Best way for sales reps to gain access to physicians

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Physicians Value Free Drug Samples

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Best way for sales reps to gain access to physicians

  1. 1. BEST way for sales reps to gain access to physicians Presented By Masum Chowdhury Manager, SBMD Asiatic Laboratories Ltd.
  2. 2. Free Drug Sample exchange has become animportant tool for Physician access.
  3. 3. But more importantly it is a tool fordoctors to gain experience with quality andefficacy of drugs.
  4. 4. There is no doubt that many Physiciansvalue free drug samples.
  5. 5. 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.
  6. 6. 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…
  7. 7. Free Drug Samples encourage physiciansand patients to rely on medications that areexpensive, but often more effective thanother available drugs.
  8. 8. Physicians values samples and are willingto spend time with Medical PromotionOfficer to get them.
  9. 9. Samples serve PRIMARILY as an invitationto prescribe new, heavily marketed andgenerally more expensive medications.
  10. 10. Distribution of samples to poor patients isof limited utility in reducing the burden ofhigh drug costs for these patients.
  11. 11. Samples are the BEST way for sales reps togain access to physicians.
  12. 12. Samples are an essential component ofphysician marketing and assure marketshare growth for the drug.
  13. 13. Without free samples, it is less likely that doctorswill prescribe the drug as a first choice.
  14. 14. Some Medical Promotion Officers complainthat pharmaceutical companies are usingMPOs merely as “sample droppers” orsample delivery people.
  15. 15. “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.
  16. 16. Now Doctors have said No, thats OK, I dontwant to listen to you, and Pharma gavethem the samples anyway.
  17. 17. Wow, you can get the same prizewhether you listen to a rep or not.”
  18. 18. Prepared By Masum Chowdhury Manager,Strategic Brand Management Department Asiatic Laboratories Ltd. masum.pha@gmail.com, +880-0171-7642874, +880-0193 7990014

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