Pharmaceutical Sales Alternatives

"Video Detailing" (where the physician and the representative conduct a live, face-to-face detailing sessions via a PC, at a time convenient to/chosen by the physician), has demonstrated that the average video-enabled sales representative achieves 10-15 successful video detailing sessions with physicians each day as compared to just 4- 6 in-office calls achieved by the average field-based sales representative. Furthermore, a video detailing session, on average, lasts in excess of 7 minutes compared to the average field-based session which lasts from 30 seconds to 2 minutes. In fact these highly productive video sales representatives can cover a territory of 500-600 physicians whereas the typical office-based representative normally covers a territory of just 150-200 physicians.

In summary, I believe that the "mammoth armies of field-based sales representatives" will have to be significantly reduced in size, and that in order to achieve the requisite productivity and profitability, as well as improving physician relations, pharmaceutical companies will have to augment their sales activity with small, but highly trained and highly productive, teams of video sales representatives.

Clinical Information Network, Inc., has a state-of-the-art video detailing service, and has just started recruiting physicians to its network. Their plan is to recruit 20,000 busy Primary Care physicians over the next 24 months. Members of the network are provided with a Clinical Information network's state-of-the-art videoconferencing software, "Clinical InfoNet", a high quality camera and microphone, and unlimited minutes of videoconferencing to anywhere in the world.

The Clinical InfoNet systems enables physicians to have both one-on-one face-to-face meetings with their physician colleagues, and to have up to a total of ten persons, live onscreen at the same time, with all participants being able to see and speak with each other, just as if they were in the same room. All participants in the video conference are concurrently able to share visual materials such as case report forms, charts, photographs, and even PowerPoint presentations.

Clinical Information network is also providing physicians with two additional software downloads of their basic version software that physicians can provide to their family or friends anywhere in the world. Additionally, physicians are being provided with opportunities to "opt-in" to Clinical InfoNet's Market research Panel where they can regularly earn cash honoraria for completing market research surveys.

The only thing that Clinical Information Network requires of its physician members is that each physician agrees to initiate just two video calls to pharmaceutical companies each week. Neither of those live, face-to-face video calls will last more than five minutes unless the physician chooses to extend the call, and the calls will always be with highly trained, professional video sales representatives.

The software, web camera, and microphone are free to you with unlimited minutes of videoconferencing to anywhere in the world. In return, all we ask is that you place a call to two different pharmaceutical companies each week, and participate in a live face-to-face video detailing session with each of them. The video detailing sessions will last no more than five minutes, unless you, the physician, choose to extend it.