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Changing Regulations: Compliance Effects Vary

By Heidi Genoist -- Tradeshow Week, 6/6/2005

The last three years have seen a series of regulatory changes governing the way pharmaceutical companies and medical equipment manufacturers market their products and services to the physicians who use them.

Now that the dust has settled, what have been the long-term effects on the way health care exhibitors do business at tradeshows? The question elicits a range of responses.

From 2002 through this year, the Pharmaceutical Research and Manufacturers of America, the U.S. Department of Health and Human Services, the Advanced Medical Technology Assn. and the Accreditation Council for Continuing Medical Education all have enacted codes controlling the opportunities health care-industry suppliers have to influence physicians when it comes to medical drug and equipment decisions. With many of these opportunities coming at conventions and exhibitions, the Healthcare Convention & Exhibitors Assn. scrambled to make sure its members were up to date.

While suppliers agree the elevated awareness is good, the impact new guidelines has had is varied.

HCEA President-elect Juleanne Dawson, who oversees Bard Access Systems' tradeshow program, said her company, like most major medical equipment manufacturers, is taking the AdvaMed code very seriously. Over the last two years, Bard has organized a series of internal meetings and sales presentations to educate both staff and clients on what's now allowed.

"The biggest challenge has been making sure physicians know the rules," Dawson said. "If we've taken them out to a fancier dinner in the past, and we can't do that anymore, they don't understand why."

The process of changing expectations without disrupting relationships has been delicate, she added.

Pharmaceutical companies, meanwhile, say they've seen little disruption in their day-to-day operations.

James Hladnik, head of Abbott Laboratories' convention department and current president of HCEA, said his company didn't have to hire any new personnel to get up to speed, although it did create a new group to "make sure the convention individuals stay within certain guidelines, within spend, for instance." The biggest change has been an increase in communication, he added.

Yet because Abbott has always looked at the convention floor as an educational opportunity first, the compliance group defers to the convention group's knowledge, Hladnik said. "In that respect, the new guidelines speak favorably to what we've been doing all along."

Pfizer's convention department also was ahead of the curve, according to its leader, Sandra Ratcliffe. She said Pfizer learned its lesson in the spring of 1993, when an incident at a convention in Washington, D.C., caused a sales representative to be reported to the Food and Drug Administration. Since then, members of Pfizer's regulatory department attend all conventions.

 

New CME Regulations Take Hold

When more stringent conflict of interest rules were adopted last fall for continuing medical education, some foresaw an end to the sharing of cutting-edge research sponsored by individual pharmaceutical companies at health care-related tradeshows.

But by the time the new rules went into effect last month, CME event providers had come up with strategies to avoid the potential conflicts the regulations were aimed at eliminating.

To comply with the Accreditation Council for Continuing Medical Education's "updated standards for commercial support," Advanstar Communications retooled its CME unit, separating the educational conferences from affiliated magazines that sold advertising.

And because Reed Exhibitions was just forming its Reed Medical Education unit, company officials were able to easily incorporate the new regulations, rather than make changes to existing programs.

"We'll be starting off already in adherence with the new regulations — with a completely unbiased third-party platform program," said Julie A. Brown, vice president of Reed Medical Education.

The regulations require accredited providers to not only disclose potential conflicts of interest, but also come up with ways to resolve them. ACCME defines a financial relationship as one in which an individual receives a salary, royalty or intellectual property rights. No dollar amount was set, but the financial relationships were only deemed relevant if they'd occurred during the past year.

According to ACCME, "circumstances create a conflict of interest when an individual has an opportunity to affect CME content about products or services of a commercial interest with which he/she has a financial relationship."

The accreditation group requires that providers obtain financial disclosures beforehand from speakers, planners and authors. Furthermore, individuals who refuse to disclose relevant financial relationships are disqualified from participating in the development or management of CME activities.

Providers can eliminate problems by removing speakers with conflicts from the agenda or suggesting that speakers limit presentation subject areas to avoid potential conflicts. They must document the ways in which conflicts are eliminated so they can be verified by ACCME.

Marissa Seligman, vice president of Pri-Med Institute, which handles compliance and accreditation for M|C Communications, said it helped that ACCME invited providers to come up with ways to resolve conflicts. M|C is taking a peer-review approach, since the company already had that process in place.

For the most part, she said, the transition has been easy, since ACCME also gave providers plenty of time to make the changes. But initially, said Seligman, some providers resisted the new rules.

The biggest challenge so far is educating faculty members and collaborators. "Faculty members are not as aware as providers are in terms of the mechanisms that need to be put in place," she said.

Brown, who has 15 years' experience working with CME, said speakers for Reed Medical Education's first event, Oncology World Congress, set for Nov. 17–19 at New York's Marriott Marquis, were all aware of the new regulations.

Brown added that one easy way providers can avoid conflicts is by holding multi-sponsored, rather than single-sponsor, events. "We will never do, as Reed Medical Education, single-sponsored events. In my personal opinion, that is where most of the issues lie. If it's a multi-sponsored event, it has to be fairly fair and balanced," she said.

In addition, the program is peer-reviewed. "It should be regulated. It should be watched. But in the final analysis, there's great research being conducted by pharmaceutical companies. They need to be heard from," Brown said.

Reed Medical Education was established as part of an innovation project with sister company Elsevier's office of continuing education. The medical education unit will handle events only, with separate units producing publications.

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