Combines Speed with Artificial Intelligence Technology
PLYMOUTH MEETING, Pa., July 30 /PRNewswire/ -- IMS HEALTH (NYSE: RX)
announced today a September general availability for EarlyView, a
pharmaceutical sales targeting tool. Unlike other targeting tools, EarlyView
uses a unique neural network trend analyzer that allows sales representatives
to focus only on high-potential prescribers and to customize their sales
strategy for each doctor. IMS HEALTH is the world's leading provider of
information solutions to the pharmaceutical and healthcare industries.
Unparalleled Speed Offers Key Advantages
EarlyView provides pre-filtered, pre-analyzed and projected prescriber
reports to sales representatives in 20-27 days after the close of the calendar
month. With speed and targeting effectiveness combined, a sales force can
increase early adoption patterns or reverse a negative pattern before any
damage is done to their market share.
"During a recent pilot program, leading pharmaceutical companies found
EarlyView to be a multi-dimensional sales tool, delivering on the promise of
actionable intelligence," says Steve Glover, Group Director for IMS HEALTH's
Decision Support Consulting Group. "In fact, one of our pilot clients found a
two point increase in market share for sales representatives using EarlyView
over those without EarlyView," he added.
EarlyView, available only to IMS HEALTH Xponent(R) customers, offers key
advantages during the sales process including:
Sales Targeting - EarlyView enables a sales representative to focus on the
top 20 high script writers for the last month. EarlyView isolates only the
high potential doctors in the order of importance, eliminating the
time-consuming efforts of manually identifying who to target.
Customized Sales Strategy - EarlyView lists physicians' script information
by products and month. By looking at the trends of brands, a sales
representative knows which brands are gaining or losing share. Armed with
this intelligence, a custom sales strategy for each doctor is proactively
designed, emphasizing the advantage of one product over a competitor product.
Sales Tracking - By receiving EarlyView 20 to 27 days after the close of a
calendar month compared to 50 to 70 days for other data sources, a sales
representative can better track his/her sales effort. For example, if a sales
call is made in the beginning of the three-month allergy season, and there is
no feedback until 70 days after the visit, the season is over before there is
an opportunity to change the doctor's prescription pattern. With EarlyView's
20 to 27 day feedback, there are two to three chances to influence a doctor's
prescription behavior during the season.
Product Launch Support - With EarlyView, sales representatives can easily
and quickly identify the early adopters and non-adopters of their new
products. And because the data is projected using IMS HEALTH's Xponent
projection methodology, EarlyView is consistent with Xponent reports.
Competitive Introduction Defense - EarlyView lets sales representatives
take quick action to protect their brand against a competitive entry. It
reveals which prescribers are defecting from their brand so they can develop
aggressive strategies that reinforce loyalty.
IMS HEALTH
IMS HEALTH is the world's leading provider of information solutions to the
pharmaceutical and healthcare industries. With more than $1 billion in 1997
revenue, IMS HEALTH operates in over 90 countries. IMS HEALTH is the largest
pharmaceutical manufacturer information partner, with over 40 years'
experience in the industry. Key products and services integral to customer
day-to-day operations include: market research for prescription and over-the-
counter pharmaceutical products; sales management information to optimize
sales force productivity; technology enabled selling solutions for sales and
marketing decision-making; and technology systems and information services
that support managed care organizations.
Additional information about IMS HEALTH and recent health care industry
press releases is available at http://www.imshealth.com. For more information
on EarlyView, contact Al Harpe, Jr., Product Manager, IMS HEALTH, 660 West
Germantown Pike, Plymouth Meeting, PA, 19462, 800-523-5333.
SOURCE IMS HEALTH
 back to top
Related links:
http://www.imshealth.com
Company News On-Call: http://www.prnewswire.com or
fax, 800-758-5804, ext. 115785
CONTACT:
Nancy Duckwitz of IMS HEALTH, 610-834-5338
|
