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 , ... As a lifelong Southern Californian, Dr. Omkar ... M.D from the David Geffen School of Medicine at UCLA. He trained in Internal ... complete his fellowship in hematology/oncology at the UCLA-Olive View-Cedars Sinai program where he had ...
(Date:6/25/2016)... ... June 25, 2016 , ... On Friday, June 10, Van Mitchell, Secretary of ... award to iHire in recognition of their exemplary accomplishments in worksite health promotion. , ... Workplace Health & Wellness Symposium at the BWI Marriott in Linthicum Heights. iHire was ...
(Date:6/24/2016)... ... June 24, 2016 , ... A recent article published June 14 ... The article goes on to state that individuals are now more comfortable seeking to ... operations such as calf and cheek reduction. The Los Angeles area medical group, Beverly ...
(Date:6/24/2016)... ... ... June 19, 2016 is World Sickle Cell Observance Day. In an effort ... holistic treatments, Serenity Recovery Center of Marne, Michigan, has issued a pain ... Disease (SCD) is a disorder of the red blood cells, which can cause episodes ...
(Date:6/24/2016)... ... June 24, 2016 , ... The Pulmonary Hypertension ... that it will receive two significant new grants to support its work to ... its 25th anniversary by recognizing patients, medical professionals and scientists for their work ...
Breaking Medicine News(10 mins):
(Date:6/23/2016)... Roche (SIX: RO, ROG; OTCQX: RHHBY) announced ... BRAHMS PCT (procalcitonin) assay as a dedicated testing solution ... this clearance, Roche is the first IVD company in ... sepsis risk assessment and management. PCT is ... levels in blood can aid clinicians in assessing the ...
(Date:6/23/2016)... 2016 Bracket , a leading clinical trial ... clinical outcomes platform, Bracket eCOA (SM) 6.0, at the ... – 30, 2016 in Philadelphia , Pennsylvania.  ... Assessment product of its kind to fully integrate with RTSM, ... eCOA 6.0 is a flexible platform for electronic clinical outcomes ...
(Date:6/23/2016)... 23, 2016 Revolutionary technology includes ... Oticon , industry leaders in advanced audiology and hearing ... Oticon Opn ™, the world,s first internet connected hearing ... IoT devices.      (Photo: http://photos.prnewswire.com/prnh/20160622/382240 ... number of ,world firsts,: , TwinLink™ - ...
Breaking Medicine Technology: