ISR’s New Report Shows eDetailing Fills Void Left by Reduced Rep Presence in Europe

Informing the drug development and commercialization industry

CARY, N.C.--(BUSINESS WIRE)--Industry Standard Research (ISR) today launched a new market research report titled “Adoption and Use of eDetailing vs. In-person Detailing in Europe,” providing pharmaceutical manufacturers with new insights into how European physicians prefer to interact with drug makers.

“Adoption and Use of eDetailing vs. In-person Detailing in Europe”

“Like in most industries, the need to cut costs often results in old processes and resources being replaced by ‘more efficient’ technologies,” explained Kevin Olson, CEO of ISR. “In our most recent report, data shows a 3% decrease in in-person detailing volume and an 8% increase in electronic detailing volume in the European market over the past two years."

ISR’s report is based on data compiled from 151 European physician surveys. The report provides a head-to-head comparison of volume, time, value, and outcomes associated with in-person and electronic detailing environments, including separate analyses across three therapeutic areas (oncology, cardiology, and respiratory/ pulmonology) and three geographic locations (United Kingdom, Germany, and France).

“While data indicate little distinction between the ‘value’ physicians place on the two detailing environments, in-person interactions received higher ratings for prescriber satisfaction,” Olson explained.

In addition to prescriber preferences, ISR’s report examines their needs and expectations from detail sessions, the degree to which those needs are met though both electronic and in-person detail sessions, and prescribers' perspectives on the types of products most and least appropriate for an eDetail environment.

“In spite of the growing trend towards technology, ISR found physicians continue to value the relationships established in one-on-one relationships with pharmaceutical representatives – most notably they mentioned the ability to ask product related questions,” Olson explained. "If the technology movement continues, the industry may be tasked with installing more user friendly web-based tools than what is currently available to mimic the on-demand nature of those personal interactions.”

More information is available at www.isrreports.com/industry-reports/adoption-and-use-of-edetailing-vs-inperson-detailing-in-europe.

About Industry Standard Research

Industry Standard Research is the premier, full service market research provider to the pharma and pharma services industries. With over a decade of experience, ISR delivers an unmatched level of domain expertise. For more information about ISR’s off-the-shelf intelligence and custom research offerings, please visit the company’s Web site at www.ISRreports.com, email [e-mail], or follow us on Twitter @ISRreports.