Pharmacy directors hold clout over formularies

January 11, 2008

A new report urges sales reps to focus on pharmacy directors, P&T members, and chief medical officers when pitching new products.

To get drug products on hospital formularies, contacting CEOs and COOs at integrated delivery networks isn't the best way to go. Rather drug manufacturers' sales reps should focus on chief medical officers, pharmacy directors, and members of pharmacy and therapeutics committees. That's the recommendation of a new report, entitled "Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace," just issued by the market research consulting firm, Best Practices, LLC. The report advises that chief medical officers, pharmacy directors, and P&T members are more influential than network-level administrators when it comes to placing drugs on formularies.

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