Cegedim Strategic Data: Worldwide Pharma Industry Sales Force Trends

Cegedim Strategic Data: Worldwide Pharma Industry Sales Force Trends

Worldwide Pharma Industry Sales Force Trends

China and emerging markets continue to add reps while use of digital
advances but volume remains low

PARIS, April 10, 2014 (GLOBE NEWSWIRE) -- Cegedim Strategic Data (CSD),
a global provider of healthcare research data and services, announces a
1.2% decline in 2013 in Worldwide Pharmaceutical industry sales force

CSD's measurement of 2013 sales force levels shows a continuation of
regional trends seen in 2012. Worldwide, sales force levels were down
slightly at 424,000 full time rep equivalents (FTEs) - a 1.2% drop
compared to 2012.

Decreases were most notable in North America where total FTEs stood at
66,000 as of Q4 2013 representing a drop of 7.4% over the previous 12
month period. Similarly, FTE audits for the top 5 Europe (France,
Germany, Italy, UK and Spain) showed a decline of 7% to 72,000 reps.
These regional trends reveal a continuation of cuts, although at a
slower rate since 2012.

Commenting on these dynamics, Christopher Wooden, VP Global Promotion
audits for CSD noted, "Clearly, the impact of the patent cliff is still
being managed by the industry. At the same time, broad primary care
coverage is no longer needed as attention shifts to specialised
treatment areas such as oncology."

Emerging markets and especially China were an exception however. Rep
levels there jumped over +9% with some 95,000 FTEs measured as of Q4,
2013. Brazil also saw an increase with over 24,000 reps through 2013,
up +4.4% over the previous year.

"In the broader context of sales force reductions, the use of digital
channels is garnering attention as pharma companies must do more with
less. CSD audits of online "digital" promotion showed a combined
increase in 2013 of 14%. Nevertheless web based remote detailing was
flat at just over USD $1 billion invested worldwide. Increases were
seen however for e-meetings and e-mailing - both channels with
increases of over 35% in the 12 months to December 2013. Regarding
digital channels", Christopher Wooden added, "The industry is
approaching this conservatively. It will be some time before the
multichannel vision delivers the kind of impact currently hoped for and
even then, the sales force will remain an essential part of the mix."

Cegedim Strategic Data (CSD) is a leading market research company dedicated to the healthcare industry and operating worldwide.

With over 40 years' experience in the pharmaceutical industry, Cegedim Strategic Data offers a comprehensive range of market research services and solutions to its customers, which include more than 50 global and 500 local pharmaceutical companies. CSD integrates primary and secondary analyses with its medical expertise to meet its customer's research needs. To learn more, please visit our website: www.cegedimstrategicdata.com and follow Cegedim Strategic

About Cegedim Strategic Data: Data on Twitter @CSDCegedim. Founded in 1969, Cegedim is a global technology and services company specializing in the healthcare field. Cegedim supplies services, technological tools, specialized software, data flow management services and databases. Its offerings are targeted notably at healthcare industries, life sciences companies, healthcare professionals and insurance companies. The world leader in life sciences CRM, Cegedim is also one of the leading suppliers of strategic healthcare industry data. Cegedim employs 8,000 people in more than 80 countries and generated revenue of EURO902 million in 2013. Cegedim SA is listed in Paris (EURONEXT: CGM).

About Cegedim:  To learn more, please visit: www.cegedim.com and follow Cegedim on Twitter: @CegedimGroup.

Pauline FAHEY 

Cegedim Strategic Data 

Marketing and Communications 

Tel.: +33 (0)1 49 09 83 87 

[email protected] Aude BALLEYDIER 


Media Relations 

Tel.: +33 (0)1 49 09 68 81 

[email protected] Guillaume DE CHAMISSO 

PRPA Agency 

Press Officer 

Tel.: +33 (0)1 77 35 60 99 

[email protected]

CSD Worldwide Pharma Industry Sales Force Trends http://hugin.info/141732/R/1775850/605724.pdf