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

in areas with major cancer centers. For example, the MD Anderson Cancer Center, Mayo Clinic and Dana-Farber Cancer Institute are all located in metro areas that fall in the bottom 20 percent in terms of access to oncologists.

"Access has historically been challenging in academic institutions, so it's no surprise these places remain restrictive," said Vedarajan. "However, in recent years, we've seen a similar decrease in access to large group practices as they attempt to improve efficiencies and streamline their business models. In the same vein, parts of Texas, Georgia and Florida also have high access restrictions."

Access varies across biopharmaceutical companies

While access is down overall, oncologists do not necessarily restrict all pharmaceutical companies or reps uniformly. According to AccessMonitor™, several factors, such as carrying a newly launched drug or broader portfolio of products, may open doors to more frequent physician visits.

Teams of sales reps carrying at least one new product are able to call on oncologists 33 percent more frequently than reps without new products (10.4 times per year compared to 7.8 times per year). However, this window closes quickly – after six months, teams with a new product are only able to call on oncologists 5 percent more frequently than reps not carrying launch products.

"While it is not possible to always have a new launch product, new information is a way to open doors," said Jon Roffman, associate principal with ZS Associates. "What can help is for pharmacos to be thoughtful about their ongoing studies and data publication strategy."

According to AccessMonitor™, oncology reps with three or more products are able to visit physicians an average of 10 times per year. But those carrying just one or two products only see physicians an average of seve
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SOURCE ZS Associates
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