between pharmaceutical sales repre sentatives and physicians has been considered one of mutual trust and value. But an increasingly organized movement toward restricting pharmaceutical sales and marketing activities is ...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Supplier Showcase
Showcase 28 May 20 08 VIEW on Sales Campbell Alliance 8045 Arco Corporate Dr. Ste. 500 Raleigh, NC 27617 Phone: 8882972001 www.campbellalliance.com Management Consultants in Pharmaceuticals and Biotech Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical ...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
good sales representatives is a dedication to their profession and having detailed knowledge about their products, the industry, and the mar ket. Many in the industry say that the role of the sales rep will evolve from being a sample deliv ery person — one of the negative aspects of having an ove...
By PharmaVoice Team • May 7, 2008 -
PharmaVoice Team/PharmaVoice
Bridging the Communication Gap Between Physicians & Patients
The Point of Care Problem At the point of care is probably the worst place for patient education: the physician is time con strained, the patient is nervous, and neither may have enough information to make good deci sions concerning the patient’s care.Filling this gap becomes the crucial factor i...
By PharmaVoice Team • April 30, 2008 -
PharmaVoice Team/PharmaVoice
Resurrecting Overlooked Commercial Channels
For decades, many pharmaceutical battlegrounds have been dominated by the drug companies with the largest army of sales reps. If sales started to dip, they simply hired more primary care sales reps, and presto, they were back on top, says Matt Wallach, executive VP and general manager at Vertical...
By PharmaVoice Team • April 30, 2008 -
PharmaVoice Team/PharmaVoice
Special Feature: Good Citizens
SPECIAL FEATURE CITIZENS THERE ARE MANY FACTORS THAT GO INTO MAKING A COMPANY A GOOD CORPORATE CITIZEN, FROM THE PRODUCTS THEY MAKE TO HOW THEY INTERACT WITH CUSTOMERS AND PARTNERS TO THEIR REPUTATION AS AN EMPLOYER. INCREASINGLY,LIFESCIENCES COMPANIES ARE PLACING AN EMPHASIS ON PHILANTHROPY AND ...
By PharmaVoice Team • April 30, 2008 -
PharmaVoice Team/PharmaVoice
Special Feature: HBA's 2008 Rising Stars
BY TAREN GROM Nelson. CommonHealth. There is no magic formula, no set of qualities or attributes which when combined in exact pro portions spontaneously produces a leader. Cer tainly many leaders possess similar characteris tics — innovation, persuasion, charisma, etc. — but what sets a leader ap...
By Taren Grom • April 30, 2008 -
PharmaVoice Team/PharmaVoice
Mobile Marketing
Pfizer did it. Bayer is doing it. So are J&J, Novartis, and others.There is evidence that use of mobile market ing is slowly taking hold in the industry. As texting grows within the United States from teens BFFing and ^5ing to baby boomers using short codes to respond to ads, pharma is slowly...
By Robin Robinson • April 30, 2008 -
PharmaVoice Team/PharmaVoice
Seeding Early-Stage Research
Future success in the pharmaceutical industry will hinge on the ability of companies to deliver novel products that meet patient needs. To do that, pharma companies are teaming up with biotech companies, launching their own biotech divisions, investing in genetics, and acquiring other companies, ...
By Denise Myshko • April 30, 2008 -
PharmaVoice Team/PharmaVoice
Last Word
Michael V. Novinski became President and CEO of Emisphere Technologies in May 2007. Previously, he served as President of Organon USA with additional responsibility for worldwide business development and lifecycle management.While serving as Organon’s Director of Marketing and later as VP of Mark...
By PharmaVoice Team • April 29, 2008 -
PharmaVoice Team/PharmaVoice
Talent Pool
Pharma POOL Dr. Isma BENATTIA New R&D Head at Wyeth’s Consumer Division Wyeth Consumer Healthcare, Madison, N.J., a division of global phar maceutical and healthcare products firm Wyeth, has named Isma Benattia, M.D., executive VP, global research and development. She is responsible for driv ...
By PharmaVoice Team • April 29, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
ONTHE CALENDAR May 1516 13th Annual Pharmaceutical &Biotech Licensing &Deal Making Summit Hyatt Regency NewBrunswick,New Brunswick,N.J. For more information, contact Cheryl KahanRadhuber,Strategic Research Institute, at 2129670095, email [email protected], or visit srinstitut...
By PharmaVoice Team • April 29, 2008 -
PharmaVoice Team/PharmaVoice
E-Media
NEW ELECTRONIC AND WEBBASED APPLICATIONS, SITES, AND TECHNOLOGIES eDrugSearch has unveiled the eDrugSearch.com Community, a social network for Americans seeking safe, lowcost prescrip tion medications online. The Health 2.0 community comple ments eDrugSearch’s specialized search engine for prescr...
By PharmaVoice Team • April 29, 2008 -
PharmaVoice Team/PharmaVoice
PharmaOutlet
We’ve all heard the maxim, if you can’t say anything nice, don’t say anything at all. A fine thought — but is there a place for “nothing” in the highstakes world of pharmaceutical naming? Also termed “blank canvas” or “clean slate” names, empty vessels are nondescript brand names that do not int...
By Maghan Cook • April 29, 2008 -
PharmaVoice Team/PharmaVoice
UpFront
SOURCE:CEGEDIMDENDRITE,BEDMINSTER,N.J. DTC ALERT Shift to Physician Offices, Online Programs Cegedim Dendrite’s annual survey indicates DTC marketing is moving away from traditional mass media promotion. According to the survey, almost twothirds of marketers want to see more spending on emerging ...
By PharmaVoice Team • April 29, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
Every month our goal is to feature thought leaders who have the ability to change the course of the industry. This month we exceeded this goal in spades. We are pleased to pay homage to the HBA’s 95 Rising Stars, some of the industry’s brightest and most talented individuals. These executive wome...
By Taren Grom • April 29, 2008 -
PharmaVoice Team/PharmaVoice
After 20 Years of DTC, It's Time for a New Definition
54 F e b ru a r y 200 3 PharmaVOICE S THE NEW YEAR BEGINS TO UNFOLD, the pharmaceuti cal industry continues to face challenges on many fronts. Corpo rate profits are down, R&D pipelines have slowed, Washington politicians haven’t eased their attacks, and public perception is near an alltime l...
By PharmaVoice Team • April 25, 2008 -
PharmaVoice Team/PharmaVoice
Piecing Together the Privacy Puzzle
As healthcare providers PREPARE TO COMPLY with the PATIENT PRIVACY ISSUES stemming from the HEALTH INFORMATION PORTABILITY AND ACCOUNTABILITY ACT, the pharmaceutical industry will have to FIND WAYS TO WORK with business partners within the CONFINES OF THE LAW if they want to continue to gain acce...
By PharmaVoice Team • April 25, 2008
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