Docs: We’ll See A Rep Any Old Time Of Day
9 CommentsBy Ed Silverman // July 21st, 2008 // 4:11 pm
Hard to believe? But a new survey says 76 percent of doctors will see a sales rep from a drug or device maker any time or any day. And only one quarter require the rep to make an appointment (patients should be so lucky, yes?). Scheduled visits are especially popular among docs in North Dakota and Wisconsin, but much less so in Idaho and Delaware.
There is another way to view the situation: 17 percent of docs refuse to see sales reps at any time. And specialtists, such as pathologists, are much more likely to restrict access than general practitioners, according to SK&A Information Services, a health care market research firm that combed its database and rang 230,000 medical practices representing 640,000 docs nationwide.
Some other findings: 14 percent of group practices have a general policy to restrict access to physicians at all their office locations, and 20 percent of physicians restrict access at all their office locations. The survey also found major Metropolitan Statistical Areas may not follow regional trends. In the San Francisco area, for example, access 27 percent more restrictive than the regional average.
And when a medical practice is owned by a hospital, reps can expect to jump more hurdles trying to reach physicians. The survey found 30 percent of practices owned by hospitals have “no see” policies and 40 percent require an appointment. Look here for the complete figures.
Lisa Van S
Quite Interesting, My Daughter is a Medical Assistant in a private office, and they make sales reps wait!!!!
Anonymous
When I managed group practices in the early 1980’s, the rep call situation was out of control. On some days I had as many reps trying to get in as patients and on others no one called; some reps came by every 6-8 weeks, others were monthly and some tried to get in every 2-3 weeks. The doctors and staff weren’t happy with the situation and it was leading to patient delays when several repps tried to get in at the same time. I instituted an appointment only rule for reps. No more than one rep per day was allowed in to the facility and no rep was allowed in more than once a month. The reps were allowed to set up a table near the doctors’ offices for before and through lunch time. It worked better for the doctors because they knew in advance who was coming in on a particular day and could arrange the amount of time (if any) they wanted with a specific rep. My goal in instituting the system was to cut patient delays and burdens on the support staff; the plan succeeded all around. The doctors and staff were happy with the program and patient satisfaction went up as well. The smarter representatives figured out that it was a win for them because they got access to up to 10 doctors in one visit instead of one or two.
Chris
Why should be it hard to believe that 76% see a rep? Perhaps docs and practitioners find some information or news of value from medical reps. Amazing though that may be, many in this country and beyond are not so sceptical or embittered as some of our bretheren on this blog, and can actually recognise value and integrity in many of the reps who are out there doing a decent job. OK, maybe some of the 76% are hungry but give them credit for being able to weed out the overtly promotional pitches from the balanced ones. As always, some on here assume that brainwashed ex-models bearing little more than pizzas are somehow managing to convince professionally trained practitioners to use their drugs regardless. Let this suggest that soem at least can make up their own minds.
Ed Silverman
Hi Chris,
I wrote that while thinking about the many stories and anecdotes in which reps are described as persona non grata. So it was a bit tongue in cheek. Although I do hope to remember to post a survey tomorrow about the extent to which docs value info from reps. With any luck, I will remember.
Cheers
ed
Dan
While cynical, likely, if a rep goes to a medical institution to see a particular doctor, it is either to give him a large check or make him or her aware of thier next lucurative opportunity.
Anonymous
The days of being able to walk into a physician’s office and see the physician immediately are over. Changes in the industry have made it harder for pharma reps to get in. However, it looks like the majority of physicians are open to seeing reps, but many require an appointment. I find this to be valuable information for pharma reps. Knowing these statistics will allow for better strategic planning and greater success.
Mike
Drug reps serve a useful function. How else would physicians learn about new drugs? But like any commodity, drug reps need to be controlled. Establish ground rules and most important, calling times. A rep that’s around all the time is a nuisance. A rep that barges in is an interruption of a routine. Get them in, hear what they have to say and send them on their way. If you like the drug, you call them. If not, tell the to go away, and if they push the issue, banish them. That gives the other reps an idea who their dealing with.
The most important thing reps have to remember is that they’re costing you time, and they are doing you a favor seeing you, not the other way around.
Sathyapala
“How else would physicians learn about new drugs?”
Physicians presumably have readnig skills? There are enough independent unbiased evaluations (even on the internet) where a phyisician can get information easily.
Oh yes, they dont have time to do that (but they have time to see the rep?). Collect all the times they see reps in a week and read a good article in one go.
Getting information from Medical Reps in intellectual (if one can use that word) laziness. It is a professional obligation of a physician to be up to date in his/her knowledge.
As for drug lunches, somebody did say that “in the absence of drug lunches, doctors will continue to eat”. Similarly in the absence of medical reps, doctors would learn about new medicine? (Yes?)
truthman30
“As for drug lunches, somebody did say that “in the absence of drug lunches, doctors will continue to eat”. Similarly in the absence of medical reps, doctors would learn about new medicine? (Yes?)”
Hah…
Brilliantly said…
:)