eSampling Strategies: Using Internet Technologies to Increase Impact at the Point of Care

• Insight into how willing the physician populations in key markets are to adopt alternative methods of sampling
• Analysis of which consumer groups are most amenable to using sample vouchers or coupons in lieu of sample packets
• Identification of key factors that impact physicians? willingness to use the Internet to increase access to drug samples
• A discussion of the growing importance of the preferences of US patients in the adoption of an eSampling strategy

• Identify opportunities within the US market to enable patients to gain greater access to eSamples through consumer-facing websites
• Understand why physicians continue to prefer to distribute sample packets rather than coupons or voucher to their patients
• Target opportunities to expand the use of eSampling in key pharmaceutical markets

DATAMONITOR VIEW

CATALYST

SUMMARY

METHODOLOGY

ANALYSIS

Introduction to eSampling solutions

The failure of a representative-based method of drug sample distribution

eSamples can be used to expand reach to physicians in all markets and consumers in the US

Physicians prefer to use the Internet to request the delivery of samples packets

When sample vouchers are unavailable, physicians download sample vouchers or coupons for their patients from secure web portals

In the US, where DTC advertising of pharmaceutical drugs is permitted, consumers independently access money saving vouchers and coupons

Regulatory issues in the United States

The Prescription Drug Marketing Act

Consumers' views: the impact of sampling on compliance

Samples and the potentially non-compliance patient

Physicians' views: the problem of sample supply

Physicians' preferred methods of sample distribution

Best practices in the application of electronic sampling

Current approaches to electric sampling

Voucher system

Third-party web portal

Integrating eSampling and eDetailing

THE FUTURE DECODED

Reaching physicians online

The role of patients

APPENDIX

List of Figures

Definitions and abbreviations

References

Extended methodology

Datamonitor eHealth Physician Insight Survey 2005

Datamonitor eHealth Consumer Insight Survey 2005

Ask the analyst

List of Figures

Figure 1: Secure online portals allow physicians to request the samples they are most likely to use

Figure 2: Printable sample vouchers allow physicians who do not have access to sample packets to provide their patients with free trials or cost-savings on prescription medications

Figure 3: Consumers in the US can proactively access cost-saving opportunities on product websites for both new and commonly used prescription medications

Figure 4: Consumers in the US are just as likely as physicians in the US to regularly return to pharmaceutical-sponsored websites that offer printable vouchers or coupons as a feature

Figure 5: Patients use the Internet to access information relevant to their healthcare decisions

Figure 6: Consumers most commonly use the Internet to search for information related to their personal health

Figure 7: A large percentage of patients in all markets are considered ""potentially non-compliant""

Figure 8: Weight loss, skin conditions, cardiovascular health and allergies are among the most commonly sought topics of health information

Figure 9: Approximately one out of every ten surveyed US consumers have downloaded a coupon or a voucher for a medication within the past year

Figure 10: Physicians report that drug samples are the most influential pharmaceutical marketing strategy at the point-of-care

Figure 11: In all markets surveyed, one-fifth of surveyed physicians have used some form of eSampling in the past year

Figure 12: Inadequate, inappropriate and unpredictable sample supply plague all pharmaceutical markets

Figure 13: Physicians in the US and Western Europe continue to prefer in-person delivery of samples via a sales representative

Figure 14: Moving into the future, the majority of surveyed physicians would like to use a combination of both printed vouchers and sample packets

Figure 15: In integrated approach to sampling which leverages both traditional and electronic sampling strategies has many benefits in the current pharmaceutical market

Figure 16: Most physicians will request either drug samples or a follow-up visit from a sales rep as a result of participating in a detailing session

Figure 17: The promise of increased access to samples and greater contact with sales reps factor highly into physicians' decisions to participate in eDetailing sessions

Figure 18: Lack of incentives prevent many otherwise willing physicians from participating in eDetailing programs