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Oncology remains most restrictive specialty for second year
Date:7/30/2013

EVANSTON, Ill., July 30, 2013 /PRNewswire/ -- Oncology remains the most restrictive specialty for pharmaceutical sales representative access this year for the second year in a row. This according to the spring 2013 AccessMonitor™ report from global consulting firm ZS Associates.

The report found that about 65 percent of oncologists in the United States placed moderate-to-severe restrictions on visits from pharmaceutical sales reps. By comparison, about 58 percent of cardiologists and 47 percent of primary care physicians restrict rep access to the same degree. Oncology is the most restrictive of the 20 common medical specialties measured in the report. By comparison, only 17 percent of oncologists restricted access to reps in 2008.

"Today, the average rep can see an oncologist only seven or eight times per year – and even the best reps visit oncologists just once per month," said Ganesh Vedarajan, principal and leader of the oncology and specialty therapeutics practice at ZS Associates. "Access has continued to decline due to an increased number of oncology reps trying to reach the doctors and an increasing number of doctors joining institutions that severely restrict rep access."

Access to physicians overall has declined consistently since the first survey in 2008. In 2013, 45 percent of the prescribers placed significant restrictions on rep access, compared to 35 percent of prescribers one year ago and 23 percent in 2008.

AccessMonitor™ incorporates sales-call reports from more than 200 different U.S. pharmaceutical sales teams. The report examines how often approximately 325,000 physicians and other prescribers meet with pharmaceutical sales representatives who visit them.

Access varies across the country

Access to oncologists is challenging for oncology sales reps throughout the United States. However, it is most restricted
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SOURCE ZS Associates
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