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Healthy Skepticism Library item: 7156

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

 

Publication type: news

Cohen F.
GlaxoSmithKline Likely To Cut Salesforce Next
Yahoo Finance 2006 Nov 30
http://biz.yahoo.com/seekingalpha/061130/21528_id.html?.v=1


Abstract:

Fredric Cohen (Pharma’s Cutting Edge) submits:Pfizer (NYSE: PFE – News) is slashing its salesforce by 20%, a move that will come as no surprise to anyone familiar with the industry.

This inevitable decision reflects the changing pricing and customer-access dynamics of the industry. For the past year or so, company after company has admitted that its ROI on multiplexed sales calls (multiple calls to the same practice) has eroded, and company after company has quietly reacted to this erosion with measured, targeted reductions in the number of calls per physician.

Everyone was waiting for one company, Pfizer in particular, to come out publicly and admit that it wasn’t changing its sales practices fast enough to protect profit growth. No company wanted to be first to blink, as a unilateral move was viewed as risky. Now that Pfizer has blinked, does this mean others will follow?

While I suspect that some execs will seriously consider using Pfizer’s move to try to gain a competitive sales edge, most majors are likely instead to use the move as an opportunity to do the same. GlaxoSmithKline (NYSE: GSK – News), which has made numerous overtures in this regard (search my blog to read some), is likely to be up next, followed by many others.

Pharma… new world. New world… pharma. I hope you two enjoy a productive relationship.

 

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Far too large a section of the treatment of disease is to-day controlled by the big manufacturing pharmacists, who have enslaved us in a plausible pseudo-science...
The blind faith which some men have in medicines illustrates too often the greatest of all human capacities - the capacity for self deception...
Some one will say, Is this all your science has to tell us? Is this the outcome of decades of good clinical work, of patient study of the disease, of anxious trial in such good faith of so many drugs? Give us back the childlike trust of the fathers in antimony and in the lancet rather than this cold nihilism. Not at all! Let us accept the truth, however unpleasant it may be, and with the death rate staring us in the face, let us not be deceived with vain fancies...
we need a stern, iconoclastic spirit which leads, not to nihilism, but to an active skepticism - not the passive skepticism, born of despair, but the active skepticism born of a knowledge that recognizes its limitations and knows full well that only in this attitude of mind can true progress be made.
- William Osler 1909