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Even traditionally rep-friendly specialists will see fewer pharmaceutical sales reps this year, according to ZS Associates
Date:7/22/2014

EVANSTON, Ill., July 22, 2014 /PRNewswire/ -- The steady decline of pharmaceutical sales representative access to physicians is spreading to previously rep-friendly specialties, according to the spring 2014 AccessMonitor™ report from global sales and marketing consulting firm ZS Associates.     

AccessMonitor™ aggregates sales-call summaries from more than 200 U.S. pharmaceutical sales teams. The report examines how often approximately 325,000 physicians and other prescribers meet with the pharmaceutical sales reps who visit their offices.

Overall access to physicians has declined steadily since the first report in 2008, with about half (49 percent) of physicians in the U.S. placing moderate-to-severe restrictions on visits from pharma sales reps in 2014. This compares to 45 percent of prescribers who restricted rep access in 2013, 35 percent in 2012 and 23 percent in 2008.

"While it's discouraging that doctors may not meet as often with pharma reps, most physicians still view these reps as valuable sources of information," said Pratap Khedkar, principal and leader of the pharmaceuticals practice at ZS Associates. "Pharmacos just need to find new ways to reach these customers."

In terms of specialty physicians, ZS reported a decline in rep access among a host of previously rep-friendly specialties – such as dermatology, gastroenterology and pediatrics. For example, about 84 percent of dermatologists and 63 percent of gastroenterologists were fairly accessible to reps in the 2013 AccessMonitor™ report. Those numbers dropped to 67 percent and 47 percent, respectively, in this year's report. 

ZS concluded this decrease in physician access is driven by a number of factors: greater demands on doctors' time, growing payer/provider consolidations and an increasing number of younger doctors who would rather receive the latest news
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SOURCE ZS Associates
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