World Pharma Contract Sales Organisation (CSO) Market 2011-2021

NEW YORK, Nov. 2, 2011 /PRNewswire/ -- Reportlinker.com announces that a new market research report is available in its catalogue:

World Pharma Contract Sales Organisation (CSO) Market 2011-2021

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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

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 M&A 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 sécurité sanitaire des produits de santé (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 & 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 & Co)

Shionogi & 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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