Sample strategy: Questions you should be asking
March 2018
Solutions for Specialty Manufacturers:
If you’re considering alternatives to your existing rep-delivered sample strategy, you may be wondering: What questions should I be asking? How do I know what sample strategy is right for my company? Joel Wayment, VP Operations, Cardinal Health 3PL Services, recently addressed the key questions (and answers) to consider when evaluating sampling programs in PharmaVOICE.
With access to specialty physicians in decline, it’s never been more challenging to reach physicians with product messaging. As a result, more and more companies are considering direct-to-physician (DTP) sampling as a way to centralize trade and sample distribution, a method that can also create new efficiencies, lower costs and help drive compliance for their organizations. Joel explains these benefits and key considerations for evaluating a direct-to-physician sampling program in the article.
In addition to improved access, the added benefits of transitioning to a DTP sampling strategy may surprise you. These programs have the potential for cost savings and higher satisfaction amongst field sales representatives and sales leaders who are no longer required to manage sample inventories and audits.
While representatives still play a role in facilitating sample requests to ensure patients start on therapy without delay, they can make better use of their time with physicians, engaging in clinical dialogue rather than chasing signatures. A DTP strategy can also improve control over distribution and product quality. Rather than storing samples in a rep’s trunk, a DTP program ensures that temperature and stability requirements for product integrity are met. Product returns are reduced, as inventory control is centralized and only the samples that physicians request are shipped out.
To support the growing movement towards DTP sampling, Cardinal Health 3PL has established a dedicated, samples-only team that can offer advice on program rules and education on compliance and reporting.
The recent acquisition of LaVergne-based A+ Secure Packaging positions our re-packaging capabilities right down the road from our facility, enabling you to convert trade packaging to samples quickly, which can help reduce waste by not having to destroy short-dated products, and support field initiatives that may ramp up sampling.
To evaluate a DTP sampling approach and the benefits it may have for your operations strategy and budget, contact your Client Relationship Manager.