AstraZeneca, Sanofi-Aventis, Novo Nordisk, Abbott Laboratories and TAP Gain Ground As Novartis Holds

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Novartis Pharmaceuticals Corp. retained its first-place ranking while several other pharmaceutical companies achieved higher ratings in meeting the overall needs of managed care pharmacy executives, Cognet-X Inc. reported today.

For the sixth consecutive reporting period, Novartis ranked first in the Overall Needs category of the twice-yearly Corporate Assessment Total Rankings component of Cognet-X’s PAR-Rx (Promotional Assessment Research) Report(TM). These results are for the first quarter 2005 reporting cycle.

PAR-Rx panelists, who are among the most influential pharmacy directors in the country, ranked AstraZeneca second, up from fourth place in the 3Q 2004 ranking period. Panelists praised AstraZeneca account personnel for their follow-through, particularly in the area of clinical information.

“Highest quality account representation. Innovative support programming across numerous areas (e.g., clinical, operational, etc).,” one pharmacy director said of AstraZeneca.

Sanofi-Aventis, in its second appearance since the Sanof-Synthelabo/Aventis merger last year, placed third in the most recent ranking, up from fifth place. As with AstraZeneca, the effectiveness of Sanofi-Aventis account managers stood out in the minds of many managed care customers and contributed to the company’s high ranking.

“Always available to answer questions, proactive with issues surrounding their products,” commented one pharmacy director. Said another: “Account managers are experienced, knowledgeable professionals that know my MCO and are dedicated to bringing value to our relationship.”

According to Cognet-X Vice President of Strategic and Commercial Operations Andrew Wright, there is a distinct and statistically significant correlation between managed care executives’ perception of pharmaceutical company account personnel and overall company image.

“Account personnel truly and measurably impact their company’s relationships with managed care organizations and executives. The best of the best build lasting relationships with their customers based on their personal integrity, clinical knowledge, business skills and excellent follow-through.”

Added Mr. Wright: “Novartis and AstraZeneca in particular are known for hiring and retaining excellent account personnel and for giving them the tools they need to build strong partnerships with managed care customers.”

Other companies that notably rose in the Overall Needs rankings included Novo Nordisk (fifth, up from 10th), Abbott Laboratories (sixth, up from 12th) and TAP Pharmaceuticals Inc. (seventh, up from 16th). As with the higher-ranked companies, account personnel played a key role in the rankings of these firms.

“Regional account manager seems to have a very good grasp on what is wanted from the provider community and plan needs,” one panelist told Cognet-X about Novo Nordisk.

“Abbott does a really great job with continuing medical education programs. Their account management team is attentive to our needs and is willing to help out where they can,” a pharmacy director noted.

And, said another panelist about TAP: “Account manager does a good job of coordinating activities between local sales force and our plan’s goals.”

Sankyo Pharma also gained position in the most recent ranking period, moving up to 10th place from 11th in 3Q 2004.

The top 10 pharmaceutical corporations in the Overall Needs category for 1Q 2005 were:

1) Novartis Pharmaceuticals Corp. 2) AstraZeneca PLC 3) Sanofi-Aventis 4) Wyeth 5) Novo Nordisk 6) Abbott Laboratories 7) TAP Pharmaceuticals Inc. 8) Genentech 9) Amgen 10) Sankyo Pharma

About the PAR-Rx Report

Cognet-X’s PAR-Rx Report is a year-round service that provides the pharmaceutical industry with real-time, Internet-based competitive intelligence on pharmaceutical company promotion to influential managed care pharmacy directors. The Report offers Cognet-X clients the ability to evaluate and analyze variable differences that are critically important to their decision-making process.

Source: Business Wire

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