Sales Force Effectiveness Conference Japan 2007

Programme:

Day 1 | Day 2

Day 1 – July 4th
9.00	CHAIRMAN’S INTRODUCTION TO THE DAY Dan Feldman, Vice President, Head of Sales Division, Banyu Pharmaceutical Co.
SESSION ONE: Learn the critical factors that determine success or failure when you introduce Sales Force Effectiveness in Japan
9.10	A strategic guide to successful SFE implementation. Learn the critical factors that really make the difference when you introduce SFE in Japan Takeshi Shigihara, General Manager, International Business Department, Daiichi Sankyo Co., Ltd.
9.40	What does IMS propose SFE? - Based on its data and experience as well as global SFE trend, IMS suggests challenges and key factors for successful SFE implementation and its effective application to sales activities in Japan Kei Okada, Business Line Manager , Sales Force Effectiveness, Marketing Department, IMS Japan K.K.
10:10	Break
SESSION TWO: How SFE impacts your company’s sales and marketing strategies
10.40	Maximize the effect of MR’s sales activities with competitive market data Masaru Imahori, Corporate Officer, Vice President, Strategic Business Management, Sales & Marketing, Astellas Pharma Inc.
11.10	How to use qualitative data more efficiently with SFA and how to support MRs’ activities by cellular phone Toshihiro Morishita, Manager, Sales Administration Department, Sales & Marketing Division, Mitsubishi Pharma Corporation
11.40	Merging Sales Forces: what you need to think about Yoshinobu Takahashi, General Manager, Sales Strategy Department , Sales Division, Kowa Pharmaceutical Company Ltd.
12.10	Quintiles Transnational Japan Presentation Noboru Shimizu, Vice President and Head of Innovex Division, Quintiles Transnational Japan
12.20	Lunch Located: Wisteria Room and Maple Room, 1F
SESSION THREE: SFE: ways to convert your sales and marketing strategies into real revenues
13.20	Closed-loop marketing: the latest revolution in achieving optimal sales force effectiveness Raj Saujani, Product Manager, Wyeth United Kingdom
13.50	Increase ROI by Leveraging Strategic Outsourcing Innovex Podium Discussion (Risk Management Discussion) James K. Lennertz JR, Head of Global Commercial Operations, Quintiles Transnational
14.20	Panel Discussion MODERATOR: Dan Feldman, Vice President, Head of Sales Division, Banyu Pharmaceutical Co. PANELLISTS: Martin Armstrong, Director Global Operations & Selling Excellence, Novartis Pharma AG Kiyoshi Hasegawa, Executive Director, Head of Sales & Marketing Excellence, Sales Division, Banyu Pharmaceutical Co., Ltd Masaru Imahori, Corporate Officer, Vice President, Strategic Business Management, Sales & Marketing, Astellas Pharma Inc. James K. Lennertz JR, Head of Global Commercial Operations, Quintiles Transnational. Toshihiro Morishita, Manager, Sales Administration Department, Sales & Marketing Division, Mitsubishi Pharma Corporation Yasuaki Nagata, Head of Marketing Strategy Dept., Marketing Division, Nippon Boehringer Ingelheim Co., Ltd. Kei Okada, Business Line Manager , Sales Force Effectiveness, Marketing Department, IMS Japan K.K. Raj Saujani, Product Manager, Wyeth United Kingdom Takeshi Shigihara, General Manager, International Business Department, Daiichi Sankyo Co., Ltd.　 Akira Shinji, Director, Marketing & Science Headquarters, Ajinomoto Pharma Co.,LTD. Yoshinobu Takahashi, General Manager, Sales Strategy Department , Sales Division, Kowa Pharmaceutical Company Ltd
15.40	CHAIRMAN’S CLOSING REMARKS ON THE DAY Dan Feldman, Vice President, Head of Sales Division, Banyu Pharmaceutical Co.
15.50	Break
16.20	Workshops See workshop page for details
18.00	Networking Party Located: Foyer
End of Day 1

Day 1 | Day 2

Day 2 – July 5th
9.00	CHAIRMAN’S INTRODUCTION TO THE DAY Ryuzo Takada, Member of the Board, Senior Executive Officer , Daiichi Sankyo Co., Ltd.
SESSION FOUR: The Skills MRs need to boost sales productivity
9.10	Improving SFE by training First Line Managers Yoshihisa Fujiki, Group Manager, Sales Training Group, Wyeth Sales Force Academy, Pharmaceutical Sales Division, Wyeth K.K.
9.40	Exploring SFA as a way of building better relationships between Physicians and MRs, and head office and MRs Hisaharu Hirai , Head, Sales Planning Bumon , Sales Division, GlaxoSmithKline K.K.
10:10	Best practice guidelines for successful MR coaching by First Line Managers. How teaching can bring out your MRs’ potential abilities Harunobu Nishitani, Manager, Sales Training, Sales Support, Schering-Plough K.K.
10.40	Break
11.10	A presentation of a survey of MRs and physicians conducted by the MR education center Mitsuaki Kokubo, Former Director , Planning Department, MR Education & Accreditation Center of Japan
11.40	Understand why general practitioners want to see some MRs, but not others: how to focus your calling strategies and training Minoru Nozaki , President, Swing Nozaki Clinic
12.10	Spotfire Presentation Business Visualization - First to Insight, First to Action Mitsuhiro Oikawa,Field Researcher、Spotfire Japan K.K.
12.20	Lunch Located: Wisteria Room and Maple Room, 1F
13.20	Roundtables See roundtable page for details
14.50	Break
SESSION FIVE: The latest trends in promotional channels: how and why you must expand your traditional promotional mix through online channels
15.20	Is SOV (Share of Voice) the only detailing performance indicator? How do you assure your product’s QOV (Quality of Voice) ? Naoya Takuma, President & Chief Executive Officer, Carenet Inc. Masao Okazaki, Sr.Director, Sales, Marketing & Management Science, Business Technology Japan, Pfizer Japan Inc.
15.50	The need for cross media promotion: delivering your message to a diverse healthcare audience Koji Okuda, Senior Director, Uto Brain LLC
16.20	Panel Discussion MODERATOR: Ryuzo Takada, Member of the Board, Senior Executive Officer , Daiichi Sankyo Co., Ltd. PANELLISTS: Yoshihisa Fujiki, Group Manager, Sales Training Group, Wyeth Sales Force Academy, Pharmaceutical Sales Division, Wyeth K.K. Hisaharu Hirai , Head, Sales Planning Bumon , Sales Division, GlaxoSmithKline K.K. Mitsuaki Kokubo, Former Director , Planning Department, MR Education & Accreditation Center of Japan Harunobu Nishitani, Manager, Sales Training, Sales Support, Schering-Plough K.K. Minoru Nozaki , President, Swing Nozaki Clinic Masao Okazaki, Sr.Director, Sales, Marketing & Management Science, Business Technology Japan, Pfizer Japan Inc. Koji Okuda, Senior Director, Uto Brain LLC Naoya Takuma, President & Chief Executive Officer, Carenet Inc.
17.20	CHAIRMAN’S CLOSING REMARKS ON THE DAY Ryuzo Takada, Member of the Board, Senior Executive Officer , Daiichi Sankyo Co., Ltd.
17.30	End of Day 2

Day 1 | Day 2



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