Comments on: The Complicated Dance of Doctors and Drug Representatives http://privatepractice.md/2009/07/the-complicated-dance-of-doctors-and-drug-representatives/ Lessons They Forgot To Teach You In Medical School Wed, 25 Aug 2010 22:04:00 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: Sue Brissette http://privatepractice.md/2009/07/the-complicated-dance-of-doctors-and-drug-representatives/comment-page-/#comment-295 Sue Brissette Thu, 06 Aug 2009 14:49:55 +0000 http://privatepractice.md/?p=356#comment-295 Hi Rich - I agree about nixing lunches and freebies but I do have a fondness for samples because I think they can serve a patient purpose. According to a 2006 study by The Cutting Edge, 20% of new prescriptions go unfilled, while up to 85% of prescriptions never get refilled. (The refill number seems very high; makes me wonder about the methodology...) This data is disturbing. I think samples can help connect patients with meds. The full report, "Patient Compliance, Disease Management and Consumer Outreach," is available for purchase at http://www.PharmaDiseaseManagement.com. There's a free summary but it's a teaser. The report is aimed at helping pharma capture this market, not generally useful to the rest of us but did produce an interesting statistic or two. Mark, I'm betting the tide is going to turn on this approach so hold on. Hi Rich – I agree about nixing lunches and freebies but I do have a fondness for samples because I think they can serve a patient purpose. According to a 2006 study by The Cutting Edge, 20% of new prescriptions go unfilled, while up to 85% of prescriptions never get refilled. (The refill number seems very high; makes me wonder about the methodology…) This data is disturbing. I think samples can help connect patients with meds.

The full report, “Patient Compliance, Disease Management and Consumer
Outreach,” is available for purchase at http://www.PharmaDiseaseManagement.com. There’s a free summary but it’s a teaser. The report is aimed at helping pharma capture this market, not generally useful to the rest of us but did produce an interesting statistic or two.

Mark, I’m betting the tide is going to turn on this approach so hold on.

]]> By: Dr. Rich Berning http://privatepractice.md/2009/07/the-complicated-dance-of-doctors-and-drug-representatives/comment-page-1/#comment-293 Dr. Rich Berning Thu, 06 Aug 2009 13:06:06 +0000 http://privatepractice.md/?p=356#comment-293 Good point Mark. My opinion is that physicians or their staff should not just expect to get lunch or some other "freebie" from any sales representative. I know offices that have a policy against listening to any salesperson during patient care hours, or ever, and that's a personal policy issue for the practice. But sales people are just trying to earn a living and do their job and I believe it's common courtesy to hear them out. I prefer they call and schedule a mutually agreeable time rather than just showing up however. Good point Mark. My opinion is that physicians or their staff should not just expect to get lunch or some other “freebie” from any sales representative. I know offices that have a policy against listening to any salesperson during patient care hours, or ever, and that’s a personal policy issue for the practice. But sales people are just trying to earn a living and do their job and I believe it’s common courtesy to hear them out. I prefer they call and schedule a mutually agreeable time rather than just showing up however.

]]> By: Mark Bebout http://privatepractice.md/2009/07/the-complicated-dance-of-doctors-and-drug-representatives/comment-page-1/#comment-294 Mark Bebout Wed, 05 Aug 2009 16:42:05 +0000 http://privatepractice.md/?p=356#comment-294 Another negative impact that big pharma sales techniques have had is on sales people in non-pharma industries who sell to physicians practices. Pharma sales techniques have poisoned the well by creating an utterly expensive sales process that non-pharma companies cannot meet, the dreaded lunch and learn! I have actually been in offices on sales calls and was asked by the physicians if I was bringing in food for the staff. It has really become the standard in many offices. Another negative impact that big pharma sales techniques have had is on sales people in non-pharma industries who sell to physicians practices. Pharma sales techniques have poisoned the well by creating an utterly expensive sales process that non-pharma companies cannot meet, the dreaded lunch and learn!

I have actually been in offices on sales calls and was asked by the physicians if I was bringing in food for the staff. It has really become the standard in many offices.

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