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Electronic Sampling: Influencing Physician Prescribing Behavior Through More Efficient Sampling ApproachesPublished by: Datamonitor Published: Aug. 6, 2004 - 56 Pages Table of ContentsTABLE OF CONTENTS ACTION POINTS 6 Outline of the brief 6 Two key things you need to know about the electronic sampling market 6 Electronic sampling provides pharmaceutical companies with a cost-effective way to reach physicians who have been routinely under-covered by sales representatives. eSampling also simultaneously offers an opportunity to improve the quality of the services provided to prescribers with whom brand loyalty has already been developed 7 When used in conjunction with traditional in-person sample distribution methods, electronic sampling has the potential to allow manufacturers to meet increasingly challenging sales and marketing goals by reducing the significant costs associated with the traditional sample distribution process 8 ELECTRONIC SAMPLING 10 Introduction 10 Applications of pharmaceutical sampling 11 Drug sampling: traditional vs electronic 12 Traditional sampling 14 Electronic sampling 15 The current market for electronic sampling 18 Size of the electronic sampling market 18 Penetration of electronic sampling 22 Regulatory issues 26 The Food and Drug Administration 27 The Federal Food, Drug and Cosmetic Act 27 The Anti-Kickback Statute 28 The Prescription Drug Marketing Act 28 Regulatory Compliance 29 American Medical Association 30 The European eSampling Market 30 Best practices in the application of electronic sampling 31 Current approaches to electric sampling 31 Voucher system 32 Third-party web portal 33 Case Study: AstraZeneca’s Zomig 34 Integrating eSampling with eDetailing 36 Vendor market 38 Key players within the market 38 MedManage Systems 38 Univec 39 Selecting a vendor 40 THE FUTURE DECODED 43 Outlook for electronic sampling 43 Conclusion 45 APPENDIX 46 References 47 Relevant links 47 Research methodology 48 Consumer Insight Survey 2004 48 Physician Insight Survey 2003 48 Study sample 48 The questionnaire 48 Physician Insight Survey 2004 49 Study sample 49 The questionnaire 49 Data Tables 51 How to contact experts in your industry 56 AbstractIntroductionElectronic sampling, used in combination with in-person sampling initiatives, has the potential to increase ROI by cost-effectively expanding sample distribution. Pharmaceutical companies looking to adopt electronic sampling solutions should choose a vendor that is able to demonstrate stability, as well as offer a non-disruptive link between established sample distribution sites and physicians. Scope Analyzes the growing electronic sampling market in the US and Europe, including general strategies for assessing eSampling vendors Defines characteristics of electronic sampling vendors that are important to long-term stability in the market Explores challenges companies will face when designing an integrated electronic sampling solution Looks at current industry leaders operating within the eSampling market, including their best practices and opportunities for improvement Highlights The current vendor market is immature and highly in flux. The past few months has seen the dissolution of a handful of eSampling platforms and their providers. At the same time, other vendors are just beginning to develop solutions and move into the market. Companies interested in eSampling should carefully consider the stability of their vendor. Traditionally, despite having the decisive function in distributing drug samples to patients, prescribers have had little or no control over what samples they received and when. By more accurately matching the supply of samples with demand, the pharmaceutical industry has an opportunity to increase sales and more efficiently distribute resources. Patients, in particular, will help drive the expansion of the eSampling market in the US as they begin to play a larger role in the prescribing process by requesting specific treatments based on information gained online. Reasons to Purchase Understand the current and prospective electronic sampling opportunities in both the US and European pharmaceutical markets Recognize how to effectively target electronic sampling services to best serve the needs of both physicians and consumers Understand the limitations and opportunities offered by each eSampling approach and hasten adoption by choosing the best vendor for your company Get Full Details About This Report >> |
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