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Latest Trend in Drug Manufacturer Sales Allows Doctors to Obtain Product Samples Online

CHAPEL HILL, N.C., Sept. 5, 2012 /PRNewswire/ -- Studies have shown that U.S. patients are more likely to fill a prescription after initially receiving a sample from a physician.  

However, as the access of pharmaceutical sales reps to doctors has declined in recent years – and companies have been forced to cut the size of their sales forces – drug manufacturers have toyed with new ways to deliver product samples to physicians.

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.

Thus, to help offset the diminishing returns of traditional physician sampling, some companies – 46% according to "Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service & Cost Benefits" – have begun initiating E-sampling programs simultaneously with product launch.

This critical report from Best Practices, LLC 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 33% of drug manufacturer brands were supported by E-sampling as opposed to traditional sales rep sampling, more companies are supplementing rep-based sampling with physician E-sampling and a few companies have moved to 100% E-sampling.

Key report topics include:

  • 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:

For more information on this study and other recent primary research studies, contact us at 919.403.0251 or at

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.

Best Practices, LLC believes in the profound 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.


SOURCE Best Practices, LLC
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