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25 Data Graphics
12 Best Practices
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Health Care; Pharmaceutical; Diagnostic; Biotech; Chemical; Manufacturing; Medical Device; Consumer Products
abbott; GlaxoSmithKline; Genzyme; Ipsen; Celgene; Xanodyne Pharmaceuticals; Astellas; Ther-Rx; Bristol-Myers Squibb; Amylin; MSD; Hospira; RECKITT BENCKISER; Genentech; Roche; Sandoz; Merck; Bayer
This report explore best practices in the use and management of physician e-sampling as a means “to obtain access” to prescribing physicians. The report benchmarks how pharmaceutical companies organize their sampling efforts and explores the alignment of activities with specific goals for these approaches, such as the percentage of physicians served through physician e-sampling, volume of samples direct shipped, sampling methods (direct orders, vouchers, etc.), peripheral activities (e.g., physician signatures, temperature monitoring), budgets, and performance metrics.
The report also offers broader qualitative insights into the trends, successes, and pitfalls associated with these efforts as well as strategic implications for physician access and other elements of the commercial model.
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.