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.
|













