THE DTC ADVERTISING HANDBOOK

There’s no marketing challenge more difficult than creating advertising that encourages patients to ask their doctor if a prescription medicine is “right for them.”  Myriad FDA regulations must be learned and faithfully applied; every DTC message must “fairly balance” benefits with risks, often frightening risks; and then the campaign must convince patients, laypersons, to ask their doctors, experts, if an advertised medicine might be appropriate therapy. It’s no wonder so many DTC campaigns get pulled before their first anniversary. 

But after 20 years of DTC, we’ve also seen some stunning successes. Successes that yield “best practices” at every step of the way. That’s what THE DTC ADVERTISING HANDBOOK is all about. We’ll draw lessons from brands that ran the best DTC ever, including: ZOLOFT, LIPITOR, CYMBALTA, SPIRIVA, FLOMAX, BONIVA, ENBREL, HUMIRA, LUNESTA, CHANTIX among others.  We cover 20 key issues, including:

Positioning—The Most Consequential Step
DTC Creative Brief—Ten Questions, and How to Answer Them Well
The Initial Creative Presentation—What to Look For, What Risks to Take.
Five Long-Running DTC Campaigns, and the Good Lessons They Teach
The Key FDA Regulations, and Practical Advice on How to Comply
Disease-Awareness Advertising—What It Is, What It Isn’t, and When Makes Sense
Producing a Full-Up Commercial—The Four Key Issues
Pro-Active Patients—The Only Segment DTC Should Ever Target
The Extraordinary Value of an Effective Website
When to Change Campaigns, When to Change Commercials
How to Pre-test DTC Ads Without Getting Burned
Second Thoughts on Segmentation Studies
The Five Keys to Effective DTC Media Planning
Quick Comments on Search, Print, Display, Social, YouTube, and “New Media”
Second Thoughts on Point of Care Advertising
How to Project ROI for DTC Programs Big and Small



Who should read THE DTC ADVERTISING HANDBOOK?  Anyone importantly involved in the DTC advertising development process, but especially the brand teams responsible for executing marketing plans. 

How best to use THE DTC ADVERTISING HANDBOOK? The sub-title says it all, What Works, What Doesn't, and Why. So, when you’re dealing with brand positioning, or a creative brief, or about to review a storyboard—go to your MAC or PC, open the book, go to the relevant chapter, and take a minute or two to review the several things that count most. You’ll save many times that small effort, and increase the odds of ending-up with a DTC campaign that helps both your target patients and your bottom line.