S. R. Ware Associates Internet Survey Reveals Pharmaceutical Specialty Representatives Need Training

Pilot study reveals pharmaceutical specialty representatives lack training on HIV-1 drug resistance tests despite Department of Health and Human Services guidelines recommending therapy changes based on the results of resistance tests.

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FOR IMMEDIATE RELEASE

Contacts:
Steve Ware, SRWA
610-321-6191 srwa@srwa.net

Ron Sheeley, SRWA
303-369-7546 sheeley@srwa.net

S. R. Ware Associates Internet Survey Reveals Pharmaceutical Specialty Representatives Need Training

Pilot study reveals pharmaceutical specialty representatives lack training on HIV-1 drug resistance tests despite Department of Health and Human Services guidelines recommending therapy changes based on the results of resistance tests.

DOWNINGTOWN, PA -- March 15, 2002 -- Pharmaceutical HIV specialty representatives need training on HIV-1 drug resistance tests (RT) and other subjects according to a just-released Internet survey by S. R. Ware Associates, Inc. Selected specialty representatives were asked 16 questions about how new HIV management techniques, like HIV-1 drug resistance tests, are incorporated into the sales process.

Despite the fact that using resistance tests has been recommended by various panels (the International AIDS Society -- USA, the Panel on Clinical Practices for Treatment of HIV Infection by US Department of Health and Human Services) in situations of first HIV drug failure, only 17% of responders answered that RT should be recommended for this indication.

Studies have demonstrated that RT probably would provide more benefits in clinical outcomes and in preserving future therapeutic options; however, 69% of responders said that RT was being used to manage salvage therapy only.

Almost half (49%) of responders said that RT does not influence the selection of HIV therapy when multiple studies have shown that RT is a very important tool in selecting HIV therapy after drug failure.

We were surprised that specialty representatives calling on internal medicine and infectious disease physicians did not know more about the impact of HIV drug resistance on the treatment of HIV," said Steve Ware, president of S. R. Ware Associates. We thought leading edge pharmaceutical companies would have their representative staff completely up-to-date on the management of HIV."

SRWA conducted a similar study on physicians, but the results are not ready for publication. Surveys are still being received from physicians and representatives, but the trend points to the same thing: there is a disconnect between what the representatives and physicians think happens during the sales call.

Representatives are disconnected from the reality of the sales call," said Ron Sheeley, principal consultant at SRWA. What physicians think happen during the sales process is entirely different than what the representatives think happens. Representatives who rely on a Tell-Tell-Close" method of features and benefits detailing miss a prime opportunity to provide the physician with valuable information about their products."

The pilot study by SRWA points out the need for a broader study researching the interaction between representatives and physicians. The corporate web page is at http://www.srwa.net. A white paper abstract, Analysis of HIV Specialty Representatives use of HIV-1 Drug Resistance Tests (RT) as a Sales Aid," is available at http://www.srwa.net/research/research.html.

Within the FDA regulated framework of the sales call, we think specialty representative training on HIV-1 drug resistance tests and other subjects would provide useful information to the physician," said Steve Ware, without taking time away from the primary reason the representative is in the physicians office."

About the Survey
Internet market research surveys are available from S. R. Ware Associates and can be ordered by contacting either Steve Ware or Ron Sheeley. All work is done on a contractual basis.

About S. R. Ware Associates, Inc.
S. R. Ware Associates, Inc. (SRWA) is a contract consultant group focused on pre- and post-launch pharmaceutical, biotechnology, or laboratory products requiring approval from Medicaid, Medicare, or other entities. SRWA was founded in 1995 by Steve Ware, who is a 25-year veteran in pharmaceutical sales, market research, knowledge management, and opinion leader development; and Ron Sheeley, a 30-year veteran who joined SRWA in 2001 as an expert in sales training, recruitment, management, and business development. SRWA draws upon a cadre of experienced associates with expertise in lobbying, sales management, advocacy, and a variety of therapeutic areas.

Attention Editors
Graphs, charts, and citations as well as interviews with the reports author are available by contacting Steve Ware at srwa@srwa.net.

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