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Commercial Effectiveness in Pharma 2012
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Commercial Effectiveness in Pharma 2012

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‘Pharmaceuticals in India’ is a never ending discussion over its growth potential, opportunities, strengths and how your organization can capitalize on them. At the same time, it is essential to know …

‘Pharmaceuticals in India’ is a never ending discussion over its growth potential, opportunities, strengths and how your organization can capitalize on them. At the same time, it is essential to know what obstacles you will face while doing so. To dissect this exciting opportunity, here's India’s first ever conference on commercial excellence in pharma

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  • 1. India’s first ever conference on commercial excellence in pharma Commercial Effectiveness in Pharma 2012 CE- 2012 is a two day conference focusing on implementing Date: effective commercial strategies that are necessary to increase August 3rd- 4th 2012 revenues and profitability in the complex Indian landscape of today. Venue: ‘Pharmaceuticals in India’ is a never ending discussion over its growth potential, opportunities, strengths and how your or-Courtyard Marriott, And- ganization can capitalize on them. At the same time, it is essen- heri (E), Mumbai tial to know what obstacles you will face while doing so. At CE- 2012 we will aim at covering most of the crucial topics Website: over two days.www.pharmasearchconv Event highlights: YOU CAN’T AFFORD  Future Landscape: Learn about the TO MISS IT upcoming developments in the changing pharma landscape and the impact on your business.  Sales and Marketing excellence: Upgrade your marketing strategies, align them with sales initiatives and achieve increased commercial success.  KAM: Is it about time to implement it? Know all about Key Account Management and how it can impact your business. Sales Force Effectiveness: Understand the importance and the changing roles of your SF and FLMs. Case- studies: Hear from the experts and experienced in the industry how they are bringing about a change in their organizations.
  • 2. India’s first ever conference on commercial excellence in pharmaCommercial Effectiveness inPharma 2012 The first ever Commercial Effectiveness convention for pharma in India! With so much changing in the Indian pharma landscape and multiple reports boasting of Indias growth potential, we at PSC thought it would be great to bring together professionals to discuss the most crucial topic for today- Commercial Effectiveness in pharma. After several months of research and interviews with industry experts and forerun- ners, we have come up with a robust agenda to adresss challenges, solutions, trend- setting casestudies and steps to be taken in the future by Indian pharma. Session 1: Current and Future landscape of the Indian Pharmaceuti- cal market Explore the key drivers impacting your company’s business in this fast paced pharma environment  Boom in healthcare: Learn about the growing opportunities with healthcare transfor- mation  Capitalize on the growth opportunities with the rise in specialty drugs. Speciality re- quires special capabilities: Do we agree?  Emergence of Biosimilars in speciality arena: Will it mitigate the rising cost?  Patient Adherence & Compliance-Challenges & Opportunities in speciality space KEY NOTE PRESENTATION: DR. AJIT DANGI (Former Director General of OPPI), CEO and President of Danssen Consulting Preparing India to compete and succeed in the global Pharma market:  Aligning with Global Trends in Pharmaceutical Market to make strong global foot- prints  Identifying Key Strategic Drivers to sustain profitable growth  Leveraging Intellectual Property as a Competitive Strategy  How DIVA (Differentiation, Innovation and Value Addition) can help Indian Pharma to move up the Value Chain Gaining competitive advantage through competitive intelligence:  Understanding the need for competitive intelligence in a challenging pharma environment  The CI process: Executing more than just market research.  Turning CI into commercial strategies for your brand
  • 3. India’s first ever conference on commercial excellence in pharmaCommercial Effectiveness inPharma 2012 Session 2: Marketing Excellence and Execution Data and Customer segmentation:  Understand the urgency of quality data segmentation and right customer targeting for your brand  Upgrade primitive SFE and SFA techniques to yield better commercial results  Doctographics:- Understand the importance of segmenting doctors for an effective commercial model  Use of Technology: Identify the drivers and enablers of better data Panel: Commercial excellence KPIs to be considered as a key growth driver for your company  Benchmark your commercial strategies with competitors to analyze loopholes  Drive commercial excellence by integrating sales and marketing efforts  Learn how to manage the overlap of sales and marketing efforts Enhance commercial effectiveness through marketing communications and programs  Identify the need to change in the growing competitive pharma environment  Understand who are the stakeholders and learn about their roles in your strategy  Marketing programs : How do we de-mystify them?  How do we measure effectiveness through marketing communications? Integrate technology in the measurement process Session 3: Sales Effectiveness and Commercial Intelligence (Analytics) Achieving sales excellence through effective Sales Force Competency analytics To achieve excellence in Sales execution, sales and human resource leaders must adopt new approaches to Sales Force competency model design and implementation. Our dis- cussion covers the following :  Understand why competency assessments matter  Evaluate the process of selecting Sales Force competencies and validate the selected competencies  Learn about competency analytics and driving Sales performance through competen- cies  Know about the ‘Value Edge Competency Management’ implementation
  • 4. India’s first ever conference on commercial excellence in pharmaCommercial Effectiveness inPharma 2012 Changing the face of your sales representative  Overcome the challenge of sales reps not being considered as partners but neces- sary evil by customers  Learn how to bridge the gap between the sales reps and doctors  Find out innovative motivators to influence doctors’ attitude towards sales reps Understand the role of a Front Line Manager  Uncover the paradigm shift of management internally  Learn the importance of goal setting and planning for a front line manager  What are the ‘on-job’ management styles?  How do we evaluate and measure the performance styles? Session 4: Commercial Effectiveness with healthcare ecosystems, KAM and Market Access Understanding Key Account Management for your business  Refine your business strategy by implement an effective and suitable KAM model  Quality approach: Implement a more customer- centric model v/s a product focus- sed one  Learn how to align the KAM model by allocating internal and external resources Effective Market Access models for the Indian Pharma industry  Find out how much of the Indian population actually is your “brand audience”  Is market access a luxury or a necessity in today`s highly competitive and clut- tered pharma industry?  Are we innovative or still using the tactics which can be defined age old?  Explore the market access models that work today! Linking Commercial Effectiveness with Healthcare ecosystems:  Understand the increasing importance of health care providers for your brands commercial success  How do you engage public healthcare systems in your commercial strategy?  What roles do hospitals play in your commercial strategy?  Ensure healthy communicative relationships and build innovative partnerships with the healthcare providers
  • 5. India’s first ever conference on commercial excellence in pharmaCommercial Effectiveness inPharma 2012 KEY NOTE SPEAKER: Deep Bhandari– GM Sales & Marketing Ser- vice Organization ( MSO) at Novartis India Dr. Ajit Dangi- (Former Director General Limited of OPPI), President and CEO of Danssen Consulting Presentation Title: Data and Customer seg- mentation: Presentation title: Preparing India to S. Vardarajan - Associate Director– Head of compete and succeed in the global Commercial Excellence and PMO at Merck Pharma market Presentation Title: Understand the role of a Front Line Manager Anindya Chowdhary - Senior Director, Head - Consumer Healthcare Business - India at Sanofi Panel Session: Commercial Excellence KPIs to be considered as a key growth driver Ashish Srivastav—Business Unit Director—Bristol Myers Squibb Amlesh Ranjan - Associate Director at Sanofi Presentation Title: Understanding Key Account Management for you business Manoj Kumar - Head - Marketing, Global Central Marketing Team, AstraZeneca - Branded Generics Presentation Title: Effective Market Access models for the Indian Pharma industry Girish Joshi - Business Head- Healthcare, India at Kimberly-Clark Panel Session: Linking Commercial Effectiveness with Healthcare ecosystems Deepak Arora - Global Associate Brand Director at Novartis Healthcare Private Limited Presentation title: Explore the key drivers impacting your company’s business in this fast paced pharma environment Chandrasekaran K. N- Former Head of Commercial Operations at Novartis Panel Session: Enhance commercial effectiveness through marketing communications and programs Navneet Sharma- Sr. Analyst (CI) at Novartis Presentation Title: Gaining competitive advantage through competitive intelligence Sanjay Agarwal- Head of Sales training at Novartis Presentation Title: Changing the face of a sales representative Rohit Anand- Managing Director (Sales and Marketing Analytics) @ Value Edge Re- search Presentation Title: Achieving sales excellence through effective Sales Force Competency analytics
  • 6. India’s first ever conference on commercial excellence in pharmaCommercial Effectiveness inPharma 2012 Pharma Search Conventions aims and promises to deliver value- driven conferences that are rarely seen in India. Be a part of this experience and let our attendees know about the right solutions you can offer them. Be a part of the best! By partnering with PSCs you can; Network with the right individuals who are decision makers Exhibit your products and services in the networking area Get noticed in a targeted environment Speak or hold valuable workshops for the audience to showcase your expertise There are very limited exhibition spaces available at Pharma Search Conferences as we pre- fer to make it as pharma friendly as possible. Contact us at the earliest to block your spot now! Media Partners for CE- 2012: Digital Medcom Solutions Silver Sponsor
  • 7. India’s first ever conference on commercial excellence in pharmaCommercial Effectiveness inPharma 2012 Early Bird Discount Regular Rates Type of Pass (Valid from June 1st - June (Valid from July 1st- August 30th) 2nd) 1 day pass 2-day pass 1 day pass 2- day pass Pharma Standard* Rs. 9,999 Rs. 16,999 Rs. 11,999 Rs. 18,999 Pharma premium** Rs. 11,999 Rs. 18,999 Rs. 13,999 Rs. 20,999 Solution providers stan- dard Rs. 10,999 Rs. 17,999 Rs. 12,999 Rs. 19,999 solution providers pre- mium Rs. 12,999 Rs. 19,999 Rs. 14,999 Rs. 21,999 Delegate details:- Name: Company: Job Title: Email: Contact no.: Pass selection:- (*) Access to the 2- day conference (**) Access to the 2- day conference, post event material, workshop material (if any) Payment method: I choose to transfer Rs/$ _________ to Pharma Search Conventions Or I choose to send a cheque/ Demand Draft of Rs/$ __________ to Pharma Search Conven- tions --Or Invoice my company Rs/$ __________ with purchase order no: ________ Or Send an executive to my office address ___________________________________________________________ To collect Rs/$ __________ Contact us at: Akshata Rao, Cheque payable to: Pharma Search Director – Pharma Search Conventions Laboratories Email: akshata@pharmasearchconventions.com For DD or money transfer, contact us. Cell: +91- 9833074566