‘Pharmaceuticals in India’ is a never ending discussion over its growth potential, opportunities, strengths and how your organization can capitalize on them. At the same time, it is essential to know what obstacles you will face while doing so. To dissect this exciting opportunity, here's India’s first ever conference on commercial excellence in pharma

1. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
CE- 2012 is a two day conference focusing on implementing
Date: effective commercial strategies that are necessary to increase
August 3rd- 4th 2012 revenues and profitability in the complex Indian landscape of
today.
Venue: ‘Pharmaceuticals in India’ is a never ending discussion over its
growth potential, opportunities, strengths and how your or-
Courtyard Marriott, And-
ganization can capitalize on them. At the same time, it is essen-
heri (E), Mumbai
tial to know what obstacles you will face while doing so.
At CE- 2012 we will aim at covering most of the crucial topics
Website: over two days.
www.pharmasearchconv Event highlights:
YOU CAN’T AFFORD
 Future Landscape: Learn about the
TO MISS IT
upcoming developments in the changing
pharma landscape and the impact on your
business.
 Sales and Marketing excellence: Upgrade
your marketing strategies, align them with
sales initiatives and achieve increased
commercial success.
 KAM: Is it about time to implement it?
Know all about Key Account Management
and how it can impact your business.
 Sales Force Effectiveness: Understand the importance and the changing roles of your SF and
FLMs.
 Case- studies: Hear from the experts and experienced in the industry how they are bringing
about a change in their organizations.

2. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
The first ever Commercial Effectiveness convention for pharma in India!
With so much changing in the Indian pharma landscape and multiple reports boasting
of India's growth potential, we at PSC thought it would be great to bring together
professionals to discuss the most crucial topic for today- Commercial Effectiveness in
pharma.
After several months of research and interviews with industry experts and forerun-
ners, we have come up with a robust agenda to adresss challenges, solutions, trend-
setting casestudies and steps to be taken in the future by Indian pharma.
Session 1: Current and Future landscape of the Indian Pharmaceuti-
cal market
Explore the key drivers impacting your company’s business in this fast paced
pharma environment
 Boom in healthcare: Learn about the growing opportunities with healthcare transfor-
mation
 Capitalize on the growth opportunities with the rise in specialty drugs. Speciality re-
quires special capabilities: Do we agree?
 Emergence of Biosimilars in speciality arena: Will it mitigate the rising cost?
 Patient Adherence & Compliance-Challenges & Opportunities in speciality space
KEY NOTE PRESENTATION:
DR. AJIT DANGI (Former Director General of OPPI), CEO and President of
Danssen Consulting
Preparing India to compete and succeed in the global Pharma market:
 Aligning with Global Trends in Pharmaceutical Market to make strong global foot-
prints
 Identifying Key Strategic Drivers to sustain profitable growth
 Leveraging Intellectual Property as a Competitive Strategy
 How DIVA (Differentiation, Innovation and Value Addition) can help Indian Pharma
to move up the Value Chain
Gaining competitive advantage through competitive intelligence:
 Understanding the need for competitive intelligence in a challenging pharma
environment
 The CI process: Executing more than just market research.
 Turning CI into commercial strategies for your brand

3. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
Session 2: Marketing Excellence and Execution
Data and Customer segmentation:
 Understand the urgency of quality data segmentation and right customer targeting
for your brand
 Upgrade primitive SFE and SFA techniques to yield better commercial results
 Doctographics:- Understand the importance of segmenting doctors for an effective
commercial model
 Use of Technology: Identify the drivers and enablers of better data
Panel: Commercial excellence KPIs to be considered as a key growth driver for
your company
 Benchmark your commercial strategies with competitors to analyze loopholes
 Drive commercial excellence by integrating sales and marketing efforts
 Learn how to manage the overlap of sales and marketing efforts
Enhance commercial effectiveness through marketing communications and
programs
 Identify the need to change in the growing competitive pharma environment
 Understand who are the stakeholders and learn about their roles in your strategy
 Marketing programs : How do we de-mystify them?
 How do we measure effectiveness through marketing communications? Integrate
technology in the measurement process
Session 3: Sales Effectiveness and Commercial Intelligence
(Analytics)
Achieving sales excellence through effective Sales Force Competency analytics
To achieve excellence in Sales execution, sales and human resource leaders must adopt
new approaches to Sales Force competency model design and implementation. Our dis-
cussion covers the following :
 Understand why competency assessments matter
 Evaluate the process of selecting Sales Force competencies and validate the selected
competencies
 Learn about competency analytics and driving Sales performance through competen-
cies
 Know about the ‘Value Edge Competency Management’ implementation

4. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
Changing the face of your sales representative
 Overcome the challenge of sales reps not being considered as partners but neces-
sary evil by customers
 Learn how to bridge the gap between the sales reps and doctors
 Find out innovative motivators to influence doctors’ attitude towards sales reps
Understand the role of a Front Line Manager
 Uncover the paradigm shift of management internally
 Learn the importance of goal setting and planning for a front line manager
 What are the ‘on-job’ management styles?
 How do we evaluate and measure the performance styles?
Session 4: Commercial Effectiveness with healthcare ecosystems,
KAM and Market Access
Understanding Key Account Management for your business
 Refine your business strategy by implement an effective and suitable KAM model
 Quality approach: Implement a more customer- centric model v/s a product focus-
sed one
 Learn how to align the KAM model by allocating internal and external resources
Effective Market Access models for the Indian Pharma industry
 Find out how much of the Indian population actually is your “brand audience”
 Is market access a luxury or a necessity in today`s highly competitive and clut-
tered pharma industry?
 Are we innovative or still using the tactics which can be defined age old?
 Explore the market access models that work today!
Linking Commercial Effectiveness with Healthcare ecosystems:
 Understand the increasing importance of health care providers for your brands
commercial success
 How do you engage public healthcare systems in your commercial strategy?
 What roles do hospitals play in your commercial strategy?
 Ensure healthy communicative relationships and build innovative partnerships with
the healthcare providers

5. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
KEY NOTE SPEAKER:
Deep Bhandari– GM Sales & Marketing Ser-
vice Organization ( MSO) at Novartis India Dr. Ajit Dangi- (Former Director General
Limited of OPPI), President and CEO of Danssen
Consulting
Presentation Title: Data and Customer seg-
mentation: Presentation title: Preparing India to
S. Vardarajan - Associate Director– Head of compete and succeed in the global
Commercial Excellence and PMO at Merck Pharma market
Presentation Title: Understand the role of a
Front Line Manager
Anindya Chowdhary - Senior Director, Head - Consumer Healthcare Business - India at
Sanofi
Panel Session: Commercial Excellence KPIs to be considered as a key growth driver
Ashish Srivastav—Business Unit Director—Bristol Myers Squibb
Amlesh Ranjan - Associate Director at Sanofi
Presentation Title: Understanding Key Account Management for you business
Manoj Kumar - Head - Marketing, Global Central Marketing Team, AstraZeneca -
Branded Generics
Presentation Title: Effective Market Access models for the Indian Pharma industry
Girish Joshi - Business Head- Healthcare, India at Kimberly-Clark
Panel Session: Linking Commercial Effectiveness with Healthcare ecosystems
Deepak Arora - Global Associate Brand Director at Novartis Healthcare Private Limited
Presentation title: Explore the key drivers impacting your company’s business in this fast
paced pharma environment
Chandrasekaran K. N- Former Head of Commercial Operations at Novartis
Panel Session: Enhance commercial effectiveness through marketing communications and
programs
Navneet Sharma- Sr. Analyst (CI) at Novartis
Presentation Title: Gaining competitive advantage through competitive intelligence
Sanjay Agarwal- Head of Sales training at Novartis
Presentation Title: Changing the face of a sales representative
Rohit Anand- Managing Director (Sales and Marketing Analytics) @ Value Edge Re-
search
Presentation Title: Achieving sales excellence through effective Sales Force Competency
analytics

6. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
Pharma Search Conventions aims and promises to deliver value- driven conferences that
are rarely seen in India. Be a part of this experience and let our attendees know about the
right solutions you can offer them. Be a part of the best!
By partnering with PSCs you can;
Network with the right individuals who are decision makers
Exhibit your products and services in the networking area
Get noticed in a targeted environment
Speak or hold valuable workshops for the audience to showcase your expertise
There are very limited exhibition spaces available at Pharma Search Conferences as we pre-
fer to make it as pharma friendly as possible. Contact us at the earliest to block your spot
now!
Media Partners for CE- 2012:
Digital Medcom Solutions
Silver Sponsor

7. India’s first ever conference on commercial excellence in pharma
Commercial Effectiveness in
Pharma 2012
Early Bird Discount Regular Rates
Type of Pass (Valid from June 1st - June (Valid from July 1st- August
30th) 2nd)
1 day pass 2-day pass 1 day pass 2- day pass
Pharma Standard* Rs. 9,999 Rs. 16,999 Rs. 11,999 Rs. 18,999
Pharma premium** Rs. 11,999 Rs. 18,999 Rs. 13,999 Rs. 20,999
Solution providers stan-
dard Rs. 10,999 Rs. 17,999 Rs. 12,999 Rs. 19,999
solution providers pre-
mium Rs. 12,999 Rs. 19,999 Rs. 14,999 Rs. 21,999
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Director – Pharma Search Conventions Laboratories
Email: akshata@pharmasearchconventions.com For DD or money transfer, contact us.
Cell: +91- 9833074566