![\"China\"](\"http:\/\/online.wsj.com\/media\/China_C_20090625154940.jpg\")
Pfizer’s China strategy came up a few times today in the company’s earnings call with analysts. <\/p>\nPfizer’s China strategy came up a few times today in the company’s earnings call with analysts. <\/p>\n
In some ways, the approach sounds like pharma’s strategy in the U.S. a few years back, when the industry was swimming with sales reps<\/a> and companies were aggressively wooing “key opinion leaders” — top physicians who could influence other docs.<\/p>\n Here’s how Ian Read<\/a>, president of Pfizer’s drugs business, framed the Chinese market and Pfizer’s strategy in the country, according to a transcript from Thomson Reuters:<\/p>\n … in large part it is an out-of-pocket market, so brand loyalty and quality is really important. … our total portfolio is growing, and it is not as impacted as the United States or Europe is by [generic competition]. So this requires what I would call a traditional investment thesis, feet on the street, field force, relationships with physicians … invest with key opinion leaders<\/p>\n<\/blockquote>\n Last month, Pfizer said<\/a> it planned to increase its sales force in China to 3,200, from about 2,300 now. That comes as the company makes some significant cuts<\/a> to its total global workforce.<\/p>\n Plenty of drug makers are moving in this direction. Eli Lilly’s<\/a> also hiring sales reps in China, and GlaxoSmithKline<\/a> has been busy bulking up its sales force in “emerging and Asia Pacific markets,” according to the company’s CEO.<\/p>\n Dow Jones Newswires<\/a> has more from Pfizer’s conference call.<\/p>\n Map: iStockphoto<\/em><\/p>\n Pfizer’s China strategy came up a few times today in the company’s earnings call with analysts. In some ways, the approach sounds like pharma’s strategy in the U.S. a few years back, when the industry was swimming with sales reps and companies were aggressively wooing “key opinion leaders” — top physicians who could influence other […]<\/p>\n","protected":false},"author":650,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-272729","post","type-post","status-publish","format-standard","hentry","category-news"],"_links":{"self":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/272729","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/users\/650"}],"replies":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/comments?post=272729"}],"version-history":[{"count":0,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/272729\/revisions"}],"wp:attachment":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/media?parent=272729"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/categories?post=272729"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/tags?post=272729"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}\n
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