SOURCE: Cutting Edge Information

November 29, 2007 09:29 ET

Travel Expenses Increase Canadian Specialty Pharmaceutical Sales Reps' Cost to C$183,000

RESEARCH TRIANGLE PARK, NC--(Marketwire - November 29, 2007) - Companies spend C$33,000 more on a specialty or hospital rep than a general practice rep, according to Canadian companies and divisions surveyed in Cutting Edge Information's new report "Canadian Pharmaceutical Sales Management" available for download at: While a general practice rep's salary represents a larger amount of his or her total cost, specialty and hospital reps have larger territories which require greater travel expenses for gas or even plane tickets.

Beyond increasing travel costs, companies report that geography also plays a large part in rep distribution. One executive claims that, if geography were taken out of the equation, his company would need fewer than 50% of the reps currently employed. Ultimately, whether the specialists called on by doctors are concentrated primarily in Ontario and Quebec or distributed throughout the country plays a large part in specialist reps' territory alignment.

"While other factors also impacted the difference in cost between specialty/hospital reps and primary care reps, salary and travel expenses were the most significant," says David Richardson, a senior analyst for Cutting Edge Information. "Companies report that reps in the sparsely populated Canadian provinces can have very large territories, which increases travel costs and reduces the amount of daily calls per rep."

Other topics covered by this report include:

--  Cost per Detail
--  Structures and Headcounts
--  Product Prioritization, Territory Alignment and Coordination
--  Recruiting, Hiring and Training
--  Sales Compensation and Reward Programs
--  Segmenting and Targeting
--  Overcoming Reduced Physician Access
--  Optimizing Time Earned with Physicians

To download a free, online summary of this report, visit

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