The healthcare industry’s
rapid evolution
Patients,
healthcare
providers and
payers are seeking
higher quality care,
lower costs and
better outcomes
Patients
Becoming more
knowledgeable and
accountable for their
own illnesses
Payers
Rewarding the value
of care vs. the volume
healthcare services
delivered
of
More than 50% of all
US physicians now
work for hospitals or
integrated delivery
networks1
Digital health
records are
becoming the
nerve center
connecting the
entire system
The shape of the
system is changing
Healthcare providers are joining:
Large Health
Systems
Integrated delivery
networks
Independent provider
organizations
Decision-making is changing
Healthcare decision-makers — and the
way they work with the pharmaceutical
industry — are also evolving:
More than
10 million Americans
gained health coverage
in 2014 3
Only 51% of
prescribers are
opento conversations
with pharma sales
teams2
Non-MD providers –
estimated 60% of the
health workforce –
are engaging more
with patients 4
GSK has adapted to this change
We’ve transformed our business model
to better address the needs of our
customers and their patients
Aligning our teams around brands and areas of therapy and
the types of customers we serve
Training our people more rigorously so they have deeper
knowledge around specific medicines and disease states
Reformulating how we incentivize our sales representatives
We’ve fundamentally changed how we sell
and market our medicines and vaccines
Rewarding our prescriber-facing sales representatives not on
how many prescriptions they generate, but on how much they
know and how they work with customers
Moving to discontinue payments to doctors for speaking on our
behalf by 2016
Shifting our financial support of continuing medical education
away from commercial providers to qualified academic medical
centers and professional medical associations
We’ve seen progress across the board
Since 2011, there has been a 50% increase (up nearly 11 points) in the
value of customers at medical centers see in our sales
representatives 5
High satisfaction rates among our customers increased 6%
in 2013 5
Many healthcare providers have started meeting with our sales
representatives again because of these changes
GSK is putting patients first.
Learn more at us.gsk.com/patientfocus
Kocher et al, “Hospitals' Race to Employ Physicians — The Logic behind a Money-Losing Proposition,” New England Journal of Medicine, May 2011.
ZS Associates, ACCESSMONITOR™ 2014 Executive Summary.
3
Sommers, BD et al, Health Reform and Changes in Health Insurance Coverage in 2014, New England Journal of Medicine, July 2014.
4
UCSF, Advancing the Allied Health Professions, 2012.
5
Data on file. GSK proprietary survery.
1
2