Agenda

• Learn how to enable co-operation between your various business units and drive your bottom line.
• Explore proven methods that enable you to deliver a cohesive marketing and sales strategy.
• Hear best practice on how can e-training and e-marketing tools can transform your business.

• Understand which data sources are most valuable to your business and identify techniques to build an industry leading data program.
• Segment your data and explore the best follow up methods during a selling cycle.
• Map your data to ensure your business develops the most effective approach to its customers and ensure your customers are approached with careful precision.

• Learn the philosophy behind KAM, identify the important factors that will turn your business into a KAM leader.
• Hear non-pharma examples of successful KAM and how they can be applied to pharma.
• Discover the various models available and apply the most relevant strategy to your business.

• Learn how to find the best product to complement your business, build a strong product portfolio.
• Understand how to translate you strategic approaches into effective operational success. Build the best plan and then execute it.
• Hear the case study example of how Geropharm has built its product portfolio and subsequently its business over the past 10 years.

Andrey Terekhov, BI solutions Director - ATK Consulting Group

Discover the modern data integration technologies and visual analysis techniques:

• How to integrate in the whole data model primary and secondary sales, stock of the distributors, sales representatives activities data, retail audit data, market analytical researches.
• Analyze the complex business indicators, reveal trends in your sales data, always having at hand the detailed information from the source-systems
• Provide yourself and your colleagues with analytics available any time, anywhere and with the perfect speed.

• Learn how to fortify the effectiveness of your tender business, use it to increase you sales.
• Build a clear picture of how your stakeholders purchase your products in 2012: Offer reimbursement solutions with attractive value propositions.
• Hear how the new regulations will affect the placement of orders; make sure your strategy is effective and compliant.

• Mr.Demidov - Pharmexpert, Market Access for Innovative Pharmaceuticals in Russia: Choice of a Success Strategy
• Benjamin Munblit – Sales Force Sizing
• iVrach, e-Marketing – challenges and opportunities

• Mr.Demidov - Pharmexpert, Market Access for Innovative Pharmaceuticals in Russia: Choice of a Success Strategy
• Benjamin Munblit – Sales Force Sizing
• iVrach, e-Marketing – challenges and opportunities

• Identify the key indicators that recognise top performance in different management settings in order to increase the effectiveness of your management team.
• Examine effective techniques that will continue training in to management which will improve your sales force from the top down.
• Understand the new profile of the effective sales rep and find out key requirements for the FLM.
• How do you create ‘autonomy’ at FLSM level, does increased accountability increase efficiency?

• A practical case study on what the new customer centric paradigm means for your business.
• Better understand how you can interact with your stakeholders. Learn how to work with patient groups and networks.
• Hear examples of the various online healthcare channels available, work with the relevant HCPs and patient networks.
• Learn the best ways to communicate with patients online.

• Hear how the market access and regulatory landscape is changing, be best placed to incorporate a market access strategy into your sales force.
• Learn how to ensure your sales team will efficiently and effectively complement your market access strategies. Equip reps with the best knowledge and skills.
• Understand how reps will have to have split responsibilities in order to work within new regulatory restrictions.
• Explore the current trends in the reimbursement system and understand what the new laws will mean for your business.

Nikolay Zinin, Dr Reddys

Case study: Arrangement of medical representatives in the territory under uneven of population and physicians.

• Which principles should be used and instruments.
• How obvious is the link between prescription and sales.
• What will be fairness of sales performance from MR to MR.

• Understand what the effective patient organisation looks like - structure, role and scope.
• What is their potential in collaboration with local government officials, healthcare professionals and other patient organisations.
• Learn how to help them to influence the important KOLs and other market stakeholders to improve your patient outcomes.

3.10 PM

Sergey Beloborodov, Rx Business Unit Director, Teva
Build an industry leading marketing team that will embrace change to excel in a dynamic pharma landscape.

• Get the best skill-set in your organisation: Learn which core competencies are required for success in 2012.
• Incentivise and compensate your reps to reward and retain the best talent.
• Learn how to Impart valuable commercial awareness and build a business savvy team of medical representatives.
• Hear best practice examples of how to monitor the motivation of your teams, use the most advanced and revealing KPIs.