ONCOLOGY PRACTICE ADMINISTRATORS HAVE SIGNIFICANT INFLUENCE OVER PRESCRIBING IN THE COMMUNITY SETTING

This press release summarizes results of a recent online survey of 100 administrators of community oncology practices. The objective of the survey was to evaluate practice administrators' influence over oncologists' prescribing decisions.

(Los Angeles, June 21, 2002) Cancer chemotherapy and supportive medication is commonly administered in the physician office setting. Oncology practice administrators influence of over use of pharmaceuticals in this setting is significant, according to a recent online survey of 100 practice administrators performed during April 2002 by the market research firm, Jstreetdata.

Nearly three-quarters of the practice administrators responding to this survey said that their practices participate in pharmaceutical ‘market share agreements. Such agreements typically offer discounts in exchange for increased prescribing of target products within their therapeutic classes. Practice administrators report that these agreements most frequently target antiemetic, erythropoietin and colony stimulating factor product classes.

Eighty-four percent of practice administrators said that they have significant influence regarding therapeutic interchange of pharmaceuticals considered clinically equivalent, but which may have different economics for the oncology practice… the typical targets of ‘market share agreements. Many practice administrators rely on prescribing protocols and educational means to change physician prescribing behavior with respect to such products, yet some say that they make little effort to maximize the economic value to the practice of market share agreements.

Pharmaceutical manufacturers rely on their sales force to educate prescribers and others regarding the virtues of their products. Two thirds of practice administrators meet with pharmaceutical sales representatives at least once weekly. Thirty-seven percent said that they establish rules which determine if and how pharmaceutical sales representatives may access physicians, and an additional 31% said that sales representatives are asked to leave all product literature with them for distribution within the practice.

Oncology practice administrators value services offered to them by the pharmaceutical industry, including pharmaceutical samples, reimbursement assistance, indigent patient support and information. Yet many manufacturers of cancer treatment or supportive care pharmaceuticals appear to have little visibility to practice administrators.

For additional information regarding availability of this study, please contact:
Elan Rubinstein, Pharm.D., MPH, erubinstein@jstreetdata.com OR ebra@pacbell.net