subject: Vision Shopsters: The Contract Sales Organization (cso) Market Outlook To 2015: Emerging Markets, Le [print this page] The Contract Sales Organization (CSO) Market Outlook provides a detailed analysis of the demands on CSOs in the evolving pharmaceutical sales and marketing environment. Outsourcing is growing in the context of an industry which is increasingly reducing its footprint by cutting fixed costs. CSOs which are dependent on short-term arrangements have suffered from cancellations and unrenewed contracts as large pharma companies cut their internal sales teams. The emerging model of key account management is explored through a case study, and the report includes an in-depth examination of eDetailing. Building on interviews with pharma industry executives and industry experts, the report explores opportunities in emerging markets and describes strategies for success in the future outsourced sales market.
Key features of this report
Builds on detailed interviews with industry experts and senior executives.
Examines opportunities in emerging regions including India and China.
Reviews the changing dynamics of the sales environment including evolving guidelines and physician access issues.
Analyses the drivers and resistors of the CSO industry.
Explores the future of the contract pharmaceutical sales and promotion.
Scope of this report
Assess the opportunity for CSOs in emerging markets including China and India.
Learn what is changing in the pharmaceutical sales and marketing environment.
Track the CSO market to 2015, including predictions across different markets.
Identify the capabilities and feature of the leading CSOs.
Develop strategies to succeed in the future CSO market.
Key Market Issues
Pharmaceutical outsourcing is increasing in the context of rising industry pressures such as the drop in numbers of approvals, negative pricing pressures and expirations of patents.
Codes on interaction between sales representatives and physicians have become more stringent placing extra restrictions on hospitality and promotional items.
High competition for share of voice and rising access barriers to physicians have created an imperative for pharma companies to find new sales and marketing approaches.
Larger medical practices and health system owned practices are most likely to require representatives to make appointments or restrict access entirely.
The key account management model places additional demands on CSOs, entailing longer and more strategic relationships with sponsors.
Key findings from this report
The pharmaceutical industry will spend around $200bn on product promotion in 2010.
The number of sales representatives in the US peaked in 2007, and is expected to decline to 73,000 in 2015.
The global CSO market was estimated at $2,712m in 2009, and is expected to exceed $5,600m by 2015.
Currently only a handful of CSOs operate in China. Leading operators include NovaMed which has 500 representatives and Invida which aims to increase from 400 to 600 representatives by the end of 2010.
While India has a thriving pharmaceutical outsourcing market, sales outsourcing penetration is low, creating a large opportunity as the pharmaceutical market grows.
Key questions answered
What are the drivers and resistors of the CSO market?
Who are the leading players in the CSO market?
What opportunities exist for CSOs in China and India?
How is the pharmaceutical sales and marketing environment changing?
What strategies are necessary to succeed in the future CSO market?
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