Articles
Is the role of the medical rep doomed?

Is the role of the medical rep doomed?

As they are bombarded with an assault of changing customer groups and pharma companies explore new channels with which to reach them, Peter West asks what fate is in store for the traditional medical rep. One could be forgiven for thinking that the medical rep is about to be added to the World Wildlife Fund’s list of endangered species. The pharma industry is awash with talk about the inevitable doom facing the medical rep...

Articles
The brave new world of pharmaceutical sales

The brave new world of pharmaceutical sales

In response to some of the questions raised around future pharma sales models and the fate of the rep, Jonathan Carney takes a look at the emerging model of Key Account Management and explores what it requires for success. Much has been written about the demise of the traditional pharmaceutical sales model and the “Complex Buying Environment” that now pervades within our industry...

Articles
Generic substitution – cost saver or resource drainer?

Generic substitution – cost saver or resource drainer?

As the UK faces the prospect of implementing new laws on generic substitution which would give pharmacists the right to dispense a generic against a branded prescription, Leslie Galloway explores potential outcomes and asks whether it is a good idea. In the UK, the 2009 Pharmaceutical Price Regulation Scheme (PPRS) settlement included a proposal by the Association of the British Pharmaceutical Industry (ABPI) for the introduction of generic substitution (GS) from 2010...

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  5. PhRMA hires ex-House Majority Leader Eric Cantor as its CEO

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