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Biotech / Medical : Ligand (LGND) Breakout! -- Ignore unavailable to you. Want to Upgrade?

To: Russian Bear who wrote (13798)	1/27/1998 11:05:00 AM
From: Henry Niman	Read Replies (2) \| Respond to of 32384

Here's a managed care ranking that came out yesterday: Novartis Again Tops Managed Care's List of Best Drug Companies NEWTOWN, Pa.--(BW HealthWire)--Jan. 26, 1998-- Managed care executives' list of pharmaceutical companies that best meet their overall needs: 1.Novartis 2.SmithKline Beecham 3.Hoechst Marion Roussel 4.Merck 5.Zeneca 6.Bristol-Myers Squibb 7.Warner-Lambert 8.(Tie) Pfizer and TAP 10.Astra Merck SOURCE: Scott-Levin, Fall 1997 Managed Care Pharmacy Executive Promotional Audit. Once again, Novartis topped the list of pharmaceutical companies that best meet the overall needs of the managed care industry according to Scott-Levin's Fall 1997 Managed Care Pharmacy Executive Promotional Audit. Novartis' net score (best mentions minus least mentions) was 26% higher than in spring 1997, when it also finished first in this category. Even more revealing, Novartis' fall 1997 net score was 56% higher than that of second-place SmithKline Beecham. Pfizer's Big Leap Pfizer made a huge impression on managed care pharmacy executives in fall 1997. The company moved from 49th to eighth place overall. In fact, Pfizer improved in all assessment areas except contracting. One pharmacy executive notes Pfizer's "change in attitude toward managed care." Another feels that "Pfizer is sponsoring programs and is willing to support our ideas much better than three years ago." Attitude Counts TAP also was busy in managed care circles and improved its overall assessment standing from 22nd in spring 1997 to eighth in the fall 1997 audit. Panelists say TAP exhibits a "strong desire to work with the managed care industry" and is "always trying to improve their services." Rhone-Poulenc Rorer rebounded from its dreadful 46th-place overall ranking in spring 1997 to 17th in the fall. RPR increased its visits to managed care organizations by 27% in the most recent audit cycle. Panelists note that RPR account personnel seem to be trying "to work with the plan" and are "attempting to understand managed care." Merck proved the spring audit cycle's favorable ratings were no fluke -- the company moved from sixth overall to fourth place. Pharmacy executives say Merck is "now [finally] partnering with the managed care industry" and "has been willing to accommodate unusual demands." Schering, however, has little to celebrate. The company has traditionally been ranked in the top 10 overall by managed care. However, negative feelings about Claritin's marketing strategy and the brand's direct-to-consumer advertising campaign contributed to Schering's fall to 24th this audit cycle; in spring 1997, Schering placed fourth. Also contacts recorded for Schering reps fell 41% in the fall 1997 audit, compared with an industry drop of 18%. One panelist thinks Schering's "direct-to-consumer product advertising is anti-managed care." Another notes the company's "direct-to-consumer campaign is too aggressive and causes over utilization; Schering needs to back off." Regarding Claritin, one panelist said: "Still charging premium price for Claritin; will be hurt later." About This Audit Scott-Levin's Managed Care Pharmacy Executive Promotional Audit is based on the responses of pharmacy executives who represent 82% of American lives covered by HMOs. These influential executives reported promotional activity from pharmaceutical firms over an eight-week period in fall 1997. They also rated pharmaceutical companies on their ability to meet managed care's needs in four areas: contracts, value-added services, knowledgeable sales reps and overall. For more information on this study, contact Robert Houghton or Betty Sanna at 215/860-0440; fax: 215/860-5477; or e-mail: marketing@scottlevin.com. About Scott-Levin Scott-Levin offers the pharmaceutical industry a full complement of managed care services that monitor key areas such as product promotion, industry trends, retail pharmacy activity and market performance. The company, a division of PMSI/Scott-Levin, provides information used by more than 80 U.S. and international pharmaceutical clients. Visit Scott-Levin on the World Wide Web at scottlevin.com. CONTACT: Scott-Levin, Newtown Rob Houghton or Betty Sanna, 215/860-0440 fax: 215/860-5477 E-mail: marketing@scottlevin.com KEYWORD: PENNSYLVANIA BW0337 JAN 26,1998