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Best way for sales reps to gain access to physicians

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Physicians Value Free Drug Samples

Physicians Value Free Drug Samples

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Best way for sales reps to gain access to physicians Best way for sales reps to gain access to physicians Presentation Transcript

  • BEST way for sales reps to gain access to physicians Presented By Masum Chowdhury Manager, SBMD Asiatic Laboratories Ltd.
  • Free Drug Sample exchange has become animportant tool for Physician access.
  • But more importantly it is a tool fordoctors to gain experience with quality andefficacy of drugs. View slide
  • There is no doubt that many Physiciansvalue free drug samples. View slide
  • Some critics suggest that Physicians donot properly instruct patients on the use offree drug samples and do not track howwell their patients are doing on samplemedications.
  • In a recent Journal of Internal Medicinearticle, for example, the authors contendthat “it is likely that many patients receivedrugs with inadequate informationregarding dosing schedule, sideeffects, and potential drug interactions…
  • Free Drug Samples encourage physiciansand patients to rely on medications that areexpensive, but often more effective thanother available drugs.
  • Physicians values samples and are willingto spend time with Medical PromotionOfficer to get them.
  • Samples serve PRIMARILY as an invitationto prescribe new, heavily marketed andgenerally more expensive medications.
  • Distribution of samples to poor patients isof limited utility in reducing the burden ofhigh drug costs for these patients.
  • Samples are the BEST way for sales reps togain access to physicians.
  • Samples are an essential component ofphysician marketing and assure marketshare growth for the drug.
  • Without free samples, it is less likely that doctorswill prescribe the drug as a first choice.
  • Some Medical Promotion Officers complainthat pharmaceutical companies are usingMPOs merely as “sample droppers” orsample delivery people.
  • “Physician samples are worth a tremendousamount, but Pharma had been using that asa treat – you (Doctor) listen tome, Doctor, and Ill give you this goody bagof samples.
  • Now Doctors have said No, thats OK, I dontwant to listen to you, and Pharma gavethem the samples anyway.
  • Wow, you can get the same prizewhether you listen to a rep or not.”
  • Prepared By Masum Chowdhury Manager,Strategic Brand Management Department Asiatic Laboratories Ltd. masum.pha@gmail.com, +880-0171-7642874, +880-0193 7990014