By Jonathan Honiball, Vice President

A key ingredient in the success of a loyalty program within the health care market is organizational commitment. One way a pharmaceutical company can show commitment to the goal of understanding and managing loyalty of customers is to include a measure of customer loyalty within the overall sales rep compensation plan. 

There are a number of significant concerns that must be addressed, but with proper planning and an understanding of the various implications, customer feedback can be successfully integrated into a compensation plan. This article addresses three concerns: Choosing the correct metric, measuring at the correct level and understanding the specific situation.

By Petra Maertens, Director and Chantal Savelkouls, Director

Once again this year’s American Society of Clinical Oncology (ASCO) annual meeting was a busy and well-attended congress. For those of us seasoned ASCO veterans who have been attending for numerous years, as the GfK Oncology team has, we are used to the sheer size of this conference and the wealth of information presented. 

Therefore it is always interesting when we talk to those attending for the first time. As one of them commented to us: “It is bewildering fighting your way through the information jungle, there is so much data being presented. Where do I go first?”

So what was the interesting data coming out of ASCO this year?

We invite you to join GfK HealthCare Sept. 19 in Bridgewater, N.J., at the Pharmaceutical Business Intelligence Research Group’s 2011 Fall Education Workshop Series where GfK HealthCare will showcase its expertise in the global market access arena.

Click here to read the issue, which includes:

• GfK's New Corporate Strategy:
  "Own the Future"
• Getting to Why - Uncovering New Perspectives on Familiar Topics
• Sampling MCOs - Getting it Right
• Meet Our New Addition: Senior Leadership