commercial effectiveness in pharma 2012

Commercial Effectiveness in

Pharma 2012

CE- 2012 is a two day conference focusing on implementing

effective commercial strategies that are necessary to increase

revenues and profitability in the complex Indian landscape of

today.

‘Pharmaceuticals in India’ is a never ending discussion over its

growth potential, opportunities, strengths and how your or-

ganization can capitalize on them. At the same time, it is essen-

tial to know what obstacles you will face while doing so.

At CE- 2012 we will aim at covering most of the crucial topics

over two days.

Event highlights:

Future Landscape: Learn about the

upcoming developments in the changing

pharma landscape and the impact on your

business.

Sales and Marketing excellence: Upgrade

your marketing strategies, align them with

sales initiatives and achieve increased

commercial success.

KAM: Is it about time to implement it?

Know all about Key Account Management

and how it can impact your business.

Sales Force Effectiveness: Understand the importance and the changing roles of your SF and

FLMs.

Case- studies: Hear from the experts and experienced in the industry how they are bringing

about a change in their organizations.

Website:

www.pharmasearchconv

Venue:

Courtyard Marriott, And-

heri (E), Mumbai

Date:

August 3rd- 4th 2012

YOU CAN’T AFFORD

TO MISS IT

India’s first ever conference on commercial excellence in pharma

http://www.pharmasearchconventions.com


Pharma 2012

The first ever Commercial Effectiveness convention for pharma in India!

With so much changing in the Indian pharma landscape and multiple reports boasting of India's growth potential, we at PSC thought it would be great to bring together professionals to discuss the most crucial topic for today- Commercial Effectiveness in

pharma.

After several months of research and interviews with industry experts and forerun-ners, we have come up with a robust agenda to adresss challenges, solutions, trend-

setting casestudies and steps to be taken in the future by Indian pharma.

Session 1: Current and Future landscape of the Indian Pharmaceuti-

cal market

Explore the key drivers impacting your company’s business in this fast paced pharma environment

Boom in healthcare: Learn about the growing opportunities with healthcare transfor-

mation

Capitalize on the growth opportunities with the rise in specialty drugs. Speciality re-

quires special capabilities: Do we agree?

Emergence of Biosimilars in speciality arena: Will it mitigate the rising cost?

Patient Adherence & Compliance-Challenges & Opportunities in speciality space

KEY NOTE PRESENTATION:

DR. AJIT DANGI (Former Director General of OPPI), CEO and President of

Danssen Consulting

Preparing India to compete and succeed in the global Pharma market:

Aligning with Global Trends in Pharmaceutical Market to make strong global foot-

prints

Identifying Key Strategic Drivers to sustain profitable growth

Leveraging Intellectual Property as a Competitive Strategy

How DIVA (Differentiation, Innovation and Value Addition) can help Indian Pharma

to move up the Value Chain

Gaining competitive advantage through competitive intelligence: Understanding the need for competitive intelligence in a challenging pharma

environment The CI process: Executing more than just market research. Turning CI into commercial strategies for your brand


Session 2: Marketing Excellence and Execution

Data and Customer segmentation:

Understand the urgency of quality data segmentation and right customer targeting

for your brand

Upgrade primitive SFE and SFA techniques to yield better commercial results

Doctographics:- Understand the importance of segmenting doctors for an effective

commercial model

Use of Technology: Identify the drivers and enablers of better data

Panel: Commercial excellence KPIs to be considered as a key growth driver for your company

Benchmark your commercial strategies with competitors to analyze loopholes

Drive commercial excellence by integrating sales and marketing efforts

Learn how to manage the overlap of sales and marketing efforts

Enhance commercial effectiveness through marketing communications and programs

Identify the need to change in the growing competitive pharma environment

Understand who are the stakeholders and learn about their roles in your strategy

Marketing programs : How do we de-mystify them?

How do we measure effectiveness through marketing communications? Integrate

technology in the measurement process

Session 3: Sales Effectiveness and Commercial Intelligence

(Analytics)

Achieving sales excellence through effective Sales Force Competency analytics

To achieve excellence in Sales execution, sales and human resource leaders must adopt new approaches to Sales Force competency model design and implementation. Our dis-cussion covers the following :

Understand why competency assessments matter

Evaluate the process of selecting Sales Force competencies and validate the selected

competencies

Learn about competency analytics and driving Sales performance through competen-

cies

Know about the ‘Value Edge Competency Management’ implementation


Pharma 2012


Changing the face of your sales representative

Overcome the challenge of sales reps not being considered as partners but neces-

sary evil by customers

Learn how to bridge the gap between the sales reps and doctors

Find out innovative motivators to influence doctors’ attitude towards sales reps

Understand the role of a Front Line Manager

Uncover the paradigm shift of management internally

Learn the importance of goal setting and planning for a front line manager

What are the ‘on-job’ management styles?

How do we evaluate and measure the performance styles?

Session 4: Commercial Effectiveness with healthcare ecosystems,

KAM and Market Access

Understanding Key Account Management for your business

Refine your business strategy by implement an effective and suitable KAM model

Quality approach: Implement a more customer- centric model v/s a product focus-

sed one

Learn how to align the KAM model by allocating internal and external resources

Effective Market Access models for the Indian Pharma industry

Find out how much of the Indian population actually is your “brand audience”

Is market access a luxury or a necessity in today`s highly competitive and clut-

tered pharma industry?

Are we innovative or still using the tactics which can be defined age old?

Explore the market access models that work today!

Linking Commercial Effectiveness with Healthcare ecosystems:

Understand the increasing importance of health care providers for your brands

commercial success

How do you engage public healthcare systems in your commercial strategy?

What roles do hospitals play in your commercial strategy?

Ensure healthy communicative relationships and build innovative partnerships with

the healthcare providers


Pharma 2012



Pharma 2012


Deep Bhandari– GM Sales & Marketing Ser-

vice Organization ( MSO) at Novartis India

Limited

Presentation Title: Data and Customer seg-mentation:

S. Vardarajan - Associate Director– Head of

Commercial Excellence and PMO at Merck

Presentation Title: Understand the role of a

Front Line Manager

Anindya Chowdhary - Senior Director, Head - Consumer Healthcare Business - India at

Sanofi

Panel Session: Commercial Excellence KPIs to be considered as a key growth driver

Ashish Srivastav—Business Unit Director—Bristol Myers Squibb

Amlesh Ranjan - Associate Director at Sanofi

Presentation Title: Understanding Key Account Management for you business

Manoj Kumar - Head - Marketing, Global Central Marketing Team, AstraZeneca -

Branded Generics

Presentation Title: Effective Market Access models for the Indian Pharma industry

Girish Joshi - Business Head- Healthcare, India at Kimberly-Clark

Panel Session: Linking Commercial Effectiveness with Healthcare ecosystems

Deepak Arora - Global Associate Brand Director at Novartis Healthcare Private Limited

Presentation title: Explore the key drivers impacting your company’s business in this fast paced pharma environment

Chandrasekaran K. N- Former Head of Commercial Operations at Novartis

Panel Session: Enhance commercial effectiveness through marketing communications and programs

Navneet Sharma- Sr. Analyst (CI) at Novartis

Presentation Title: Gaining competitive advantage through competitive intelligence

Sanjay Agarwal- Head of Sales training at Novartis

Presentation Title: Changing the face of a sales representative

Rohit Anand- Managing Director (Sales and Marketing Analytics) @ Value Edge Re-

search

Presentation Title: Achieving sales excellence through effective Sales Force Competency

analytics

KEY NOTE SPEAKER:

Dr. Ajit Dangi- (Former Director General

of OPPI), President and CEO of Danssen

Consulting

Presentation title: Preparing India to

compete and succeed in the global

Pharma market


Pharma 2012


Pharma Search Conventions aims and promises to deliver value- driven conferences that

are rarely seen in India. Be a part of this experience and let our attendees know about the

right solutions you can offer them. Be a part of the best!

By partnering with PSCs you can;

Network with the right individuals who are decision makers

Exhibit your products and services in the networking area

Get noticed in a targeted environment

Speak or hold valuable workshops for the audience to showcase your expertise

There are very limited exhibition spaces available at Pharma Search Conferences as we pre-

fer to make it as pharma friendly as possible. Contact us at the earliest to block your spot

now!

Media Partners for CE- 2012:

Digital Medcom Solutions

Silver Sponsor


Pharma 2012


Type of Pass Early Bird Discount Regular Rates

(Valid from June 1st - June

30th)

(Valid from July 1st- August

2nd)

1 day pass 2-day pass 1 day pass 2- day pass

Pharma Standard* Rs. 9,999 Rs. 16,999 Rs. 11,999 Rs. 18,999

Pharma premium** Rs. 11,999 Rs. 18,999 Rs. 13,999 Rs. 20,999

Solution providers stan-

dard Rs. 10,999 Rs. 17,999 Rs. 12,999 Rs. 19,999

solution providers pre-

mium Rs. 12,999 Rs. 19,999 Rs. 14,999 Rs. 21,999

Delegate details:-

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Company:

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Pass selection:-

(*) Access to the 2- day conference

(**) Access to the 2- day conference, post event material, workshop material (if any)

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Or

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tions

Or

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Or

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___________________________________________________________

To collect Rs/$ __________

Contact us at:

Akshata Rao,

Director – Pharma Search Conventions

Email: [email protected]

Cell: +91- 9833074566

Cheque payable to: Pharma Search

Laboratories

For DD or money transfer, contact us.