Subscribe


PD breaking news – GSK to phase out doctor payments, sales targets

GlaxoSmithKline revamps global sales and marketing policies.

GlaxoSmithKline has just announced a major change to the way that it compensates its sales force, with removal of individual sales targets over the next year.

The global policy change will also see the end of direct payments to healthcare professionals for speaking engagements or attendance at medical conferences by the beginning of 2016, with the moves aiming to “further align the company’s activities with the interests of patients.”

GSK Australia Pharmaceuticals gm Geoff McDonald said “the changes GSK are making today are some of the most significant changes to sales and marketing practices in our industry for some time.

“This builds on the work we have been doing to be more transparent and increase trust in our industry. In Australia there is widespread community expectation of increased transparency in commercial relationships between pharmaceutical companies and healthcare professionals, especially in the way our sales employees operate,” he said, adding that the changes will give greater confidence to the community that the company’s interactions are focused on patient needs.

During 2014 GSK will implement a new compensation system for all of its sales staff who work directly with prescribers, under which they will be evaluated and rewarded for their technical knowledge, the quality of the service they deliver to support improved patient care and the overall performance of GSK’s business.

And over the next two years the company will undertake a consultation process towards stopping direct payments to healthcare professionals, at the same time increasing its focus on alternative approaches to enable it to continue to provide appropriate information about its products and to support medical education.

Rather than funding individual healthcare professionals to attend medical conferences, the company will instead pay for education through “unsolicited, independent educational grant routes”.

GSK will continue to provide appropriate fees for services for sponsored clinical research, advisory activities and market research, as well as investing in community programs to strengthen healthcare infrastructure.

GSK ceo Sir Andrew Witty said “we believe that it is imperative that we continue to actively challenge our business model at every level to ensure we are responding to the needs of patients and meeting the wider expectations of society”.

More details in tomorrow’s issue of Pharmacy Daily.

This Pharmacy Daily breaking news brought to you by Pharmacy Daily.


The above Breaking News Alert was sent to Pharmacy Daily subscribers on 17 Dec 13

Make a comment...



Established in 2007, Pharmacy Daily is Australia's leading pharmacy industry publication, and is sent as a free subscription to people across the industry as a PDF newsletter every weekday.

Register for Pharmacy Daily trial subscription

To sign up for a free subscription, click on the button at right.

Click here to see a sample issue of Pharmacy Daily.

Click here for more information on subscriptions.

Alternatively, you can search our site via the search box on the right hand side of the page, or find other content below.

Recent Pharmacy Daily articles

23 Jan

Guild Update 23 Jan 18 - WITH just over a week to go ...


23 Jan

Dispensary Corner 23 Jan 18 - KEEPING kids who suffer from conditions such ...


23 Jan

NZSMI blasts NZ codeine upschedule - ...


23 Jan

Pharmacy BP clinics - THE role community pharmacies can play in ...


23 Jan

Zantac discount deal - ASPEN Australia is promoting a special "double ...


23 Jan

Not-so-smart thief - A woman has been sentenced in the ...


23 Jan

February epidemic asthma surge - THE National Asthma Council Australia is urging ...


23 Jan

New GSK APAC chief - GSK Consumer Healthcare has appointed Filippo Lanzi ...


23 Jan

Pharmacists and AMR - PHARMACISTS are an "underutilised resource for Antimicrobial ...


23 Jan

Adherence Perx - SYDNEY start-up Perx Health, with the support ...


23 Jan

FDA recall guidance - THE U.S. Food and Drug Administration (FDA) ...


23 Jan

TGA extends tender - THE TGA has extended the lodgement date ...


23 Jan

CMA blasts ‘fringe’ groups - COMPLEMENTARY Medicines Australia (CMA) has criticised Friends ...


23 Jan

Dose Innovations administration - EXTERNAL administrators have been appointed to Brisbane-based ...


22 Jan

Weekly Comment 22 Jan 18 - WELCOME to PD's weekly comment feature. This ...


22 Jan

Dispensary Corner 22 Jan 18 - MEDICINAL marijuana is the subject of several ...


22 Jan

FDA pings Delta Labs - THE US Food and Drug Administration (FDA) ...


22 Jan

S3 ad clarification - THE Therapeutic Goods Administration has stressed that ...


22 Jan

Opioid consultation - OPTIONS for a regulatory response to opioid ...


22 Jan

Metformin recall - APOTEX is recallilng one patch of APO-Metformin ...



Show Pharmacy Daily items by month: