Research and Markets: Pharmaceutical Sales Forces: Benchmarking Sales Force Management

Research and Markets (http://www.researchandmarkets.com) has announced the addition of Pharmaceutical Sales Forces: Benchmarking sales force management by geographical market and product lifecycle to their offering.

Dublin (PRWEB) October 11, 2004 -- Pharmaceutical Sales Forces: Benchmarking Sales Force Management by Geographical Market and Product Lifecycle provides an in-depth profile of 56 sales forces' size and structure from 41 companies operating in Japan, US, UK, Spain, Italy, Germany and France. Breakdown includes rep allocation by target audience, therapy area/indication and region, which is correlated with the marketed portfolio defining key areas of promotional focus. Benchmarking analysis also reviews sales support technologies.

Optimising sales force size and structure throughout the product lifecycle is discussed with use of a proprietary benchmarking ROI model. Investment strategies and ROI in detailing versus marketing are compared with support of a proprietary revenue potential index.

Scope and coverage

- Accurate 2003 sales force structure data from 56 sales forces operating in Japan, US, UK, Spain, Italy, Germany and France
- Evaluate optimal sales force sizing and structuring strategies with use of a proprietary benchmarking ROI model
- Compare and contrast investment strategies and ROI in face-to-face detailing versus marketing cost with support of a proprietary revenue potential index

Pharmaceutical Sales Forces reflects primary research with 56 senior sales executives. Benchmark analysis of 14 top tier companies' promotional investment is from CAM Group base data supported by a proprietary revenue potential index. Optimal sales force strategies are discussed with use of a proprietary benchmarking ROI model.

Why buy this analysis?

- Identify new promotional strategies that could halt the decline in ROI from physicians detailing
- Benchmark the size and structure of your company's sales force against competitors in different disease markets and countries
- Determine the key metrics needed to link sales force productivity with the sales performance of a product
- Understand the different sizing and structuring strategies a company applies with its sales force in different markets
- Learn from the industry's leaders when optimising promotional effectiveness across different therapy areas and geographical markets

Key findings and highlights

- Companies are not maximizing their returns from detailing spend despite the continual focus to maintain high sales force numbers.
- Each stage of a product's lifecycle presents a different set of objectives to a pharmaceutical marketer when intending to maximize revenue potential. Sales force size and structure has to evolve to fully realize this sales potential but without driving promotional costs up and reducing associated profit margins.
- Sales force size and structure has to be linked directly with product performance.
- The regional focus of a sales force has to be driven by physicians' prescribing behaviour. Determining the sales potential of the product defines which areas would benefit greatly from sales force presence.

- Companies need to re-think current-detailing strategies to halt declining returns: recommendations to increase the effectiveness of detailing strategies
- Optimising sales force size and structure throughout the product lifecycle: benchmark analysis of sales force management in different geographical markets and by product
- Japanese sales force structures: detailed breakdown of 7 domestic and international sales forces operating in Japan
- US sales force structures: detailed breakdown of 6 sales forces operating in the US
- UK sales force structures: detailed breakdown of 7 sales forces operating in the UK
- Spanish sales force structures: detailed breakdown of 11 sales forces operating in Spain
- Italian sales force structures: detailed breakdown of 6 sales forces operating in Italy
- German sales force structures: detailed breakdown of 9 sales forces operating in Germany
- French sales force structures: detailed breakdown of 9 sales forces operating in France

Company Profiles

Bayer
Daiichi
GlaxoSmithKline
Kyowa Hakko
Pfizer
Sumitomo
Yamanouchi
Boehringer Ingelheim
ICN Pharmaceuticals
Novartis
Savient Pharmaceuticals (formerly Bio-Technology General)
Alliance Pharmaceuticals
Fournier Pharma
Mayne Pharmaceuticals (formerly F. H. Faulding)
Rosemont Pharmaceuticals (Savient Pharmaceuticals)
Schering-Plough
Schwarz Pharma
Química Farmacéutica Bayer
Bristol-Myers Squibb
Elan Farma
Ferring
Fournier
ICN Iberica
Novartis Farmacéutica
Puerto Galiano
Roche
UCB Pharma
Abiogen Pharma (Merck & Co.)
Angelini
Novo Nordisk
Pierre Fabre
Aventis
Baxter BioScience (hemophilia division)
Betapharm Arzneimittel
Boehringer Ingelheim
Chugai Pharma
Jenapharm (Schering AG)
Merckle Arzneimittel
Riemser Arzneimittel
Rodleben Pharma (UCB Pharma)
Allergan
Aventis Behring
Chugai Pharma
Ferlux
Genzyme
Grünenthal
Solvay

For a complete index of this report click on http://www.researchandmarkets.com/reports/34973

Laura Wood
Senior Manager
Research and Markets
press@researchandmarkets.com
Fax: +353 1 4100 980