Contents:

ACTION POINTS 6 Outline of the brief 6 Two key things you need to know about the electronic sampling market 6 Electronic sampling provides pharmaceutical companies with a cost-effective way to reach physicians who have been routinely under-covered by sales representatives. eSampling also simultaneously offers an opportunity to improve the quality of the services provided to prescribers with whom brand loyalty has already been developed 7 When used in conjunction with traditional in-person sample distribution methods, electronic sampling has the potential to allow manufacturers to meet increasingly challenging sales and marketing goals by reducing the significant costs associated with the traditional sample distribution process 8 ELECTRONIC SAMPLING 10 Introduction 10 Applications of pharmaceutical sampling 11 Drug sampling: traditional vs electronic 12 Traditional sampling 14 Electronic sampling 15 The current market for electronic sampling 18 Size of the electronic sampling market 18 Penetration of electronic sampling 22 Regulatory issues 26 The Food and Drug Administration 27 The Federal Food, Drug and Cosmetic Act 27 The Anti-Kickback Statute 28 The Prescription Drug Marketing Act 28 Regulatory Compliance 29 American Medical Association 30 The European eSampling Market 30 Best practices in the application of electronic sampling 31 Current approaches to electric sampling 31 Voucher system 32 Third-party web portal 33 Case Study: AstraZeneca’s Zomig 34 Integrating eSampling with eDetailing 36 Vendor market 38 Key players within the market 38 MedManage Systems 38 Univec 39 Selecting a vendor 40 THE FUTURE DECODED 43 Outlook for electronic sampling 43 Conclusion 45 APPENDIX 46 References 47 Relevant links 47 Research methodology 48 Consumer Insight Survey 2004 48 Physician Insight Survey 2003 48 Study sample 48 The questionnaire 48 Physician Insight Survey 2004 49 Study sample 49 The questionnaire 49 Data Tables 51 How to contact experts in your industry 56