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Selling change at Lilly: Company overhauls strategy its thousands of sales reps use to tout drugs to doctors

Eli Lilly and Co. is rolling out a new approach to selling drugs, one that aims to build deeper relationships with doctors while cutting the number of sales reps knocking on their office door. The reorganization project, dubbed “sales force of the future,” is just what the doctor ordered, according to Lilly executives. They say physicians want fewer sales calls and a deeper knowledge base from those who still stop by. “Doctors want that primarily because they’re treating patients and…

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INVESTING: Dow keeps climbing, but land mines abound

The theme I’ve been concentrating on-the Dow Jones industrial average’s climb toward a new all-time high at the same time large numbers of stocks are weakening-is playing out in dramatic fashion. The Dow is only 150 points away from a new high, and it may well reach it. What’s working is obvious now (energy, metals, industrials), and I say, ‘Stay with them until they break down.’ But there is a growing portion of the market that is giving people fits,…

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EYE ON THE PIE: Sometimes competition is a bad thing

You are getting older, living alone. You want to continue living where you are. You don’t want to move in with your children and you think they might not want you. You don’t want to move to some assisted-living place and give up so much of what you have known for so long. You are disabled or otherwise unable to cook for yourself. Where do you turn? Your first thought is Meals on Wheels. You (or a member of your…

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Health care with privileges: Boutique medical practices buy time for doctors, patients

Membership definitely has its privileges at the new north-side medical practice launched by doctors Timothy Story and Kevin McCallum. An annual retainer of at least $2,500 gives patients around-the-clock doctor access, medical records they can carry on a key chain, unlimited office visits and refreshments when they arrive. FirstLine Personal Health Care represents the Indianapolis market’s latest foray into boutique medicine, a form of health care criticized for being exclusionary since it popped up in Seattle a decade ago. Story,…

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Bloomington’s Cook tightens women’s health focus: New business unit plans summer product rollout

Privately held Cook Inc. has added a seventh business unit in a bid to strengthen its presence in the growing market for gender-specific health care products, a move that could bring jobs to southern Indiana. The Bloomington-based medicaldevice maker will unveil its Women’s Health unit May 8 in Spencer. The unit actually started operating last September, initially taking on a combination of products pulled from the company’s urological unit, also in Spencer. But Women’s Health leader Christina Anné said it…

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First-class parking: Airport freebie list includes former politicians, other VIPs

Scott Jones could probably afford to buy the 1,800-space parking garage at Indianapolis International Airport, as one who’s earned millions of dollars in patent income from voice mail technology he invented. But why buy the garage? The Indianapolis multimillionaire shows up on a list of nearly 400 politicians and other VIPs entitled to free parking at the airport, a review of airport records shows. Begun as a courtesy to a handful of elected officials decades ago, the free parking list…

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At age 2, Future Fund still work in progress: So far, 7 startups have received investments from BioCrossroads

For two years now, the $73 million Indiana Future Fund has been at work in the Indiana life sciences market. BioCrossroads, Indiana’s public-private life sciences economic development initiative, is pleased with the results so far. “When we put the Indiana Future Fund together and surveyed the landscape, there were only two or three [local venture capital] firms that really identified themselves as in [the life sciences] area,” said BioCrossroads President David Johnson. “Now we see much more traffic than we…

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Alien hirers rarely busted: Law doesn’t force employers to verify that workers are legal

Despite a high-profile raid against IFCO Systems on April 19, Indianapolis employers have little to fear in hiring undocumented aliens or those who present questionable identification. Rarely do immigration cops bust an Indianapolis-area workplace. Until federal agents led away about 40 allegedly undocumented Mexicans and Guatemalans at the south-side pallet plant this month, the last high-profile raid was more than a decade ago. In 1995, customs officials raided the former Simpson Race Products shoe factory in Speedway, nabbing 66 illegal…

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Real estate experts examine the market: Indianapolis in good shape overall, panelists say, but job growth, incentive issues, among concerns

On April 14, as part of its Power Breakfast Series, the Indianapolis Business Journal gathered a panel of commercial real estate and construction experts to discuss industry conditions in the local market. In a discussion moderated by IBJ Editor Tom Harton, panelists took on a wide range of issues, including tax incentives and the status of downtown’s residential and retail markets. Power Breakfast guests were Mike Curless, executive vice president and principal with Lauth Property Group; Mike Wells, president of…

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Paid boards spur not-for-profit debate: Critics: If directors won’t give time, who will?

Indianapolis-based USA Funds is a large, complex organization, and members of its governing board are busy people. Same goes for the NCAA, another local not-for-profit with a national reach, a nine-figure budget and directors who are anything but professional volunteers. The two organizations have one key difference, though: USA Funds pays its board members. The NCAA does not. “It’s simply the nature of the world,” said Norm Lefstein, an Indiana University law professor who chairs the compensation committee at student-loan…

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INVESTING: Don’t fret over inflation-debt’s a bigger concern

If you have yourself in a lather about rising inflation, maybe I can offer a little relief. You can work your rosary beads over a lot of things, but runaway inflation is not one of them. There’s a little twist here, though. And it’s one that will add a challenge to your long-term strategy. According to our federal government, inflation, as measured by the consumer price index, has not been much of a problem. Excluding food and energy, prices are…

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Binford med center making headway

The building skeleton planted recently at the corner of 65th Street and Binford Boulevard offers only a hint of the $29 million medical complex Ken Schmidt wants to grow there. The Indianapolis developer will add four more buildings and a separate pharmacy to the 17 acres of land he bought several years ago. The end result, he said, will be a medical plaza that offers a unique blend of services encompassing dental work, radiology and ambulatory surgery, among other specialties….

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Shared patient rooms in hospitals soon to be history: Guidelines call for private quarters in all new facilities

New guidelines due out in June will call for newly constructed hospitals to come equipped with all private patient rooms, the first time such a minimum requirement has been issued. The guidelines, published every four years by the Facilities Guidelines Institute and the American Institute of Architects’ Academy of Health, are used by nearly 40 state governments-including Indiana-to set regulations, approve construction plans and license hospitals to operate. And hospitals nationwide-including those in Indiana-are expected to embrace the guidelines that…

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Clarian chooses small firm for big advertising account: The Heavyweights gets nod over larger agencies

One of central Indiana’s largest advertising accounts has been awarded to a relatively small but growing agency. Clarian Health Partners this month signed what industry sources are calling a multiyear, multimillion-dollar deal with The Heavyweights, a firm headquartered in The Stutz Building downtown and best known for its creative work for clients such as Procter & Gamble and Roche Diagnostics. Officials for Clarian and The Heavyweights would not divulge the deal’s terms. The Heavyweights will provide creative direction and strategy…

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BRIAN WILLIAMS Commentary: Legislators should address insurance costs

Members of the Indiana General Assembly resolved some contentious issues in 2006, including property tax relief, telecommunications reform and the long-term leasing of public infrastructure. U n f o r t u n a t e l y, they did not have an opportunity to debate Senate Bill 124, which, if measured on the basis of the value per page, would have exceeded the much-heralded “Major Moves” transportation initiative. Introduced by Sen. Beverly Gard, a Greenfield Republican who has been…

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Clarian plans training center: Doctors, nurses to sharpen skills in $44 million building

A team led by Clarian Health Partners will add a $44 million training center to the cluster of life sciences businesses taking root around the Central Canal on the northern edge of downtown. The Indianapolis hospital network recently filed plans with the city to build a six-story, 182,750-square-foot building on the eastern side of the canal. The site sits just south of a pathology laboratory on 11th Street that Clarian plans to dedicate later this month. The Indiana University schools…

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VIEWPOINT: ‘Eating our young’ as a way of mentoring?

I recently came across an insightful publication by the Center for the Development of Peace and Well-Being at the University of California, Berkley, called Greater Good. One article especially caught my attention: “Inspiring Good Work” (spring-summer 2005 issue) by researchers Wendy Fischman and Howard Garner, of Harvard University’s GoodWork Project. As highlighted in the article, the GoodWork Project’s research, under way for the past decade, has revealed that young people leaving college and embarking on their professional careers are finding…

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ECONOMIC ANALYSIS: A revolution in health care: Consumers will call shots

I once had a doctor who shared with me a little joke about medicine. It comes to mind every year as I get older and more susceptible to life’s ailments. Doctors, he said, don’t really cure anything. They just let you trade in one malady for another. I know he was talking about the side effects of medicines and treatments we take for our weak hearts and faltering knees. But I keep thinking it applies equally to the situation of…

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EYE ON THE PIE: Legislature wastes another session

The 150 men and women who make up the Indiana General Assembly have finished their annual freak show, folded their tents, and departed from Indianapolis. In their wake, they left some truly terrible legislation and another record of neglect for the interests of Indiana’s too-long-suffering population. What was wrong with this session of the General Assembly? Your local editor will not grant me the space to be either sufficiently complete or detailed. Let’s start with the governor’s Major Moves program….

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NOTIONS: A kid, a shave, a health care dilemma

For the second time in his young life, 9-year-old Joey Chamness had his head shaved last week. This time, the skinhead look is voluntary. Last time, it was chemotherapy. On a Thursday afternoon in January 2005, Joey was playing soccer when he felt pain in his left leg. He’d experienced this before, but not this bad. So Joey’s parents called the family pediatrician to schedule an appointment. The following Monday, the doctor took a look and said it was probably…

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