DAY 1: November 15th
Session 1: Explore the current and future environment of Specialty selling |
Panel: Specialty pharma: A survival instinct or a strategic move for pharma companies?
(9:00 am – 9:40 am) |
- Learning curve: Understand how the pharma specialty industry has expanded with its already competing leaders and now the “big-pharma” companies
- With mergers and acquisitions every year, uncover what opportunities lie in the specialty marketplace now
- Discover the pros and cons of implementing Specialty strategies and their possible outcomes
Paul Weber, Executive Director - Global Medical Affairs, Celgene
Raymond Rede, Director of Managed Care, Bayer
Joe Martinez, Field Director - HEOR Liaison Team, Optimer Pharmaceuticals |
The Need for Change in Healthcare Delivery and Payment: cost trends, misaligned incentives
(9:40 am – 10:20 am) |
- Explore the major areas of change in Healthcare Delivery and Payment
- Find out what are the key policy areas of Healthcare Reform
- Learn what Specialty Pharmaceuticals must do in response to the existing and every changing reforms
Joshua Plumb, Sr. Product Manager, Cubist Pharmaceuticals |
A Revolutionary, Low-Risk, Low-Cost Way to Recruit/Backfill/Expand Your Specialty Sales force
(10:50 am – 11:30 am) |
- Find out how recruiting a specialty sales rep can be time-consuming, costly, and not guaranteed to be successful
- Does the traditional model used by recruiters meet the needs of specialty sales organizations today?
- “Try before you buy” model : Understand how this model is a compelling argument before permanent hires are brought on-board
Kevin Danylchuck, President & GM, Vanguard Pharmaceuticals |
Future of Specialty pharma: will it be a cohesive environment for big and small pharma?
(11:30 am to 12:10 pm) |
Find out if and how small pharma compete with big pharma in the changing specialty landscape
- Analyze how big pharma can remodel its selling model to meet demands
- What does commercial success look like in the future?
Sid Mallory, Former Director of Leadership Development and Training, Wyeth Pharmaceuticals |
|
| Session 2: Market Access and Share: Learn how you can achieve more with the right investment |
| The Evolving Physician Practice – and What it Means to Sales Reps (1:10 pm – 1: 50 pm) |
- Understand the evolving physician practice and its effect of sales reps
- Learn about the drivers that are changing the day-to-day operations of a physician’s practice
- How can a sales rep change his sales strategy, keeping in mind the above factors
Garry O’Grady, Senior Vice President and General Manager, Pharmaceutical Institute |
Learn how to access your key opinion leaders and stakeholder through various diagnostic tools
(1:50 pm to 2:30 pm) |
- Identify the role of each influencer and stakeholder that determine your specialty sales in the changing market place
- Understand how you can influence those who decide the protocol
- Find out how your sales strategy can increase patients’ access to a specialty drug
Jim Barone, CEO, Business One Technologies |
|
| Specialty and Premium Priced Medications: Important considerations for formulary discussion and approval (3:00 pm – 3: 40 pm) |
- Learn what are the important factors considered by decision-makers
- Discuss how cost, budget impact and value are determined
- Understand what are the best practices for meeting preparations
Joe Martinez, Field Director - HEOR Liaison Team, Optimer Pharmaceuticals |
Learn about drug approvals and regulations for specialty pharmaceuticals
(3:40 pm – 4:20 pm) |
- Find out the procedure of drug approvals and which drug is right for your business
- Know the policies under which new drugs are passed
- Explore in depth, the regulations that apply to your specialty drug
Cheryl Abbas, Clinical Pharmacist and member of P&T at Jefferson Hospital
AnneMarie Oberle, Chemotheraphy patient care pharmacist at Jefferson Hospital |
Measuring the success of your specialty sales strategy
(4:20 pm – 5:00 pm) |
- Achieve targeting effectives: How do you analyze the right customer base for niche products?
- Learn about the right metrics to measure the returns from your specialty drugs' sales. How do you track the sales activities that bring in the highest results?
- Find out how you can avoid possible communication leakages and maximize results
Fred lord, Former Director of Field Force Effectiveness, Novartis Oncology |
| NETWORKING DRINKS - 5:00 pm |
| |
Day One Day Two Top |
| |
DAY 2: November 15th
Session 3: Commercial excellence: Discover which strategies are the most effective and efficient for specialty businesses |
Specialty Pharmacy or Retail? Learn how to incorporate each into your specialty sales strategy
(9:00 am- 9:40 am) |
- Find out how you can develop an effective network of Specialty Pharmacies. Learn which ones are the best for your company and how to choose them
- Contract considerations: What should a manufacturer ask for from a Specialty Pharmacy regarding services and data?
- Understand the functions of HUBs and how they impact your specialty drug
- Learn more about manufacturer sponsored Patient programs vs SP provided programs and how to harmonize these efforts
Raymond Rede, Director, Managed Markets Marketing, Bayer |
| Pharmaceuticals- Payors- Physicians- PATIENTS: How should you engage patients in your marketing plan and communicate with them effectively? (9:40 am – 10:20 am) |
Use decision science and consumer behavior to:
- Ensure patients' enduring motivation and engagement, as well as their comprehension of medical materials, applications and devices.
- Understand why it is important to consider an effective patient-communication plan in your specialty commercial strategy.
- What are the pitfalls or results of not including the patients’ angle to your specialty commercial strategy?
- Learn how to use all these to avoid patients' suboptimal care, low adherence rates to medication, lifestyle regimens, and screening, all resulting in reduced revenue
Talya Miron-shatz, Professor of Consumer Behaviour, University of Wharton in Pennsylvania |
| Correcting Misconceptions - A legal, regulatory, clinical and pricing overview (10:50 am – 11:20 am) |
- Explore Legal, regulatory, compliance, clinical and pricing pearls crucial for business
- News Updates : Hear about what has been going down in the Specialty pharma business
- Find out why your MLR board has suddenly become more risk averse
Darshan Kulkarni, Principal Attorney, The Kulkarni Law Firm |
| Measuring Commercial Success with Specialty Brands in the US (11:30 am – 12:10 pm) |
- Review of manufacturers’ business, technical and legal challenges associated with procuring and integrating SPP-supplied data
- Share of examples of manufacturer successes in optimizing their data acquisition and integration
- Recommendations on how best to achieve the cleanest data for the most precise analytics
John Giannouris, Principal, Commercial Effectiveness Services, IMS
Nick Caliendo, Sr. Manager, Janssen Services LLC |
| Choosing the best Specialty Distribution Channel (1:10 pm – 1:50 pm) |
- Explore the options available (i.e.: 100% Specialty Pharmacy , 100% Specialty Pharmacy or a combination)
- Understand how these choices impact your product launch
- Learn how to match expected payor coverage with the best distribution channel strategy
- Explore the pros and cons of closed, open, limited and exclusive distribution models
Donna Trane, Sr. Director Business Development, Curascript |
|
| Session 4: Training and Development of specialty sales managers |
Explore the classifications of a specialty sales rep- which is the most relevant and why?
(1:50 pm – 2:30 pm) |
- Learn about the different categories of representatives that exist in the pharmaceutical industry today, and which is the most relevant to specialty
- Less is more: how do you reduce sales forces without negatively impacting your specialty sales growth?
- Identify the main differences between specialty and primary care sales reps
Carl Eisele, DSM, Santarus Pharmaceuticals
Michael Torres, Sales Director, Orthopedics, Ferring Pharmaceuticals
TBC |
| Uncover the roles and duties of a specialty sales manager (2:30 pm – 3:10 pm) |
- Knowledge base: Understand how important knowing product economics and drug benefits is for a specialty sales rep
- Stakeholder relationships: know how to best maintain a healthy relationship with key stakeholders in the specialty pharma industry
- Innovation and Technology: how can specialty sales reps also be virtual reps? Learn how you can deliver value to physicians by replacing traditional methods
Michael Torres, Sales Director, Orthopaedics, Ferring Pharmaceuticals |
| Learn about Incentive plans and compensations for specialty sales (3:10 pm - 3:50 pm) |
- The Special Difficulties of Specialty Plan Design: What are the elements of good plan design?
- Learn about the increasing regulatory challenges to plan design
- Explore the data sources beyond the realm of sales dollars
- Discover what specialty plans may look like in the future
Robert Kotzen, Director, Plan design, assessment and Incentivization, GSK |
Click here to see a presentation from last year's event
Register now 
