Sales calls up for Novartis, down overall

Share this article:
Conversation starter: Novartis BP med Valturna
Conversation starter: Novartis BP med Valturna

Novartis is bucking the trend toward fewer sales calls to healthcare professionals.

Visits by the Swiss giant's sales force increased 7% in the first half of 2010, compared to the second half of 2009, according to SDI. Reps detailed Novartis' newly launched hypertension drug Valturna in around a fifth of those calls (19%). In addition, Reclast details were up 2.6% and Enablex details rose 14% for the six-month period. 

Overall, industry sales calls dipped 1% in the first half. Calls by sales leader Pfizer decreased 2%, while runner-up Merck saw sales calls slide 16%, with 38% fewer details for Vytorin and 29% fewer for Zetia. Caller No. 3 GlaxoSmithKline made 7% fewer calls to physicians, nurse practitioners and physician assistants.

“With the number of pharmaceutical sales reps being scaled back dramatically over the last few years, it's no surprise that sales calls across the industry are also declining,” said Jason Fox, associate director of syndicated analytics at SDI. “However, companies with new drugs or newly approved indications for existing drugs need to get the information into the hands of physicians and other practitioners, and in-person calls are still the most popular type of promotion, outside of product sampling.”

SDI calculates that sales rep calls and details accounted for 36% of the $11 billion pharmaceutical promotional spend in the first four months of 2010.

Share this article:

Email Newsletters

More in News

BMS Q2 sales slip, Eliquis, Yervoy soar

BMS Q2 sales slip, Eliquis, Yervoy soar

The company attributed part of the Eliquis boost to the BMS-Pfizer DTC and education efforts.

Gilead, Merck HCV marketing battle may be on horizon

Gilead, Merck HCV marketing battle may be on ...

Disclosed in its earnings report yesterday, Gilead may have a card up its sleeve to counter Merck's experimental hep. C combo regimen.

Sales of Biogen MS pill pick up overseas

Sales of Biogen MS pill pick up overseas

Biogen Idec is seeing strong sales for blockbuster MS drug Tecfidera, especially overseas where it's beginning to catch fire this summer.