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Current Trends and Future Directions in Physician E-Sampling Programs for the Pharmaceutical Industry

CHAPEL HILL, N.C., Nov. 11, 2011 /PRNewswire/ -- It's a well known metric in pharmaceutical marketing: 30 percent of U.S. patients are more likely to fill a prescription after initially receiving a sample from a physician. 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 of prescription medications. 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, leading pharmaceutical consulting firm Best Practices, LLC conducted a study to identify current practices and trends in physician E-sampling programs.

"Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service & Cost Benefits" presents an array of E-sampling program benchmarks that document the current state of this important tactic at leading pharmaceutical organizations, such as E-sampling prevalence, volume, budget, allocated FTEs, and performance measurement. The 46-page study also reviews how organizations manage E-sampling programs and their benefits and pitfalls.

While the study found only a third of the participants' brands were supported by E-sampling versus sales rep sampling, more companies are supplementing rep-based sampling with physician E-sampling and a few companies have moved to 100 percent E-sampling. "Particularly in open territories, it keeps the product 'alive' in the physicians offices," said one vice president who participated in the study.

Key study objectives were:

  • Benchmarking how pharmaceutical companies organize their efforts in E-sampling
  • Identifying common organizational structures, budgets, and performance measurement processes
  • Gaining insights into trends, challenges, and lessons learned in this tactic

This new report will help the organizations improve the efficiency and effectiveness of their E-sampling programs through the benchmarks provided by 31 leaders at 22 organizations, including nine Top 25 pharma companies.

To access the full report or to download a complimentary summary containing insights found in this report, click on the following link:


Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations. For more information about Best Practices, LLC visit our Web site at

SOURCE Best Practices, LLC
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