This presentation is about what tactics are Pharma Companies are using for getting sales

1. ETHICAL & UNETHICAL
PRACTICES IN PHARMA

2. PAKISTAN PHARMACEUTICALS
MARKET
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World Pharma Market Worth $300 Billion
Pakistan Pharma Market Worth $6.4 Billion2% of World Total
30 MNCs and 400 national manufacturing
units
Share of MNC 45%
Share of NCs is 55%
Growth Rate 12% per annum

3. Top Companies
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TOP MNC GlaxoSmithKline holding 12%
Market Share
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National Company Getz Pharma holding 4%
Market Share

4. Top MNCs in Pakistan
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GSK-GlaxoSmithKline
Pfizer
Abbott
Novartis
Sanofi-Aventis
Roche
Bayer
Eli-Lilly
Johnson & Johnson

5. Top National Companies
Getz
 Sami
 Hilton
 Bosch
 Highnoon
 Macter
 Searle
 Wilson
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6. Contribution to Economy
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600 companies are active in the field
100,000 employees
1% of sales of each company goes to R&D
fund of MOH
More than 47000 Registered Drugs
1100 registered Molecules
Almost all are price controlled

7. Types Of Companies
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MNCs
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National Companies
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Marketing/ Franchisee/ Third Party

8. New Business Model
(Outsourcing)
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Vikor Pharma
Muller and Phipps
Premier Agencies
Helium

9. ETHICAL
PRACTICES

11. International Federation
of Pharmaceutical
Manufacturers & Associations

12. Value of Ethical Promotion of Medicines
•Ethical promotion helps ensures that:
•Healthcare professionals have access to information
they require;
•Patients have access to the medicines they need;
and
•That medicines are prescribed and used to benefit
patients worldwide

13. DOs & DON’Ts
ALLOWED
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Promotional Aids (strict provision)
Items of Medical Utility (strict Provision)
Hosting of Scientific Promotional Meeting
Limited Sponsorship to genuine scientific event
Cultural courtesy cards/gifts(i.e. inexpensive gifts
not related to items of medical utility and allowed by
local Law)
Meals/Dinners if in connection to an event and
secondary
© IFPMA 2013

14. DOs & DON’Ts
NOT ALLOWED
 Monetary Gifts
 Personal Gifts (i.e. flowers, jewelry, cars, etc.)
 Recreational Activities (i.e. golf, tickets to
sporting events, concert, vacations, etc.)
 Sponsoring of family events or paying for a
guest/companion
 Meals/Dinners if not in connection to an event
 Any form of entertainment (i.e. company paid
for musical performance during dinner
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© IFPMA 2013

15. Marketing Strategies
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Human Resource Department
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Marketing Department
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Training Department
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Hiring of Qualified & Skilled Personnel

16. Marketing Strategies
Develop
Marketing
Strategy &
Promo Material
Approval by
Medical
Department
Implement
in the Field

17. Marketing Strategies

One to one Detailing to HCPs by Medical Rep
through When, Why, How
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Give Samples/starter packs to Drs
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Give Items of Medical Utility for promotion
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Participation in International and National
Conferences

18. Marketing Strategies
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Clinical Meetings
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Educational Programs for Drs.
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Sponsorship in Conferences and Seminars
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Donations to Govt. Hospitals
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Participation in Tender Business
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Economical Gifts like Pen, Torch, Tissue paper

19. UNETHICAL
PRACTICES

20. Targeted Prey
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HCPc
Nurses
Technicians
Pharmacist

21. Unethical Practices
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Bribe
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Pick and Drop Services
Payments of Utility Bills
Heavy Discounts
FOC Goods
Checks/Cash incentives
Expensive Lunch/Dinner
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22. Unethical Practices
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Free Medical Camps
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Monthly Salary
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Jewelry
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Furniture/Fixture
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Office Equipment
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Expensive Electronic Items

23. Unethical Practices
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Expensive Gifts
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Excursion Trips
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Vacation Packages
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Local and Foreign Trips

24. Unethical Practices
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Renovation of Clinic
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Partner ship offers
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Installment offers
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And other Services