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HOL teams do not have nearly the number of targets as other field  forces. The number of payers, even in payer-heavy markets like the US,  is limited, said May. Though the largest payers do have regional offices in addition to their  corporate locations, interviewed executives reveal that visiting these  regional centers is not a pressing need beyond showing payers how  important they are to their companies. Key reimbursement decisions  happen almost exclusively at the corporate offices, making them the real  target audience. Combining the limited number of targets with the fact that payers almost  universally ask to see only one HOL per company  and that visits be  limited to a few times annually  it is not surprising that HOL teams  operate small headcounts.

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February 20, 2014
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