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 Sales Force

Purdue puts Intermezzo DTC to bed

May 16, 2013

Marketing partner Transcept pulled 90 sales reps and Purdue closed out the majority of its DTC outreach in March.
 

Business briefs: Baxter; Eli Lilly; CDHPs and Statins

May 07, 2013

Baxter's Alzheimer's treatment is out of the running; Eli Lilly has upped its layoffs; insured consumers are spending less on healthcare; stains and prostate cancer may have an amicable relationship; doctors aren't screening teens for HIV.
 

E-details soar as pharmas slash sales forces

May 02, 2013

Pharmas spent 40% more on non-personal promotion to healthcare professionals globally last year while continuing to shed sales reps, a Cegedim survey shows.
 

Duchesnay returns morning sickness drug to US market

May 01, 2013

The first drug for morning sickness in thirty years enters the market this month.
 

Breakup, Xeljanz plans dominate Pfizer earnings call

April 30, 2013

Sales slipped 9% during the quarter, compared to the same period last year, but analysts zeroed in on if and when the company will split and how arthritis pill Xeljanz will tackle Europe.
 

After rough '12, PHCG looks to inject more life into business

April 25, 2013

An agency bellwether, PHCG is hoping to return to growth after a tame 2012, its CEO said this week.
 

Higher prices keep Lilly's quarter flat; Cymbalta DTC pull-back planned

April 24, 2013

Lilly said sales-force downsizing was the right move considering the current portfolio mix and generics shadow. Management also teased some vague pipeline details.
 

Analysts on Qsymia: show me the payers

April 17, 2013

Analysts write expanded Qsymia distribution will do little to boost sales if payers are not on board.
 
 

Lilly to boost diabetes sales force amid layoffs in other categories

April 12, 2013

Expiring patents force a sales staff slim-down, but the drug maker emphasizes it is not eliminating its sales force.
 

Business briefs: Reps mum on adverse events; FCC's new mHealth director; med schools tighten speaking limits

April 11, 2013

A study finds sales reps find time to talk benefits, but not risks, even when touting black-box drugs; FCC has named its new mHealth director; pharma scaled back its food budgets last year; and AMSA says 18 med schools now ban faculty from speakers bureau participation
 

Success in emerging markets hinges on broad network

April 03, 2013

Execs told Booz & Co researchers that the relationships web in emerging markets needs to be deeper than one-on-one sales pitches.
 

Why SGLT-2s may put some spring into pharma spending

Jerry Maynor March 28, 2013

Should the FDA give the thumbs-up to J&J diabetes pill Invokana tomorrow, expect a blockbuster US marketing push, says CSD's Jerry Maynor.
 

Note to sales: don't panic when reading these numbers

March 28, 2013

At first blush, Accenture's survey of pharma execs looks like more bad news for sales forces, but the firm tells MM&M that the sales overhauls are about more than reducing headcounts.
 

More pink slips at AstraZeneca

March 21, 2013

Days after announcing a sharp downsizing, the patent expiry-plagued company said it will eliminate an additional 2,300 jobs, raising the tally of cuts to more than 5,000 through 2016.
 

Think local, deploy globally

March 20, 2013

Deploying digital frameworks across large pharmaceutical organizations is a tricky business the world over, as execs convening in Barcelona can tell you. Securing local buy-in is essential to a successful multichannel roll-out.
 

Business Briefs: Novo, FDA, Biologics

March 19, 2013

Novo's weight-loss news fails to lift investor mood; GAO wants FDA to do more biologics topped 2012 sales.
 

Business briefs: Lundbeck, FDA, Tower Watson and National Business Group Study, Merck

March 07, 2013

Lundbeck and Otsuka deepen their Abilify co-promotion partnership; study finds FDA clinical trial rule isn't sticking; another study confirms that employees are paying more for health insurance as employers pay less; Merck appoints new R&D chief
 

Business briefs: Amgen and Omnicom Group

February 12, 2013

Amgen said they will continue to spread out their efforts on two different commercial models: biologics and biosimilars.
 

Business briefs: Takeda, Google, Lundbeck, Elan, Teva

February 07, 2013

Takeda's 1,800 field reps are getting a new tool, Google changes its AdWords program.
 

Santarus loads up on sales reps

January 29, 2013

The company is beefing up its marketing staff, using an iPad-equipped mix of in-house and contracted talent.
 

Company news: Pfizer, Vertex and Poz

December 19, 2012

Pfizer and at least two other pharmas are spreading pink slips instead of cheer
 

Company news: ComScore, Pfizer, J&J

December 03, 2012

ComScore finds a trend between ads and prescriptions, Pfizer is courting fewer PCPs, Weldon is out as chair in 2013.
 

Transcept, Purdue plan DTC effort to revive sleep-drug launch

November 27, 2012

Facing lower-than-expected demand, Purdue and Transcept are broadening the commercial strategy for Intermezzo to include DTC and a larger selling force.
 

Payers render traditional marketing outmoded, says study

November 15, 2012

Traditional marketing is so ineffective that it's no longer a profit lever in the age of ACOs, says a white paper
 

GSK's Connelly: We've changed our ways (and please don't imprison execs)

November 05, 2012

GlaxoSmithKline's Dierdre Connelly peeled back the curtain on the company's sales force incentives revamp in a speech to the Pharmaceutical Regulatory and Compliance Congress, and pleaded for recognition that the industry had cleaned up the sketchy practices of the Blockbuster Era.
 

Amgen's Prolia, Enbrel get sales overhauls, DTC

October 24, 2012

Sales of Amgen's Prolia are set to rise after a "soft" quarter, thanks to a sales force overhaul and an impending return to TV advertising, the company said in a third quarter results call.
 

Company news: Roche, Horizon

October 01, 2012

Study supports 12 months of Herceptin therapy, Horizon sales force almost doubles
 

GPs harried by reps, oncologists not as much

August 30, 2012

Data show detailing pressure and pharmaceutical rep access are still much higher in primary care than in other specialties.
 

iPads sway docs, but study shows DM still rules

August 15, 2012

A recent study links tablet-toting reps with a greater prescribing impact, while other data suggest direct marketing tops all other forms of promotional outreach.
 
  

Web Exclusive

Angelina Jolie's fearless but flawed message

Paul Oestreicher, Ph.D. May 17, 2013

Angelina Jolie's story raises important questions about education, outreach and access—but her nod to holistic treatments is less helpful
 

Podcasts

How to engage even the busiest physicians

March 04, 2013

Sponsored by TRUE Health + Wellness. The increasingly demanding schedules of healthcare professionals continue to narrow the window of opportunity for pharma sales teams, and, as a result, marketers are focusing more on non-personal promotion. However, there's a lot more to it than simply bombarding physicians with brand messages, as Anne Stroup, Managing Director at TRUE Health + Wellness, explains to MM&M's James Chase in this special podcast presentation.
 

2013 Hall of Fame Inductees

An entertaining look at the extraordinary lives and careers of the Medical Advertising Hall of Fame's 2013 inductees: Peter Frishauf, Dorothy Philips and David Labson. Clips produced by JUICE Pharma. 

Slideshows

MAHF 2013: Honors Class

A gallery of images from the 2013 Medical Advertising Hall of Fame induction dinner
 
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