Nineteen percent of US office-based physicians refuse to see
drug and device industry sales reps, according to a recent analysis conducted
by healthcare marketing firm SK&A Information Services.
Another 22.7% require reps to set an appointment, the survey
found. “The old days of walking into an office and bumping into the doctor are
waning,” Dave Escalante, SK&A president said in a statement. “Today's
industry sales reps will have more success with product detail efforts if they
understand and adhere to these new physician access protocols and visitation
The SK&A study was based on a telephone survey of
180,000 doctors during the fourth quarter of 2007.
About 5% of surveyed physicians will visit with reps only on
specific days of the week and 3.2% have restricted their access to reps to
specific times of the day with lunch time being the most popular.
Meanwhile, nearly 73% of
physicians surveyed will take details from reps at any time of day or any day
of the week, the survey said. SK&A's study was performed in the fourth
quarter 2007. The firm said it plans to continue the survey until it has called
all 656,000 practicing physicians in its database. The first report covering
all physicians is scheduled to be complete and available in the second quarter