Gary Schwebach

Gary Schwebach, PhD, cofounded G & S Research Inc. in 1997. He is a principal and president of the company, currently responsible for corporate governance. His professional expertise is in business and marketing strategy and research methodologies. Before establishing G & S Research, Dr. Schwebach was a market research and strategy consultant to Eli Lilly and Company. With a doctorate and masters degree in business administration from Indiana University, Dr. Schwebach taught marketing strategy and market research at Indiana at gschwebach@gs-research.com.

Has the pharmaceutical and biotech industry overextended its signature sales model? Is the selling field now overgrazed and producing less bounty for all? Could the inaccessible-physician problem be customers' way of telling the pharmaceutical industry that the current state of personal promotion is not meeting their needs as well as in the past? Data from RepReview 2007, a study of pharma and biotech sales reps, conducted by G & S Research in partnership with Pharmaceutical Representative magazine, indicates ... maybe.