 |
 |
|
|
|
|
|
|
|
|
|
|
Pre-Summit
Half-day Workshop - Morning Session |
 |
The
inherent uncertainty of the business environment
complicates planning and coordination
of essential business functions. Understanding
fundamental market drivers and
their influence in shaping product demand is
integral to good business planning and full
utilization of company resources.
ZS
Associates has developed customized forecasting
tools and processes to serve our clients
in more than 100 engagements, and now offers
training sessions to provide our clients
with the knowledge and tools to enhance their
forecasting capabilities.
About
the program
is a half-day training program designed
for Pharma
executives with responsibility for developing
forecasts. It will provide participants
with the principles and tools essential for
a good forecast. Individuals who work
in market research, strategic planning, and
product management are the key stakeholders
in a forecast development process and will benefit
from a comprehensive understanding
of the process and their role in making a successful
forecast.
New
Product Forecasting:
- Introduction and developing
a disease model
- Patient-based forecasting
vs. trend-based forecasting
- Forecasting approaches
and product lifecycle
- Tackling historical Rx
reconciliation
- Capturing market dynamics
with patient flow modeling
- Market environment (e.g.
aging population, WHI, etc)
- Competition
- Product uptake and erosion
curves, selection of analogs
- Conversion from patients
to revenue
- How to use market research
to support forecasts
Art
Cook , Principal , ZS
associates |
Pre-Summit
Half-day Workshop - Afternoon Session |
|
|
 |
is
a half-day training program designed for Pharma
executives with responsibility for developing
forecasts. It will provide participants
with the principles and tools essential for
a good forecast. Individuals who work
in market research, strategic planning, and
product management are the key stakeholders
in a forecast development process and will benefit
from a comprehensive understanding
of the process and their role in making a successful
forecast.
About
the program:
FORECASTING
THE IMPACT OF COMPETITION
Quantifying
the impact of new competitor brands in your
class
Quantifying the impact of completely new competitor
categories (therapy classes)
FORECASTING THE IMPACT OF MARKETING
ON YOUR BRAND
* Quantifying the promotional response function
for your brand
* Understanding the relationship between the
quantity and quality of marketing on sales
FORECASTING IN THE SHORT AND LONG TERM
* The dangers of relying on a mixture of extrapolation
and judgment
* Why other approaches work much better under
some circumstances
FORECASTING THE IMPACT OF NEW INDICATIONS
* How to forecast the eventual impact
* What if some brands in the category have the
indication and others do not?
FORECASTING THE IMPACT OF MAJOR CLINICAL DEVELOPEMENTS
* What type of clinical studies move shares?
* How can we predict these movements?
FORECASTING LINE EXTENSIONS
* Understanding the difference between line
extensions, brand extensions and new presentations
* How to analyse and predict them
FORECASTING THE IMPACT OF GENERICS
* What will be the impact and the speed of generic
erosion?
* How and where will generics boost the sales
of a molecule (therapeutic subsistution)?
Gary
Johnson , Managing Director, Inpharmation |
|
|
|
|
