Majority of MDs Now Say They Welcome Sales Representatives

New Survey From Publicis Touchpoint Solutions Reveals Shift in Physicians’ Attitudes—More Than Half Value Visits, But They Don’t Want Their Time Wasted

YARDLEY, Pa.--()--Continuing a trend that has brought renewed confidence to the industry, more than half of all doctors surveyed for the new 2014-2015 edition of What Physicians Want! have said they’d like more visits by healthcare representatives.

The report, issued today, is based on a national physician survey conducted biennially by Publicis Touchpoint Solutions and Sermo, the largest online physicians’ community, with 260,000 participants in the United States.

According to Touchpoint Solutions, the increase—a jump of 14 percent over the last survey, conducted in 2012—is good news for the life sciences industry, since it reflects a strong demand on the part of both primary care physicians and specialists. However, the study underscores the demand for highly qualified representatives, regardless of whether their orientation is sales, service, or clinical education.

“For today’s doctors, the number one priority is helping patients, and everything the industry provides to support that need, whether directly or indirectly, is going to have an impact on demand,” said Rick Keefer, president and CEO of Publicis Touchpoint Solutions, who pointed out that the number of doctors who want visits from sales representatives has almost doubled since the survey began just six years ago.

In 2008, only 31 percent of physicians surveyed wanted more representative visits. Today, the number is 56 percent. Moreover, there is a strong demand for “higher-quality” traditional representatives (such as those who engage in discussions around clinical studies and evidence-based medicine), as well as different forms of support from a new breed of nontraditional teams.

Nearly three quarters of all doctors want more clinical health educators for patient support and more customer service representatives for office support. More than six out of ten want “hybrid” representatives, who reach their target physicians through a variety of both field and virtual channels and at times that are most convenient for each physician. Specialists also want to see more specialty representatives, with more than nine out of ten indicating that they want more knowledgeable representatives calling on them.

“This year’s report reinforces the role of the representative while reminding us that there are other disciplines and channels for reaching the busy physician,” added Mr. Keefer.

Not surprisingly, doctors are increasingly dependent on digital technology, with more than nine out of ten of those surveyed using smartphones and three out of four using iPads or other tablets. A majority—83 percent—are asking for more disease-state websites designed for healthcare professionals, while seven out of ten want more physician-focused product sites.

The bottom line, according to the Touchpoint Solutions report, is that physicians are fervently seeking information that will help them to provide better care for their patients. Some of the most poignant pleas are for programs to increase patient adherence while helping to provide patients with access to the medications they need.

For a copy of the survey results, go to http://www.TouchpointSolutions.com/resource/ for a complimentary download.

For business inquiries, please contact Touchpoint Solutions Business Development at (215) 525-9810 or eMail Impact@TouchpointSolutions.com.

About Publicis Touchpoint Solutions, Inc.

Publicis Touchpoint Solutions provides a comprehensive array of multichannel message delivery solutions to the life sciences industry. From in field to inside and from promotional to clinical, Publicis Touchpoint Solutions centers-of-excellence include field sales and service, live video detailing, inside credentialed sales specialists, inside sales and service, clinical health educators, and medical science liaisons. A wide range of vital support solutions—each of which serves all of the company’s message delivery channels—includes recruiting, training, performance management, operations, data/analytics, and compliance. Publicis Touchpoint Solutions provides the human touch to precision multichannel messaging delivered at the right time and through the right channels to achieve maximum impact. Publicis Touchpoint Solutions is a member of the Publicis Healthcare Communications Group.

Website: www.TouchpointSolutions.com
Twitter: http://twitter.com/pTouchpoint
LinkedIn: http://linkd.in/pTouchpoint

About Publicis Healthcare Communications Group

Publicis Healthcare Communications Group (PHCG) is the largest health-oriented agency network in the world. A division of Publicis Group, PHCG manages top-tier agencies specializing in promoting innovative solutions in advertising, medical education, sales and marketing, digital, market access, and medical and scientific affairs. PHCG is dedicated to delivering ideas of purpose that compel action, change lives, and amplify business outcomes. With more than 4,000 employees, PHCG manages 14 agency brands through 53 offices located in 11 countries. PHCG’s global brands are Saatchi & Saatchi Health, Publicis Life Brands, Digitas Health, Razorfish Health, Publicis Healthware International, Publicis Touchpoint Solutions, and Publics Medical Education Group, as well as strong regional brands.

Website: www.publicishealthcare.com
Facebook: www.facebook.com/publicishealthcare

Contacts

Publicis Touchpoint Solutions, Inc.
Betsy Lane, 215-525-9804
SVP Marketing and Communications
Betsy.Lane@TouchpointSolutions.com

(Graphic: Business Wire)

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Contacts

Publicis Touchpoint Solutions, Inc.
Betsy Lane, 215-525-9804
SVP Marketing and Communications
Betsy.Lane@TouchpointSolutions.com