Agenda

"China shows every sign of becoming one of the world's largest pharmaceutical markets within the next decade"

PricewaterhouseCoopers, China Prescription for Growth

DAY 1

Industry Overview and How
to Capture these Opportunities
Trends shaping the China pharma industry: Finding growth opportunities in the China pharma market

• Understand how China is emerging as a top player in the global pharmaceutical market
• Hear how innovation will be viewed and managed in China
• Understand the nature of access to innovation in China in the management of chronic illnesses.
• Identify the barriers to adoption of innovation in diabetes and mental health
• Insights into potential opportunities for action by the industry and the government.

Rachel Lee, Partner and Managing Director, Boston Consulting Group

Understand best practice in market opportunity assessment to ensure you’re not missing out on hidden profits, nor over-expanding

• Fully realize your potential through salesforce expansion and manage the risks of over expanding vs. missed opportunities
• Discover how to understand and estimate market opportunities for present given the lack of audit data in China
• How to plan sales force resources according to the right level of understanding of opportunities
• Hear best practice on segmentation and targeting, sales force sizing and structure planning and how to make an immediate and longterm impact on top-line sales and profitability

Hao Yan, Principal, Commercial Effectiveness, IMS Health
John Woo, General Manager, China, IMS Health

How do you expand your opportunities and tap into growth? Smaller cities, smaller hospitals, deeper penetration, geographical expansion and clever use of the OTC channel.
China is big in terms of geography and population. It is a market with about 20,000 country level hospitals, 300,000 retail pharmacies, and around 350 cities. Questions frequently asked are: how many cities to be covered by rep’s detailing, which groups of hospitals to be targeted for each TA?; Are these small size or medium size hospitals the short term opportunities or mid term opportunities?

This presentation will examine the answers to these questions and look at the following key topics:

• Hospital targeting and segmentation: modelling and forecasting
• Strategic options on geographic expansion possibilities: Discuss whether your strategy should be more focused or more broad
• Find out how good the practice of physician targeting and segmentation by top MNCs in China is with a survey conducted by Loudon of interviewing 1,100 physicians
• Sales force optimization
• SFE initiatives in China retail market

Xiaofeng Yu, General Manager, Shanghai Loudon Marketing

Develop Leaders for Success and Keep them!

Leadership challenges - Understand what it takes to lead a company to success in this region
Hear concrete examples relating to how Bayer became number 1 this year (from number 5 just 2 years ago), their experiences with two acquisitions (multinational & local companies) in the past 12 months and a management masterclass on creating average growth of over 40% per annum for the past three years.
Liam will discuss the issues and challenges of this huge success story including the following key success factors:
• How to develop a clear vision & strategy
• Create a common culture
• Understand how to set stretched goals
• How to manage processes, not people
• Ways to involve HQ

Liam Condon, Managing Director, Bayer-Schering, China

How to Upgrade Leadership in the Fast Moving Chinese Pharma Market
• How to identify potential leaders and powerful ways to develop them through your organisation
• Assess leadership skills and competencies needed in your organisation such retaining talent, building trust and leading high performance teams
• Understand how to prepare the leaders in your organisation for the future environment and increased competition

James Liu, Former Chairman, Novartis China

Get the talent and keep it! - An overview of the landscape of the Chinese talent market today and how to tackle the huge challenges faced by pharma companies
• Identify the trends that are shaping the Chinese market today and what you need to be doing to stay ahead of your competitors
• Understand which financial and non-financial remunerations such as incentive schemes, commission, children’s schooling, shareholdings and enhanced housing work best for your sales force and how they work to retain staff for the long and short term
• How to plan the right staff development for your sales force that ensure they stay at your company: job rotations, development opportunities and the results you can expect to achieve

Tony Ling, Vice President of HR, AstraZeneca China

Virtual Environments - New Strategies for pharma Sales Force learning
• Examine several virtual environments used in training situations and evaluate the overall benefits they can provide to enhance knowledge and skill levels
• Analyze current programs to determine if a virtual environment would be more useful or cost effective or performance driven
• Rapidly develop a plan for incorporating more virtual environment training into your overall marketing and sales training plan
• How to develop a platform for learning and making it scalable and accessible across large markets in the shortest possible time

Parag Sheth, Vice President, Indegene

DAY 2

Sales Force Strategy

How to develop a flexible yet robust Sales Force Strategy

• How do you develop a robust sales force strategy, size and structure – do you go for a specialised or a general rep and how do you keep it flexible to allow for changes in the local environment
• Find out how to implement and execute successful SFE programmes that deliver maximum results

Christian Grapow, General Manager, Solvay, Greater China

How to scale-up your organisation and capture market opportunities

• Hear lessons learnt from the experience of expansions of two sales forces – what to do and what to avoid
• Understand where to allocate extra resources and decide on the right sales force structure and organisation – what is the expected ROI?
• Find out what the critical success factors are and how to measure them for  ongoing improvements

Johnson Ye, Sales director, Novartis OTC, Ex-director of Business Intelligence, Novartis Greater China

How to manage your growth with the right ROI in the challenging and competitive Chinese market

• Find out how and where you deploy the right sales people to ensure a sustainable ROI and competitive advantage
• How do you develop a robust sales force strategy, size and structure?
• Different challenges driving the need for ongoing fine-tuning of sales models
• Understand the pros and cons of specialised set ups versus a USC approach

Renaat Janssen, VP Primary Care, Inovail

Tools and Technologies

Create effective business intelligence to support and improve your sales force strategy

• How do you set-up a business intelligence system that takes into consideration strategic planning, sales administration, distribution management and brand audits
• Find out how to make decisions about where to put your resources and expand your sales force in a data-poor region - How do you make your decisions flexible to take into account the dynamic market place?
• Understand how the industry can work together to provide well-rounded, in-depth information about regions and hospitals
• Discover how to minimise issues with data integrity with information gathered from the field and/or work with data that might not be as reliable as you had hoped

Jason Herring, Senior Director, Business Support, Merck Greater China

Better sales technology to support your strategy implementation

• Mobile technology – How can you leverage the increase in the use of smart and mobile phones? How can they be used to track sales rep performance
• Potential of eDetailing – What can be done now to take advantage of eDetailing opportunities in China?
• eDetailing: What are Physicians usage and attitudes of online activities, and online e-detailing and how can you incorporate this into a consistent sales strategy?
• CRM Systems: How to implement and manage a CRM system in a rapidly evolving market like China
• Set the right KPIs that will make an impact on your sales force performance

Speaker TBC