SPI Infoamtion

Table of Contents

Executive summary

The pharmaceutical sales environment
Evolving pharmaceutical sales strategies
The global contract sales organization market
Leading players in the CSO market
Emerging regions in the global CSO market
The future of contract sales

Chapter 1 The pharmaceutical sales environment

Summary
Introduction

Rising industry pressures

Outsourcing as an industry strategy

Overview of pharmaceutical sales

Sales force sizes

Diminishing returns from larger sales forces

Sales codes of practice evolving

Barriers to physician access are high

Need for new marketing and sales approaches
Conclusion

Chapter 2 Evolving pharmaceutical sales strategies

Summary
Introduction
Key account management

Takeda UK case study

eDetailing

Live virtual eDetailing

Scripted eDetailing

Website linked eDetails

The benefits of e-Detailing

Chapter 3 The global contract sales organization market

Summary
Introduction
Sales outsourcing strategies

Advantages of using CSOs

Barriers to using CSOs

Market drivers

Cost pressures drive outsourcing

Imperative not to increase sales headcount

Emerging market growth

Market resistors

Physician access barriers rising

Pharma industry consolidation

Rise of new promotion models

Market size

Chapter 4 Leading players in the CSO market

Summary
Introduction
Quintiles

Company overview

Business description

Partnering collaborations and recent deals

Case study: Takeda market entry to Spain

Ashfield

Company overview

Business description

Partnering collaborations and deals

inVentiv

Company overview

Business description

Partnering collaborations and deals

PDI

Company overview

Business description

Partnering collaborations and deals

Publicis Selling Solutions

Company overview

Business description

Partnering collaborations and deals

Invida

Company overview

Business description

Partnering collaborations and deals

Chapter 5 Emerging regions in the global CSO market

Summary
Introduction
China

The Chinese pharmaceutical market

CSOs in China

India

The Indian pharmaceutical market

CSOs in India

Chapter 6 The future of contract sales

Summary
Introduction
Towards outsourced key account management
Increasingly specialized sales reps
CSOs will continue to diversify into multi-channel promotion
CSOs will become strategic partners
Emerging markets are the key opportunity for CSOs
Conclusions

Appendix

Methodology statement
Selected bibliography

Index

List of Figures
Figure 1.1: Number of FDA approvals 1990-2009
Figure 1.2: US promotional spending ($bn), 1989-2008
Figure 1.3: US pharmaceutical sales force numbers (thousands), 2004-2012e
Figure 1.4: Major pharmaceutical sales force layoffs, 2008
Figure 1.5: Pharma sales rep funnel
Figure 2.6: Stakeholders influencing prescribing decisions
Figure 2.7: Survey of doctor attitudes towards electronic promotion
Figure 2.8: Merck & Co. website linked eDetailing portal
Figure 3.9: Global CSO market ($m), 2009-2015e
Figure 3.10: Relative size and potential of regional CSO markets
Figure 4.11: Quintiles recruitment process for Takeda Spain project
Figure 4.12: UK primary care sales force sizes
Figure 5.13: Quintiles presence in Middle East and Asia via joint ventures
Figure 5.14: NovaMed coverage of China
Figure 4.15: The expected shift in marketing and sales efforts

List of Tables
Table 3.1: CSO services
Table 3.2: Survey of US medical practices, February 2009
Table 4.3: Invida Asia-Pacific sales forces, 2010
Table 5.4: Tier 1, 2 and 3 Chinese cities, 2008