Panellists
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Betsy Bondurant, CMM, Bondurant Consulting
•
Andrew Gilkerson, Pfizer
•
Caroline Hill, Universal CIT
•
Alex Ringhofer, F. Hoffman La-Roche
Audience Survey
• Primary Job Function
–
–
–
–
In-house planning professional
Agency or independent
Supplier (e.g. venues)
Procurement
• Years in the industry
–
–
–
–
1 – 3 years
4 – 6 years
7 – 10 years
10 years +
Agenda
•
The current climate
–
–
–
•
•
Meeting categories
Stakeholders
Strategic meeting management
Case study
Feedback and discussion
Top 10 Pharmaceutical Companies
(based on 2006 global sales. Source: Wood Mackenzie's Productview™ March 2007)
Rank
Company
Market Share (%)
1
Pfizer
7.2
2
GlaxoSmithKline
5.9
3
Sanofi-Aventis
5.7
4
Novartis
4.6
5
Hoffmann–La Roche
4.2
6
AstraZeneca
4.1
7
Johnson & Johnson
3.7
8
Merck & Co.
3.6
9
Wyeth
2.5
10
Eli Lilly and Company
2.4
The Brand Lifecycle
Pre-clinical
Phase I
Phase II
Launch
Mature product - 10th year
or later
Phase III
Pharmaceutical Meetings
Rep meetings
–
–
–
–
Sales meetings
POAs
Product launches
Incentive programs
Closed meetings
– Advisory boards
– Investigator meetings
– Speaker training
Physician education
– Stand alone CME programs
– Symposia and other congress activities
– Non-accredited educational programs
A Diverse Group of Stakeholders
• Regulatory & legal
• Brand teams
– Global
– Local affiliates
• Procurement
• Suppliers
– Venues etc
– Agencies - med comms, meeting management & production,
PR, advertising
• Faculty & Key Opinion Leaders (KOLs)
• Attendees
– Internal
– External
Who is being regulated?
INDUSTRY
Healthcare and Pharmaceutical corporations who produce drugs,
medical devices, medical equipment
Marketing and PR departments of Healthcare and Pharmaceutical
Corporations and their Agents
Meeting and Events departments of Healthcare and Pharmaceutical
Corporations and their agents
PROFESSION
Healthcare Professionals such as Medical Consultants, Medical
Doctors, Nurses, Paramedics, Technicians who purchase or
influence the purchase of the products and services of this
community
What are the Regulations and Codes?
Largely self regulatory
•
EU – Various “directives” (Directive 92/28/EEC)
• Some of the implications of the regulations are
enshrined in French, Norwegian and Italian Law
Alphabet Soup
PhrMA
ICHGCP
EMeA
BMA
AMA
HCEA
MHRA
PMCMA
IFPMA
EFPIA
IMO
IPCAA
EMA
IAPCO
Case Study
XYZ Pharmaceutical Company
ABC Launch Program
Feedback and Discussion
Q&A
Becoming a Strategic Partner
• Think strategically
• Used a focused approach to marketing
–
–
–
–
Knowledge
Communications
Materials
Process
• Propose creative solutions to business
challenges
• Research
Meetings Consolidation
• In-house, outsource, co-source
• The role of procurement
• How to create win-win partnerships
– Getting (winning) a seat at the table
Summary
MPI’s mission
Make members successful by building rich
human connections to:
– Knowledge and ideas
– Relationships
– Marketing
Building Effective Alliances within Pharma
Make stakeholders successful by building rich
human connections to:
– Knowledge and ideas
– Relationships
– Marketing
Useful Resources
– News sites
• www.firstwordplus.com
• www.scrip-news.com
• www.PMlive.com
– Industry association sites
• The Association of the British Pharmaceutical Industry
(ABPI) www.abpi.co.uk
• The European Federation of Pharmaceutical Industries
Associations (EFPIA) www.efpia.org
– Pharmaceutical company websites
Please take 2 min now to fill your
feedback survey!
•
From the main menu select
Messaging
•
Select Inbox and open the survey
•
Make your selection for each of the
questions
•
Select “submit” at the bottom of the
survey and push OK.
19 September 2007 | Slide 19
© Shockfish SA 2007