Introduction Stage Strategies

Introduction Stage Strategies

Overview

• Accepted industry practice for new drug products includes consignment or initial stocking up to target outlets at liberal credit terms, or through an inventory financing scheme.

Payment Terms

• Inventory financing schemes are often employed, where payment is based on actual units consumed and subsequent stock replenishments (based on what has been sold or moved out).

Target Audience

• New ethical drug products are typically introduced to (PDPA):

  • Physicians

  • Dentists

  • Pharmacists

  • Allied professionals

Promotional Activities

• Promotional efforts include (SBLOPS):

  • Sampling

  • Detailing through brochures and leaflets

  • Other promotional paraphernalia

  • Conducting product symposia

Goals of Promotion

• Aim is to gain support, patronage, and commitment from prescribers and endorsers.