Category Archives: The Luchansky Letters
Grasping New Opportunities for Pharma
The pharmaceutical industry’s fundamental problems by now are so well known that even many consultancies have detailed them in creative sales promotions and reports. Neither the industry’s executives nor these rhetorical contributors, however, have devised consensus or plausible solutions to pharma’s difficulties. Pharma remains, in large measure, somewhat unable to deliver precisely what the world’s [...]
Prescription for the Future
While there may be some long-standing problems that need to be addressed and some new ones to consider, the future still looks bright for the pharma/biotech industry. Demographics is the elixir the industry has in its own medicine cabinet to help nourish its growth as it moves forward. Data suggests that the number of people [...]
What is the customer thinking?
Samples can be helpful. Brochures can gain attention. Demos can be effective. But what is the primary tool used by sales professionals ? “WORDS” Whether spoken or written, words can help make sales happen….or maybe not !! Too many salespeople (and marketers and advertisers) use the same words. Words used so often, that to [...]
Are Sales Representatives Still Relevant?
Are Sales Representatives still relevant in today’s turbulent pharmaceutical industry environment? This is a question that, although it may seem a little out of place now, will become more scrutinized over the next few years. The pharmaceutical industry faces a number of key resistors to growth, including the impending 2011 “patent cliff” set to erode [...]
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Kissing the Blockbuster Goodbye
Industry giants are facing major new challenges as patents run out on many of the drugs that have kept them in clover the past two decades. Lipitor® is one of the biggest selling prescription drugs in the world. It is produced by the giant pharmaceutical company Pfizer and has revolutionized the treatment of patients with [...]
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The Pharma Trifecta
What three trends are most important to pharma these days? Generics, emerging markets and personalized medicine, according to the Harvard Business Review (HBR). Branded generics are the wave of Big Pharma’s future. These are branded versions of off-patent meds sell at higher prices than regular generics do, but are cheaper than the branded meds themselves. [...]
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Impact on Pharma: Post Healthcare Reform
Healthcare reform and the mandate for insurance coverage for all US citizens would appear to represent new growth opportunities for the pharmaceutical industry. This can be true for the companies that begin to adapt to the realities of this evolving new healthcare market. Nothing in the current legislation seems to be dramatically different than what [...]
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Imagination, Innovation, Application!
By Ken Luchansky Drug makers are starting to collaborate with technology companies as they look for ways to prove the value of their products to governments and insurers. By using smart gadgets to monitor patients in real time, pharmaceutical companies believe they can improve clinical outcomes and establish the cost-effectiveness of their treatments. The result [...]
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Squeezing the Juice Out of Healthcare
Some might say that there’s no juice left to squeeze from the cost of providing care but a new report from Price Waterhouse Coopers says health-care providers are going to have to try. The primary emphasis for all providers in the year ahead will be on reducing costs and creating value, a focus that will [...]
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Biting the Hand That Feeds Innovation
Biotech drugs that now cost thousands of dollars per month would have to compete with lower-cost generic versions after just five years on the market, under a new congressional proposal. The bipartisan bill recently introduced is the latest salvo in a yearlong effort to lower the price of biotech drugs, high-tech injectable medications that cost [...]
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