Pharmaceutical Representative Navigation 101
Know the Defense
An army of gatekeepers often staffs a doctor’s office. Their job is to keep patients moving from the waiting room, through the exam room and back to the front desk where they schedule their follow up appointment. In addition, they insulate doctors from an onslaught of phone calls and an unending line of pharmaceutical reps, jockeying for an opportunity to convince them to prescribe his or her company’s drugs. Interruption of the process can cause havoc in the office. Patients become impatient as appointments fall behind and the staff struggles with the irritatingly slow pace.
A career as a pharmaceutical representative pays well. Starting salaries can be as low as $70,000 a year and soar as high as $250,000 or more. Competition is fierce. Gone are the days of a male dominated career with reps in baggy suits and large sample cases. Today’s pharmaceutical reps include young, attractive women who are eager to climb the ladder of success along with their male counterparts.
Male or female, they arrive well dressed, in designer suits and expensive shoes. Men in their well polished oxfords or loafers, and women in super high heels. They all carry the latest tech device to track their visit and to place sample orders, which will arrive at the doctor’s office by the next day.
Overtake Your Opponents
Hardcore “Office Generals” can leave a rep waiting for hours, wasting precious time. Enterprising reps have learned the way to the doctor’s office is to cater to the hungry office staff at lunch or dinnertime by actually scheduling a visit at a prescribed time convenient for all.
Use Furio’s Catering Services to Win them Over!
So, instead of carrying that heavy sample bag, these days, you’ll either see them carrying a tray of sandwiches they picked up at the local deli; or leading a line of caterers to a back office where the staff will enjoy a free hot lunch. Relying on an experienced local caterer is essential. He is usually familiar with medical office locations and knows which ones have a service entrance for hassle-free delivery of lunch or brunch. He may even be knowledgeable about a local office’s food preferences.
These scheduled visits allow the doctor time to hear what pharmaceutical representatives have to say the attributes of the latest pharmaceutical treatment for various ailments, thus providing better care to his patients. They discuss recent tests and current trials on promising drugs, while the staff enjoys a delicious turkey club or meatball sandwich, a roasted veggie platter or lasagna.
Timed right, these visits don’t interrupt patient flow and the doctor and his staff continue their day content, having eaten a delicious lunch without the annoyance of a congested office. Armed with new information to treat patients, the anticipation of the arrival of sample drugs, and perhaps even a few giveaway pens and scratch pads, emblazoned, of course, with the pharmaceutical company’s name, patients hardly notice any delay in seeing the doctor.