Pharma Force International 11 20 2008

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Worldwide Competitive Information (CI) capabilities of
PharmaForce International.

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Pharma Force International 11 20 2008

  1. 1. COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES 2645 Perkiomen Avenue Reading, PA 19606 USA Phone: 1-610-370-5640 Fax: 1-610-370-5641 E-mail: pfi@pharmaforce.biz
  2. 2. About PharmaForce International <ul><li>Specialists in multi-client (syndicated) and proprietary sales, marketing and medical benchmarking and market research for the pharmaceutical and biotech industries </li></ul><ul><ul><li>United States </li></ul></ul><ul><ul><li>Europe </li></ul></ul><ul><ul><li>India </li></ul></ul><ul><ul><li>Japan </li></ul></ul><ul><ul><li>Russia </li></ul></ul><ul><ul><li>Latin America </li></ul></ul><ul><ul><li>Middle East </li></ul></ul><ul><ul><li>Africa </li></ul></ul><ul><ul><li>Canada </li></ul></ul><ul><li>Multi-lingual staff with direct experience in the pharmaceutical industry and business intelligence </li></ul><ul><ul><li>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 </li></ul></ul>COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES
  3. 3. PharmaForce’s 360  Program COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES Customer Perception Strategic Planning Business Research Benchmarking 360 º Program
  4. 4. PharmaForce’s 360  Program COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES 360 º Program Business Research Strategic Planning Customer Perception Benchmarking
  5. 5. PharmaForce’s 360  Program <ul><li>PharmaForce specializes in providing clients with a 360  perspective on the marketplace for their drugs </li></ul><ul><li>Elements of our 360  program include: </li></ul><ul><ul><li>Benchmarking organizational structures and strategies </li></ul></ul><ul><ul><ul><li>Sales Force </li></ul></ul></ul><ul><ul><ul><li>Medical Affairs </li></ul></ul></ul><ul><ul><ul><li>Managed Markets </li></ul></ul></ul><ul><ul><ul><ul><li>Product portfolio management </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Training programs </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Compensation plans </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Market expenditures </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Deployment and Reporting Structures </li></ul></ul></ul></ul>COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES
  6. 6. PharmaForce’s 360  Program (cont’d) <ul><li>Elements of our 360  program include (cont’d): </li></ul><ul><ul><li>Customer perception surveys </li></ul></ul><ul><ul><ul><li>Physician audience profiling </li></ul></ul></ul><ul><ul><ul><li>High prescriber perception analysis </li></ul></ul></ul><ul><ul><ul><li>Patient perception analysis </li></ul></ul></ul><ul><ul><ul><li>KOL assessments </li></ul></ul></ul><ul><ul><li>Business research capabilities </li></ul></ul><ul><ul><ul><li>Competitive intelligence </li></ul></ul></ul><ul><ul><ul><li>Share-of-voice analysis </li></ul></ul></ul><ul><ul><li>Strategic Planning </li></ul></ul><ul><ul><ul><li>Brand/market assessments </li></ul></ul></ul><ul><ul><ul><li>Therapeutic area outlooks </li></ul></ul></ul><ul><ul><ul><li>Pipeline assessments </li></ul></ul></ul>COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES
  7. 7. Research Techniques <ul><li>Unique combination of field research methodologies can be utilized in any therapeutic area </li></ul><ul><ul><li>Unstructured peer interviews conducted by professional staff </li></ul></ul><ul><ul><li>Highly-detailed benchmarking questionnaires </li></ul></ul><ul><ul><li>Expert panels (in person and web based) </li></ul></ul><ul><li>Through a variety of proprietary survey techniques, PharmaForce has the ability to rapidly develop product and commercial strategy perceptions from key customer constituencies, such as: </li></ul><ul><ul><li>KOLs </li></ul></ul><ul><ul><li>Product Management </li></ul></ul><ul><ul><li>Sales Representatives </li></ul></ul><ul><ul><li>Senior Sales Management </li></ul></ul><ul><ul><li>Medical Affairs Staff </li></ul></ul><ul><ul><li>Patients </li></ul></ul><ul><ul><li>Managed Market Personnel </li></ul></ul><ul><ul><li>Contract Sales Representatives </li></ul></ul>COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES
  8. 8. Field-Tested Primary Source Research Approach COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES <ul><li>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 </li></ul><ul><ul><li>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 </li></ul></ul><ul><ul><li>Supplemented with exhaustive searches of all relevant electronic and printed databases, including PharmaForce’s proprietary databases developed over the past decade </li></ul></ul><ul><li>Database of qualified contacts in the pharmaceutical industry exceeds 35,000 </li></ul><ul><ul><li>Includes personnel in almost every sales and marketing function from sales representatives to senior management </li></ul></ul>
  9. 9. Field-Tested Primary Source Research Approach (cont’d) COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES <ul><li>Typically, 25% of interviewees participate willingly, while another 25% refuse to participate </li></ul><ul><ul><li>Strong interviewing skills and insight come into play with the middle 50% as key partial pieces of data are culled from their limited responses </li></ul></ul><ul><li>One-on-one discussions with multiple knowledgeable sources results in verification of data </li></ul><ul><ul><li>Outliers are quickly identified and assimilated through more interviews </li></ul></ul><ul><li>Triangulation of data from contacts (physicians, current and former employees, and other stakeholders) and PharmaForce’s proprietary research library results in multiple confirmations of findings from all possible perspectives </li></ul>
  10. 10. Interviewing Methodology COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES Target company Competitors Former employees Clinical trial investigators Formulary managers Advertising agencies Physicians, KOLs, hospital and other health care providers Advocacy and cooperative groups, convention personnel, CME development firms, etc. PharmaForce Research Library
  11. 11. Field-Tested Primary Source Research Approach (cont’d) COMPETITIVE ANALYSIS & MARKET RESEARCH CAPABILITIES <ul><li>All employees participate in an ongoing training program to improve interviewing techniques and identify the latest trends in the industry </li></ul><ul><ul><li>Ensures compliance with trade secret laws and all ethical guidelines </li></ul></ul><ul><ul><li>Member of PBIRG and EphMRA </li></ul></ul>
  12. 12. <ul><li>WHY DO COMPANIES USE PHARMAFORCE’S STUDIES? </li></ul>
  13. 13. Competitive Advantages of Using PharmaForce <ul><li>Key competitive advantages of utilizing PharmaForce for your competitive analysis and market research needs include: </li></ul><ul><ul><li>Pharma industry-experienced staff </li></ul></ul><ul><ul><li>Established relationships with over 35,000 industry personnel to gain crucial insights on your key competitors </li></ul></ul><ul><ul><li>One-on-one interviewing with current and former target company employees, KOLs, and patients to obtain the full perspective on your drug and therapeutic area </li></ul></ul><ul><ul><li>Veterans of hundreds of projects in the pharmaceutical and biotech industries </li></ul></ul><ul><ul><li>Ongoing research programs in all major pharmaceutical markets globally with language capabilities to conduct research in virtually any country in the world </li></ul></ul><ul><ul><li>Tailored approach to match your needs and budget </li></ul></ul>
  14. 14. Why Companies Use PharmaForce’s Studies <ul><li>Overall, PharmaForce’s studies provide ACTIONABLE information </li></ul><ul><ul><li>Restructure/expand/add sales forces or other departments </li></ul></ul><ul><ul><li>Thoroughly understand the competitive landscape </li></ul></ul><ul><ul><li>Maximize the success of product launches </li></ul></ul><ul><ul><li>Allocate marketing resources </li></ul></ul><ul><ul><li>Strategically manage product portfolios </li></ul></ul><ul><ul><li>Satisfy the needs of key customer constituencies </li></ul></ul><ul><ul><li>Improve compensation and incentive packages for key employees </li></ul></ul><ul><ul><li>Modify or Enhance training programs </li></ul></ul>
  15. 15. Why Companies Use PharmaForce’s Studies (cont’d) <ul><li>“ Your oncology sales force and marketing expenditure benchmarking is the gold standard in the industry. Our company has purchased the study for 6 consecutive years and could not determine our marketing budgets or sales force POAs without it” </li></ul><ul><li>“ PharmaForce’s competitive intelligence data is by far the most accurate data that we have ever used. Senior management love it. We would not use any other competitive intelligence firm” </li></ul><ul><li>“ Once we used PharmaForce’s benchmarking data in one therapeutic area, I immediately knew that we had to use it in every other therapeutic area in our company” </li></ul>
  16. 16. Examples of Types of Studies Conducted by PharmaForce <ul><li>Pharmaceutical Sales Force Deployment Analyzer </li></ul><ul><li>Competitive Benchmarking of 15 Oncology Sales and Marketing Organizations in the United States; Key Expenditures and Organizational Approaches </li></ul><ul><li>Competitive Benchmarking of 10 Oncology Sales and Marketing Organizations in Europe; Key Expenditures and Organizational Approaches </li></ul><ul><li>Competitive Benchmarking of 10 Oncology Sales and Marketing Organizations in Japan; Key Expenditures and Organizational Approaches </li></ul><ul><li>Competitive Benchmarking of 15 Leading Pharmaceutical Companies’ Strategies for Leveraging the Medical Liaison in the United States </li></ul><ul><li>Competitive Benchmarking of Key Opinion Leader Relationship Management by Leading Pharmaceutical and Biotech Companies in the United States </li></ul><ul><li>Competitive Benchmarking of 10 Leading Pharmaceutical Companies’ Strategies for Managed Markets </li></ul><ul><li>Key Opinion Leader Perspectives on World Class Advisory Boards in Europe </li></ul><ul><li>Key Opinion Leader Perspectives on World Class Advisory Boards in the United States </li></ul><ul><li>Medical Liaison Strategies in Europe: Competitive Benchmarking of Leading Pharmaceutical Companies’ Strategies for Leveraging the Function </li></ul>
  17. 17. Contact Us For more information about PharmaForce International and how our customized research can assist your firm, or to purchase any of our syndicated studies, please contact Paul Johnson 610-370-1793 or [email_address] OVERALL ASSESSMENT

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