Commercialization: Page 83

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    Salesforces

    SALES & Marketing Salesforces The Salesforce of the Future: MORE SERVICE, LESS SELL As companies — Sanofi-Aventis, Merck, Wyeth, Schering-Plough, Novartis — continue to make headlines for collectively laying off thousands of sales representatives, the industry looks for innovative ways to do ...

    By PharmaVoice Team • Nov. 22, 2008
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    Development

    development RESEARCH & Development BY DENISE MYSHKO Models of CHANGE In the future, successful biopharmaceutical companies will be those that have reviewed R&D business models and implemented updated strategies for improving the development of new products. The pharmaceutical industry is ...

    By PharmaVoice Team • Nov. 22, 2008
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    Early Research

    RESEARCH & Development Early Research The Future of innovation Discovery and research technologies are advancing and will have a tremendous impact on the pipelines of the future. BY DENISE MYSHKO The way new medicines are discovered is on the cusp of revolutionary change. Advances in the unde...

    By Denise Myshko • Nov. 22, 2008
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    Globalization

    Corporate Strategy GLOBALIZATION BY TAREN GROM Risks and Rewards The global landscape is changing. Countries once thought of as secondary or tertiary markets are providing opportunities for not only pharmaceutical companies but for their contract research and marketing partners as well. IMS’s 200...

    By Taren Grom • Nov. 22, 2008
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    The Corner Office

    Corporate Strategy A review of the annual reports and public statements of more than two dozen of the industry’s publicly traded pharmaceutical/biotechnology companies reveals the top trends as identified by the CEOs, presidents, and executive management teams of these industry standard bearers. ...

    By PharmaVoice Team • Nov. 22, 2008
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    Crystal Ball

    LOOKING Forward The CRYSTAL BALL We asked our readers to act as prognosticators and identify the top trends that they expect to shape the industry in the coming year and beyond. Some of their responses may already be part of your strategic vision, while others may add a wrinkle to your plans. Whe...

    By PharmaVoice Team • Nov. 22, 2008
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    At A Glance

    Looking Forward At a GLANCE This special Year in Preview issue provides insights into the trends that will impact the industry in the coming year and beyond. Below are some highlights from the sectors covered in the following pages. Focus on specialty markets David Avitabile President JFK Communi...

    By PharmaVoice Team • Nov. 22, 2008
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    Talent Pool

    Pharma POOL Dr. Barry Goldstein Merck Appoints Head of Diabetes, Obesity Development Global pharmaceutical company Merck, Whitehouse Station, N.J., has named Barry Goldstein, M.D., Ph.D., FACP, FACE, VP of diabetes and obesity clinical development. In addition to leading overall development of co...

    By PharmaVoice Team • Nov. 22, 2008
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    E-Media

    NEW ELECTRONIC AND WEB BASED APPLICATIONS, SITES, AND TECHNOLOGIES The latest interactive sales training guide from Total Learning Concepts, Introduction to Pharmaceutical Sales, uses the company’s serious gaming technology platform, Qube, to provide a comprehensive primer for under standing and ...

    By PharmaVoice Team • Nov. 22, 2008
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    What's New

    NEW HEALTHCARE RELATED PRODUCTS, SERVICES, AND COMPANIES The American Heart Association has launched the last of its updated cardiology subspecialty journals published under the banner of Circulation: Journal of the American Heart Association by Lippincott Williams &Wilkins, part of Wolters K...

    By PharmaVoice Team • Nov. 22, 2008
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    UpFront

    CONSUMER PERSPECTIVE Consumers Wary of Therapeutic Switches Almost three quarters of prescription drug users would be very concerned if a drug they were prescribed was switched to another drug designed to treat the same condition without their doctor’s knowledge, according to a survey released by...

    By PharmaVoice Team • Nov. 22, 2008
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    Table of Contents

    Contents November/December 2008 98 PATIENT EDUCATION Product managers still need to reach patients with messages that resonate on a personal level. 102 DOCTORS’CHOICE AWARDS A review of the 2008 winners. IN EVERY ISSUE 3 Letter from the Editor 6 UpFront 104 What’s New 108 EMedia 113 OnThe Calenda...

    By PharmaVoice Team • Nov. 22, 2008
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    Hitting a Mobile Target

    Hitting a Mobile Target By Carolyn Gretton “The pharmaceutical industry, in general, is relatively progressive when it comes to finding innovative solutions to its business problems," says James Carr, Pharm.D., VP of marketing, ARCA Biopharma. “The development may be partly held back by slow ele...

    By PharmaVoice Team • Oct. 26, 2008
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    Reaching The Target Audience More Effectively Through an E-Platform

    28 October 2008 VIEW on ESolutions EPLATFORMS In the current promotional environment, pharmaceutical marketers are increasingly challenged to reach high prescribing physicians or potential high prescribing physicians in the top deciles. To overcome this challenge, marketers need a better way to t...

    By PharmaVoice Team • Oct. 24, 2008
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    Reaching Health Consumers On The Web

    24 October 2008 VIEW on ESolutions EMARKETING A smiling woman walks briskly down a wooded path as an authoritative voice extols the virtues of a new drug and rushes through a dizzying array of potential side effects.This scene has become so common that it has been lampooned in TV and print. Since...

    By PharmaVoice Team • Oct. 24, 2008
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    The Importance of Data Analysis

    22 October 2008 VIEW on ESolutions EMARKETING These days, just about every pharmaceutical brand has some kind of online presence. Depending on category and audience, it may range from a basic website to a complex online footprint that leverages multimedia and social networks. Often people review ...

    By PharmaVoice Team • Oct. 24, 2008
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    Partnership & Power: Pharmaceutical Relationship Marketing in the 21st Century

    20 October 2008 VIEW on ESolutions EMARKETING The Web and the digital revolution have made the concept of eRelationship Marketing (eRM) more realistic for Pharma companies. Within Pharma, digital communications are gaining greater acceptance as both healthcare professionals (HCPs) and patients/co...

    By PharmaVoice Team • Oct. 24, 2008
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    People are Talking Behind Your (Brand's) Back! ... And That's Great News

    VIEW on ESolutions EMARKETING Social media is transforming the way that people talk about their health and your brand. Information is no longer disseminated just by experts or pharmaceutical marketers, but can come from anyone who is online. Patients, caregivers, doctors, pharmacists and nurses a...

    By PharmaVoice Team • Oct. 24, 2008
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    Supplier Showcase

    34 October 200 8 VIEW on ESolutions Showcase Advanstar Communications, Inc. 123 Tice Blvd. Ste. 300 Woodcliff Lake, NJ 07677 Phone: 2016905300 www.advanstar.com Engaging Customers Through Innovative Emarketing Solutions Advanstar Communications Healthcare Group has transformed our cutting edge pr...

    By PharmaVoice Team • Oct. 24, 2008
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    Letter from the Editor

    Health Network during third quarter 2008 grew to more than 49 million unique visitors between July 1 and Sept. 30. There is a discernable shift occurring in terms of focus and resource allotment.There are almost daily press releases announcing another company is reducing its sales force or realig...

    By PharmaVoice Team • Oct. 24, 2008
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    Virtual Pharma: Cheaper and Faster, but Doable?

    BY ROBIN ROBINSON More and more science-based projects are being shared across silos, networks, and organizations. At the same time, biomedical knowledge is expanding rapidly, but the existing drug-discovery process is unable to keep pace. The industry needs to fix what is broken, and the solutio...

    By Robin Robinson • Sept. 30, 2008
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    8th Annual PharmaLinx Charity Golf Outing

    Raising More than $10,000 for the Lankenau Institute for Medical Research Hosted by PharmaLinx LLC, publisher of PharmaVOICE Magazine We Extend Thanks to These Companies for Their Contributions GOLD CORPORATE SPONSORS Gallagher Benefits Services Inc. J. Knipper and Company Inc. BRONZE CORPORATE S...

    By PharmaVoice Team • Sept. 30, 2008
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    Sales Training for Managed Markets

    Today’s pharmaceutical environment is dominated by managed markets. And sales training programs have to evolve to address the special needs of these special markets. While sales representatives have a strong knowledge of the clinical aspects of their products, they may have a harder time being ab...

    By Denise Myshko • Sept. 30, 2008
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    Life After the Focus Group

    BY ROBIN ROBINSON IS THE FOCUS GROUP DEAD OR JUST DECLINING? While some people say the focus group is dead, others say it will never entirely disappear. Their opinions hinge on what position they hold in the market research process and what objective the research is trying to meet (turn to page 3...

    By Robin Robinson • Sept. 30, 2008
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    On the Calendar

    October 15 3rd Leadership Summit on Medicare Enrollment and PDE Data Reconciliation Hilton Old Town, Alexandria, Va. PharmaVOICE subscribers receive $300 discount; register using keycode HYU957. For more information, contact Jodi Bova, Center for Business Intelligence, at 781-939-2563, email jodi...

    By PharmaVoice Team • Sept. 30, 2008