Executive Summary

Johnson & Johnson plans eliminate 900 U.S. sales positions at its Ortho McNeil Janssen Pharmaceuticals division. The cuts will come at the end of the second quarter of 2009 and affect both primary and specialty care sales forces. As multiple players - such as payers, patients and policymakers - gain influence on prescribing decisions, fewer sales reps detailing to physicians are needed, the company indicated. While prescribing physicians remain an important influence, the company has a dedicated team looking at other groups "to ensure that we understand what represents value to them and that we are providing it," the company says