Latin America Pharma – Sales and Marketing

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Program

May 30th (Wednesday)

17.00 - 18.00 Pre Registration

Day 1 | Day 2

Day 1, May 31st

8.40	Opening of the Congress - Chairman’s Introduction José Carlos Ferreyra, President, Instituto de Investigación e Innovación Farmacéutica, A.C. (IIIFAC), Mexico
8.45	Benchmarking in Latin America : A Strategic Overview of the Pharmaceutical Industry Dietmar Schwarz, Competence Center Latin America and Business Development Director, Cegedim
9.20	Innovative Strategies in Sales & Marketing in a Changing Environment Juan Francisco Hernandez, Business Development Director, Baxter Mexico
9.55	Adaptation is the key: How Latin American Pharma can be revolutionized by optimizing your tailored SFE strategies Sascha Mielcarek, Regional Marketing & Sales Excellence Manager, Grünenthal/Tecnandina, Ecuador
10.30	Coffee Break & Exhibition (40 min)
11.10	Global Challenges, Local Solutions: How to optimize your global strategies and tailor them to your diverse local marketplaces Giovanny León, General Manager, Sandoz, Venezuela
11.50	Understand Latin American Regulation in order to improve Pharma sales performance, and prevent legal and regulatory problems Carlos Abelleyra, General Director of Wyeth México and Central América, President of CANIFARMA (La Cámara Nacional de la Industria Farmacéutica)
12.25	Changing the Sales Model in the Pharmaceutical Industry Gabriel Morelli, Vice President, Consulting Mid Size Markets - EMEA, IMS
13.00	Lunch & Exhibition & Workshop(1h30 min)
13.00	Lunchtime Interactive Workshop (1h30 min) - lunch will be provided in the workshop room. Workshops are for pharma and bio delegates only. IMS Health Targeting and Segmentation to Optimize Sales Force Effectiveness Moderated by: Joseph Leah, Principal, Americas, IMS Learning Solutions & Change Management Gloria Alcántara, Consultant, IMS México
14.30	Discover the importance of Business Intelligence and Integrated Approaches to planning, implementation and evaluation in order to boost your SFE Héctor Enriquez, General Manager, Laboratorios Life, Ecuador
15.05	Navigating risks to optimize your ROI in Latin American Markets David Hodgson, General Manager, Rowfarma, Mexico
15.40	The importance of Communication: Make that vital sale; get that nod of approval for your ideas, every time you communicate with your customers Cristina Molinar Berumen, President, Comunicación Múltiple, Mexico
16.15	Coffee Break & Exhibition (20min)
16.35	Interactive Workshops (1h30min) Workshops are for pharma and bio delegates only. Please choose one of the following workshops: 1. Cegedim Dendrite Key succes factors for regional implementation of effective pharma CRM solutions in Latin America Moderated by: Ricardo Malpica Cervantes, Project Manager, Competence Center Latin America 2. ZS Associates Accelerating Sales Force Performance Moderated by: Doug Oettinger, Partner, ZS Associates Andrea Traverso, Manager, ZS Associates Francisco Lippke, Manager, ZS Associates Mario Pereira, Manager, ZS Associates
18.00-20.00	Networking Cocktail Party Reception in the Exhibition Area
	Cegedim Dendrite Gala Dinner, Invitation only

Day 1 | Day 2

Day 2, June 1st

8.45	Opening of Day 2 - Chairman’s Introduction José Carlos Ferreyra, President, Instituto de Investigación e Innovación Farmacéutica, A.C. (IIIFAC), Mexico
8.50	Working with Governments: Opportunities and challenges. Mexico in the 2007 Enrique Martínez Moreno, VicePresident, Instituto de Investigación e Innovación Farmacéutica, A.C. (IIIFAC), Mexico
9.25	Trends in Online Marketing and Medical Education in Latinamerica Dr. Carlos Eduardo Reis, CEO, Medcenter
10.00	Using technology to revolutionize your approach to sales and marketing Mark Bard, President, Manhattan Research, USA
10.35	Accelerate product roll-out and reduce sales cycles using web collaboration solutions Miguel Torres, Corporate Sales Latin America, WebEx Communications
10.50	Coffee Break & Exhibition (40min)
11.30	Informatics support to Multi-channel marketing strategies Giovanni Genovesi, Area Head, Informatics Latin America, Roche, Brazil
12.05	Find out how new ICT Technologies can boost your sales, maximize your promotional spend and help you to communicate in a more effective way with your clients Jorge Herrera, Director de Desarrollo de Negocios, Yahoo! México
12.40	How offering greater credibility and confidence, increasing sales and to add value to products through innovations in the pharmaceutical packing Paulo de Castro, International Commercial & Marketing Manager, VÉDAT, Brazil
13.15	Lunch & Exhibition (60 min)
14.15	Interactive Workshops (1h30 min) Workshops are for pharma and bio delegates only. Please choose one of the following workshops: 1. INFONIS WORKSHOP Advantages of the geotactic and geostrategic analysis in an analytical CRM Moderator: Alfredo Nissim, President, Infonis International 2. MEDCENTER WORKSHOP Successful Implementation of Online Marketing and Medical Education in Latinamerica Moderators: Clarissa Drysdale Anderson, Vice President of Business Development and Marketing, Medcenter Daniel Eduardo Sanmarco, Vice President of Sales and Account Management, Medcenter
14.15	Roundtables (60 min) - Main Conference Room Delegates who are not attending the workshops can take part in roundtables. The Idea Exchange roundtables Countries Under the Spotlights: Different needs, tailored solutions: Argentina Brazil Chile Colombia Mexico Peru Venezuela
15.45	*Chairman’s Conclusions* Lessons learned and other good reasons to be optimistic on the future of Latin American Pharma José Carlos Ferreyra, President, Instituto de Investigación e Innovación Farmacéutica, A.C. (IIIFAC), Mexico

16.00	Close of Congress