Business Marketing Case in Medical Sales Careers

This case in medical sales careers looks at a scenario in the hormone replacement therapy market for menopausal women. The market leader had been a blockbuster for years but later it was made more publicly aware that the product is derived from hormones extracted from horse urine. As more and more women were becoming more eco-friendly, this news did not go over too well with many of them.At the same time, a pharmaceutical company re-introduced a rather dormant product that was a hormone replacement drug to compete with the market leader. Both drugs relieved menopausal discomfort symptoms in female patients. But the interesting thing about this re-introduced drug was that rather than being derived from horse urine, it was sourced from a soybean plant. Chemically, it was altered to be identical to the estrogen hormone found in humans.So in essence, this drug was considered more ‘natural’ than the market leader in two ways. First, rather than subjecting live horses to a urine extraction process and then using a product derived from horse urine, this other drug was made from plants. Secondly, rather than being a cocktail of horse hormones, this other product was identical to the human estrogen which implied that its use would not involve putting a foreign substance into the human body.News about this alternative to the market leader made its way around groups of menopausal women and they wanted to switch to this drug rather than stay on something made from ‘horse pee’.Medical sales reps for this alternative drug went to see their physician customers and promoted the natural aspects. They also made physicians aware of published clinical studies which proved that the ‘natural’ drug resulted in a lower rate of side effects as well when compared to the market leader, possibly due to its identical chemical structure to the human hormone.Many physicians, particularly female doctors, embraced this alternative right away by starting all newly diagnosed patients on this drug and offering a switch for existing patients currently on the market leader. The medical sales reps also asked physicians whether they were getting requests from patients for the natural drug and most admitted that there was indeed patient demand out there.So these medical sale representatives did a smart thing by reinforcing the existing patient demand for their product. Most doctors, even the resistant ones, did give in and switched their patients to the more natural drug when their patients requested it. This alternative drug to the market leader became first line therapy for many physicians and did put a dent in the sales of the market leader.The LessonThe lesson from this case is that patient demand can be a very powerful weapon in medical sales and this example actually showed how a once dormant drug can become a major competitor to a market leader. Smart drug reps used patient demand to their advantage without offending their physician customers.I was one of the drug reps that sold this natural drug discussed in this case and later became the product manager for it. It was one of the most enjoyable drug products I’ve ever worked with. The concept of using patient demand is similar to using referrals in your medical sales careers search. With people recommending you for a position, you can put a major dent in your own competition for the jobs.Learning how to get the right people to refer you for medical sales careers is taught in the book and audio program “How To Get A Dream Job In Pharmaceutical Sales – Direct Inside Advice and Guidance from a Sales Manager”.

Advancing the Next Big Idea in Animal Health

Smallpox, polio and even influenza-these deadly diseases once ruled the earth, killing by the millions. Today, thanks to scientific research, their impact is far less. The same holds true for animal diseases such as canine parvovirus and feline leukemia. One day, a host of other diseases that affect humans or animals, and sometimes both, may meet the same fate.When major medical breakthroughs happen, such as the promising bone marrow treatment for humans with sickle cell anemia announced last December, we often don’t realize the time and effort behind a new prevention, treatment or cure. The reality, though, is that medical advancements usually take years, even decades, to come to fruition-and along the way hundreds of ideas are attempted before one of them opens the doors. Morris Animal Foundation (MAF) is committed to finding and funding the next big ideas in animal health research.We know that a novel idea goes nowhere without proper funding-and funding for the unknown is often tough to come by. The Foundation is one of the few organizations helping cutting-edge scientists gather data and test promising concepts that could one day lead to major health breakthroughs for animals.Innovative Ideas Take Flight:
Through its pilot-study program, MAF provides funding up to $10,800 for one-year studies that test a new idea and gather preliminary data to determine if the idea merits further investigation. This program provides timely funding for innovative ideas, speeds up scientific discovery and advances the Foundation’s mission to improve the health and welfare of animals.


“Pilot research study grants are designed to support innovative research ideas and early-stage projects where preliminary data may not be available,” says Dr. Wayne Jensen, MAF chief scientific officer.One benefit to the pilot-study program is that MAF accepts these study proposals multiple times per year rather than through the traditional grant cycle of once per year. As a result, the program helps researchers respond more rapidly to emerging diseases and contemporary questions in animal health research.Funding for pilot studies is desperately needed to advance veterinary medicine for companion animals and wildlife. Dr. James Moore, chair of the Foundation’s large animal scientific advisory board, explains that most funding agencies only support proposals that already contain a sufficient amount of preliminary data to suggest that the expected outcomes will be achieved. But scientists need funding to gather preliminary data. So it was no surprise that MAF received an overwhelming response-161-to its two 2009 calls for proposals. Yet the Foundation can fund only 12 to 18 projects each year.”The greater than expected response to the request for proposals for pilot studies suggests that there are a lot of good, untested ideas out there,” Dr. Moore says.A History of Funding Health Breakthroughs:
The Foundation has a long history of funding breakthrough projects. For example, in 1999, MAF was the first to fund research to look at why California sea otters were dying off. Over the next decade, we funded several grants looking at disease risks in sea otters. What scientists learned from these projects helped them win a $1.86 million grant from the National Science Foundation. In an interview for AnimalNews 6.4, lead researcher Dr. Patricia Conrad noted that, “the Morris Animal Foundation grants were critically important. Without that support in the project’s infancy, we wouldn’t have been able to compete for bigger grants.”Beyond uncovering information about the infectious diseases that were killing sea otters, these studies also led to increased state legislative protections for the playful creatures and trained numerous up-and-coming wildlife health researchers.A current study funded by our Canine Cancer Campaign is testing a new drug therapy for bone cancer in dogs. This major project encompasses multiple facets and institutions and could eventually save the lives of thousands of dogs-yet it began as a small pilot effort. Additional pilot projects may soon lead to a promising treatment for eye cancer in horses, improved nutrition for brook trout and better pain management for reptiles.


Current pilot studies address gastrointestinal problems, urinary infections and heartworm in dogs; osteoarthritis pain in cats; laminitis in horses and overpopulation and drug-resistant infections in pets.”Pilot studies like these are important for moving veterinary medicine forward, primarily because they can be accomplished relatively quickly and relatively inexpensively,” Dr. Moore says.Who knows where this year’s pilot projects may lead. Perhaps they will give veterinarians a tool to help them diagnose and manage osteoarthritis in cats or an inoculation that prevents certain strains of Escherichia coli from causing recurrent urinary tract infections in dogs. Or maybe equine veterinarians will get an inexpensive method for treating laminitis, a painful, life-threatening condition.The possibilities for advancing animal health are truly endless as long as we continue to support pioneering scientists with innovative ideas. These promising projects may one day change the face of veterinary medicine and help create a healthier tomorrow for animals.Learn more about the current pilot studies.

The Gift of Giving Is a Gift in Itself

The act of giving a gift can elicit a multitude of positive emotions to the giver, that indeed it is quite possible that they experience more pleasure than the recipient of the gift. It has been found that giving gifts is an important interaction that strengthens bonds between family and friends. Giving to others strengthens one’s feelings for these people, and also makes one feel more loving and caring.Pursuing the ideal gift can be a taxing experience. Once upon a time, one would have to literally travel from store to store searching for the perfect gift. Apart from the time and effort consumed by the travelling, it was never quite easy to compare and contrast the possibilities in one’s mind, as one was relying on memory of the entire details of each potential gift. Now, with the advent and advantage of online shopping, this one daunting part of gift giving is no longer necessary. The requirement of physical travelling has been eliminated as one merely sits in front of a computer or other Internet browsing device and searches for the perfect gift. Alas, the choices are endless, and not always as organized as one would wish. However, once one has narrowed down the choices, one can actually revisit each choice and compare the images of the potential gifts, and eventually make a selection.


Giving comes from within, and no matter who the recipient of the gift is, the actual selection of the gift should be a heartwarming process. Knowing the person’s likes and dislikes, wants and needs, circumstances, and events in their life deepens the emotion behind the gift selection process. Giving a gift however, should not be a process that comes with a hardship to the giver. An aura of competitiveness and the need to impress has overshadowed the gentle and caring act of gift giving. For instance, if one is searching for a gift for their brother in law who is an avid golf player, the normal search would begin in the world of golf in the universe of the Internet. However, remembering that your brother in law was recently promoted, and his peers all carry classic name brand fountain pens encased in handsome leather cases, would certainly have some influence on your gift selection thought process. Between the golf equipment and the fountain pen and it’s accessories, an instant “astronomical price” headache begins to form.A mistake often made by many is that they set a price tag on the gift they are going to purchase before they actually make the purchase. In the name of budgeting that is actually a great idea, but unfortunately, we are in the times of “competitive” gift giving, and some people feel the need to outdo others in the extravagance of the gift purchased. It is absurd that many people actually spend money they cannot afford to spend on gifts simply because they are trying to create an impression. The heartwarming experience of the giving of the gift has not been experienced, and instead has been replaced by a aggressive and competitive approach. After the gift has been given, there will certainly be an uncomfortable feeling for as long as that charge remains on the credit card.Very few people remain unscathed by these recent changes in the economical status worldwide. To increase one’s debt in order to compete with others, or create an extravagant impression is not only ridiculous, but also makes the giving of the gift actually an unpleasant experience from start to finish and beyond. Returning to the example of one’s brother-in law, let it be assumed that a new set of golf clubs and an expensive fountain pen with a leather case is entirely out of one’s budget. A less expensive and more personal gift would surely make the selection process a much more personal and enjoyable one. There is no rule that dictates we must cater to the indulgent tastes or more affluent means of others. The art of gift giving must come with the desire to please the recipient with the gift, to take pleasure in the selection of the gift, to keep the cost within one’s budget and means, and to select a gift that will be admired and used.


Unique gifts for the home or for personal wear are always a warm and sincere gift. Many handmade gifts are available for purchase at reasonable prices via the Internet. They range from hand crocheted tablecloths, to custom made jewelry, to silk floral arrangements, and many home décor items. All of these items are ones that will actually be used instead of being a “showpiece” such as a fountain pen that never actually makes it out of the beautiful leather case. As much pleasure as the gift recipient will receive from their gift, the giver will also be pleased whenever they see the gift being worn or used. A set of throw cushions that was given as a gift will always please the giver every time he or she visits the home of the recipient and sees the throw cushions in use. Truly, these types of gifts are those that are described as “The Gift That Keeps On Giving”.

Traveling With Electronic and Electrical Appliances

Whether they’re traveling for business or for leisure, every international guest that stays at a hotel or a bed-and-breakfast inn brings along an electronic or electrical appliance to use during the trip. Almost always there’s a mobile phone or smartphone, a tablet, or a laptop in their luggage. Most laptops or phones have dual-voltage capability and only need corresponding travel adapter plugs that fit into the sockets of the country they’re visiting. The following information should help travelers choose the right adaptor plugs to bring along in their trip.About Electronic and Electrical AppliancesThough both categories of appliances run on electricity, electronic appliances often need transformers with specific outputs, such as a power converter that accepts an input of 110 to 120 volts and only outputs 220 volts. Appliances with electronic circuits or chips, such as clock radios, battery chargers, and computers, should be used for short periods of time, preferably less than three hours. Plugging in these electronic appliances for long might cause overheating and lead to fires.


Meanwhile, electrical appliances that provide simple heating functions, such as a flat-iron, water heater, or hair dryer, must be used with a converter or transformer with the corresponding wattage for no more than an hour at a time. The sockets available in bathrooms of hotels and inns in European countries maybe labeled as 220 to 240 volts AC, but these were designed for use with low-wattage appliances such as shavers and electric toothbrushes that need around five to ten watts. They’re not fit for use with a hair dryer, a travel iron, or a phone charger for long hours.Identifying Dual-Voltage Appliances and WattageIf you want to know whether your appliance is dual-voltage, simply check its package for a 120/240 label or look at its plug for any embossed electrical information. These appliances won’t need a converter or power transformer. However, you may still need to find their wattage. When only the voltage and amperage are given, the formula to find the wattage of an appliance simply multiplies the volts with the amps. For instance, 120V multiplied by 0.5A equals 60W, which means an appliance that needs 120 volts at 0.5 amps should run at 60 watts of electricity.Travel Adapter Plugs and Power Output StandardsMost homes and businesses in the United States, Canada and Mexico use 100 to 120 volts of power with around 60 Gigahertz of alternating currents. The rest of the world outputs 200 to 250 volts at around 50 Gigahertz of alternating currents per cycle. Most travel adapter plugs used in North and South America have two parallel flat prongs for the non-earthed types while the earthed type has a grounding pin below.


In some countries in Europe, the plugs must have two rounded pins parallel to each other. Grounded types have a third pin or flat prong below the pair. Great Britain, in particular, uses a double-rounded pin plug with a flat prong for grounding. In France and Belgium, their plugs have grounding clips instead along with the two-pronged structure. In Australia, the prongs were arranged in a V-shape set at an angle to each other.