|
The latest program is shown below. To be notified
of updates, please ensure your details are filled
in here.
--------------------------------------------------------------------------
Section
1: Executive Section
May 24, 09.00-12.45
The
future of the pharmaceutical industry and its dialogue
with the market
Chairman:
Professor M.
Aoi, Graduate School of Business Administration ,
Keio University
Speakers
and Panellists:
Mr O. Nagayama,
President & CEO, Chugai Pharmaceutical Co.,Ltd.
Mr H. Aoki, Chairman, Astellas Pharma Inc.
Mr T. Matsutani,
Representative Director and Chairman, The federation
of Japan Pharmaceutical Wholesalers Association.
Ms. M. Mochizuki,
Professor, Kitasato University
•
An analysis of the circumstances facing the global
pharmaceutical industry and domestic influences in
Japan
•
How Japanese pharmaceutical companies must operate
in an era of market globalisation, a shrinking child
population and an ageing society
•
Suggestions for countermeasures available for pharmaceutical
companies facing an uncertain future
•
How pharmaceutical companies can maintain business
value in the changing Japanese medical system and
health insurance administration.
•
The importance of aiming for Sales Force Effectiveness
in today's pharmaceutical industry
•
How the pharmaceutical wholesale trading industry
and ways for pharmaceutical companies to work better
with this industry.
•
Gain feedback from healthcare professionals and insights
into patients' points of view
--------------------------------------------------------------------------
Section
2: Sales - Tactical
May 24, 14.00
– 17.15
How
Sales Force Effectiveness impacts your company's marketing
strategies in the Japanese pharmaceutical industry
Chairman:
Dan Feldman,
Vice President, Head of Sales Division, Banyu Pharmaceutical
Co.
Speakers
and Panellists:
Yasuaki Nagata,
Head of Marketing Strategy, Nippon Boehringer Ingelheim
Co.
Tsuneyo Nihei,
Vice President (Head of Innovex Business), Quintiles/Innovex
Keita Tsuruta,
Product Manager, IMS Japan K.K.
Torsten Kanisch,
IQP Manager, Novartis Pharma K.K.
Philippe Auvaro,
Deputy Director of Sales Division, GlaxoSmithKline
K.K.
•
Improve Sales Force Effectiveness (SFE) within your
company for sales expansion and increasing profit
margin
•
Optimise resources in your sales
department and determine the correct calling frequencies
•
Best practice examples of market targeting and segmentation
•
How to shift to sales activity based on scientific
analysis rather than a relationship basis
•
Ways to improve MR activity for higher productivity
and how to verify MR activity using data
--------------------------------------------------------------------------
Section
3: Sales – Strategic
May 25, 09.00-12.45
The
impact of your sales efforts on medical professionals
Chairman:
Mr K. Hatanaka,
Corporate Officer, Astellas Pharma Inc. (former CEO
& Chairman, Yamanouchi Europe)
Speakers
and Panellists:
Mr. R Takada,
Managing Director, Daiichi Pharmaceutical Co.
Mr S. Takeda,
Vice President of Sales Operations & Finance,
Pfizer Japan Inc .
Mr M. Kuroyama,
Director, Kitasato University East Hospital
Mr A, Tsukada,
Senior Director, UCB Japan Co.
Mr. C Geueke,
Marketing Director Japan, Bayer Healthcare
Mr. A. Nishi,
Chief Consulting Officer, So-net M3, Inc.
•
Adapting MR's calling frequency to cope with changeable
doctors and patients' needs.
•
Determine appropriate collaboration between Wholesale
trading MS and MR
•
Ways to identify the correct size of your sales force
relative to business prospects
•
Ways to improve sales targeting based on analysis
with field and prescription data
•
Finding the best combination between e-Detailing and
MR activity
•
Key Performance Indicators (KPIs) in order to verify
the effect of SFE introduction and analysis.
|
