World Pharma Contract Sales Industry and Market: Predictions 2014-2024

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World Pharma Contract Sales Industry and Market:

Predictions 2014-2024

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Contents

1.1 Pharma Contract Sales: World Market Review 2013

1.2 Report Contents

1.2.1 Benefits of the Report

1.3 Report Methodology

1.3.1 Financial Information in this Report

1.3.2 Who is this Report for?

1.3.3 Defining the Pharma Contract Sales Market

1.4 An Introduction to Pharma Contract Sales

1.4.1 Pharma Sales Models 2013

1.4.1.1 Detailing Healthcare Professionals

1.4.2 There Are Benefits to Outsourcing Pharma Sales

1.4.2.1 What Services Do CSOs Offer?

1.4.2.2 The Rise in Pharma Contract Sales

1.4.3 The Need for New Sales Models

2.1 World Pharma Contract Sales Market 2012-2013

2.1.1 Pharma Contract Sales Market by Sector 2012-2013

2.1.2 Recent Growth in Outsourced Pharma Sales

2.2 World Pharma Contract Sales Market Forecast 2014-2024

2.2.1 Maturing Brands and New Product Launches to Drive Growth to 2024

2.2.2 Pharma Contract Sales: Market Restraints 2014-2024

2.3 Leading Therapeutic Areas for Pharma Contract Sales 2014-2024

2.4 Contract Sales for Cardiovascular Drugs 2014-2024

2.4.1 Growth for Cardiovascular Disease Services: Submarket Forecast 2014-2024

1. Executive Summary

2. World Pharma Contract Sales Market: Outlook and Forecast 2014-2024

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Contents 2.5 Metabolic Disorders: Pharma Contract Sales 2014-2024

2.5.1 Metabolic Disorder Services: New Obesity and Diabetes Product Launches Drive to

Growth 2014-2024

2.6 Contract Sales for Cancer Drugs 2014-2024

2.6.1 Oncology Sales Services: Submarket Forecast 2014-2024

2.7 Chapter Summary: Strong Growth Forecast for the Pharma Contract Sales Market 2014-

2024

3.1 Detailing Leads the Contract Sales Market 2013

3.1.1 Rising Demand for Inside and Outside Sales Teams

3.2 Personal Promotion: Contract Detailing Submarket 2014-2024

3.2.1 Detailing Services Offered by CSOs

3.2.2 Contract Detailing: Submarket Forecast 2014-2024

3.2.3 CSOs Are Affected by Doctor Access as Much as Internal Reps

3.2.4 Field Sales Flexibility to Drive Submarket Growth 2014-2024

3.3 Contract Non-Personal Promotion Submarket 2014-2024

3.3.1 Contract Non-Personal Promotion: Submarket Forecast 2014-2024

3.3.1.1 Submarket Drivers and Restraints 2014-2024: Multichannel Marketing

3.3.2 Contract Teledetailing Submarket 2014-2024

3.3.2.1 Submarket Forecast 2014-2024: Rapid Growth in Demand for Contact Centres

3.3.2.2 Contract Teledetailing: Submarket Drivers and Restraints 2014-2024

3.3.3 Contract eDetailing Submarket 2014-2024

3.3.3.1 The Contract Edetailing Submarket Will Grow Fastest 2014-2024

3.3.3.2 Contract Edetailing: Submarket Drivers and Restraints 2014-2024

3.4 Medical Education Services Submarket 2014-2024

3.4.1 Medical Education Services Submarket: Revenue Forecast 2014-2024

3.4.2 Complex Drug Development to Drive Submarket Growth to 2024

3. Leading Service Sectors of the Pharma Contract Sales Market 2014-2024

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Contents 3.5 Sample Management Services Submarket 2014-2024

3.5.1 Steady Growth for Sample Management Services top 2024

3.5.2 Sample Management Services: Submarket Drivers and Restraints 2014-2024

3.5.3 J. Knipper & Co.: A US Leader in Sample Management Services

3.5.3.1 J. Knipper Acquires Sample Management Divisions from Leading CSOs 2010-

2013

3.5.3.2 New Technologies to Drive Growth 2014-2024

3.6 Chapter Summary: Continued High Demand for Contract Detailing Services for this Decade

4.1 The Leading National Submarkets for Pharma Contract Sales 2012-2013

4.2 Leading National Pharma Contract Sales Submarkets: Outlook and Forecast 2014-2024

4.2.1 How Will Market Shares for Leading Countries Change to 2024?

4.3 Pharma Sales Regulatory Developments 2013-2024

4.3.1 Physician Payment Legislation in the US, Europe and Japan 2011-2014

4.3.1.1 The Physician Payment Sunshine Act (PPSA)

4.3.1.2 Physician Payments in France: Increased Scrutiny from 2013

4.3.2 Domestic and International Concerns over Bribery: Recent Legislation in the US and UK

4.3.2.1 Promotional Products in the EU: New Rules 2013

4.3.3 New Market Access Requirements in EU5 Nations 2011-2014

4.3.3.1 AMNOG: Stricter Pricing for Drugs in Germany

4.3.3.2 Healthcare Reform in France: Pricing and Reimbursement Set for Change?

4.3.3.3 Pricing Models and Clinical Commissioning Groups in the UK

4.3.4 Overtime for Sales Reps in the US: Rule Clarifications 2012-2013

4.4 The US Pharma Contract Sales Submarket 2014-2024

4.4.1 Pharma Sales Regulation in the US

4.4.2 US Submarket: Revenue Forecast 2014-2024

4.5 Pharma Contract Sales in the EU 2014-2024

4. Leading National Submarkets for Pharma Contract Sales: Regulatory and Commercial Outlook 2014-2024

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Contents 4.5.1 Regulating Pharma Sales in the EU

4.5.2 Commercial Outlook for Pharma Contract Sales in the EU: Submarket Forecast 2014-

2024

4.5.3 UK Submarket: Revenue Forecast 2014-2024

4.5.4 Strong Growth for the German Submarket to 2024

4.5.5 French Pharma Contract Sales Submarket: Revenue Forecast 2014-2024

4.5.6 Italian Submarket Forecast 2014-2024: Price Restrictions to Restrain Growth

4.5.7 Spanish Pharma Contract Sales Submarket: Revenue Forecast 2014-2024

4.6 Japanese Pharma Contract Sales: Regulatory and Commercial Outlook 2014-2024

4.6.1 Pharma Contract Sales in Japan 2012-2013

4.6.2 Rise in Outsourcing Rate to Drive Japanese Submarket Growth 2014-2024

4.7 Chapter Summary: Strong Growth for Leading National Submarkets 2014-2024

5.1 Pharma Contract Sales in Emerging National Submarkets 2012-2013

5.2 Outlook for Emerging National Submarkets: Revenue Forecasts 2014-2024

5.3 Improving Regulation for Pharma Sales in Emerging Markets

5.4 Pharma Contract Sales in China 2014-2024

5.4.1 Rising In-House and Outsourced Sales Rep Numbers 2011-2013

5.4.2 Concerns over Bribery in Chinese Pharma Sales 2013

5.4.3 Chinese Pharma Contract Sales Submarket: Revenue Forecast 2014-2024

5.5 India: Pharma Contract Sales Submarket 2014-2024

5.5.1 New Pharma Sales Rules Proposed for 2014

5.5.2 Demand for Field Sales Teams to Drive Growth in the Indian Submarket Growth to

2024

5.6 Pharma Contract Sales in Brazil 2014-2024

5.6.1 State Payment Rules for Drugs in Brazil

5.6.2 Updated Online Marketing Rules for Prescription Drugs

5. Emerging National Submarkets for Pharma Contract Sales: Regulatory and Commercial Outlook 2014-2024

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Contents 5.6.3 Brazilian Pharma Contract Sales Submarket: Revenue Forecast 2014-2024

5.7 Pharma Contract Sales in Russia 2014-2024

5.7.1 New State Procurement Rules for Drugs 2013

5.7.2 Restricted Interactions between Doctors and Sales Reps in Russia

5.7.3 Russian Pharma Contract Sales Submarket: Revenue Forecast 2014-2024

5.8 Chapter Summary: Outlook for Pharma Contract Sales in Emerging Nations 2014-2024

6.1 Pharma Contract Sales Market: Strengths and Weaknesses 2013

6.2 Pharma Contract Sales Market: Opportunities and Threats 2014-2024

6.3 Pharma Contract Sales Market: STEP Analysis 2014-2024

6.3.1 Social Factors Impacting Pharma Sales to 2024

6.3.1.1 The Role of Ethics in Pharma Sales

6.3.2 Technological Developments to Improve Sales Strategies

6.3.2.1 Smartphones and Tablets for New Detailing Strategies

6.3.2.2 Closed Loop Marketing (CLM)

6.3.2.3 Cloud Computing and its Use Pharma Contract Sales

6.3.2.4 Customer Relationship Management (CRM)

6.3.2.5 Can Big Data Play a Role in Pharma Sales?

6.3.2.6 How Will Pharma Use Social Media in Sales?

6.3.3 Economic Pressures Are Limiting Healthcare and Marketing Budgets

6.3.4 Political Issues: Stricter Regulations for Pharma Sales in Markets Worldwide

6.4 Major Trends in Outsourced Pharma Sales 2014-2024

6.4.1 Cuts to In-House Sales Staff Will Continue in this Decade

6.4.2 Strategic Partnering to Provide Long-Term Revenue Growth

6.4.3 Leading CSOs Will Consolidate to Increase Market Penetration

6.4.4 There Are Risks in Outsourcing Pharma Sales

6.5 Drug Development Trends Impacting Pharma Sales 2014-2024

6.5.1 How Will Orphan Drug Development Impact Pharma Sales?

6. Pharma Contract Sales: Industry and Market Trends 2014-2024

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Contents 6.5.2 Promotion for Biosimilar Drugs 2014-2024

6.5.3 There Will be Greater Demand for Specialty Medicine

6.5.4 The Appeal of Emerging Markets

6.6 New Sales Models Are Needed

6.6.1 Sales Reps Are Struggling for Access to Healthcare Professionals

6.6.2 Multichannel Marketing to Overcome Problems of Access

6.6.3 Key Account Management (KAM)

6.6.4 Silos in Sales and Marketing

6.6.5 The Use of Key Opinion Leaders (KOLs) in Pharma Sales to 2024

6.7 Market Access and Contract Pharma Sales

6.7.1 There Are Emerging Stakeholders in Pharma Sales

6.7.2 Changes in Market Access in the US 2014-2024: The Rise of ACOs

6.7.3 Market Access in the EU 2014-2024

6.7.4 The Role of CSOs in Improved Market Access

6.8 Chapter Summary: Key Trends Impacting Pharma Contract Sales 2014-2024

7.1 Few CSOs Compete on a Global Scale

7.2 Quintiles: World Market Leader for Contract Sales and Market Access

7.2.1 New Services and Strategic Partnerships

7.2.2 Quintiles Integrated Healthcare Services: Performance 2010-2013

7.2.3 Outlook for Quintiles’ Contract Sales 2014-2024

7.3 inVentiv Health

7.3.1 inVentiv is Expanding in Asia

7.3.2 inVentiv’s Commercial Services: Recent Financial Performance

7.3.3 inVentiv Health: Contract Sales Outlook 2014-2024

7.4 UDG Healthcare

7.4.1 Geographic and Service Growth through Acquisitions

7.4.2 UDG Healthcare: Financial Performance 2010-2013

7. Leading Contract Sales Organisations (CSOs) 2014-2024

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Contents 7.4.3 A Leader in Europe 2014-2024?

7.5 North America: Leading Regional-Level CSOs 2013

7.5.1 PDI

7.5.1.1 Broad Service Portfolio 2013

7.5.1.2 New Sales Models for Medical Devices

7.5.1.3 Financial Performance 2010-2013

7.5.1.4 PDI: Contract Sales Outlook 2014-2024

7.5.2 Publicis Touchpoint Solutions

7.5.2.1 New Services 2011-2013

7.5.3 OnCall

7.5.3.1 OnCall Partners with Promius Pharma

7.6 Leading Domestic CSOs in Europe

7.6.1 Marvecs: A Local Leader in Germany

7.6.1.1 New Services Added 2012-2013: Sales 3.0

7.6.2 Sofip: Contract Sales for the French Submarket

7.7 CSOs in Asia Pacific

7.7.1 Global Leaders Dominate in Japan

7.7.2 CMIC Accounts for 10% of Outsourced Sales Reps in Japan

7.7.2.1 CMIC CSO: Financial Performance 2010-2013

7.7.3 Leading Players in China Are Not Just CSOs

7.8 Chapter Summary: Growth Strategies for Market Leaders 2014-2024

8.1 Rick Keefer, President and CEO, and Michelle Keefe, COO, Publicis Touchpoint Solutions

8.1.1 Demand for Publicis’ Services

8.1.2 The Role of eDetailing in Pharma Sales

8.1.3 Technology and Pharma Sales

8.1.4 Trends in Drug Development and the Future of Pharma Contract Sales

8.2 Frank Saia, General Manager, Group DCA and Gerry Melillo, President, Sales Services, PDI

8. Research Interviews 2012-2014

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Contents 8.2.1 In-Demand Services CSOs in 2013

8.2.1.1 Multichannel Marketing Strategies and CSOs

8.2.2 Edetailing Uptake in 2013 and Future Directions

8.2.3 The Role of Technology in Pharma Sales

8.2.4 Rising Demand for Clinical Education Services?

8.2.5 The Future of Market Access in the US

8.3 Chris Anderson, Managing Director, Evolve Selection

8.3.1 Evolve Selection

8.3.2 There Are Benefits to Using CSOs for Market Access

8.3.2.1 Changing Demand for Market Access Services

8.3.3 Market Access in the UK

8.3.4 Sales Reps: Demand for New Skills

9.1 The Pharma Contract Sales Market 2012-2013

9.1.1 Contract Detailing Services Dominate CSO Revenues in 2013

9.1.2 Spending on Contract Sales is Highest in the US and EU

9.2 Outlook for the Pharma Contract Sales Market 2014-2024

9.2.1 Growth Trends for Leading Submarkets 2014-2024

9.2.1.1 Therapeutic Sector Growth 2014-2024

9.2.2 Key Commercial Drivers for Pharma Contract Sales 2014-2024

About Visiongain’s Bespoke Research Service

Appendix A: About Visiongain

Appendix B: Visiongain Report Evaluation Form

9. Conclusions to Our Study

Appendices

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Contents

Table 1.1 Sales as a Cost for Big Pharma Companies, 2012

Table 1.2 Currency Exchange Rates

Table 1.3 Benefits and Weaknesses to Outsourcing Pharma Sales

Table 1.4 Selected Big Pharma Sales Force Cuts, 2012-2013

Table 2.1 Leading CSO CAGRs (%), 2010-2013

Table 2.2 Pharma Contract Sales Market: Revenues ($bn), 2009-2013

Table 2.3 Pharma Contract Sales Market: Overall Market and Revenue Forecasts ($bn) by

Therapeutic Sector, 2012-2024

Table 2.4 Pharma Contract Sales Market: Revenues ($bn) and Market Shares (%) by Therapeutic

Sector, 2012

Table 2.5 Pharma Contract Sales Market: Therapeutic Submarket Shares (%), 2012-2024

Table 2.6 Cardiovascular Disease Submarket: Revenue Forecast ($bn), 2013-2024

Table 2.7 Metabolic Disorder Submarket: Revenue Forecast ($bn), 2013-2024

Table 2.8 Selected Cancer Drugs Facing Market Access Challenges from NICE, 2011-2013

Table 2.9 Oncology Submarket: Revenue Forecast ($bn), 2013-2024

Table 3.1 Pharma Contract Sales Market: Revenues ($bn) and Market Shares (%) by Service

Sector, 2012

Table 3.2 Contract Detailing Submarket: Revenues ($bn), 2010-2013

Table 3.3 Contract Detailing Submarket: Revenue Forecast ($bn), 2013-2024

Table 3.4 Contract Non-Personal Promotion Submarket: Revenues ($bn) and Submarket Shares

(%) by Sector, 2012

Table 3.5 Contract Non-Personal Promotion: Overall Submarket and Revenue Forecasts ($bn) by

Sector, 2012-2024

Table 3.6 Contract Non-Personal Promotion Submarket: Subsector Shares (%), 2012-2024

Table 3.7 Contract Teledetailing Submarket: Revenue Forecast ($bn), 2013-2024

Table 3.8 Contract Edetailing Submarket: Revenue Forecast ($bn), 2013-2024

Table 3.9 Medical Education Services Submarket: Revenue Forecast ($bn), 2013-2024

List of Tables

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Contents Table 3.10 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024


Service Sector, 2012-2024

Table 3.12 Pharma Contract Sales: Market Shares (%) by Service Sector, 2012-2024

Table 4.1 Pharma Contract Sales Market: Revenues ($bn) and Market Shares (%) by Country,

2012

Table 4.2 Contract and In-House Sales Reps by Country, 2013


Region, 2012-2024

Table 4.4 Pharma Contract Sales: Market Shares (%) by Region, 2012-2024

Table 4.5 US Pharma Contract Sales Submarket: Revenues ($bn), 1995 and 2012

Table 4.6 US Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.7 US Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

Table 4.8 EU Pharma Contract Sales Submarket: Revenues ($bn) and Submarket Shares (%) by

Country, 2012

Table 4.9 EU Pharma Contract Sales Submarket: Overall Submarket and Revenue Forecasts

($bn) by Country, 2012-2024

Table 4.10 EU Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

Table 4.11 UK Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.12 German Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.13 Pharma Sales Rep Levels in France, 2007-2013

Table 4.14 French Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.15 Italian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.16 Spanish Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.17 Japanese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 4.18 Japanese Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

Table 5.1 Pharma Contract Sales Market: Overall Market and Revenue Forecasts ($bn) for

Emerging Markets, 2012-2024

Table 5.2 Pharma Contract Sales: Emerging Market Shares (%), 2012-2024

Table 5.3 Chinese Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

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Contents Table 5.4 Chinese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 5.5 Indian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 5.6 Indian Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

Table 5.7 Brazilian Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

Table 5.8 Brazilian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 5.9 Russian Pharma Contract Sales Submarket: Drivers and Restraints, 2014-2024

Table 5.10 Russian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Table 6.1 Pharma Contract Sales Market: Strengths and Weaknesses, 2012-2013

Table 6.2 Pharma Contract Sales Market: Opportunities and Threats, 2014-2024

Table 6.3 Selected Blockbuster Patent Expiries, 2014-2016

Table 6.4 Pharma Contract Sales Market: STEP Analysis, 2014-2024

Table 6.5 Selected CRM Service Providers for Pharma Sales, 2013

Table 6.6 Biologic and Biosimilar Drug Markets: Revenue Forecasts ($bn), 2012, 2018 and 2024

Table 6.7 Orphan Drug Definitions in Leading Countries, 2013

Table 6.8 Orphan Drug Pipeline by Disease Area, 2011

Table 7.1 Leading CSOs: Contract Sales and Commercial Service Revenues ($bn), 2012-2013

Table 7.2 Quintiles: Emerging Market Entries: 2010-2012

Table 7.3 Quintiles: Integrated Healthcare Services Revenue ($bn), 2010-2013

Table 7.4 inVentiv Health: Commercial Division Subsidiaries, 2013

Table 7.5 inVentiv Health: Commercial Revenue ($bn), 2010-2013

Table 7.6 UDG Healthcare: Contract Sales Subsidiaries, 2013

Table 7.7 UDG Healthcare: Sales, Marketing and Medical Revenue ($bn), 2010-2013

Table 7.8 PDI: Revenue by Division ($bn), 2009-2012

Table 7.9 PDI: Revenue by Division ($bn), Q1-Q3 2012 and 2013

Table 7.10 Sofip: Revenue ($bn), 2010-2013

Table 7.11 CMIC: CSO Revenue ($bn), 2010-2013

Table 9.1 Pharma Outsourcing Market: Revenues ($bn) and Market Shares (%) by Sector, 2012

Table 9.2 Pharma Contract Sales Market: Revenue Forecasts ($bn) and Market Shares (%) by

Service Sector, 2012, 2018 and 2024

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Contents Table 9.3 Pharma Contract Sales Market: Revenue Forecasts ($bn) and Market Shares (%) by

Therapeutic Sector, 2012, 2018 and 2024

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Contents

Figure 1.1 Services Offered by CSOs in the Pharma Contract Sales Market

Figure 1.2 Outsourcing in the Pharma Industry

Figure 1.3 Trends Driving the Need for New Sales Models, 2014-2024

Figure 2.1 Pharma Contract Sales Market: Revenues ($bn), 2009-2013

Figure 2.2 Pharma Contract Sales Market: Revenue Forecast ($bn), 2013-2024

Figure 2.3 Pharma Contract Sales: Market Drivers, 2014-2024

Figure 2.4 FDA: New Drug Approvals, 2007-2012

Figure 2.5 Pharma Contract Sales: Market Restraints, 2014-2024

Figure 2.6 Pharma Contract Sales: Market Shares (%) by Therapeutic Sector, 2012



Figure 2.9 Cardiovascular Disease Submarket: Revenue Forecast ($bn), 2013-2024

Figure 2.10 Metabolic Disorder Submarket: Revenue Forecast ($bn), 2013-2024

Figure 2.11 Oncology Submarket: Revenue Forecast ($bn), 2013-2024

Figure 3.1 Pharma Contract Sales: Market Shares (%) by Service Sector, 2012

Figure 3.2 Contract Detailing Submarket: Revenues ($bn), 2010-2013

Figure 3.3 Contract Detailing Submarket: Revenue Forecast ($bn), 2013-2024

Figure 3.4 Contract Detailing Submarket: Drivers and Restraints, 2014-2024

Figure 3.5 Contract Non-Personal Promotion: Submarket Shares (%) by Sector, 2012

Figure 3.6 Contract Non-Personal Promotion Submarket: Revenue Forecast ($bn), 2013-2024



Figure 3.9 Contract Non-Personal Promotion Submarket: Drivers and Restraints, 2014-2024

Figure 3.10 Contract Teledetailing Submarket: Revenue Forecast ($bn), 2013-2024

Figure 3.11 Contract Teledetailing Submarket: Drivers and Restraints, 2014-2024

Figure 3.12 Contract Edetailing Submarket: Revenue Forecast ($bn), 2013-2024

Figure 3.13 Contract Edetailing Submarket: Drivers and Restraints, 2014-2024

List of Figures

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Contents Figure 3.14 Medical Education Services Submarket: Revenue Forecast ($bn), 2013-2024

Figure 3.15 Medical Education Services Submarket: Drivers and Restraints, 2014-2024

Figure 3.16 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024

Figure 3.17 Sample Management Services Submarket: Drivers and Restraints, 2014-2024



Figure 4.1 Pharma Contract Sales: Market Shares (%) by Country, 2012

Figure 4.2 Contract and In-House Sales Reps by Country, 2013

Figure 4.3 Pharma Contract Sales: Market Shares (%) by Region, 2018

Figure 4.4 Pharma Contract Sales: Market Shares (%) by Region, 2024

Figure 4.5 US Pharma Contract Sales Submarket: Revenues ($bn), 1995 and 2012

Figure 4.6 US Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.7 EU Pharma Contract Sales: National Submarket Shares (%), 2012

Figure 4.8 EU Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.9 UK Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.10 Growing Rate of Outsourced Sales Reps in Germany, 2003-2013

Figure 4.11 German Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.12 French Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.13 Italian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.14 Spanish Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 4.15 Japanese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 5.1 Pharma Contract Sales: Emerging Market Shares (%), 2018

Figure 5.2 Pharma Contract Sales: Emerging Market Shares (%), 2024

Figure 5.3 Chinese Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 5.4 Indian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 5.5 Brazilian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 5.6 Russian Pharma Contract Sales Submarket: Revenue Forecast ($bn), 2013-2024

Figure 6.1 Biologic and Biosimilar Drug Markets: Revenue Forecasts ($bn), 2012, 2018 and 2024

Figure 6.2 Orphan Drug Pipeline by Disease Area, 2011

Figure 7.1 Leading CSOs: Contract Sales and Commercial Service Revenues ($bn), 2012-2013

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Contents Figure 7.2 Quintiles: Integrated Healthcare Services Revenue ($bn), 2010-2013

Figure 7.3 inVentiv Health: Commercial Revenue ($bn), 2010-2013

Figure 7.4 UDG Healthcare: Sales, Marketing and Medical Revenue ($bn), 2010-2013

Figure 7.5 PDI: Revenue by Division ($bn), 2009-2012

Figure 7.6 PDI: Revenue by Division ($bn), Q1-Q3 2012 and 2013

Figure 7.7 Sofip: Revenue ($bn), 2010-2013

Figure 7.8 CMIC: CSO Revenue ($bn), 2010-2013

Figure 9.1 Pharma Outsourcing Market: Market Shares (%) by Sector, 2012

Figure 9.2 Pharma Contract Sales Market: Revenue Forecast ($bn) by Service Sector, 2012, 2018

and 2024

Figure 9.3 Pharma Contract Sales Market: Revenue Forecast ($bn) by Therapeutic Sector, 2012,

2018 and 2024

Companies and Other Organisations Mentioned in this Report

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Contents

AbbVie

Actavis

Accenture

Addison Whitney (part of inVentiv Health)

Adheris (part of inVentiv Health)

Agence Nationale de Sécurité du Médicament et des Produits de Santé (ANSM) [France]

Agência Nacional de Vigilância Sanitária (ANVISA) [Brazil]

Agenzia Italiana del Farmaco (AIFA)

Akcess

Akrikhin

Allergan

Alliance Healthcare (part of UDG Healthcare)

American Medical Association (AMA)

Apple

Arena Pharmaceuticals

Ashfield Healthcare (part of UDG Healthcare)

Ashfield Healthcare Ireland (part of UDG Healthcare)

Ashfield Healthcare USA (part of UDG Healthcare)

Ashfield In2Focus (part of UDG Healthcare)

Ashfield KK (part of UDG Healthcare)

Association of the British Pharmaceutical Industry (ABPI)

AstraZeneca

Bain Capital

Biogaran

Boehringer Ingelheim

Business Edge Solutions and Training (BEST, part of UDG Healthcare)

Catalina Health (part of Adheris)

Cegedim

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Contents Celesio

Centers of Medicare and Medicaid Services (CMS) [US]

Chandler Chicco (part of inVentiv Health)

CMIC

CMR Institute

Dayarn Pharma

Depomed

Drug Safety Alliance (DSA, part of UDG Healthcare)

Eisai

Eli Lilly

Endo Pharmaceuticals

European Commission (EC)

European Federation of Pharmaceutical Industries and Associations (EFPIA)

European Promotional Product Association (EPPA)

Evolve Selection

Expansis (part of UDG Healthcare)

Express Scripts

Gesamtverband der Werbeartikel Wirtschaft e.V. (GWW) [Germany]

Go! Healthcare Marketing

Grey Healthcare Group

Group DCA (part of PDI)

GSW Worldwide (part of inVentiv Health)

Health Kare Pharma International

Hospira

IMS Health

Innovex (part of Quintiles)

InsightOut (part of inVentiv Health)

Institut für Qualität und Wirtschaftlichkeit im Gesundheitswesenis (IQWiG) [Germany]

International Federation of Pharmaceutical Manufacturers & Associations (IFPMA)

Interpace BioPharma (part of PDI)

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Contents Interpace Diagnostics (part of PDI)

inVentiv Creative Studios (part of inVentiv Health)

inVentiv Digital+Innovation (part of inVentiv Health)

inVentiv Health

inVentiv Health Korea (part of inVentiv Health)

inVentiv Japan (part of inVentiv Health)

inVentiv Media 360º (part of inVentiv Health)

inVentiv Medical Communications (part of inVentiv Health)

inVentiv Medical Management (part of inVentiv Health)

inVentiv Patient Access Solutions (part of inVentiv Health)

inVentiv Recruitment Services (part of inVentiv Health)

inVentiv Selling Solutions (part of inVentiv Health)

inVentiv Therapeutics Institute (part of inVentiv Health)

J&J

J. Knipper & Co.

Japan Contract Sales Organization Association (JCSOA)

Japan Pharmaceutical Manufacturers Association (JPMA)

JSA (part of inVentiv Health)

Kadrige

Les enterprises du médicament (LEEM) [France]

Lupin Pharmaceuticals

Marvecs

MDS Co. (part of CMIC)

Medical Communications Group (MCG, part of UDG Healthcare)

Medical Council of India (MCI)

Menarini Asia-Pacific (formerly Invida)

Menarini Group

Merck & Co.

Merqurio Pharma

Microsoft

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Contents Ministère des Affaires sociales et de la Santé [France]

Ministério da Saúde [Brazil]

Ministry of Health [China]

MKM Group

National Health Service (NHS) [UK]

National Institute for Health and Care Excellence (NICE) [UK]

Neurocrine Biosciences

Norwegian Medicines Agency (NoMA)

NovaMed Pharmaceuticals

Novartis

Novo Nordisk

OnCall

Oracle

Organization of Pharmaceutical Producers of India (OPPI)

Otsuka Pharmaceutical

Palio+Ignite (part of inVentiv Health)

ParagonRx (part of inVentiv Health)

Patient Marketing Group (part of inVentiv Health)

PDI

PDI Voice (part of PDI)

Pfizer

Pharmaceutical Research and Manufacturers of America (PhRMA)

Pharmagistics (part of J. Knipper)

Pharmexx (part of UDG Healthcare)

Polpharma

Promius Pharma

Publicis Groupe

Publicis Health Communications Group

Publicis Touchpoint Solutions

Q.E.D International (part of Quintiles)

www.visiongain.com

Contents Qforma

Quintiles

Ramco Import Export

Roche

Salesforce.com

Sandoz (part of Novartis)

Sanofi

Scientific Voice (part of Publicis Touchpoint Solutions)

Sermo

Servier

Sinclair IS Pharma

Skype

Sofip (Société de Franchise pour l'Information Pharmaceutique)

StayinFront

Synopia Rx (part of UDG Healthcare)

Temas (part of Quintiles)

Temasek Holdings

Teva Pharmaceutical Industries

The Navicor Group (part of inVentiv Health)

Thomas H. Lee Partners

TPG

Transgenomic

UDG Healthcare

Universal WorldEvents (part of UDG Healthcare)

US Congressional Budget Office (CBO)

US Food and Drug Administration (FDA)

VCG & Associates (part of Quintiles)

Veeva Systems

Vivus

Warner Chilcott (part of Actavis)

www.visiongain.com

Contents World Health Organization (WHO)

WPP

Zuellig Group

Zuellig Pharma (part of Zuellig Group)

www.visiongain.com

World Pharma Contract Sales Industry and Market: Predictions 2014-2024

sampling claim that patients started on drug samples are rarely switched onto another therapy

once the free samples run out, meaning that the patient and payer may be forced into paying for

high cost treatments they would not have chosen initially. However, doctors have shown a

preference for samples over other cost-cutting introductory tactics, such as co-pay cards.

As sampling is severely restricted in Europe, most companies deliver these supplies through in-

house channels, visiongain believes. The US is the world’s largest national submarket for contract

sample management and distribution services. In 2012, the world contract sample management

services submarket was worth $0.10bn. Outsourcing offers a number of benefits to pharma

companies in the sampling sector, including scale. The largest market players, such as J. Knipper

can offer large-scale storage and national distribution channels, allowing for fast delivery of

samples throughout the US.

3.5.1 Steady Growth for Sample Management Services top 2024 In the second half of the last decade, spending on sampling fell by a quarter in the US. In contrast,

visiongain believes that demand for contract sample management services grew in that period.

Pharma companies are looking to outsource to market leaders with large distribution and storage

networks that are costly to set up in-house. By 2018, the contract sample management services

submarket will be worth $0.15bn, having grown with a CAGR of 7.2% since 2012 (Table 3.10 and

Figure 3.16). By 2024, the submarket will be worth $0.22bn. Between 2012 and 2024, revenues for

contract sample management services will grow with a CAGR of 6.8%. Despite rising demand for

sample management services in this decade though, lack of interest from leading CSOs may

restrain submarket growth - two leading US CSOs have sold their sample management divisions in

recent years.

2012 2013 2014 2015 2016 2017 2018

Submarket Size ($bn) 0.10 0.10 0.11 0.12 0.13 0.14 0.15

Annual Growth (%) 5 6 8 9 9 8

CAGR (%) 7.2

2019 2020 2021 2022 2023 2024

Submarket Size ($bn) 0.16 0.17 0.19 0.20 0.21 0.22

Annual Growth (%) 8 7 6 6 5 5

CAGR (%) 6.2

Source: visiongain 2014 CAGR values are for 2012-2018 and 2018-2024

Table 3.10 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024

www.visiongain.com

World Pharma Contract Sales Industry and Market: Predictions 2014-2024

3.5.2 Sample Management Services: Submarket Drivers and Restraints 2014-2024 The greatest restraint on growth in the contract sample management services submarket between

2014 and 2024 will be pharma companies looking to cut spending on samples (Figure 3.17). With

declining access to doctors, companies have fewer opportunities to offer samples, visiongain

believes. Employing online sample management services can help overcome this lack of access -

samples can be simply ordered by sales reps or doctors during edetails, for example. Leading

sample management companies have invested heavily in online tools in recent years to meet the

changing needs of marketing channels.

Sample distribution requires secure channels to ensure that the drugs reach the right healthcare

professionals in good condition, without being tampered with. The need for security in these

distribution channels may restrain outsourcing in this decade - pharma companies may trust their

own channels more than those of service providers. However, growth in this submarket will be

driven in this decade by consolidation among market leaders, offering pharma companies large-

scale partners for nationwide distribution programmes. Rising demand for biological drug sample

0.09

0.12

0.15

0.18

0.21

0.24

2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024

Subm

arke

t Si

ze ($

bn)

Year

Figure 3.16 Sample Management Services Submarket: Revenue Forecast ($bn), 2013-2024

Source: visiongain 2014

World Pharma Contract Sales Industry and Market: Predictions 2014-2024

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