Consumer Driven Health Care

Tuesday, July 19, 2005

To Sell Their Drugs, Companies Increasingly Rely on Doctors

To Sell Their Drugs, Companies
Increasingly Rely on Doctors

For $750 and Up, Physicians
Tell Peers About Products;
Talks Called Educational
Dr. Pitts's Busy Speaking Tour

By SCOTT HENSLEY and BARBARA MARTINEZ
Staff Reporters of THE WALL STREET JOURNAL
July 15, 2005; Page A1

NEW YORK -- On a recent Wednesday evening, neurologist Lawrence Newman spoke to a dozen doctors in a private alcove off the soaring dining room of Guastavino's and made the case that migraine headaches are seriously underdiagnosed.

Migraine treatment "should be bread and butter for primary-care doctors," he told attendees at the midtown Manhattan restaurant. While patients might say they're having a sinus headache, there's a good chance it's actually a migraine and can be treated with a migraine drug, Dr. Newman said.

It was a message friendly to migraine-drug makers, and no wonder: The sponsor of the talk was GlaxoSmithKline PLC, maker of the best-selling migraine pill Imitrex. Glaxo picked up the tab for dinner, paid Dr. Newman a fee, supplied some of his slides, and scattered Imitrex notepads on the table.

Drug makers have seized upon an effective tool for getting their message across to doctors: other doctors.

--read entire article via above link--

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