This document provides an overview of the June 2015 edition of the Pharmacy Business Insight publication. It includes articles on adopting an entrepreneurial approach in pharmacy businesses from perspectives such as building an entrepreneurial culture, the psychology of success, and lessons from a founder of a children's oral hygiene product company. The publication discusses growing therapeutic categories in pharmacy dispensary, contributing experts, and strategies for pharmacists to engage customers and better meet their health needs through entrepreneurial actions like talking to neighboring businesses and observing customers.
Free E-Book: Understanding Physician Behavior - Getting to "Yes" by Knowing Whyhealthsalestraining
The document discusses strategies for pharmaceutical sales representatives to effectively engage with physicians. It covers differentiating physicians based on their specialty and practice, engaging the entire organization to drive sales, and applying predictive analytics. Case studies are presented on fielding a new rep, energizing sales of a late-market drug, and rolling out a new product. Key recommendations include understanding physician and practice dynamics, crafting targeted messages, and developing a consistent sales methodology.
Personal Trainer Magazine: Fitness Business, Marketing and Career Successdanieljacobes
Learn how to get more fitness clients, promote yourself as a fitness professional. For more detail you can check out at http://www.personaltrainermagazine.com
This document provides information about a one-day pharmaceutical sales training program run by Road Scholars Training. The training covers key skills for roles in pharmaceutical sales like territory management, selling skills, and understanding the industry. It costs $690 and provides credits toward a Certificate IV in Business qualification. Testimonials praise the trainer Daniele Lima's passion and the course's success in helping people enter the pharmaceutical industry.
Authority Marketing Platform Resources PageJuross Madrid
This document promotes a program called the Health Leaders Academy Fast Track to Freedom Blueprint that claims to help natural health practitioners double their income while halving their working hours. It discusses 7 common problems practitioners face, including needing high client volumes, lack of business training, unprofitable practices, poor marketing, inability to take time off, difficulties employing staff, and trying to fit a square business model into a round hole. It then outlines how the program's 7-month curriculum addresses each problem through business and practice management strategies like reworking pricing models, developing strategic plans, focusing on corrective client care over symptomatic care, implementing marketing systems, leveraging processes, and building profitable teams. Examples are given of practitioners who have significantly increased their profits
This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.
UBC Phar400 Business of Retail Pharmacy 3.0 11Sept2015Gerry Spitzner
This document provides an overview of retail community pharmacy management. It discusses thought starters on customer experience and operational areas. It outlines different pharmacy formats including corporate, franchise, banner, and independent pharmacies. It also discusses pharmaceutical logistics and supply chains. The document explores future developments, opportunities, and trends for retail pharmacies, including a shift towards payment based on patient outcomes rather than medication volume. It emphasizes the importance of patient services and engagement to leverage pharmacists' role in healthcare.
The document provides 5 tips for making patients sales teams for healthcare providers: 1) demonstrate genuine empathy, 2) see things from the patient's perspective, 3) focus on reducing patient costs rather than viewing them as a source of revenue, 4) prioritize investing in patient care today over worrying about future profits, and 5) treat each patient as a individual rather than just a number. The overarching message is for healthcare providers to shift their mindset from seeing patients as sources of revenue and instead focus on providing the best possible care experience from the patient's perspective.
Free E-Book: Understanding Physician Behavior - Getting to "Yes" by Knowing Whyhealthsalestraining
The document discusses strategies for pharmaceutical sales representatives to effectively engage with physicians. It covers differentiating physicians based on their specialty and practice, engaging the entire organization to drive sales, and applying predictive analytics. Case studies are presented on fielding a new rep, energizing sales of a late-market drug, and rolling out a new product. Key recommendations include understanding physician and practice dynamics, crafting targeted messages, and developing a consistent sales methodology.
Personal Trainer Magazine: Fitness Business, Marketing and Career Successdanieljacobes
Learn how to get more fitness clients, promote yourself as a fitness professional. For more detail you can check out at http://www.personaltrainermagazine.com
This document provides information about a one-day pharmaceutical sales training program run by Road Scholars Training. The training covers key skills for roles in pharmaceutical sales like territory management, selling skills, and understanding the industry. It costs $690 and provides credits toward a Certificate IV in Business qualification. Testimonials praise the trainer Daniele Lima's passion and the course's success in helping people enter the pharmaceutical industry.
Authority Marketing Platform Resources PageJuross Madrid
This document promotes a program called the Health Leaders Academy Fast Track to Freedom Blueprint that claims to help natural health practitioners double their income while halving their working hours. It discusses 7 common problems practitioners face, including needing high client volumes, lack of business training, unprofitable practices, poor marketing, inability to take time off, difficulties employing staff, and trying to fit a square business model into a round hole. It then outlines how the program's 7-month curriculum addresses each problem through business and practice management strategies like reworking pricing models, developing strategic plans, focusing on corrective client care over symptomatic care, implementing marketing systems, leveraging processes, and building profitable teams. Examples are given of practitioners who have significantly increased their profits
This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.
UBC Phar400 Business of Retail Pharmacy 3.0 11Sept2015Gerry Spitzner
This document provides an overview of retail community pharmacy management. It discusses thought starters on customer experience and operational areas. It outlines different pharmacy formats including corporate, franchise, banner, and independent pharmacies. It also discusses pharmaceutical logistics and supply chains. The document explores future developments, opportunities, and trends for retail pharmacies, including a shift towards payment based on patient outcomes rather than medication volume. It emphasizes the importance of patient services and engagement to leverage pharmacists' role in healthcare.
The document provides 5 tips for making patients sales teams for healthcare providers: 1) demonstrate genuine empathy, 2) see things from the patient's perspective, 3) focus on reducing patient costs rather than viewing them as a source of revenue, 4) prioritize investing in patient care today over worrying about future profits, and 5) treat each patient as a individual rather than just a number. The overarching message is for healthcare providers to shift their mindset from seeing patients as sources of revenue and instead focus on providing the best possible care experience from the patient's perspective.
The document provides an overview of Dr. Awais e Siraj's background and qualifications as a course facilitator. It then outlines the topics and objectives that will be covered in the course, including sharpening selling skills, understanding customers, and preparing for communications. The course will also focus on maintaining ethics, continuously improving, and demanding truth from customers and partners. Several diagrams are also included that illustrate concepts like the pillars of pharmaceutical selling and the pharmaceutical sales cycle.
Bob Mangat's "The Insider" Newsletter Issue # 1Bob Mangat
http://www.bobmangat.com Welcome to the first edition of “the Insider” where we publish valuable “how to” strategies, cutting edge marketing ideas, swipe files, interviews, case studies and more EVERY Month. This is not your typical newsletter that sits on your desk collecting dust or WORSE get’s thrown in the trash can as soon as you get it. This is one you will save and revert back to as a valuable resource to be used in your business EVERY DAY!! sign up to get access at http://www.bobmangat.com/insider
Why retailers buy. How to approach retailers. What retailers are thinking about. What retail buyers look for in suppliers. What retail buyers look for in a product. Retail pricing & merchandising. Retail distribution, supply chain & logistics channels.
Your sales & marketing plan
This document discusses personal selling in pharmaceutical marketing. It outlines the AIDAS theory of selling, which proposes that a doctor goes through five stages during a successful sales interaction: Attention, Interest, Desire, Action, and Satisfaction. It then provides details on how pharmaceutical representatives can secure attention, gain interest, kindle desire, induce action, and build satisfaction at each stage of the AIDAS model to make a sale.
The document provides an overview of pharmaceutical sales and selling techniques. It discusses how pharmaceutical representatives meet with doctors to promote their company's products through presentations and sample distribution. It also covers key skills and modules for pharmaceutical representatives, including territory planning, effective communication techniques, and utilizing visual aids and documentation to stand out during sales calls.
The document provides an overview of pharmaceutical selling skills. It discusses the 7 basic steps of selling including pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It emphasizes understanding the doctor's needs and wants, presenting product benefits to satisfy those needs, and handling objections by focusing on advantages. The document also covers topics like greeting objectives, DAPA method of selling, presenting and negotiating price, and factors that can prevent effective closing of a sale.
Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
1. The document discusses pharmaceutical selling skills, specifically pre-call planning and the sales call process.
2. It emphasizes the importance of pre-call planning to maximize limited time with customers, add value on every call, and speed up the time to make a sale. Key aspects of pre-call planning include understanding the customer, preparing sales tools and questions, and setting specific and measurable objectives.
3. The sales call section outlines the basic steps of opening the call, presenting product benefits, asking questions, handling objections, and closing. It provides tips for each step, such as mirroring the customer's communication style during the opening.
UBC Phar400-Business Plan Essentials 3Oct2014Gerry Spitzner
Presented to 4th year students at UBC Pharmacy in the Phar400 Pharmacy Business Management course to help them prepare their business plan and pitch presentation for a sustainable patent service.
The document provides an overview of selling skills training. It discusses key topics like identifying a salesperson's qualifications for success including human relations, straight thinking, presentation skills, being a hard worker, and being a smart worker. It also discusses identifying customer types, collecting customer information, understanding the six main buying motivations, and improving one's attitude. The training aims to help salespeople sharpen their skills and add to their existing skills for success in sales.
This document provides an overview of marketing concepts and best practices. It defines marketing as the process of creating, communicating, delivering, and exchanging offerings of value for customers. Marketing involves four key components - product, price, place, and promotion. The goal of marketing is to create profitable exchanges for consumers by optimizing value, which is determined as benefits received minus price and effort. Marketing activities are carried out by all types of organizations, including for-profit companies, non-profits, and individuals. A marketing plan outlines an organization's strategy for implementing the four P's to meet customer needs and achieve business objectives.
Small Business BC Retail Distribution-09Dec2013Gerry Spitzner
The document provides an overview of key considerations for small businesses selling products to retailers. It discusses topics such as understanding the retailer's perspective, how to approach retailers, what retailers look for in suppliers and products, retail pricing and distribution channels, common retail terminology, and creating an effective sales and marketing plan for retailers. The document emphasizes learning about the retailer's business, customers, and priorities; keeping presentations simple; focusing on the value provided to the retailer; and being prepared to address retailer needs and objections.
Customer and pharmacy feedback is important for businesses to improve their products, services, and customer loyalty. There are several ways to collect feedback, including through customers, distributors, assistants, doctors, surveys, and observation. It is important to customize your language and show interest in the key people you are collecting feedback from, such as pharmacists. Feedback should be both quantitative, like prescription numbers, and qualitative, covering preferences, indications, and doses. The feedback collected can then be used to target opportunities and develop or defend business areas. When giving feedback, be honest, positive, and concise.
OptiCall Webinar: Give Patients a Reason to Say "Yes"OptiCall
Slides from OptiCall's (www.opticall.com) webinar: Give Patient's a Reason to Say "Yes"
Presented by Coni Fisher of CSF Consulting. Educational presentation on how to convert more patients from consultation to procedure and how to improve the customer experience. Here is the link to the recording: https://youtu.be/HSkTEdbyYig
Pharma: Sky’s the Limit if You Have an ‘Entrepreneurial’ MindsetAnup Soans
The document discusses the challenges and opportunities of marketing pharmaceutical products in rural India. It outlines several key challenges, including an undefined distribution ecosystem with a lack of wholesalers, poor accessibility due to long travel distances and infrastructure issues, low purchasing power of patients, and counterfeiting. However, it also notes that rural markets represent a huge untapped potential for pharma companies. The author argues that rural markets, though challenging, can be an exciting opportunity for resourceful marketers able to overcome the difficulties.
BRIDGING THE GAP BETWEEN KNOWING AND DOING - PREMIUM ACTIONGUIDE FOR HEALTH &...Tena Taylor (M.A.)
Everything you need to know as a health and wellness expert to start & scale your practice by mastering PARAMOUNT BUSINESS FACTS & unraveling the importance of the UNIQUE ADVISORY IMPRINT! ✨
This guide is leading you through:
🔥How to extract your WHAT (the problem you're solving), pair it up with your WHY (the motivation behind it), and co-create a HOW (your Unique Offering)!
🔥Explaining the difference between thinking about your ideal client and AS YOUR IDEAL CLIENT
🔥Unraveling the IMPORTANCE OF YOUR ADVISORY AUTHENTICITY & embedding it into the overall business plan
and
🔥Extensively elaborating a Step-By-Step process on how to transform selling from a dreadful action into a pleasurable experience!
The document summarizes the keynote speech of Paul Perreault, CEO of CSL Behring, at the EYEFORPHARMA Philadelphia conference. Perreault discusses CSL Behring's focus on connecting with patients and prioritizing patient value. He emphasizes the importance of understanding patient needs through direct engagement. Perreault also highlights the need for pharma companies to focus on their core areas of scientific expertise to drive innovation, rather than trying to grow through unrelated acquisitions. Lastly, he stresses that pharma's role is to demonstrate the value of new treatments and price them appropriately given budget pressures faced by healthcare systems.
The document provides an overview of Dr. Awais e Siraj's background and qualifications as a course facilitator. It then outlines the topics and objectives that will be covered in the course, including sharpening selling skills, understanding customers, and preparing for communications. The course will also focus on maintaining ethics, continuously improving, and demanding truth from customers and partners. Several diagrams are also included that illustrate concepts like the pillars of pharmaceutical selling and the pharmaceutical sales cycle.
Bob Mangat's "The Insider" Newsletter Issue # 1Bob Mangat
http://www.bobmangat.com Welcome to the first edition of “the Insider” where we publish valuable “how to” strategies, cutting edge marketing ideas, swipe files, interviews, case studies and more EVERY Month. This is not your typical newsletter that sits on your desk collecting dust or WORSE get’s thrown in the trash can as soon as you get it. This is one you will save and revert back to as a valuable resource to be used in your business EVERY DAY!! sign up to get access at http://www.bobmangat.com/insider
Why retailers buy. How to approach retailers. What retailers are thinking about. What retail buyers look for in suppliers. What retail buyers look for in a product. Retail pricing & merchandising. Retail distribution, supply chain & logistics channels.
Your sales & marketing plan
This document discusses personal selling in pharmaceutical marketing. It outlines the AIDAS theory of selling, which proposes that a doctor goes through five stages during a successful sales interaction: Attention, Interest, Desire, Action, and Satisfaction. It then provides details on how pharmaceutical representatives can secure attention, gain interest, kindle desire, induce action, and build satisfaction at each stage of the AIDAS model to make a sale.
The document provides an overview of pharmaceutical sales and selling techniques. It discusses how pharmaceutical representatives meet with doctors to promote their company's products through presentations and sample distribution. It also covers key skills and modules for pharmaceutical representatives, including territory planning, effective communication techniques, and utilizing visual aids and documentation to stand out during sales calls.
The document provides an overview of pharmaceutical selling skills. It discusses the 7 basic steps of selling including pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It emphasizes understanding the doctor's needs and wants, presenting product benefits to satisfy those needs, and handling objections by focusing on advantages. The document also covers topics like greeting objectives, DAPA method of selling, presenting and negotiating price, and factors that can prevent effective closing of a sale.
Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
1. The document discusses pharmaceutical selling skills, specifically pre-call planning and the sales call process.
2. It emphasizes the importance of pre-call planning to maximize limited time with customers, add value on every call, and speed up the time to make a sale. Key aspects of pre-call planning include understanding the customer, preparing sales tools and questions, and setting specific and measurable objectives.
3. The sales call section outlines the basic steps of opening the call, presenting product benefits, asking questions, handling objections, and closing. It provides tips for each step, such as mirroring the customer's communication style during the opening.
UBC Phar400-Business Plan Essentials 3Oct2014Gerry Spitzner
Presented to 4th year students at UBC Pharmacy in the Phar400 Pharmacy Business Management course to help them prepare their business plan and pitch presentation for a sustainable patent service.
The document provides an overview of selling skills training. It discusses key topics like identifying a salesperson's qualifications for success including human relations, straight thinking, presentation skills, being a hard worker, and being a smart worker. It also discusses identifying customer types, collecting customer information, understanding the six main buying motivations, and improving one's attitude. The training aims to help salespeople sharpen their skills and add to their existing skills for success in sales.
This document provides an overview of marketing concepts and best practices. It defines marketing as the process of creating, communicating, delivering, and exchanging offerings of value for customers. Marketing involves four key components - product, price, place, and promotion. The goal of marketing is to create profitable exchanges for consumers by optimizing value, which is determined as benefits received minus price and effort. Marketing activities are carried out by all types of organizations, including for-profit companies, non-profits, and individuals. A marketing plan outlines an organization's strategy for implementing the four P's to meet customer needs and achieve business objectives.
Small Business BC Retail Distribution-09Dec2013Gerry Spitzner
The document provides an overview of key considerations for small businesses selling products to retailers. It discusses topics such as understanding the retailer's perspective, how to approach retailers, what retailers look for in suppliers and products, retail pricing and distribution channels, common retail terminology, and creating an effective sales and marketing plan for retailers. The document emphasizes learning about the retailer's business, customers, and priorities; keeping presentations simple; focusing on the value provided to the retailer; and being prepared to address retailer needs and objections.
Customer and pharmacy feedback is important for businesses to improve their products, services, and customer loyalty. There are several ways to collect feedback, including through customers, distributors, assistants, doctors, surveys, and observation. It is important to customize your language and show interest in the key people you are collecting feedback from, such as pharmacists. Feedback should be both quantitative, like prescription numbers, and qualitative, covering preferences, indications, and doses. The feedback collected can then be used to target opportunities and develop or defend business areas. When giving feedback, be honest, positive, and concise.
OptiCall Webinar: Give Patients a Reason to Say "Yes"OptiCall
Slides from OptiCall's (www.opticall.com) webinar: Give Patient's a Reason to Say "Yes"
Presented by Coni Fisher of CSF Consulting. Educational presentation on how to convert more patients from consultation to procedure and how to improve the customer experience. Here is the link to the recording: https://youtu.be/HSkTEdbyYig
Pharma: Sky’s the Limit if You Have an ‘Entrepreneurial’ MindsetAnup Soans
The document discusses the challenges and opportunities of marketing pharmaceutical products in rural India. It outlines several key challenges, including an undefined distribution ecosystem with a lack of wholesalers, poor accessibility due to long travel distances and infrastructure issues, low purchasing power of patients, and counterfeiting. However, it also notes that rural markets represent a huge untapped potential for pharma companies. The author argues that rural markets, though challenging, can be an exciting opportunity for resourceful marketers able to overcome the difficulties.
BRIDGING THE GAP BETWEEN KNOWING AND DOING - PREMIUM ACTIONGUIDE FOR HEALTH &...Tena Taylor (M.A.)
Everything you need to know as a health and wellness expert to start & scale your practice by mastering PARAMOUNT BUSINESS FACTS & unraveling the importance of the UNIQUE ADVISORY IMPRINT! ✨
This guide is leading you through:
🔥How to extract your WHAT (the problem you're solving), pair it up with your WHY (the motivation behind it), and co-create a HOW (your Unique Offering)!
🔥Explaining the difference between thinking about your ideal client and AS YOUR IDEAL CLIENT
🔥Unraveling the IMPORTANCE OF YOUR ADVISORY AUTHENTICITY & embedding it into the overall business plan
and
🔥Extensively elaborating a Step-By-Step process on how to transform selling from a dreadful action into a pleasurable experience!
The document summarizes the keynote speech of Paul Perreault, CEO of CSL Behring, at the EYEFORPHARMA Philadelphia conference. Perreault discusses CSL Behring's focus on connecting with patients and prioritizing patient value. He emphasizes the importance of understanding patient needs through direct engagement. Perreault also highlights the need for pharma companies to focus on their core areas of scientific expertise to drive innovation, rather than trying to grow through unrelated acquisitions. Lastly, he stresses that pharma's role is to demonstrate the value of new treatments and price them appropriately given budget pressures faced by healthcare systems.
Healthcare Business Tips
In today’s modern world, people have faster aging and increased life expectancies. This leaves a huge population seeking for effective health care near them. In addition to people recovering from injuries, surgeries, and illnesses, a lot of people also want to seek help in caring for themselves while in the comfort and privacy of their homes.
This document is an introduction to an ebook that provides advice to doctors on how to build their medical practice and take control of their financial future. It discusses how practice building has changed in the digital age where patients can research doctors online. It argues that doctors need to focus on cultivating relationships with people who refer patients to them, called "senders", and treat them as customers. The ebook will provide strategies for understanding the psychology of referrals, conducting meaningful conversations to persuade senders, and creating customized marketing campaigns.
This document provides a summary of a guide created by the Federation of Small Businesses (FSB) on improving wellbeing in small businesses. The guide contains practical tips business owners can take to improve their own wellbeing and that of their employees. Some key suggestions include opening up discussions about mental health and wellbeing, ensuring a healthy physical work environment, and providing support for employees during illnesses or other issues affecting their wellbeing. The overall message is that small, simple steps can be taken to foster wellbeing in small businesses.
This document provides a year-end marketing checklist for healthcare practices to review their 2015 marketing performance and strategies. It recommends practices ask questions about how their marketing performed versus expectations, whether funds were spent effectively reaching their target patients, and if they are marketing to both current and potential patients. It also suggests using marketing companies to help define the ideal patient, develop outreach strategies, and improve in-office communications to educate, engage, and empower patients.
Thirteen common pitfalls in consumer health engagement final 04 11George Van Antwerp
The document outlines 13 common pitfalls in consumer health engagement. These include: not defining success metrics, limiting design based on company constraints rather than consumer experience, forgetting about health literacy, not understanding the entire consumer process, thinking you represent all consumers rather than understanding their diverse perspectives, creating generalized outreach rather than personalizing, assuming people are always logical, forgetting the incentives for consumers, not understanding local context, over-relying on surveys without controls, not using control groups in testing, not planning for programs to scale, and not integrating engagement across channels. The overall message is that effective consumer health programs require understanding the consumer perspective.
Deirdre Connelly is the current President of North America Pharmaceuticals at GlaxoSmithKline. She has over 28 years of experience in the pharmaceutical industry, beginning her career at Eli Lilly in 1984 as a sales representative in Puerto Rico. Throughout her career at Lilly and GSK, she held various marketing and human resources roles of increasing responsibility, including leadership positions running Lilly's business in Puerto Rico and Central America. She believes that leadership skills are developed through embracing learning from others and emphasizes learning, listening, empowering others, and accountability in her own leadership strategies.
Nick Steele is the national consulting manager at Zoetis, leading a team of 10 business consultants. He provides consultancy support to veterinary practices across the UK to drive business growth. Steele has a background in human pharmaceutical sales before transitioning to the animal health sector. He identifies new service needs for veterinary practices and designs solutions like the Effective Leadership Programme and Profit Solver software. Profit Solver is expected to significantly impact how practices manage costs, set prices, and increase profits by using practice-specific data. Steele sees harnessing data and digital tools as a major trend to enhance client communication and engagement.
1. This document provides tips for becoming an entrepreneur as a physician, including understanding objections, selling products or services now, embracing failure, and working for yourself rather than someone else.
2. It discusses opportunities for physician entrepreneurs, such as participating in clinical trials to help with recruitment, creating networks for self-insured employers, and consulting for private equity firms evaluating hospital mergers.
3. Useful resources for physician entrepreneurs are provided, such as websites focused on reducing clinical variation, connecting patients to trials via telemedicine, and organizations for physician entrepreneurs.
The secret to true patient centricity parke ipJeff Parke
1) For the past couple of years, patient centricity has become a major focus in the pharmaceutical industry but companies need to ensure it is more than just marketing.
2) The document discusses core principles of patient centricity such as regular contact with patients, understanding the patient perspective, and open innovation to meet patient needs.
3) It argues that pharmaceutical companies should focus on improving patient outcomes and regaining trust through a truly patient-centric approach in all aspects of their work.
The secret to true patient centricity parke ipJeff Parke
1) For the past couple of years, patient centricity has become a major focus in the pharmaceutical industry but companies need to ensure it is more than just marketing.
2) The document discusses core principles of patient centricity such as regular contact with patients, understanding the patient perspective, and open innovation to meet patient needs.
3) It argues that pharmaceutical companies should focus on improving patient outcomes and regaining trust through a truly patient-centric approach in all aspects of their work.
How Can Indian Pharma Better Manage Talent - Highlights of BCG ReportAnup Soans
Inside this Issue
1. Book Review: “You Can Be a Medical Representative” by Rajat Saha reviewed by Vivek Hattangadi
A successful pharma sales professional hands down success strategies to new and experienced Reps
2. Experience: Edge or Baggage? by Noumaan Quereshi
Experience, always counted a benefit to be had, can be baggage in a swift-paced world if it does not go hand-in-hand with the ability to adapt
3. The Impact of VUCA Times on Indian Pharma by K. Hariram
What it will take for Indian Pharma to navigate in these times of Volatility, Uncertainty, Complexity and Ambiguity (VUCA)?
4. Clearing the Air About Content Marketing by Suchi Yadav
Busting common myths about the do’s and dont’s of content marketing
The document discusses entrepreneurship in community pharmacy. It outlines the characteristics of successful entrepreneurs, including being innovative, creative, motivated, and having good communication and leadership skills. It provides tips for community pharmacists to take on entrepreneurial roles, such as getting involved in the community, continuing education, networking, focusing on patient experience, investing in the business, and considering specializing or defining goals. It also discusses barriers to entrepreneurship like lack of capital or skills, and steps towards becoming an entrepreneur like having a mentor, managing time, creating a business plan, and obtaining financing.
Marketing is about solving problems for customers. It involves understanding customer needs and developing solutions to meet those needs. Pharmacists need to adopt a marketing mindset that puts customers first. This involves understanding customers' problems from their perspective and using a business model approach to address their needs. There are two main approaches to marketing - transactional marketing focuses on individual exchanges while relationship marketing aims to develop long-term relationships with customers by understanding their complete needs. Pharmacists need to market themselves and their services to thrive in today's healthcare environment.
Rinat Keinan provides their personal introduction and background. They then discuss three challenges they faced in their career in marketing and product management. For each challenge, they analyzed the situation, identified key insights about users and markets, and implemented strategies that helped overcome limitations and successfully increased sales and profitability. These examples demonstrate Rinat's ability to think strategically and solve problems by deeply understanding users.
How to Get All the New Patients You Want...Steven Cox
This document provides a strategy for chiropractors to attract new patients without spending money on advertising. It discusses developing credibility and relationships with influential people in the community who can endorse your practice. These endorsers will help attract new patients through referral networks. The strategy involves establishing mutual benefit for both the chiropractor and their endorsers. Specific tactics are outlined for crafting endorsement letters and case studies of successful implementations of this referral-based marketing approach.
How to Get All the New Patients You Want...Claudio Gormaz
This document provides a strategy for chiropractors to attract new patients without spending money on advertising. It discusses developing credibility and relationships with influential people in the community who can endorse your practice. These endorsers will help attract new patients through referral networks. The strategy involves establishing mutual benefit for both the chiropractor and endorser, crafting effective endorsement letters, and calculating the lifetime value of patients to emphasize the importance of retaining customers.
Here are some examples of quantified accomplishments:
- Increased sales by 25% in the first year, generating an additional $250,000 in revenue
- Reduced costs by streamlining processes, saving the company over $50,000 annually
- Developed a new marketing campaign that increased website traffic by 35% and conversions by 20%
- Launched a new product line that now accounts for 15% of total sales
- Consistently exceeded sales targets, ranking in the top 10% of reps nationally
Similar to June issue v3_Pfizer final review-sc (20)
This document discusses natural remedies for common health issues like stomach complaints and high blood pressure. It also covers herbal medicines such as echinacea, Chinese herbal medicine, and their interactions with drugs and nutrients. The document appears to be from a journal on complementary and alternative medicine from May/June 2003 that provides information for healthcare professionals.
This document discusses building an entrepreneurial culture in a pharmacy business. It profiles Justin Bernhaut and his case study of Jack N' Jill Kids Pharmacy, highlighting how they fostered an entrepreneurial approach. It also discusses Alex Bongers and Adam Ferrier's insights on cultivating an entrepreneurial culture.
This editorial introduces the Spring/Summer issue of the Healthy & Heartwise magazine. It discusses interviews in the issue with Ita Buttrose about macular degeneration and Susie Burrell about changing views on nutrition. The issue also explores 'clean' eating trends and uses of the paleo diet for weight control. It highlights several recipes that have been analyzed for their nutritional value, including potassium. The issue concludes with seasonal recipes from various celebrity chefs.
This document provides information about a magazine called "Healthy & Heartwise" including its sections, readership, advertising rates, and submission deadlines. It discusses the "Dealing with Diabetes" section which provides tips and stories about managing diabetes through diet, exercise, medication and lifestyle changes. Advertisers are responsible for ensuring their ads comply with relevant laws and the publisher reserves the right to reject ads that do not meet standards.
Blood glucose monitoring is a valuable tool for diabetes self-management that allows patients to check their blood glucose levels as often as recommended. Large clinical studies have shown the benefits of intensive glucose monitoring and therapy, with self-monitoring of blood glucose (SMBG) being an important component, especially for insulin users. However, lancing pain is a major barrier to regular SMBG compliance and monitoring, which can lead to poorer health outcomes like hospitalization. Pharmacists can help by demonstrating correct lancing technique to minimize discomfort and ensure proper use of lancing devices.
The document discusses mental illness and depression globally and in Australia. It states that mental illness accounts for 12% of the global disease burden, with depression being the most common mental illness. In Australia, 13% of the disease burden is from mental illness, with depression affecting about 20% of people. While depression has traditionally been underreported and stigmatized, awareness campaigns and research are changing social attitudes toward depression. The document suggests pharmacists can play a key role in managing depression through dispensing and monitoring medications, as well as identifying undiagnosed cases through compliance support and screening.
This document summarizes several studies relating to gastrointestinal health, skin and coat health, and osteoarthritis in pets. Regarding the gastrointestinal tract, recent research is unraveling the role of the microbiome and how probiotic supplementation can impact immunity and disease. Studies showed probiotics helped treat inflammatory bowel disease in dogs. Regarding skin and coat, certain proteins, lipids, vitamins and minerals are necessary to maintain a healthy coat, and supplementation may provide these. A review found some evidence that nutraceutical supplements can improve osteoarthritis symptoms in dogs, but evidence was not conclusive.
The document discusses proposals to expand Australia's national registration and accreditation scheme to include more complementary medicine practitioners. This would help regulate practitioners and set minimum standards for their training. It notes debates around how best to regulate complementary medicine practitioners to address risks while supporting integrated healthcare. The document also discusses how a court case found the Therapeutic Goods Administration liable for its mass recall of a company's products, undermining the regulator's credibility. This highlights needs for cultural change at the regulator to improve transparency and implementation of recommendations.
1. PHARMACY
BUSINESS
INSIGHT
EDITION 5 | JUNE 2015
PROUDLY SPONSORED BY
THE
ENTREPRENEURIAL
APPROACH
JUSTIN BERNHAUT
CASE STUDY:
JACK N’ JILL KIDSHOW TO BUILD AN
ENTREPRENEURIAL
CULTURE
ALEX BONGERS
ADAM FERRIER
2. PBIEDITION 5 | JUNE 2015
PHARMACY BUSINESS INSIGHT
PROUDLY SPONSORED BY
Pharmacy Business Insight is a bi-monthly
publication that features commentary from
key opinion leaders from pharmacy and
beyond. The views expressed in Pharmacy
Business Insight belong to the authors
who contribute them. The information in
this publication is of a general nature only
and is not intended to be a substitute for
professional advice.
Sponsored by Pfizer Australia Pty Ltd. (ABN
5008422348) of 38–42 Wharf Road,
WEST RYDE NSW 2114.
PFIZER
FOREWORD
Welcome to Edition 5 of Pfizer’s Pharmacy
Business Insight (PBI), which has changed
noticeably since our February edition.
This slimmed-down, eight-page version
will be published every two months
in response to the fast-paced flow of
information that pharmacists need to
process amid ever-increasing
time pressures.
While PBI’s format has changed, its focus
will not. It will continue to provide useful
information on the current and future
challenges impacting the long-term
sustainability of pharmacy.
From the first four editions’ theme of
‘The Cycle of Change’, we move to
explore ‘The Entrepreneurial Approach’
and how your pharmacy can continue
to adapt and innovate within an
evolving and challenging landscape.
We will share learnings, tools and
examples of best practice that may
assist pharmacists in supporting
their patients:
• Leading consumer behaviour
commentator and psychologist
Adam Ferrier delves into the
psychology of success on page 4
and how you can drive behavioural
change – within yourself, your team,
and your customers.
• Pharmacy of The Year 2015
category winner Alex Bongers
shares his thoughts on page 6
about how pharmacy can adopt
this entrepreneurial approach to
better meet customers’ needs and
support improved community health
outcomes.
• A case study from Jack N’ Jill Kids
brings an entrepreneurial approach
to life. Co-Founder and Director
Justin Bernhaut draws on the
lessons both he and his father learnt
in pharmacy, which helped him
develop an innovative offering.
Roy Morgan’s Image of Profession
Survey 2014 in April showed that
pharmacists continue to be among the
most trusted professions in Australia –
at 92%, the highest level of public trust
since 2003. This presents a significant
opportunity for you to find where
you can deliver the most value and
patient care, and so structure a more
sustainable pharmacy model.
Why does this matter to your pharmacy?
Consider how up-to-date the training of your pharmacists on these
specialised areas may be.
• Are you providing the best clinical care you can to these patients, to
ensure they return to your pharmacy for ongoing support?
• Are you providing services to these patients or running early-
detection or counselling programs to assist pre-diagnosed or just-
diagnosed patients?
Maintaining up-to-date training and services in pharmacy will help you
improve community health outcomes and strengthen pharmacy’s role as
an important hub of patient care.
THE
TOP 5
Therapeutic category growth areas (dispensary)
in community pharmacy*
1 IMMUNOSUPPRESSANTS
2 ANTI-NEOPLASTIC AGENTS
3 ANALGESICS
4 ANTITHROMBOTIC AGENTS
5 ANTI-ANAEMIC PREPARATIONS
* Data and analysis provided by NostraData®.
| 32 | FOREWORD PBI JUNE
EXPERT
CONTRIBUTORS
ADAM FERRIER
CSO/Partner at
cummins&partners. Adam is
Australia’s leading consumer
psychologist and author of
The Advertising Effect: How To
Change Behaviour.
ALEX BONGERS
Team Leader Pharmacist,
Priceline Pharmacy Bourke
Street Mall. Alex is also a
Teaching Associate at Monash
University, Consultant at The
Med Man, and is currently
completing a Diploma of
Business (Entrepreneurship)
at BSchool.
JUSTIN BERNHAUT
Co-Founder and Director of
Jack N’ Jill Kids, which he
manages with partner Rachel.
The business was founded
from Justin’s background
in pharmacy and the lack
of options in children’s oral
hygiene, which led to the
development of an innovative
product range that filled
an unmet need.
ing
recently
your
3. AN
ENTREPRENEURIAL
APPROACH
As a psychologist, there is one genre of book
I really dislike – and that’s ‘self-help’. It’s kind
of like those ‘get rich quick’ spruikers – if
you’re the kind of person who’s going to be
rich, the last thing you’ll attend is a get-rich-
quick program. The same with self-help, and
with businesses I see a similar thing.
Many business coaches write books or
give seminars that say to their flock, “Just
do this, just do that, and you’ll develop an
entrepreneurial attitude”. However, they have
no real understanding of how hard it is to
change the habits of a lifetime.
For those of you who were at APP and saw
my talk (wow, I had no idea how loudly
a pharmacist audience can heckle!), you
would have seen that behavioural change
is a function of two primary variables:
motivation and ease. The more motivated
you are to do something and the easier it
is to do it, then the more likelihood that
behaviour change will occur.
So let’s say you wanted to develop a more
entrepreneurial approach to your pharmacy
business. How would you do that? Well I’m
going to leave the motivation side of this
equation alone – who doesn’t want to be
more motivated?
THE PSYCHOLOGY OF SUCCESS
Some of you may be aware of the Big Five
Personality Factors – the main variables
psychologists use to understand someone’s
personality. They are:
• Introversion–Extroversion
• Neuroticism–Stability
• Agreeableness
• Openness to change
• Conscientiousness.
Guess which of these five personality
variables are most often associated
closely with success? The first is easy, it’s
conscientiousness. That is, if you don’t
work hard and stay dedicated to the task,
you won’t succeed. The second, however,
is a little more interesting – it’s openness
to change.
Successful people are not only open to new
ideas and new concepts, but they get a bit of
a thrill each time they learn something new.
Adopting successful behaviours depends on their ease and your
own motivation, says Adam Ferrier, but specific personality factors
and actions can assure success.
THREE ACTIONS OF SUCCESS
So what actions can we take that are ‘easy’ and trigger our desire to learn new
ways of doing business, and get great health outcomes for our customers? Here
are three that I’d love you to consider implementing:
TALK TO THE PERSON NEXT DOOR: go next door to whichever
businesses surround your pharmacy – a Pancake Parlour, a Foot Locker,
or a dentist – it doesn’t matter. Just strike up a conversation with them
about their business. Ask them what they do to improve things in their
business; which are the good days, and the bad? What tricks have
they used to engage their customers – which have worked and which
haven’t? Years can go by without residential neighbours talking to each
other and I’m sure it’s the same with small businesses – yet they could
end up being your greatest ally.
BUILD AN ALLY: think about all the support services at your doorstep,
to which you could refer people for better health outcomes. For
example, if a customer needs to lose weight, let them know of a 10%
discount rate you can give him for the Foot Locker next door. You’ll be
helping your customers.
PEOPLE WATCH: if actions 1 and 2 were too much, here’s something
even easier. Just watch your customers. Mystery shop. Take off your white
coat and step out from behind the counter and walk around your shop
with them. Imagine what they are buying and why? What was the last
night’s sleep like for the parents coming in for children’s cough medicine
– it must have been hell, up all night? What else can you offer them or
their child to help with their predicament? Filling the script is the most
mechanical part of the job – understanding the person who needs the
script and why is where you can further assist your patients.
STILL READING?
If you’re still reading, you’re interested
enough to do this, can I make one final
suggestion? Do it right now.
Go next door and have a chat, or follow
your customers and try and understand
their motivations. Behaviour change is
also like trying to solve a murder – if
investigations happen straight away, the
more chances the murder will get solved;
the longer you leave it, the less likelihood
that you’ll find the culprit.
Do it now.
I would never suggest what I don’t practise
myself. The building in which my business is
located is a brilliant source of referrals, and
we refer others to them too. Proximity is a
wonderful motivator to make things happen.
“BEHAVIOURAL CHANGE IS A FUNCTION
OF TWO PRIMARY VARIABLES
– MOTIVATION AND EASE.”
1
2
3
| 54 | THE ENTREPRENEURIAL APPROACH PBI JUNE
4. THE GOOD OLD DAYS
I grew up with pharmacies in the 1980s
when there was a strong sense of dynamism
in the industry. It was undergoing massive
changes that saw the introduction
of computerised dispensing and the
beginning of the refined marketing group.
Individual pharmacies had different
personalities and provided unique
healthcare and retail experiences, even if
they were paid-up banner group members.
This personality was underpinned by the
head pharmacist/owner.
There was a clear understanding that
you were engaging with a human being,
whether that be the pharmacist or one of
the family-like staff members who were
also fixtures of ‘the shop’. There was a time
when we didn’t think of turnover in terms of
square footage or retail-savvy shop fittings.
The real asset was the pharmacist.
Pharmacies were a reliable source for
advice, medicines and an eclectic mix of
retail offerings.
THINGS MY FATHER TAUGHT ME
Throughout his career in pharmacy, my father
was known to his customers as ‘Adam’.
Whether Mrs Goldberg was enquiring about
mixing her blood pressure medication with a
Bloody Mary, or seeking help with inserting
film into her late husband’s Hasselblad, only
Adam had the answer.
Very early on, it struck me just how
dependent a community can become on
their local pharmacist. The cold reality set
in after graduating from pharmacy college
myself – with all the latest knowledge and
an eagerness to disseminate it, I was often
overlooked in favour of ‘Adam’s’ wisdom.
Fair enough, too – he’d been a fixture in
that community for decades already.
My father had all the standard pharmacy
offerings and, probably because he took a
personal interest, chose to stock a variety
of commodities ranging from professional
cameras and electronic games to French
fragrances. He even took to importing
some of these goods himself. His personal
interests helped define his business.
Price is important, but for many people it’s
down the list. If price is the only incentive
you have for your customers, you will
struggle to be sustainable. Offer something
unique – yourself.
DO AS YOU WANT DONE
Developing Jack N’ Jill Toothpaste has
been guided by the many ideas touched on
here. I spent many years becoming highly
accomplished at things that others were also
good at. Often I could perform these tasks in
a superior way – but this didn’t guarantee any
more success than others.
Jack N’ Jill was born out viewing the world
through a different lens. Instead of only
looking at the marketplace and trying to out-
perform someone, my wife and I created the
product and brand that we wanted to buy for
our own children. We had a simple approach
that assumed that if we wanted to buy it,
other parents would too.
To satisfy our criteria, Jack N’ Jill needed to
address some issues:
1. Complete safety for a toddler/child
to ingest. The product needed to be
efficacious and have components with a
known safety profile.
2. Taste – we put the formulation rulebook
aside and re-engineered the idea of what
toothpaste should comprise. Understanding
the challenges that parents face when
brushing a young child’s teeth dictated the
need for a product that would taste ‘yum’.
Many years will pass before a child will truly
understand the value of good oral hygiene
– if it tastes good, they won’t care what the
purpose of brushing is. We felt that by making
it fun, children are likely to develop a positive
association with brushing from an early age,
which will last a lifetime.
3. Branding – teeth cleaning is such a
fundamental part of our daily routine that we
wanted to align it with a traditional theme.
The Jack and Jill nursery rhyme creates this in
an ideal way. There is also a warm familiarity
without requiring another Marvel™ or
Nickelodeon™ licensed image/character.
4. Packaging – it needed to be serious yet
playful, environmentally friendly and appealing
to adults as well as children. It also needed to
stand out in a retail environment – we wanted
it to bear little or no resemblance to other
products in this category. We have applied
these design principles throughout our range.
FROM NURSERY RHYME TO
GLOBAL BUSINESS
After four years, our products are
available in more than 30 countries and
business is growing rapidly. Our approach
has allowed the brand to capture the
zeitgeist of modern parenting.
Doing business was never easy and in
many ways it has become increasingly
more difficult. But opportunity is not
directly proportional to this – I believe it is
independent for the most part. Don’t strive to
be as good as the ‘best’ out there. Strive to
let your personality define the fabric of your
business, and the way you engage with your
community. It’s all you’ve got.
EMBRACING
ENTREPRENEURIALISM
New entrepreneurial
ideas for innovating
business can be
a dime a dozen –
how do you know
what will work in
your community
pharmacy? Asking
your community is
the logical place
to start, says
Alex Bongers.
The main thing I have learnt from working
across different pharmacy settings is not
to take anything for granted. A pharmacist
plays a different role in a hospital compared
to a community pharmacy, and both are
completely different to a pharmacist’s
experience in the South Pacific, or probably
anywhere else. Why? Because our practice
depends on the needs of our community and
our willingness to meet them.
Since managing pharmacies and working at
university, I have been exposed to countless
entrepreneurial ideas for innovating in
health and pharmacy practice from other
young pharmacists and pharmacy students.
I love this creativity but there is little doubt
about our limited success in bringing these
innovations to reality.
We should continue sharing these ideas, but
we should also consider an extra layer to
ensure implementation.
LISTEN TO YOUR
MARKET
The first question to ask
of every idea is about its
relevance to your market.
How many customers want a
particular service offering in
their local pharmacy? Please
make sure this question isn’t
about what we can (or want to)
do – implementing a successful
service is not about us, it’s
about our customers.
I recently spoke to some
young community pharmacists
who wanted to introduce HIV
rapid tests. Great service,
great idea, professionally
rewarding – fantastic, right?
Not necessarily. If someone
needs this service, would they
feel comfortable coming in to
a pharmacy for it? What about
services relating to eczema,
hay fever and travel health?
These conditions are our bread
and butter, customers expect
our expertise in this area
and there are no innovative
pharmacy services to
address the shortfall in
their management.
ALEX BONGERS
2013 - 2015
Team Leader Pharmacist,
Priceline Pharmacy Bourke Street Mall,
Australia’s largest pharmacy
2015
Winner of ‘Excellence in Business Management’,
QCPP Pharmacy of the Year
2012
Pharmacy Advisor,
Australian Youth Ambassadors for Development, Fiji
2011
Intern Pharmacist,
Royal Melbourne Hospital
In my last pharmacy we had a
three-hour flu vaccination clinic. It
sold out the same morning it was
announced in an email to our loyalty
card members. Its success had little
to do with what we did or wanted
to do, it was the market telling us
they wanted this service. So we had
picked the right service, but we had
also identified the demand – that is,
we needed more clinic sessions so
people with different schedules
could attend.
The next year we employed our own
nurse practitioner and had three
five-hour clinics a week for eight
weeks. We also vaccinated hundreds
of local workers in their workplaces,
responding to our customers’ needs.
FOUR STEPS TO
ENTREPRENEURSHIP
For a new service in your pharmacy
Œ Ask 10 customers, 10 local health
professionals, a local government
member and their staff about
the largest health problems in
your location.
Take the top three, support them
with any available data, then find a
solution to the problem within your
professional scope of practice.
Ž Pitch these three ideas to a friend
who doesn’t work in health and ask if
they would value these services.
If they would, you might be onto
an unmet patient need.
For existing pharmacy services:
Evaluate the services you
provide – how frequently they
are marketed/accessed, if they
address a community problem,
and if they make your pharmacy
sustainable. If you have services
that are not needed, reconsider
continuing them.
A mentor once asked of one of my
ideas, “What do you win? How much
do you win by? And does anyone
care?” In pharmacy, ‘anyone’ is our
customers and when they win, we
win. Considering this and your market
will ensure success in implementing
change in your pharmacy.
| 76 | POTY/QCPP WINNER CASE STUDY: AN ENTREPRENEURIAL BUSINESS APPROACH
JACK
N’ JILL
KIDS
A children’s toothpaste range may sound like
a nursery rhyme but developing it wasn’t just
child’s play for second-generation pharmacist
Justin Bernhaut and his wife. Lessons from his
father and children helped to create a global
business that is no fairy tale.
“LET YOUR PERSONALITY DEFINE THE FABRIC
OF YOUR BUSINESS, AND THE WAY YOU
ENGAGE WITH YOUR COMMUNITY.”