Sales Force

Lilly sales fall, drugmaker to keep rep count low

Lilly sales fall, drugmaker to keep rep count low

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Cymbalta and Evista patent losses drove down sales, but Lilly said it does not plan to replenish the sales force it thinned in anticipation of the decline.

Zohydro to get marketing overhaul

Zohydro to get marketing overhaul

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The painkiller's marketer will look to partner with another manufacturer to better target primary care physicians, and will also reexamine its sales territories.

Belviq scripts jump on DTC, rep push

Belviq scripts jump on DTC, rep push

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Arena's recent quarter shows weight-loss drug Belviq is on the rise. It follows a DTC push and the recent addition of reps by co-marketer Eisai.

Rep access continues to shrink

Rep access continues to shrink

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Sales reps are experiencing even more limited physician access, according to a report by Chicago consultancy ZS Associates.

Study: sales rep limits reduce off-label prescriptions

Study: sales rep limits reduce off-label prescriptions

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Researchers found that limiting sales rep access and interactions reduces off-label prescriptions for the previously detailed drugs, while also upping off-label prescriptions of the drugs that had not been promoted.

Agnitio launches Rainmaker marketing tool

Agnitio launches Rainmaker marketing tool

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The company unveiled the mix-and-match marketing management tool at the Eye for Pharma conference in Barcelona.

UK GPs like search engines more than pharma sites

A survey of UK-based general practitioners shows industry websites are not a go-to source for information. Reps did not fare well, either.

Weight-loss drugs plateau and expand

Weight-loss drugs plateau and expand

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Analyst Thomas Wei reviews the prescription slimming category and sees two different realities for Vivus and Arena.

PDI launches sales rep network

PDI launches sales rep network

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The new network, PD One, will allow reps to connect with HCPs through PDI's Medical Bag.

Draft legislation has advertisers on edge

Draft legislation has advertisers on edge

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Lobbying groups say the ad tax draft proposal could wreak havoc throughout the ad industry and its partners, such as publishers and broadcasters, if it were to go through.

Proposed guidelines kick industry off campus

Proposed guidelines kick industry off campus

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Pew Charitable Trust's proposed conflict of interest guidelines could mean even less face time for sales reps and less industry money for CME programs.

Researchers find reps increasingly losing out

Researchers find reps increasingly losing out

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Although doctors still like sales reps, Capgemini and Quantia's researchers find their appeal is on the decline, while digital is on the rise. While age is a factor, it's the workplace that's shaping physician preferences.

Layoff season continues

Actavis shrinks its staff by 30%, and Bayer reduces its California footprint.

Dendreon reorganizes, tries to keep sales reps

Dendreon reorganizes, tries to keep sales reps

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The company says it will cut staff and costs, focus on big accounts and try to keep sales reps from leaving.

Novo sales rise, company braces for change

Novo sales rise, company braces for change

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The drug maker's vision for 2014: fighting to keep Victoza top-of-mind with a US field force of around 3,000.

As HIV meds mature, Gilead preps for HCV launch

As HIV meds mature, Gilead preps for HCV launch

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A 15% increase in sales came on the back of HIV franchise meds Stribild and Complera/Eviplera.

Merck seeks way to stem sales slide

Merck seeks way to stem sales slide

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The company says it is moving its Januvia sales pitch from defending market share to expanding it.

Intouch creates HCP content division

Intouch creates HCP content division

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Growing client demand encouraged the agency to make its HCP content capabilities official.

Study reveals doc detail preferences: Hang up the phone

Study reveals doc detail preferences: Hang up the phone

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Doctors shared their information preferences with CMI/Compas, revealing ways marketers can better pace their communications to max out channels.

Valeant leverages Rx sales force, YouTube for OTC brand

Valeant leverages Rx sales force, YouTube for OTC brand

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The company is supporting its professional pitch for the acne drug with a micro-targeted marketing strategy.

Business briefs: Abbott, IMS Health, Boehringer, plus healthcare reform

Abbott's Depakote lawsuits roll on; IMS buys mobile health firm's assets; BI shutters a chemical plant; and the healthcare reform back-and-forth continues.

Business briefs: Eisai, Merck, plus another ACA delay

Eisai lobbies to push back Belviq's patent clock; a case against Paula Deen is dismissed; Merck and Avanir team up to promote Januvia; and another healthcare-reform measure is pushed back

Santarus adds contract reps to back Uceris intro

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This is the second addition this year and brings the company's contracted sales force to 260.

Oncologists still most likely to rebuff sales reps: study

Oncologists still most likely to rebuff sales reps: study

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Oncologists have the most restrictive access policies, a study shows for the second year in a row. But it's not impossible to book face time with these clinicians.

Business briefs: J&J, Manhattan Research, plus July job cuts

J&J sells off its feminine side; Manhattan Research's study on the sales rep "tablet dance"; Cepheid rolls out a consumer TB campaign; and healthcare sector job losses top out in July.

AstraZeneca, Sanofi close disappointing quarter

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The positive way to frame the companies' quarterly results: "less bad," as generics continued to plague their balance sheets.

Business briefs: Pfizer, GlaxoSmithKline, AstraZeneca, Mallinckrodt

Pfizer settles Rapamune lawsuits; Moody's downgrades GSK; Astrazeneca pursues anemia medication; Mallinckrodt drugs gets priority review

Merck braces for revenue shortfall amid patent losses

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Quarterly sales fell 11% compared to the same period last year. The company plans on weathering a continued flow of patent losses with a narrower R&D focus.

BMS to put more sales oomph behind Eliquis, diabetes

BMS to put more sales oomph behind Eliquis, diabetes

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Sales slid 9% during the second quarter, with generic Avapro and Plavix inflicting financial pain. The company says it is going to invest more to promote Eliquis among HCPs and plans on deploying a wider diabetes sales force.

Business briefs: GSK, Incyte, Pfizer, plus EU's R&D hike

China alleges GSK foul play; a report links Incyte's Jakafi with PML; Pfizer gets a double-dose of good Prevnar news; Europe puts almost $29B toward research.

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