Some IDNs are centralizing decisionmaking at the corporate level and other hospitals are limiting on-site access to sales reps.
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.
The painkiller's marketer will look to partner with another manufacturer to better target primary care physicians, and will also reexamine its sales territories.
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.
Sales reps are experiencing even more limited physician access, according to a report by Chicago consultancy ZS Associates.
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.
The company unveiled the mix-and-match marketing management tool at the Eye for Pharma conference in Barcelona.
A survey of UK-based general practitioners shows industry websites are not a go-to source for information. Reps did not fare well, either.
Analyst Thomas Wei reviews the prescription slimming category and sees two different realities for Vivus and Arena.
The new network, PD One, will allow reps to connect with HCPs through PDI's Medical Bag.
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.
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.
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.
Actavis shrinks its staff by 30%, and Bayer reduces its California footprint.
The company says it will cut staff and costs, focus on big accounts and try to keep sales reps from leaving.
The drug maker's vision for 2014: fighting to keep Victoza top-of-mind with a US field force of around 3,000.
A 15% increase in sales came on the back of HIV franchise meds Stribild and Complera/Eviplera.
The company says it is moving its Januvia sales pitch from defending market share to expanding it.
Growing client demand encouraged the agency to make its HCP content capabilities official.
Doctors shared their information preferences with CMI/Compas, revealing ways marketers can better pace their communications to max out channels.
The company is supporting its professional pitch for the acne drug with a micro-targeted marketing strategy.
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.
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
This is the second addition this year and brings the company's contracted sales force to 260.
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.
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.
The positive way to frame the companies' quarterly results: "less bad," as generics continued to plague their balance sheets.
Pfizer settles Rapamune lawsuits; Moody's downgrades GSK; Astrazeneca pursues anemia medication; Mallinckrodt drugs gets priority review
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.
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.
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