Nick Dabruzzo

Nick Dabruzzo is a consultant with Health Strategies Group. Prior to joining the firm, Dabruzzo spent eight years at New York-based Bristol-Myers Squibb, where he held roles in sales planning, sales management, sales training and marketing. He spent the first five years of his career as a primary care, hospital and specialty sales representative with Indianapolis-based Eli Lilly & Co.

In late 2005, as the Medicare Modernization Act (MMA) and Medicare Part D loomed large, pharmaceutical training departments made significant investments in preparing sales representatives. On average, sales representatives spent six hours reading backgrounders, participating in online training and attending in-person training about the MMA and Medicare Part D.

Access to high-prescribing physicians continues to challenge the industry. Still, some representatives succeed while others do not. Pharmaceutical Representative and Health Strategies Group take a look at the state of the selling environment in 2006.