Horizon beefs up its sales force as part of Duexis push

Share this article:
Horizon beefs up its sales force as part of Duexis push
Horizon beefs up its sales force as part of Duexis push

Horizon Pharmaceuticals announced in October that it has added 70 reps to its sales force as part of the Deerfield, Ill., company's push to promote both its RA drug Duexis and Rayos (prednisone). Horizon said in June that it would up its sales presence when it announced a co-promotion Duexis deal with Mallinckrodt.  Chief Commercial Officer Todd Smith told MM&M the Horizon team will add Rayos to its toolkit in 2013.

The expansion is the first for the company, which got its first drug approval in 2011 and its second, for Rayos, in July 2012. Smith said the company has taken a unique approach to its sales force, offering them a financial incentive with “a more aggressive commission plan than a traditional pharmaceutical bonus structure and a really uncapped commission plan on first time prescription sales.” He added that the sell is coming less from tech—the force isn't toting tablets—but rather a practice of detailing not just the doctor, but also the entire office staff and pharmacies as well.

Horizon's CEO Timothy Walbert said in a statement that the Duexis co-promote—which included the beefing up of Mallinckrodt's rep numbers in August—has already paid off, with a 16% bump in Duexis prescriptions. Walbert said the combined Horizon and Mallinckrodt push “will allow us to broaden our reach for Duexis five-fold from 10,000 physicians who write 8% of NSAID prescriptions to 50,000 physicians who write more than 50% of NSAID prescriptions.”
Share this article:
close

Next Article in Features

Email Newsletters

More in Features

Antidote: On Cystic Fibrosis treatments

Antidote: On Cystic Fibrosis treatments

Recent treatments in CF, including the inhaled antibiotic Tobramycin, have increased lifespan well into adulthood.

The $3 generic and the $1,000 pill: pharma outsiders just don't get it

The $3 generic and the $1,000 pill: pharma ...

What do you call the people who treat medical breakthroughs as if they were bank heists? Malicious? Uninformed? Not with it?

Leadership Exchange Uncut : The Agency-Client Relationship

Leadership Exchange Uncut : The Agency-Client Relationship

Click the above link to access MM&M's first Leadership Exchange Uncut e-book, "The Agency-Client Relationship"