AccessMonitor™ 2013 Executive Summary

Pratap Khedkar

Pharma Rep Physician Access: Do Falling Numbers Point to New
Sales Models?


Pharmaceutical sales representatives’ access to physicians has continuously declined over the past five years, as physicians and institutions institute tighter restrictions on access.

According to ZS Associates’ latest AccessMonitor™, a survey that incorporates and analyzes call reports from more than 200 U.S. pharma sales teams, only 55% of prescribers were considered accessible in 2013, compared with more than 77% in 2008.

The reduced access is forcing many pharmaceutical companies to rethink their go-to-market strategies and sales models.

This executive summary analyzes key findings of the 2013 AccessMonitor™ report, and offers insights into what they may mean for the industry. Pratap Khedkar, ZS’s Managing Principal for Pharmaceuticals and Biotech, says that while access will continue to be an issue, pharmaceutical companies that focus on customer-centric strategies can improve access and customer contact.

About the Expert

ZS Principal Pratap Khedkar

Pratap is ZS’s Managing Principal for Pharmaceuticals and Biotech. He has advised many pharmaceutical and healthcare companies on a wide range of sales and marketing issues, including multichannel marketing, marketing mix, promotion response measurement, managed-care issues, sales force strategy and incentive compensation.