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Global Pharma Contract Sales Market 2017-2027

Global Pharma Contract Sales Market 2017-2027

The global pharma contract sales market is expected to grow at a CAGR of 10.5% in the first half of the forecast period. The market is expected to grow at a CAGR of 9.5% from 2016-2027. The market is estimated at $4.9bn in 2016 and $8.09bn in 2021.

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Report Scope

Global Pharma Contract Sales Market forecasts from 2017-2027

Along with revenue prediction for the overall world market for pharma contract sales market, our investigation shows forecasts to 2027 for the following submarkets:

  • Contract detailing (personal promotion/field sales)
  • Contract non-personal promotion, with further sub-forecasting for teledetailing, eDetailing and others
  • Medical education services
  • Sample management services
This report also breaks down the revenue forecast for pharma contract sales market by therapeutic segments:
  • Cardiovascular disease
  • Metabolic disorders
  • Cancer treatment
  • Other
This report provides individual revenue forecasts to 2027 for these regional and national markets:
  • USA
  • Japan
  • Germany, UK, France, Italy and Spain (EU5 countries)
  • China, India, Brazil and Russia (BRIC group)
Our study discusses the SWOT and STEP factors of the global pharma contract sales market

Our study discusses issues affecting the pharma contract sales industry and market from 2016:
  • Outsourced and in-house sales reps – trends and emerging sales models, including multiple channels (multichannel marketing to medical professionals)
  • Services CSOs offer and benefits to drug companies outsourcing medical sales
  • Maturing brands and product launches, including flexibility in field sales teams
  • Legislation and new market access requirements for pharma sales representatives
  • Changes to online marketing and potential for IT technologies Risk-sharing agreements
  • Key account management (KAM) and medical science liaison (MSL)
This report discusses the leading companies in pharma contract sales

Visiongain’s study is intended for anyone requiring commercial analyses for the global pharma contract sales market. You find data, trends and predictions.

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1. Report Overview
1.1 Pharma Contract Sales Overview
1.2 Why You Should Read This Report
1.3 How this Report Delivers
1.4 Main Questions Answered by this Report
1.5 Who is this Report for?
1.6 Research and Analysis Methods
1.7 Frequently Asked Questions (FAQ)
1.8 Some Associated Reports
1.9 About Visiongain
2. Introduction to Pharma Contract Sales Market
2.1 Defining the Market
2.2 What is a CSO?
2.3 What Services do CSOs Provide?
2.4 The Different Marketing Channels Employed by Pharma Companies in 2017
2.5 Growing Trend of Outsourcing in the Overall Pharma Industry
2.6 The Rise in Pharma Contract Sales
2.7 Detailing: Becoming Less Relevant or is it as Important as Ever?
2.7.1 Declining Access to Doctors: Trend Continues in 2017
2.8 Large Cuts in Sales Force in Various Companies
2.9 Companies Cannot Rely Solely Upon Detailing
2.9.1 Trends Driving the Need for New Sales Models
3. Global Pharma Contract Sales Market 2016-2027
3.1 The Market in 2016
3.2 Global Pharma Contract Sales Market 2016-2021
3.2.1 Decent Growth in the Past Six Years
3.3 Global Pharma Contract Sales Market 2016-2027
3.4 The Factors that Will Drive Growth in this Market: Advantages of Outsourcing Pharma Sales
3.4.1 Cost and Flexibility
3.4.2 New Technologies and Sales Models
3.4.3 Emerging Markets and Mature Brands
3.4.4 Biosimilars
3.4.5 Account Management, Medical Education and Patient Support Services
3.4.6 Market Access Complexities Provide its Own Opportunities for CSOs
3.4.7 New Drug Launches
3.4.8 Summary
3.5 The Factors that will Restrain Growth in this Market: Disadvantages of Outsourcing Pharma Sales
3.6 Leading Therapeutic Submarkets for Pharma Contract Sales, Forecast 2016-2027
3.7 How Will the Therapeutic Composition of the Market Change Between Now and 2027?
3.8 Contract Sales for Cardiovascular Drugs
3.8.1 Current Status
3.8.2 Recent Cardiovascular Drug Patent Expiries and FDA Approvals
3.8.3 Cardiovascular and Cerebrovascular Conditions are the World’s Most Fatal Diseases
3.8.4 Contract Sales for Cardiovascular Drugs: Submarket Forecast 2016-2027
3.9 Contract Sales for Metabolic Disorder Drugs
3.9.1 Current Status
3.9.2 430 Million People Expected to be Diagnosed with Diabetes by 2030
3.9.3 Contract Sales for Metabolic Disorders: Submarket Forecast 2016-2027
3.10 Contract Sales for Oncology Drugs
3.10.1 Current Status
3.10.2 Patent Expiries and Recent Approvals
3.10.3 Contract Sales for Oncology Drugs Forecast 2016-2027
4. Leading Service Sectors of the Pharma Contract Sales Market 2016-2027
4.1 The Leading Services
4.1.1 Leading Service Sectors of the Market, Forecast 2016-2027
4.1.2 How Will the Service Composition over the Market Change over the Next Ten Years?
4.2 Contract Detailing Submarket
4.2.1 Are We in the Midst of a Turnaround in Sales Rep Numbers in the Overall Pharma Industry?
4.2.2 What are the Trends in Sales Reps Employed by CSOs?
4.2.3 Detailing Services Offered by CSOs
4.2.4 CSOs Will be Impacted by Declining Physician Access as Much as In-House Reps
4.2.5 Contract Detailing Submarket Forecast 2016-2027
4.2.6 Drivers and Restraints for this Dominant Service Submarket
4.3 Contract Non-Personal Promotion
4.3.1 The Benefits for Both Pharma Companies and Doctors
4.3.2 Contract Non-Personal Promotion Submarket Forecast 2016-2027
4.3.3 Drivers and Restraints for Contract Non-Personal Promotion: Multichannel Marketing in the 21st Century
4.3.4 Further Sub-Sectors Within the Contract Non-Personal Promotion Submarket: Teledetailing and EDetailing
4.3.4.1 Contract Teledetailing Submarket: Current Status
4.3.4.2 Contract Teledetailing Submarket Forecast 2016-2027
4.3.4.3 Drivers and Restraints for Outsourced Teledetailing
4.3.4.4 Contract eDetailing Current Status
4.3.4.5 Contract eDetailing Submarket Forecast 2016-2027
4.3.4.6 Drivers and Restraints for Outsourced eDetailing
4.4 Medical Education Services Submarket Current Status
4.4.1 Medical Education Services Submarket Forecast 2016-2027
4.4.2 Medical Education Services Drivers and Restraints
4.5 Sample Management Services Submarket: Current Status
4.5.1 Sample Management Services Submarket Forecast 2016-2027
4.5.2 Drivers and Restraints for the Sample Management Services Submarket
4.5.3 J. Knipper and Company Inc: A US Leader in Sample Management Services
4.5.3.1 Company Acquires Sample Management Divisions from Leading CSOs 2010-2014
4.5.3.2 Construction Underway for New State of the Art Distribution Centre
4.5.3.3 New Multi-Million Dollar Contact Centre Opened
4.5.3.4 New Technologies to Drive Growth Over the Next Ten Years
5. Leading National Markets for Pharma Contract Sales: Regulatory and Commercial Outlook 2016-2027
5.1 Current Leading National Markets
5.2 Leading Regional Markets Forecast 2016-2027
5.3 How will the Regional Composition of the Market Change between now and 2027?
5.4 Pharma Sales Regulatory Developments
5.4.1 Physician Payment Legislation in the US, Europe and Japan
5.4.1.1 The Physician Payment Sunshine Act (PPSA)
5.4.1.2 Proposed Bill to Close a Large Loophole in the PPSA, Could Come into Effect in 2017
5.4.1.3 Physician Payments in France: Increased Scrutiny
5.4.2 Domestic and International Concerns over Bribery: Recent Legislation in the US and UK
5.4.2.1 Promotional Products in the EU: New Rules
5.4.3 New Market Access Requirements in EU5 Countries
5.4.3.1 AMNOG: Stricter Pricing for Drugs in Germany
5.4.3.2 AMNOG: Has Reduced Prices of Top Sellers by 23%
5.4.3.3 Healthcare Reform in France: Pricing and Reimbursements have been set to Change for a While, is 2016 the Year It Finally Happens?
5.4.3.4 PCTs Replaced by CCGs in the UK
5.4.4 Overtime for Sales Reps in the US: Rule Clarifications
5.5 US Pharma Contract Sales Market
5.5.1 US Pharma Contract Sales Market Has Grown Rapidly
5.5.2 Pharma Sales Regulation in the US
5.5.3 US Pharma Contract Sales Market Forecast 2016-2027
5.6 EU5 Pharma Contract Sales Market
5.6.1 Regulating Pharma Sales in the EU
5.6.2 Overall EU5 Pharma Contract Sales Market Forecast 2016-2027
5.6.3 UK Pharma Contract Sales Market Forecast 2016-2027
5.6.4 German Pharma Contract Sales Market Forecast 2016-2027
5.6.5 French Pharma Contract Sales Market Forecast 2016-2027
5.6.6 Italian Pharma Contract Sales Market Forecast 2016-2027
5.6.7 Spanish Pharma Contract Sales Market Forecast 2016-2027
5.7 Japanese Pharma Contract Sales Market
5.7.1 Regulating Pharma Sales in Japan
5.7.2 Current Market Landscape
5.7.3 Japanese Pharma Contract Sales Market Forecast 2016-2027
6. Leading Emerging Markets for Pharma Contract Sales: Regulatory and Commercial Outlook 2016-2027
6.1 Pharma Contract Sales in Leading Emerging Markets in 2016
6.2 BRIC Pharma Contract Sales Markets Forecast 2016-2027
6.3 Chinese Pharma Contract Sales Market
6.3.1 Current Pharma Contract Sales Landscape in China
6.3.2 Rising In-House and Outsourced Sales Numbers
6.3.3 Concerns over Bribery
6.3.4 Chinese Pharma Contract Sales Market Forecast 2016-2027
6.4 Indian Pharma Contract Sales Market
6.4.1 Current Pharma Contract Landscape in India
6.4.2 Government and Regulatory Guidelines for Interactions Between Healthcare Professionals and Pharma Companies
6.4.3 Indian Pharma Contract Sales Market Forecast 2016-2027
6.5 Brazilian Pharma Contract Sales Market
6.5.1 Current Pharma Contract Sales Landscape in Brazil
6.5.2 State Payment Rules and Online Marketing Rules for Prescription Drugs
6.5.3 Brazilian Pharma Contract Sales Market Forecast 2016-2027
6.6 Russian Pharma Contract Sales Market
6.6.1 Current Pharma Contract Sales Landscape in Russia
6.6.2 New State Procurement Rules for Drugs Introduced in 2013
6.6.3 Tougher Rules on Interactions Between Doctors and Sales Reps in Russia
6.6.4 Russian Pharma Contract Sales Market Forecast 2016-2027
7. Pharma Contract Sales: Industry and Market Trends 2016-2027
7.1 Strengths and Weaknesses for the Global Pharma Contract Sales Market 2016-2027
7.2 Opportunities and Threats for the Global Pharma Contract Sales Market 2016-2027
7.3 Pharma Contract Sales Market: STEP Analysis 2016-2027
7.3.1 Social Factors Affecting Pharma Contract Sales to 2027
7.3.1.1 The Role of Ethics in Pharma Sales
7.4 Technological Developments to Improve Sales Strategies
7.4.1 Advantages of Using Tablets and Smartphones for Detailing
7.4.1.1 CSOs Need to Maximise on the Benefits of New Technologies
7.4.2 Closed Loop Marketing (CLM)
7.4.3 Customer Relationship Management (CRM)
7.4.4 The Advantages of Cloud Computing in Pharma Contract Sales
7.4.5 Does Big Data Have a Role in Pharma Sales?
7.4.6 Social Media in Relation to Pharma Sales
7.4.6.1 FDA Releases Long-Awaited Guidance on the use of Social Media
7.4.6.2 Pharma Industry is not Using Social Media to its Full Potential, but it Offers many Benefits
7.5 Economic Pressures are Limiting Healthcare and Marketing Budgets
7.6 Political Issues: Stricter Regulations for Pharma Sales around the World
7.7 Trends in Pharma Contract Sales 2016-2027
7.7.1 Cuts to In-House Sales Staff Will Continue 2016-2027
7.7.2 There will be in an Increase in Strategic Partnering in Order to Provide Long-Term Revenue Growth
7.7.3 Leading CSOs have Consolidated, and will Continue to Consolidate, in Order to Increase Market Penetration
7.7.4 CSOs and Pharma Clients Alike Need to Stay Vigilant about the Risks of Outsourcing Pharma Sales
7.8 Drug Development Trends Affecting Pharma Sales 2016-2027
7.8.1 How will Orphan Drug Diseases Influence Pharma Contract Sales?
7.8.2 Promotion for Biosimilar Drugs over the Next Ten Years
7.8.3 There will be Greater Demand for Specialty Medicines
7.8.4 Emerging National Markets are Becoming Increasingly Important
7.9 Sales Models Need to Evolve
7.9.1 Why are Sales Reps Struggling for Access?
7.9.1.1 One way to Fight Against Reduced Access is to Target the System as a Whole
7.9.1.2 Multichannel Marketing to Overcome Problems of Access
7.9.2 Key Account Management (KAM)
7.9.3 Silos in Sales and Marketing
7.9.4 The Use of KOLs in Pharma Sales
7.10 Market Access
7.10.1 Emerging Stakeholders in Pharma Sales
7.10.2 The Rise of ACOs
7.10.2.1 20% of US Hospitals were Part of an ACO in 2014
7.10.3 Market Access in the EU Over the Next Ten Years
7.10.4 CSOs and Market Access Consulting
7.11 Summary: Main Trends Shaping Pharma Contract Sales 2016-2027
8. Leading Contract Sales Organisations (CSOs)
8.1 Current Industry Landscape
8.2 Quintiles
8.2.1 World Market Leader for Contract Sales and Market Access
8.2.2 New Services and Strategic Partnerships
8.2.3 Quintiles Integrated Health Services Segment Performance 2010-2015
8.2.4 Outlook for Quintiles Contract Sales to 2027
8.3 UDG Healthcare
8.3.1 Global Service Provider with Various Business Units
8.3.2 Geographic and Service Growth Through Acquisitions
8.3.3 Joint Venture with CMIC
8.3.4 UDG Healthcare Financial Performance 2010-2015 and Beyond
8.4 inVentiv Health
8.4.1 Combined CRO and CCO
8.4.2 Global Structure
8.4.3 inVentiv Health Presence in US, EU and Asia
8.4.4 Possible $500m IPO in the Near Future
8.4.5 inVentiv Health Contract Sales Outlook to 2026
8.5 Publicis Healthcare Communications Group
8.5.1 PHCG Purchases PDI Commercial Services Business
8.5.1.1 PDI Prior to Acquisition: Broad Service Portfolio, Resources which PHCG now Acquires
8.5.1.2 PDI Past Financial Performance
8.5.2 Publicis Touchpoint Solutions
8.5.2.1 New Services in Recent Years, and Tardis Medical to be Aligned with the Company
8.6 OnCall, LLC
8.6.1 Range of Services
8.6.2 Contracts with Promius Pharma
8.7 Marvecs
8.7.1 A Local Leader in Germany
8.7.2 New Services Added in Recent Years: Sales 3.0
8.8 Sofip: Contract Sales for the French Submarket
8.9 CMIC
8.9.1 CSO Business in Japan Since 2000
8.10 Leading Players in China are not Just CSOs
9. Conclusions of the Research and Analysis
9.1 The Global Pharma Contract Sales Market in 2015
9.1.1 Which Sectors Generated the Most Revenues in 2016?
9.1.2 Spending on Contract Sales is Highest in the US and EU
9.2 Outlook for the Pharma Contract Sales Market 2016-2027
9.2.1 Growth Trends for the Leading Submarkets 2016-2027
9.3 Commercial Drivers for Pharma Contract Sales
Associated Reports
Visiongain Report Sales Order Form
Appendix A
About Visiongain
Appendix B
Visiongain report evaluation form
List of Tables
Table 2.1 Recent Big Pharma Sales Force Cuts, Based Upon Reports and Predictions
Table 3.1 Global Pharma Contract Sales Market: Revenues ($bn), AGR (%),
CAGR (%), 2016-2021
Table 3.3 Global Pharma Contract Sales Market Forecast: Revenue ($bn), AGR (%),
CAGR (%), 2022-2027
Table 3.4 Pharma Contract Sales Market Segmented by Therapeutic Area: Revenue ($bn), AGR (%), CAGR (%), 2016-2021
Table 3.5 Pharma Contract Sales Market Segmented by Therapeutic Area: Revenue ($bn), AGR (%), CAGR (%), 2022-2027
Table 3.6 Leading Therapeutic Submarket Shares (%), 2016-2027
Table 3.7 Selected Recent Cardiovascular Disease Drug Patent Expiries, 2016
Table 3.8 Selected Cardiovascular Drugs Going Off-Patent
2017-2025
Table 3.9 Cardiovascular Drugs Approved by the FDA in 2016
Table 3.10 Cardiovascular Drugs Approved by the FDA in 2014
Table 3.11 Projected Global Deaths from Ischaemic Heart Disease and Stroke (millions), % of Total Deaths, Deaths Per 100,000 Population, 2015 and 2030
Table 3.12 Cardiovascular Disease Submarket Forecast: Revenue ($bn),
AGR (%), CAGR (%), 2016-2021
Table 3.13 Cardiovascular Disease Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%), 2022-2027
Table 3.14 Selected Metabolic Disorder Drugs Going
Off-Patent 2016-2022
Table 3.15 Diabetes Prevalence in Leading National Markets,
2014
Table 3.16 Metabolic Disorders Submarket Forecast: Revenue ($bn), AGR (%),
CAGR (%), 2016-2021
Table 3.17 Metabolic Disorders Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%), 2022-2027
Table 3.18 Selected Recent and Future Oncology Patent Expiries, 2016
Table 3.19 Oncology Drugs Approved by the FDA in 2015
Table 3.20 Oncology Drugs Approved by the FDA in 2016
Table 3.21 Oncology Drugs Approved by the FDA in 2017
Table 3.22 Oncology Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%), 2016-2021
Table 3.23 Oncology Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%),
2022-2027
Table 3.24 Selected Drugs Which Have Faced Market Access Challenges from NICE, 2013-2015
Table 4.1 Pharma Contract Sales Market Segmented by Service Sectors: Revenue ($bn), AGR (%), CAGR (%), Market Share (%), 2016-2021
Table 4.2 Pharma Contract Sales Market Segmented by Service Sectors: Revenue
($bn), AGR (%), CAGR (%), Market Share (%), 2022-2027
Table 4.3 Contract Detailing Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%), Market Share (%), 2016-2021
Table 4.4 Contract Detailing Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%), Market Share (%), 2021-2027
Table 4.5 Contract Non-Personal Promotion Submarket Forecast: Revenue ($bn), AGR (%), CAGR (%), Market Share (%), 2016-2021

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