Preliminary results of ongoing survey of 656,000 practicing physicians

Although the news headlines are replete with both organizational restrictions on physician access and criticism of the time “wasted” in dealing with pharma reps, most physicians are still willing to be visited. Based on a just-completed survey of physicians, SK&A Information (Irvine, CA) reports that nearly three-quarters of physicians are amenable to visits anytime, and another 8.2% at specific times of their designation.

 SK&A says that 22.7% of physicians require an appointment to be made. “Today’s industry sales reps will have more success with product detail efforts if they understand and adhere to these new physician access protocols and visitation standards,” says Dave Escalante, SK&A president.

The percent of agreement for each availability is:

72.7% Will see reps any time or any day
5.0% Only on specific days
3.2% Only at specific times
1.0% Morning
1.2% Lunch
1.0% Afternoon
19.1% Will not see reps

Of course, if the most desirable, high-prescribing physicians are in the “do not visit” category, the reps’ impression of physician access might be different. And, the survey says nothing about the duration of such visits. Still, the results point to an ongoing hunger for pertinent information.

SK&A performed the survey during Q4 of last year, as part of its ongoing updating of its database of 656,000 practicing physicians. The company issues fully updated contact information on physicians every six months, and can customize the report according to market needs.