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Visiongain new report:Global pharma Contact Sales Market 2019-2029

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Buy our report today Global Pharma Contract Sales Market 2019-2029: Contract Detailing, Contract Non-Personal Promotion, Medical Education Services, Sample Management Services, Teledetailing Services, Edetailing Services, Cardiovascular Disease, Metabolic Disorders, Oncology.

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Visiongain new report:Global pharma Contact Sales Market 2019-2029

  1. 1. www.visiongain.com/industries/pharma Page 103 Global Pharma Contract Sales Market 2019-2029 Contract Detailing, Contract Non-Personal Promotion, Medical Education Services, Sample Management Services, Teledetailing Services, Edetailing Services, Cardiovascular Disease, Metabolic Disorders, Oncology Figure 4.8 Contract Non-Personal Promotion Submarket Drivers and Restraints, 2018-2029 4.3.4 Further Sub-Sectors Within the Contract Non-Personal Promotion Submarket: Teledetailing and EDetailing The tables and figures below show visiongain’s forecasts for the components of the contract non- personal promotion submarket, for the period 2018-2029. • Companies will increasingly demand new channels to access doctors, beyond face-to-face detailing, and many already express preferences for digital communication • Non-personal promotion can be lower cost than face-to face detailing and contact centres operated by CSOs can be lower cost than those run in-house. • Distance is not an issue with non- personal promotion, can reach rural physicians without wasting time and cost travelling • Mature brands will be increasingly marketed through non-personal promotion channels • Non-personal channels will be used to complement field sales Drivers Restraints • Declining demand for traditional non- personal promotion channels, such as direct mail campaigns and advertising in print journals, will restrict revenue growth • Internet age also means that doctors have a range of other resources available to them to gain information on new drugs etc, they are less reliant on reps Source: Visiongain 2019
  2. 2. www.visiongain.com/industries/pharma Page 107 Global Pharma Contract Sales Market 2019-2029 Contract Detailing, Contract Non-Personal Promotion, Medical Education Services, Sample Management Services, Teledetailing Services, Edetailing Services, Cardiovascular Disease, Metabolic Disorders, Oncology Figure 4.11 Further Sub-Sectors Within the Contract Non-Personal Promotion Submarket: Market Shares (%), 2029 4.3.4.1 Contract Teledetailing Submarket: Current Status Teledetailing is not a new concept in pharma sales – it has already been used for more than 25 years. However, demand for teledetailing is rising rapidly, driven by the barrage of patent expiries for blockbuster products, the need for new channels to reach doctors and the rise in importance of other stakeholders in healthcare. Teledetailing can be used to provide inbound contact centres for both patients and doctors, for example. Teledetailing is most useful for mature brands, which have smaller marketing budgets. Call centres require fewer staff than field sales – some pharma companies have maintained revenues for drugs by replacing field sales teams with call centres containing around a third as many staff. Time is saved compared with face-to-face detailing where sales reps must waste time travelling between appointments. Pharma companies have reported success in part-switching to teledetailing in recent years. Teledetailing can result in longer ‘meetings’ with healthcare professionals, with some details lasting up to 20 minutes. Studies show that face-to-face detailing with specialists last on average up to 9 minutes, and 60% were done standing up or in the hallway. Average details with primary care physicians last even shorter, at around 6 minutes with almost 90% of them happening in the hallway. Source: Visiongain 2019
  3. 3. www.visiongain.com/industries/pharma Page 158 Global Pharma Contract Sales Market 2019-2029 Contract Detailing, Contract Non-Personal Promotion, Medical Education Services, Sample Management Services, Teledetailing Services, Edetailing Services, Cardiovascular Disease, Metabolic Disorders, Oncology 5.6.7 Spanish Pharma Contract Sales Market Forecast 2018- 2029 We believe the Spanish pharma contract sales market worth $0.24bn in 2018 and will grow to $0.48bn in 2029, with an 11-year CAGR of 6.5% for 2018-2029. Its market share will decrease slightly from 13.9% in 2018 to 13.6% in 2029. Spain, like Italy, has been especially affected by the tough economic conditions in recent years. In September 2011, a Royal Decree introducing healthcare reforms officially came into effect. Under the Decree, doctors must prescribe therapies according to their active ingredient, rather than by brand name. Pharmacists filling prescriptions must provide the cheapest version of the drug available. The intent of this measure was set to increase the proportion of prescriptions filled by generics. A second Royal Decree, which took effect in July 2012, introduced the idea of a cost effectiveness assessment body, as well as introducing new rules on co-pays for patients. Under the new rules, patient with higher salaries will be required to contribute higher co-pays. These recent cost cutting measures by the Spanish government have had a negative impact on revenues for pharma companies in Spain. Government spending on healthcare fell by a quarter between 2011 and 2012, while revenue for pharma companies operating there fell on average around 15% between 2010 and 2012. Visiongain believes that companies are increasingly looking to outsource sales in an effort to cut costs and improve profitability in Spanish operations. Like Italy, the proportion of sales reps outsourced in the last 10 years was lower than for many leading European countries. Sales outsourcing will continue to grow in Spain in this 10-year forecast period, driving growth in the pharma contract sales submarket. Pharma companies will look to CSOs to offer new marketing channels as spending on face-to-face detailing will fall in this 10-year forecast period, down from the two thirds of marketing budgets that it accounted for in 2013. Table 5.20 Spanish Pharma Contract Sales Market Forecast: Revenue ($bn), AGR (%), CAGR (%), Global Market Share, 2018-2024 2018 2019 2020 2021 2022 2023 2024 Spain ($bn) 0.24 0.26 0.28 0.31 0.33 0.35 0.38 AGR (%) 9.0 8.5 8.0 7.5 7.0 6.5 CAGR (%, 2018 - 2024) 7.8 EU5 Market Share (%) 13.86 13.74 13.63 13.54 13.48 13.44 13.42 Source: Visiongain 2019
  4. 4. ©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. Global Pharma Contract Sales Market 2019-2029 Contract Detailing, Contract Non-Personal Promotion, Medical Education Services, Sample Management Services, Teledetailing Services, Edetailing Services, Cardiovascular Disease, Metabolic Disorders, Oncology

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