Novartis’
Account Executives the Best in the Business, Managed Care Executives Tell
Cognet-X, Inc.
FEASTERVILLE---(November 25, 2002)-Novartis
Pharmaceuticals Corp. deploys the most knowledgeable account personnel in the
pharmaceutical business, according to leading managed care pharmacy directors
surveyed by Cognet-X, Inc.
Novartis ranked first in the Knowledgeable
Account Manager/Personnel category for the second consecutive ranking period
of the twice-yearly Corporate Assessment component of Cognet-X's PAR-Rx
(Promotional Assessment Research) Report™.
Personal integrity, long-term experience and an
in-depth knowledge of customers and market dynamics are among the key
attributes of the best pharmaceutical managed care account executives, PAR~Rx
panelists said. Many panelists said Novartis' representatives have these
desired traits.
"Very knowledgeable about products,
managed care and my needs…Long-term rep with my account," one PAR~Rx
panelist reported. Said another, "Very good customer service.
Experienced, knowledgeable, friendly. Well-networked within [Novartis] and
local MCO community and has provided consistent support for 5+ years."
Merck & Co., Inc., GlaxoSmithKline and
Aventis Pharma AG maintained their respective 1Q 2002 rankings in the
Knowledgeable Account Manager/Personnel category. PAR~Rx panelists said
second-place Merck has savvy reps who are dedicated to relationship building
and providing sound clinical information.
"Understands my business and works hard to
maintain our partnership," one pharmacy director said. "Consistently
the smartest and most seasoned regional account managers we encounter.
Long-term high performers," commented another. Noted a third, "Our
Merck representative is definitely very polished and knows his clinical and
financial material well."
Third-place GlaxoSmithKline garnered praise for
its account personnel's responsiveness and proactivity. "Very responsive,
works hard on our behalf…" one panelist commented. Said another,
"Rep is very proactive and is always at least willing to try to do things
for the plan."
PAR~Rx panelists felt Aventis empowered their
account personnel and appreciated that many Aventis reps were experienced in
the managed care marketplace. "This rep seems to have a lot of automony
and is assertive in accomplishing his goals," noted one respondent.
"Top-notch regional account managers-long-term relationships are an added
benefit," a second pharmacy director commented.
Pharmacia Corp. rose from eighth place in the
previous ranking period to fifth place, with panelists noting that the
company's account personnel understood the needs of managed care customers and
were very knowledgeable across markets and product categories.
"Understands the industry as well as our company's objectives. Also is
knowledgeable in providing the products and services to meet our needs,"
one pharmacy executive said. "Knows disease states, pharmacotherapy and
business side very well," said another.
Also in the top 10 were Pfizer, Inc.,
AstraZeneca PLC, Bristol-Myers Squibb Co., Abbott Laboratories and
Sanofi-Synthelabo, Inc. which rose from 17th position in the previous ranking
period to 10th.
"Understands organizational goals and
looks for partnership programs" and "willing to listen and
learn" were among the comments offered about Sanofi's account personnel.
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.
The Report offers Cognet-X clients the ability to
evaluate and analyze variable differences that are critically important to
their decision-making process. The Report collects comprehensive data that can
be segmented and analyzed to provide clients with “21st-Century
solutions to their 21st-Century challenges.”
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
valuable Cognet-X products, please contact Robert E. Houghton (extension 101)
or James A. Barone (extension 102) at (215) 396-8300 or via e-mail at
robh@cognetx.com
or
jimb@cognetx.com.
