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Executive Summary

UPJOHN's ROGAINE, CLEOCIN-T WILL BE PROMOTED BY OWEN/GALDERMA's specialized dermatology sales force beginning Jan. 1, 1991. A Sept. 7 agreement will put Owen/Galderma's 57-person sales force behind the two Upjohn prescription lines in the dermatologist office market. Fort Worth-based Owen/Galderma, a subsidiary of Nestle's Alcon Labs U.S. drug business, currently markets several prescription products, including the Nutracort 1% hydrocortisone line, a benzoyl peroxide anti-acne line under the tradename Benzac, and Desowen .05% desonide topicals. In addition, Owen/Galderma markets OTC and ethical OTC products, such as Nutraderm moisturizing lotion, the liquid skin cleanser Cetaphil and the Ionil line of dandruff/psoriasis shampoos. Upjohn will continue to market the baldness product Rogaine and the Cleocin T anti-acne line to dermatologists via its 14-person Specialty Consultants group, created as part of the Upjohn Dermatology Division, until Owen/Galderma's promotional efforts begin. The Specialty Consultants group will then halt detailing to concentrate on the development of marketing techniques designed to help dermatologists expand their practices, Upjohn said. Upjohn created the Dermatology Division on Aug. 1 "to maximize Rogaine and Cleocin T opportunities and to actively pursue licensing opportunities, acquisitions or joint ventures in the field of dermatology," the release says. The Dermatology Division is headed by Keith Barton, formerly the executive director of the Rogaine Business Group. Upjohn will continue promoting Cleocin T and Rogaine to office-based physicians and other specialists through its prescription drug sales force. The company also has co-marketing agreements with Rorer for the anti-arthritis drug Ansaid (flurbiprofen) and the beta blocker celiprolol and co-promotes SmithKline Beecham's thrombolytic Eminase.



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