GlaxoSmithKline Emerges: Post Merger,
GSK Records Most Contacts to Managed Care Executives, Cognet-X, Inc. Reports
FEASTERVILLE,
Pa---(March 19, 2001)---During the first 8 weeks of 2001, newly merged
GlaxoSmithKline recorded more competitive promotional contacts to key managed
care pharmacy directors than any other pharmaceutical company, according to
Cognet-X, Inc.’s PAR-Rx (Promotional Assessment Research) Reportä.
The
PAR-Rx Report offers a first look at how the recently merged company will
compete in the important managed care marketplace. Several influential PAR-Rx
panelists predict the new GlaxoSmithKline will emerge as a “dominant
player” in the managed care arena. Prior to the completion of their
merger, both Glaxo Wellcome and SmithKline Beecham were well positioned—and
well respected—as individual companies.
Said one
PAR-Rx Report panelist, “Each company was strong prior to the merger. I
can’t wait to see what the merger will yield.”
Commented
another panelist: “Both [Glaxo Wellcome and SmithKline Beecham] reps were
already at the top of my rankings in their knowledge of the industry and their
understanding of my business. Now they’re both with the same company.”
GSK
recorded 9% more pharmacy director contacts than second-place American Home
Products’ Wyeth-Ayerst division and 25% more contacts than Bristol-Myers
Squibb and Merck & Co., both of which tied for third place. GlaxoSmithKline
also made 30% more contacts than fourth-place Pfizer Inc. Novartis rounded out
the top five in terms of the total number of contacts during January and
February.
In terms of length
of contact, Pfizer account managers spent an average of 28% more time per call
than did GSK’s. Pfizer’s account management team averaged 74 minutes per
contact. By contrast, account managers for the remaining top 10 companies spent
an average of 22 minutes less per call with these key managed care decision
makers.
About the PAR-Rx Report
Cognet-X’s
PAR-Rx Report is a year-round service that provides the pharmaceutical industry
with real-time, Internet-based competitive intelligence on pharmaceutical
company promotion to influential managed care pharmacy directors.
Cognet-X piloted the PAR-Rx Report in Fall 2000 and officially launched
the full service in January. The pharmacy directors surveyed during January and
February represent managed care organizations that provide prescription drug
benefits to more than 110 million Americans.
About
Cognet-X
Cognet~X offers the pharmaceutical industry market
research, consulting and software development that help companies build and
refine their relationships with numerous customer bases, including the managed
care community. Based in Bucks County, Pennsylvania, Cognet~X is privately
held and employee owned.
For
more information on the PAR~Rx Report or other Cognet~X products, please
contact Robert E. Houghton at 1-866-cognetx (866-264-6389) or robh@cognetx.com
