3-4 DECEMBER

2015WARSAW

courtyard by marriott hotel

Innovation, Sales Optimizationand Development towards Growth!

SPEAKERS AT THE CONFERENCE

WWW.PHARMA-CONFERENCES.COM/SALES/PRELEGENCIFOR MORE INFORAMTION ABOUT SPEAKERS, PLEASE VISIT:

Attorney, Partner

Traple Konarski Podrecki i Wspólnicy

Dr Tomasz Targosz

Attorney,Senior Partner

Traple Konarski Podrecki i Wspólnicy

Dr hab. Paweł Podrecki

National Sales Manager, “Senior Marketer No-UK of the year 2013”

NutriciaArtur Krzyżanowski

Author of ‘Pharma Key Account Management’, Managing Director

Innov8

Hanno Wolfram

Senior Director SFE and Data Integration

Bristol-Myers Squibb China/Sino-American Shanghai Squibb

Sebastian Cudny

National Field Sales Manager Poland

Unilever

Piotr Sędor

Managing Director of the Group Insurance Department

AXA ŻYCIE TU

Konrad Zakrzewski

CEO

Grupa FARMED

Krzysztof Felpel

Vice-president

Polska Grupa Farmaceutyczna

Marcin Majchrzak

Sales and Distribution Director

Grupa Polpharma

Jacek Wiśniewski

Commercial Director Respiratory & Established Products

GSK

Maciej Czajnik

Head of Sales Consumer Care

Bayer

Grzegorz Zając

Sales and Marketing Manager

Teva

Arkadiusz Homa

Sales Manager

Roche Diagnostics

Renata Szymańska

RX Division Director

Sanofi

Wojciech Kuna

CEO

Grupa Cosmedica

Jerzy Radziwanowski

Krzysztof Bukowski

Wiceprezes, Dyrektor Sprzedaży

CF Hasco-Lek

Wojciech Raczyński

Dyrektor Komercyjny Pion Innovacyjno--Brandowy

Teva

Strong Squadron leadermeans, strong sales team!CRYPTONYM OF THE OPERATION:

FF&SEFP 2015

Improve the key aspects of sales strategies and tactics of pharma companies in Poland, with special emphasis of FF and increase sales revenues.

Decision-makers responsible for sales strategies of pharma and distribution companies operating in the Polish market, leading sales teams and persons responsible for sales support processes.

Effective management of the sales organisationdespite of turbulences, new challenges and changes

Improving the efficiency of the team’s processes combined with cost optimisation

Adjusting to the new distribution system taking account of the development of the retail chains and purchasing groups

Implementing innovations in the marketing and sales communication (incl. multichannel) leading to outstanding contacts with HCP

Implementation of a new representative model, KAM, generating added value for HCP and Patients

STRATEGIC GOAL OF THE OPERATION:

PARTICIPANTS OF THE OPERATION:

TACTICAL GOALS OF THE OPERATION:

OPERATION DATES: 3-4 Dec 2015 WARSAW

SPEAKERS AT THE CONFERENCE

WWW.PHARMA-CONFERENCES.COM/SALES/PRELEGENCIWWW.PHARMA-CONFERENCES.COM/SALESFOR MORE INFORAMTION ABOUT SPEAKERS, PLEASE VISIT:DETAILS:

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8:30 Registration and morning coffee

9:00 Opening the event and networking session - at the very start you are invited to mutual inspiration and exchange of experiences Aleksandra Schoen-Żmijowa, Project Director, Blue Business Media

STRATEGIC SALES PERFORMANCE FOR PHARMA 2015/2016

9:20 What comes after the old sales-model Hanno Wolfram, Author “Pharma Key Account Management”, Managing Director, Innov8

X Why traditional pharma sales forces are no Longer successful

X “The sales model of the past is dead!”, is what you can read everywhere

X Now what - where does the future lie

9:50 Interactive Q&A session

10:00 Panel discussion among Sales Directors: Sales in 2015 vs 2025 - Rep vs Avatar? - What do we bet on, what the future is offering? - how to effectively manage sales organisation in the pharma industry Moderator: Dr Jarek Frąckowiak, General Director, PharmaExpert Panelists: Wojciech Raczyński, Commercial Director, Teva Paweł Kuryło, Manager of Planning and Development of Distribution Support Tools, Grupa Polpharma Sebastian Cudny, Bristol-Myers Squibb China/Sino-American Shanghai Squib Artur Krzyżanowski, National Sales Manager, “Senior Marketer No-UK of the year 2013”, Nutricia

X New trends in sales and the future development directions - how to prepare for them today

X Retail chains and DPD - how the new distribution model influence the commercial model in the industry and what can be expected in the coming years

X Avatars, Big Data, virtual Rep... Will innovations bring the end of the traditional FF

X Omnichannel in company strategy X Innovations in team management

10:30 Coffee break and backstage discussions

10:50 What is today’s market and what we expect in the coming years - challenges for sales directors and FF related to the development of pharmacy retail chains Case study POLPHARMA Paweł Kuryło, Manager of Planning and Development of Distribution Support Tools, Grupa Polpharma

X Category Management - looking for potential and synergies between retail chain and manufacturer

X Data exchange - the limits of detailedness and frequency between efficiency and losing time and money

X Tools supporting relationship - in what can they replace people and what they will not do for us

11:15 Interactive Q&A session

11:25 Insight based sales - how to be customer-centric in the pharma market in practice Case study PGF Marcin Majchrzak, Vice-president, PGF

11:50 Interactive Q&A session

12:00 Panel of pharmacy retail chain representatives, distributors, purchasing groups, and manufacturers: how to use the chance of rewarding relationship to generate added value for the patient and profit for the company! Developing a common win-win model of cooperation Moderator: Artur Schab, Partner, R Pharmaceutical Consulting Panelists: Katarzyna Zając, Board Member, Communications and Marketing Director, Apteki Ziko Krzysztof Felpel, President, Grupa Farmed Marcin Majchrzak, Vice-president, PGF Joanna Ossowska-Nowicka, Senior Pharmaceutical Purchase Manager, Super-Pharm

MULTICHANNEL IS THE KING! WHAT DOES THE MULTICHANNEL APPROACH MEAN IN PRACTICE FOR SALES - EFFECTIVENESS &

CUSTOMER INTELLIGENCE IN THE OMNICHANNEL ERA

12:30 The future is here - direct to HCP as the success strategy Marcin Pleszko, Chief Product Officer, Sagra

12:50 Interactive Q&A session

12:55 Lunch

13:45 Evolution of “Cross Functional Team” around the client: integration of sales forces, marketing and KAM to better address the needs of HCP and the patient Case study BMS China Sebastian Cudny, Senior Director, SFE and Data Integration, Bristol-Myers Squibb China/Sino-American Shanghai Squibb

X How to effectively change the business model X What pays off and what does not X How to prepare changes

14:20 Interactive Q&A session

14:30 Saving the whale - did the ‘digital’ tools help save one of the largest ‘creatures’ in the ecosystem of the pharma market Case study SANOFI Wojciech Kuna, Director of RX Division, Sanofi

X Too old and big to grow X Changes and competition - opportunity or threat X Digital - a panaceum

14:55 Interactive Q&A session

15:05 Will electronic media replace the Rep? I.e. about the novelties and innovations in communication with HCP Case study NUTRICIA Artur Krzyżanowski, National Sales Manager, “Senior Marketer No-UK of the year 2013”, Nutricia

X 2014 as a breakthrough year X Why multichannel X Has the time of virtual representatives come yet

15:30 Interactive Q&A session

15:40 Coffee break and selection of the mini-workshop

MINIWORKSHOPS

16:00 MINIWORKSHOPS - 1st round You are welcome to take part in discussions in a smaller group. Their goal is to achieve specific, ready-to-implement knowledge and inspirations in selected, most interesting subject matter areas of interest to you. Two cycles of meetings will take part.

Proposed subjects:

1. KPI IQ - driving your success at physicians Agnieszka Łukaszyk, Market Intelligence Specialist, CEEOR

2. Innovative and legal Trade Marketing in pharmacy chains vs. in individual pharmacies - the most effective strategies

Tomasz Barałkiewicz, Partner, R Pharmaceutical Consulting 3. Coaching to excellence - trenning leadership competences

Dagmara Kanik, Partner, INTEGRITY

16:50 Break for changing mini-workshops

16:55 MINI-WORKSHOPS - 2nd round

17:45 Closing the official part of day 1

17:50 Networking cocktail - an occasion for yet higher integration and exchange of experiences

20:30 Closing day 1 of the Conference

AgeNda OF THE FORUMDAY 13 December 2015

9:00 Registration and morning coffee

9:30 Joint networking breakfast

INSPIRATIONS FROM OTHER INDUSTRIES - HOW TO EFFECTIVELY MANAGE A SALES TEAM

10:00 Building motivation and involvement in a sales team is the ‘Holy Graal’ not only in the pharma industry - inspirations form FMCG Case study UNILEVER Piotr Sędor, National Field Sales Manager Poland, Unilever

10:25 Interactive Q&A session

10:35 You cannot manage the result, you can manage activity. Practical approach to building a team’s effectiveness - inspirations from the insurance industry Case study AXA Życie TU Konrad Zakrzewski, Managing Director of the Group Insurance Department, AXA Życie TU

X Why attempts to manage the result are costly X Alternative to managing the result X Necessary components to managing activity X The role of sales monitoring systems in management

11:00 Interactive Q&A session

11:10 Coffee Break

FIELD FORCE EFFECTIVENESS &EXCELLENCE

11:30 Innovative model of cooperating with the physician environment - implications for the model of managing the field team Case study GSK Maciej Czajnik, Commercial Director Respiratory & Established Products, GSK

X Why we change X How model impacts team management X When have we achieved success

11:55 Interactive Q&A session

12:05 How to motivate a mature team? Use of age diversity within a team and ensuring effective cooperation between the representatives of various generations Case study TEVA Arkadiusz Homa, Sales and Marketing Manager, Teva

X Initial state - structure and characteristics of a team X First steps - changes, changes, changes X Can a mature team be motivated

12:30 Interactive Q&A session

12:40 Lunch

13:40 We are all Y! How to effectively build involvement and motivation in practice Case study ROCHE DIAGNOSTICS Renata Szymańska, Sales Manager, Roche Diagnostics

X There are people behind numbers - what it really means X Partnership above all - is it always sufficient X Experience, knowing innovative techniques and...

14:10 Interactive Q&A session

14:20 We will win through talents! How to acquire, keep and pamper them? The inspirer to be confirmed soon

14:45 Interactive Q&A session

14:55 Coffee break

INTERACTIVE LEGAL SESSION

15:05 The legal horizon of sales - what changes can we expect Dr hab. Paweł Podrecki, Attorney, Senior Partner, Traple Konarski Podrecki i Wspólnicy Dr Tomasz Targosz, Attorney, Partner, Traple Konarski Podrecki i Wspólnicy

INTERACTIVE SESSION AT THE END

15:45 THE ‘ROUND TABLES’ SESSION - SPECIALISED DISCUSSION GROUPS To sum up the meeting, to leave you in the spirit of mutual exchange of experiences and inspirations, the participants of the Conference will be divided into a few themed groups. Each ‘round table’ will have 35 minutes to discuss their topic: 5 minutes for introductory speech from the ‘inspirer of the group’ and 30 minutes for discussion. At the end, the ‘inspirer’ will present a summary of the discussion.

Planned topics for discussion:

[ 1 ] How to eliminate abuse and pathologies in distribution (reversed distribution chain, oscillator, ethics in the work of a representative)[ 2 ] Pharma price wars? What should we prepare for in the OTC segment[ 3 ] Non-financial motivation[ 4 ] Tools supporting team management[ 5 ] Trade marketing and Category Management in retail chains[ 6 ] Monitoring of medical representatives[ 7 ] E-commerce for pharma[ 8 ] How to deal with representative attrition[ 9 ] Targeting physicians

16:20 Summary of the work at the tables

16:30 Drawing of the free participation in the next edition of the event

16:35 Closing the meeting, handing out certificates

WWW.PHARMA-CONFERENCES.COM/SALES/PROGRAMDETAILED AGENDA OF THE CONFERENCE:

AgeNda OF THE FORUM DAY 24 DECEMBER 2015

PARTNERS MEDIA PATRON

INTRODUCTION: The MasterClassWorkshop delivered by Hanno Wolfram, the author of the first international textbook about “KAM in Pharma 3.0”, will offer ideas, concepts, daily life examples, and operational guidance how to succeed in the pharmaceutical business in the future.

WHY IT IS WORTH TO PARTICIPATE: X It is a great occasion to make a revision of current

sales model and to redefine it “towards KAM” X It is a perfect opportunity to gain complex

knowledge about KAM: his place, space, tasks, roles in the company

X It will help you to discover how KAM could improve company results

X It will bring you the knowledge how to find and attract KAM

X It will help you to build true, efficient strategic partnership

X It is very good occasion to get information about the best methods of using Metrics & KPIs in Key Account Management

SPEAKER:

The author of the first textbook on Pharma-Key-Account-Management. He has gained his experience in the pharmaceutical sector since 1974, when he began working as a medical representative. Then as a first-line manager, he worked also as Human Resources Director (750 employees), Marketing Director Rx/OTC Switzerland, Business Unit Head, Area Manager Europe in a global, research based pharma company. He is the Founder and managing director of Innov8 GmbH since 1996.Innov8 supports pharmaceutical companies getting more for the same by improving effectiveness and efficiency. His projects have been delivered in more than 25 countries on 4 continents. Innov8 is engaging pharma specialists ready to share huge experience and know-how. Innov8 core effort is Making Change Happen.

9.00 Registration and morning coffee9.30 Opening9.45 THE FIRST BLOCK:THE STATUS QUO OF THE CURRENT SALES MODEL

X Presentation, Analysis and Discussion of collected data. -online survey before the conference-CLARIFICATION OF KAM VOCABULARY

X Customer or account: the difference X What is an account X When is an account key X Who manages whom or what

PLACE AND SPACE OF KAM X What is KAM X What is KAM 3.0 X How will KAM improve company results

11:15 Coffee break11.30 THE SECOND BLOCK:WHAT DO WE EXPECT FROM A KEY ACCOUNT MANAGER

X Can a pharma Rep be a KAM X Necessary KAM skills X Required competencies X Major challenges and internal support

HOW TO FIND A KAM X Where to find them X How to attract high-end KAMs X Skills and traits: What can be trained and what not X How to retain KAMs in the company

13:00 Lunch

13:45 The third block:STRATEGIC PARTNERSHIP: WHAT EXACTLY COULD IT MEAN AND HOW TO ACHIEVE

X Number vs relations X Individuals meet and establish institutional relationship

X Models of cooperation X Managing risks of cooperating

THE STRATEGY AND EXECUTIONAL TASKS OF A KAM X The business objective X Designing a strategy X Decide, invite and form the KAM-team X How to plan the tactical approach X How to execute KAM plans X How to monitor execution’s outcome

15:15 Coffee break15:30 THE FOURTH BLOCK:METRICS & KPIS IN KEY ACCOUNT MANAGEMENT

X The power of what you measureTHE PATH TO PERFORMANCE INDICATORS

X Wording the objective X Critical Success Factor to achieve the objective X How to measure achievement X Identify performance indicators X Selecting Key Performance Indicators

16:30 THE FIFTH BLOCK:GROUP DISCUSSION: TAKE HOME MESSAGE: WHAT CAN OR SHOULD WE APPLY IN OUR DAILY WORK?17:00 The end of Workshop

IN ENGLISH ONLY

Author „Pharma Key Account Management”, Managing Director, Innov8

Hanno Wolfram

ONLY

45 PLACES

AVAILABLE

The MasterClass Workshop: FUTURE FIELD-FORCE: SURVIVAL OF THE FITTEST. WHAT WILL (WE) CHANGE?

AGENDA

2-12-2015 WARSZAWA, HOTEL COURTYARD BY MARRIOTT

MORE:WWW.PHARMA-CONFERENCES.COM/FIELD-FORCE

MEDIA PATRON

The terms of registering and the on-line registration form are availableon the website of the Conference:

We invite you to take advantage of our proposal available until9 October 2015.

WWW.PHARMA-CONFERENCES.COM/ZGLOSZENIE

THE COST OF SINGLE PARTICIPANT PARTICIPATION:

THE COST OF SINGLE PARTICIPANT PARTICIPATION:

when registering between

10 October and6 November 2015

when registering between

10 October and 6 November 2015

when registering after

6 November 2015

when registering after

6 November 2015

OPERATING CONTACTS

ANNA CHROBOTB4B Communications Manager

anna.chrobot@bbm.pl+48 22 256 70 35

ALEKSANDRA SCHOEN-ŻMIJOWAProject Director

e-mail: aleksandra.schoen@bbm.pltel. +48 12 350 54 24

AB

OUT F

ORUM

PA

RTN

ERSHIP

ANNA BANAŚHead of Sales

anna.banas@bbm.pl+48 12 350 54 06

PA

RTIC

IPATION

995 +23% VAT 1350 +23%

VAT

2995 when registering

until9 October 2015

+23% VAT

1650 +23% VAT

3495 +23% VAT

1995 +23% VAT

3995 +23% VAT

when registering until

9 October 2015

Price for participation in the Workshops for persons registering

their participation also in the conference

V FF&SEFP

SPECIAL OFFER FOR GROUP REGISTRATIONS:: REGISTER 4 PERSONS AND THE 5TH IS FREE!

REGISTERING PARTICIPATION

FRESH INSPIRATIONS

“An extraordinary occasion for finding inspiration (...) share experiences - as each of us is an experienced manager, each of us has their own idea on how to achieve the success and only if we believe it is worth sharing with others, we may get a lot of inspiration from each other”.

Paweł Kwaśniewski, National Sales Manager, Novo Nordisk

UNIQUE BENCHMARKING

“I value the quality of this conference and I cannot imagine not checking, once a year, what are other companies and people from the industry involved in”

Jarosław Kossakowski, Sales Manager, Sanofi

TESTED SOLUTIONS FROM PRACTITIONERS

“The conference is an occasion to update the knowledge of the trends in the pharma market. It is a chance to meet professionals to whom I can talk and learn what they are doing in their everyday work - by not only listening to their presentations, but also during face-to-face discussions.”

Maciej Lejcuś, Sales Director, Servier

PA

RTIC

IPATION

WHY IS IT WORTH IT

A SOURCE OF SPECIFIC KNOWLEDGE

“I recommend this conference a a priceless source of knowledge

and experience from those, who achieved success. There is no otherplace where

so many people meet in one place.Inspiration, inspiration, inspiration...”

Agnieszka Komęza, Sales Director,Espefa

INDUSTRY FOCUS

“It is a meeting of people from the industry and that is a great advantage, of the

conference, that subjects important for the industry are discussed here not by

theoreticians from other industries, but by ‘insiders’ who know

what they are talking about.”

Jarosław Zawisza, Sales Director,, Wrocławskie Zakłady Zielarskie Herbapol

WWW.PHARMA-CONFERENCES.COM/SALES/RELACJE

FEEDBACK FROM PREVIOUS EDITIONS:WHY IS IT WORTH IT

Blue Business Media Sp. z o.o., Branch in Kraków

ul. Berka Joselewicza 21c, 31-031 Kraków

tel. + 48 12 35 05 400 fax. + 48 12 35 05 401

info@bbm.pl, www.bbm.pl

Blue Business Media (BBM) is the leader of Polish professional conference industry. Per year it organises ca. 50 events in the congress and workshops formula as well as auxiliary formats (galas, plebiscites, think tanks), gathering from 100 to 1000 top managers from the highest management levels.

BBM specialises in organising meetings offered to professional groups in the following areas: management, marketing, sales, customer service, finance, controlling, purchasing, IT, law and compliance, HR, logistics and manufacturing. During the 6 years of operation in the Polish market, the meetings organised by BBM have gathered over 18,000 participants from 5300 companies, including 85 out of 100 largest companies in Poland (by income).