Forging Strategic Partnerships Best Practices
Best Practices, LLC has conducted extensive research in the field of Forging Strategic Partnerships. Browse through and sample our published Forging Strategic Partnerships research in the topics below:
| |  | Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service and Cost Benefits  
Non-members: Click here to review a complimentary excerpt from "Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service and Cost Benefits"
STUDY OVERVIEW
Pharmaceutical product samples have long been a sales tool for introducing both physicians and patients to a company's products. While still a powerful marketing tactic, sampling programs are evolving as the traditional sampling conduit - sales reps - face restricted access to physicians as well as declining FTE counts.
In this environment, many pharmaceutical companies recognize the need for alternative ways to supply physicians and their patients with samples. One approach that has gained momentum in the last several years is physician E-sampling - a program that enables physicians to order and manage prescription samples online. To inform sales and marketing leaders involved with sampling programs, Best Practices, LLC conducted a study to identify current practices and trends in physician E-sampling programs.
This study identifies and documents current practices and trends in physician e-sampling and explores the rationale for different tactical approaches to sampling and what constitutes success in physician e-sampling.
KEY TOPICS
Origins and Strategies of Physician E-Sampling Programs
Launching and Managing Physician E-Sampling Programs
Technology Applications to Enable Physician E-Sampling Systems
Measuring & Managing Performance for Physician E-Sampling Systems
SAMPLE KEY METRICS
Length of time company has been using physician E-sampling
Number of physician E-sampling requests processed on monthly basis
Title and department that senior-most person in E-sampling reports to
Number of FTEs in the group managing physician E-sampling program
Percentage of promotional budget spent on E-sampling process
At what stage of a drug's life-cycle do you start physician E-sampling
What percentage of company's brands supported by E-sampling versus sales rep sampling
How often can physicians order samples through physician E-sampling
What are the key metrics used to evaluate your physician E-sampling program
SAMPLE KEY FINDING
Physician E-Sampling Is Now An Established Tactic: Sales reps are still the primary sampling channel -- but Physician E-Sampling is growing and maturing. As sales resources shrink, companies look for efficient ways to access physicians. In the benchmark class at large, 1/3 of sampling has moved to Physician E-Sampling with 2/3 still delivered through sales reps. However, more companies are supplementing rep-based sampling with Physician E-Sampling and a few companies have moved to 100% Physician E-Sampling . For most, the Physician E-Sampling system is a field tactic coupled with individual products, therapeutic area or lifecycle. It is not yet a broad-based company-wide strategy among larger companies.
METHODOLOGY
Thirty one research respondents from 22 companies participated in this project. The majority of companies in this study represent United States operations, with 9 of the top 21 pharmaceutical companies surveyed.
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