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G & S Research is a primary market research firm focused on healthcare. Specializing in custom quantitative strategy and longitudinal assessment programs, the company provides advanced analysis, detailed project management, and on-time actionable deliverables.

The company is built on a foundation of personal service and custom solutions. We seek to better understand your world—not only as it applies to your product but also to your needs as a marketing professional.
RepReview 2005:
Results are in from biannual effort gauging pharma reps
 
The continuous growth of the U.S. pharmaceutical sales force is well-documented. The number of representatives in the U.S. has grown 85% during the last five years, with practically no physician growth.
 
Today, there are around 90,0001 pharmaceutical sales reps vying for physicians' time, and they command 40% of the total pharmaceutical sales and marketing budget. Therefore, it’s no surprise that improving the return on the sales force investment has become a top priority for pharmaceutical companies.
 
G & S Research designed RepReview to explore the issues and challenges of today's pharmaceutical sales environment. First conducted in 2003, the study captures real-world information about the healthcare marketplace from those on the front lines—sales representatives.
 
Results from the study provide candid insight to how sales reps interact with physicians and how they perceive their marketing support, employers, and competitive activity. The study specifically explores direct-to-consumer (DTC) advertising and co-promotions as well as guidelines established by the Pharmaceutical Research and Manufacturers of America (PhRMA) and other current topics. Findings indicate:
  • Reps are still not getting enough time with physicians.
  • The lack of time with physicians is still overwhelmingly attributed to too many competitive reps.
  • Only one in ten reps said they are informed about DTC initiatives related to competitors.
  • A vast 93% of respondents indicated that PhRMA guidelines are negatively impacting their ability to do their job.
  • Reps want more training in their respective treatment/ disease states and less on pharmaceutical marketplace issues.
  • Of all sales reps surveyed, 85% think that public opinion  of pharma manufacturers has declined in the past year, and most blame this on media coverage
Click to view the RepReview 2005 Synopsis, which provides information on what reps think about the importance of samples in gaining access to physicians, their marketing department's understanding of the pharmaceutical marketplace, and much more.
 
If you're interested in receiving the full report for RepReview 2005 in May, please email Jill Wangler at jwangler@gs-research.com.

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G & S Research Honored
as Elite Employer
 
G & S Research has been recognized among the Best Places to Work in Indiana by the Indiana Chamber.
 
Inspired by Fortune magazine’s well-known “100 Best Companies to Work for in America” ranking, the Best Places to Work award honors the top companies in the state, as determined through employer reports and comprehensive employee surveys. This is the inaugural award for Indiana.
 
Final rankings of the top Indiana companies will be announced at a luncheon on May 3.
 
Access the Indiana Chamber news release on this program for more information.
Dr. Gary Schwebach, G & S Research principal, recommends sampling physicians for pharma sales force research.
Find out what's new at G & S Research:
 
G & S Research Recognized as Elite Employer and Global Market Research Provider: Company is ranked among among the best places to work in Indiana and joins PBIRG, March 17, 2006
 
G & S Research Fills Key Leadership Position: Market research firm continues to fortify its staff following a record-breaking year, February 15, 2006
 
G & S Research Expands Resources to Meet Client Demand: Healthcare market research firm responds to rapid growth of business, December 20, 2005
 
Medical Meetings Group Charts its Own Course: New business unit spins off from G & S Research to address demand for KOL research in the bio-pharmaceutical market, November 28, 2005
Below is a list of previously published eTips!. Visit the G & S Research website to further explore these and other market research topics.
 
Assessing the New Launch: Using the Physician-Sales Dyad
The success of new products and campaigns in the bio-pharma industry are affected by the delivery of information by the sales representative and its reception by targets—typically physicians. ...
 
Maximize Your Market Research Results: Incorporating Multiple Sources of Information
A good business decision is rarely made with a single source of information, and a well-designed research study is rarely used for a single decision. …
 
Brand Equity Market Research: Leverage your brand’s equity to capture and retain market share
What motivates a physician or patient to choose your brand over another? Discovering the answers to this question is the essence of brand equity market research. ...
 
Note that the monthly eTip! series is no longer in circulation. If your topic of interest is not covered in the eTip! archive, please call us at 317-252-4500. We'll put you in touch with a market research professional who will answer your questions.

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