Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
Sales Force Effectiveness is Dead ... or is it?
Five opportunities for pharma to get ‘back to basics’ and immediately lift sales performance.
Blackdot are a full service benchmarking, consulting, training & advisory firm exclusively focused on lifting sales force effectiveness & efficiency. Blackdot exist to assist their clients to achieve more predictable, repeatable, and sustainable sales performance.
What makes them unique is their total fixation on the use of data-driven, evidence-based techniques to understand what does (and does not) drive sales performance.
By viewing the ‘sales engine’ holistically, as an ecosystem of component parts that work interdependently to impact sales results, Blackdot are able to identify the root cause of what’s inhibiting and enabling your current performance, including quantifying the payoff in actually getting it right.
Armed with this knowledge, Blackdot stand alongside their clients who engage them to define, implement and embed change programs that bridge the gap between ‘hoping’ and ‘knowing’ they’ll deliver top and bottom line performance improvement.
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
Sales Force Effectiveness is Dead ... or is it?
Five opportunities for pharma to get ‘back to basics’ and immediately lift sales performance.
Blackdot are a full service benchmarking, consulting, training & advisory firm exclusively focused on lifting sales force effectiveness & efficiency. Blackdot exist to assist their clients to achieve more predictable, repeatable, and sustainable sales performance.
What makes them unique is their total fixation on the use of data-driven, evidence-based techniques to understand what does (and does not) drive sales performance.
By viewing the ‘sales engine’ holistically, as an ecosystem of component parts that work interdependently to impact sales results, Blackdot are able to identify the root cause of what’s inhibiting and enabling your current performance, including quantifying the payoff in actually getting it right.
Armed with this knowledge, Blackdot stand alongside their clients who engage them to define, implement and embed change programs that bridge the gap between ‘hoping’ and ‘knowing’ they’ll deliver top and bottom line performance improvement.
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
Description of the ELITE Program based on four pillers: 1. the prescriber insight - 2. the brand preference mix - 3. the the high impact interactions - 4. Job passion
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
Description of the ELITE Program based on four pillers: 1. the prescriber insight - 2. the brand preference mix - 3. the the high impact interactions - 4. Job passion
Realtime closed loop marketing in the pharmaceutical industry_annual global p...Sven Awege
How to approach realtime closed loop marketing in the Pharmaceutical industry.
Workshop presentation from the international congress on Pharma SFE in Rome 2012.
Pharmaceutical marketing plan case studyMohamed Magdy
Pharmaceutical Marketing Plan Case Study
I can challenge you will never see such fully fledged Pharmaceutical Marketing Plan Case Study in the internet for FREE as I did in this case study!
Click here to ENJOY it: http://www.guerrillamarketer.com/pharmaceutical-marketing-plan-case-study/
Did you know modern statistics state that you have 60 seconds or less to capture your audience’s attention?
You’ve might have heard it before, but maybe not in terms of presentations. It’s crucial to understand the importance of grasping an audience’s attention in the first moments of a talk. Your opening lines set the tone for your overall performance, so a great opener will prepare and intrigue the audience and ensure that your message is effectively received.
So, how do you enchant an audience right off the bat?
Here are 5 methods that we have found work the best for beginning a presentation.
mHealth Israel_GEARING COMMUNICATIONS TO RAISE CAPITAL AND ATTRACT CUSTOMERS_...Levi Shapiro
Presentation by Gil Bashe, Managing Director, Healthcare Practice, Finn Partners: "GEARING COMMUNICATIONS TO RAISE CAPITAL AND ATTRACT CUSTOMERS- FROM PLAN TO PARTNERS TO PATIENTS". Includes tips to avoid failure by embracing complexity, description of the Health Ecosystem Landscape, developing a plan to impact care, cost and outcomes, overview of the US Payer market, and top digital health influencers.
In this report we set out ten provocative statements predicting the world of 2020. Each prediction is articulated and brought to life through a series of portraits which imagine how patients, healthcare professionals and life sciences organizations might behave in this new world. Our predictions lean more towards an optimistic view of the future, although we organized that many in our industry are organized about the constraints and therefore pace of change. We describe the big trends rolled forward to 2020 and some of the constraints that will need to be overcome.
We also provide examples and evidence, based on the here and now, that show that the predictions are perfectly plausible, perhaps inspiring and surprising!
Our industry is changing quickly – requiring a bold response that is often difficult to implement – and yet organizations struggle to understand how to respond effectively and build a sense of urgency. We hope this report creates rich dialogue and enables a move to action.– we have had enormous fun discussing these predictions and sharing our experiences. We hope you have the same experience within your own organizations as you peruse this report and reflect on your current situation and future scenarios.
2015 Health Trends: New challenges for a changing industry
In the second of their 4-part annual trend report series, GSW takes a closer look at healthcare. From evolutions in doctor-patient relationships to strategies in benefit design to the changing mind-set of physicians, a new landscape takes shape.
Inside this Issue:
1. Listening to the Patient by Hanno Wolfram
The answer to the simple question – “Dear patient, to which degree has your health problem been solved or alleviated?” – might be your company’s most important metric.
2. Getting the Bang for Your Buck from Training by K. Hariram
What you do post-training is crucial to the long-term effectiveness of your training programs.
3. 3 Principles of Steve Jobs by Prof. Vivek Hattangadi
Using Empathy, Focus and Imputation to deliver value and to delight your customers.
4. Is Indian Pharma Future-Ready? by Salil Kallianpur
The nature of healthcare delivery is changing rapidly. Can Indian pharma keep pace?
5. Trial by Fire by Dr. Viraj Suvarna
Much rhetoric has muddied the water of what exactly is at stake for clinical trials in India.
6. 42 Years at Pfizer - Special Report
Sudhir Ganguly recently retired after a 42 year stint at Pfizer.
The ten predictions for 2020
1. Health consumers in 2020
Informed and demanding patients are now partners in their own healthcare
2. Health care delivery systems in 2020
The era of digitised medicine - new business models drive new ideas
3. Wearables and mHealth applications in 2020
Measuring quality of life not just clinical indicators
4. Big Data in 2020
Health data is pervasive – requiring new tools and provider models
5. Regulation in 2020
Regulations reflect the convergence of technology and science
6. Research and Development in 2020
The networked laboratory - partnerships and big data amidst new scrutiny
7. The pharmaceutical commercial model in 2020
Local is important but with a shift from volume to value
8. The pharmaceutical enterprise configuration - the back office in 2020
Single, global and responsible for insight enablement
9. New business models in emerging markets in 2020
Still emerging, but full of creativity for the world
10. Impact of behaviours on corporate reputation in 2020
A new dawn of trust
Primary care in the New Health Economy: Time for a makeover.PwC
According to PwC's Health Research Institute's report, “Primary care in the New Health Economy: Time for a makeover”, primary care is set to make a comeback in the New Health Economy -- with a newfangled twist. Technology, consumer-friendly new entrants and care teams that rely less on a single physician are leading the way to a reimagined primary care system, poised to deliver better value to today’s demanding purchasers and close the gap on projected physician shortages.
Handbook for Medical Representatives to Embrace Digital Transformation Throug...IndusNetMarketing
The challenging time is not yet over. The after-effect of the pandemic can be brutal for pharma and pharma sales reps need to outlive the crisis. Focussing on Revamping and becoming relevant can make them resilient.
What to expect?
1. New Age Digital Challenges faced by pharma
2. New Model for New Normal- Deploying digital tools to outlive the crisis
3. Strategize to make pharma sales reps resilient.
The 10 companies booming in healthcare sector smallinsightscare
Development is a continuous process in any sector. It brings in more comfort, more precision, and more enhanced way of living.Acknowledging the remarkable contribution of the leading companies in the care sector, we bring to you the special issue of “The 10 Companies Booming in Healthcare Sector”.
Healthcare is undergoing a transformation. Consumers want to make informed choices and take control of their lives, and pharma companies must be ready to meet their needs. This means building a new healthcare ecosystem that places the patient at its center, with the “person” fully engaged in his or her own healthcare. But with this move to person-centric healthcare, payers and providers are no longer the main decision makers.
So what does this mean for today’s marketers?
In this exclusive Social On Us webinar we discuss:
- Where marketing is failing to address healthcare concerns
- How “big data” is a change-driver for a new healthcare ecosystem
- New opportunities for predictive and preventative medical intervention
- Impact of digital healthcare on patient privacy
Similar to 2015 Pharmaceutical Sales Rep Experience (20)
Highlights from the Cannes Lions Health creative shortlist and conference talks. Best case studies, stories and examples from pharmaceutical and healthcare marketing in 2016.
Trendwatchers from around the world came together to identify the big shifts critical to pharmaceutical brands and healthcare marketers.
What's inside: 2016 will be the year an old debate reignites and simple digital tools fuel an incredible new era of clinical study. The patient journey will be rerouted and the tug of war at the point of care will get much more intense. Caregiving will approach a cliff, healthcare teams will get bigger, and patients will come to the exam room with new expectations. The science of motivation will face a crossroads and you’ll probably lose you Fitbit.
Our first report–Digital Trends–is typically our biggest report of the year, read by tens of thousands across healthcare and marketing. It's fueled by clues, examples and big ideas collected by more than 70 trend watchers from around the world.
What's inside? 2016 is the year that we'll start living in the digital moment, embracing our own custom algorithms, and may even be bringing a robot home. Our smartphones will become more delightful. Even the easiest interfaces will start to disappear entirely. Oh, and Frogger? We think he's coming back.
Exclusive sneak peek for the attendees of Digital Pharma East 2016.
Every year, GSW and inVentiv Health convene trendspotters from across North America and Europe to identify the big shifts that are changing digital expectations. Their popular annual trends report is consistently read by tens of thousands of people throughout our industry.
This October, attendees at Digital Pharma East got the first peek at next year's predictions and learned how they can help brands more effectively connect with healthcare professionals and consumers.
So, what should you expect? Here's a hint: 2016 is the year that we'll start living in the digital moment, embracing our own custom algorithms, and maybe even bringing a robot home. Our smartphones will become more delightful and even the easiest interfaces will start to disappear entirely. Oh, and Frogger? We think he's coming back.
Our fifth annual series of trends reports includes insights into the big shifts that are changing marketing, healthcare, digital experience, and consumer expectations. In this report, you’ll find the top eight consumer trends, each with clues into new possibilities and examples of brands that got there first.
What’s trending in 2015 for wearables, virtual reality, consumer technology adoption? Find out (and more!) in GSW’s third report of their 4-part annual trends series: Digital Trends. With a unique perspective on behavioral trends at the cross section of digital + health, the report outlines the top eight trends expected to change the landscape in 2015.
Cannes Lions is the world's biggest celebration of creativity in communications. For 60 years it’s been home to the biggest ideas changing how brands interact with customers. This year, it turned its attention to health. 800 people from 50 countries gathered to share, judge and celebrate the life-changing creativity of the world’s best healthcare agencies. Inside, you’ll find a quick-scan summary of the conference’s content, including short stories, memorable quotes, great creative, and even a few share-worthy tweets.
Ideas from MediaPost's Marketing for Health ConferenceGSW
This week, we had the opportunity to attend MediaPost’s first annual Marketing Health conference. Thirty-eight speakers – including our own Ritesh Patel and Leigh Householder – from the top agencies and brands in our industry took to the stage to talk about big shifts in digital possibilities and fast-changing consumer expectations. Inside, you’ll find a quick-scan summary of the conference’s content, including short stories, big data points, memorable quotes and even a few share-worthy charts.
Over the last few years, terms like patient-centric marketing and adding value beyond the pill have become immensely popular in the board rooms of leading pharma innovators. These concepts aren't just about the tools we provide; they're about a fundamental shift pharmaceutical marketers are trying to effect. One that moves us from primarily pre-Rx marketing (education, awareness, relationship building) to largely post-Rx engagement (support, adherence, clinical management). That means completely rethinking what a marketing solution looks like – from what we can say to what we can do; from what people can read to what they can use.
Although Pinterest does not list a category for health or health care, there are plenty of users with pinboards and pins attributed to health care. Overall, there are a surprising number of pins associated to a large number of disease states.
iQ kicked off 2012 by participating in the world's largest electronics show, CES. After 4 days of scouting new and exciting technology, iQ's Ben Harben and Jude Divierte gathered their insights and photos and compiled them into an informative and visually-stunning presentation.
Best Practices for Immediate Response TechniquesGSW
An intermediate level perspective on best practices for using immediate response tools like QR codes and near field communication and a sneak peek into what's next.
ICANN has announced a new program that allows established corporations and organization own their own top level domain for their brand, category or community. Inside, iQ highlights what the implications are for healthcare and pharma marketers.
The FICO Medication Adherence Score is a predictive analytics tool developed by the same organization responsible for FICO credit scores. The adherence score forecast an individual’s likelihood of taking his or her prescription medication as directed.
Tom Selleck Health: A Comprehensive Look at the Iconic Actor’s Wellness Journeygreendigital
Tom Selleck, an enduring figure in Hollywood. has captivated audiences for decades with his rugged charm, iconic moustache. and memorable roles in television and film. From his breakout role as Thomas Magnum in Magnum P.I. to his current portrayal of Frank Reagan in Blue Bloods. Selleck's career has spanned over 50 years. But beyond his professional achievements. fans have often been curious about Tom Selleck Health. especially as he has aged in the public eye.
Follow us on: Pinterest
Introduction
Many have been interested in Tom Selleck health. not only because of his enduring presence on screen but also because of the challenges. and lifestyle choices he has faced and made over the years. This article delves into the various aspects of Tom Selleck health. exploring his fitness regimen, diet, mental health. and the challenges he has encountered as he ages. We'll look at how he maintains his well-being. the health issues he has faced, and his approach to ageing .
Early Life and Career
Childhood and Athletic Beginnings
Tom Selleck was born on January 29, 1945, in Detroit, Michigan, and grew up in Sherman Oaks, California. From an early age, he was involved in sports, particularly basketball. which played a significant role in his physical development. His athletic pursuits continued into college. where he attended the University of Southern California (USC) on a basketball scholarship. This early involvement in sports laid a strong foundation for his physical health and disciplined lifestyle.
Transition to Acting
Selleck's transition from an athlete to an actor came with its physical demands. His first significant role in "Magnum P.I." required him to perform various stunts and maintain a fit appearance. This role, which he played from 1980 to 1988. necessitated a rigorous fitness routine to meet the show's demands. setting the stage for his long-term commitment to health and wellness.
Fitness Regimen
Workout Routine
Tom Selleck health and fitness regimen has evolved. adapting to his changing roles and age. During his "Magnum, P.I." days. Selleck's workouts were intense and focused on building and maintaining muscle mass. His routine included weightlifting, cardiovascular exercises. and specific training for the stunts he performed on the show.
Selleck adjusted his fitness routine as he aged to suit his body's needs. Today, his workouts focus on maintaining flexibility, strength, and cardiovascular health. He incorporates low-impact exercises such as swimming, walking, and light weightlifting. This balanced approach helps him stay fit without putting undue strain on his joints and muscles.
Importance of Flexibility and Mobility
In recent years, Selleck has emphasized the importance of flexibility and mobility in his fitness regimen. Understanding the natural decline in muscle mass and joint flexibility with age. he includes stretching and yoga in his routine. These practices help prevent injuries, improve posture, and maintain mobilit
Prix Galien International 2024 Forum ProgramLevi Shapiro
June 20, 2024, Prix Galien International and Jerusalem Ethics Forum in ROME. Detailed agenda including panels:
- ADVANCES IN CARDIOLOGY: A NEW PARADIGM IS COMING
- WOMEN’S HEALTH: FERTILITY PRESERVATION
- WHAT’S NEW IN THE TREATMENT OF INFECTIOUS,
ONCOLOGICAL AND INFLAMMATORY SKIN DISEASES?
- ARTIFICIAL INTELLIGENCE AND ETHICS
- GENE THERAPY
- BEYOND BORDERS: GLOBAL INITIATIVES FOR DEMOCRATIZING LIFE SCIENCE TECHNOLOGIES AND PROMOTING ACCESS TO HEALTHCARE
- ETHICAL CHALLENGES IN LIFE SCIENCES
- Prix Galien International Awards Ceremony
Ethanol (CH3CH2OH), or beverage alcohol, is a two-carbon alcohol
that is rapidly distributed in the body and brain. Ethanol alters many
neurochemical systems and has rewarding and addictive properties. It
is the oldest recreational drug and likely contributes to more morbidity,
mortality, and public health costs than all illicit drugs combined. The
5th edition of the Diagnostic and Statistical Manual of Mental Disorders
(DSM-5) integrates alcohol abuse and alcohol dependence into a single
disorder called alcohol use disorder (AUD), with mild, moderate,
and severe subclassifications (American Psychiatric Association, 2013).
In the DSM-5, all types of substance abuse and dependence have been
combined into a single substance use disorder (SUD) on a continuum
from mild to severe. A diagnosis of AUD requires that at least two of
the 11 DSM-5 behaviors be present within a 12-month period (mild
AUD: 2–3 criteria; moderate AUD: 4–5 criteria; severe AUD: 6–11 criteria).
The four main behavioral effects of AUD are impaired control over
drinking, negative social consequences, risky use, and altered physiological
effects (tolerance, withdrawal). This chapter presents an overview
of the prevalence and harmful consequences of AUD in the U.S.,
the systemic nature of the disease, neurocircuitry and stages of AUD,
comorbidities, fetal alcohol spectrum disorders, genetic risk factors, and
pharmacotherapies for AUD.
Ozempic: Preoperative Management of Patients on GLP-1 Receptor Agonists Saeid Safari
Preoperative Management of Patients on GLP-1 Receptor Agonists like Ozempic and Semiglutide
ASA GUIDELINE
NYSORA Guideline
2 Case Reports of Gastric Ultrasound
Flu Vaccine Alert in Bangalore Karnatakaaddon Scans
As flu season approaches, health officials in Bangalore, Karnataka, are urging residents to get their flu vaccinations. The seasonal flu, while common, can lead to severe health complications, particularly for vulnerable populations such as young children, the elderly, and those with underlying health conditions.
Dr. Vidisha Kumari, a leading epidemiologist in Bangalore, emphasizes the importance of getting vaccinated. "The flu vaccine is our best defense against the influenza virus. It not only protects individuals but also helps prevent the spread of the virus in our communities," he says.
This year, the flu season is expected to coincide with a potential increase in other respiratory illnesses. The Karnataka Health Department has launched an awareness campaign highlighting the significance of flu vaccinations. They have set up multiple vaccination centers across Bangalore, making it convenient for residents to receive their shots.
To encourage widespread vaccination, the government is also collaborating with local schools, workplaces, and community centers to facilitate vaccination drives. Special attention is being given to ensuring that the vaccine is accessible to all, including marginalized communities who may have limited access to healthcare.
Residents are reminded that the flu vaccine is safe and effective. Common side effects are mild and may include soreness at the injection site, mild fever, or muscle aches. These side effects are generally short-lived and far less severe than the flu itself.
Healthcare providers are also stressing the importance of continuing COVID-19 precautions. Wearing masks, practicing good hand hygiene, and maintaining social distancing are still crucial, especially in crowded places.
Protect yourself and your loved ones by getting vaccinated. Together, we can help keep Bangalore healthy and safe this flu season. For more information on vaccination centers and schedules, residents can visit the Karnataka Health Department’s official website or follow their social media pages.
Stay informed, stay safe, and get your flu shot today!
ARTIFICIAL INTELLIGENCE IN HEALTHCARE.pdfAnujkumaranit
Artificial intelligence (AI) refers to the simulation of human intelligence processes by machines, especially computer systems. It encompasses tasks such as learning, reasoning, problem-solving, perception, and language understanding. AI technologies are revolutionizing various fields, from healthcare to finance, by enabling machines to perform tasks that typically require human intelligence.
HOT NEW PRODUCT! BIG SALES FAST SHIPPING NOW FROM CHINA!! EU KU DB BK substit...GL Anaacs
Contact us if you are interested:
Email / Skype : kefaya1771@gmail.com
Threema: PXHY5PDH
New BATCH Ku !!! MUCH IN DEMAND FAST SALE EVERY BATCH HAPPY GOOD EFFECT BIG BATCH !
Contact me on Threema or skype to start big business!!
Hot-sale products:
NEW HOT EUTYLONE WHITE CRYSTAL!!
5cl-adba precursor (semi finished )
5cl-adba raw materials
ADBB precursor (semi finished )
ADBB raw materials
APVP powder
5fadb/4f-adb
Jwh018 / Jwh210
Eutylone crystal
Protonitazene (hydrochloride) CAS: 119276-01-6
Flubrotizolam CAS: 57801-95-3
Metonitazene CAS: 14680-51-4
Payment terms: Western Union,MoneyGram,Bitcoin or USDT.
Deliver Time: Usually 7-15days
Shipping method: FedEx, TNT, DHL,UPS etc.Our deliveries are 100% safe, fast, reliable and discreet.
Samples will be sent for your evaluation!If you are interested in, please contact me, let's talk details.
We specializes in exporting high quality Research chemical, medical intermediate, Pharmaceutical chemicals and so on. Products are exported to USA, Canada, France, Korea, Japan,Russia, Southeast Asia and other countries.
- Video recording of this lecture in English language: https://youtu.be/lK81BzxMqdo
- Video recording of this lecture in Arabic language: https://youtu.be/Ve4P0COk9OI
- Link to download the book free: https://nephrotube.blogspot.com/p/nephrotube-nephrology-books.html
- Link to NephroTube website: www.NephroTube.com
- Link to NephroTube social media accounts: https://nephrotube.blogspot.com/p/join-nephrotube-on-social-media.html
MANAGEMENT OF ATRIOVENTRICULAR CONDUCTION BLOCK.pdfJim Jacob Roy
Cardiac conduction defects can occur due to various causes.
Atrioventricular conduction blocks ( AV blocks ) are classified into 3 types.
This document describes the acute management of AV block.
2. Executive Summary | At the Health Experience Project, we
believe the right experience can change everything.
Every day, the Health Experience Project explores the
experiences that are changing outcomes for people, for
professionals, and for brands. In this report, we’ve curated
some of our most important findings from the frontlines.
Inside, you’ll find the big trends that are changing
pharmaceutical sales and the new best practices and
opportunities those trends are inspiring.
3. INSIDE THIS PERSPECTIVE
Designing the Pharma Rep Experience for 2015 brings together research from the Health
Experience Project, GSW, and other experts across our industry.
SECONDARY RESEARCH FROM:
Manhattan Research, ZS
Associates, PwC, Booz Allen
Hamilton, Accenture, Hay
Group, INSEAD, IBM, Deloitte
Special thanks to our core contributors: Alex
Brock, Bill Robinson, Dawn Marinacci, Joy
Hart, Kevin Coleman, Leigh Householder, Matt
Cash, Michael Krohn, Nick Bartlett, Ritesh
Patel, Ryan Deshazer, Tyler Durbin
HANDS ON EXPERIENCES WITH:
RepLab: Exclusive think tank that brings
together field reps from our contract sales team
with iQ, our product development lab
Rep rides: Accumulated experience from over
100 rep rides around the world
Global digital collaborative: 62 specialists
from across our global network committed to
innovation
To discuss this report live or request a presentation, please contact Leigh
Householder at 614-543-6496 or leigh.householder@gsw-w.com.
5. NEW GLOBAL
CENTER IN
ASIA-PAC
DOCTORS LESS
CENTRAL IN
HEALTH
GLOBAL
SYSTEMS
IN CRISIS
PAYERS
FIRMLY
IN CONTROL
1 2 3 4
CUSTOMER
NEAR
UNIVERSAL IPAD
ACCESS
HIRING
THE
COMPETITION
FEAR
OF THE
CLOSING DOOR
5 6 7
TRENDS OVERVIEW
TALENT
STRATEGY
THE NEW
REP-RELIANT
BLOCKBUSTER
DISCONNECTED
DIGITAL
TOOL SET
DETAILING
FOR THE
DOUBLE YES
WORKING
WITH NEW
PREFERENCES
8 9 10 11
6. The Asia-Pacific region, including China, Japan, India, Australia and
Korea, is projected to be the single largest contributor (46%) to global
pharmaceutical market growth through 2015. But the shift won’t come
without new challenges.
Without the margins to support large sales forces in the long-term, Asia will be
where we crack the code on remote selling.
1
80,000
90%
Number of sales reps in China, making it the
largest pharma sales force in the world
Level of deep discounts imposed by some
governments on healthcare products
Pharmafocus, Mark Mallon, regional vice president Asia-Pacific and president China, AstraZeneca, 2012
NEW GLOBAL CENTER OF
OPPORTUNITY IN ASIA-PAC
7. DOCTORS BECOMING LESS
CENTRAL TO HEALTHCARE
2
We’re about to double the number of people in so-called rich countries who
are 65 or older. There simply won’t be enough doctors to treat them. Teams of
caregivers will close the gap.
Detailing this diverse workforce will require deep understanding of each
organization’s specific care model and competency in building connections
within it.
New roles beyond nurse
practitioners
America developed the roles of NPs
and PAs. Their next innovation:
diagnostic medical
sonographers, These 2-year degree
careers are expected to grow by 44%
between 2010 and 2020.
India is the critical
first mover
Britain has 27.4 doctors for every
10,000 patients. India has just 6
doctors. To make it work, they’ve
developed true medical
homes, forcing each professional to
only work at the top of his skill set.
Bureau of Labor Statistics, 2013; The Economist, Squeezing Out the Doctor, 2012
8. GLOBAL HEALTHCARE
SYSTEMS IN CRISIS
3
Reps will increasingly be selling into healthcare systems experiencing new
levels of crisis and looking for lifeboats
• Rising toll of chronic disease worldwide
• Aging model not built for new needs in healthcare
• Cost pressures from all sides
Administrators and practice leadership will be looking for partnership in
identifying solutions that reduce total costs.
Lancet, McKinsey, 2011
Long the envy of the world, even Japan’s kaihoken is struggling
Japanese people see doctors twice as often as Europeans and take more life-enhancing
drugs. They stay longer in hospitals and have one of the lowest infant mortality rates in the
world. Yet Japanese healthcare costs are a mere 8.5% of GDP. Still, the country's universal
payer system is embattled. Since it was established in 1961, the proportion of people over 65
has quadrupled to 23%; by 2050 it will be two-fifths of a population that will have fallen by 30
million. Experts say it’s beginning to fail under the pressure.
9. PAYERS FIRMLY IN CONTROL4
The next 3 years have been described as the perfect payer storm.
Empowered, frustrated insurers are using all their tools to put new demands
on manufacturers and practices.
The opportunity to help practices effectively navigate the new landscape and
get patients access to their preferred medications will fall to reps and their
support organizations.
Pricing controls: Like Germany’s new required 16% rebate
Outcomes expectations: Like value-based systems in Sweden, Singapore & Canada
Generic push: Including India’s generics-only drug list for prescribers
Prescription limitations: In the US, 16 states have monthly Medicaid drug limits
Coverage denials: NICE (UK) rejected reimbursement for 9:10 end-of-life cancer drugs
PharmaExec, 2012
10. The 10-year tradition of digital detailing finally has the tools to deliver the
experience we always imagined. Today most reps are armed with the
touchscreen tablets:
Use and adoption remain uneven in part because opportunities still include
improving the experience for reps and doctors by reducing fragmentation and
innovating interactions.
NEAR-UNIVERSAL IPAD ACCESS5
Manhattan Research, Cognizant: How to Properly Deploy the iPad Within the Pharma Sales Force, 2013
8:1066% 76%
Of the reps US
doctors see in a week
are using a tablet
Of “Big 10” global
pharma are using or
rolling out iPads
Of doctors are
satisfied or very
satisfied with those
iPad interactions
11. If you’ve launched one diabetes drug, why not another? By far, manufacturers
are hiring from their competitors' field sales forces, only infrequently tapping
other departments within the company or sales professionals outside the
industry.
Pharma sales are vulnerable to big innovation from outsiders.
HIRING THE COMPETITION6
INNOVATIONACCESS
They’re counting on "years of
pharma industry sales
experience" to deliver lots of
positive existing relationships.
But will organizations be able to evolve
when only 40% rely on interpersonal
competencies to inform their hiring
decisions and 20% factor in business
acumen or scientific expertise?
Hay Group, 2013
12. High no-see rates have
made reps cautious
about protecting the
access they
have, ultimately limiting
how aggressively they
pitch existing contacts
and how frequently they
knock on new doors.
There’s untapped
opportunity to foster
bolder closing behaviors.
FEAR OF THE CLOSED DOOR7
45%
2x
2/3s
Of prescribers restrict sales
reps' access
As many as the number that
fenced off their practices in
2008
Of oncologists have
"moderate to severe" rules
governing rep visits. Even
the best reps visit
oncologists just once per
month
ZS Associates, 2013
13. Marketing was the major driver behind the last generation of mass-market,
mass-scale blockbusters. But the new generation of highly specialized,
highly expensive drugs requires more individualized selling and learning.
The conventional wisdom about the selling mix is about to change.
A NEW PARADIGM: THE
REP-RELIANT BLOCKBUSTER
8
Biologics are taking
the lead
Designed for very
targeted patient
populations with few
treatment alternatives
Biosimilars changed
the conversation
New choices in old
categories will require
reps to deliver subtle
value props
New incentives will
shift focus
Incentives will be
weighted to these life-
long, higher-cost
drugs
14. Reps tell us that the tools they have at their fingertips are more
sophisticated than ever. They’re tracking their weekly sales goals in real
time, sharing 3D models with doctors, and learning about new
opportunities all on one screen—well, one screen with 15 different
programs and passwords. Reps are hoping for a more singular dashboard
and more flexible learning tools.
DISCONNECTED DIGITAL TOOL SET9
Personal dashboard: All their individual numbers and product news in one place
Dr-involved detailing: Over half of US docs have already taken iPads out of reps’ hands
Digital leave behinds: In-detail tools to email or text desired information to a doctor
On-the-go learning: Their downtime is in the car; why does training require a screen?
Manhattan Research, RepLab, 2013
15. We’re watching a major shift in risk and responsibility from payer to patient.
That’s creating new challenges for doctors and manufacturers alike.
Reps will need to foster transparency into the real world behavior, asking
doctors to not only write the Rx but help ensure it gets filled.
DETAILING FOR THE DOUBLE YES10
Avoiding a surprise when they get there
In Spain, the central payer now requires
patients to pay the full price for 450
prescription medicines. Around the world,
pharmacists are incented to swap branded
drugs for cheaper generics.
Getting patients to the
pharmacy counter
24% of patients given a new
medication by their doctor
never fill the prescription.
PharmaExec, 2012; CVS, Harvard, 2011
16. Many physicians are changing their preferences for how they work with
manufacturers, mixing up when and where they want to interact with
reps, peers, and on-demand education.
That’s going to require more flexible approaches in communication and
more compelling reasons to spend time live.
WORKING WITH NEW
PHYSICIAN PREFERENCES
11
DIGiTAL
???s
Many physicians report a preference for digital
marketing and education, citing limits in their time and
availability as key reasons why
Physicians in Europe, particularly, are also
concerned about improper promotions
or even the appearance thereof
Wall Street Journal, Lilly Plans to Lay Off 30% of Its Sales Reps, April 2013
18. All the
answers
(in best-fit
media)
Influencer call
plans and
content
Flexible
contact model
Reconnect
marketing
and sales
Feature-rich
engagements
REP EXPERIENCE 2015 BEST PRACTICES
Tools, experiences, and expectations
designed to stand out in a crowded
marketplace—or even just a crowded
waiting room
19. FEATURE-RICH ENGAGEMENTS
The best iPad details don’t center on a
long, sequential brand story.
Instead, they’re a collection of
shareworthy features that compel
people to lean into the little screen:
• Novel illustrations
• 3D models
• Interactive tools
• Participatory inquiry
Learn-from example: Medtronic
Medtronic used scored, simulated surgery tools to
increase the number of doctors willing to schedule
cases or educational events with the brand.
We all learn more when we participate.
Get healthcare professionals more
actively involved in the discussion by
handing over the screen and
providing them with content they
can navigate or—even better—play
with.
20. RECONNECT MARKETING AND
SALES
One of the biggest complaints we hear from reps about CRM is they don’t get anything
out of it. Their contact notes pass collected insight up the chain, but in the field, the most
they get is a reminder of what they last talked to a doctor about. CRM should do more:
Learn from industry: Automotive
Big CRM initiatives score leads for local dealers and
pass opportunities back up the chain for new launches.
Warm leads from the marketing suite: Alert a rep when a local doctor has interacted
with the product website or a direct marketing initiative to open a new door
Prompts for new offers/engagements: Automatically show a rep when new content or
a local event are available for his doctors. Request a direct send in one click.
Report back what works: Use a simple dashboard to show what content or news is
working for other reps and is making an impact in direct or digital marketing
21. DELIVER ALL THE ANSWERS
(IN THE BEST-FIT MEDIA)
Learn from outsider: Zappos
Zappos call center reps are empowered to solve almost
any challenge a customer can bring their way, making them
one of the most loved and trusted brands in shoes.
Increasingly the rep will be the main
service point for the healthcare
professional – asked for insight on
everything from access to a medical
specialist to navigation in a complex
reimbursement environment.
That’s a whole new battlefield. One that
requires innovative new tool sets. All
built in a flexible system that allows
immediate ―leave behinds‖ via
email, SMS, or even Bluetooth printing.
Formulary
model
Patient
tracker
MSL
video
connect
Best
practice
briefs
Workflow
tools
Training
guides
22. INFLUENCER CALL PLANS—
AND, CONTENT!
Although the specific titles and roles vary by country, the
medical home model is drastically changing medicine
across regions. Today, decision making in the practice is
fragmented and typically not at all on the same page. Reps
need to consider every professional in the mix.
Strategist
Medical
specialist
Primary
support
Nurses and
techs
Practice
manager
All office call
connect:
Lunch and learns and
other cross-office calls
will connect
conversations and foster
synergy in prescribing.
Personal tools
activate:
More custom
interactions with HCPs
who are below the
specialist will earn
deeper conversation
and lasting loyalty.
23. FLEXIBLE CONTACT MODELS
Learn from example: Pfizer
Pfizer Pro offers members easy access to connect
with their rep, request samples (for personal or
drop-ship delivery) or launch on-demand education
Reps need to be able to connect with each
healthcare professional on her own terms.
That means a more flexible detailing
suite, one that works as seamlessly when
they’re together at the office or on other
sides of the city:
• Feature-rich, in-person tools
• Turnkey web and video conference
platforms
• Easily shared, self-guided modules with
self diagnostics and one-click follow-up
THE DETAILING SUITE
In person
Remote/virtual
Self-guided
26. ON-THE-GO LEARNING
Learn from outsider: Cracker Barrel
You can’t get more outside of healthcare than Cracker
Barrel, but the exit-ramp chain knows how to support travelers
with borrow-anywhere, return-anywhere audio books.
The downtime our reps have is in
their cars, often when they’re
covering larger and larger
territories. But the training tools
we provide require screen time
(or even paper reading).
The new opportunity will be
developing real on-the-go
learning modules that integrate
new training—from data
translation to segmentation—into
busy schedules with better media.
DM download: An auto-synced, podcast-style
broadcast that reps can play on their iPads
(syncing through Bluetooth to play through the
cars’ stereo systems)
Monthly magazine: 60 Minutes-style
audiobook with coverage across the
organization
Special segments: Quick download
―chapters‖ on critical segments or selling
strategies
27. AFFILIATE LABS
Learn from outsider: United Way
This massive nonprofit credits most of its successful
national programs with cultivation at a very local level.
The affiliates are chiefly responsible for trial and refinement.
Today’s pharmaceutical franchises have multiple centers of power, with tens of
thousands of reps in global centers like China, western Europe, and the United
States. Each of these major affiliates—and many of their smaller siblings—are a
proving ground for new ideas and approaches. No more will the best strategy
come from the global team; instead, it will be discovered by that team.
Ad hoc competition will deliver proven
approaches for global rollout
The data from the success of the affiliate
programs will be the go-to business case
for broader rollout and refinement.
Global teams will become
Opportunity Spotters
Watching for high-potential
programs and ideas being
―piloted‖ in the local affiliates.
28. DYNAMIC CONTENT AND CALL
ROUTES
Combine the geolocation features in a
rep’s iPad with the deep data from a
company CRM to get more efficiency
and deeper personalization.
Cognizant, How to Properly Deploy the iPad Within the Pharma Sales Force, 2013
Know the rep:
Show real-time call activity and
dynamically reroute reps based
on proximity to opportunity, recent
calls/cancelations, even traffic
patterns.
Know the healthcare professional:
Recommend relevant content for the call or prompt new learning modules with
just-in-time relevance. Follow up with quick requests for rep ratings and feedback.
29. MAKING THE PACKAGE SALE
A number of converging trends—from more personalized medicine to more
commoditized categories—will prompt a more packaged selling system, one that
combines a diagnostic tool with a proven support system to both identify a
patient and help him or her succeed on a given Rx.
Diagnostic + Product + Support
[more personalized medicines] [more successful patients]
More medical knowledge for
reps, ability to give live
demonstrations, and do
hands-on training with staff
New kinds of research and
data that prove the outcomes-
based value of patient support
programs
30. NAVIGATORS OF NEW DATA
The shift to more outcomes-driven reimbursement is changing the kind of data doctors
want. But that doesn’t mean the skills to use it—or challenge it—will be there.
Reps will be the field guides who help use EHR to power investigator-initiated
mini trials:
From: The results of big, multi-
phase, clinical trials
To: Experience and data about patient
populations like theirs
• Working with physicians in large practices
to pilot new drugs/indications with small
numbers of patients
• Mining/comparing/rationalizing the data
• Empowering entirely new kinds of
KOLs, ones driven by numbers, relevant to
small groups of peers, and connected
across digital networks
31. TALK TO US
To discuss this report live or request a presentation of
trends, please contact Leigh Householder at 614-543-6496 or
leigh.householder@gsw-w.com.
Visit us at GSW-W.com
Or HealthExperienceProject.com