Access for pharmaceutical sales reps continuing to decline

July 29, 2014
Access for pharmaceutical sales reps continuing to decline
Pharmaceutical sales representatives' access to physicians is continuing to decrease, even in previously rep-friendly specialties, according to a report published by ZS Associates.

(HealthDay)—Pharmaceutical sales representatives' access to physicians is continuing to decrease, even in previously rep-friendly specialties, according to a report published by ZS Associates.

Researchers from ZS Associates aggregated sales-call summaries from more than 200 U.S. pharmaceutical sales teams. They examined how often approximately 325,000 physicians and other prescribers met with pharmaceutical sales reps.

According to the report, there has been steady decline in overall access to physicians, with 49 percent of physicians placing moderate-to-severe restrictions on visits from sales reps (compared with 45 percent in 2013, 35 percent in 2012, and 23 percent in 2008). Previously rep-friendly specialties such as dermatology, gastroenterology, and pediatrics also reported a decline, with 67 percent of dermatologists and 47 percent of gastroenterologists accessible in 2014, compared with 84 and 63 percent, respectively, in 2013. The gradual decline in access to has been seen in many geographic areas, especially in Minneapolis, Milwaukee, and Seattle. Some markets, such as Texas, remained more access-friendly.

"It's not that these doctors object to receiving information from pharmaceutical companies," Pratap Khedkar, principal and leader of the pharmaceuticals practice at ZS Associates, said in a statement. "The trend is moving toward a mix of face-to-face communication with a handful of digital communication channels orchestrated by the rep."

More information: More Information

Related Stories

Physician wait times analyzed by specialty in Massachusetts

October 18, 2013

(HealthDay)—Wait times for new patients for non-emergency care in Massachusetts in 2013 have been stable or shorter in all specialties except internal medicine, orthopedic surgery, and pediatrics, according to a report ...

Docs prefer tablets over smartphones for reading articles

January 30, 2014

(HealthDay)—Although physicians generally use smartphones rather than tablets for professional purposes, they are more likely to read articles from medical publications and access medically oriented webcasts/podcasts on ...

Drop in compensation gap for primary care docs, specialists

March 7, 2014

(HealthDay)—From 2012 to 2013, there was a 5.7 percent increase in the median total cash compensation for primary care physicians, with a smaller gap seen for medical and surgical specialists, according to the results of ...

Recommended for you

Can four fish oil pills a day keep the doctor away?

July 7, 2015

Fish oil is one of the most popular dietary supplements in the U.S. because of the perceived cardiovascular benefits of the omega-3 it contains. However, scientific findings on its effectiveness have been conflicting. New ...

0 comments

Please sign in to add a comment. Registration is free, and takes less than a minute. Read more

Click here to reset your password.
Sign in to get notified via email when new comments are made.