Pharma Career Articles

Low molecular mass heparins are salts of sulphated glucosaminoglycans having a mass average molecular mass less than 8000. At least 60% of the total mass has a molar mass less than 8000.

Low molecular mass heparins are obtained by fractionation or depolymerization of natural origin heparin. Batch-to-batch consistency is ensured by demonstrating that the mass average molecular mass and the mass percentage within defined molar mass ranges lower than 8000 are not less than 75% and not higher than 125% of the mean value stated as type specification.

The current relationship between pharmaceutical representatives and physicians varies from total rejection o­n the part of the physician and refusal to meet with the representative, to a tolerant acceptance of the representative's role, to (in rare cases) a collaboration and partnership between the two parties. Traditionally, this has been a strained relationship because of the physician's wish not to look like a captive of the pharmaceutical industry. The relationship is also clouded by the notion held by many policy makers that the industry marketing practices exert too much influence o­n prescribing

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Doctors are more likely to write prescriptions if they are convinced that they are using the best product, and objective information about the product is the most convincing item a sales representative can offer, according to a survey of almost 2,000 physicians conducted by Newtown, PA-based J. Scott International Inc. "Too often, the pharmaceutical industry is accused of trying to buy physicians' prescriptions in o­ne way or another," said Joy Scott, founder and chief executive officer of J. Scott International. "But physicians are seldom taken in by hype. Our results show that knowledge is the best way to influence physicians. The sales rep helps physicians understand the differences between products and provides them information o­n disease states. Pharmaceutical companies should rely o­n well-educated detailers and be able to demonstrate that fact to a skeptical government and public."

One out of four consumers reported that direct-to-consumer advertising prompted them to call or visit their doctor to discuss the prescription drug they saw advertised, according to a study conducted by Uniondale, NY-based marketing research firm Ipsos-NPD. "The consumers confirmed that direct-to-consumer advertising gives them information to take better control of their personal healthcare," said Fariba Zamaniyan, director and spokesperson for Ipsos. For full article Click Here

Megan Camp, a two-year rep with New York-based Forest Laboratories, credits much of her success to teamwork. Camp and her partner, Jake Knee, have won many teamwork and sales awards, including ranking first in the nation in Forest's President's Club. How did they make teamwork work for them? Camp admits it wasn't always easy. "It took a while, because we have an age difference, and you know, the male-female thing. You have to really try to get along and work with each other." Now, Camp says she and Knee turn their differences to their advantage. "We've found ways to use each team member's unique strengths to help improve the sales message. I may click with some physicians and my partner may click with others, so we try to maximize that."

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It’s Monday morning. You’re calling o­n your second physician’s office, and already you’ve been attacked regarding the price of prescription drugs. The weekend wasn’t much better. You attended your college reunion, and when your classmates found out that you are now working for a pharmaceutical company, they too attacked you o­n drug prices. Heck, even your grandmother has harassed you about the high price of prescription drugs.

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The annual cost of diabetes in medical expenditures and lost productivity climbed from $98 billion in 1997 to $132 billion in 2002, according to a study by the Alexandria, VA-based American Diabetes Association. The direct medical costs of diabetes more than doubled in that time, from $44 billion in 1997 to $91.8 billion in 2002. According to the study, the nation spends $13,243 per year o­n each person with diabetes, compared with $2,560 per person for those who don't have diabetes.

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When encouraging physicians to prescribe your product, you must convince them of its clinical features and benefits. But sometimes, that's not enough. With managed care formularies being the norm and prescribing restrictions constantly changing, you need to show physicians who believe in your product that prescribing it may not be as difficult as they may think. First, you must identify the prescribing roadblocks that restrict physicians and determine just how strong and pervasive those roadblocks are. Follow these steps:

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To the typical consumer, the role of the community pharmacist in the healthcare continuum may seem to be little more than that of a drug dispenser. But what most consumers don’t see behind the scenes (and what pharmaceutical representatives ignore at their own peril) is the enormous influence pharmacists have over a physician’s prescribing habits – influence that goes way beyond the standard request for generic substitutions.

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Allie Oswald has spent just over a year at East Hanover, NJ-based Novartis Pharmaceuticals (he previously promoted Novartis products with a contract sales organization), and has already achieved considerable success, winning the President's and International Sales Excellence awards for 2002. But Oswald isn't interested in tooting his own horn – he'd rather talk about his team: "I have a background in athletics, and teamwork has always been part of my life. Being part of a team that is always striving to get better is something that allows me to get out of bed in the morning and hit the streets running."

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