DJ

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.