Return on Investment

How many programs really pay dividends. A pharmaceutical economist recently looked at this phenomena of speaker programs, lunches, all DME spend and concluded that the return is minimal based off several factors including the speakers being unable to be stimulating to the audience and their lack of the ability to deviate off the slide deck. He finally concluded that lunches generally do not produce much in the way of sales because the reps ability to really present data impactfully has gone away with the current crop of reps being hired who truly offer nothing to the doctor other than a free lunch. He concluded unless you sell the doctors on how these drugs truly impact his patients the impact of the lunch on prescribing only lasts at best through the end of that day. Executives need to understand that the reps must be better prepared to sell in order for the free lunch to be worthwhile

Return on Investment