How will the pharma contract sales market perform from 2011? Visiongain's report shows you potential revenues and trends to 2021, discussing opportunities and prospects. 

Find revenue predictions for pharma contract sales services at total world, submarket and national levels. Our report gives you forecasts to 2021 for the world market and leading countries. Outsourced pharma sales activities will expand from 2011 to 2021.

Where's the market heading? See how emerging technologies are changing drug promotion and sales, and how service providers contribute value to pharmaceutical sales operations. Through our research and analysis we aim to save you time and help in your decisions.

How will changes in the pharma industry affect contract sales organisations (CSOs)? In our report you can see revenue predictions and discussions for outsourced field sales teams, non-personal promotion and other services. 

Assess leading companies: Quintiles, InVentiv Health, OnCall, PDI, Pharmexx, Publicis Touchpoint Solutions and United Drug. Outsourcing of pharma sales activities will become more important this decade. See opportunities for service providers and pharma companies.

Generics and biosimilars provide different challenges for pharmaceutical sales operations. Also, tele-detailing and e-detailing will become more important this decade, as will medical science liaison (MSL) and clinical education. Find outsourcing trends in our study.

Our report provides data, analysis and opinion to benefit your research, calculations, meetings and presentations. You can find answers now in our work.

Revenue forecasts, market shares, developmental trends, discussions and opinion

In our report you find revenue forecasts, growth rates and market shares. You also receive qualitative analyses, opinion from our survey and a review of companies. Discover 91 tables and charts and a research interview (see the table of contents).

Advantages of World Pharma Contract Sales Organisation (CSO) Market 2011-2021 for your work

Our report gives you the following advantages in particular:
• Discover revenue forecasts to 2021 for the overall world CSO market and submarkets, finding growth potential
• Receive revenue forecasts to 2021 for the US, Japan, the UK, Germany, France,Italy, Spain, India and China
• Investigate pharma contract sales for a range of applications, seeing trends including e-detailing, tele-detailing and customer relationship management (CRM)
• Find discussion of digital and virtual CSO services, including social media
• Assess leading companies in pharma contract sales, finding activities and outlooks
• See competition and opportunities that will influence pharma CSO revenues
• Find out what will stimulate and restrain the CSO industry and market from 2011, including regulatory trends
• View external opinion in an interview transcript from our survey.

There, you find a distinctive mix of quantitative and qualitative analysis with independent predictions. We tackle crucial questions on sales outsourcing, helping you to stay ahead.

Gain industry and market analysis for pharmaceutical sales outsourcing now

Our report is for everybody needing industry and market analysis for outsourced pharma sales activities. Find trends and answers. Avoid missing out - please order our report now.

Visiongain is a trading partner with the US Federal Government
CCR Ref number: KD4R6 
 
 

Table Of Contents

Table of Contents

1. Executive Summary
1.1 Pharmaceutical Contract Sales: Market Review
1.2 Chapter Breakdown
1.3 Research and Analysis Methods

2. Introduction to Pharmaceutical Contract Sales
2.1 Pharmaceutical Sales Models
2.1.1 Detailing
2.1.1.1 Sampling
2.1.2 Direct-to-Consumer (DTC) Marketing
2.1.3 The Patent Cliff
2.1.4 Pharmaceutical Sales Staff Reductions
2.1.5 Changes Required to the Sales Model
2.2 Pharmaceutical Outsourcing
2.3 Contract Sales Organisations (CSOs)
2.3.1 Key Services Provided by CSOs
2.3.1.1 Dedicated Sales Teams
2.3.1.2 Shared Sales Teams
2.3.1.3 Telesales and Non-Personal Promotion
2.3.1.4 Medical Science Liaison and Clinical Education
2.3.1.5 Personnel Recruitment and Training
2.3.2 Benefits to Outsourcing Pharmaceutical Sales

3. The Pharmaceutical Contract Sales Organisation Market 2011-2021
3.1 The Pharmaceutical Contract Sales Organisation Market in 2010
3.2 The Pharmaceutical Contract Sales Organisation Market: Overall Revenue Forecast 2011-2021
3.2.1 Contract Sales Organisations of the Future
3.2.2 CSO Subsector Market Shares 2011-2021
3.3 Outsourced Field Sales Teams Market 2010
3.3.1 Outsourced Field Sales Teams Market: Revenue Forecast 2011-2021
3.4 Non-Personal Promotion Services Market 2010
3.4.1 Non-Personal Promotion Services Market: Revenue Forecast 2011-2021
3.4.2 E-Detailing
3.5 Other CSO Services Market 2010
3.5.1 Other CSO Services Market: Revenue Forecast 2011-2021

4. Leading National Contract Sales Markets 2011-2021
4.1 Breakdown of the Global Pharmaceutical Contract Sales Market 2010
4.1.1 A Comparison of Pharmaceutical Sales in the US, Europe and Japan
4.2 Leading National Markets: Revenue Forecasts 2011-2021
4.2.1 The US: Revenues 2011-2021
4.2.2 The European Market: Revenues 2011-2021
4.2.2.1 European Contract Sales Market Forecasts 2011-2021
4.2.2.2 The UK: Revenues 2011-2021
4.2.2.3 Germany: Revenues 2011-2021
4.2.2.4 France: Revenues 2011-2021
4.2.2.5 Italy: Revenues 2011-2021
4.2.2.6 Spain: Revenues 2011-2021
4.2.3 Japan: Revenues 2011-2021
4.2.3.1 CMIC Group
4.2.4 China: Revenues 2011-2021
4.2.4.1 Invida Group
4.2.5 India: Revenues 2011-2021
4.2.5.1 FMRAI
4.3 Regional Regulatory Issues and Developments
4.3.1 US Bribery Concerns
4.3.2 US Healthcare Reform 2010
4.3.2.1 Physician Payment Sunshine Act
4.3.3 European Regulatory Developments
4.3.3.1 Direct-to-Consumer (DTC) Marketing
4.3.3.2 UK Bribery Act 2010
4.3.4 China

5. Leading Contract Sales Organisations in 2011
5.1 InVentiv Health
5.1.1 Recent Activity
5.1.2 Recent Industry Partnerships
5.2 OnCall
5.3 PDI
5.3.1 Expanded Services 2010-2011
5.3.1.1 Interpace BioPharma
5.3.2 Revenue and Recent Performance Analysis
5.3.2.1 Company Performance 2011
5.4 Pharmexx
5.4.1 Recent Performance Analysis
5.4.2 Indian Expansion
5.5 Publicis Touchpoint Solutions
5.5.1 Recent Industry Partnerships
5.6 Quintiles
5.6.1 Quintiles Sales Services
5.6.1.1 Expanded Services 2011
5.6.2 Recent Industry Partnerships
5.7 United Drug
5.7.1 Recent Performance and Future Directions
5.7.1.1 United Drug Acquires InforMed

6. Contract Sales Industry Trends 2011-2021
6.1 Strengths and Weaknesses in the Pharmaceutical Contract Sales Market, 2011
6.1.1 Risks and Benefits for Outsourcing Pharma Sales Operations 
6.2 Pharmaceutical Industry Trends Affecting the Contract Sales Market 2011-2021
6.2.1 The Popularity in Developing Specialty Drugs
6.2.2 Patent Expiries and Lifecycle Management
6.2.3 Generics and Biosimilars
6.2.4 Growth in the Asian Pharmaceutical Markets 
6.3 Opportunities and Threats in the Pharmaceutical Contract Sales Market, 2011-2021
6.4 Social Factors
6.4.1 Ethics in Pharmaceutical Sales
6.4.2 Ethics in US Pharmaceutical Sales
6.4.3 Ethics in EU Pharmaceutical Sales
6.4.4 Limited Access to Doctors
6.5 Technological Advances
6.5.1 Digital and Virtual CSO Services
6.5.1.1 Example: Auctis and Virtual Contract Sales Services
6.5.1.2 Example: NetworksMD and Pharmalink E-Detailing Services
6.5.2 iPad and Tablet PCs 
6.5.2.1 Example: Merquiro Pharma
6.5.2.2 Example: Veeva Systems
6.5.3 The Future of Customer Relationship Management (CRM)
6.5.3.1 CSOs and Social Media
6.6 Economic Pressures
6.6.1 Cuts to Sales Rep Numbers
6.7 Political Issues
6.7.1 The Declining Influence of the Prescriber
6.7.2 Regulatory Developments
6.7.2.1 US Overtime Lawsuits
6.8 The Sales Team of the Future
6.9 New Outsourcing Models
6.9.1 Strategic Partnering
6.9.2 Embedding

7. Research Interview 
7.1 Mandy Willmore, Managing Director, PowermedPlus
7.1.1 PowermedPlus
7.1.2 Difference Between Pharmaceutical Contract Sales and OTC Contract Sales
7.1.3 The Current and Future Role of CSOs in the UK
7.1.4 Challenges Facing CSOs
7.1.4.1 Differences Between the UK and the Rest of Europe
7.1.5 The Role of Technology
7.1.6 The Potential Impact of NHS Reforms

8. Conclusions from Our Study
8.1 Market Growth for Pharma Contract Sales Outsourcing 2011-2021
8.2 A World Market Dominated by the US Sector
8.3 New Demands from the Pharmaceutical Industry 
8.3.1 Specialty Medicine, Biosimilars and Genericisation
8.4 CSOs as Strategic Partners

List of Tables

Table 1.1 Currency Exchange Rates, 2010
Table 2.1 Leading Small Molecule Blockbuster Revenues and Patent Expiries, 2010-2016
Table 2.2 Big Pharma MandA Activity and Sales Force Cuts, 2008-2011
Table 3.1 Pharmaceutical Contract Sales Organisation Market by Sector, 2010
Table 3.2 Pharmaceutical Contract Sales Organisation Market: Overall Market and Revenue Forecasts by Sector, 2010-2015
Table 3.3 Pharmaceutical Contract Sales Organisation Market: Overall Market and Revenue Forecasts by Sector, 2015-2021
Table 3.4 Pharmaceutical Contract Sales Organisation Market: Drivers and Restraints, 2011-2021
Table 3.5 Pharmaceutical Contract Sales Organisation Market Shares by Sector, 2010-2021
Table 3.6 Field Sales Team Services Sector: Drivers and Restraints, 2011-2021
Table 3.7 Non-Personal Promotion Services Sector: Drivers and Restraints, 2011-2021
Table 4.1 Pharmaceutical Contract Sales Organisation Market by Region, 2010
Table 4.2 Pharmaceutical Contract Sales Organisation Market: Revenue Forecasts by Region, 2010-2021
Table 4.3 US Pharmaceutical Promotional Spending, 2008
Table 4.4 US Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.5 US Pharmaceutical Contract Sales Organisation Market: Drivers and Restraints, 2011-2021
Table 4.6 European Pharmaceutical Contract Sales Organisation Market by Leading Country, 2010
Table 4.7 Generic Penetration in Leading European Markets, 2009
Table 4.8 European Pharmaceutical Contract Sales Organisation Market: Revenue Forecasts by Leading Country, 2010-2021
Table 4.9 European Pharmaceutical Contract Sales Organisation Market: Drivers and Restraints, 2011-2021
Table 4.10 UK Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.11 German Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.12 French Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.13 Italian Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.14 Spanish Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.15 Japanese Pharmaceutical Contract Sales Organisation Market: Drivers and Restraints, 2011-2021
Table 4.16 Japanese Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.17 CMIC CSO Net Sales, 2008-2010
Table 4.18 Chinese Pharmaceutical Contract Sales Organisation Market: Drivers and Restraints, 2011-2021
Table 4.19 Chinese Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 4.20 Indian Pharmaceutical Contract Sales Organisation Market: Drivers and Restraints, 2011-2021
Table 4.21 Indian Pharmaceutical Contract Sales Organisation Market: Revenue Forecast, 2010-2021
Table 5.1 Global CSO Market by Company, 2010
Table 5.2 InVentiv Health Sales Solutions Subsidiaries, 2011
Table 5.3 PDI Revenue by Sector, 2008-2010
Table 5.4 PDI Sales Services Revenue by Client, 2010
Table 5.5 PDI Revenue, H1 2010 and H1 2011
Table 5.6 Pharmexx Global Subsidiaries, 2011
Table 5.7 Pharmexx Contribution to Celesio Revenue, 2009-2010
Table 5.8 Quintiles Selected Regional Market Entry, 1982-2010
Table 5.9 Roche and Quintiles' Co-Promotion Agreement, 2008-2012
Table 5.10 United Drug Sales and Marketing Services Revenue, 2008-2010
Table 5.11 United Drug Sales and Marketing Services Revenue, H1 2009-H1 2011
Table 6.1 Pharmaceutical Contract Sales Market: Strengths and Weaknesses, 2011
Table 6.2 Benefits and Risks to Outsourcing Pharmaceutical Sales, 2011
Table 6.3 Selected Biosimilar Rituximab Development Projects, 2011
Table 6.4 Opportunities and Threats to the Pharmaceutical Contract Sales Market, 2011-2021
Table 6.5 Selected Tablet PC Services for Pharmaceutical Sales, Launched 2010-2011
Table 6.6 Leading Pharmaceutical CRM Software Suppliers, 2011
Table 8.1 Pharmaceutical Contract Sales Organisation Market: Revenues by Sector, 2010, 2015 and 2021
Table 8.2 Pharmaceutical Contract Sales Organisation Market: Revenues by Region, 2010, 2015 and 2021

List of Figures

Figure 2.1 Leading Small Molecule Blockbuster Drugs: World Revenues in 2010 andUS Patent Expiries to 2016
Figure 2.2 Outsourcing the Pharmaceutical Product Lifecycle
Figure 2.3 Selected Services Offered by CSOs
Figure 2.4 Changing Sales Needs Over the Product Lifecycle
Figure 3.1 Pharmaceutical Contract Sales Organisation Market Shares by Sector, 2010
Figure 3.2 Pharmaceutical Contract Sales Organisation Market Forecast, 2010-2021
Figure 3.3 Pharmaceutical Contract Sales Organisation Market Shares by Sector, 2015
Figure 3.4 Pharmaceutical Contract Sales Organisation Market Shares by Sector, 2021
Figure 3.5 Field Sales Team Services Sector: Market Forecast, 2010-2021
Figure 3.6 Non-Personal Promotion Services Sector: Market Forecast, 2010-2021
Figure 3.7 Other Services Sector: Market Forecast, 2010-2021
Figure 4.1 Pharmaceutical Contract Sales Organisation Market Shares by Region, 2010
Figure 4.2 Pharmaceutical Contract Sales Organisation Market Shares by Region, 2015
Figure 4.3 Pharmaceutical Contract Sales Organisation Market Shares by Region, 2021
Figure 4.4 US Pharmaceutical Promotional Spending, 2008
Figure 4.5 US Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.6 European Pharmaceutical Contract Sales Organisation Market by Country, 2010
Figure 4.7 Generic Penetration in Leading European Markets, 2009
Figure 4.8 European Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.9 UK Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.10 German Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.11 French Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.12 Italian Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.13 Spanish Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.14 Japanese Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.15 CMIC CSO Net Sales, 2008-2010
Figure 4.16 Chinese Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 4.17 Quintiles, e-Detailing and e-Promotion
Figure 4.18 Indian Pharmaceutical Contract Sales Organisation Market: Forecast, 2010-2021
Figure 5.1 Global CSO Market by Company, 2010
Figure 5.2 PDI Revenue by Sector, 2008-2010
Figure 5.3 PDI Sales Services Revenue by Client, 2010
Figure 5.4 PDI Revenue, H1 2010 and H1 2011
Figure 5.5 Pharmexx Contract Sales and Marketing Services, 2011
Figure 5.6 Pharmexx Contribution to Celesio Revenue, 2009-2010
Figure 5.7 United Drug Sales and Marketing Services Revenue, 2008-2010
Figure 5.8 United Drug Sales and Marketing Services Revenue, H1 2009-2011
Figure 6.1 Pharmaceutical Industry Trends Affecting CSOs, 2011-2021
Figure 6.2 EFPIA Guidelines for Pharmaceutical Sales, 2011
Figure 8.1 Pharmaceutical Contract Sales Organisation Market by Sector, 2010, 2015 and 2021
Figure 8.2 Pharmaceutical Contract Sales Organisation Market by Region, 2010, 2015 and 2021 
 
Companies Listed

Abbott Laboratories
Agence française de securite sanitaire des produits de sante (Afssaps) [France]
Allergan
Alliance Healthcare
Apple
Association of the British Pharmaceutical Industry (ABPI)
Astellas Pharma
AstraZeneca
Auctis
Bayer
Bell Holding
Biogen Idec
Boehringer Ingelheim
Brightsquid
Bristol-Myers Squibb
BTG International
Cegedim Relationship Management
Cegedim Strategic Data (CSD)
Celesio
Celltrion
Cipla
Clearstate
CMIC Group
CMIC MPSS Co (a subsidiary of CMIC Group)
Consumer Advisory Group [US]
Depomed
Dr. Reddy's Laboratories
Eisai
Eli Lilly
European Commission (EC)
European Federation of Pharmaceutical Industries and Associations (EFPIA)
Federation of Medical and Sales Representative Associations of India (FMRAI)
Ferris Pharmaceuticals
Genentech (now part of Roche)
Grey Healthcare Group (part of WPP)
Group DCA (now part of PDI)
GlaxoSmithKline (GSK)
Health Kare Pharma International (HKPI)
InforMed (now part of United Drug)
Innovex (now part of Quintiles)
Institut für Qualität und Wirtschaftlichkeit im Gesundheitswesen (IQWiG) [Germany]
Interpace BioPharma (part of PDI)
inVentiv Health, and its subsidiaries
Blue Diesel
inVentiv Japan
inVentiv Resource Solutions
MedConference
Preceptiv Learning Solutions
Promotech
PRS Franklin
Total Data Solutions
Ventiv Recruitment Services
Ventiv Sales and Marketing Teams
Invida Group
Kadrige
Lonza
MDS Co (a subsidiary of CMIC Group)
Media Soft
Merck and Co.
Merquiro Pharma
Microsoft
Ministry of Health [China]
NetworksMD
Neurocrine Biosciences
Novartis
OnCall (a subsidiary of Grey Healthcare Group)
Oracle
Otsuka Pharmaceutical
PDI
Pfizer
Pharmaceutical Research and Manufacturers of America (PhRMA)
Pharmakon (a subsidiary of PDI)
Pharmalink
Pharmexx, and its subsidiaries
csmo Pharmexx (India)
Pharmexx Argentina
Pharmexx Brasil 
Pharmexx Canada
Pharmexx GmbH
Pharmexx International Spain
Pharmexx Ireland
Pharmexx Nederland
Pharmexx Nordic
Pharmexx Portugal
Pharmexx s.r.o
Pharmexx sa-nv
Pharmexx UK
Repsco Pharmexx
TAYMED Sa?l?k Ürünleri 
UAB Pharmexx Baltic
Photosound
Powermed Plus
Prolifiq Software
Protherics (now part of BTG International)
Publicis Healthcare Communications Group
Publicis Touchpoint Solutions (formerly Publicis Selling Solutions, Arista, Pharmagistics and Scientific Voice)
Qforma
Quintiles
Ramco Import and Export
Ranbaxy Laboratories
Reckitt Benckiser
Research in Motion (RIM)
Roche
Samsung
Sandoz
Sanofi
Schering-Plough (now part of Merck and Co)
Shionogi and Co
Siebel CRM Systems (now part of Oracle)
Skura
Solvay Pharmaceuticals
Somaxon Pharmaceuticals
StayinFront
Temasek Holdings
Teva Pharmaceutical Industries
The Japan CSO Association
The Royce Consultancy (now part of Quintiles)
Thomas H Lee Partners
United Drug, and its subsidiaries
Ashfield In2Focus
Ashfield Healthcare Ireland
Ashfield Healthcare USA
Alliance Healthcare
Business Edge Solutions and Training (BEST)
UniversalProcon
US Congressional Budget Office
US Department of Justice
Veeva Systems
Weleda
WPP
Wyeth (now part of Pfizer)
Zuellig Group 
 

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