In the March 23, 2009 AMA News, a consulting firm reports that the heyday of the pharma detailer may have already peaked and is headed into decline: “At its peak in 2007, the American pharmaceutical industry fielded 102,000 sales reps, said Chris Wright, managing principal for the consulting firm ZS Associates’ U.S. Pharmaceuticals Practice. Drugmakers have slashed the number to 92,000 since then, and ZS projects the number will fall to 75,000 by 2012 at the latest, saving the industry $3.6 billion.”
According the article and the survey, fewer physicians are spending less time with the detailers. More types of providers are requiring advance appointments.
The article and survey reports that “[p]hysicians’ openness toward visits by pharmaceutical company detailers varies by practice ownership and size.
| Refuse to see |
Require appointments |
|
|---|---|---|
| Practice size | ||
| 1 to 2 doctors | 14.3% | 32.5% |
| 3 to 5 | 16.7% | 36.1% |
| 6 to 10 | 23.1% | 45.0% |
| More than 10 | 44.0% | 45.5% |
| Practice ownership | ||
| Non-hospital | 22.1% | 37.8% |
| Non-health system | 22.3% | 37.5% |
| Hospital | 31.2% | 44.6% |
| Health system | 34.7% | 52.0% |
Source: “Physician Access: U.S. Physicians’ Availability to See Drug and Device Sales Reps,” SK&A Information Services Inc., released February”
The article also reports significant decreases in detailing staff. “Experts estimate the U.S. pharmaceutical sales rep force eventually will be cut 25% from its 2007 peak of more than 100,000. Here are some of the biggest layoffs announced in the last year.
| Drugmaker | Sales rep cuts |
|---|---|
| GlaxoSmithKline plc | 1,800 |
| Merck & Co. Inc. | 1,200 |
| Wyeth | 1,200 |
| Schering-Plough Corp. | 1,000 |
| Sanofi-Aventis | 650 |
Source: News accounts”
Filed under: Conflicts of Interest, Health Law, Conflicts of Interest, Economics, Health, Health Law, Pharma, The Great Recession
Sounds like a good thing … I’d rather see the doctors able to spend more time staying current in their field and being with their patients, and drug companies spending more of their resources on research rather than on salesmanship. I think they’re emphasis on pushing sales has gotten out of hand.