According to the firm’s spring 2012 AccessMonitor report, only 47 percent of cardiologists and 38 percent of primary care physicians moderately to severely restrict sales rep access.
“While oncologists still see some value in rep visits, increased patient load and more time spent on reimbursement issues limit the time they have available. Most practices now require reps to schedule appointments in advance — and generally provide only two or three potential openings per week,” said Ganesh Vedarajan, principal and leader of the oncology and specialty therapeutics practice at ZS Associates.
The expected growth of oncology drugs, coupled with restricted access to oncologists, may cause pharmaceutical companies to rethink their approach to marketing to physicians, explained Jay Roffman, associate principal and leader of field force strategy work for ZS Associate’s oncology practice.
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