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”.

Benefits of Holidays and Vacations

As a frontline medical practitioner for over 20 years, I have been actively encouraging and motivating my patients, relatives, friends and other people to take holidays and vacations on a regular basis. Except for those people who have serious medical conditions, there are no restrictions to travel and enjoy holidays. Even the elderly, disabled or pregnant women (within 28 weeks of pregnancy) can travel as much as anybody else. The benefits of holidays and vacations are numerous, both short-term and long-term, but most people fail to appreciate the benefits. As a result, only a small percentage of people worldwide travel and harvest the benefits of holidays and vacations. Research has shown that even workers who are offered paid vacations by their organizations do not take advantage of such offers to take some weeks off their work.In this article, I will briefly highlight some benefits of holidays and vacations.Longer and healthier lifeA recent survey conducted by the State University of New York has shown that people who take holidays regularly every year reduce their risk of early death by about 20 percent. The survey also revealed that those who did not take any holiday in 5 years faced the highest death rate risk, along with higher incidence of heart diseases. This can be explained by the fact that during holidays people are happier, relaxed, carefree, spending more time with family and loved ones, and away from the regular stressing environment. A happy relaxed life increases longevity.


Improvement in mental healthOne study conducted by the Marshfield Clinic, Marshfield and published in Wisconsin Medical Journal showed that women who went on frequent vacations had lower susceptibility to depression, tiredness, or tensions and they were more satisfied with their marriages. Women who took rare vacations displayed higher stress levels in their homes, felt more exhausted and tired and slept lesser. It is without doubt that regular holidays will not just unwind people from the stress accumulated during the day to day hectic life in the short-term but also will improve the overall mental and psychological well-being of an individual in the long-term. Many researchers have shown that depression increases the chances of heart disease. Since holidays provide a break from the normal boring routine, they also help in relieving the symptoms of depression.Revamping of relationshipsThe always busy, work-obsessed and chronically duty-minded culture of people of modern life has indeed taken a heavy toll not only on our physical and mental health but also on our relationships. People do not have much time to spend with their partners, children or families. As a result, there is disharmony in the family, children are not looked after well and there is increased tension between partners, which has resulted in increased number of separations, divorce and other marital conflicts. Taking regular breaks from work and enjoying holidays and vacations not only revamps the strained and estranged relationships but also renews, revitalizes and strengthens family relationships and bonds.Improvement in self-confidenceWhen we travel, we encounter various types of situations and meet different kinds of people. Such encounters improve our self-confidence. It also helps improve our social skills and prepare us for unexpected or unknown.Creative inspiration through holidayingWhen we do the same thing again and again, it becomes monotonous and stereotyped. This is what has happened to us in today’s world. We have become victims of monotony that has gradually crept into our system and destroyed our creative abilities, new thinking processes, and inspirational opportunities. When we travel, we come across new situations and different environments. Such situations can induce and help develop the creativity within us.Increase in productivity Many studies have shown that holidays not only motivate people to work better but the relief from the monotony also rejuvenates people, resulting in higher productivity.Seeking adventureHolidaying is a time to pump adrenalin for many adventure lovers. This is a chance to make their dream come true and try many daring sports and adventures, such as, bungee jumping, water rafting, surfing, mountaineering and many others. Such adventures give people a sense of achievement and happiness.


Mental and psychological escapeMany people these days view holidaying as a form of mental or psychological escape. The change in atmosphere, climate, scenery, quiet surroundings, slow pace of life, and clean air is regarded by many travelers as pathway to happiness and spirituality.Improve physical fitness, and lose weight tooObesity has become a global epidemic. Holidays and vacations can at least induce people to do some form of exercise. They have more time and any form of physical activity (and away from TV and video games!) can help lose weight. If they can continue the same sort of exercises once they are back home, it can at least help people change their habit and lose some weight at the same time. Losing weight not only improves the physical fitness and appearance of a person but also reduces the chances of getting depression, some cancers, heart diseases and other conditions.In conclusion, holidays and vacations not only bring joy, excitements, fun and break in the usual monotony of life, but they also have far reaching effects in the long-term including improvement in physical and mental wellbeing, longer and happier life, revamping relationships, improving self confidence and productivity, and instilling creative inspiration within us.

Home Improvement – Furniture

When we think of home improvements, visions of saw dust and sheet rock come to mind. We try to avoid these things as long as possible because it requires lots of time and effort. Many times large cash outlays are also required. We never think of improvements we can make in our home by simple changes in our living quarters. These improvements are rather easy and most can be done in a weekend. We throw out stale bread, stale pastries and stale coffee but we hang on to stale furniture until it falls apart. We never get around to replacing the look that we loved several years ago. If you are like me, I never know where to start. It seems everything needs changing. We couldn’t do it all at once so we picked a room and jumped right in.


Our living room seemed the right place to start. I really didn’t want to drive all around town looking through furniture stores. Most stores had the same tired selections and the styles were pretty similar. We wanted something different. The internet seemed a good place to start looking. I was surprised at the wide selection of furniture I found online. The pictures looked great and the prices were in line with the stores. My question was is the quality of the furniture up to my standards? From experience, I learned long ago to never forsake quality for price. Surprised, I found most web sites offered my money back if I was not happy with the purchase for any reason and the shipping was free. With that, I felt secure and started seriously looking.The problem with the old furniture, other than being old, was it seemed to crowd the room. We wanted more open space and decided to look at smaller pieces and place them at different angles. A few inches will make a big difference in a room. Many fabrics and styles were available in a multitude of colors. The anchor pieces, sofa and loveseat, was our first purchase. We then chose a coordinating accent chair that really made the room look fresh and new. With childhood excitement, we picked the occasional tables and other accessories to finish off the room. We did all this from the comfort of our home and a single web site. No driving around town looking and looking and looking. We saved time and money with comfortable internet shopping.


Our purchase arrived on time and in perfect condition. We were delighted with the style and quality of the furniture. After attaching a few legs we moved the magic inside. That fresh new look had entered our home and wow what a difference. Our home improvement was complete, all we have to do now is sit back with a cool drink and enjoy. We have just what we wanted. A little different ambience that makes this comfortable room truly us. Home improvements inside can be fun and you don’t have to drive a single nail.

Mental Health Stigma

Despite the increase in publicity surrounding mental health and mental health issues, there is still a lack of understanding about mental health in general. For example, a research survey published by the government “Attitudes to Mental Illness 2007″ reported that 63% of those surveyed described someone who is mentally ill as suffering from schizophrenia, and more than half believed that people with mental illness should be kept in a psychiatric ward or hospital. Overall the results showed that positive attitudes to people with mental health had actually decreased since 1994 which is worrying indeed.Amazingly, many people still don’t understand that mental health problems affect most of us in one way or another, whether we are suffering from a mental illness ourselves or not. If we bear in mind that a quarter of the population are suffering from some kind of mental health problem at any one time, then the chances are, even if we personally don’t have a mental illness, we will know someone close to us who does, so it is our responsibility to understand what mental illness is and what can be done about it.Many people with mental health problems will often feel isolated and rejected and too afraid to share their problems with others purely because of the way they might be perceived. This lack of understanding means they are less likely to get the kind of help and support they need and are in danger of slipping even further into depression and mental illness. People need to understand that mental illness need not be a barrier to a better quality of life and that help is available and that most people with a mental health problem can regain full control over their lives if they get the support they need.


A new guide to mental healthThe Royal College of Psychiatrists has produced a new guide to mental health which was published in November 2007 and is aimed at informing the general public about what mental illness is and is a big step towards tackling the stigma that is still attached to mental illness.The guide is written in an easy to understand format and over 60 mental health experts have contributed to it. The Mind: A User’s Guide contains chapters that cover a whole range of mental illnesses and includes a section on how the brain works, how mental illness is diagnosed, and how to cope with it.A Scottish surveyIn Scotland, a national survey of public attitudes to mental health Well? What Do You Think? (2006) was published in September 2007 and highlighted that although people living in socially deprived areas have a higher incidence of mental health, the level of stigmatisation is still no lower than in other areas. This suggests that being confronted with mental illness is not enough to change the attitudes towards it.There are also gender differences too. According to the Scottish survey, men with a mental health problem were more likely to be treated with suspicion than women and were also more inclined to avoid social contact with someone else with a mental health problem. Even out of those who displayed a positive attitude towards people with mental health problems, many said they would be reluctant to tell anyone if they had a mental health problem themselves which just goes to show that there is still fear surrounding other peoples’ perceptions of mental health.A CIPD SurveyA recent study conducted by the Chartered Institute of Personnel and Development and KPMG consultants surveyed over 600 employers and reported that doctors are not doing enough to help people with mental health problems return to work and that this is costing the business world billions of pounds. For example, only 3% of the participants rated doctor support as “very good”.It may be that doctors really don’t know what else to offer someone suffering from depression and anxiety other than drugs and time off work. Even more worrying was the fact that 52% of employers maintained that they never hired anyone with a history of mental illness which serves to perpetuate the stigma. On a more positive note, of those that did hire someone with a mental health problem, more than half said the experience had been “positive”.


Changing attitudesA lot is being done by governments and organisations to try to change public attitudes towards mental health but is it enough? Until we all recognise that mental illness doesn’t discriminate, it can affect any one of us at any time regardless of our age, gender or social background, the stigma attached to mental illness is likely to persist.Mental illness doesn’t discriminate, it can affect any one of us at any time regardless of our age, gender or social background, and yet the stigma attached to mental illness still persists. Although a number of government initiatives, awareness campaigns and organisations have been set up specifically to tackle mental health stigma and change our attitudes towards mental health in general, there is still a long way to go.It is therefore up to each and every one of us as individuals to make sure we are well informed and understand the issues involved because only when the public are fully aware of the facts will mental health stigma become a thing of the past.