Many leading pharmaceutical companies recognize the need to explore different means and mechanisms to supply physicians and their patients with samples of prescription medications. This is especially true since many physicians have restricted access to the sales reps who traditionally helped order and restock samples as part of their detailing visits.
While some companies have made substantial forays into the world of physician e-sampling, usually as a supplement to traditional sampling, others have done less in this area. This is important when you consider that 30 percent of patients in the United States are more likely to fill a prescription after initially receiving a sample from a physician. This report 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.
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.