A new survey shows top drug executives still question their ability to exploit consumer promotion. They've got good reason: while consumer promotion clearly works in driving patients to doctors, increasing diagnosis rates and increasing patient requests for specific products, large numbers of their switch requests are denied. To give consumers sufficient power to influence their physician's prescribing behavior--Effective Voice-companies need a deeper understanding of physician attitudes towards requests in general, the specific therapeutic area and the product vis-à-vis competition.
You may also be interested in...
The pharmaceutical industry's new serious tone in direct-to-consumer advertising is having an unexpected effect: commercial success. While some drug categories -- like erectile dysfunction -- may be more difficult to advertise, some marketers are finding that operating within the new voluntary guidelines makes for a more effective marketing message.
Pfizer, Lilly and the other marketers of drugs for erectile dysfunction are kicked out of Medicare and Medicaid. Viagra and the other brands may be the first victims of the backlash against DTC advertising. They are also a case study in how Congress can--and well--make mischief under the Medicare program.
Traditional databases marketed by IMS and NDCHealth are not patient-centric and therefore can only describe what happens to a prescription, not a patient. But managed care, driven by the Medicare Modernization Act, will force drug companies to focus on a new view of customers-and in particular, keeping them longer. But drug companies aren't by and large using the new patient-centric data available in a variety of forms from a variety of vendors. The problem is as much habit as awareness.