Each drug sales representative selling to specialists spends an average of $330,000 per year, more than double the $150,000 average spent by each rep working with primary care physicians, according to a new report by Cutting Edge Information.
In terms of overall spending, however, drugmakers spend $25.3 million a year on drug reps per average specialty product, compared with $31.9 million per average primary care product, according to the report, released Tuesday by the Durham, N.C., pharma research firm.
Drugmakers' "emphasis on retail blockbusters pushes primary care spending higher than specialty drugs," Cutting Edge explains.
The report adds that 12 of the top 20 pharmaceutical companies each spend an average of $606.5 million annually on U.S. primary care sales.
"Large, well-funded sales forces not only put more reps in the field, they arm them and their managers with bigger budgets, more freedom to drive sales programs, and better technology and data," says Eric Bolesh, a senior analyst at Cutting Edge, in a release.