Key-note Presentations & Interactive Panel Discussion
(SIMULTANEOUS TRANSLATION AVAILABLE)

September 30th	October 1st
Start: 09.00	Start: 09.00
Finish: 17.10	Finish: 16.25
Cocktail Party: 17.10 - 19.00

Key-note presentations
09:00	The Definitive Guide to Successful SFE Implementation Overview: Where is the Industry today and where is it going? Examine the critical factors that really make the difference when you introduce SFE: How to reach the optimum deployment of MRs by implementing an effective targeting/segmentation strategy and how the theory can become real. A practical strategy to increase turnover. Understand how to meet customers’ needs; how to understand medical management; how to foster the right quality of MRs within your organization and how to strengthen communication with your key stakeholders. Discover why clear roles in each team/function within your sales organization are the key to successful SFE implementation. Understand the importance of corporate social responsibility, trust and reputation: how pharma can build its image and garner trust with customers Ryuzo Takada Member of the Board, Senior Executive Officer Daiichi Sankyo Co., Ltd.
10:00	A Pharmaceutical Chemists’ perspective The growth of generics means that Pharmaceutical Chemists are a critical factor in maintaining market share. Where is the Pharmaceutical Chemists Industry now and where is it going? What is the latest trend in the Japanese pharmaceutical Chemists market? How can you improve your relationship with Chemists in order to maintain your market share? Hear insights directly from the President of a major Chemist. Masaru Nakamura President and Representative Director QOL.CO.Ltd
10:45	Coffee Break
Electric Voting Interactive Panel Discussion
11.25	How can you Profit from Pharma Sales Model Evolve in the Next 5 Years? Increased regulation, generics, and price restraints are reducing the number of innovative drugs in the pipeline. And Pharmaceutical Chemists will become more important for customers’ decisions for prescription. This 75 minute ‘super’ panel session will give you the chance to probe the minds of the pharma industry’s leading executives and find out how they believe the industry will change and what they are doing already to prepare their companies for the future. Hear different views on how the pharma commercial model will shift in the coming years, including the decreasing size of the sales force. Examine the things you need to start planning now, to be ahead of the game How will your MRs’ activities be transformed in the future by changes in the delivery of healthcare? What will the rep of the future look like? Medical advisor? Educational rep? Will there be reps at all? Consumer power: How will consumer power push and influence how pharma operates? Chairperson：Ryuzo Takada, Member of the Board, Senior Executive Officer, Daiichi Sankyo Co., Ltd. Panelists：Masaru Nakamura, President and Representative Director, QOL.CO.Ltd Martin Armstrong, Head of Sales Operations and Executive Advisor to Head of Sales, Novartis Pharma K.K. Stefan Manth, Senior Vice President, Senior Medical Officer, Head of Medical Strategy & Science Unit, Chugai Pharmaceutical Co., LTD.
12:40	Lunch
	Discussion Roundtables (Lunch included): Take advantage of the interactive roundtables to get to grips with current challenges. Take part in small group discussions to provide insights, brainstorm, and learn best practices on the most pertinent issues. In addition, these ‘Idea Exchange’ Roundtables are an excellent opportunity for you to build good relationships with industry colleagues and experts. They will take place during lunchtime on October 1st,.
Key-note presentation
14:10	Cultures United: The global game with local rules How to balance a country culture with the global demands of a sales performance culture Build a selling effectiveness and performance culture within your organisation Avoid making the SFE mistakes of your western colleagues; some things are different in Japan! Working within Japanese corporate structures, and how non-Japanese companies can successfully adapt How to gain the critical commitment and support from senior managers Martin Armstrong Head of Sales Operations and Executive Advisor to Head of Sales Novartis Pharma K.K.
Customer Perspective Panel Discussion
14:55	Listen to the customer’s perspective: A panel discussion from healthcare professionals (Doctors, GPs, Pharmacists and Hospital Managers) Understand why healthcare professionals want to see some MRs, but not others - How to reshape your calling strategies and training Discover how to tailor your sales and marketing approach to match the changing demands of Doctors, General Practitioners, Pharmaceutical Chemists and Hospital Managers Trust and reputation ? how pharma can build its image and garner trust with customers and consumers Chairperson: Ryuzo Takada, Member of the Board, Senior Executive Officer, Daiichi Sankyo Co., Ltd. Panelists: Masahiro Hayashi, Chief Pharmacist, Pharmaceutical Department, Toranomon Hospital Ken Miyamoto, MD, Department of Medical Science and Cardiorenal Medicine, Yokohama City University School of Medicine Mitsuaki Kokubo, Former Director , Planning Department , MR Education & Accreditation Center of Japan Yayoi Iwata, Principal, Iwata MR Consulting Office
16.25	Close of Day 2