[e-drug] Re: Massachusetts moves to curb drug vendors

["Bonnie Fundafunda" <bfunda@echohealth.org.uk>]

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E-drug: Re: Massachusetts moves to curb drug vendors
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Dear all,
This action by Mass. General is a very interesting and brave development,
with clearly wider implications globally. The conduct, as described of
pharma sales reps in developing countries, as elsewhere, is their 'job
description'. Their employers just about expect their sales reps to conduct
their business in this very way (I know of only one global pharma company
that has recently began a sea- change approach to its work in developing
countries). The 'high' status given to sales rep is almost legendary,
enabling them to commanding unusual access to those who make or influence
policy in the health system.

In developing countries, the difficulty is that the sales rep tends to have
access to information which many medical and pharmceutical practioners may
not have. That gives the sales rep a high degree of power, and therefore the
power to walk into hospital or practice without appointment, and demand your
time.

Any action such as this being actioned by Mass. General must suggest a
re-think in the way sales reps present their wares. However, a lot can be
done with sales reps, with respect to sharing information and even promoting
a product, specially if it is a product that is part of the hospital or
national formulary.

Thanks,
Bonnie

Boniface Fundafunda PhD, MBA, B.Pharm(Hon)
Marketing Manager
ECHO International Health Services Limited
Ullswater Crescent, Coulsdon, Surrey, CR5 2HR, UK
Tel: +44 (0)20 8660 2220  Fax: +44 (0)20 8668 0751
Email: bfunda@echohealth.org.uk
www: echohealth.org.uk
[signature added by moderator. KM]


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