Novartis Must Shoot Down The Flying Nun

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flying-nun.jpgWho is this flying nun? Sally Fields, of course. That was a hit 1960’s TV series in which she starred as an innocent waif with the equivalent of wings. More recently, though, the perky actress with the youthful look - she’s 60 years old now - has successfully pitched a campaign for Boniva, the osteoporosis med marketed by Roche and Glaxo.

Last week, however, Novartis won FDA approval for a rival med, Reclast, which only needs to be taken once a year. But as Joe Tooley, an analyst at AG Edwards points out in an investor note this morning, the market is flat - year-over-year growth is only 0.3 percent. Right now, the leader is Merck’s Fosamax, with a 41.5 percent share of the oral bisphosphonates market.

But, he notes, “perhaps the biggest challenge to Reclast’s acceptance will be Roche and Glaxo’s once-monthly Boniva, which currently holds 11.9 percent share of total scrips. Boniva is growing in excess of 37 percent annually and stealing market share from the other oral agents with its more favorable once-monthly dosing.” Helped, of course, by the effervescent Sally Fields.

Now, if Sally made her name in ‘The Sopranos,’ it may be fitting for the Novartis marketing team to have someone break her bones. How else to eliminate competition? Life imitating art, as it were. Then again, if Boniva is truly effective, this wouldn’t work. The alternative then is to come up with an equally successful ad campaign with an equally spunky pitchwoman. But who?

Novartis better find someone. As Tooley points out, other than Lilly’s Evista, which is a different type of med, Reclast is the highest-priced bisphosphonate on the basis of yearly cost - $1,041 per dose, which is more than Boniva ($940.92 at drugstore.com), Fosamax ($716.28 at drugstore.com) and Actonel ($959.90 at drugstore.com). Hey, a hundred bucks is still a hundred bucks. And Sally Fields is still flying high.

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  1. According to Lee Weinblatt, who measures effectiveness of DTC ads by following viewers’ eye movements, the public loves Sally in those Boniva ads.

    Although Weinblatt wouldn’t reveal the actress’s name, he mentioned an ad for a bone loss drug featuring an actress whose first name begins with the letter ‘S.’

    “She’s not wearing a beaver hat, there are no moths flitting around, but the saccadic eye motion of the target audience is incredible when she is talking to the camera,” says Weinblatt. “The viewing audience really has an emotional bond with her.”

    The same could not be said for the Lipitor ads featuring Dr. Jarvik. “The saccadic eye motion in the audience was virtually nil,” says Weinblatt.

    See the Pharma Marketing News article (full-text, pdf) here:
    http://www.news.pharma-mkting.com/prodsvcs/pmn67-article02.pdf

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