Trends in Pharma Marketing - Focus and Spending

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What are pharma marketing people doing to drive digital engagement with doctors? An Elsevier survey What do doctors value?

Healthcare

Trends in Pharma Marketing - Focus and Spending

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Ready for the next Webinar on Digitalisation of Pharma Marketing? Digital Excellence Pharma Academy a partnership between MedicinMan and CredoWeb not only equips pharma/devices/diagnostics/disposable company employees with KA$H (you’ll learn about KA$H soon in the future webinars), but offers you the ability to adopt the digital platform to communicate and engage your customers and create lasting experiences to build your relationship with customers. To know more on how to engage doctors via digital, attend 40+ webinars brought to you by CredoWeb in partnership with MedicinMan - follow 3 simple steps: Go to www.credoweb.in Create your “Pharma professional” registration Follow Digital Excellence Pharma Academy page and stay tuned for our webinars for which you will be cordially invited

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Telemedicine Guidelines for Indian Doctors

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Mankind was established in 1991, almost a decade after the industry leaders of today including Dr.Reddy’s and Sun Pharma, but has grown considerably faster than its contemporaries... One reason for this is that unlike major drug makers who have a large portfolio of hundreds of products, mankind prefers to concentrate on a much smaller number of high value products. “they don’t bother with smaller products with a potential value of less than Rs.5 crore,” says a long-time industry watcher. thus Health OK, their OTC product, which is a combination of vitamins and nutritional medicines was able to generate Rs.50 crore in revenue within a year of its launch in 2014-15. This is also the approach adopted by some multinationals like Sanofi, whose CEO Chris Viebacher said, that his company obtained a lion’s share of its revenue from just 15 top selling patented products...

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The Sales View poll concluded with valuable information on several key aspects of the Indian Pharmaceutical field force, especially in the strategies employed by medical sales reps to obtain marketing intelligence. With sales force considered to be a strong pillar of the pharmaceutical industry, gaining pointers on their day-to-day operations, and challenges faced, is indeed an asset in improving the pharma industry. Such weekly and monthly data analysis by IQVIA and leading pharma KOLs will help you understand market dynamics better. Do participate in our polls and keep up with the latest opinions and trends on IQVIA Sales View.

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With healthcare reform now opening the door to more insured patients, it is not overwhelming what we hear nowadays that market access is dead and patient access is the new prescription for healthcare marketing. Patient access helps when there is precariousness in the benefits, which will never be fully known until a product is used in the real world and over a period of time. A patient access centered mindset aims to understand the patient and provider pathways, with the ultimate objective that all those patients who can optimally benefit from a product can have the access to the product. Instead of a win/lose mindset at the core of market access, patient access tries to create win/win/win solutions that lead to value for patients, companies, and the healthcare system at large. In such a scenario, several issues that should deal with patient access should be addressed such as: Patient access as a guiding principle across all functions Developing a clear and compelling value proposition for each stakeholder group Creating a formal framework for understanding the impact of decisions on patient access Getting payer input and advice early on Enhanced patient satisfaction Improved communication through shared data

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This study clarifies the current pharmaceutical drug promotion and prescribing practices in Pakistan. The majority of prescribers and national pharmaceutical firms and to some extent the multinational pharmaceuticals are involved in unethical practices in drug promotion and prescribing. Alarming policies governing the drug promotion and prescribing are required to be implemented by the concerned regulatory authorities to avoid unnecessary harm to the patient’s life and pocket through the unethical drug promotion. The prescribers should not accept any incentives, gifts of financial value from any pharmaceutical companies in return for an increase in prescribing selected brand. On the other hand, pharmaceutical companies must compete in the market on the basis of the drug quality and do not offer any valuable gift and incentives to the prescribers. The interaction between doctors and pharmaceutical firms should be restricted within acceptable boundaries and the authorities must be prepared to play an active role. Strengthening the regulatory machinery and formulating policies in this regard in neces- sary. It is essential that a health care professional such as a pharmacist can play an important role in this process since he/she is an expert in the pharmaceutical field as well as more aware of the outcomes of unethical drug prescribing practices such as polypharmacy and adverse drug reactions.

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Once upon a time, there used to be something known as the medical profession, comprising of doctors, nurses and others who worked at hospitals. in those good old days, over 90 per cent of hospitals and health centres were publicly owned – central or state government, municipal corporations, companies and so on. there were also a few charitable trust hospitals that functioned in a similar manner as the public hospitals. Things began to change in the 1980s, when the first ‘for-profit’ hospital (apollo) was set up, and the central government redefined hospitals as the “healthcare industry” making them eligible for bank loans and other forms of financing. and medical professionals became known as “healthcare providers” though some senior doctors didn’t quite like the new designation. The book, Healers or Predators, is not just timely, but also very appropriate. in his foreword, Nobel Laureate, Amartya Sen describes the scenario as depressing, but the situation is much more – a dystopian world from which there is no escape! the reason is a combination of exploitative hospitals, a callous government, nearly non-existent regulation of all parties – doctors, hospitals, medical gadget manufacturers, and the pharma sector! The book covers a wide canvas: from the flaws in the Medical Council of India, to moral, ethical and societal questions affecting the medical profession.

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Whether Amazon succeeds in the healthcare market, or not, remains to be seen but the reason I believe healthcare is about to get ‘Amazonized’ is because of what Chris Holt, Amazon’s leader of Global Healthcare said recently: “When we think about the healthcare space, our overall philosophy of obsessing around the customer has served us really well. So, we start with the customer and we work backwards.” Such thinking comes as breath of fresh air – so antithetic it is to the current thinking in healthcare. Incumbents might smirk at it, but customer obsession is the primary reason why Amazon and other tech companies have built giant corporations at an unbelievable pace. The rules of the digital economy are different from what we are normally used to. That is why a shift in thinking and mindset is key to winning. New ways of doing business come with new rules...

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DigiStorm 2018 brings together the best of Indian Pharma business leaders to share their insights & perspectives. Pharmaceutical companies have been increasing their engagement with the digital world slowly and cautiously. But the industry has now reached a tipping point: it has to put an end to hiding behind the challenges of engaging with its stakeholders digitally and stop treating digital as an add-on to existing operations. Rather, it needs to embrace a “digital first” engagement model with fundamental consequences for its organization and capabilities. - AT Kearney New Medicine for a New World Time for Pharma to Dive into Digital

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Inside this Issue 1. Editorial: Doctor’s Day with a Difference! MedicinMan reports on a unique celebration of the special day in Mangaluru, Karnataka, organized by a prominent city surgeon and professor and honoring the work of anganwadi workers, medical representatives and the District Health Officer. 2. Briefing the Design Agency: A Skill Oft-Neglected by Pharma Brand Managers by Vivek Hattangadi The design brief can make or break a brand campaign; here’s how to get it right. 3. Indian Pharma Highlights for June 2018 by IQVIA The Indian pharma market clocked 10,460 Crores for month of June with a robust growth at 12.8%. Here are the biggest winners. 4. Pharma’s Silver Lining Continues to Broaden by Salil Kallianpur Salil Kallianpur, Executive Editor, MedicinMan, comments on the IQVIA numbers for June 2018 5. Pharmacology Refresher: Drugs Acting on the Nitric Oxide Pathway by Dr. Anand Lakhar The nitric oxide pathway in the human body is key to the treatment of a variety of diseases from angina to erectile dysfunction 6. Philips Launches India’s 1st Future Health Index by Press Release The FHI is “a research-based platform that helps to determine the readiness of countries to address global health challenges” 7. Book Review: Encyclopedia of Nobel Laureates

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Pharmaceutical marketing has always been challenging. Not being able to reach the final consumer makes it slightly complicated to create brand equity and customer loyalty in the true sense of the word. Since doctors are the key decision makers on behalf of their patients, the craft is often informally referred to as ‘gate-keeper’ marketing. Pharma marketing has got more challenging in the last few decades as new medicines are only a marginal improvement over the ones that are already available. Still, those efforts were handsomely rewarded so long as healthcare spending remained unchecked. However, more recently, winds of change have swept over the industry bringing in a more austere budget environment. Customer willingness to pay large sums for minute benefits is diminishing in the western world, while in self-pay markets such as India, access trumps marketing savvy as the driver of sales due to price caps being enforced.

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