Overview

Since the mid-1990s, pharma companies have devised their sales and marketing strategies based on Rx data. However, with the introduction of the AMA’s Prescribing Data Restriction Program (PDRP) opt-out program in July 2006, pharma companies need to evaluate the impact of PDRP violation, mediate their PDRP compliance strategies, and revisit their existing Sales Force Effectiveness (SFE) practices. With the introduction of the PDRP, the use of physician Rx data by pharmaceutical companies will never be the same again. The PDRP prohibits access to physician-level Rx data, which directly impacts First Line Managers, Sales Representatives, and anyone else that accesses or distributes physician Rx data.

Arrowhead Publishers� report The Prescribing Data Restriction Program: Critical Assessment and Best Practices estimates the impact of PDRP violations, analyzes the use of Rx data, gauges awareness in the marketplace and benchmarks the best practices towards PDRP compliance.

Key features of this report:

• Best practices towards PDRP compliance

• Outline of the practical implications of the PDRP

• Industry perceptions of the PDRP (survey research)

Reasons to purchase this report:

• Understand what other pharma companies are doing to comply with the PDRP.

• Learn the financial rewards associated with successful PDRP compliance strategies

• Gain a better understanding of the program and its implications for the pharma industry

• Understand the areas of impact of PDRP violations, and inefficient PDRP compliance strategies

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Table of Contents

Objective and Methodology
Methodology
Abbreviations
Key takeaways

1 Executive Summary
1.1 Mixed responses towards compliance
1.2 PDRP impacts all pharma companies
1.3 Critical success factor
1.4 Best practice of pharma companies� PDRP compliance strategies - mix of standard operating practices and
technology

2 Introduction
2.1 PDRP definition from AMA
2.2 About the PDRP and need to adopt best practices
2.3 Very low awareness of the PDRP
2.4 Impact of Sales Rep’s and DM’s lack of access to Rx data
2.5 Finding the right balance in implementing PDRP compliance strategies
2.6 There are currently no recommended best practices for PDRP compliance
2.7 Legislators observing PDRP compliance closely
2.8 Compelling reasons for pharma companies to comply with the PDRP
2.8.1 Avoiding negative publicity is key motive for PDRP compliance
2.8.2 Loss of Rx data

3 Impact of the PDRP on pharma companies
3.1 Pharma companies underestimate the impact of the PDRP
3.2 All pharma companies will be impacted by the PDRP
3.3 PDRP can increase sales and marketing costs by 20%
3.4 Risk of ineffectiveness in the sales force in absence of Rx data - highest loss component
3.5 Impact of the PDRP on competitive edge

4 Critical success factors for complying with the PDRP
4.1 Use and blocking of Rx data
4.2 The issue of reverse engineering
4.3 Changes in technology and systems are a must to comply with the PDRP
4.4 Technology solution
4.5 Existing SFE strategies
4.6 Time and cost of implementation
4.7 Balancing PDRP compliance and the need for a competitive edge
4.8 Defense strategy
4.9 Issues and challenges

5 Best practices towards PDRP compliance
5.1 Best standard operating practices by pharma companies
5.1.1 SFE planning and execution
5.1.2 SFE planning department - senior managers not interacting with physicians
5.1.3 SFE planning department to perform targeting and segmentation
5.1.4 SFE execution department - Sales Rep and DM
5.1.5 Benefits of the above model
5.2 Incentive structure
5.2.1 Option 1
5.2.2 Option 2
5.2.3 Option 3
5.3 Pull-through strategies
5.4 Important parameters to determine the top prescribing physicians within the influential plans
5.4.1 A few more SOPs towards PDRP compliance
5.5 Sales Reps, DMs and PDRP compliance
5.5.1 Training of Sales Reps
5.5.2 Sales Reps’ use of Rx data
5.5.3 Sales Reps and the reverse engineering of data
5.5.4 Sales Reps understanding of the “Big Picture”
5.5.5 Sales Rep employee contracts: Redefined?
5.5.6 Sales Reps and market intelligence
5.6 Technology priorities to comply with the PDRP
5.6.1 SFA/CRM systems
5.6.2 Security of reports
5.6.3 Rx details in incentive slips
5.6.4 New technology solutions?
5.6.5 Apt PDRP compliance strategies pay off
5.6.6 Pharma companies’ perceptions of cost of PDRP compliance
5.6.7 Time allowance for PDRP compliance
5.8 Foolproof defense strategies

6 Conclusions: Roadmap to PDRP compliance
6.1 Best Practices
6.2.1 SFE planning and SFE execution
6.2.2 New use of target lists
6.2.3 “Pre-calling”, “During calls” and “Post calls”
6.2.4 Sales Rep training
6.2.5 Incentive calculations
6.2.6 SFE/CRM technology solutions

Figures
2.1 Best practices to comply with the PDRP
2.2 Pharma executives� awareness of PDRP and compliance strategies
2.3 Why Pharma companies are willing to comply with the PDRP
3.1 Strategic analysis of impact of the PDRP on Pharma companies
3.2 Impact on pharma companies if the of physicians opting out increases greatly

3.3 Pharma companies impacted by the PRDP

3.4 Practices to ensure PDRP compliance among Sales Reps and DMs

3.5 Impact of the PDRP on competitive edge of pharma companies

3.6 Incentive calculation impacted with uneven of physicians �opting-out�
4.1 Strategic areas of change to comply with the PDRP
4.2 Key issues/challenges in implementing PDRP compliance strategies
5.1 Status of pharma companies� efforts towards PDRP compliance
5.2 Newer ways of targeting and segmenting physicians while complying with the PDRP
5.3 Modular view of segregating SFE planning & SFE Execution department
5.4 Value chain of the physician- for a company specific Rep on the basis of Rx volumes
5.5 Hypothetical example- Classification of Physicians based on their prescription behavior
5.6 Incentives structures for complying with the PDRP
5.7 Training Sales Reps for PDRP Compliance
5.8 Technology priorities of pharma companies to comply with the PDRP
5.9 Pharma budgets for PDRP compliance
5.10 Time period to implement PDRP compliance strategies
5.11 Pharma companies� PDRP defense strategies

Sample Pages

To download the sample pages, please click on the link below:

• The Prescribing Data Restriction Program sample pages