global pharmaceutical sales force

PharmaForce International Inc.Insightful Intelligence with a Global Reach

Global Headquarters2645 Perkiomen Avenue • Reading, PA 19606 • (610) 370-5640 • Fax (610) 370-5641 • www.pharmaforce.biz

Global Pharmaceutical Sales ForceDeployment Analyzer

Europe, India, Japan, Latin Americaand the United States

GLOBAL PHARMACEUTICALSALES FORCE

DEPLOYMENT ANALYZER CAPABILITIES

2

About PharmaForce International

• Specialists in multi-client (syndicated) and proprietary sales, marketing and medical benchmarking and market research for the pharmaceutical and biotech industries

• Global leaders in identifying “everything and anything” that pharmaceutical companies want to know about the operations of their competitors and perspectives of their customers

• Multi-lingual staff with direct experience in the pharmaceutical industry and business intelligence

– Hundreds of years of combined industry experience as District Managers, Product Managers, Medical Information Specialists, Market Research Directors, Training Managers and Country Business Unit Directors

Copyright 2013 by PharmaForce International R E A D I N G, P A3

GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT ANALYZER CAPABILITIES

Field-Tested Primary Source Research Approach

· More than 90% of the information for any project is derived from one-on-one interviews with individuals in the industry, including current and former employees of the target organizations

– Interviewers draw upon their knowledge and personal experiences in the industry to form a common bond with interview targets and engage in peer-to-peer discussions about topics of common interest

– Supplemented with exhaustive searches of all relevant electronic and printed databases, including PharmaForce’s proprietary databases developed over the past decade

· Database of qualified contacts in the pharmaceutical industry exceeds 45,000

– Includes personnel in almost every sales and marketing function from sales representatives to senior management

– Systematic, ongoing process to add new contactsCopyright 2013 by PharmaForce International R E A D I N G, P A

4


Field-Tested Primary Source Research Approach (cont’d)

· Typically, 25% of interviewees participate willingly, while another 25% refuse to participate

– Strong interviewing skills come into play with the middle 50% as key partial pieces of data are culled from their limited responses

– Ability to trade data on previously-researched companies dramatically increases the level of cooperation

· One-on-one discussions with multiple knowledgeable sources result in verification of data

– Outliers are quickly identified and assimilated through more interviews



· Triangulation of data from contacts who are customers, suppliers and target company employees results in multiple confirmations of findings from all possible perspectives

– Previous research experience on the topics allows for the widest possible knowledge base of the target deliverables and key resources



Field-Tested Primary Source Research Approach (cont’d)

About the Global Deployment Analyzer

· Based on client requests for timely and accurate deployment and marketed product information, PharmaForce International developed the Global Pharmaceutical Sales Force Deployment Analyzer

– Powerful web-based database program that covers the deployment of leading pharmaceutical companies’ sales forces in the United States, Europe, India, Japan and selected Latin American countries

– Easy-to-use database contains up-to-date information on leading companies in Europe, India, Japan , Argentina, Brazil , Mexico and the United States

– Continuously-updated database As PharmaForce receives new or revised data on each of the target companies,

the new data will be immediately added to the database No waiting for the next quarterly or yearly installment

Copyright 2013 by PharmaForce International R E A D I N G, P A


7

About the Global Deployment Analyzer (cont’d)

· Available database programs

– European Deployment Analyzer database Introduced in 2003 Information about 25 leading pharmaceutical companies’ sales forces

– Japan Deployment Analyzer database Launched in 2009 Information about 26 leading pharmaceutical companies’ sales forces

– U.S. Deployment Analyzer database Introduced in 2008 Information about over 60 leading pharmaceutical companies’ sales forces



8


– India Deployment Analyzer database Introduced in 2012 Information about 12 leading pharmaceutical companies’ sales forces

– Latin America Deployment Analyzer database Introduced in 2012 Information about 13 companies in Argentina, Brazil and Mexico



9


· Easy-to-use web-based database enables users to generate custom reports based upon any combination of the following variables:

– Brand

– Therapeutic area

– Company

– Country

– Time period



10


· Data available in the Deployment Analyzer includes:

– Total number of company Sales Representatives deployed by sales group: Primary Care Specialty/Hospital

– Number of Sales Representatives by therapeutic area

– Number of Sales Representatives (Full-Time Equivalents/FTEs) supporting individual brands

Based on “relative effort” reported by company personnel in interviews

– Product priorities by each: Sales group Sales force (U.S. only) Therapeutic area



11


· Average salaries and bonuses

· Data available in the U.S. and Japan Deployment Analyzers also includes:

– Total number of District Managers, Regional Managers and other sales management by group/division as defined by the target company

– Sales group organizational structures

– Call Reach & Frequency Analysis



12

Comprehensive List of Therapeutic Areas Covered in the Database

· Anti-Infectives (includes antibiotics, anti-fungals anti-virals)· Cardiovascular· CNS, Pain and Anesthesia· Dermatology· Endocrinology and Metabolic Disorders· Gastrointestinal· Gynecology/Women’s Health· Nephrology and Transplantation· Oncology and Hematology· Ophthalmology· Respiratory and Allergy· Rheumatology, Bone and Inflammation· Urology· Vaccines· Other



13

EUROPE DEPLOYMENT ANALYZER

14

10 Target Countries


· Austria· Belgium· France· Germany· Italy· Netherlands· Spain· Sweden· Switzerland· United Kingdom


Target Companies


1. AbbVie (incl. former Solvay)2. Amgen3. Astellas4. AstraZeneca5. Bayer6. Biogen Idec7. Boehringer Ingelheim8. Bristol-Myers Squibb9. Celgene10. Daiichi-Sankyo11. Eisai12. Eli Lilly13. GlaxoSmithKline

14. Janssen15. Lundbeck16. Merck Serono17. Merck Sharp & Dohme (incl. former Schering-Plough)18. Novartis19. Novo Nordisk20. Pfizer21. Roche22. Sanofi (incl. former Genzyme)23. Takeda (incl. former Nycomed)24. Teva (incl. former Cephalon)25. UCB

16


INDIA DEPLOYMENT ANALYZER

17

Target Companies


1. AbbVie

2. Biocon

3. Cipla

4. Dr. Reddy Labs

5. Eli Lilly

6. Fresenius Kabi

7. Lupin

8. Mankind

9. Novartis

10. Pfizer

11. Sanofi

12. Sun

INDIA DEPLOYMENT ANALYZER

18

JAPAN DEPLOYMENT ANALYZER

19

Target Companies


1. AbbVie2. Astellas3. AstraZeneca4. Banyu (incl. former Schering-Plough)5. Bayer6. Bristol-Myers Squibb7. Chugai8. Daiichi-Sankyo9. Dainippon Sumitomo 10. Eisai11. Eli Lilly12. GlaxoSmithKline13. Janssen

14. Kyowa Hakko Kirin15. Mitsubishi Tanabe16. Nippon Boehringer Ingelheim 17. Nippon Kayaku18. Novartis19. Otsuka20. Pfizer21. Sanofi22. Shionogi23. Taiho24. Taisho Toyama25. Takeda26. Yakult Honsha

JAPAN DEPLOYMENT ANALYZER

20

LATIN AMERICADEPLOYMENT ANALYZER

21

Target Companies


1. AstraZeneca

2. Bayer

3. Boehringer Ingelheim

4. Bristol-Myers Squibb

5. Eli Lilly

6. EMD Serono

7. Genentech/Roche

8. GlaxoSmithKline

9. Janssen

10. Merck

11. Novartis

12. Pfizer

13. Sanofi

LATIN AMERICA DEPLOYMENT ANALYZER

22

U.S. DEPLOYMENT ANALYZER

23

Target Companies


1. AbbVie 2. Abbott Medical Optics3. Actavis (formerly Watson)4. Actelion5. Alcon (incl. Ciba Vision)6. Alexion7. Allergan8. Allos9. Amgen10. Astellas (incl. OSI)11. AstraZeneca12. Auxilium13. Bausch & Lomb (incl. former Ista)14. Baxter15. Bayer16. Biogen Idec17. Boehringer Ingelheim

18. Bristol-Myers Squibb (incl. former Amylin)19. Celgene (incl. former Abraxis Bioscience)20. Cooper Vision21. Cubist22. Daiichi-Sankyo23. Eisai24. Eli Lilly & Company25. EMD Serono26. Endo (incl. former Indevus)27. Ferring28. Forest Lab29. Fougera Pharmaceutical30. Galderma31. Genentech/Roche32. Gilead33. GlaxoSmithKline (incl. former Stiefel)34. Ipsen


24

Target Companies (cont’d)


35. Iridex36. J&J Ophthalmics/Vistakon37. Janssen Biotech (formerly Centocor)38. Janssen Pharmaceuticals39. Meda40. Merck (incl. former Schering-Plough and Inspire)41. Merz42. Novartis43. Novo Nordisk44. Onyx Pharmaceuticals45. Otsuka46. Pfizer (incl. former Wyeth and King)47. Purdue48. Regeneron

49. Sanofi (incl. former Genzyme)50. Sanofi Pasteur51. Shire52. Sunovion (formerly Sepracor)53. Spectrum (incl. former Allos)54. Synergetics55. Takeda (incl. former Millennium)56. Teva (incl. former Cephalon)57. UCB58. Valeant (incl. former Medicis and Dermik)59. ViiV Healthcare60. United Therapeutics61. Warner Chilcott

25


DATABASE ACCESS

26

Access to the Global Deployment Analyzer Database

· Any employee of your organization globally may access the Deployment Analyzer at any time, 24 hours a day

– Accessible from any computer in the world with Internet access

· Access the Global Pharmaceutical Sales Force Deployment Analyzer online at· http://www.pharmaforce.biz/· Support

– When logged into the database, pausing the cursor over a search button will activate a description of the search function

– Visit the FAQ section in the database for questions about our terminology and methodology


DATABASE ACCESS

27

http://www.pharmaforce.biz/

global pharmaceutical sales force

Health & Medicine