Navigation Links
Effectively Influencing the Hospital Marketplace to Win a Place on Formularies
Date:4/1/2008

CHAPEL HILL, N.C., April 1, 2008 /PRNewswire/ -- Faced with shrinking staffs and less physician availability, pharmaceutical sales forces are having a challenging time serving the hospital marketplace. As their time to communicate with physicians continues to shrink, sales reps for the pharma industry are turning to other decision-makers in the hospital market to win a place on formularies, according to research from benchmarking leader Best Practices, LLC.

The study provides strategic insight into the optimal sales strategy, structure and resources for influencing the hospital market. Review a complimentary excerpt of the study at http://www3.best-in-class.com/rr922.htm.

Among hospital administrative personnel, pharmacy and therapeutic committee members are the key formulary decision-makers for both hospital networks and local hospitals, according to the study. Likewise, best-in-class companies don't view it as effective to target senior administrative decision- makers such as CEOs and COOs at hospital networks, the research found.

Additionally, the 66-page report, Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace, found that 80 percent of companies focus additional sales force training on hospital system networks to help their sales forces navigate the decision- making structure of hospital networks.

The research encompasses all the key hospital market segments, from community hospitals to Academic Medical Centers. Companies that participated in the study and shared their hospital sales force strategies include: Bayer, Eli Lilly, AstraZeneca, Novartis, GlaxoSmithKline, Johnson & Johnson and Pfizer.
The study's key focus areas include:

-- Targeting Key Decision Makers/Influencers in Making Formulary

Decisions

-- Hospital Sales Force Alignment, Structure and Support

-- Hospital Sales Force Staffing and Training

-- Group Purchasing Organization Targeting and Sales Force Size

To learn more about this report, including information about the research participants, key findings and sample best practices, please download a complimentary excerpt and study overview at http://www3.best-in-class.com/rr922.htm .

For questions or additional information on Best Practices, LLC's other products and services, please call Cameron Tew at 919-767-9246 or email ctew@best-in-class.com. Also, visit our Web site at http://www.best-in-class.com/ .

ABOUT BEST PRACTICES, LLC

Best Practices, LLC is a research and consulting firm that conducts work based on the principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. For more information, call 919-403-0251 or visit http://www3.best-in-class.com/.


'/>"/>
SOURCE Best Practices, LLC
Copyright©2008 PR Newswire.
All rights reserved

Related medicine news :

1. How to effectively avoid many common complications and liver damage in bile duct exploration?
2. Prime Therapeutics Introduces Efficiency Program to Help Employers Understand How to Most Effectively Spend Pharmacy Dollars
3. New therapy effectively treats deep vein thrombosis
4. Mayo Clinic study shows drug could effectively treat, prevent the spread of breast cancer
5. Generous Donors Allow Red Cross to Respond Swiftly and Effectively to California Wildfires
6. Radiation seeds effectively cure prostate cancer in young men
7. Tiny radioactive spheres effectively treat cancer that has spread to the liver
8. Study finds multiple neglected tropical diseases effectively treated with drugs
9. Can racial health disparities be effectively reduced?
10. T vs. B: Re-engineered human T cells effectively target and kill cancerous B cells
11. Nucletron Announces Management Buy-Out to More Effectively Meet the Demands of Its Customers and the Radiation Therapy Community
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:6/25/2016)... ... June 25, 2016 , ... "With 30 hand-drawn hand gesture ... said Christina Austin - CEO of Pixel Film Studios. , ProHand Cartoon’s package ... Final Cut Pro X . Simply select a ProHand generator and drag it ...
(Date:6/25/2016)... ... June 25, 2016 , ... Conventional wisdom preaches the ... In terms of the latter, setting the bar too high can result in disappointment, ... just slow progress toward their goal. , Research from PsychTests.com reveals ...
(Date:6/24/2016)... , ... June 24, 2016 , ... ... and Scientific Sessions in Dallas that it will receive two significant new grants ... grants came as PHA marked its 25th anniversary by recognizing patients, medical professionals ...
(Date:6/24/2016)... ... ... People across the U.S. are sharpening their pencils and honing their writing ... which patients and their families pay tribute to a genetic counselor by nominating him ... Genetic Counselors (NSGC) Annual Education Conference (AEC) this September. , In April, Genome ...
(Date:6/24/2016)... ... 2016 , ... National recruitment firm Slone Partners is pleased to ... genomics experience, as Vice President of North American Capital Sales at HTG Molecular ... the sales team in the commercialization of the HTG EdgeSeq system and associated reagents ...
Breaking Medicine News(10 mins):
(Date:6/23/2016)... Research and Markets has announced the ... to 2022" report to their offering. ... patients with kidney failure, it replaces the function of kidneys ... blood and thus the treatment helps to keep the patient ... Increasing number of ESRD patients & substantial ...
(Date:6/23/2016)... DUBLIN , June 23, 2016 ... "Global MEMS Devices Medical Market Analysis 2016 - Forecast to ... The report contains up to date financial ... reliable analysis. Assessment of major trends with potential impact on ... dive analysis of market segmentation which comprises of sub markets, ...
(Date:6/23/2016)... RIDGE, Ill. and INDIANAPOLIS ... of students receiving a Lilly Diabetes Tomorrow,s Leaders Scholarship ... The 2016 scholarship winners, announced today online at ... to let type 1 diabetes stand in the way ... Diabetes has supported the Foundation,s scholarship program since 2012, ...
Breaking Medicine Technology: