Report: eSampling Strategies from Piribo.com

Summary

Introduction

The provision of samples to physicians is a key driver of pharmaceutical marketing success. eSampling can be a cost effective means of supplementing traditional drug sample distribution practices and should be used in combination with sales rep-based sampling efforts. Used effectively, eSampling can expand physician coverage and improve the quality of services provided to dedicated prescribers.

Scope

Insight into how willing the physician populations in key markets are to adopt alternative methods of sampling

Analysis of which consumer groups are most amenable to using sample vouchers or coupons in lieu of sample packets

Identification of key factors that impact physicians' willingness to use the Internet to increase access to drug samples

A discussion of the growing importance of the preferences of US patients in the adoption of an eSampling strategy

Highlights

Datamonitor finds that consumers in the US are just as likely as physicians in the US to regularly return to a pharmaceutical-sponsored website that offers printable vouchers or coupons as a feature.

An ideal eSampling platform should be customizable and offer an option to link into an eDetailing application. Additionally, electronic sampling applications that provide increased functionality and allow manufacturers to get more value out of their data are preferable.

Despite the fact that physicians in the US and Western Europe still prefer in-person delivery of samples, Datamonitor predicts that sample vouchers and coupons will continue to play a bigger role, in some cases taking the place of sample packets entirely.

Reasons to Purchase

Identify opportunities within the US market to enable patients to gain greater access to eSamples through consumer-facing websites

Understand why physicians continue to prefer to distribute sample packets rather than coupons or voucher to their patients

Target opportunities to expand the use of eSampling in key pharmaceutical markets

Content

Catalyst
Summary
Methodology
- AnaLYSIS
- Introduction to eSampling solutions
- The failure of a representative-based method of drug sample distribution
- eSamples can be used to expand reach to physicians in all markets and consumers in the US
- Physicians prefer to use the Internet to request the delivery of samples packets
- When sample vouchers are unavailable, physicians download sample vouchers or coupons for their patients from secure web portals
- In the US, where DTC advertising of pharmaceutical drugs is permitted, consumers independently access money saving vouchers and coupons
- Regulatory issues in the United States
- The Prescription Drug Marketing Act
- Consumers' views: the impact of sampling on compliance
- Samples and the potentially non-compliance patient
- Physicians' views: the problem of sample supply
- Physicians' preferred methods of sample distribution
- Best practices in the application of electronic sampling
- Current approaches to electric sampling
- Voucher system
- Third-party web portal
- Integrating eSampling and eDetailing
The Future Decoded
- Reaching physicians online
- The role of patients
Appendix
List of Figures
- Definitions and abbreviations
- References
- Extended methodology
- Datamonitor eHealth Physician Insight Survey 2005
- Datamonitor eHealth Consumer Insight Survey 2005
- Ask the analyst
List of Figures
- Figure 1: Secure online portals allow physicians to request the samples they are most likely to use
- Figure 2: Printable sample vouchers allow physicians who do not have access to sample packets to provide their patients with free trials or cost-savings on prescription medications
- Figure 3: Consumers in the US can proactively access cost-saving opportunities on product websites for both new and commonly used prescription medications
- Figure 4: Consumers in the US are just as likely as physicians in the US to regularly return to pharmaceutical-sponsored websites that offer printable vouchers or coupons as a feature
- Figure 5: Patients use the Internet to access information relevant to their healthcare decisions
- Figure 6: Consumers most commonly use the Internet to search for information related to their personal health
- Figure 7: A large percentage of patients in all markets are considered "potentially non-compliant"
- Figure 8: Weight loss, skin conditions, cardiovascular health and allergies are among the most commonly sought topics of health information
- Figure 9: Approximately one out of every ten surveyed US consumers have downloaded a coupon or a voucher for a medication within the past year
- Figure 10: Physicians report that drug samples are the most influential pharmaceutical marketing strategy at the point-of-care
- Figure 11: In all markets surveyed, one-fifth of surveyed physicians have used some form of eSampling in the past year
- Figure 12: Inadequate, inappropriate and unpredictable sample supply plague all pharmaceutical markets
- Figure 13: Physicians in the US and Western Europe continue to prefer in-person delivery of samples via a sales representative
- Figure 14: Moving into the future, the majority of surveyed physicians would like to use a combination of both printed vouchers and sample packets
- Figure 15: In integrated approach to sampling which leverages both traditional and electronic sampling strategies has many benefits in the current pharmaceutical market
- Figure 16: Most physicians will request either drug samples or a follow-up visit from a sales rep as a result of participating in a detailing session
- Figure 17: The promise of increased access to samples and greater contact with sales reps factor highly into physicians' decisions to participate in eDetailing sessions
- Figure 18: Lack of incentives prevent many otherwise willing physicians from participating in eDetailing programs

IT & eHealth

eSampling Strategies

Using Internet Technologies to Increase Impact at the Point of Care

Price £2,000.00