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

n times per year. On average, a rep carrying three or more products is twice as likely to have access to even the most restrictive oncologists (26 percent vs. 13 percent for reps carrying one or two products).

Implications for biopharmaceutical companies

Every company may not have a launch product or the ability to promote multiple products, but the key to access is for pharmaceutical manufacturers to think differently about how reps can deliver unique, tailored and relevant offerings to oncology providers.

"There are several areas where manufacturers can help oncologists, but these needs vary by practice setting, geography and the type of cancer they treat," said Roffman. 

Companies must adapt their message and approach to meet the varying and evolving needs of their customers. In particular, companies can focus on three areas to improve access. First, they must rethink their approach to academic institutions and large practices.

"The traditional one-to-one selling is no longer sufficient and companies are piloting different account management models to increase the customization and relevance to a large customer," said Roffman.

Second, pharmaceutical companies must customize the portfolio of products that each sales rep carries to become more customer-focused. For example, some companies have evolved their product-focused sales teams to become more tumor-focused. This enables reps to tailor their offerings to particular treatment areas of interest to each oncologist.

Third, to maintain long-term access and relevance to oncologists, companies must develop new, innovative customer engagement models – designed not from the perspective of the pharmaceutical company, but from the perspective of the customer. The trend is toward improving the sales process to optimize customer experience.

Roffman said, "Many companies are building systematic ways to identify the drivers of positive customer experienc
'/>"/>

SOURCE ZS Associates
Copyright©2012 PR Newswire.
All rights reserved

Page: 1 2 3 4 5

Related medicine technology :

1. Report Presents a Framework for Successful New Oncology Product Launches in the Pharmaceutical Sector
2. Thomson Reuters Launches New Mobile Oncology Decision Support Solution for R&D Pharmaceutical Leaders
3. Lilly Oncology To Disclose New Pipeline Data At ASCO 2012
4. Telik Announces the Publication of Two Reports in the Journal Of Hematology & Oncology Describing the Results of a Clinical Study of Telintra® in Combination With Revlimid® and a Genomic Study Designed to Identify Genes That Predict Response to Teli
5. Pharmacyclics Announces Oral Presentations and Clinical Update of Ibrutinib (PCI-32765) at the 2012 Annual Meeting of the American Society of Clinical Oncology
6. Eisai Oncology to Present New Research on Product Portfolio and Pipeline at ASCO Annual Meeting
7. Prodigy Generics and eVenus Announce the Launch of Oncology Injectable Irinotecan.
8. Agendia Announces Nine Studies in Breast and Colon Cancer for Presentation at 2012 Annual Meeting of the American Society of Clinical Oncology (ASCO)
9. Marshall Edwards Announces First Cohort Of Patients Dosed In Phase I Clinical Trial Of Oncology Drug Candidate ME-344
10. Novocure™ to Present NovoTTF™ Therapy Data at the 2012 Annual Scientific Meeting of the American Society of Clinical Oncology
11. Elekta to Demonstrate Latest MOSAIQ OIS Innovations for Oncology Practices at 2012 ASCO Annual Meeting
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:1/23/2015)... (NYSE: MNK ) announced today that its ... The open-ended authorization permits the company to repurchase up ... "Funding additional initiatives and seeking attractive business ... pursue a range of focused growth strategies," said ...
(Date:1/22/2015)... , Jan. 22, 2015  ViewRay™, a privately held ... into an exclusive distributor agreement with ITOCHU Corporation (Tokyo ... therapy system for the treatment of cancer in ... system, is the world,s first and only MRI-guided radiation ...
(Date:1/22/2015)... , Jan. 22, 2015 /PRNewswire/ - Pivotal Therapeutics Inc. (OTCQX:PVTTF; ... a focus on Omega-3 therapies for cardiovascular disease and overall ... the Company,s accomplishments in 2014 and its outlook for 2015 ... Dear Fellow Shareholders, We would like to take ...
Breaking Medicine Technology:Mallinckrodt plc Announces Share Repurchase Program 2Mallinckrodt plc Announces Share Repurchase Program 3Mallinckrodt plc Announces Share Repurchase Program 4ITOCHU Named the Exclusive Distributor for ViewRay's MRI-Guided Radiation Therapy System in Japan 2Pivotal Therapeutics: Year in Review and CEO Update 2Pivotal Therapeutics: Year in Review and CEO Update 3Pivotal Therapeutics: Year in Review and CEO Update 4Pivotal Therapeutics: Year in Review and CEO Update 5Pivotal Therapeutics: Year in Review and CEO Update 6Pivotal Therapeutics: Year in Review and CEO Update 7
... U.S. Food and Drug Administration has scheduled its fourth ... those unfamiliar with the process for Feb. 28 – ... Keck Graduate Institute. (Logo:   http://photos.prnewswire.com/prnh/20090824/FDALOGO ) ... Organization of Rare Disorders and the Genetic Alliance, will ...
... /PRNewswire-Asia/ -- China Sky One Medical, Inc. ("China ... CSKI ), a leading fully integrated pharmaceutical ... today announced that Heilongjiang Tianlong Pharmaceutical, Inc. ("Tianlong"), ... a "Top Ten Branded Company Trusted by Consumers" ...
Cached Medicine Technology:Fourth FDA Orphan Drug Designation Workshop Scheduled for Feb. 28 - March 1, 2011 2China Sky One Medical Receives Medical Industry Awards 2China Sky One Medical Receives Medical Industry Awards 3
(Date:1/22/2015)... (PRWEB) January 23, 2015 VogueQueen is a ... affordable prices and many designers are thrilled to have it ... business announces its new collection of prom dresses for the ... to drive the strategic vision and he focuses on continuing ...
(Date:1/22/2015)... (PRWEB) January 23, 2015 Angelweddingdress is a ... business invites its customers to follow it on Facebook, Twitter, ... a Valentine’s Day gift. Angelweddingdress draws a lottery every week. ... Sale to Feb. 28, 2015. Click Angelweddingdress homepage ...
(Date:1/22/2015)... (PRWEB) January 23, 2015 AngelWeddingDress, the ... of 2015 maternity wedding dresses. View website ... are looking for maternity wedding dresses online for a ... gowns with high quality for them. Its maternity wedding ...
(Date:1/22/2015)... Juvent Sports ( http://www.juventsports.com ) and David ... Show to bestow a Juvent Sports Achievement award upon ... McKitrick. The award commemorated and congratulated McKitrick for her ... won her first amateur tournament in 1979 and most ...
(Date:1/22/2015)... 22, 2015 Thousand of GranuFlo lawsuits ... recalled its GranuFlo and NaturaLyte dialysis concentrates continue to ... U.S. District Court, District of Massachusetts, Bernstein Liebhard LLP ... Court has remanded a case filed by the state ...
Breaking Medicine News(10 mins):Health News:VogueQueen Unveils New Designs of Prom Dresses for 2015 2Health News:Angelweddingdress Invites Its Customers To Follow It On Facebook, Twitter, And Pinterest 2Health News:AngelWeddingDress Has Recently Released Its Collection Of 2015 Maternity Wedding Dresses 2Health News:All-Time Leading Female Amateur Golfer Arlene McKitrick Receives Juvent Sports Achievement Award at 2015 PGA Show 2Health News:All-Time Leading Female Amateur Golfer Arlene McKitrick Receives Juvent Sports Achievement Award at 2015 PGA Show 3Health News:Court Overseeing Federal GranuFlo Lawsuits Remands Louisiana Claim Back to State Court, Bernstein Liebhard LLP Reports 2Health News:Court Overseeing Federal GranuFlo Lawsuits Remands Louisiana Claim Back to State Court, Bernstein Liebhard LLP Reports 3Health News:Court Overseeing Federal GranuFlo Lawsuits Remands Louisiana Claim Back to State Court, Bernstein Liebhard LLP Reports 4
... disease carries same risk as other circulatory problems, experts ... People suffering from age-related macular degeneration (AMD) have twice ... Australian researchers report. , The degenerative eye disease is ... adults in developed countries and affects the center of ...
... Feb. 28 /PRNewswire-FirstCall/ - MDS Inc. (TSX: MDS; ... to the global life,sciences markets, announced that the ... Thursday, March 6., The Company will also ... President and Chief Executive Officer and Douglas Prince,Executive ...
... Eli Lilly and Company,(NYSE: LLY ) ... U.S. Food and,Drug Administration for Zyprexa(R) long-acting injection ... schizophrenia in adults, the,company announced today. Zyprexa LAI ... medication Zyprexa (olanzapine) with a,pamoate salt, resulting in ...
... First Multimedia Effort to Launch Contact Lenses in Puerto ... ... Feb. 28 Johnson & Johnson Vision,Care, today announced a multi-faceted marketing ... Brand Contact Lenses in Puerto Rico, the Caribbean and Central,America., Following ...
... Leading Specialty Toy Retailer Highlights ,Ten Toys That Speak To ... ... This weekend, Toys"R"Us, in,conjunction with the Toys"R"Us Children,s Fund, will kick off ... to facilitating research that will uncover the,causes of, develop treatments for and ...
... is more predominant in women, the reasons for this ... estrogen on the risk and severity of RA, but ... using data from the Womens Health Initiative (WHI) clinical ... no significant differences in the risk of developing RA ...
Cached Medicine News:Health News:Age-Related Macular Degeneration Doubles Heart Attack and Stroke Risk 2Health News:Age-Related Macular Degeneration Doubles Heart Attack and Stroke Risk 3Health News:FDA Issues Not-Approvable Letter for Lilly's Zyprexa(R) Long-Acting Injection (LAI) for Schizophrenia Treatment 2Health News:FDA Issues Not-Approvable Letter for Lilly's Zyprexa(R) Long-Acting Injection (LAI) for Schizophrenia Treatment 3Health News:FDA Issues Not-Approvable Letter for Lilly's Zyprexa(R) Long-Acting Injection (LAI) for Schizophrenia Treatment 4Health News:FDA Issues Not-Approvable Letter for Lilly's Zyprexa(R) Long-Acting Injection (LAI) for Schizophrenia Treatment 5Health News:FDA Issues Not-Approvable Letter for Lilly's Zyprexa(R) Long-Acting Injection (LAI) for Schizophrenia Treatment 6Health News:Eyes on Puerto Rico: Johnson & Johnson Markets New Contact Lenses Directly to Consumers 2Health News:Eyes on Puerto Rico: Johnson & Johnson Markets New Contact Lenses Directly to Consumers 3Health News:Toys'R'Us Kicks Off Fundraising Campaign to Benefit Autism Speaks 2Health News:Toys'R'Us Kicks Off Fundraising Campaign to Benefit Autism Speaks 3Health News:Hormone replacement therapy appears to have no effect on risk and severity of rheumatoid arthritis 2
... Laboratories is a national reference laboratory and ... and development. ARUP offers an extensive test ... tests in clinical and anatomic pathology. Owned ... clients include more than half of the ...
... ARUP Laboratories is a national reference laboratory ... research and development. ARUP offers an extensive ... medical tests in clinical and anatomic pathology. ... Laboratories' clients include more than half of ...
... reference laboratory and a worldwide leader in ... an extensive test menu of highly complex ... anatomic pathology. Owned by the University of ... half of the nation's university teaching hospitals ...
... reference laboratory and a worldwide leader in ... an extensive test menu of highly complex ... anatomic pathology. Owned by the University of ... half of the nation's university teaching hospitals ...
Medicine Products: