Phil Disclosure: Mickelson is a Serial Undisclosed Celebrity Endorser

Today, while reading an article about 5 Guys Burgers ("All in the Family") in the August 2012 issue of Forbes Magazine, I came across a reference to Phil Mickelson. In 2010, Mickelson gave a glowing, unprompted endorsement of Five Guys Burgers during a press conference at The Players Championship.

"What I’ve done the last five days, go to Five Guys Burgers. That place is so good. I can’t stop going there. This will be my sixth day in a row. I grew up on In-n-Out. I thought that was the best burger until I had Five Guys. That is hands down the best burger I’ve ever had" (see story here).

A few days later, fellow golfer Stewart Cink, a big fan of In-N-Out, directed this tweet at AP golf writer Doug Ferguson: “Keep in mind, PM owns SoCal rights to FiveGuys. Biased argument?”

[Keep in mind that Cink may shill for In-N-Out - his Twitter profile shows him eating an In-N-Out burger and fires.]

Cink was correct - Mickelson was biased. As reported on CNBC, Gaylord Sports Management, which represents Mickelson, confirmed that Mickelson was in fact part of a group that has purchased the rights for Five Guys franchises in Orange County.

A few months later, during the 2010 PGA Championship, Mickelson again made an "unsolicited" endorsement. This time, it was for ENBREL, the Amgen/Pfizer drug inicated for the treatment of psoriatic arthritis.

The subtitle to a NowPublic article titled "Phil Mickelson Arthritis: Will Play At PGA Whistling Straights", stated "Phil Mickelson Has Psoriatic Arthritis - Uses Enbrel To Help Manage Condition." The article (here) includes this quote from Mickelson: "I have no aches and pains. My back feels great. I feel stronger and more flexible than I've ever been."

At the time, I asked "Is Phil Mickelson Shilling for Enbrel?"

Well, the jury is out on whether or not Mickelson was a paid ENBREL celebrity endorser at the time he made that statement. But in a manner similar to his Five Guys Burgers outing by social media, it was later revealed that Mickelson was indeed a paid celebrity spokesperson for ENBREL (see "Phil Mickelson 'Opens Up' to Arthritis Today Magazine"). The Arthritis Today article claims that Mickelson "entered into a partnership with Amgen-Pfizer, an Arthritis Foundation sponsor, in November, 2010." Also see "Amgen Blows Its Marketing Budget on Phil Mickelson Campaign" for the Amgen press release announcing the deal.

As soon as Phil became a PAID spokesperson for ENBREL, he could not say these things because he became an extension of the brand and subject to FDA regulations. But at the time he said the above, I suspect he was giving his future benefactors a freebie! We don't know how long the negotiations were going on before the deal was signed, but this story could have been arranged to seal the deal.

BTW, my sons think Five Guys Burgers are "epic." They ate at a Five Guys joint every week while at Penn State. Of course, they are not paid by Five Guys nor do they own a Five Guys franchise.

So, I'm not saying that Mickelson lied when he said a Five Guys burger was "the best burger I’ve ever had" nor when he said he feels "stronger and more flexible than I've ever been" after taking ENBREL.

My concern is a celebrity who promotes a drug having dangerous side effects without revealing that he may have a financial interest in the product. When Mickelson first made his statements about ENBREL he may or may not have technically signed a contract, but it was obviously meant to get the work -- a demonstration of what he could do. Now that he is featured on ENBREL TV ads, everyone knows he is a paid spokesperson. I have no problem with that, especially that now his commercial speech is regulated by the FDA and he can no longer make outlandish statements.

UPDATE (8/16/2012): In a personal communication, a reader said: "I had to laugh when several times I thought I noticed Phil dropping a right hand wedge into his bag during the TV commercial. But look closely, it's true..." Phil is left-handed, so I guess the director of the commercial used his own clubs as props!

Lipitor Holds Key to DTC Ad Spending in 2012

As reported by Nielsen, direct-to-consumer (DTC) advertising spending by the pharmaceutical industry was down by 1% compared to 2010. I used that bit of information to update my chart of DTC spending trend over the years (see below).

This chart actually plots measured media data (excluding Internet display and search advertising) through 2010 from AdAge, which got the data from TNS Health. I calculated the 2011 total based on the 1% decrease reported by Nielsen (sorry, I don't have TNS data for 2011).

The final bar of the chart is my estimate for 2012, which is based on the premise that DTC ad spending for Lipitor will be less than half of what it was in 2011. Of course, Lipitor is now available in generic form, so we would expect Pfizer to spend less on its advertising. However, for the first 6 months or so in 2012, Pfizer will continue to spend money on advertising its $4 co-pay coupon for branded Lipitor. But after that, I expect spending to drop precipitously.

I did a little exercise to predict that DTC spending in 2012 will be down by over 3% compared to 2011 solely due to the drop in Lipitor advertising. Here's how I came up with that estimate.

First, let's look at the TOP 20 brands by DTC spending in 2011 (this chart is based on Nielsen data that I found in the April 2012 issue of MM&M):

In 2011, Pfizer spent $220 million on Lipitor DTC advertising according to Nielsen. That compares to $272 million in 2010 (a 20% decrease). So, right away, we know that Lipitor DTC spending is dropping although it still represents 5.5% of the total spend in 2011 (it was 6.3% in 2010).

Based on what I said above and a poll of readers (see here), I estimate that Pfizer will spend less than $100 million (ie, $90 million) on Lipitor DTC in 2012. If we assume everything else remains the same, that decrease of $130 million represents a 3.3% decrease in overall DTC spending!

Of course, not everything else will "remain the same." Other drugs may come on the market that may be have substantial DTC advertising budgets. But I don't think that is likely -- more and more drugs in the TOP 20 list will be coming off patent.

In any case, this is just a little thought exercise that demonstrates how much a SINGLE drug can impact the overall DTC spending trend. Not only that, but a single drug company -- Pfizer -- accounts for nearly one-quarter (22.3%) of the total (see chart below)! Seven of the TOP 20 drugs are marketed by Pfizer.

One of the TOP 20 advertised Pfizer drugs is VIAGRA. Currently, it appears that Pfizer is focusing on the counterfeit Viagra problem to bring in web visitors to viagra.com (see display ad on left).

Another TOP 20 advertised Pfizer drug is ENBREL. Pfizer & Amgen spent nearly $100 million on Enbrel DTC advertising in 2011 (compared to $71 million in 2010). And this number does NOT include what the Amgen/Pfizer has paid Phil Mickelson to be the Enbrel celebrity spokesperson (see "Amgen Blows Its Marketing Budget on Phil Mickelson Campaign" for more on that). On TV, Mickelson promotes Enbrel for the treatment of his psoriatic arthritis. According to the MM&M article cited above, psoriatic arthritis afflicts "around one in 20 of the 2% of Americans who suffer from psoriasis." That works out to be 375,000 people (1 in 20 of 7.5 million).

Approximately 63 cents out of every DTC ad dollar goes to TV. So, Pfizer/Amgen spend about $63 million to reach 375,000 people via TV ads! It seems a bit exorbitant to spend so much for broadcasting versus a more targeted approach. Anyway, that's the crazy world of Pharma DTC advertising! Go figure.

Phil Mickelson is Now Regulated by FDA

Recall that last summer Phil Mickelson was quoted in the press as saying he was treating his Psoriatic Arthritis with ENBREL. He was also quoted as saying: "I have no aches and pains. My back feels great. I feel stronger and more flexible than I've ever been" (see here).

At that time, Phil may or may not have been in talks with AMGEN/PFIZER to sign on as a celebrity spokesperson, but the simultaneous appearance of multiple news stories featuring Phil & ENBREL sure looked like an audition to show AMGEN/PFIZER what he could do for them.

During last week's 2011 Masters Tournament, Phil finished tied for 27th place! Consequently, I didn't see much of him on TV hitting a golf ball. I did, however, see a lot of him on TV ads for ENBREL. Now that he is featured in ENBREL TV ads, everyone knows he is a paid spokesperson. I have no problem with that, especially that now his commercial speech is regulated by the FDA and he can no longer make outlandish statements such as the one above.

Instead, the best he can now say is "I'm surprised how quickly my symptoms have been managed" (watch the commercial here). Also included is all the scary side effects of this drug, which Phil didn't mention in his media interviews BEFORE becoming a paid spokesperson.

Obviously, ENBREL didn't help his game in last week's Masters.

BTW, I DID see Phil hitting golf balls on TV last week! But it was in an ENBREL ad! I noticed in that ad that Phil misses a chip shot! What's up with that? Seems to add insult to injury.

Maybe if the ad showed him getting the ball in the hole from the rough, the FDA might have sent AMGEN/PFIZER a letter complaining that this could be interpreted as overstating the benefits of ENBREL.

Actually, Phil is shown making a putt in the beginning of the ad, when recalling how he felt like he was at the top of the world. The missed chip shot appropriately came during the fair balance portion of the ad. The part that everyone hates!

I don't think the American public realizes the amount of thought that goes into these ads! If it wasn't for the FDA, much less thought would be needed and we wouldn't have people like me studying these ads and interpreting hidden meanings! (For the ultimate analysis hidden meanings in drug ads, see "Ruth Day and the Bees Repeat Performance at House DTC Hearing".)

P.S. Here's a little math/ROI problem thanks to a Twitter pal of mine. Assuming AMGEN/PFIZER spent $14 million to retain the endorsement of Phil Mickelson (not counting the cost of ad creative or media buys), how many ADDITIONAL doses of ENBREL will have to be sold to break even?

"On Course with Phil" Lacks Social Media Pizzazz!

This is NOT an attack on Phil Mickelson! I've already done that, been there (see Phil Mickelson "Opens Up" to Arthritis Today Magazine and Is Phil Mickelson Shilling for Enbrel?). So, relax and proceed to the back nine! This is about the "non-branded" disease awareness campaign just announced by Pfizer & Amgen, the companies that bring you ENBREL.

The centerpiece of the campaign is the "On Course with Phil" website, which is pretty lame by today's social media standards. Before I get to that, let me show you the homepage screen that I just captured:

In case you missed it, I circled the "money shot," which is not Phil hitting the ball in the hole, but the prominent link to a "treatment option." The link, of course, leads directly to the branded ENBREL website. Surely, this biologic compound that has a LONG list of things you need to tell your doctor about before taking (eg, "if you live or have lived in ...the Southwest") is NOT the first treatment option one should consider!

Amgen and Pfizer have teamed up (ie, given money to) the Arthritis Foundation and the National Psoriasis Foundation -- patient groups -- to form the "Joint Smart Coalition," which is responsible for the "On Course with Phil" campaign.

On the "On Course with Phil" website, Phil says that he first experienced pain right after the 2010 U.S. Open, which was held in Pebble Beach, California -- the same "Southwest" that the ENBREL package insert says you should tell your doctor about if you ever lived there.

Anyhoo, the website is pretty primitive. I was hoping to see at least a video clip of Phil shooting some balls or maybe even telling us personally about his experience. Instead, you have to click "1", "2", etc. to read what he has to say. Very BORING!

And that "SHARE" button in the upper right corner -- it's not what you think. All it is is a form whereby you can send an email to one other person. Where's the social media share button that allows you to share this site on Twitter, Facebook, etc? I can get code for that and not even pay a dime for it! Like this one:

Share |

Pfizer is often touted to be a leader in social media. But if Pfizer built this site, then it's not worthy of wearing that mantle. I think, however, the real reason this site is basic Web 1.0 is that AMGEN and PFIZER spent all their money on signing up Mickelson and they have none left over to do anything fancy like video or social media integration (see Amgen Blows Its Marketing Budget on Phil Mickelson Campaign).

I've often said that celebrities and social media is a "match made in heaven" for product promotion and that the drug industry is likely to use this combination more often (see "Use of Celebrities for PR and DTC Advertising"; use discount code: 71-01PMYFREE). So, it's a surprise to me that Pfizer and Amgen have not (yet) taken advantage of the synergies between celebrities and social media as other drug companies have done (see, for example, Danica Patrick: NASCAR Driver, Super Model, Superbowl Lingerie Ad Model, & COPD Spokesperson All Rolled Into one!). But, hey, it could still happen! 

Phil Mickelson "Opens Up" to Arthritis Today Magazine

Top pro golfer Phil Mickelson is featured on the cover of the Mar-April 2011 issue of Arthritis Today magazine (see photo).

Recall that Mickelson announced he had psoriatic arthritis last August in a news story titled "PGA Championship 2010, Whistling Straits: Phil Mickelson Has Psoriatic Arthritis - Uses Enbrel To Help Manage Condition."

In that story, Mickelson was quoted as saying "I have no aches and pains. My back feels great. I feel stronger and more flexible than I've ever been." (see "Is Phil Mickelson Shilling for Enbrel?").

When he made that statement, Phil was obviously demonstrating to AMGEN/PFIZER -- the companies that market ENBREL -- what he can do to help them promote their product. AMGEN/PFIZER were suitably impressed and signed him up a few months later (or so they say).

Now that Phil is a paid ENBREL spokesperson, his remarks are more balanced. Here are some quotes from an article in the Arthritis Today issue that features him on the cover:

"Phil tried taking prednisone [a generic drug], but the side effects were awful, he says." [His Mayo Clinic doctors prescribed "weekly injections of a biologic drug"; later in the article several brand name drugs, including Humira, Enbrel, Remicade, and Simponi, are mentioned, but the article doesn't reveal exactly which drug Phil is taking -- that's already on the record elsewhere. But we now know that he didn't like the generic medicine.]

"I like where I am physically and am optimistic about 2011."

"I might take the medicine for a year and then go off it. Then, when and if it flares up, I'd go back on the medicine. I'm OK with taking medicine the rest of my life if I have to."

At the end of this article is this NOTE: "This interview took place after Phil Mickelson entered into a partnership with Amgen-Pfizer, an Arthritis Foundation sponsor, in November, 2010."

So, Amgen-Pfizer not only has to pay Phil, they also have to pay the Arthritis Foundation to get his story published! No wonder AMGEN has blown its marketing budget (see here).

Amgen Blows Its Marketing Budget on Phil Mickelson Campaign

Back in August 2010, I asked "Is Phil Mickelson Shilling for Enbrel?" (see this post). My question was prompted by a couple of "news" stories, one of which proclaimed "PGA Championship 2010, Whistling Straits: Phil Mickelson Has Psoriatic Arthritis - Uses Enbrel To Help Manage Condition."

The story also included this quote from Phil: "I have no aches and pains. My back feels great. I feel stronger and more flexible than I've ever been."

That's quite a claim! If Phil made such a claim while being a paid spokesperson for ENBREL, he would have probably violated FDA regulations regarding unsubstantiated claims. He also would have violated FTC regulations regarding celebrity endorsements and testimonials by not disclosing "material connections" (payments or free products) between advertisers and endorsers – connections that consumers would not expect.

Well, Phil IS a shill for ENBREL after all! I missed this November 2010 AMGEN/PFIZER press release that made the announcement. In case that press release is no longer available, here's what it said:

Amgen Inc. (Nasdaq: AMGN), Pfizer Inc. (NYSE: PFE) and world-class professional golfer Phil Mickelson, have entered into a partnership to share Phil's experience with his diagnosis of psoriatic arthritis and treatment with Enbrel(R) (etanercept), and to encourage patients with similar symptoms to visit their doctor for proper assessment and care.


"This partnership with Amgen and Pfizer is important because being a psoriatic arthritis patient has motivated me to share my story," said Phil Mickelson. "I hope to encourage other patients to work with their doctors, learn about their condition and take action so that they have an opportunity to get back to some of the things that matter most to them."


Psoriatic arthritis is a form of arthritis caused by an overactive immune system that can affect not only the body's joints but also the skin. Approximately 600,000 Americans may have psoriatic arthritis. The main joint symptoms of psoriatic arthritis are pain, stiffness and swelling. Rheumatoid arthritis patients experience similar symptoms, however there are important differences between the two conditions, making it important to see a doctor.


Amgen and Pfizer were inspired by Mickelson's approach to managing his condition and by his continued drive to maintain his health. Those same qualities have kept him on top of the competitive world of golf and this is why the companies are excited to be partnering with him. Amgen and Pfizer believe his perseverance in the face of adversity will encourage patients to also work with their doctors to manage their condition and help them get back on course.


Further details and timing of future partnership initiatives will be announced in 2011.

I can't wait for these "further details" to learn more.

One thing I did learn from an insider is this: Amgen cannot afford to sponsor "a cheap and effective Web and cell phone-based patient adherence solution" because it has blown its entire marketing budget on the Phil Mickelson campaign.

It's worth more to AMGEN -- maybe PFIZER too -- to get the ENBREL brand associated with a celebrity and a golf tournament than it is to support patients who are already taking the drug. Considering that the demographic that is attracted to Phil -- mostly older, more affluent men -- it's also a slap in the face to more typical psoriasis sufferers who probably can't afford ENBREL in the first place!

Is Phil Mickelson Shilling for Enbrel?

The golf world was stunned by Tiger Woods' recent poor performance. Another bit of "stunning" news hit the golf world yesterday when the #2 ranked duffer Phil Mickelson announced that he suffers from Psoriatic Arthritis and is being treated with Enbrel. See "Phil Mickelson Arthritis: Will Play At PGA Whistling Straights".

The New York Times also ran a story: "Immune Disorder Could Be an Enduring Test for Mickelson".

Both these articles mentioned that he was being treated with Enbrel, a drug jointly marketed by AMGEN & PFIZER. The first article I cited includes the subtitle "PGA Championship 2010, Whistling Straits: Phil Mickelson Has Psoriatic Arthritis - Uses Enbrel To Help Manage Condition" and includes this quote from Phil: "I have no aches and pains. My back feels great. I feel stronger and more flexible than I've ever been."

Quite an "unsolicited" celebrity endorsement! Amgen/Pfizer could never quote what Phil said on its Enbrel website as in the following completely fabricated (by me) screen shot:

By the way, although you probably cannot see it in Phil's press conference image shown above, his eyes are completely BLOODSHOT, which indicates to me that he is taking something other than Enbrel to ease the pain (see larger image here).

The New York Times helped Enbrel's cause by supplying the following dire statistics about this medical condition: "As many as 7.5 million people in the United States have psoriasis, according to the National Psoriasis Foundation, and about 30 percent of those with psoriasis develop psoriatic arthritis. While psoriasis often appears between the ages of 15 and 25, the arthritis symptoms usually appear later, often between 30 and 50. When it does, there is no rhyme or reason as to which joints will hurt at any given time."

I am willing to bet that this bit of information came straight from AMGEN/PFIZER's PR people.

It probably did NOT come from the "nonprofit Psoriasis Cure Now" group, which issued a press release entitled "Phil Mickelson's Arthritis Shocks Golf World, Psoriasis Cure Now Says a Reminder That Psoriatic Arthritis Is a Serious Disease." That group, which includes Amgen and Pfizer as sponsors, claimed ONLY 1 million people (less than half the number cited in the NYT article) in the US have psoriatic arthritis. "... cases range from mild to what Phil Mickelson described this week. Fortunately, the man on the edge of being ranked the world's number one golfer is taking Enbrel, a biologic treatment that has transformed the lives of many people with psoriasis, psoriatic arthritis, rheumatoid arthritis and other immune system diseases."

My question is this: Is Phil Mickelson being paid as a spokesperson by Amgen or Pfizer either directly or through Psoriasis Cure Now?

I have surveyed readers about the "Use of Patient Testimonials in DTC & Social Media Advertising" (see survey here) and have also written about it in Pharma Marketing News (see "Real Patient Testimonials: An Effective Social Media Marketing Strategy"; use code 'SMOD239' to download it FREE).

P.S. Does Phil have a Twitter account? Will he do branded tweets like racecar driver Charlie Kimball has done for Levemir? (see “Novo Nordisk's Branded (Levemir) Tweet is Sleazy Twitter Spam!”).

P.P.S. Before you go off on a rant, let  me just say that I admire Phil Mickelson -- unless, of course, he is having an extramarital affair we do not know about! I also like Charlie Kimball and Sally Field and each and every pharma celebrity product endorser!