Saturday, September 04, 2010
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What are Nurse/Pharmacist Reps?
 

Nurse/Pharmacist Reps are phone-based RNs, RPhs, and PharmDs who engage MDs and other hospital-based targets in complex one-on-one product discussions.

 

Where can I get the details on Nurse/Pharmacist Reps?
 
Check out these resources:
  • Podcast: Increase Access to Hospital-based Physicians with Virtual Pharmacist or Nurse Reps
  • Case Study of Nurse/Pharmacist Reps calling on hospitals with no sales force support
  • Case Study of Nurse/Pharmacist Reps supporting a complicated-message hospital product    
What product challenges do Nurse/Pharmacist Reps help solve?
Nurse/Pharmacist Reps help solve 5 common challenges:
    1. Hospital/Managed Care 
          - Need Formulary Wins
          - On Formulary, but Low Sales
          - Restricted Access
 
    2. Product Issues
          - Complex Message
          - Perceived Risk
          - New Data
 
    3. Competition
          - Low Share-of-Voice
          - Entrenched Leader
          - Marginal Benefits
 
    4. Sales Force Limits
          - Vacant/Whitespace
          - Low Detailing Position
          - Not Adequately Persuasive
 
    5. MD Access
          - No-see/Hard-to-see MDs
          - Short Visits
          - Sample Delivery
 
 
How are they priced?
Nurse/Pharmacist Reps are priced using 3 components: (1) a modest development fee, (2) a modest monthly management fee, and (3) an hourly per-person fee. Of course, specific charges vary based on project details.
 
What's my next step?
Email Jim Reidy

 


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