Narrowing Physician Access Puts Pharma in a Bind

Oncologists have a reputation to maintain — and according to the latest report from ZS Associates, when it comes to fortifying against pharmaceutical sales representatives, the specialty remains characteristically hardboiled for the second year in a row.

The report consulted 200 different pharmaceutical sales teams within the United States regarding their access to and negotiations with approximately 325,000 physicians and other providers. What analysts soon discovered was that oncologists were considerably more rigorous with setting pharma restrictions and sticking to them than the 20 other common medical specialties, a pattern that began to take shape in the previous years’ studies.

"Today, the average rep can see an oncologist only seven or eight times per year — and even the best reps visit oncologists just once per month," said Ganesh Vedarajan, principal and leader of the oncology and specialty therapeutics practice at ZS Associates, in a prepared statement. "Access has continued to decline due to an increased number of oncology reps trying to reach the doctors and an increasing number of doctors joining institutions that severely restrict rep access."

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The report consulted 200 different pharmaceutical sales teams within the United States regarding their access to and negotiations with approximately 325,000 physicians and other providers. What analysts soon discovered was that oncologists were considerably more rigorous with setting pharma restrictions and sticking to them than the 20 other common medical specialties, a pattern that began to take shape in the previous years’ studies.

"Today, the average rep can see an oncologist only seven or eight times per year — and even the best reps visit oncologists just once per month," said Ganesh Vedarajan, principal and leader of the oncology and specialty therapeutics practice at ZS Associates, in a prepared statement. "Access has continued to decline due to an increased number of oncology reps trying to reach the doctors and an increasing number of doctors joining institutions that severely restrict rep access."

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- See more at: http://www.physbiztech.com/news/business/narrowing-physician-access-puts-pharma-bind#sthash.yy2oWMRD.

Oncologists have a reputation to maintain — and according to the latest report from ZS Associates, when it comes to fortifying against pharmaceutical sales representatives, the specialty remains characteristically hardboiled for the second year in a row.Oncologists have a reputation to maintain — and according to the latest report from ZS Associates, when it comes to fortifying against pharmaceutical sales representatives, the specialty remains characteristically hardboiled for the second year in a row.

The report consulted 200 different pharmaceutical sales teams within the United States regarding their access to and negotiations with approximately 325,000 physicians and other providers. What analysts soon discovered was that oncologists were considerably more rigorous with setting pharma restrictions and sticking to them than the 20 other common medical specialties, a pattern that began to take shape in the previous years’ studies.

"Today, the average rep can see an oncologist only seven or eight times per year — and even the best reps visit oncologists just once per month," said Ganesh Vedarajan, principal and leader of the oncology and specialty therapeutics practice at ZS Associates, in a prepared statement. "Access has continued to decline due to an increased number of oncology reps trying to reach the doctors and an increasing number of doctors joining institutions that severely restrict rep access."

Read the full story here: http://bit.ly/13mHHId

Source: PhysBizTech