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...
Unethical Practices in Pharma - Interesting Study from Pakistan Anup Soans
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 phar- maceutical 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.
Unethical Practices in Pharma - Interesting Study from Pakistan Anup Soans
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 phar- maceutical 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.
MedicinMan is the first-of-its-kind effort to foster a culture of excellence among the of field sales professionals in Pharma, Medical Devices, Diagnostics, Disposables and Surgicals.
Leading pharmaceutical marketing services in chandigarhAbhishek Nayak
Find here top leading pharmaceutical companies in chandigarh in India. There companies provide pharmaceutical marketing services, pharma franchise service and pcd distributorship.
India is one of the emerging markets which is offering significant growth potential for the industry. This presentation provides a glance of Indian Pharmaceutical Market with more insights into Indian OTC drug markets, its current scenario as well as strategies for ensuring higher sales returns.
this is just powerpoint of the report on a pharma company this was to present in the class and for the ease to understand the research of principle of marketing in institute of business management IoBM
Ethics in Indian Healthcare - MedicinMan October 2016Anup Soans
Inside this Issue
1. New Product Launch: An Opportunity to Launch Your Own Career! a Book Extract from HardKnocks for the GreenHorn by Anup Soans
Product launches are tracked very closely by senior management and Medical Reps who contribute to its success can easily bring themselves to the attention of management. Here’s how to get it right.
2. The Power of Emotions in Brand Building by Vivek Hattangadi
Emotions are powerful tools in the hands of marketers to draw attention, inspire action and increase retention of customers.
3. Coaching: the Art of Creating New Possibilities by K. Hariram
Anticipation of hurdles and proactively responding to them is at the heart of sales coaching.
4. BOOK REVIEW: The Ethical Doctor an extract from the Huffington Post
A deep examination of the state of the medical profession that asks the question: “Is it possible to be an ethical doctor today?”
5. BOOK REVIEW: Dissenting Diagnosis an extract from India Medical Times
A group of ethical medical practitioners talk about their profession’s declining standards, and then invite us to join them in their efforts to arrest that decline.
6. Moral Intelligence and Leadership in Pharma a Book Extract from SuperVision for the SuperWiser Front-line Manager by Anup Soans
Moral Intelligence is like a compass or the light from a lighthouse, enabling leaders to steer organizations in all kinds of weather and create trust in their leadership.
Digital Service Providers to Indian Pharma - An Interactive OpportunityAnup Soans
Want to test/partner your digital eHealth initiative with Indian Pharma. We have a special interactive session at #DigiStorm2018 for digital service providers with pharma decision-makers.
Prabir Jha, President & GCHRO at Cipla and other Eminent Indian Pharma Thought Leaders discuss Digital Transformation as the Future of Successful Pharma Business
MedicinMan is the first-of-its-kind effort to foster a culture of excellence among the of field sales professionals in Pharma, Medical Devices, Diagnostics, Disposables and Surgicals.
Leading pharmaceutical marketing services in chandigarhAbhishek Nayak
Find here top leading pharmaceutical companies in chandigarh in India. There companies provide pharmaceutical marketing services, pharma franchise service and pcd distributorship.
India is one of the emerging markets which is offering significant growth potential for the industry. This presentation provides a glance of Indian Pharmaceutical Market with more insights into Indian OTC drug markets, its current scenario as well as strategies for ensuring higher sales returns.
this is just powerpoint of the report on a pharma company this was to present in the class and for the ease to understand the research of principle of marketing in institute of business management IoBM
Ethics in Indian Healthcare - MedicinMan October 2016Anup Soans
Inside this Issue
1. New Product Launch: An Opportunity to Launch Your Own Career! a Book Extract from HardKnocks for the GreenHorn by Anup Soans
Product launches are tracked very closely by senior management and Medical Reps who contribute to its success can easily bring themselves to the attention of management. Here’s how to get it right.
2. The Power of Emotions in Brand Building by Vivek Hattangadi
Emotions are powerful tools in the hands of marketers to draw attention, inspire action and increase retention of customers.
3. Coaching: the Art of Creating New Possibilities by K. Hariram
Anticipation of hurdles and proactively responding to them is at the heart of sales coaching.
4. BOOK REVIEW: The Ethical Doctor an extract from the Huffington Post
A deep examination of the state of the medical profession that asks the question: “Is it possible to be an ethical doctor today?”
5. BOOK REVIEW: Dissenting Diagnosis an extract from India Medical Times
A group of ethical medical practitioners talk about their profession’s declining standards, and then invite us to join them in their efforts to arrest that decline.
6. Moral Intelligence and Leadership in Pharma a Book Extract from SuperVision for the SuperWiser Front-line Manager by Anup Soans
Moral Intelligence is like a compass or the light from a lighthouse, enabling leaders to steer organizations in all kinds of weather and create trust in their leadership.
Digital Service Providers to Indian Pharma - An Interactive OpportunityAnup Soans
Want to test/partner your digital eHealth initiative with Indian Pharma. We have a special interactive session at #DigiStorm2018 for digital service providers with pharma decision-makers.
Prabir Jha, President & GCHRO at Cipla and other Eminent Indian Pharma Thought Leaders discuss Digital Transformation as the Future of Successful Pharma Business
“Marketing 2.0” in the pharmaceutical industry is no longer about just saying that our product is different and hoping customers will see it that way. It’s very much about making it so and then about finding our way to engage customers in a “conversation” that helps create the value rather than just promoting it through armies of medical representatives. We need to develop new, end-to-end processes that shape our relationships with physicians, payers, patients and care-givers.
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.
MedicinMan August 2017 - Role of 2nd Line Manager in PharmaAnup Soans
1. Incentivizing a Patient-First Approach in Indian Pharma – interview with Annaswamy Vaidheesh
A conversation with Annaswamy Vaidheesh, Vice President, OPPI, VP, South Asia & Managing Director, India, GSK on GSKs initiatives to meet the demands of Indian pharma in the digital age while putting the patient first
2. The Indian Pharma Brand Story: From Independence to Now by Vivek Hattangadi
Vivek Hattangadi traces the story of Indian pharma branding from Independence till today through his personal and professional experiences
3. The Second-line Manager as Both Actor and Architect by Sunder Ramachandran
Operational effectiveness and strategic alignment are the two KPIs for every successful second-line manager
4. To SWOT or not to SWOT by K. Hariram
Understanding the strategic intent behind SWOT analysis
Pharma Marketing in the New Age - Seminar HighlightsAnup Soans
Inside this Issue
1. Conference Report: Pharma Marketing in the New Age 2018
Salil Kallianpur, takes you through the big ideas discussed at “Pharmaceutical Marketing in the New Age 2018”
2. Photo Montage: Pharmaceutical Marketing in the New Age 2018
3. Mindfulness and the Emotionally Intelligent Leader by Melisa Pereira
An awareness of Self and Others is what makes outstanding Leaders
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
Inside this Issue:
1. Listening to the Patient by Hanno Wolfram
The answer to the simple question – “Dear patient, to which degree has your health problem been solved or alleviated?” – might be your company’s most important metric.
2. Getting the Bang for Your Buck from Training by K. Hariram
What you do post-training is crucial to the long-term effectiveness of your training programs.
3. 3 Principles of Steve Jobs by Prof. Vivek Hattangadi
Using Empathy, Focus and Imputation to deliver value and to delight your customers.
4. Is Indian Pharma Future-Ready? by Salil Kallianpur
The nature of healthcare delivery is changing rapidly. Can Indian pharma keep pace?
5. Trial by Fire by Dr. Viraj Suvarna
Much rhetoric has muddied the water of what exactly is at stake for clinical trials in India.
6. 42 Years at Pfizer - Special Report
Sudhir Ganguly recently retired after a 42 year stint at Pfizer.
CAN INDIAN PHARMA STAY AHEAD OF THE ETHICS CURVE?Anup Soans
MedicinMan November 2016 Issue is Now Live...
Highlights:
1. Report from OPPI’s 50th Annual General Meeting by K. Hariram
OPPI’s 50th Annual General Meeting (AGM) was held on 21st October 2016 at Hotel Taj Land’s End, Mumbai.
2. The Tipping Point: Discovering New Ways to Achieve Breakthrough Sales. Pharma sales managers need to think about new and bold ways to promote their products. Here’s what science tells us about how new ideas go viral.
3. The Many Faces of Emotion and the Role They Play in Marketing by Vivek Hattangadi
Different emotions trigger different actions – a look into different emotional states and how they can be put to use in pharma marketing.
4. The Peter Principle and How to Beat It
The importance of preparing for the next level of your career by acquiring the requisite knowledge, skills and attitude before you get there.
6. BOOK REVIEW: “Triggers” by Marshall Goldsmith reviewed by K. Hariram
How to initiate change in personal and professional life.
This month, Insights Success has come up with a very contemporary topic and has dealt under the issue of “The 10 Most Recommended Pharma & Life Sciences Solution providers in 2019”. Here we have tried to focus on the different business portfolios with unique service solutions
Insights Success has come up with a very contemporary topic and has dealt under the issue of “The 10 Most Recommended Pharma & Life Sciences Solution providers in 2019”. Here we have tried to focus on the different business portfolios with unique service solutions.
When Will Indian Pharma Get its Act Together? Anup Soans
Inside this Issue
1. Indian Medical Advisors Summit by Dr. Amit Dang
Photo essay and briefing.
2. Digital Pharma by Chandan Kumar
Digital is changing the fundamentals of the marketplace. Here’s how pharma can keep pace.
3. Selling Across Cultures by Anup Soans and Joshua Soans
Chapter extract from the new book The Art of Modern Sales Management by Renie Mcclay.
4. What You Measure is What Gets Done by Hanno Wolfram
Performance metrics are often a trade-off between ease and value. Is “calls-per-day” a meaningless metric that needs immediate replacement?
5. Book Review: Unlealthy Practices by Anup Soans
Review of the new work of fiction by Dr. Sumit Ghoshal.
Pharma Marketing - Improvement or Insanity? August MedicinManAnup Soans
1. Pharma Marketing: Continuous Improvement or Insanity? by Salil Kallianpur
Why does Indian pharma insist on fixing a model that seems to be obsolete?
2. The Marks of a Super Rep by Shashikant Iyengar
Small things that make a BIG difference in the life of a Medical Rep.
3. Customer-Centric Interaction for the Medical Rep by Srinivas Pothapragada
The sales process that puts the Customer at the center of your sales interactions.
4. Prepare to Promote by K. Hariram
How to build a pipeline of capable individuals to fill the roles of FLM and SLM.
5. Why Great Strategy Often Fails by Prof. Vivek Hattangadi
How to avoid the pitfalls of strategy execution.
6. Introduction to Diabetes Mellitus by Dr. Amit Dang
What the Field Force needs to know about the disease that affects over 50 million Indians.
7. Five Steps to Breakthrough Performance by Anup Soans
How FLMs can deliver breakthrough sales performance with their teams.
Tackling these challenges and contributing significantly to the process of improving healthcare, we have shortlisted some of the prominent companies that are dedicatedly working to better the quality of life for people. In our issue, “Best of 10 Healthcare Brands 2019”, we highlight their stories and how they are catering this vast industry.
Decades ago, Peter Drucker was invited to address the senior management team at General Motors, he asked them a simple, but penetrating question: “Why should I buy a GM car?”
Many senior executives attempted to answer that simple question but, nobody was able to give a convincing answer! The senior managers at General Motors had unlearnt the art of winning customers by not being able to answer the simple question - “Why should I buy a GM car?” But they kept introducing more and more new models which less and less customers bought. And that was the prelude to GM’s decline and bankruptcy.
That question still resonates for every business including Indian Pharma. I wonder how many field sales people - Medical Reps and their managers can answer the question - Why Should the Doctor Rx Your Product? Having a clear answer to that question is the key to winning customers - be they doctors, chemists, distributors or hospitals.
As companies grow larger, hierarchies are created and sales processes like CRM/SFA evolve and become embedded. In the absence of a dynamic top leadership, hierarchy and processes become rigid and difficult to change even though rapidly changing market dynamics demand that they do. Bureaucracy slows down customer-centric decision making and inaction becomes part of the organisation's culture. The emphasis shifts from developing employees and winning customers to launching products and hitting numbers.
Peter Drucker rarely blamed individuals; he saw root causes in the design of organizations—in their structures, processes, norms, and routines. He would ask leaders a few provocative questions: “What is your mission? What should you stop doing? Where has the drive for short-term efficiencies undermined long-term effectiveness? What should be your objectives and guiding principles?”
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
An Infectious Disease Specialist, Dr Mandar Kubal Speaks to Pharma on How it ...Anup Soans
Key Point from the Q &A with Dr. Mandar Kubal, Mumbai
Telemedicine has become a very useful tool for clinicians to manage their patients.
Given the ever changing contours of Covid19 treatment, doctors have to check daily for online resources.
It would be wonderful if pharma can provide every specialty the latest developments in treating Covid19 with pre existing conditions instead of sending their unvaccinated field force to give brand reminders.
Pharma should seek frontline worker status for Medical Reps and Field Managers as they are critical to maintain the drug supply chain.
Treat the Field Force as an asset and protect them, instead of pushing them onto the field without vaccination.
And many more insights from a clinician at the frontlines of treating Covid19 patients.
Now on MedicinMan YouTube Channel - https://youtu.be/J_p3paeO_eg
Key Challenges Facing Pharma Industry and the Way ForwardAnup Soans
Suresh Subramanian, pharma veteran discusses Key Challenges Facing Pharma Industry and the Way Forward on Saturday, 27th March at 6 PM on https://www.credoweb.in/discussion/630/key-challenges-facing-pharma-industry-and-the-way-forward
MedicinMan CEO Roundtable 2021 is here... Saturday, Feb 27thAnup Soans
Covid-19 has hugely affected the modes of interaction between physicians and pharma Sales Force.
As of February 2021, most pharma companies in India re-started their F2F visits even though most corporate hospitals have restricted access to salesforce
What is keeping most CEOs awake – How to respond to customer expectations and adjust the content and format accordingly.
How to track complexities of implementation of a new model into marketing & sales teams.
Many research reports have indicated that a hybrid (mixed model) that includes face to face and digital interactions are favoured by most respondent Physicians.
The other challenge is the need to change the outdated traditional digital model, which is overused and creates digital noise into an innovative interactive model.
Register Now: https://lnkd.in/gmJK8et
Key Account Management - Time for India Pharma to Adopt KAMAnup Soans
Pharma's 40-year Model of Pitching to the HCPs is Over says Hanno Wolfram author of Key Account Management in Pharma...
Watch the webinar on Digital Excellence Pharma Academy today at 6 PM to know more - https://lnkd.in/gjZRN6q
How can Pharma Use Digital to Engage Doctors and Understand PatientsAnup Soans
Doctors and patients are already using digital for many healthcare needs. Telemedicine is a prime example.
A Webinar by Dr. Shenoy Robinson today at 6 PM on - https://www.credoweb.in/discussion/604/how-can-pharma-use-digital-to-engage-doctors-and-understand-patients
How can Pharma Use Digital to Engage Doctors and Understand Patients
Why Indian Pharma Needs to Enable Managers to Develop TalentAnup Soans
People need the support of their leaders and organisations processes to develop their talents.
Deep Bhandari delves deep into the topic of Talent Development and its impact on individuals and organisations.
Digital Excellence Pharma Academy Certification ProgramAnup Soans
Now on YouTube: Gartner's Top Five Priorities for Pharma Business Leaders and @Hariram K's Key Learning Points on Leadership
25-minute discussion with Deep Bhandari on the Gartner Report and Leadership Imperatives by Hariram Krishnan on How the DEPA Certification Program Can Make Pharma Professionals Future Proof
https://lnkd.in/gHiT_WU via @YouTube
Architecture To Develop Pharma Business Leaders For Today and Tomorrow Anup Soans
4 Factors of Digital Transformation
1. Leadership Mindset for Digital Transformation
2. Digital Transformation - Why and How to Do it Right
3. Sales and Sales Management - Challenges & Solutions
4. Customer/Patient Centricity - Why and How to Do it Right
What is Indian Pharma Thinking about Digital? A Research ProjectAnup Soans
First Ever Indian Pharma Centric Survey: A CredoWeb India – #MedicinMan Research Project
As a part of Digital Excellence Pharma Academy , we initiated a research project with a detailed survey to understand the current status and issues faced by Indian Pharma companies in adopting digital to bridge the pharma – physicians disconnect.
You can know more about the scope and scale of this research project and survey at https://lnkd.in/gR5JMer
Digital Excellence Pharma Academy - Webinar & Online Certification ProgramAnup Soans
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
The Mankind Pharma Story by Dr. Sumit GhoshalAnup Soans
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...
Indian Pharma and Retail Pharmacies - Sales View PollAnup Soans
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.
Healthcare's Future will be Patient ExperienceAnup Soans
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
Healthcare in India - a Dystopian World | Book review by Dr. Sumit GhosalAnup Soans
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.
International Cancer Survivors Day is celebrated during June, placing the spotlight not only on cancer survivors, but also their caregivers.
CANSA has compiled a list of tips and guidelines of support:
https://cansa.org.za/who-cares-for-cancer-patients-caregivers/
Feeding plate for a newborn with Cleft Palate.pptxSatvikaPrasad
A feeding plate is a prosthetic device used for newborns with a cleft palate to assist in feeding and improve nutrition intake. From a prosthodontic perspective, this plate acts as a barrier between the oral and nasal cavities, facilitating effective sucking and swallowing by providing a more normal anatomical structure. It helps to prevent milk from entering the nasal passage, thereby reducing the risk of aspiration and enhancing the infant's ability to feed efficiently. The feeding plate also aids in the development of the oral muscles and can contribute to better growth and weight gain. Its custom fabrication and proper fitting by a prosthodontist are crucial for ensuring comfort and functionality, as well as for minimizing potential complications. Early intervention with a feeding plate can significantly improve the quality of life for both the infant and the parents.
Stem Cell Solutions: Dr. David Greene's Path to Non-Surgical Cardiac CareDr. David Greene Arizona
Explore the groundbreaking work of Dr. David Greene, a pioneer in regenerative medicine, who is revolutionizing the field of cardiology through stem cell therapy in Arizona. This ppt delves into how Dr. Greene's innovative approach is providing non-surgical, effective treatments for heart disease, using the body's own cells to repair heart damage and improve patient outcomes. Learn about the science behind stem cell therapy, its benefits over traditional cardiac surgeries, and the promising future it holds for modern medicine. Join us as we uncover how Dr. Greene's commitment to stem cell research and therapy is setting new standards in healthcare and offering new hope to cardiac patients.
Trauma Outpatient Center is a comprehensive facility dedicated to addressing mental health challenges and providing medication-assisted treatment. We offer a diverse range of services aimed at assisting individuals in overcoming addiction, mental health disorders, and related obstacles. Our team consists of seasoned professionals who are both experienced and compassionate, committed to delivering the highest standard of care to our clients. By utilizing evidence-based treatment methods, we strive to help our clients achieve their goals and lead healthier, more fulfilling lives.
Our mission is to provide a safe and supportive environment where our clients can receive the highest quality of care. We are dedicated to assisting our clients in reaching their objectives and improving their overall well-being. We prioritize our clients' needs and individualize treatment plans to ensure they receive tailored care. Our approach is rooted in evidence-based practices proven effective in treating addiction and mental health disorders.
Chandrima Spa Ajman is one of the leading Massage Center in Ajman, which is open 24 hours exclusively for men. Being one of the most affordable Spa in Ajman, we offer Body to Body massage, Kerala Massage, Malayali Massage, Indian Massage, Pakistani Massage Russian massage, Thai massage, Swedish massage, Hot Stone Massage, Deep Tissue Massage, and many more. Indulge in the ultimate massage experience and book your appointment today. We are confident that you will leave our Massage spa feeling refreshed, rejuvenated, and ready to take on the world.
Visit : https://massagespaajman.com/
Call : 052 987 1315
Under Pressure : Kenneth Kruk's StrategyKenneth Kruk
Kenneth Kruk's story of transforming challenges into opportunities by leading successful medical record transitions and bridging scientific knowledge gaps during COVID-19.
Letter to MREC - application to conduct studyAzreen Aj
Application to conduct study on research title 'Awareness and knowledge of oral cancer and precancer among dental outpatient in Klinik Pergigian Merlimau, Melaka'
Rate Controlled Drug Delivery Systems, Activation Modulated Drug Delivery Systems, Mechanically activated, pH activated, Enzyme activated, Osmotic activated Drug Delivery Systems, Feedback regulated Drug Delivery Systems systems are discussed here.
This document is designed as an introductory to medical students,nursing students,midwives or other healthcare trainees to improve their understanding about how health system in Sri Lanka cares children health.
The dimensions of healthcare quality refer to various attributes or aspects that define the standard of healthcare services. These dimensions are used to evaluate, measure, and improve the quality of care provided to patients. A comprehensive understanding of these dimensions ensures that healthcare systems can address various aspects of patient care effectively and holistically. Dimensions of Healthcare Quality and Performance of care include the following; Appropriateness, Availability, Competence, Continuity, Effectiveness, Efficiency, Efficacy, Prevention, Respect and Care, Safety as well as Timeliness.
Navigating Challenges: Mental Health, Legislation, and the Prison System in B...Guillermo Rivera
This conference will delve into the intricate intersections between mental health, legal frameworks, and the prison system in Bolivia. It aims to provide a comprehensive overview of the current challenges faced by mental health professionals working within the legislative and correctional landscapes. Topics of discussion will include the prevalence and impact of mental health issues among the incarcerated population, the effectiveness of existing mental health policies and legislation, and potential reforms to enhance the mental health support system within prisons.
INFECTION OF THE BRAIN -ENCEPHALITIS ( PPT)blessyjannu21
Neurological system includes brain and spinal cord. It plays an important role in functioning of our body. Encephalitis is the inflammation of the brain. Causes include viral infections, infections from insect bites or an autoimmune reaction that affects the brain. It can be life-threatening or cause long-term complications. Treatment varies, but most people require hospitalization so they can receive intensive treatment, including life support.
KEY Points of Leicester travel clinic In London doc.docxNX Healthcare
In order to protect visitors' safety and wellbeing, Travel Clinic Leicester offers a wide range of travel-related health treatments, including individualized counseling and vaccines. Our team of medical experts specializes in getting people ready for international travel, with a particular emphasis on vaccines and health consultations to prevent travel-related illnesses. We provide a range of travel-related services, such as health concerns unique to a trip, prevention of malaria, and travel-related medical supplies. Our clinic is dedicated to providing top-notch care, keeping abreast of the most recent recommendations for vaccinations and travel health precautions. The goal of Travel Clinic Leicester is to keep you safe and well-rested no matter what kind of travel you choose—business, pleasure, or adventure.
KEY Points of Leicester travel clinic In London doc.docx
The Amazonisation of Healthcare - Start with the Customer & Work Backwards
1. MEDICINMANAugust 2018| www.medicinman.net Indian Pharma’s First Digital Magazine Since 2011
TM
L
ast month, Amazon was reportedly in talks
to invest Medplus, the second largest Indi-
an pharmacy chain after Apollo Pharmacy.
Whether Amazon succeeds in the healthcare
market, or not, remains to be seen but the rea-
son I believe healthcare is about to get ‘Ama-
zonized’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 health-
care. Incumbents might smirk at it, but custom-
er obsession is the primary reason why Amazon
and other tech companies have built giant cor-
porations 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:
Rule 1: Move from selling to engaging. The
old business model was to sell products. The
new business model is to engage customers and
ensure that they consume your content and not
someone else’s. (Customers do have a choice).
1 | MedicinMan August 2018
Amazon's drive to put the consumer at the center of their
market strategy could very well topple well-established
incumbents in healthcare.
THE
'AMAZONIZATION' OF
HEALTHCARE
Salil Kallianpur
“... Amazon understands Indian
consumers better than most
other pharma players including
retailers due to their dependence
on data and business intelligence.
So, their move into the pharmacy
space might be better thought out
than we can possibly see now.
2. Salil Kallianpur | The 'Amazonization' of Healthcare
Rule 2: Data is the new currency. The old curren-
cy was number of Rx, product sales etc. The new
currency is data – about your customers, their in-
terests, preferences – as much possible and con-
stantly updated.
Rule 3: Customer experience is the new lever of
competitive advantage. The old competitive ad-
vantage was size of field force, better drug efficacy
and safety, more SKUs etc. The new competitive
advantage is customer experience. If your custom-
er enjoys the experience that they have with your
brand, content, website, rep etc., you’ve won.
Amazon has always had a track record of creating
fundamental changes to any industry that they en-
ter:
“We are just trying to figure out what we learned in
other industries and how we have architected our
own infrastructure to figure out how we can bring
that to healthhcare and help healthcare migrate
to simpler solutions.” – Chris Holt
I also believe that Amazon understands Indian con-
sumers better than most other pharma players in-
cluding retailers due to their dependence on data
and business intelligence. So, their move into the
pharmacy space might be better thought out than
we can possibly see now:
“We aren't trying to fit into any traditional defini-
tion of how things work in healthcare. We're trying
to bring our own capabilities to the market. We've
seen a tremendous willingness among our cus-
tomer base to try out new things even though they
know that it might not be something that they're
used to.” – Chris Holt
Amazon has shown itself to have a ruthless, ‘win-
ner-takes-all’ approach and it is that monopolistic
approach to business that will worry the govern-
ment more than anything else. But, if patients,
caregivers and consumers are happy, the Ama-
zonization of Healthcare will be complete. MM
2 | MedicinMan August 2018
Salil Kallianpur is Principal
Consultant at Digital Trans-
formation Lab and Executive
Editor at MedicinMan
3. CONTENTS
Our mission is to collectively improve the pharma
sales and marketing ecosystem - leading to better
relationships with doctors and better outcomes for
patients.
MedicinMan Volume 8 Issue 8 | August 2018
Editor and Publisher
Anup Soans
Chief Mentor
K. Hariram
Executive Editor
Salil Kallianpur
Editorial Board
Prof. Vivek Hattangadi; Deep Bhandari; Hanno
Wolfram; Renie McClay
Letters to the Editor: anupsoans@medicinman.net
1. The 'Amazonization' of Healthcare ...............1
Amazon's drive to put the consumer at the center
of their market strategy could very well topple well-
established incumbents in healthcare.
Salil Kallianpur
2. Quality – A Key Issue at OPPI, IPA and IDMA
Joint Summit .......................................................5
Vivek Hattangadi reports on the issue that is keeping
industry CEOs awake at night, in an otherwise
globally respected industry.
Vivek Hattangadi
3. DigiStorm 2018 - To 'Do' Dgital or 'Be' Digital -
that is the Question ..........................................10
Digital is has changed how we travel, consume news,
connect with friends and family and buy groceries -
what is its true impact on healthcare?
K. Hariram
3 | MedicinMan August 2018
Connect with Anup on LinkedIn | Facebook | Twitter
Anup Soans is an L&D Facilitator,
Author, Pharma Consultant.
muckrack.com/anupsoans/articles
Meet the Editor
4. Pharma in the Digital Economy.
DigiStorm 2018
Bangalore Edition
11th
September, Lalith Ashok
About DigiStorm
DigiStorm is the flagship digital pharma event
from MedicinMan.
Every year, DigiStorm brings together thought
leaders from Indian pharma to decipher the
impact of digital on the patient journey, phar-
ma marketing, corporate L&D and the health-
care landscape at large.
With speakers and participants from India’s
biggest and most innovative pharma compa-
nies and service providers, DigiStorm sets the
digital agenda for the year ahead.
Karnataka Drugs and Pharmaceuticals Manufacturers' Association
REGISTER AT:
medicinman.net/digistorm
Prabir Jha,
President &
Global Chief
People Officer,
Cipla
Salil
Kallianpur,
Principal
Consultant –
Digital Trans-
formation Lab
and Executive
Editor at
MedicinMan
K. Hariram is
Chief Mentor
at Medicin-
Man and an
executive
coach. He is
the former MD
at Galderma
India
Deep
Bhandari,
Editorial Board
Member,
MedicinMan
Sunil Attavar,
Chairman and
Managing
Director, Group
Pharmaceuticals
Anup Soans,
Editor, Medicin-
Man
Sankar Dass,
Chief Executive
Officer, Curatio
Healthcare
Amit Bhakri,
Business Unit
Head, Specialty
Care, AstraZen-
eca
Suresh
Subramanian,
Head South Asia,
Biocon Branded
Formulations,
Biocon
Raja MVSMA,
Vice President,
Marketing &
Portfolio, Dr.
Reddy’s Labora-
tories
Varadarajan S,
Vice President,
Corporate Learn-
ing & Develop-
ment, Micro Labs
Dr. Karthik
Anantharaman,
Business Unit
Head (Meta-
bolics/Branded
Formulations/
Biosimilars),
Biocon
Pankaj N
Gursahani, PhD,
Director, Sales
Training, Astra-
Zeneca India
Amlesh
Ranjan, Deputy
Director, Super
Specialty, Sanofi
Jiten Karani,
Senior Director,
Sales Force Effec-
tiveness, Biocon
IN PARTNERSHIPWITH
For more information and
to register, visit:
medicinman.net/digistorm
5. 5 | MedicinMan August 2018
T
he other day I asked a medical practitioner, a
friend of mine for the last 41 years, as to which
brand of amoxicillin+clavulanic acid would he
use if someone from his family needed it.“Augmentin”,
pat came the reply. ”Why not…,”I named a few brands.
“Because Augmentin is Augmentin. And I know that it
comes from a top-class company with top class quali-
ty. I do not wish to take a chance with any other brand.”
“Each time we pop a pill, feed syrup to little ones, vac-
cinate our babies or inject a medicine into our critical-
ly-ill loved ones, the obvious hope is that it will work.
But, we are totally oblivious to the untold story of the
medicine,”says an Organization of Pharmaceutical Pro-
ducers of India (OPPI) release.
Millions of people all over the world are alive and in
good health today because they have ‘trusted’ the pill
to do its job. “Trust” that is a result of the doctor-pa-
tient relationship and in the pill that is expected to do
its work.
For the first time in the history of the pharma indus-
try in India, all the three major pharma manufacturers
bodies viz. the OPPI, the IPA (Indian Pharmaceutical
Alliance) and the IDMA (Indian Drug Manufacturers
Association) met on a common platform in June 2018
to set an agenda that would:
QUALITY – A KEY ISSUE
AT OPPI, IPA AND IDMA
JOINT SUMMIT
Vivek Hattangadi
Vivek Hattangadi reports on the issue that is
keeping industry CEOs awake at night, in an
otherwise globally respected industry
6. Vivek Hattangadi | Quality – A Key Issue at OPPI, IPA and IDMA Joint Summit
ØØ Agree on the importance of setting and adopt-
ing best-in-class global quality standards for
the pharmaceutical industry;
ØØ Bring all stakeholders together – regulators,
industry and governments, both state and
central – to create the enabling conditions for
achieving this goal, and
ØØ Define the quality roadmap for India
It is imperative to build a culture of quality in the
country. The summit called for adopting global
quality standards. “Bring all stakeholders like reg-
ulators, industry and government to work jointly
towards the growth of the sector”, was the rallying
cry.
In an interview, Dr. Sanjit Singh Lamba, Chair - OPPI
Technical & Supply Chain Committee & Managing
Director, Eisai Pharmaceuticals India, spoke about
the initiative taken by FDA (Food and Drug Ad-
ministration) to inject Quality by Design (QbD) to
build quality into the product right from the start
of manufacturing.
This contrasts with the traditional Quality by Test-
ing (QbT) approach that tests product quality by
checking it against the approved regulatory spec-
ifications at the end of the manufacturing stream.
QbD principles promote innovation and continu-
ous improvement of the product.
When asked about the benefits of implementing
QbD principles at the formulation development
stage, Dr. Lamba said that there are many benefits
of QbD at formulation development stage. A few of
them are listed below:
ØØ The product is developed considering custom-
er’s (patients) need.
ØØ A robust process is developed as it focuses on
a control strategy rather than testing
ØØ Overall development is systematic, and multi-
variate experiments are conducted to under-
stand the process and product which estab-
lishes a design space.
6 | MedicinMan August 2018
“
For the first time in the history of
the pharma industry in India, all the
three major pharma manufacturers
bodies viz. the OPPI, the IPA (Indian
Pharmaceutical Alliance) and the
IDMA(IndianDrugManufacturers
Association) met on a common
platform in June 2018
7. Vivek Hattangadi | Quality – A Key Issue at OPPI, IPA and IDMA Joint Summit
ØØ The process can be adjusted within the design
space rather than remaining a fixed process.
ØØ Product life cycle is managed as a preventive
action rather than through reactive problem
solving.
He added that QbD principles can save costs in
terms of both time and money as against QbT.
Mr. Annaswami Vaidheesh, President, OPPI and
Managing Director GSK Ltd. said, "Quality of medi-
cines are pivotal in delivering patient care and the
entire pharmaceutical industry has come together
to stress the importance of quality in delivering re-
sponsible and safe patient care. Quality should be
embedded in every stage of the medicine-making
process and across the delivery chain – from the
R&D laboratory to the pharmacy where the patient
buys the drugs”.
The Indian pharma industry has contributed im-
mensely to driving healthcare objectives and the
economic growth of India. The industry has grown
by 8.5% over the last 10 years and contributes to
3.1% of our nation’s GDP and close to 10% of India’s
exports. One million Indians are employed in this
sector, the release said.
Indian pharma has contributed not just to the
health outcomes of Indians but to patients glob-
ally. 60% of vaccines globally are produced in In-
dia and India supplies 30% of the requirements of
United Nations Children’s Fund (UNICEF). 60-80%
of vaccines procured by the UN come from India.
7 | MedicinMan August 2018
“
Dr. Sanjit Singh Lamba, Chair -
OPPI Technical & Supply Chain
Committee & Managing Director,
Eisai Pharmaceuticals India, spoke
about the initiative taken by FDA
(Food and Drug Administration) to
inject Quality by Design (QbD) to
build quality into the product right
from the start of manufacturing.
This contrasts with the traditional
Quality by Testing (QbT) approach
that tests product quality by
checking it against the approved
regulatory specifications at the end
of the manufacturing stream.
8. Vivek Hattangadi | Quality – A Key Issue at OPPI, IPA and IDMA Joint Summit
No wonder then that India is called the ‘Pharmacy
of the World’.
India will continue to drive the availability of high
quality drugs at low cost. Quoting an example, the
cost of therapy per month of the long acting insu-
lin, LANTUS is US$42 in India, US$139 in China and
US$186 in the US. Advair Inhaler costs US$10 in In-
dia; in the US it is US$154.
The summit also highlighted the many instances of
poor quality products manufactured in India that
have recently surfaced. Drug quality is one of the
major challenges faced by the industry. This has
been reported extensively.
At the summit, adherence to a Quality Assurance
Programwasemphasizedtomakecertainthateach
medicine reaching a patient is safe, effective and
of a standard quality – all adhering to WHO-cGMP.
The ‘c’ in cGMP stands for ‘current,’ requiring com-
panies to use technologies and systems that are
up-to-date, to comply with regulations, and assure
the quality of every batch every day.
By implementing WHO-cGMP and PIC/S, India
can aim for meeting stringent Global Standards. It
highlighted the differences between GMP (Sched-
ule M) and WHO-cGMP and why the latter needs to
be adopted.
The summit highlighted the difference between
pharmaceutical equivalence and bioequivalence.
Two pills may look alike but they may not be the
same. The determinants of pharmaceutical quality
were discussed in detail.
Identity, purity, potency, uniformity and stability
are defined in pharmacopoeias and stated in the
certificate of analysis (COA) of each lot of the prod-
uct.
Low quality of medicines can result in prolonging
illness and even death. Besides it is a waste of limit-
ed financial resources, loss of credibility and worse
– distress to patients and family.
8 | MedicinMan August 2018
“
By implementing WHO-cGMP and
PIC/S, India can aim for meeting
stringent Global Standards. It
highlighted the differences between
GMP (Schedule M) and WHO-
cGMP and why the latter needs to
be adopted.
9. Vivek Hattangadi | Quality – A Key Issue at OPPI, IPA and IDMA Joint Summit
The summit also discussed the underlying issues
that drive a gap in quality from the manufacturer’s
perspective. There were the gaps in ensuring ad-
herence to standards or SOPs. Standards are not in
line with best-in-class. Schedule M provides robust
guidelines but needs to be upgraded to global
standards. The need is to adopt WHO GMP & devel-
op a roadmap for PIC/S.
There is a dire need for pharmaceutical manufac-
turers to achieve excellence in quality on a sustain-
able basis.
In conclusion, six potential themes emerged
1. Adopt to WHO-cGMP.
2. Develop a roadmap to join PIC/S
3. Strengthen drug filing requirements in India.
4. Extend regulatory and quality checks till the
last mile
5. Cooperate with other regulators
6. Provide requisite financial support to ensure
baseline standards
MM
9 | MedicinMan August 2018
“
Low quality of medicines can
result in prolonging illness and
even death. Besides it is a waste of
limited financial resources, loss of
credibility and worse – distress to
patients and family.
Vivek Hattangadi is a
Consultant in Pharma
Brand Management and
Sales Training at The En-
ablers. He is also visiting
faculty at CIPM Calcutta
(Vidyasagar University)
for their MBA course in
Pharmaceutical Management.
vivekhattangadi@theenablers.org
10. 10 | MedicinMan August 2018
D
o a Google search on "digital transformation"
and you'll get 11.5 million results, topped by
ads from various technology giants. People
generally don’t explain what they mean by "digital
transformation," and quite often it sounds like one of
those buzzwords (or buzz phrases), like "paradigm
shift" and "new normal," that don't mean much of any-
thing at all.
Of course, Digital transformation is a current buzz-
word, but the roots go far back. Today, the retail indus-
try, hospitality and taxi services are three examples of
what digital transformation really is and the amazon,
the Airbnb and the Uber are a part of us on our smart-
phones that we hold very dearly in our hands day in
and day out.
Where is India pharma in this journey of digital trans-
formation? The Ken, in an article titled“Indian Pharma
doesn’t have a choice but to market digitally”was cat-
egorical that Indian pharma has no option but to em-
brace digitalisation of its marketing activities.
While Indian pharma has certainly been moving in
this direction, there seems to be a lot of hesitation in
wholeheartedly embracing it. Mostly, for Indian phar-
ma digital is synonymous to “iPad detailing” which
means transferring the visual aid onto glass (tablet) or
each brand manager creating an app for the physician
to download. At the receiving end is the pharma sales
person who finds it very difficult to convince the phy-
sician to download the app, much to his annoyance.
K. Hariram
DigiStorm 2018 - to 'do'
digital or 'be' digital -
that is the question.
Digital is has changed how we travel, consume
news, connect with friends and family and buy
groceries-whatisitstrueimpactonhealthcare?
11. K. Hariram | DigiStorm 2018 - To 'Do' Dgital or 'Be' Digital - that is the Question
Couple of relevant questions pop up in my mind.
Is this what digital means? Is the digital route just
a different medium? Should it just be looked at
through the marketing lens or should it grow be-
yond? Should digital function be a separate one
from marketing or should all marketers be savvy to
embrace digitalization as part of their core market-
ing function?
DigiStorm 2018, to be held on 11th September in
Bangalore in partnership with KPDMA, provides an
opportunity to deliberate and find some of the an-
swers to the above questions and a way forward to
adopting digital in pharma marketing.
One of the questions that will be asked in this fo-
rum is: “Is Indian Pharma embracing more digital
technology?”The relevant question in my mind is,
“do we want to be‘doing digital’rather than‘being
digital’?”– which means using digital technologies
to make incremental improvements to the status
quo, but not yet weaving digital into their organi-
sational and marketing DNA.
To have greater understanding, better perspective
and deeper insights, do register yourself and join
us on 11th
September 2018 at The Lalit, Bengaluru
for the DigiStorm 2018 event. Visit us for more de-
tails at www.medicinman.net/digistorm. MM
11 | MedicinMan August 2018
K. Hariram is the
former MD (retd.) at
Galderma India.
He is Chief Mentor at
MedicinMan and a
regular contributor.
khariram25@yahoo.com