Christian Pinsonault

Christian Pinsonault is a managing partner at Flanders, NJ-based Pinsonault Associates LLC, a managed care training and information company for the pharmaceutical and biotechnology industries. The company recently launched a new CD-ROM program for representatives entitled Medicare: Changing the Face of Healthcare. He can be reached at (800) 372-9009 or by e-mail at christian@pinsonault.com.

It's no surprise that voters have identified healthcare as a leading domestic issue for presidential candidates to address in the current campaign. With soaring costs, rising premiums, reduced (or even discontinued) employer coverage and 47 million uninsured Americans, voters have every right to be concerned.

In a Sense, your Territory is a sole proprietorship. You "own" it. You manage it, and at the end of the year, the health of its bottom line is dependent upon your business savvy.

While physicians in your territory will always be your primary sales targets, never lose sight of the fact that the retail pharmacist deserves a regular slot on your call schedule.

When reps understand how physicians are paid, they gain insights into how financial factors influence prescribing behavior. Then they can fine-tune their messages to help address physician needs while ensuring appropriate utilization of their products.

What you need to know about the new Medicare Part D benefit plans.