This would me my business plan for 2011, transitioning into 2012 when Lipitor and Viagra are both generic.
1) PfizerPro becomes a product in the sales rep's bag.
*Have the reps get paid a commission for the amount of docs they can get signed up to communicate through the Internet, which at first looks like assistance to the reps, ultimately resulting in the reps training their replacements.
2) Have 80% of the customers deal with the Internet and the top 20% have a PR Pfizer non-sales rep.
*After laying off 2/3 of the sales force, assign one portfolio rep per (much larger) geography to make the total office call for the most important customers.
*The 20% are determined by the dollar volume currently generated on the entire Pfizer portfolio in primary care.
3) Keep certain specialty forces intact: oncology, vaccines, anti-infectives, rheum. They are already lean and this is where all new innovation is happening.
4) Institutional reps should either be a pharmD, MD or phD, particularly if there are residents involved to improve the perception of the industry for the new breed of physicians.
1) PfizerPro becomes a product in the sales rep's bag.
*Have the reps get paid a commission for the amount of docs they can get signed up to communicate through the Internet, which at first looks like assistance to the reps, ultimately resulting in the reps training their replacements.
2) Have 80% of the customers deal with the Internet and the top 20% have a PR Pfizer non-sales rep.
*After laying off 2/3 of the sales force, assign one portfolio rep per (much larger) geography to make the total office call for the most important customers.
*The 20% are determined by the dollar volume currently generated on the entire Pfizer portfolio in primary care.
3) Keep certain specialty forces intact: oncology, vaccines, anti-infectives, rheum. They are already lean and this is where all new innovation is happening.
4) Institutional reps should either be a pharmD, MD or phD, particularly if there are residents involved to improve the perception of the industry for the new breed of physicians.