CHARACTERS
NARRATOR
NEWSCASTER 1	Race Track
NEWSCASTER 2	Winner�s Circle
MS. ZENECA	Atacand�s owner
PHIL	Anchor 1 in newsroom
PETE	Anchor 2 in newsroom
DAN	Atacand�s trainer (expert)
SALES REP	Astra Zeneca PSS
PHYSICIAN

[TRACK 1]
NARRATOR	This audio program is for sales training purposes only, not to be copied, distributed, or used in sales calls. AstraZeneca Training presents Radio Theater for ATACAND. Today�s program: �The Big Win.�
SFX	Roaring crowd
NEWSCASTER 1	And they�re off! Looks like a good clean start from here. And what a sight it is! One great rolling mass of sheer power and grace. And it�s Cozaar in the lead�holding on�Cozaar� Avapro�Atacand. Cozaar ahead by a leg and a half. Atacand is gaining�coming on strong�And it�s Atacand coming up along the outside like a dynamo�and they�re eyeball to eyeball as they come out of the turn into the home stretch�Cozaar, Atacand, Avapro�And it�s Atacand taking the lead�Atacand taking the lead by a leg, tearing the track record to shreds! And it�s Atacand! Atacand riding to golden glory. Atacand, wins by 2 millimeters of mercury. What a race! Let�s go down to the winner�s circle.
SFX	Muffled cheers. Horse neighing.
NEWSCASTER 2	I�m here with Atacand and his owner, Astra Zeneca. Congratulations, Ms. Zeneca. This is a big win for Atacand. Looked like a tough race. And to make matters worse, Atacand lagged behind at the beginning. Do you think the results could be challenged?
MS. ZENECA	No! They said we couldn�t do this. But we always knew Atacand was a winner. We�ve been working for this for a long time. We had the power, but we couldn�t make the superiority claim. However, the physicians on the FDA advisory panel unanimously voted that a 2mm difference would be clinically meaningful. And we did it! Atacand did it! This is a big win, and it can now be included in the record book�the PI.
NEWSCASTER 2	Congratulations again, Ms. Zeneca. Now let�s go to Phil and Pete in the News Room.
PETE	Well, Phil, the horsemen were right about Cozaar. His race was good enough to win most derbies, but the dreamers were right about Atacand. He ran the fastest derby ever� just over 2 millimeters of mercury. We�ve seen it here today. Those horses that possess early speed are sent to the lead as soon as the race begins. Whether the speed horses will maintain their early lead or yield to fast-closing competitors depends on their quality and condition.
PHIL	Big, big win,Pete. But I foresee some definite objections to the superiority claim. Look who just came in. An expert, joining us from AstraZeneca. Hey, Dan. How are you? What a fantastic gain for AstraZeneca. Pete and I were just discussing what objections might arise to this superiority claim. What do you think?
DAN	The first objection we can expect is that 2-3 mm isn�t much or isn�t clinically significant.
PETE	So, how do you handle that?
DAN	I might say something like, Doctor, would you agree there are patients for whom 2-3 mm Hg would mean all the difference in achieving the treatment goal? How would 2-3 mm benefit your patients? I�d clarify that it�s an important question. Then I�d refer back to the FDA advisory panel that Ms. Zeneca just mentioned down in the Winner�s Circle � that that 2 mm was unanimously agreed on as clinically meaningful. This issue was considered in the discussion section of the study by Bakris et al, which stated that every SBP increment resulted in a 6%-8% increase in risk.
PHIL	This leads into other news, Pete. It was also just announced that the Atacand PI has a new hepatic impairment precaution. What does that mean, Dan?
DAN	That inclusion was voluntary and had little to do with the CLAIM program and was based on pharmacokinetic data, which demonstrated significant increases in AUC and Cmax in patients with moderate hepatic impairment. The important thing to remember about this addition is that a lower initial dose of Atacand should be considered for patients with moderate hepatic impairment.
PETE	And there�s more. We�ve also just learned that Cozaar and Avapro are now indicated for diabetic nephropathy. So, playing the devil�s advocate here, if I were a doc, I might just say that although the FDA Advisory Committee may agree that Atacand is superior to Cozaar, since Avapro and Cozaar are indicated for diabetic nephropathy, why not just prescribe one of them?
DAN	And I�d ask you how many of your hypertensive patients were not experiencing kidney disease. That for these patients, Atacand is effective at every dose, with once-daily dosing. Furthermore, Atacand is effective in a wide range of your patients, such as blacks, elderly patients, and those with ISH. Atacand has been studied in patients with diabetes, and there were no clinically significant changes in total cholesterol, triglycerides, or glucose levels. And don�t forget, doc, there is excellent tolerability at every dose.
PHIL	Fair enough. Thanks, Dan. Now let�s take a closer look at how all of this excitement about the new Atacand labeling can be incorporated into the sales calls.