choof.org

Choof.org is Chris Hoofnagle's personal site. You'll find postings from the Federal Register here, interesting Washington regulation tidbits, and my newest feature, the Daily Data Marketing Wake Up Call. Enjoy.

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July 21, 2005

Merck Training Video

This Merck trial has a wealth of information about how a major drug company engages in deceptive advertising. Today's New York Times reports that a Vioxx training video, although never used for training, instructs salespeople to deny the link between the drug and heart attacks:

After playing a portion of the videotape to the jury, W. Mark Lanier, a lawyer for plaintiffs in the case, asked Dr. Nancy Santanello, a senior Merck scientist, why Merck had told its sales representatives that Vioxx did not cause heart attacks or raise blood pressure.

Dr. Santanello responded that at the time the training video was made, Merck did not know if Vioxx raised the risk of heart attacks. In addition, the tape does not show the actress actually denying that Vioxx raises blood pressure, Dr. Santanello said.

Instead, the actress merely sidesteps the issue, she said. Dr. Santanello's response appeared to take the jury aback.

"Is that how you train people to sell your product?" Mr. Lanier said.

Merck made the videotape in 2000, as it struggled to increase Vioxx sales despite concerns by doctors and independent scientists that the drug might damage the heart.

Merck stopped selling Vioxx last September after a clinical trial showed patients taking Vioxx had a substantially higher risk of heart attacks and strokes than those taking a placebo.

Posted by chris at July 21, 2005 01:09 PM

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