1. Electio Consulting LLC
Power of Knowledge and Proven Success
in the Latin American Life Science Market
Company Overview
2. ‚Electio‛
The Latin equivalent of the word 'alternative‘.
Its literal meaning is 'choice, selection'.
It derives from the verb 'eligo, eligere', which
means 'to pluck out' and therefore 'to choose, pick
out, select.
Alternative
Choice
Selection
Pick
Option
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3. Electio Consulting
A novel Consulting Firm specialized in the
Latin American Life Science* Market.
We are executives with thorough Knowledge,
Operational Experience and Proven Success in this
region.
We bring Solid and Pragmatic Solutions in the areas of
Business Strategy, Operations and Human Capital
Management in addition to the Discovery and
Development of new and creative Business
Opportunities.
* Life Science encompasses Pharmaceutical, Biotechnology, Biologic, Medical
3 Devices, Diagnostic and Over the Counter companies, products and services. 9/2/2010
4. Electio Consulting Partners Brief Bios*
Eduardo Nieto http://www.linkedin.com/in/eduardonieto
28 years of working experience, 24 in the Pharmaceutical Industry. Mexico, Puerto Rico, LA,
USA
Wyeth Pharmaceuticals (2001 - 2009)
President Latin America, Wyeth Operations Committee, Pharma Division Management Team
Glaxo Smith Kline (1986-2001)
Chairman of the PhRMA Latin America Regional Committee 2006 ” 2008, Board member since ‘01
Beat Schillinger http://www.linkedin.com/pub/beat-schillinger/16/43a/915
47 years of working experience, 39 in the Pharmaceutical Industry. Switzerland, Australia, New
Guinea, Canada, USA
Wyeth Pharmaceuticals (1971-2009)
Vice President Finance and CFO Latin America
Haco AG, Fiduciaire Generale, Wild Pty. Ltd., Concrete Constructions, Steamships Trading Co. Ltd
Armando Garcia http://www.linkedin.com/in/armandogarcias
20 years of working experience, 7 in the Pharmaceutical Industry. Mexico, Puerto Rico, USA
Wyeth Pharmaceuticals (2003-2009)
Vice President Human Resources Latin America
Coca-Cola, PepsiCo, YUM, Hilti, Vitro, EDS, Santander Group
Rutgers University, Global Executive Masters in HR Leadership
4 * For more information about us please visit our individual LinkedIn profiles 9/2/2010
5. Some Recent Success Stories
We have grown business while improving efficiencies
Increased Sales of a Millions
Pharmaceutical company
from 400 million to
$1.1 billion in 4+ years
In the same period:
Tripled Operating Profit
Quadrupled Productivity
(sales per employee)
Headcount reduction of 11% in the administrative area and
overall 2% reduction in the region
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6. Some Recent Success Stories
Launch and development of some of the most successful ‚ever‛
brands in the region:
Products
Highly Traditional
Specialized
Bio-tech Established
Vaccines Small Molecules
Oncology Nutritionals
Hematology OTC
Best Place to Work
Increased productivity while improving the working environment and
employee satisfaction
7 individual companies were named Best place to Work in their countries
under our leadership
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7. Some “Common Questions” about doing business in
the Pharmaceutical Market in Latin America:
What is the
What are the Will customers
Healthcare, IP,
Business pay for our
Regulatory,
Opportunities in Innovation?
Legal & Labor
the region? What Price?
Environments?
Who can we
partner with? Who are What is the
What today’s quality of the
companies? customers? Workforce?
I need a trusted How does the
Transition Healthcare
Where: Brazil,
Team. Anyone System work in
Mexico,
who can do each country?
Venezuela?
this?
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8. When doing business in Latin America, “Business as
usual is not an option anymore”, we should inquire:
Are we
capturing the Do we have a
Is our plan full potential highly qualified
aggressive of the region / leadership
each country?
enough? team in place?
Is our Are we
Forecast maximizing
lowballed? our
resources?
Are we Does my
moving Executive
team have
Fast the right
enough? mindset?
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9. Electio Consulting Traits
Real hands on ‚no nonsense‛ Operational Experience
We’ve been there, we’ve done it, we know how
Over 100 years of combined business experience (60+ in Latin
America alone)
Successful Business track record and proven results
Real problem solvers: Pragmatic vs. Academic/Theoretic Solutions
Deep Corporate Knowledge
Multi-cultural ” Multi-country backgrounds
Thorough Knowledge of the Latin American Pharmaceutical
Market
Business Environment Framework: Macro-economic, Healthcare
Systems, Legal & Regulatory, IP, Labor, Culture, etc.
Regional / Country Market dynamics, Challenges and Business
Opportunities
Therapeutic Areas and Products: Ethical, highly specialized,
established, OTC
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10. Electio Consulting Traits
Network: We know the players
Companies: Executives from global, regional and local firms
Regional and Local Industry Associations
Scientific leads and Medical Associations
Government , Institutions, NGO’s
Electio Knowledge Bank: Network of consultants and Associated
Subject Matter Experts
Personalized Client Approach
Partner dedicated to your needs
Our dedication is to the Business Executives that hire us
Virtual Framework
Modern Efficient Structure
Electio Proven Consulting Process
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12. Electio Consulting Areas
Business
Strategy
New Business Human
Opportunities Areas Capital
Operational
Excellence
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13. Business Strategy
Knowledgeable and Experienced Advice on:
Ad-Hoc strategic solutions Sounding Board
Address Business Issues and/or
Management Challenges A nonbiased “Point of View”
Enhance your strategies with When creating or redefining:
new and fresh ideas or a Vision, Direction, Strategy,
different approach Culture, Mindset, Focus, Priority,
Change of Status Quo
Improve Sales and Profit growth
Development of Business Plans
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14. New Business Opportunities
Discover and Develop new and exciting business opportunities
Many companies need strategic partners to maximize the value of their
assets while others want to have access to them. Because of our
knowledge and strong network, Electio Consulting is well placed and
constantly exposed to many of these interesting opportunities.
We might be the right lead for what you are looking for. Please contact us if
you are a company looking to:
Sell or buy products,
Sell or buy a company,
License-In / License-Out products,
Co-Promote or Co-Market products,
Find a distributor for your products,
Expand your presence to new markets,
Need a partner for a Joint Venture
Or you just need a sounding board for a fresh business idea
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15. Human Capital Approach
Talent Plan Mindset
“ Design a unique Blue “ Communicates
Print to align Strategy, Vision and Strategy
Capabilities,
“ Indoctrinates and
Positions, Resources
“ Mapping the quality models on company “ Creates the
and Players to
and robustness of your culture and values differentiating
support/enable your
Talent Bank for short “ Drives and factor, the
organization to competitive
and long term success strengthens
perform and execute advantage
“‚Acid test‛ to the Talent individual/organizati
in an environment of “ Promotes the
Bench to ensure onal performance
accelerated change alignment, readiness and engagement
“ Attracts, Mentors and
and competition quality of top talent in “ Triggers the
critical positions
Inspires tomorrow’s
discretionary effort
leaders
“Talent building-
incubation-acceleration
programs based on gaps
Organizational
Leadership
Architecture
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16. Operational Excellence
Maximize, Optimize, Increase, Improve Top and Bottom Lines
Audit and Assess
A. Revenue Generating Areas
Product Portfolio Maximization
Marketing and Sales Resource Allocation
Price ” optimize, align to product life cycle
B. Operational Efficiencies:
Cost containment or reduction initiatives
Operating Expense efficiencies
Improved Forecast Accuracy
Optimization, elimination or outsourcing of ‚no value added tasks‛
Performance Measurement
KPIs ” Key Performance Indicators
Balanced Scorecard
Early Warning System
Optimal remuneration structure (Salaries, Bonuses/Rewards, Benefits)
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17. Electio Consulting Process
Alternative
Problem Execution
Diagnosis Solutions Results
Definition
Proposal
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18. Electio Knowledge Bank Concept
Network of Experts and Consultants
Electio
Electio Partners
Consulting
Subject Matter Experts
Country leads, Finance, HR,
Network of Top Executives, with
Legal, CRO’s, Medical,
proven Business Acumen
And Operational Experience Regulatory, Sales and Marketing,
Public Affairs, Business
Development, etc.
Associated Consulting
Firms Talent Mapping, Market
Research, Support Services,
Added Business Capabilities Publishing Services, etc.
and tools used Ad-Hoc
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19. Additional Services:
Business Transitions
Stakeholder and Strategic
Negotiations Training Program
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20. Business Transitions*
When in need of trusted and immediate control of your local operations
Support major structural changes with support from capable and reliable
executives or transition team.
A. Start-ups, Joint Ventures:
Help you land the business project, structure and staff the organization fast and
effectively while establishing the long term executive team.
B. Need someone at executive level to temporarily step in due to unexpected
circumstances:
GM’s
Functional positions
Lack of trust in local organization
C. Help you Select and recruit the best talent in the market,
Together with Hiring Search Firm, will ensure that best talent in market is being
selected/recruited with good fit into organizational culture
We will ensure that newly hired executives become fully operational and effective for
your organization in shortest time possible
20 * Services limited to applicable local laws and regulations 9/2/2010
21. Stakeholder and Strategic Negotiations
Training Program (1)
Electio Consulting has partnered with Monere Consulting to bring to Latin
America the: ‚Stakeholder and Strategic Negotiations Training Program‛.
This is a unique and advanced course specifically developed for the top
executive level of Life Science companies, to help them achieve a new level of
sophistication and strength of their negotiation capabilities, build sustained
relationships with governments and reimbursement authorities, and ultimately
achieve their commercial goals.
Our approaches have been applied with commercial success for small and
large molecules as well as vaccines in Europe, Canada, Latin America and the
Asia/Pacific region.
For more detailed information about the program, please contact us or go to
21 www.monereconsulting.com 9/2/2010
22. Stakeholder and Strategic Negotiations
Training Program (2)
Our program's goals:
Shift funding discussion with payers from commercial only towards strategic/political
thinking.
Improve negotiation skills of country management and head office personnel supporting
them.
Reduce policy and funding hurdles for successful penetration of innovation.
Develop the company's, trade association's and individual staff's reputation with
policymakers.
Our program's approach to address your challenges:
Hold a 3-day intensive and completely interactive session in Negotiations Preparation
and Execution, and Stakeholder Management, for your company's or trade association's
team.
Have small groups (3-4 participants) prepare a brief negotiation slide presentation for a
"mock negotiation" to petition for product reimbursement or policy endorsement (for
associations).
Hold simulated negotiations using their presentations (1hour/group) before a "mock"
government commission with immediate performance feedback and critique by advisors
of the Harvard Negotiation Project.
Develop the company's, trade association's and individual staff's reputation with
policymakers.
For more detailed information about the program, please contact us or go to
22 www.monereconsulting.com 9/2/2010
23. Companies that can benefit from
Electio Consulting
Needing specialized expertise / advice about the
Latin American Pharmaceutical Ethical,
Global,
Biotechnology and/or OTC Markets
Multinational,
Regional or Local
Interested in establishing their Presence, Business
companies
or Products at regional or country level
Seeking a “Dramatic Transformation” in their
Equity Funds /
companies
Venture Capital /
Investment Banks
Interested in finding Strategic Partners to Develop
New Business Opportunities
Consulting Firms in
Sounding board, Audit and Assess
need of specialized
know-how
”Extra hands” to deliver their business plan
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24. To Summarize:
Thorough Experience and Knowledge of the Latin
American Life Science Market
Real hands on ‚no nonsense‛ Operational
Experience
Outstanding Network
Comprehensive Consulting Areas of Expertise
Personalized Client Approach
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