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 excellence in pharma

Commercial Effectiveness in

Pharma 2012

KEY NOTE PRESENTATION: MAKING INDIA A GLOBAL MARKET

PLAYER BY INNOVATING ITS STRATEGIES- DR. AJIT DANGI

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

ceutical market

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

ment

Boom in healthcare: Learn about the growing opportunities with healthcare transformation

Capitalize on the growth opportunities with the rise in specialty drugs. Speciality requires special capa-

bilities: Do we agree?

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

Patient Adherence & Compliance-Challenges & Opportunities in speciality space.

Consolidations and Partnerships: - How does it impact your business?

Find out why consolidations and partnerships are taking place in India. What are India’s (pharma) key

strengths?

Explore the growth opportunities for you in these consolidations and partnerships.

Analyze how to capitalize on the changes in your company due to partnerships, internally and exter-

nally

Improve your standards of business and commercial strategy by leveraging from international consoli-

dations and partnerships

Establishing your brand in the competitive Indian pharma environment

Know how to maximize productivity and be the “Chosen one” amidst the brand clutter

Understand the need for competitive intelligence in a challenging pharma environment

What is the right amount of brands to sell?

Government regulations and implications for the pharmaceutical industry in India

Explore the existing and changing environment reforms that impact the growth of your business

Drug regulations: Identify the opportunities and threats for multinational companies in India

Learn about the legal boundaries and implications in Indian pharma- why is it necessary to abide by

them?

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

Employing alternative marketing strategies for your brand

Determining the most innovative and effective marketing tools for your urban and rural markets

Learn ways to engage with differentiated stakeholders in dedicated markets

Explore the right channels to deploy your resources

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

India’s first ever conference on excellence in pharma

Build the gap between the marketing strategy and execution

Align your marketing teams with the sales team to deliver a 360 degree value based commercial model

Improve internal communications and get buy- ins for a more effective commercial model

Maximize your resources by involving key external stakeholders in your commercial strategy and

achieve greater results

How do you measure your marketing results?

Session 3: Upgrade your Sales Force Effectiveness model and

learn about Key Account Management

Defining SFE in your company- what are its implications?

Ensure that your SFE strategy is the best in class by doing a competitive analysis

Learn how to augment sales force effectiveness with a multi-channel strategy

Analyze the difference and impact between an urban SFE model v/s a rural one

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 focussed one

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

Training and Development of your Sales Force team

What is the skill set needed in a sales rep for diverse markets?

Implement the best training and development programme to boost commercial success

Retain your sales talent with a lucrative incentivization and compensation plan. Do you plan on per-

formance basis or behaviour basis?

How do you ensure that your sales rep has the best communication skills and effective tools for your

brands?

Session 4: Post marketing and sales- Evaluate and measure your

strategy

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 cluttered pharma industry?

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

Explore the market access models that work today!

How can you measure marketing results?

Tracking the messaging between the sales force and doctors

Analyse the behaviour pattern of your customers post marketing and sales

Upgrade technology used by your sales force to measure SFE and SFA

Forging relationships with healthcare providers:

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 pro-

viders

Commercial Effectiveness in

Pharma 2012

India’s first ever conference on excellence in pharma

Commercial Effectiveness in

Pharma 2012

India’s first ever conference on excellence in pharma

Deep Bhandari- General Manager Sales &

Marketing Service Organization ( MSO) at

Novartis India Limited

Presentation Title: Coming soon

Amlesh Ranjan - Associate Director at

Sanofi

Presentation Title: Understanding Key Ac-

count Management for you business

S. Vardarajan - General Manager Strat-

egy Management & Operational Excellence

at Merck

Presentation Title: Taining and Development of your Sales Force Team

Salil Kallianpur- Commercial Head - Cardiovascular & Metabolism, Virology, Oncology

and Biosimilars at GlaxoSmithKline

Presentation Title: Employing Alternative Marketing Strategies for your brand

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

Sanofi

Panel Session: Defining SFE and what are it's implications

Hari Krishna - Head - Sales & Marketing at Glenmark Pharmaceuticals

Presentation Title: Building the gap between Marketing strategy and Execution

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: Forging relations with healthcare providers

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

Presentation title: Coming soon

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

Panel Session: Coming soon

Anup Soans- Editor @ Medicinman

Presentation title: Training and Development of your Sales Force Team

CONFERENCE CHAIRMAN:

ANUP SOANS, Editor @ Medicinman

KEY NOTE SPEAKER:

Dr. Ajit Dangi- (Former Director General of

OPPI), President and CEO of Danssen Con-

sulting

Presentation title: Making India a global

player by innovating its strategies

Commercial Effectiveness in

Pharma 2012

India’s first ever conference on excellence in pharma

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

Commercial Effectiveness in

Pharma 2012

India’s first ever conference on excellence in pharma

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:-

Name:

Company:

Job Title:

Email:

Contact no.:

Pass selection:-

(*) Access to the 2- day conference

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

Payment method:

I choose to transfer Rs/$ _________ to Pharma Search Conventions

Or

I choose to send a cheque/ Demand Draft of Rs/$ __________ to Pharma Search Conven-

tions

­­Or

Invoice my company Rs/$ __________ with purchase order no: ________

Or

Send an executive to my office address

___________________________________________________________

To collect Rs/$ __________

Contact us at:

Akshata Rao,

Director – Pharma Search Conventions

Email: akshata@pharmasearchconventions.com

Cell: +91- 9833074566

Cheque payable to: Pharma Search

Laboratories

For DD or money transfer, contact us.