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Mentor


                                           Focus on the
                                                          feedback
                                                                     ADVANCED
                                            big moves

                            Heighten
                         competitiveness
                                                                     STRATEGIC
Create unique
                Higher
                impact                                               MARKETING™
opportunities


                                                                     Leading Competitive Markets and
                                                                     Creating the Strategic Edge©



                                                                          Istanbul, Turkey,
                                                                         15,16,17- May 2013



                                                                         INNOVARA, INC.
• Is a global business and management development company providing highly customized
                          training and business development services for industry, academia and medical thought
                          leaders. INNOVARA focus is healthcare and our ultimate goal is to enhance healthcare in
                          general through our wide range of successfully proven services and training. For over 25
                          years, the team has been consistently recognized by our customers for delivering high
INNOVARA, INC.            quality, tangible results while maintaining the highest level of integrity.




                         • • Get an inside look into the future of the Pharmaceutical Industry
                           • Learn the latest trends in the pharmaceutical Marketing
                           • Understand the criteria of excellence and learn how you can lead your organization to the
                           winners circle
5 Reasons to Register at   • Get real-world implementation advice from the industry thought leaders
      INNOVARA             • Network with other Marketers from pharmaceutical companies where you can share your
    Pharmaceutical
Marketing open seminars
                           opinions and knowledge
3-Marketing
                                                                               Mentors
                                       2-Competitive                           • This “ask the expert” session is a
                                                                                 robust, open Q&A session that
                                       Analysis                                  allows other questions or ideas
                                                                                 that have been identified or
1-Shaping Markets                                                                proposed in the previous days to
                                       • New approaches to competitive           be answered by the expert
and Levers                               portfolio management and
                                         creating a competitive
                                                                                 instructor and also discussed by
                                                                                 the group as a whole, to
                                         culture, using APPLES©                  encourage shared learning and
• An intense case based session          methodology. Each person will
  looking at four or more global                                                 expertise.
                                         also complete a KaRISMA©
  market leaders and how they            assessment on their own
  were able to enter problematic         competitiveness, that allows them
  markets. Introduces the unique         to identify specifically where they
  6X6 Matrix of Building Market          would benefit from improvement,
  Leaders©. This allows
  participants to understand
  implications for their own brands.
Day One:                                Day Two:                               Day Three:
 “Shaping and Leading Markets”         “The Heart of Competitive Strategy”                  “Big Moves”

• Top Global Trends in the             • Competitive Competency Analysis:       • Team Challenge: Your Team’s BIG
  Pharmaceutical Industry                KaRISMA© assessment scoring and          MOVES using the tools introduced
• The Innovara 6X6 Matrix of Market      analysis; developing a personal plan     through Advanced Strategic
  Leadership: 6 Situations and 6         of action to improve competitive         Marketing
  Levers that offer companies and        competency                             • BIG MOVES team competition and
  brands unique opportunities to       • Countering Competition: The              learning to critique a plan
  shape and lead markets                 APPLES™ competitive success            • Marketing Mentors session to share
• 4 to 6 Global Brands – how the 6X6     formula                                  best practices and expert answers
  Matrix worked for them               • Preparing Big Moves in Competitive       to your own tough questions
• Case Study– Opportunities and          Strategy (APPLES Competition)
  levers for brand and market
  leadership
• Application to participant’s
  company’s brands
• Evening: Complete the KaRISMA
  assessment, ready to be scored the
  next day
Ask-the-
Interactive                                                    Team                          expert
  lecture                     Workshops                      challenges                    discussion.



               Mini-team                     Workmates                        Poster
                exercise                                                    presentatio
                                                                                ns

   In addition, The group will be divided into teams of 4 – 5 people each. These teams either will work on a
        brand of their choosing (e.g. from within the group) or will be assigned to a hypothetical case study that
        is based upon a real product in a pre-launch or recently launched phase. This case is developed by
        Innovara based upon the inputs of the senior management of the companies who will be attending
        the program. as to their areas interest for their participants (e.g. oncology, other specialty
        Pharma, general medicine, specialty diagnostics, medical devices, etc.) with a backgrounder prepared by
        Innovara and sent to the participants in advance of the seminar.
Senior and Middle Marketing Management




                  Business Unit Managers




                    General Managers



   Medical and Sales Directors desiring to become more
                   marketing oriented.



Others responsible for both marketing and sales functions at
                    a more senior level.
Malcolm G. Schokman
                     Vice President - Asia Pacific Region
                     Innovara, Inc.


Based in Australia, Mr. Schokman joined Innovara in 2001 as the Vice President responsible for operations in the
Asia Pacific region, excluding Greater China. He also works on global projects involving marketing
strategy, marketing skills development and business and marketing strategy consulting.
Prior to joining Innovara, Inc., Mr. Schokman spent twenty-two years of marketing, sales, general management and
consulting experience in the healthcare industry, mainly in the Asia Pacific region. He began his career in the
industry with Glaxo and in a career that spanned two decades with MNC’s he worked in six countries in Asia, Sri
Lanka, Singapore (in the regional office), Indonesia, Philippines, Hong Kong and China, holding positions in Product
Management, Training and as Sales and Marketing Manager, Marketing Director and General Manager. He was
appointed as an Executive Director to the Glaxo Boards in Sri Lanka, Philippines, Hong Kong and China. He was
responsible for setting up the sales and marketing systems for Indonesian operations and was the commercial team
head behind the major new product development and manufacturing projects in China. He held regional marketing
positions in Singapore and HK/China.
For any further details contact us on :
Ayman Amin, B.Ph.MBA
Associate Training Consultant, MENA
INNOVARA, Inc.
Mobile: 002-0111 793 44 66
Ayman.amin@zadgroup.org
Innovara.MENA@Innovara.com
www.Innovara-mena.com

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Advanced Strategic Marketing

  • 1. Mentor Focus on the feedback ADVANCED big moves Heighten competitiveness STRATEGIC Create unique Higher impact MARKETING™ opportunities Leading Competitive Markets and Creating the Strategic Edge© Istanbul, Turkey, 15,16,17- May 2013 INNOVARA, INC.
  • 2. • Is a global business and management development company providing highly customized training and business development services for industry, academia and medical thought leaders. INNOVARA focus is healthcare and our ultimate goal is to enhance healthcare in general through our wide range of successfully proven services and training. For over 25 years, the team has been consistently recognized by our customers for delivering high INNOVARA, INC. quality, tangible results while maintaining the highest level of integrity. • • Get an inside look into the future of the Pharmaceutical Industry • Learn the latest trends in the pharmaceutical Marketing • Understand the criteria of excellence and learn how you can lead your organization to the winners circle 5 Reasons to Register at • Get real-world implementation advice from the industry thought leaders INNOVARA • Network with other Marketers from pharmaceutical companies where you can share your Pharmaceutical Marketing open seminars opinions and knowledge
  • 3. 3-Marketing Mentors 2-Competitive • This “ask the expert” session is a robust, open Q&A session that Analysis allows other questions or ideas that have been identified or 1-Shaping Markets proposed in the previous days to • New approaches to competitive be answered by the expert and Levers portfolio management and creating a competitive instructor and also discussed by the group as a whole, to culture, using APPLES© encourage shared learning and • An intense case based session methodology. Each person will looking at four or more global expertise. also complete a KaRISMA© market leaders and how they assessment on their own were able to enter problematic competitiveness, that allows them markets. Introduces the unique to identify specifically where they 6X6 Matrix of Building Market would benefit from improvement, Leaders©. This allows participants to understand implications for their own brands.
  • 4. Day One: Day Two: Day Three: “Shaping and Leading Markets” “The Heart of Competitive Strategy” “Big Moves” • Top Global Trends in the • Competitive Competency Analysis: • Team Challenge: Your Team’s BIG Pharmaceutical Industry KaRISMA© assessment scoring and MOVES using the tools introduced • The Innovara 6X6 Matrix of Market analysis; developing a personal plan through Advanced Strategic Leadership: 6 Situations and 6 of action to improve competitive Marketing Levers that offer companies and competency • BIG MOVES team competition and brands unique opportunities to • Countering Competition: The learning to critique a plan shape and lead markets APPLES™ competitive success • Marketing Mentors session to share • 4 to 6 Global Brands – how the 6X6 formula best practices and expert answers Matrix worked for them • Preparing Big Moves in Competitive to your own tough questions • Case Study– Opportunities and Strategy (APPLES Competition) levers for brand and market leadership • Application to participant’s company’s brands • Evening: Complete the KaRISMA assessment, ready to be scored the next day
  • 5. Ask-the- Interactive Team expert lecture Workshops challenges discussion. Mini-team Workmates Poster exercise presentatio ns In addition, The group will be divided into teams of 4 – 5 people each. These teams either will work on a brand of their choosing (e.g. from within the group) or will be assigned to a hypothetical case study that is based upon a real product in a pre-launch or recently launched phase. This case is developed by Innovara based upon the inputs of the senior management of the companies who will be attending the program. as to their areas interest for their participants (e.g. oncology, other specialty Pharma, general medicine, specialty diagnostics, medical devices, etc.) with a backgrounder prepared by Innovara and sent to the participants in advance of the seminar.
  • 6. Senior and Middle Marketing Management Business Unit Managers General Managers Medical and Sales Directors desiring to become more marketing oriented. Others responsible for both marketing and sales functions at a more senior level.
  • 7. Malcolm G. Schokman Vice President - Asia Pacific Region Innovara, Inc. Based in Australia, Mr. Schokman joined Innovara in 2001 as the Vice President responsible for operations in the Asia Pacific region, excluding Greater China. He also works on global projects involving marketing strategy, marketing skills development and business and marketing strategy consulting. Prior to joining Innovara, Inc., Mr. Schokman spent twenty-two years of marketing, sales, general management and consulting experience in the healthcare industry, mainly in the Asia Pacific region. He began his career in the industry with Glaxo and in a career that spanned two decades with MNC’s he worked in six countries in Asia, Sri Lanka, Singapore (in the regional office), Indonesia, Philippines, Hong Kong and China, holding positions in Product Management, Training and as Sales and Marketing Manager, Marketing Director and General Manager. He was appointed as an Executive Director to the Glaxo Boards in Sri Lanka, Philippines, Hong Kong and China. He was responsible for setting up the sales and marketing systems for Indonesian operations and was the commercial team head behind the major new product development and manufacturing projects in China. He held regional marketing positions in Singapore and HK/China.
  • 8. For any further details contact us on : Ayman Amin, B.Ph.MBA Associate Training Consultant, MENA INNOVARA, Inc. Mobile: 002-0111 793 44 66 Ayman.amin@zadgroup.org Innovara.MENA@Innovara.com www.Innovara-mena.com