Pink Sheet is part of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC’s registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

This copy is for your personal, non-commercial use. For high-quality copies or electronic reprints for distribution to colleagues or customers, please call +44 (0) 20 3377 3183

Printed By

UsernamePublicRestriction
UsernamePublicRestriction

ABBOTT's NEW NATIONAL HEALTH CARE ACCOUNTS UNIT

Executive Summary

ABBOTT's NEW NATIONAL HEALTH CARE ACCOUNTS UNIT will develop pharmaceutical marketing and customer service programs for HMOs, nursing homes, drug wholesalers and chain and independent drugstores, the company announced Feb. 3. "The creation of the managed health care/national accounts business unit will dramatically increase our customer orientation," Abbott VP-Pharmaceutical Operations Paul Clark commented. "Abbott will be in closer contact with these markets, allowing us to be more responsive to our customers' needs." The national accounts unit includes two specialized sales groups. A seven-person group, which has been operating for about two years to service wholesaler and chain accounts, will add responsibility for nursing home business. A second three-man group will be responsible for HMO accounts. The unit is headed by Richard Haiduck, whose 12 year career at Abbott includes general manager experience in the Far East. Most recently, he was Abbott's director of sales and marketing operations. The special sales staff has been recruited from within the company and includes personnel with experience at the district manager level. Abbott is joining a growing number of pharmaceutical firms that are setting up national accounts units to compete for the managed health system business. The national accounts structure allows drug firms to tailor products and service packages to meet the individual needs of national buying entities. "Due to the tremendous changes that have occurred in the health care system, many parties in addition to the physician make decisions regarding prescription medications," the release states. "In today's health care environment, it is not enough for a medication to be safe and efficacious. The drug must also be cost-effective." Sandoz implemented a similar program in 1986, and the firm expects to increase the number of account managers, currently at 15, to approximately 45 within the next two years. SmithKline's recent supply contract with Hospital Corporation of America was arranged by its corporate accounts office ("The Pink Sheet" Jan. 25, T&G-10). "The managed health care/national accounts group" will allow "greater focus and understanding of the critical issues facing our pharmaceutical customers," Haiduck said. "This field sales organization will be assisted by a headquarters support group that includes personnel dedicated to marketing, pharmacy information and customer service."
Advertisement
Advertisement
UsernamePublicRestriction

Register

PS013122

Ask The Analyst

Please Note: You can also Click below Link for Ask the Analyst
Ask The Analyst

Your question has been successfully sent to the email address below and we will get back as soon as possible. my@email.address.

All fields are required.

Please make sure all fields are completed.

Please make sure you have filled out all fields

Please make sure you have filled out all fields

Please enter a valid e-mail address

Please enter a valid Phone Number

Ask your question to our analysts

Cancel