ADG Whitepaper_Feb2020 The future of the pharma and GP engagement model | Page 5

This trend is not unique to Australia, with a high proportion of doctors in the US, UK and Europe also limiting sales rep visits. The highly regarded Decision Resources Group 2019 ePharma Physician Report shows that an ever- increasing number of doctors are too busy to see sales reps and are turning to the internet for information. It says the proportion of US doctors seeing sales reps in person fell from 67 per cent in 2018 to just over half in 2019. What’s more, GPs are far more likely to shun sales reps than other doctors. 15 Reasons for seeing a pharmaceutical sales rep 16 Keeping up-to-date on new medications/devices 54.36% Obtaining product samples 33.45% Getting an answer to a specific question 30.43% e.g. about a drug, a product or in relation to treatment for a patient using their drugs/products Gathering information from an objective source 26.36% Accessing research 24.83% 23.35% Having lunch Networking 19.42% Getting invitations to dinner events 18.49% Building a trusted relationship 17.70% 0% 10% 20% 30% 40% 50% 60% Q: Please indicate any of the reasons why you would see a sales representative (n=373) Reasons for not seeing a pharmaceutical sales rep 16 54.29% I am too busy I feel they are not objective as an information source 52.53% 35.35% I prefer to gather my information from other sources 26.01% I see limited value in seeing them 24.49% What I get from it isn’t worth the time I don’t believe there will be anything new shared 6.57% I have never been asked/approached 6.31% I have had bad experiences with them cancelling meetings in the past 5.05% 0% 10% 20% 30% Q: Please indicate any of the reasons why you would not see a sales representative (n=396) 4 THE FUTURE OF THE PHARMACEUTICAL AND GP ENGAGEMENT MODEL 40% 50% 60%