Change is a constant for sales incentive planning

An environment of unprecedented information technology and digital channel innovation is rapidly changing the nature of business. Advances in information technology, including systems (customer relationship management, digital asset management), tools (data management, analytics), infrastructure (mobile, cloud) and information (big data), […]

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New approaches to specialty distribution

The recent market news surrounding the difference between gross and net pricing for branded products brought to light the inefficiencies in today’s product distribution and management models. It is becoming increasingly evident that the industry is due and preparing for […]

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Pharmaceutical traceability stumbles ahead

We’ve been covering the topic of pharmaceutical traceability and compliance with the Drug Supply Chain Security Act (DSCSA) closely for years, in part because its implications are so fundamental to how drugs will be distributed and dispensed nationally and globally […]

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The sales rep study I’d like to see

We’re not sure what to make of a just-released JAMA study* by two professors of, respectively, business management, and economics and psychology, after a highly detailed study of the prescribing practices at academic medical centers. The goal was to compare […]

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