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Global Pharmaceutical Sales Force

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Easy-to-use web-based database enables users to generate custom reports based upon any combination of these variables: Brand, Therapeutic area, Company, Country and Time period.

Easy-to-use web-based database enables users to generate custom reports based upon any combination of these variables: Brand, Therapeutic area, Company, Country and Time period.


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  • 1. PharmaForce International Inc. Insightful Intelligence with a Global Reach Global Headquarters 2645 Perkiomen Avenue • Reading, PA 19606 • (610) 370-5640 • Fax (610) 370-5641 • www.pharmaforce.biz Global Pharmaceutical Sales Force Deployment Analyzer Europe, India, Japan, Latin America and the United States
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  • 3. About PharmaForce International • Specialists in multi-client (syndicated) and proprietary sales, marketing and medical benchmarking and market research for the pharmaceutical and biotech industries • Global leaders in identifying “everything and anything” that pharmaceutical companies want to know about the operations of their competitors and perspectives of their customers • Multi-lingual staff with direct experience in the pharmaceutical industry and business intelligence – Hundreds of years of combined industry experience as District Managers, Product Managers, Medical Information Specialists, Market Research Directors, Training Managers and Country Business Unit Directors Copyright 2013 by PharmaForce International R E A D I N G, P A 2 GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES
  • 4. Field-Tested Primary Source Research Approach More than 90% of the information for any project is derived from one-on-one interviews with individuals in the industry, including current and former employees of the target organizations – Interviewers draw upon their knowledge and personal experiences in the industry to form a common bond with interview targets and engage in peer-to-peer discussions about topics of common interest – Supplemented with exhaustive searches of all relevant electronic and printed databases, including PharmaForce’s proprietary databases developed over the past decade Database of qualified contacts in the pharmaceutical industry exceeds 45,000 – Includes personnel in almost every sales and marketing function from sales representatives to senior management – Systematic, ongoing process to add new contacts Copyright 2013 by PharmaForce International R E A D I N G, P A 3 GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES
  • 5. Field-Tested Primary Source Research Approach (cont’d) Typically, 25% of interviewees participate willingly, while another 25% refuse to participate – Strong interviewing skills come into play with the middle 50% as key partial pieces of data are culled from their limited responses – Ability to trade data on previously-researched companies dramatically increases the level of cooperation One-on-one discussions with multiple knowledgeable sources result in verification of data – Outliers are quickly identified and assimilated through more interviews Copyright 2013 by PharmaForce International R E A D I N G, P A 4 GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES
  • 6. Triangulation of data from contacts who are customers, suppliers and target company employees results in multiple confirmations of findings from all possible perspectives – Previous research experience on the topics allows for the widest possible knowledge base of the target deliverables and key resources Copyright 2013 by PharmaForce International R E A D I N G, P A 5 GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES Field-Tested Primary Source Research Approach (cont’d)
  • 7. About the Global Deployment Analyzer Based on client requests for timely and accurate deployment and marketed product information, PharmaForce International developed the Global Pharmaceutical Sales Force Deployment Analyzer – Powerful web-based database program that covers the deployment of leading pharmaceutical companies’ sales forces in the United States, Europe, India, Japan and selected Latin American countries – Easy-to-use database contains up-to-date information on leading companies in Europe, India, Japan , Argentina, Brazil , Mexico and the United States – Continuously-updated database  As PharmaForce receives new or revised data on each of the target companies, the new data will be immediately added to the database  No waiting for the next quarterly or yearly installment Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 6
  • 8. About the Global Deployment Analyzer (cont’d) Available database programs – European Deployment Analyzer database  Introduced in 2003  Information about 25 leading pharmaceutical companies’ sales forces – Japan Deployment Analyzer database  Launched in 2009  Information about 26 leading pharmaceutical companies’ sales forces – U.S. Deployment Analyzer database  Introduced in 2008  Information about over 60 leading pharmaceutical companies’ sales forces Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 7
  • 9. About the Global Deployment Analyzer (cont’d) – India Deployment Analyzer database  Introduced in 2012  Information about 12 leading pharmaceutical companies’ sales forces – Latin America Deployment Analyzer database  Introduced in 2012  Information about 13 companies in Argentina, Brazil and Mexico Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 8
  • 10. About the Global Deployment Analyzer (cont’d) Easy-to-use web-based database enables users to generate custom reports based upon any combination of the following variables: – Brand – Therapeutic area – Company – Country – Time period Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 9
  • 11. About the Global Deployment Analyzer (cont’d) Data available in the Deployment Analyzer includes: – Total number of company Sales Representatives deployed by sales group:  Primary Care  Specialty/Hospital – Number of Sales Representatives by therapeutic area – Number of Sales Representatives (Full-Time Equivalents/FTEs) supporting individual brands  Based on “relative effort” reported by company personnel in interviews – Product priorities by each:  Sales group  Sales force (U.S. only)  Therapeutic area Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 10
  • 12. About the Global Deployment Analyzer (cont’d) Average salaries and bonuses Data available in the U.S. and Japan Deployment Analyzers also includes: – Total number of District Managers, Regional Managers and other sales management by group/division as defined by the target company – Sales group organizational structures – Call Reach & Frequency Analysis Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 11
  • 13. Comprehensive List of Therapeutic Areas Covered in the Database Anti-Infectives (includes antibiotics, anti-fungals anti-virals) Cardiovascular CNS, Pain and Anesthesia Dermatology Endocrinology and Metabolic Disorders Gastrointestinal Gynecology/Women’s Health Nephrology and Transplantation Oncology and Hematology Ophthalmology Respiratory and Allergy Rheumatology, Bone and Inflammation Urology Vaccines Other Copyright 2013 by PharmaForce International R E A D I N G, P A GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES 12
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  • 15. 10 Target Countries Copyright 2013 by PharmaForce International R E A D I N G, P A 14 Austria Belgium France Germany Italy Netherlands Spain Sweden Switzerland United Kingdom EUROPE DEPLOYMENT ANALYZER
  • 16. Target Companies Copyright 2013 by PharmaForce International R E A D I N G, P A 1. AbbVie (incl. former Solvay) 2. Amgen 3. Astellas 4. AstraZeneca 5. Bayer 6. Biogen Idec 7. Boehringer Ingelheim 8. Bristol-Myers Squibb 9. Celgene 10. Daiichi-Sankyo 11. Eisai 12. Eli Lilly 13. GlaxoSmithKline 14. Janssen 15. Lundbeck 16. Merck Serono 17. Merck Sharp & Dohme (incl. former Schering-Plough) 18. Novartis 19. Novo Nordisk 20. Pfizer 21. Roche 22. Sanofi (incl. former Genzyme) 23. Takeda (incl. former Nycomed) 24. Teva (incl. former Cephalon) 25. UCB 15 EUROPE DEPLOYMENT ANALYZER
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  • 18. Target Companies Copyright 2013 by PharmaForce International R E A D I N G, P A 1. AbbVie 2. Biocon 3. Cipla 4. Dr. Reddy Labs 5. Eli Lilly 6. Fresenius Kabi 7. Lupin 8. Mankind 9. Novartis 10. Pfizer 11. Sanofi 12. Sun INDIA DEPLOYMENT ANALYZER 17
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  • 20. Target Companies Copyright 2013 by PharmaForce International R E A D I N G, P A 1. AbbVie 2. Astellas 3. AstraZeneca 4. Banyu (incl. former Schering-Plough) 5. Bayer 6. Bristol-Myers Squibb 7. Chugai 8. Daiichi-Sankyo 9. Dainippon Sumitomo 10. Eisai 11. Eli Lilly 12. GlaxoSmithKline 13. Janssen 14. Kyowa Hakko Kirin 15. Mitsubishi Tanabe 16. Nippon Boehringer Ingelheim 17. Nippon Kayaku 18. Novartis 19. Otsuka 20. Pfizer 21. Sanofi 22. Shionogi 23. Taiho 24. Taisho Toyama 25. Takeda 26. Yakult Honsha JAPAN DEPLOYMENT ANALYZER 19
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  • 22. Target Companies Copyright 2013 by PharmaForce International R E A D I N G, P A 1. AstraZeneca 2. Bayer 3. Boehringer Ingelheim 4. Bristol-Myers Squibb 5. Eli Lilly 6. EMD Serono 7. Genentech/Roche 8. GlaxoSmithKline 9. Janssen 10. Merck 11. Novartis 12. Pfizer 13. Sanofi LATIN AMERICA DEPLOYMENT ANALYZER 21
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  • 24. Target Companies Copyright 2013 by PharmaForce International R E A D I N G, P A 1. AbbVie 2. Abbott Medical Optics 3. Actavis (formerly Watson) 4. Actelion 5. Alcon (incl. Ciba Vision) 6. Alexion 7. Allergan 8. Allos 9. Amgen 10. Astellas (incl. OSI) 11. AstraZeneca 12. Auxilium 13. Bausch & Lomb (incl. former Ista) 14. Baxter 15. Bayer 16. Biogen Idec 17. Boehringer Ingelheim 18. Bristol-Myers Squibb (incl. former Amylin) 19. Celgene (incl. former Abraxis Bioscience) 20. Cooper Vision 21. Cubist 22. Daiichi-Sankyo 23. Eisai 24. Eli Lilly & Company 25. EMD Serono 26. Endo (incl. former Indevus) 27. Ferring 28. Forest Lab 29. Fougera Pharmaceutical 30. Galderma 31. Genentech/Roche 32. Gilead 33. GlaxoSmithKline (incl. former Stiefel) 34. Ipsen U.S. DEPLOYMENT ANALYZER 23
  • 25. Target Companies (cont’d) Copyright 2013 by PharmaForce International R E A D I N G, P A 35. Iridex 36. J&J Ophthalmics/Vistakon 37. Janssen Biotech (formerly Centocor) 38. Janssen Pharmaceuticals 39. Meda 40. Merck (incl. former Schering-Plough and Inspire) 41. Merz 42. Novartis 43. Novo Nordisk 44. Onyx Pharmaceuticals 45. Otsuka 46. Pfizer (incl. former Wyeth and King) 47. Purdue 48. Regeneron 49. Sanofi (incl. former Genzyme) 50. Sanofi Pasteur 51. Shire 52. Sunovion (formerly Sepracor) 53. Spectrum (incl. former Allos) 54. Synergetics 55. Takeda (incl. former Millennium) 56. Teva (incl. former Cephalon) 57. UCB 58. Valeant (incl. former Medicis and Dermik) 59. ViiV Healthcare 60. United Therapeutics 61. Warner Chilcott 24 U.S. DEPLOYMENT ANALYZER
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  • 27. Access to the Global Deployment Analyzer Database Any employee of your organization globally may access the Deployment Analyzer at any time, 24 hours a day – Accessible from any computer in the world with Internet access Access the Global Pharmaceutical Sales Force Deployment Analyzer online at http://www.pharmaforce.biz/ Support – When logged into the database, pausing the cursor over a search button will activate a description of the search function – Visit the FAQ section in the database for questions about our terminology and methodology Copyright 2013 by PharmaForce International R E A D I N G, P A DATABASE ACCESS 26

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