QUICK READ: Prescribers are reviewing some of their favorite prescribed drugs and are open to learning about new drugs in terms of efficacy and patient outcomes but you had better be ready to talk about patients beyond the science.
QUICK READ: Some pharma companies are doing a great job with virtual detailing and experimenting but it would be a mistake to think that virtual detailing will succeed when docs are busy seeing patients again.
QUICK READ: Of course remote detailing is way up. Doctors have a lot of time on their hands with patients staying away from physician offices. Is the pharma salesforce obsolete? Hardly.
QUICK READ: If pharma wants to reach HCP’s they have to get more creative and create online HCP portals that really add value and help them manage patient outcomes during this time of transition.
QUICK READ: Any company that releases data without context is trying to generate leads via social media and it should not be taken with a grain of salt.
QUICK READ: While the emphasis within pharma has been to develop drugs to treat or prevent COVID-19 other new drugs are also being approved. It may be difficult to launch a drug to HCP’s during this time and a multichannel approach is needed.
QUICK READ: Drug companies are telling salespeople to stay away from doctor’s offices and academic institutions are refusing entry to drug MSL’s because of the Coronavirus. Recommendations are being made to have all interactions with HCP’s online. Drug marketing, to HCP’s, is going to change forever.
WHAT”S ALL THIS THEN?: For every 100 reps that visit a physician’s office, only 20 speak in person with a physician. Non-personal promotion (NPP) can be a more effective method of engaging physicians than salespeople. NPP adds value to physicians but pharma HCP people need to do a good job understanding the changing needs of doctors today.