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FOR IMMEDIATE RELEASE
Contacts:
Steve Ware, SRWA
610-321-6191 srwa@srwa.net
Ron Sheeley, SRWA
303-369-7546 sheeley@srwa.net
S. R.
Ware Associates Internet Survey Reveals Pharmaceutical Specialty
Representatives Need Training
Pilot study reveals pharmaceutical specialty representatives lack training on
HIV-1 drug resistance tests despite Department of Health and Human Services
guidelines recommending therapy changes based on the results of resistance
tests.
DOWNINGTOWN, PA - March 13, 2002 - Pharmaceutical
HIV specialty representatives need training on HIV-1 drug resistance tests (RT)
and other subjects according to a just-released Internet survey by S. R. Ware
Associates, Inc. Selected specialty representatives were asked 16
questions about how new HIV management techniques, like HIV-1 drug resistance
tests, are incorporated into the sales process.
Despite the fact that using resistance tests has been recommended by various
panels (the International AIDS Society - USA, the Panel on Clinical Practices
for Treatment of HIV Infection by US Department of Health and Human Services)
in situations of first HIV drug failure, only 17% of responders answered that
RT should be recommended for this indication.
Studies have demonstrated that RT probably would provide more benefits in
clinical outcomes and in preserving future therapeutic options; however, 69% of
responders said that RT was being used to manage salvage therapy only.
Almost half (49%) of responders
said that RT does not influence the selection of HIV therapy when multiple
studies have shown that RT is a very important tool in selecting HIV therapy
after drug failure.
"We were surprised that specialty representatives calling on internal
medicine and infectious disease physicians did not know more about the impact
of HIV drug resistance on the treatment of HIV," said Steve Ware,
president of S. R. Ware Associates. "We thought leading edge
pharmaceutical companies would have their representative staff completely
up-to-date on the management of HIV."
SRWA conducted a similar study on physicians, but the results are not ready for
publication. Surveys are still being received from physicians and
representatives, but the trend points to the same thing: there is a disconnect
between what the representatives and physicians think happens during the sales
call.
"Representatives are disconnected from the reality of the sales
call," said Ron Sheeley, principal consultant at SRWA. "What
physicians think happen during the sales process is entirely different than
what the representatives think happens. Representatives who rely on a
"Tell-Tell-Close" method of features and benefits detailing miss a
prime opportunity to provide the physician with valuable information about
their products."
The pilot study by SRWA points out the need for a broader study researching the
interaction between representatives and physicians. The corporate web
page is at http://www.srwa.net. A white paper abstract, "Analysis of
HIV Specialty Representative's use of HIV-1 Drug Resistance Tests (RT) as a
Sales Aid," is available at
http://www.srwa.net/research/research.html.
"Within the FDA regulated framework of the sales call, we think specialty
representative training on HIV-1 drug resistance tests and other subjects would
provide useful information to the physician," said Steve Ware,
"without taking time away from the primary reason the representative is in
the physician's office."
About the Survey
Internet market research surveys are available from S. R. Ware Associates
and can be ordered by contacting either Steve Ware or Ron Sheeley. All
work is done on a contractual basis.
About S. R. Ware Associates, Inc.
S. R. Ware Associates, Inc. (SRWA) is a contract consultant group focused on
pre- and post-launch pharmaceutical, biotechnology, or laboratory products
requiring approval from Medicaid, Medicare, or other entities. SRWA was
founded in 1995 by Steve Ware, who is a 25-year veteran in pharmaceutical
sales, market research, knowledge management, and opinion leader development;
and Ron Sheeley, a 30-year veteran who joined SRWA in 2001 as an expert in
sales training, recruitment, management, and business development. SRWA
draws upon a cadre of experienced associates with expertise in lobbying, sales
management, advocacy, and a variety of therapeutic areas.
Attention Editors
Graphs, charts, and citations as well as interviews with the report's
author are available by contacting Steve Ware at srwa@srwa.net.
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