Doing More With Less: The Future Of Pharmaceutical Sampling
The pharmaceutical industry consistently talks about increasing efficiency, minimizing waste, and increasing the ROI on all marketing and sales activities. But, did you know that samples, one of the most expensive sales and marketing tools that pharma companies produce, go to the wrong physicians almost half the time?
Environics has found that, on average, 43% of samples distributed were not going to the right physicians.
The word “sample” is often thought to be a low-cost way of getting pharma products into the hands of patients and a path to an automatic sale. However, I know from my days as a product manager that, when the total cost of manufacturing, packaging, and delivering just one sample to a physician is calculated, this promotional strategy is far from cheap, making it even more important to ensure that every sample is being distributed to the right physician and given to the right patient.
Environics has found that, on average, 43% of samples distributed were not going to the right physicians
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