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Remote detailing for pharma – Physicians’ perspectives

By Rahim Shah, VP Client Services

November 17, 2020

Remote detailing for pharma can be optimized based on the results from our 5-minute online survey conducted in the fall of 2020. Some questions that we sought to answer with this study conducted with 339 Canadian physician members of the MD Analytics healthcare panel were:

  • What proportion of remote interaction invites are accepted among GPs and SPs?
  • What are the reasons behind the preferred type of remote interaction?
  • What are the barriers to videoconference interactions?
  • What are the components of an ideal videoconference interaction?

Our findings showed that physicians from Ontario, Quebec and West are accepting only half or less of the invites they receive from pharma sales reps for a videoconference call. However, outside of in-person interactions, it is still considered the preferred means of interaction (though email and phone interactions also have potential).

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Pros of videoconference used for remote detailing for pharma: mimics in person interaction; easy to access; can share materials. The videoconference platform of choice for physicians is Zoom.

Pros of phone: easy to access; typically shorter; a less formal pharma remote detail.

Pros of email: easy to access; can reply when they want; a less formal pharma remote detail.

In-person pharma detailing interactions continue to differentiate themselves through familiarity and the ability to provide samples.

In order for videoconference meetings to succeed, it will be important for the sales rep to be concise and maintain the physicians’ interest.

Our infographic displays the findings in a visual format that is easily digested to inform remote detailing for pharma. Feel free to email this infographic to your colleagues or share on social media.

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We are here to answer your questions.

Topical Polls and Industry Trends

Will the Changes Caused by COVID-19 Become Physicians’ New Normal?

Will the Changes Caused by COVID-19 Become Physicians’ New Normal?

The COVID-19 crisis has significantly impacted physicians’ practices; but how and to what extent? Physicians have been managing significant workloads, while learning on the fly how to navigate and setup virtual meetings. Maintaining high levels of patient care while minimizing in-person interactions has also been challenging.

read more
Does Online Advertising Click for Physicians?

Does Online Advertising Click for Physicians?

Strong online advertising and messaging are key to maximizing impact of any marketing campaign. With recent restrictions on in-person interactions, online advertising and messaging play an even greater role in reaching physicians. Our findings from a survey of n=227 Canadian physicians show that 82% of Canadian physicians have increased their use of online platforms as a result of COVID-19, 48% significantly so.

read more
Forecasting New Pharma Products – Improving accuracy

Forecasting New Pharma Products – Improving accuracy

Physicians recognize that new medications often can be quite valuable for their patients and are eager to add them to their armamentarium. However, they do not always end up prescribing these new medications as much as they initially plan or as early as they would like. There are many reasons that can explain this discrepancy.

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Your answers,
our guarantee.

Your answers,
our guarantee.

We are here to answer your questions.

Latest Survey Data

Will the Changes Caused by COVID-19 Become Physicians’ New Normal?

Will the Changes Caused by COVID-19 Become Physicians’ New Normal?

The COVID-19 crisis has significantly impacted physicians’ practices; but how and to what extent? Physicians have been managing significant workloads, while learning on the fly how to navigate and setup virtual meetings. Maintaining high levels of patient care while minimizing in-person interactions has also been challenging.

read more
Does Online Advertising Click for Physicians?

Does Online Advertising Click for Physicians?

Strong online advertising and messaging are key to maximizing impact of any marketing campaign. With recent restrictions on in-person interactions, online advertising and messaging play an even greater role in reaching physicians. Our findings from a survey of n=227 Canadian physicians show that 82% of Canadian physicians have increased their use of online platforms as a result of COVID-19, 48% significantly so.

read more
GP Perceptions towards the Legalization of Recreational Cannabis – One year later

GP Perceptions towards the Legalization of Recreational Cannabis – One year later

In October 2018, the use of recreational cannabis was legalized across Canada. Looking back at the past year, physicians remain divided in their views towards this new legislation, though support skews towards younger GPs. This legislation has impacted the use of prescription treatments and patient visits in a number of key therapeutic areas, though not to the degree that was anticipated 12 months ago.

read more

Members of the Canadian Research Insights Council (CRIC) and the Insights Association.

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