Leverage the power of your product marketing strategy through optimal sales force effectiveness

• Best practice guidelines: how to use sales forces to drive local business-winning implementations as part of a pan-American marketing strategy
• Spreading the word: foolproof ways to identify successful sales management techniques and move them across your sales force
• How to implement sales strategies which compliment DTC advertising on every level
• Tactics for lucrative long-term sales campaigns through short-term rep contracts and high employee-turnover.
• The importance of performance management and measurement for your entire sales team

Vice President of Sales, Sanofi-Synthelabo

A round peg in a square hole - why CRM doesn’t work in pharma

• Why is there so much dissatisfaction in the industry with CRM?
• What’s the difference between CRM and PRM?
• How to benefit from the Logical Operational Effectiveness Model of a PRM System
• “I’m sick and tired of talking about the Total Cost of Ownership”

Vice President and General Manager, Cegedim

True CRM: why less reps means better customer relationships

• How Pfizer is cutting its reps across Canada and Europe
• Why reverting to the Sales Force model used 6-8 years ago makes sense in 2004
• Where can greatest efficiencies and benefits be found in changing your sales model?
• The business case for moving away from a multi-rep, cross-selling paradigm
• How to make more sales with less money

Head of European and Canadian Sales Force Effectiveness, Pfizer

Expert tips for improving Sales Force Effectiveness: what really matters?

• Where exactly is your current sales force model going wrong?
• The key predictors of successful sales force management: a comprehensive checklist
• How will the new sales force paradigm impact today's pharmaceutical sales representative?

Field Sales Director, Ortho-McNeil Pharmaceuticals

How to use the power of promotional response to create advanced targeting

• Six key ways to implement effective physician targeting
• Why is it so critical - yet so difficult - to accurately measure physicians' response to detailing?
• New approaches which work: how a few leading pharma companies are avoiding traditional promotion-response-measurement pitfalls
• How to create a dynamic targeting system to drive sales effectiveness over the entire product lifecycle

Senior Partner and Head of Sales Effectiveness Practice
Partner in Healthcare Strategy Practice, The Michael Allen Company

PANEL SESSION:
Just What the Doctor Ordered - Inside the Physician Office

• Learn what our panel of three leading physicians want from the pharmaceutical reps they meet. What is attracting their interest in 2004 and beyond?
• What is most effective in capturing their undivided attention?
• What can you do to become more trusted and more reliable?
• What measures are your customers taking to become less dependent on rep visits and more independent?

Eyeforpharma, together with Pharmedica Communications, gives you the chance to enter the physician’s office and talk to the very people who are key to our business. Find out through this constructive and interactive panel session what’s happening on the front line today.

Three non-affiliated practicing physicians.
Moderator: President/COO, Pharmedica Communications LLC

Contracted Sales Support: a case study

• Optimizing Use of Using contracted services as part of a larger growth strategy
• Building effectiveness without sacrificing flexibility
• Can a contracted selling resource be a productive alternative? learnings based on experience

Vice President of Sales, Altana Pharmaceuticals

Discover ways to maximize the value of Rep-MD relationships through Collaborative Relationship-Marketing strategies.

• Learn how reps can build stronger and lasting collaborative relationships that position them as part of the healthcare team.
• How to bring value to Rep–MD relationships by increasing relationship skills
• Ways to focus on the customer’s needs to add value
• Embrace a collaborative partnership with the customer to share knowledge
• Evaluate customer relationship building channels and integrate with current models using Internet and web technology

Co-Founder & Senior Partner, BD Strategics Inc.

Evidence-based Best Practices to Boost your Sales Force Productivity

• What physician attitudes and behaviors drive prescription trends? How to customize the details in addressing these?
• Who will be tomorrow’s high potential physicians and what is the value of these physicians over the product lifecycle?
• How do physicians now like to receive information? What promotional tools have the greatest chance of getting their attention?
• Given the number of reps in the marketplace, what is the best way to disseminate information to the sales force and ensure that it’s used on a daily basis?

Vice President - Sales Force Effectiveness, IMS Health

“Just tell me the rules and I'll play your game” - case interviews with US-based field reps

• What gets rewarded gets done – but is the wrong behavior being rewarded?
• PhRMA guidelines - they have curbed the abuse situation in the US, but have they gone too far?
• PhRMA's impact on the physician-rep relationship

District Trainer, Organon
Professor of Marketing, Cleveland State University

Better ways to reach your Most Valuable Doctors: Enhancements & New Directions in Targeting & Segmentation

• Where can so-called best practice be improved most?
• How to calculate precisely your best customers, and capitalize on their relationships
• What advantages can you expect from step improvements in defining your target audience?

Senior Manager - Resource Optimization & Strategic Field Force Planning, Sanofi-Synthelabo

Specialty Pharmaceutical Sales Forces: A guide for your business

• How the Specialty Representative was first created and how they will continue to evolve
• Impact at the practitioner level: the results you should and shouldn’t expect
• Practical management: how to hire, train, compensate and incentivize the speciality rep
• Where can the best gains be made in the use of speciality reps?

Head of Speciality Sales Forces, Novartis

An expert guide to increasing competitive edge through CRM/SFA

• Simple success-recipes for ongoing detail improvement
• Why are shared real-time status reports on target audience a competitive edge?
• How to gauge, improve and optimize impact on all marketing mix operations through an effective SFA system

Vice President of Sales, Ferring Pharmaceuticals

Synchronized Selling: Driving effectiveness through teamwork

As most major products are promoted not by lone individuals but by teams of representatives, many of whom call on the same customers, this speech focuses on effective co-ordination of multiple reps.

• An analysis of team co-ordination and its impact on sales results
• Where are you going wrong? The primary forces behind sub-optimal co-ordination
• How to remove frustration from doctors, reps and sales management through better rep management
• Lessons learnt from experiences of implementing solutions to improve effectiveness through enhancing rep assignment

Principal and Manager, ZS Associates

Effective delivery of medical education to sales reps through internet applications

• How to provide appropriate training to appropriate reps at the appropriate time
• Develop winning web-enabled techniques to train and gauge the effectiveness and improvement of your sales reps over time
• Best strategies for providing incentive to reps to improve their learning and understanding
• Make training efficient: how to educate the sales rep without distracting them from their core tasks

Director eMedia, Bristol Myers-Squibb