PAs AND THE MARKETPLACE
Forum Helps Pharma Sales Execs Target PAs

PHILADELPHIA — PAs, the message is clear: Big Pharma is interested in you. Dozens of pharmaceutical and biotech sales and marketing decision-makers attended the Center for Business Intelligence (CBI) Second Annual conference titled “Target NPs and PAs Through Effective Sales and Marketing Strategies.” ADVANCE for Physician Assistants was a media partner of the forum, which took place here on Oct. 27 and 28.

Executives from such companies as Schering-Plough, Genzyme, Teamm Pharmaceuticals and Berlex discussed the role of PAs and NPs in health care and learned how to, in the words of CBI, “capitalize on the fastest growing prescriber group by elevating relationships, building brand loyalty and implementing strategic sampling strategies.”

Among the conference’s published goals were to help senior level directors in the biotech and pharma industry understand the needs of PAs and NPs in order to “build better customer-focused programs”; fund CME programs for PAs and NPs to “gain receptive and loyal audiences while furthering education in important therapeutic areas”; and develop “intelligent online sampling strategies to tap the market potential of NPs and PAs.”

Attendees learned about PA demographics and prescribing habits, discussed how sales reps can effectively detail PAs and were briefed on issues such as where and under what circumstances PAs may sign for sample medications.

Three staffers from the AAPA were featured speakers: assistant director for state government affairs Ramon Gardenhire, JD; vice president for professional education Greg Thomas, PA-C; and vice president of communications and information services Nancy Hughes. Representatives of the American College of Clinicians and the American Academy of Nurse Practitioners also gave presentations.