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Letter "D" » David Richardson Quotes
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«Overall, beyond salary and overhead, pricing department budgets contribute to qualitative and quantitative pricing studies that inform products' final pricing structure. In such a tough market, companies must spend more money for adequate research if their products are to be successful.»
Author: David Richardson
«There is much a rep can do in a limited amount of time to win a doctor's attention and business. The best way to start is by tossing the memorized speech and keeping the doctor's individual needs in mind.»
Author: David Richardson
«There is no desire to create a situation where 12 players are used to do the job of 11, so we did not support the alternate view of allowing substitutes to be nominated after the toss.»
Author: David Richardson
«With physician face time so scarce, reps must fight the urge to deliver scripted pitches. While these may seem to save time, they take away from the creativity and individualization that makes a rep -- and product -- stand out in a doctor's mind. Face time is important, but face time fashioned to the doctor's needs and wants is what lands the sale for a rep.»
Author: David Richardson
«US departments typically enjoy sufficient resources to act without the assistance of their global brothers. Therefore, they do not rely on global pricing departments that often for resources or analyses when making key US pricing decisions.»
Author: David Richardson
«Sales compensation models and incentive-based reward and recognition programs provide executives with critical strategic management tools.»
Author: David Richardson
«Over time, the most creative companies and sales reps will see dividends by way of higher prescribing rates and new business.»
Author: David Richardson
«As with many facets of the pharmaceutical industry, co-promotion invest decisions needs to make sound business sense for a company's bottom-line. Wise companies take into consideration the return on investment of their resources as well as their level of involvement in a partnership before allocating resources to a co-promotion product.»
Author: David Richardson
«The answer to the challenges presented by personnel changes and aging deals is to make sure that long-term co-promotion leadership is addressed at the outset of deals. Both companies will want to ensure that partners are not only committed to the deal at its launch, but five or seven years down the road as well.»
Author: David Richardson
«We do just about anything legal to try to make a dime for the band.»
Author: David Richardson
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