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Is it true that drug companies are cutting down on the "perks" they hand out to hospital staff? I don't want seem like a mooch but those drug lunches hit the spot when your having a busy day.
Drug Reps
- Thread starter volvulus
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I hope not and I have no problem looking like a mooch. 
- Joined
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The new industry "volungary guidelines" have been reported on extensively. Check out the following articles attached at the end of my posting.
Cheers
-a.
<a href="http://online.wsj.com/article/0,,SB1019176543599142000.djm,00.html" target="_blank">http://online.wsj.com/article/0,,SB1019176543599142000.djm,00.html</a>
Drug Industry Moves to Curb 'Dine and Dash' Marketing
By SCOTT HENSLEY
Staff Reporter of THE WALL STREET JOURNAL
The party may be over for some of the drug industry's most controversial
sales tactics aimed at doctors.
The prescription-drug industry's main trade group has approved a voluntary
code for its members that would curtail many types of entertainment and
giveaways that salespeople use to win over doctors, people familiar with the
matter said. The guidelines would prohibit sales reps from currying favor
with doctors in "dine and dash" events in which doctors listen to a brief
sales pitch while ordering meals to go, selecting gifts or even having gas
pumped into their cars.
Also prohibited would be token consulting arrangements that commonly
disguise financial inducements to lure doctors to meetings.
An entertainment arms race in the industry during the past few years has led
to excesses that embarrassed some companies and caused sales budgets to
balloon. The move to cut back on some of the most egregious behavior could
save face for the industry and stave off regulation. It remains to be seen
if the voluntary code will hold, though.
The executive committee of the Pharmaceutical Research and Manufacturers of
America approved the code unanimously at a meeting on Wednesday in
Washington.
Executives from a dozen industry heavyweights, including Pfizer Inc.,
GlaxoSmithKline PLC, and Bristol-Myers Squibb Co. sit on the committee. All
those who voted for the code are expected to agree to adhere to it, people
familiar with the talks said, as are other members of the trade group.
The guidelines take effect July 1. Although no enforcement mechanisms are
specified, participating companies are expected to be vigilant in monitoring
their competitors who subscribe to the code.
The guidelines spell out that drug reps' primary duty is to educate and
inform doctors. The guidelines still permit "modest meals as judged by local
standards." But to keep the focus on education, a spouse or other guests who
aren't part of the medical practice won't be allowed to tag along.
Entertainment for its own sake is out, a person familiar with the code said.
There will be no more golf, movies, or shows paid for by sales reps. Gone
also are the golf balls imprinted with drug logos.
The staff in the doctor's office can still get free pizza from the sales
person, as long as it is delivered with an in-person educational
presentation. Just dropping off a meal is verboten, though.
Giveaways to doctors that are linked to patient care must be valued at $100
or less. An anatomical model is acceptable by the code, but a VCR or CD
player isn't. The ubiquitous pens and notepads flogging products are still
permitted, but floral arrangements and tickets to sports events aren't.
Write to Scott Hensley at [email protected]
Updated April 19, 2002
<a href="http://www.nandotimes.com/healthscience/story/369939p-2979693c.html" target="_blank">http://www.nandotimes.com/healthscience/story/369939p-2979693c.html</a>
Drug industry tightens guidelines on marketing to doctors
Copyright ? 2002 AP Online
By THERESA AGOVINO, AP Business Writer
NEW YORK (April 19, 2002 8:45 p.m. EDT) - The pharmaceutical industry, long
criticized for its sales practices, has revised its voluntary code to govern
marketing drugs to doctors.
Having a sales representative spend several minutes pitching products to
physicians as they wait to pick up a takeout meal or have their gas tank
filled - compliments of the drug company - is no longer allowed under the
pharmaceutical industry's revised code.
Most of the gifts, entertainment and consulting arrangements drug companies
have used to ingratiate their products to doctors will be prohibited or
curtailed under the new guidelines, which take effect July 1.
The new code comes as a shortage of new drugs on the market has intensified
competition in the industry to sell existing medications. Critics charge
that hefty marketing expenses are driving up the cost of medicines and are
focused on buying doctors' loyalty rather than education.
Last year, the industry spent $13.2 billion promoting products to doctors.
Nearly $5 billion of that was spent on the industry's sales force and its
activities, according to the Kaiser Family Foundation. The nonprofit health
policy research group said 61 percent of doctors say they have received free
meals, event tickets or free travel from a drug company representative.
"We think there are some very valid concerns and as an industry we are
looking at ways to address concerns while still continuing the very
important work of educating and communicating to physicians information
about new products," said Jeff Trewitt, a spokesman for the Pharmaceutical
Research and Manufacturers of America, the industry's trade organization
based in Washington D.C.
The organization has no way to force its members to abide by the new
guidelines and critics charge sales representatives have ignored previous
industry codes as well as their own company rules.
"It is a move in the right direction certainly. But I'm a bit skeptical. It
sounds like it could be just a lot of public relations," said Dr. Robert
Goodman, founder of No Free Lunch, an organization which lobbies doctors to
reject industry freebies. "Whether anyone will abide by it or whether it can
be enforced are big questions."
The industry and the American Medical Association use essentially the same
code to govern the interaction between doctors and pharmaceutical sales
representatives. Last August, the AMA announced a new campaign to promote
the guidelines but it was sharply rebuked after it was discovered the
industry was funding the effort.
Pharmaceutical executives say the new code is stronger than one adopted in
1990. For example, the new guidelines strictly forbid sales reps from
treating doctors to the theater, concerts or sporting events. Gifts such as
golf balls, gym bags, flowers and VCRs are off-limits.
The previous industry code left more leeway because gifts of nominal value
were tolerated and very broadly defined, drug executives said. It was also
OK to explain new treatments to doctors over a round of golf or drinks. Now
the venue is supposed to be "conducive to providing scientific or
educational information."
Pens, pads and textbooks are still considered OK, as is a reasonably priced
meal.
Drug Industry Adopts Guidelines on Giveaways to Doctors
<a href="http://www.washingtonpost.com/wp-dyn/articles/A18058-2002Apr19.html" target="_blank">http://www.washingtonpost.com/wp-dyn/articles/A18058-2002Apr19.html</a>
By Bill Brubaker
Washington Post Staff Writer
Saturday, April 20, 2002; Page E03
Free steak and lobster dinners are out. But pizza is okay.
Sports tickets are forbidden. So are tickets to Broadway plays.
After increasing criticism from health-care watchdog groups, pharmaceutical
industry executives yesterday announced new voluntary ethical guidelines to
govern the relationship between drug sales representatives and physicians.
Beginning July 1, drug companies said, their sales reps no longer will woo
doctors -- the men and women who prescribe the firms' medications to
patients -- with expensive meals and other perks.
The Pharmaceutical Research and Manufacturers of America will leave it to
the drug companies to enforce the guidelines.
"We didn't like some of the things that some companies and sales
representatives did in the past," said Hank McKinnell, chairman and chief
executive of Pfizer Inc. "Doctors were being entertained [by sales reps]
when there was no educational element involved."
The new guidelines will still allow drug companies to hire doctors as
"consultants." Some doctors have said consultancy contracts provide a
loophole that has enabled them to take all-expenses-paid trips to resorts,
where some scientific conferences are held.
Scott Willoughby, a lawyer for the drug-industry trade group, said the new
guidelines "clarify" existing policies and ban gifts such as "floral
arrangements . . . music CDs or tickets to a sporting event" that are now
acceptable.
"Previously a physician could attend a baseball game with a sales
representative," Willoughby said. "That was something that was [under the
guidelines] 'less than substantial value.' And the sales rep was to provide
[educational] information to them [at the game]. We feel that is not the
type of venue where it's . . . even believable that you're providing good
information.
"A round of golf with a physician may only cost $50. But under the new code
that's not acceptable," Willoughby said.
Under the new guidelines, a sales rep can still buy a doctor a "modest" meal
at a function that has a scientific or educational component. What's
"modest" is left to each drug company to decide.
"In downtown D.C., I'd consider $50 a modest meal," Willoughby said.
McKinnell said "modest" to him is a pizza -- not dinner at the Palm in
midtown Manhattan.
The American Medical Association called the pharmaceutical trade group's
plan "a positive step" that addresses "inappropriate . . . marketing
practices aimed at physicians."
Last summer, the AMA launched a campaign to increase awareness of its own
gift guidelines, which were established in 1990. Some doctors say the AMA
guidelines are vague and have been ignored.
The new drug-industry guidelines were criticized yesterday by a consumer
group. "This is a thinly disguised public relations campaign," said Sidney
M. Wolfe, a physician who heads the health research group at
Washington-based Public Citizen. "I don't trust the pharmaceutical industry
or the AMA to practice what they preach because they have articulated
similar guidelines for 11 1/2 years. And in the last couple of years alone
we have found large numbers of violations of these."
? 2002 The Washington Post Company
** Drug industry curbs dine and dash marketing **
Drug makers approved a voluntary code to curb many types of entertainment
and gifts that salespeople use to win over doctors.
<a href="http://www.msnbc.com/modules/exports/ct_email.asp?/news/740920.asp" target="_blank">http://www.msnbc.com/modules/exports/ct_email.asp?/news/740920.asp</a>
Drug industry curbs
'dine and dash' marketing
By Scott Hensley
THE WALL STREET JOURNAL
April 19 - The party may be over for some of the drug industry's most
controversial sales tactics aimed at doctors.
THE PRESCRIPTION-DRUG industry's main trade group has approved a
voluntary code for its members that would curtail many types of
entertainment and giveaways that salespeople use to win over doctors, people
familiar with the matter said. The guidelines would prohibit sales reps from
currying favor with doctors in "dine and dash" events in which doctors
listen to a brief sales pitch while ordering meals to go, selecting gifts or
even having gas pumped into their cars.
Also prohibited would be token consulting arrangements that
commonly disguise financial inducements to lure doctors to meetings.
An entertainment arms race in the industry during the past few years
has led to excesses that embarrassed some companies and caused sales budgets
to balloon. The move to cut back on some of the most egregious behavior
could save face for the industry and stave off regulation. It remains to be
seen if the voluntary code will hold, though.
The executive committee of the Pharmaceutical Research and
Manufacturers of America approved the code unanimously at a meeting on
Wednesday in Washington.
Executives from a dozen industry heavyweights, including Pfizer
Inc., GlaxoSmithKline PLC, and Bristol-Myers Squibb Co. sit on the
committee. All those who voted for the code are expected to agree to adhere
to it, people familiar with the talks said, as are other members of the
trade group.
The guidelines take effect July 1. Although no enforcement mechanisms
are specified, participating companies are expected to be vigilant in
monitoring their competitors who subscribe to the code.
The guidelines spell out that drug reps' primary duty is to educate
and inform doctors. The guidelines still permit "modest meals as judged by
local standards." But to keep the focus on education, a spouse or other
guests who aren't part of the medical practice won't be allowed to tag
along.
Entertainment for its own sake is out, a person familiar with the
code said.
There will be no more golf, movies, or shows paid for by sales reps.
Gone also are the golf balls imprinted with drug logos.
The staff in the doctor's office can still get free pizza from the
sales person, as long as it is delivered with an in-person educational
presentation. Just dropping off a meal is verboten, though.
Giveaways to doctors that are linked to patient care must be valued
at $100 or less. An anatomical model is acceptable by the code, but a VCR or
CD player isn't. The ubiquitous pens and notepads flogging products are
still permitted, but floral arrangements and tickets to sports events
aren't.
Copyright ? 2002 Dow Jones & Company, Inc.
All Rights Reserved.
Cheers
-a.
<a href="http://online.wsj.com/article/0,,SB1019176543599142000.djm,00.html" target="_blank">http://online.wsj.com/article/0,,SB1019176543599142000.djm,00.html</a>
Drug Industry Moves to Curb 'Dine and Dash' Marketing
By SCOTT HENSLEY
Staff Reporter of THE WALL STREET JOURNAL
The party may be over for some of the drug industry's most controversial
sales tactics aimed at doctors.
The prescription-drug industry's main trade group has approved a voluntary
code for its members that would curtail many types of entertainment and
giveaways that salespeople use to win over doctors, people familiar with the
matter said. The guidelines would prohibit sales reps from currying favor
with doctors in "dine and dash" events in which doctors listen to a brief
sales pitch while ordering meals to go, selecting gifts or even having gas
pumped into their cars.
Also prohibited would be token consulting arrangements that commonly
disguise financial inducements to lure doctors to meetings.
An entertainment arms race in the industry during the past few years has led
to excesses that embarrassed some companies and caused sales budgets to
balloon. The move to cut back on some of the most egregious behavior could
save face for the industry and stave off regulation. It remains to be seen
if the voluntary code will hold, though.
The executive committee of the Pharmaceutical Research and Manufacturers of
America approved the code unanimously at a meeting on Wednesday in
Washington.
Executives from a dozen industry heavyweights, including Pfizer Inc.,
GlaxoSmithKline PLC, and Bristol-Myers Squibb Co. sit on the committee. All
those who voted for the code are expected to agree to adhere to it, people
familiar with the talks said, as are other members of the trade group.
The guidelines take effect July 1. Although no enforcement mechanisms are
specified, participating companies are expected to be vigilant in monitoring
their competitors who subscribe to the code.
The guidelines spell out that drug reps' primary duty is to educate and
inform doctors. The guidelines still permit "modest meals as judged by local
standards." But to keep the focus on education, a spouse or other guests who
aren't part of the medical practice won't be allowed to tag along.
Entertainment for its own sake is out, a person familiar with the code said.
There will be no more golf, movies, or shows paid for by sales reps. Gone
also are the golf balls imprinted with drug logos.
The staff in the doctor's office can still get free pizza from the sales
person, as long as it is delivered with an in-person educational
presentation. Just dropping off a meal is verboten, though.
Giveaways to doctors that are linked to patient care must be valued at $100
or less. An anatomical model is acceptable by the code, but a VCR or CD
player isn't. The ubiquitous pens and notepads flogging products are still
permitted, but floral arrangements and tickets to sports events aren't.
Write to Scott Hensley at [email protected]
Updated April 19, 2002
<a href="http://www.nandotimes.com/healthscience/story/369939p-2979693c.html" target="_blank">http://www.nandotimes.com/healthscience/story/369939p-2979693c.html</a>
Drug industry tightens guidelines on marketing to doctors
Copyright ? 2002 AP Online
By THERESA AGOVINO, AP Business Writer
NEW YORK (April 19, 2002 8:45 p.m. EDT) - The pharmaceutical industry, long
criticized for its sales practices, has revised its voluntary code to govern
marketing drugs to doctors.
Having a sales representative spend several minutes pitching products to
physicians as they wait to pick up a takeout meal or have their gas tank
filled - compliments of the drug company - is no longer allowed under the
pharmaceutical industry's revised code.
Most of the gifts, entertainment and consulting arrangements drug companies
have used to ingratiate their products to doctors will be prohibited or
curtailed under the new guidelines, which take effect July 1.
The new code comes as a shortage of new drugs on the market has intensified
competition in the industry to sell existing medications. Critics charge
that hefty marketing expenses are driving up the cost of medicines and are
focused on buying doctors' loyalty rather than education.
Last year, the industry spent $13.2 billion promoting products to doctors.
Nearly $5 billion of that was spent on the industry's sales force and its
activities, according to the Kaiser Family Foundation. The nonprofit health
policy research group said 61 percent of doctors say they have received free
meals, event tickets or free travel from a drug company representative.
"We think there are some very valid concerns and as an industry we are
looking at ways to address concerns while still continuing the very
important work of educating and communicating to physicians information
about new products," said Jeff Trewitt, a spokesman for the Pharmaceutical
Research and Manufacturers of America, the industry's trade organization
based in Washington D.C.
The organization has no way to force its members to abide by the new
guidelines and critics charge sales representatives have ignored previous
industry codes as well as their own company rules.
"It is a move in the right direction certainly. But I'm a bit skeptical. It
sounds like it could be just a lot of public relations," said Dr. Robert
Goodman, founder of No Free Lunch, an organization which lobbies doctors to
reject industry freebies. "Whether anyone will abide by it or whether it can
be enforced are big questions."
The industry and the American Medical Association use essentially the same
code to govern the interaction between doctors and pharmaceutical sales
representatives. Last August, the AMA announced a new campaign to promote
the guidelines but it was sharply rebuked after it was discovered the
industry was funding the effort.
Pharmaceutical executives say the new code is stronger than one adopted in
1990. For example, the new guidelines strictly forbid sales reps from
treating doctors to the theater, concerts or sporting events. Gifts such as
golf balls, gym bags, flowers and VCRs are off-limits.
The previous industry code left more leeway because gifts of nominal value
were tolerated and very broadly defined, drug executives said. It was also
OK to explain new treatments to doctors over a round of golf or drinks. Now
the venue is supposed to be "conducive to providing scientific or
educational information."
Pens, pads and textbooks are still considered OK, as is a reasonably priced
meal.
Drug Industry Adopts Guidelines on Giveaways to Doctors
<a href="http://www.washingtonpost.com/wp-dyn/articles/A18058-2002Apr19.html" target="_blank">http://www.washingtonpost.com/wp-dyn/articles/A18058-2002Apr19.html</a>
By Bill Brubaker
Washington Post Staff Writer
Saturday, April 20, 2002; Page E03
Free steak and lobster dinners are out. But pizza is okay.
Sports tickets are forbidden. So are tickets to Broadway plays.
After increasing criticism from health-care watchdog groups, pharmaceutical
industry executives yesterday announced new voluntary ethical guidelines to
govern the relationship between drug sales representatives and physicians.
Beginning July 1, drug companies said, their sales reps no longer will woo
doctors -- the men and women who prescribe the firms' medications to
patients -- with expensive meals and other perks.
The Pharmaceutical Research and Manufacturers of America will leave it to
the drug companies to enforce the guidelines.
"We didn't like some of the things that some companies and sales
representatives did in the past," said Hank McKinnell, chairman and chief
executive of Pfizer Inc. "Doctors were being entertained [by sales reps]
when there was no educational element involved."
The new guidelines will still allow drug companies to hire doctors as
"consultants." Some doctors have said consultancy contracts provide a
loophole that has enabled them to take all-expenses-paid trips to resorts,
where some scientific conferences are held.
Scott Willoughby, a lawyer for the drug-industry trade group, said the new
guidelines "clarify" existing policies and ban gifts such as "floral
arrangements . . . music CDs or tickets to a sporting event" that are now
acceptable.
"Previously a physician could attend a baseball game with a sales
representative," Willoughby said. "That was something that was [under the
guidelines] 'less than substantial value.' And the sales rep was to provide
[educational] information to them [at the game]. We feel that is not the
type of venue where it's . . . even believable that you're providing good
information.
"A round of golf with a physician may only cost $50. But under the new code
that's not acceptable," Willoughby said.
Under the new guidelines, a sales rep can still buy a doctor a "modest" meal
at a function that has a scientific or educational component. What's
"modest" is left to each drug company to decide.
"In downtown D.C., I'd consider $50 a modest meal," Willoughby said.
McKinnell said "modest" to him is a pizza -- not dinner at the Palm in
midtown Manhattan.
The American Medical Association called the pharmaceutical trade group's
plan "a positive step" that addresses "inappropriate . . . marketing
practices aimed at physicians."
Last summer, the AMA launched a campaign to increase awareness of its own
gift guidelines, which were established in 1990. Some doctors say the AMA
guidelines are vague and have been ignored.
The new drug-industry guidelines were criticized yesterday by a consumer
group. "This is a thinly disguised public relations campaign," said Sidney
M. Wolfe, a physician who heads the health research group at
Washington-based Public Citizen. "I don't trust the pharmaceutical industry
or the AMA to practice what they preach because they have articulated
similar guidelines for 11 1/2 years. And in the last couple of years alone
we have found large numbers of violations of these."
? 2002 The Washington Post Company
** Drug industry curbs dine and dash marketing **
Drug makers approved a voluntary code to curb many types of entertainment
and gifts that salespeople use to win over doctors.
<a href="http://www.msnbc.com/modules/exports/ct_email.asp?/news/740920.asp" target="_blank">http://www.msnbc.com/modules/exports/ct_email.asp?/news/740920.asp</a>
Drug industry curbs
'dine and dash' marketing
By Scott Hensley
THE WALL STREET JOURNAL
April 19 - The party may be over for some of the drug industry's most
controversial sales tactics aimed at doctors.
THE PRESCRIPTION-DRUG industry's main trade group has approved a
voluntary code for its members that would curtail many types of
entertainment and giveaways that salespeople use to win over doctors, people
familiar with the matter said. The guidelines would prohibit sales reps from
currying favor with doctors in "dine and dash" events in which doctors
listen to a brief sales pitch while ordering meals to go, selecting gifts or
even having gas pumped into their cars.
Also prohibited would be token consulting arrangements that
commonly disguise financial inducements to lure doctors to meetings.
An entertainment arms race in the industry during the past few years
has led to excesses that embarrassed some companies and caused sales budgets
to balloon. The move to cut back on some of the most egregious behavior
could save face for the industry and stave off regulation. It remains to be
seen if the voluntary code will hold, though.
The executive committee of the Pharmaceutical Research and
Manufacturers of America approved the code unanimously at a meeting on
Wednesday in Washington.
Executives from a dozen industry heavyweights, including Pfizer
Inc., GlaxoSmithKline PLC, and Bristol-Myers Squibb Co. sit on the
committee. All those who voted for the code are expected to agree to adhere
to it, people familiar with the talks said, as are other members of the
trade group.
The guidelines take effect July 1. Although no enforcement mechanisms
are specified, participating companies are expected to be vigilant in
monitoring their competitors who subscribe to the code.
The guidelines spell out that drug reps' primary duty is to educate
and inform doctors. The guidelines still permit "modest meals as judged by
local standards." But to keep the focus on education, a spouse or other
guests who aren't part of the medical practice won't be allowed to tag
along.
Entertainment for its own sake is out, a person familiar with the
code said.
There will be no more golf, movies, or shows paid for by sales reps.
Gone also are the golf balls imprinted with drug logos.
The staff in the doctor's office can still get free pizza from the
sales person, as long as it is delivered with an in-person educational
presentation. Just dropping off a meal is verboten, though.
Giveaways to doctors that are linked to patient care must be valued
at $100 or less. An anatomical model is acceptable by the code, but a VCR or
CD player isn't. The ubiquitous pens and notepads flogging products are
still permitted, but floral arrangements and tickets to sports events
aren't.
Copyright ? 2002 Dow Jones & Company, Inc.
All Rights Reserved.
