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.
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.
Merck came late to the iPad party, but the company has made up the distance by releasing a global template for details using the device.
Marketing partner Transcept pulled 90 sales reps and Purdue closed out the majority of its DTC outreach in March.
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.
Pharmas spent 40% more on non-personal promotion to healthcare professionals globally last year while continuing to shed sales reps, a Cegedim survey shows.
The first drug for morning sickness in thirty years enters the market this month.
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.
An agency bellwether, PHCG is hoping to return to growth after a tame 2012, its CEO said this week.
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 write expanded Qsymia distribution will do little to boost sales if payers are not on board.
AbbVie slashes sales jobs
Expiring patents force a sales staff slim-down, but the drug maker emphasizes it is not eliminating its sales force.