PDI Sticks to Contract Sales
While its competitors in the contract sales industry sell themselves as all-purpose marketing outsourcers, Professional Detailing Inc. is sticking to its core business of providing sales reps to pharmaceutical and biotech companies. Although PDI will eventually need to expand and diversify, most likely through acquisition, it should remain successful for some time as a pure play CSO.
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The drug industry has accepted the need to outsource R&D--now, with sales productivity down, and the rising cost and risk of owning too much commercial infrastructure, why not outsource more of the sales effort, too? Big and small pharmas resist the idea but will eventually have to accept it--junior partners in licensing deals are insisting on roles in selling their own products, and Big Pharma must investigate cost-saving solutions.
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The UK's medicines regulator, MHRA, alongside other government agencies, intends to work together with manufacturers to identify Rx-to-OTC switch candidates. Switch criteria might include “different strength medicines to those available today, combination formulations, or medicines manufacturers already offer without prescriptions in other countries,” NHS England says, in its recently published “Delivery plan for recovering access to primary care.”
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