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World Pharma Contract Sales Industry and Market: Predictions 2014-2024
 

World Pharma Contract Sales Industry and Market: Predictions 2014-2024

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For an Executive Summary of this report please contact ediz.ibrahim@visiongain.com (+44 (0)20 7549 9976) or refer to our website ...

For an Executive Summary of this report please contact ediz.ibrahim@visiongain.com (+44 (0)20 7549 9976) or refer to our website http://www.visiongain.com/Report/1199/World-Pharma-Contract-Sales-Industry-and-Market-Predictions-2014-2024

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    World Pharma Contract Sales Industry and Market: Predictions 2014-2024 World Pharma Contract Sales Industry and Market: Predictions 2014-2024 Document Transcript

    • World Pharma Contract Sales Industry and Market: Predictions 2014-2024 ©notice This material is copyright by visiongain. It is against the law to reproduce any of this material without the prior written agreement of visiongain. You cannot photocopy, fax, download to database or duplicate in any other way any of the material contained in this report. Each purchase and single copy is for personal use only.
    • Contents 1. Executive Summary 1.1 Pharma Contract Sales: World Market Review 2013 1.2 Report Contents 1.2.1 Benefits of the Report 1.3 Report Methodology 1.3.1 Financial Information in this Report 1.3.2 Who is this Report for? 1.3.3 Defining the Pharma Contract Sales Market 1.4 An Introduction to Pharma Contract Sales 1.4.1 Pharma Sales Models 2013 1.4.1.1 Detailing Healthcare Professionals 1.4.2 There Are Benefits to Outsourcing Pharma Sales 1.4.2.1 What Services Do CSOs Offer? 1.4.2.2 The Rise in Pharma Contract Sales 1.4.3 The Need for New Sales Models 2. World Pharma Contract Sales Market: Outlook and Forecast 20142024 2.1 World Pharma Contract Sales Market 2012-2013 2.1.1 Pharma Contract Sales Market by Sector 2012-2013 2.1.2 Recent Growth in Outsourced Pharma Sales 2.2 World Pharma Contract Sales Market Forecast 2014-2024 2.2.1 Maturing Brands and New Product Launches to Drive Growth to 2024 2.2.2 Pharma Contract Sales: Market Restraints 2014-2024 2.3 Leading Therapeutic Areas for Pharma Contract Sales 2014-2024 2.4 Contract Sales for Cardiovascular Drugs 2014-2024 2.4.1 Growth for Cardiovascular Disease Services: Submarket Forecast 2014-2024 www.visiongain.com
    • Contents 2.5 Metabolic Disorders: Pharma Contract Sales 2014-2024 2.5.1 Metabolic Disorder Services: New Obesity and Diabetes Product Launches Drive to Growth 2014-2024 2.6 Contract Sales for Cancer Drugs 2014-2024 2.6.1 Oncology Sales Services: Submarket Forecast 2014-2024 2.7 Chapter Summary: Strong Growth Forecast for the Pharma Contract Sales Market 20142024 3. Leading Service Sectors of the Pharma Contract Sales Market 2014-2024 3.1 Detailing Leads the Contract Sales Market 2013 3.1.1 Rising Demand for Inside and Outside Sales Teams 3.2 Personal Promotion: Contract Detailing Submarket 2014-2024 3.2.1 Detailing Services Offered by CSOs 3.2.2 Contract Detailing: Submarket Forecast 2014-2024 3.2.3 CSOs Are Affected by Doctor Access as Much as Internal Reps 3.2.4 Field Sales Flexibility to Drive Submarket Growth 2014-2024 3.3 Contract Non-Personal Promotion Submarket 2014-2024 3.3.1 Contract Non-Personal Promotion: Submarket Forecast 2014-2024 3.3.1.1 Submarket Drivers and Restraints 2014-2024: Multichannel Marketing 3.3.2 Contract Teledetailing Submarket 2014-2024 3.3.2.1 Submarket Forecast 2014-2024: Rapid Growth in Demand for Contact Centres 3.3.2.2 Contract Teledetailing: Submarket Drivers and Restraints 2014-2024 3.3.3 Contract eDetailing Submarket 2014-2024 3.3.3.1 The Contract Edetailing Submarket Will Grow Fastest 2014-2024 3.3.3.2 Contract Edetailing: Submarket Drivers and Restraints 2014-2024 3.4 Medical Education Services Submarket 2014-2024 3.4.1 Medical Education Services Submarket: Revenue Forecast 2014-2024 3.4.2 Complex Drug Development to Drive Submarket Growth to 2024 www.visiongain.com
    • Contents 3.5 Sample Management Services Submarket 2014-2024 3.5.1 Steady Growth for Sample Management Services top 2024 3.5.2 Sample Management Services: Submarket Drivers and Restraints 2014-2024 3.5.3 J. Knipper & Co.: A US Leader in Sample Management Services 3.5.3.1 J. Knipper Acquires Sample Management Divisions from Leading CSOs 20102013 3.5.3.2 New Technologies to Drive Growth 2014-2024 3.6 Chapter Summary: Continued High Demand for Contract Detailing Services for this Decade 4. Leading National Submarkets for Pharma Contract Sales: Regulatory and Commercial Outlook 2014-2024 4.1 The Leading National Submarkets for Pharma Contract Sales 2012-2013 4.2 Leading National Pharma Contract Sales Submarkets: Outlook and Forecast 2014-2024 4.2.1 How Will Market Shares for Leading Countries Change to 2024? 4.3 Pharma Sales Regulatory Developments 2013-2024 4.3.1 Physician Payment Legislation in the US, Europe and Japan 2011-2014 4.3.1.1 The Physician Payment Sunshine Act (PPSA) 4.3.1.2 Physician Payments in France: Increased Scrutiny from 2013 4.3.2 Domestic and International Concerns over Bribery: Recent Legislation in the US and UK 4.3.2.1 Promotional Products in the EU: New Rules 2013 4.3.3 New Market Access Requirements in EU5 Nations 2011-2014 4.3.3.1 AMNOG: Stricter Pricing for Drugs in Germany 4.3.3.2 Healthcare Reform in France: Pricing and Reimbursement Set for Change? 4.3.3.3 Pricing Models and Clinical Commissioning Groups in the UK 4.3.4 Overtime for Sales Reps in the US: Rule Clarifications 2012-2013 4.4 The US Pharma Contract Sales Submarket 2014-2024 4.4.1 Pharma Sales Regulation in the US 4.4.2 US Submarket: Revenue Forecast 2014-2024 4.5 Pharma Contract Sales in the EU 2014-2024 www.visiongain.com
    • Contents 4.5.1 Regulating Pharma Sales in the EU 4.5.2 Commercial Outlook for Pharma Contract Sales in the EU: Submarket Forecast 20142024 4.5.3 UK Submarket: Revenue Forecast 2014-2024 4.5.4 Strong Growth for the German Submarket to 2024 4.5.5 French Pharma Contract Sales Submarket: Revenue Forecast 2014-2024 4.5.6 Italian Submarket Forecast 2014-2024: Price Restrictions to Restrain Growth 4.5.7 Spanish Pharma Contract Sales Submarket: Revenue Forecast 2014-2024 4.6 Japanese Pharma Contract Sales: Regulatory and Commercial Outlook 2014-2024 4.6.1 Pharma Contract Sales in Japan 2012-2013 4.6.2 Rise in Outsourcing Rate to Drive Japanese Submarket Growth 2014-2024 4.7 Chapter Summary: Strong Growth for Leading National Submarkets 2014-2024 5. Emerging National Submarkets for Pharma Contract Sales: Regulatory and Commercial Outlook 2014-2024 5.1 Pharma Contract Sales in Emerging National Submarkets 2012-2013 5.2 Outlook for Emerging National Submarkets: Revenue Forecasts 2014-2024 5.3 Improving Regulation for Pharma Sales in Emerging Markets 5.4 Pharma Contract Sales in China 2014-2024 5.4.1 Rising In-House and Outsourced Sales Rep Numbers 2011-2013 5.4.2 Concerns over Bribery in Chinese Pharma Sales 2013 5.4.3 Chinese Pharma Contract Sales Submarket: Revenue Forecast 2014-2024 5.5 India: Pharma Contract Sales Submarket 2014-2024 5.5.1 New Pharma Sales Rules Proposed for 2014 5.5.2 Demand for Field Sales Teams to Drive Growth in the Indian Submarket Growth to 2024 5.6 Pharma Contract Sales in Brazil 2014-2024 5.6.1 State Payment Rules for Drugs in Brazil 5.6.2 Updated Online Marketing Rules for Prescription Drugs www.visiongain.com
    • Contents 5.6.3 Brazilian Pharma Contract Sales Submarket: Revenue Forecast 2014-2024 5.7 Pharma Contract Sales in Russia 2014-2024 5.7.1 New State Procurement Rules for Drugs 2013 5.7.2 Restricted Interactions between Doctors and Sales Reps in Russia 5.7.3 Russian Pharma Contract Sales Submarket: Revenue Forecast 2014-2024 5.8 Chapter Summary: Outlook for Pharma Contract Sales in Emerging Nations 2014-2024 6. Pharma Contract Sales: Industry and Market Trends 2014-2024 6.1 Pharma Contract Sales Market: Strengths and Weaknesses 2013 6.2 Pharma Contract Sales Market: Opportunities and Threats 2014-2024 6.3 Pharma Contract Sales Market: STEP Analysis 2014-2024 6.3.1 Social Factors Impacting Pharma Sales to 2024 6.3.1.1 The Role of Ethics in Pharma Sales 6.3.2 Technological Developments to Improve Sales Strategies 6.3.2.1 Smartphones and Tablets for New Detailing Strategies 6.3.2.2 Closed Loop Marketing (CLM) 6.3.2.3 Cloud Computing and its Use Pharma Contract Sales 6.3.2.4 Customer Relationship Management (CRM) 6.3.2.5 Can Big Data Play a Role in Pharma Sales? 6.3.2.6 How Will Pharma Use Social Media in Sales? 6.3.3 Economic Pressures Are Limiting Healthcare and Marketing Budgets 6.3.4 Political Issues: Stricter Regulations for Pharma Sales in Markets Worldwide 6.4 Major Trends in Outsourced Pharma Sales 2014-2024 6.4.1 Cuts to In-House Sales Staff Will Continue in this Decade 6.4.2 Strategic Partnering to Provide Long-Term Revenue Growth 6.4.3 Leading CSOs Will Consolidate to Increase Market Penetration 6.4.4 There Are Risks in Outsourcing Pharma Sales 6.5 Drug Development Trends Impacting Pharma Sales 2014-2024 6.5.1 How Will Orphan Drug Development Impact Pharma Sales? www.visiongain.com
    • Contents 6.5.2 Promotion for Biosimilar Drugs 2014-2024 6.5.3 There Will be Greater Demand for Specialty Medicine 6.5.4 The Appeal of Emerging Markets 6.6 New Sales Models Are Needed 6.6.1 Sales Reps Are Struggling for Access to Healthcare Professionals 6.6.2 Multichannel Marketing to Overcome Problems of Access 6.6.3 Key Account Management (KAM) 6.6.4 Silos in Sales and Marketing 6.6.5 The Use of Key Opinion Leaders (KOLs) in Pharma Sales to 2024 6.7 Market Access and Contract Pharma Sales 6.7.1 There Are Emerging Stakeholders in Pharma Sales 6.7.2 Changes in Market Access in the US 2014-2024: The Rise of ACOs 6.7.3 Market Access in the EU 2014-2024 6.7.4 The Role of CSOs in Improved Market Access 6.8 Chapter Summary: Key Trends Impacting Pharma Contract Sales 2014-2024 7. Leading Contract Sales Organisations (CSOs) 2014-2024 7.1 Few CSOs Compete on a Global Scale 7.2 Quintiles: World Market Leader for Contract Sales and Market Access 7.2.1 New Services and Strategic Partnerships 7.2.2 Quintiles Integrated Healthcare Services: Performance 2010-2013 7.2.3 Outlook for Quintiles’ Contract Sales 2014-2024 7.3 inVentiv Health 7.3.1 inVentiv is Expanding in Asia 7.3.2 inVentiv’s Commercial Services: Recent Financial Performance 7.3.3 inVentiv Health: Contract Sales Outlook 2014-2024 7.4 UDG Healthcare 7.4.1 Geographic and Service Growth through Acquisitions 7.4.2 UDG Healthcare: Financial Performance 2010-2013 www.visiongain.com
    • Contents 7.4.3 A Leader in Europe 2014-2024? 7.5 North America: Leading Regional-Level CSOs 2013 7.5.1 PDI 7.5.1.1 Broad Service Portfolio 2013 7.5.1.2 New Sales Models for Medical Devices 7.5.1.3 Financial Performance 2010-2013 7.5.1.4 PDI: Contract Sales Outlook 2014-2024 7.5.2 Publicis Touchpoint Solutions 7.5.2.1 New Services 2011-2013 7.5.3 OnCall 7.5.3.1 OnCall Partners with Promius Pharma 7.6 Leading Domestic CSOs in Europe 7.6.1 Marvecs: A Local Leader in Germany 7.6.1.1 New Services Added 2012-2013: Sales 3.0 7.6.2 Sofip: Contract Sales for the French Submarket 7.7 CSOs in Asia Pacific 7.7.1 Global Leaders Dominate in Japan 7.7.2 CMIC Accounts for 10% of Outsourced Sales Reps in Japan 7.7.2.1 CMIC CSO: Financial Performance 2010-2013 7.7.3 Leading Players in China Are Not Just CSOs 7.8 Chapter Summary: Growth Strategies for Market Leaders 2014-2024 8. Research Interviews 2012-2014 8.1 Rick Keefer, President and CEO, and Michelle Keefe, COO, Publicis Touchpoint Solutions 8.1.1 Demand for Publicis’ Services 8.1.2 The Role of eDetailing in Pharma Sales 8.1.3 Technology and Pharma Sales 8.1.4 Trends in Drug Development and the Future of Pharma Contract Sales 8.2 Frank Saia, General Manager, Group DCA and Gerry Melillo, President, Sales Services, PDI www.visiongain.com
    • Contents 8.2.1 In-Demand Services CSOs in 2013 8.2.1.1 Multichannel Marketing Strategies and CSOs 8.2.2 Edetailing Uptake in 2013 and Future Directions 8.2.3 The Role of Technology in Pharma Sales 8.2.4 Rising Demand for Clinical Education Services? 8.2.5 The Future of Market Access in the US 8.3 Chris Anderson, Managing Director, Evolve Selection 8.3.1 Evolve Selection 8.3.2 There Are Benefits to Using CSOs for Market Access 8.3.2.1 Changing Demand for Market Access Services 8.3.3 Market Access in the UK 8.3.4 Sales Reps: Demand for New Skills 9. Conclusions to Our Study 9.1 The Pharma Contract Sales Market 2012-2013 9.1.1 Contract Detailing Services Dominate CSO Revenues in 2013 9.1.2 Spending on Contract Sales is Highest in the US and EU 9.2 Outlook for the Pharma Contract Sales Market 2014-2024 9.2.1 Growth Trends for Leading Submarkets 2014-2024 9.2.1.1 Therapeutic Sector Growth 2014-2024 9.2.2 Key Commercial Drivers for Pharma Contract Sales 2014-2024 Appendices About Visiongain’s Bespoke Research Service Appendix A: About Visiongain Appendix B: Visiongain Report Evaluation Form www.visiongain.com
    • Contents List of Tables Table 1.1 Sales as a Cost for Big Pharma Companies, 2012 Table 1.2 Currency Exchange Rates Table 1.3 Benefits and Weaknesses to Outsourcing Pharma Sales Table 1.4 Selected Big Pharma Sales Force Cuts, 2012-2013 Table 2.1 Leading CSO CAGRs (%), 2010-2013 Table 2.2 Pharma Contract Sales Market: Revenues ($bn), 2009-2013 Table 2.3 Pharma Contract Sales Market: Overall Market and Revenue Forecasts ($bn) by Therapeutic Sector, 2012-2024 Table 2.4 Pharma Contract Sales Market: Revenues ($bn) and Market Shares (%) by Therapeutic Sector, 2012 Table 2.5 Pharma Contract Sales Market: Therapeutic Submarket Shares (%), 2012-2024 Table 2.6 Cardiovascular Disease Submarket: Revenue Forecast ($bn), 2013-2024 Table 2.7 Metabolic Disorder Submarket: Revenue Forecast ($bn), 2013-2024 Table 2.8 Selected Cancer Drugs Facing Market Access Challenges from NICE, 2011-2013 Table 2.9 Oncology Submarket: Revenue Forecast ($bn), 2013-2024 Table 3.1 Pharma Contract Sales Market: Revenues ($bn) and Market Shares (%) by Service Sector, 2012 Table 3.2 Contract Detailing Submarket: Revenues ($bn), 2010-2013 Table 3.3 Contract Detailing Submarket: Revenue Forecast ($bn), 2013-2024 Table 3.4 Contract Non-Personal Promotion Submarket: Revenues ($bn) and Submarket Shares (%) by Sector, 2012 Table 3.5 Contract Non-Personal Promotion: Overall Submarket and Revenue Forecasts ($bn) by Sector, 2012-2024 Table 3.6 Contract Non-Personal Promotion Submarket: Subsector Shares (%), 2012-2024 Table 3.7 Contract Teledetailing Submarket: Revenue Forecast ($bn), 2013-2024 Table 3.8 Contract Edetailing Submarket: Revenue Forecast ($bn), 2013-2024 Table 3.9 Medical Education Services Submarket: Revenue Forecast ($bn), 2013-2024 www.visiongain.com
    • Contents Table 3.10 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024 Table 3.11 Pharma Contract Sales Market: Overall Market and Revenue Forecasts ($bn) by Service Sector, 2012-2024 Table 3.12 Pharma Contract Sales: Market Shares (%) by Service Sector, 2012-2024 Table 4.1 Pharma Contract Sales Market: Revenues ($bn) and Market Shares (%) by Country, 2012 Table 4.2 Contract and In-House Sales Reps by Country, 2013 Table 4.3 Pharma Contract Sales Market: Overall Market and Revenue Forecasts ($bn) by Region, 2012-2024 Table 4.4 Pharma Contract Sales: Market Shares (%) by Region, 2012-2024 Table 4.5 US Pharma Contract Sales Submarket: Revenues ($bn), 1995 and 2012 Table 4.6 US Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.7 US Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 Table 4.8 EU Pharma Contract Sales Submarket: Revenues ($bn) and Submarket Shares (%) by Country, 2012 Table 4.9 EU Pharma Contract Sales Submarket: Overall Submarket and Revenue Forecasts ($bn) by Country, 2012-2024 Table 4.10 EU Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 Table 4.11 UK Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.12 German Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.13 Pharma Sales Rep Levels in France, 2007-2013 Table 4.14 French Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.15 Italian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.16 Spanish Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.17 Japanese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 4.18 Japanese Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 Table 5.1 Pharma Contract Sales Market: Overall Market and Revenue Forecasts ($bn) for Emerging Markets, 2012-2024 Table 5.2 Pharma Contract Sales: Emerging Market Shares (%), 2012-2024 Table 5.3 Chinese Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 www.visiongain.com
    • Contents Table 5.4 Chinese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 5.5 Indian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 5.6 Indian Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 Table 5.7 Brazilian Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 Table 5.8 Brazilian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 5.9 Russian Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024 Table 5.10 Russian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Table 6.1 Pharma Contract Sales Market: Strengths and Weaknesses, 2012-2013 Table 6.2 Pharma Contract Sales Market: Opportunities and Threats, 2014-2024 Table 6.3 Selected Blockbuster Patent Expiries, 2014-2016 Table 6.4 Pharma Contract Sales Market: STEP Analysis, 2014-2024 Table 6.5 Selected CRM Service Providers for Pharma Sales, 2013 Table 6.6 Biologic and Biosimilar Drug Markets: Revenue Forecasts ($bn), 2012, 2018 and 2024 Table 6.7 Orphan Drug Definitions in Leading Countries, 2013 Table 6.8 Orphan Drug Pipeline by Disease Area, 2011 Table 7.1 Leading CSOs: Contract Sales and Commercial Service Revenues ($bn), 2012-2013 Table 7.2 Quintiles: Emerging Market Entries: 2010-2012 Table 7.3 Quintiles: Integrated Healthcare Services Revenue ($bn), 2010-2013 Table 7.4 inVentiv Health: Commercial Division Subsidiaries, 2013 Table 7.5 inVentiv Health: Commercial Revenue ($bn), 2010-2013 Table 7.6 UDG Healthcare: Contract Sales Subsidiaries, 2013 Table 7.7 UDG Healthcare: Sales, Marketing and Medical Revenue ($bn), 2010-2013 Table 7.8 PDI: Revenue by Division ($bn), 2009-2012 Table 7.9 PDI: Revenue by Division ($bn), Q1-Q3 2012 and 2013 Table 7.10 Sofip: Revenue ($bn), 2010-2013 Table 7.11 CMIC: CSO Revenue ($bn), 2010-2013 Table 9.1 Pharma Outsourcing Market: Revenues ($bn) and Market Shares (%) by Sector, 2012 Table 9.2 Pharma Contract Sales Market: Revenue Forecasts ($bn) and Market Shares (%) by Service Sector, 2012, 2018 and 2024 www.visiongain.com
    • Contents Table 9.3 Pharma Contract Sales Market: Revenue Forecasts ($bn) and Market Shares (%) by Therapeutic Sector, 2012, 2018 and 2024 www.visiongain.com
    • Contents List of Figures Figure 1.1 Services Offered by CSOs in the Pharma Contract Sales Market Figure 1.2 Outsourcing in the Pharma Industry Figure 1.3 Trends Driving the Need for New Sales Models, 2014-2024 Figure 2.1 Pharma Contract Sales Market: Revenues ($bn), 2009-2013 Figure 2.2 Pharma Contract Sales Market: Revenue Forecast ($bn), 2013-2024 Figure 2.3 Pharma Contract Sales: Market Drivers, 2014-2024 Figure 2.4 FDA: New Drug Approvals, 2007-2012 Figure 2.5 Pharma Contract Sales: Market Restraints, 2014-2024 Figure 2.6 Pharma Contract Sales: Market Shares (%) by Therapeutic Sector, 2012 Figure 2.7 Pharma Contract Sales: Market Shares (%) by Therapeutic Sector, 2018 Figure 2.8 Pharma Contract Sales: Market Shares (%) by Therapeutic Sector, 2024 Figure 2.9 Cardiovascular Disease Submarket: Revenue Forecast ($bn), 2013-2024 Figure 2.10 Metabolic Disorder Submarket: Revenue Forecast ($bn), 2013-2024 Figure 2.11 Oncology Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.1 Pharma Contract Sales: Market Shares (%) by Service Sector, 2012 Figure 3.2 Contract Detailing Submarket: Revenues ($bn), 2010-2013 Figure 3.3 Contract Detailing Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.4 Contract Detailing Submarket: Drivers and Restraints, 2014-2024 Figure 3.5 Contract Non-Personal Promotion: Submarket Shares (%) by Sector, 2012 Figure 3.6 Contract Non-Personal Promotion Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.7 Contract Non-Personal Promotion: Submarket Shares (%) by Sector, 2018 Figure 3.8 Contract Non-Personal Promotion: Submarket Shares (%) by Sector, 2024 Figure 3.9 Contract Non-Personal Promotion Submarket: Drivers and Restraints, 2014-2024 Figure 3.10 Contract Teledetailing Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.11 Contract Teledetailing Submarket: Drivers and Restraints, 2014-2024 Figure 3.12 Contract Edetailing Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.13 Contract Edetailing Submarket: Drivers and Restraints, 2014-2024 www.visiongain.com
    • Contents Figure 3.14 Medical Education Services Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.15 Medical Education Services Submarket: Drivers and Restraints, 2014-2024 Figure 3.16 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024 Figure 3.17 Sample Management Services Submarket: Drivers and Restraints, 2014-2024 Figure 3.18 Pharma Contract Sales: Market Shares (%) by Service Sector, 2018 Figure 3.19 Pharma Contract Sales: Market Shares (%) by Service Sector, 2024 Figure 4.1 Pharma Contract Sales: Market Shares (%) by Country, 2012 Figure 4.2 Contract and In-House Sales Reps by Country, 2013 Figure 4.3 Pharma Contract Sales: Market Shares (%) by Region, 2018 Figure 4.4 Pharma Contract Sales: Market Shares (%) by Region, 2024 Figure 4.5 US Pharma Contract Sales Submarket: Revenues ($bn), 1995 and 2012 Figure 4.6 US Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.7 EU Pharma Contract Sales: National Submarket Shares (%), 2012 Figure 4.8 EU Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.9 UK Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.10 Growing Rate of Outsourced Sales Reps in Germany, 2003-2013 Figure 4.11 German Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.12 French Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.13 Italian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.14 Spanish Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 4.15 Japanese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 5.1 Pharma Contract Sales: Emerging Market Shares (%), 2018 Figure 5.2 Pharma Contract Sales: Emerging Market Shares (%), 2024 Figure 5.3 Chinese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 5.4 Indian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 5.5 Brazilian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 5.6 Russian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024 Figure 6.1 Biologic and Biosimilar Drug Markets: Revenue Forecasts ($bn), 2012, 2018 and 2024 Figure 6.2 Orphan Drug Pipeline by Disease Area, 2011 Figure 7.1 Leading CSOs: Contract Sales and Commercial Service Revenues ($bn), 2012-2013 www.visiongain.com
    • Contents Figure 7.2 Quintiles: Integrated Healthcare Services Revenue ($bn), 2010-2013 Figure 7.3 inVentiv Health: Commercial Revenue ($bn), 2010-2013 Figure 7.4 UDG Healthcare: Sales, Marketing and Medical Revenue ($bn), 2010-2013 Figure 7.5 PDI: Revenue by Division ($bn), 2009-2012 Figure 7.6 PDI: Revenue by Division ($bn), Q1-Q3 2012 and 2013 Figure 7.7 Sofip: Revenue ($bn), 2010-2013 Figure 7.8 CMIC: CSO Revenue ($bn), 2010-2013 Figure 9.1 Pharma Outsourcing Market: Market Shares (%) by Sector, 2012 Figure 9.2 Pharma Contract Sales Market: Revenue Forecast ($bn) by Service Sector, 2012, 2018 and 2024 Figure 9.3 Pharma Contract Sales Market: Revenue Forecast ($bn) by Therapeutic Sector, 2012, 2018 and 2024 Companies and Other Organisations Mentioned in this Report www.visiongain.com
    • Contents AbbVie Actavis Accenture Addison Whitney (part of inVentiv Health) Adheris (part of inVentiv Health) Agence Nationale de Sécurité du Médicament et des Produits de Santé (ANSM) [France] Agência Nacional de Vigilância Sanitária (ANVISA) [Brazil] Agenzia Italiana del Farmaco (AIFA) Akcess Akrikhin Allergan Alliance Healthcare (part of UDG Healthcare) American Medical Association (AMA) Apple Arena Pharmaceuticals Ashfield Healthcare (part of UDG Healthcare) Ashfield Healthcare Ireland (part of UDG Healthcare) Ashfield Healthcare USA (part of UDG Healthcare) Ashfield In2Focus (part of UDG Healthcare) Ashfield KK (part of UDG Healthcare) Association of the British Pharmaceutical Industry (ABPI) AstraZeneca Bain Capital Biogaran Boehringer Ingelheim Business Edge Solutions and Training (BEST, part of UDG Healthcare) Catalina Health (part of Adheris) Cegedim www.visiongain.com
    • Contents Celesio Centers of Medicare and Medicaid Services (CMS) [US] Chandler Chicco (part of inVentiv Health) CMIC CMR Institute Dayarn Pharma Depomed Drug Safety Alliance (DSA, part of UDG Healthcare) Eisai Eli Lilly Endo Pharmaceuticals European Commission (EC) European Federation of Pharmaceutical Industries and Associations (EFPIA) European Promotional Product Association (EPPA) Evolve Selection Expansis (part of UDG Healthcare) Express Scripts Gesamtverband der Werbeartikel Wirtschaft e.V. (GWW) [Germany] Go! Healthcare Marketing Grey Healthcare Group Group DCA (part of PDI) GSW Worldwide (part of inVentiv Health) Health Kare Pharma International Hospira IMS Health Innovex (part of Quintiles) InsightOut (part of inVentiv Health) Institut für Qualität und Wirtschaftlichkeit im Gesundheitswesenis (IQWiG) [Germany] International Federation of Pharmaceutical Manufacturers & Associations (IFPMA) Interpace BioPharma (part of PDI) www.visiongain.com
    • Contents Interpace Diagnostics (part of PDI) inVentiv Creative Studios (part of inVentiv Health) inVentiv Digital+Innovation (part of inVentiv Health) inVentiv Health inVentiv Health Korea (part of inVentiv Health) inVentiv Japan (part of inVentiv Health) inVentiv Media 360º (part of inVentiv Health) inVentiv Medical Communications (part of inVentiv Health) inVentiv Medical Management (part of inVentiv Health) inVentiv Patient Access Solutions (part of inVentiv Health) inVentiv Recruitment Services (part of inVentiv Health) inVentiv Selling Solutions (part of inVentiv Health) inVentiv Therapeutics Institute (part of inVentiv Health) J&J J. Knipper & Co. Japan Contract Sales Organization Association (JCSOA) Japan Pharmaceutical Manufacturers Association (JPMA) JSA (part of inVentiv Health) Kadrige Les enterprises du médicament (LEEM) [France] Lupin Pharmaceuticals Marvecs MDS Co. (part of CMIC) Medical Communications Group (MCG, part of UDG Healthcare) Medical Council of India (MCI) Menarini Asia-Pacific (formerly Invida) Menarini Group Merck & Co. Merqurio Pharma Microsoft www.visiongain.com
    • Contents Ministère des Affaires sociales et de la Santé [France] Ministério da Saúde [Brazil] Ministry of Health [China] MKM Group National Health Service (NHS) [UK] National Institute for Health and Care Excellence (NICE) [UK] Neurocrine Biosciences Norwegian Medicines Agency (NoMA) NovaMed Pharmaceuticals Novartis Novo Nordisk OnCall Oracle Organization of Pharmaceutical Producers of India (OPPI) Otsuka Pharmaceutical Palio+Ignite (part of inVentiv Health) ParagonRx (part of inVentiv Health) Patient Marketing Group (part of inVentiv Health) PDI PDI Voice (part of PDI) Pfizer Pharmaceutical Research and Manufacturers of America (PhRMA) Pharmagistics (part of J. Knipper) Pharmexx (part of UDG Healthcare) Polpharma Promius Pharma Publicis Groupe Publicis Health Communications Group Publicis Touchpoint Solutions Q.E.D International (part of Quintiles) www.visiongain.com
    • Contents Qforma Quintiles Ramco Import Export Roche Salesforce.com Sandoz (part of Novartis) Sanofi Scientific Voice (part of Publicis Touchpoint Solutions) Sermo Servier Sinclair IS Pharma Skype Sofip (Société de Franchise pour l'Information Pharmaceutique) StayinFront Synopia Rx (part of UDG Healthcare) Temas (part of Quintiles) Temasek Holdings Teva Pharmaceutical Industries The Navicor Group (part of inVentiv Health) Thomas H. Lee Partners TPG Transgenomic UDG Healthcare Universal WorldEvents (part of UDG Healthcare) US Congressional Budget Office (CBO) US Food and Drug Administration (FDA) VCG & Associates (part of Quintiles) Veeva Systems Vivus Warner Chilcott (part of Actavis) www.visiongain.com
    • Contents World Health Organization (WHO) WPP Zuellig Group Zuellig Pharma (part of Zuellig Group) www.visiongain.com
    • World Pharma Contract Sales Industry and Market: Predictions 2014-2024 sampling claim that patients started on drug samples are rarely switched onto another therapy once the free samples run out, meaning that the patient and payer may be forced into paying for high cost treatments they would not have chosen initially. However, doctors have shown a preference for samples over other cost-cutting introductory tactics, such as co-pay cards. As sampling is severely restricted in Europe, most companies deliver these supplies through inhouse channels, visiongain believes. The US is the world’s largest national submarket for contract sample management and distribution services. In 2012, the world contract sample management services submarket was worth $0.10bn. Outsourcing offers a number of benefits to pharma companies in the sampling sector, including scale. The largest market players, such as J. Knipper can offer large-scale storage and national distribution channels, allowing for fast delivery of samples throughout the US. 3.5.1 Steady Growth for Sample Management Services top 2024 In the second half of the last decade, spending on sampling fell by a quarter in the US. In contrast, visiongain believes that demand for contract sample management services grew in that period. Pharma companies are looking to outsource to market leaders with large distribution and storage networks that are costly to set up in-house. By 2018, the contract sample management services submarket will be worth $0.15bn, having grown with a CAGR of 7.2% since 2012 (Table 3.10 and Figure 3.16). By 2024, the submarket will be worth $0.22bn. Between 2012 and 2024, revenues for contract sample management services will grow with a CAGR of 6.8%. Despite rising demand for sample management services in this decade though, lack of interest from leading CSOs may restrain submarket growth - two leading US CSOs have sold their sample management divisions in recent years. Table 3.10 Sample Management Services Submarket: Revenue Forecast ($bn), 20132024 2012 Submarket Size ($bn) Annual Growth (%) 2013 2014 2015 2016 2017 2018 0.10 0.10 0.11 0.12 0.13 0.14 0.15 5 6 8 9 9 8 CAGR (%) 7.2 2019 2020 2021 2022 2023 2024 Submarket Size ($bn) 0.16 0.17 0.19 0.20 0.21 0.22 Annual Growth (%) 8 7 6 6 5 5 CAGR (%) 6.2 Source: visiongain 2014 CAGR values are for 2012-2018 and 2018-2024 www.visiongain.com Page 78
    • World Pharma Contract Sales Industry and Market: Predictions 2014-2024 Figure 3.16 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024 0.24 Submarket Size ($bn) 0.21 0.18 0.15 0.12 0.09 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 Year Source: visiongain 2014 3.5.2 Sample Management Services: Submarket Drivers and Restraints 2014-2024 The greatest restraint on growth in the contract sample management services submarket between 2014 and 2024 will be pharma companies looking to cut spending on samples (Figure 3.17). With declining access to doctors, companies have fewer opportunities to offer samples, visiongain believes. Employing online sample management services can help overcome this lack of access samples can be simply ordered by sales reps or doctors during edetails, for example. Leading sample management companies have invested heavily in online tools in recent years to meet the changing needs of marketing channels. Sample distribution requires secure channels to ensure that the drugs reach the right healthcare professionals in good condition, without being tampered with. The need for security in these distribution channels may restrain outsourcing in this decade - pharma companies may trust their own channels more than those of service providers. However, growth in this submarket will be driven in this decade by consolidation among market leaders, offering pharma companies largescale partners for nationwide distribution programmes. Rising demand for biological drug sample www.visiongain.com Page 79