1. behavior drive the best strategic plans . . .
Welcome to
Pharmaceutical Insights, LLC
Strategic PerformanceStrategic Performance
ConsultancyConsultancy
Ron Cerminaro, R.Ph.Ron Cerminaro, R.Ph.

2. Agenda
Why Pharmaceutical Insights
The Journey Begins
Strategic Performance Consultancy Defined
Contact Information

3. The Secret to Success Begins With Asking the
Right Questions
• How do we identify strong and weak strategic results?
• Is our data valid?
• Do our tactics effectively change behavior?
• How should we respond to controllable and uncontrollable trends?
• Do we have the tools to maximize upside profit potential and minimize
downside risk?
• What changes are necessary to amplify the power of our functional groups?
• Can we recognize the innovation necessary to improve strategic advantage?
Pharmaceutical Insights, LLC Helps
You Identify the Right Questions

4. Intuitive Answers Produce Competitive
Advantage
So How Does Pharmaceutical Insights, LLC Help Your
Team Meet the Challenge of a ‘Must Win’ Market Place?
We Produce the Answers You Need through
So You Can Deliver Results,
Rather Than Give Excuses

5. Strategic Performance Consulting – Integration
of Knowledge & Expertise Produces Wisdom
Knowledge solves one
problem –
Wisdom is a Factory of
Solutions Needed in a Dynamic
Pharmaceutical Industry
Our Wisdom is Empowering

6. Analyzing – Accurate Assessments Form
the Foundation of Evidence-Based Decisions
• Proprietary Processes Develop Derivative Tools
• Benchmark Reporting Produces True System-Specific Comparators
• Simultaneous Analytics Expose Hidden Opportunities
• Documented Expectations Determine Achieved Productivity
• Unique Trend Progressions Position Your Business for Future Success and
Sustainability
• Validation of Data Ensures Useful Results
• Cross-Category Exercises Present Surprising Insights
• Visualization of Geographic Data Clarifies Opportunities and Effectiveness
• Conversion of Qualitative Data to Quantitative Data Yields Answers to
Multi-Faceted Questions
Pharmaceutical Insights, LLC Customizes
Each Analysis with Available Data through
Proven Techniques

7. Business Modeling – Interactive Tool Maps the
Destinations of Scenario Planning
Incorporates Important Parameters:
• Business Drivers and Barriers
• Sequencing of Events
• Rates of Change
• Effects of Limiting Factors
• Market Mechanics and Dynamics
• Cost Impacts
• Revenue Streams
Our Unique Tool Exposes Faults and Opportunities in
Strategic Plans Before Implementation

8. Forecasting – Deep Knowledge of the Market,
Logistics, and Distribution Variables Produces Vision
Has a Direct Affect On:
• Demand Management
• Production
• Logistics
• Reverse Distribution
• Seasonal and Holiday Shipment Patterns
• Launch Deals (Allowances and Buys)
• Budgets
• Accrual Planning
• Marketing Focus and Targets
• Sales Force Resources
• Contracting and Consumer Discounts
Pharmaceutical Insights, LLC Understands
the Drivers of Product Flow and Its
Importance to Business

9. Strategizing – Leverages the Mechanics and
Dynamics of the Industry Infrastructure
Pharmaceutical Insights, LLC Addresses Customer Needs
with Business Acumen to Produce Unique Advantages
The Strategic Focus has Trended Back to the Customer Due to an
Internet Driven, Fundamental Shift in the Balance of Medical
Knowledge

10. Business Engineering – New Realities in a
Dynamic Industry Require Constant Reinvention
Our Results are the Ultimate Measure of Success
Architect of Greenstone Ltd Turnaround for Pharmacia
Architect of Patriot Pharmaceuticals Startup for
Johnson & Johnson
Architect of Wallace Pharmaceuticals Startup for
Meda Pharmaceuticals
Architect of a new Trade Channel Marketing Practice
for Access Communications
Architect and Author of a Pharmacy Operating System
for Pathmark Stores based on AS400
Warehouse Billing Data
Today’s Success is Derived from the Most Efficient Use of a
Complex System of Processes and Capabilities, Through Ingenuity,
Creativity, and Innovation

11. Innovating – Building Extraordinary Advantages
from Ordinary Events for the First Time
We Cure “The ‘Impossible’ Mindset” with Innovation
»Linking Data from Two Systems Created a Super Program Documentation to End Business Disputes
and Backlog of Unauthorized Deductions
»Designing a Low Inventory Report Predicted Lost Shipments and Dramatically Improved Service
Levels, Sales, and Profitability
»Developing a New Stocking Tool for Low Distribution Pharmaceuticals Improved Retail Sales and
Collaboration with Physicians
»Exposing Hidden Barriers with Unprecedented Segmentation Tools Produced Significant Opportunities
in Areas Thought to be High Volume Regions
»Incorporating Fixed and Variable Expenses, Profitability, and Portfolio Support into Selling Philosophy
and Defense Strategy Elevated National Sales
»Combining Map Technology and Proprietary Databases Targeted Physicians, Pharmacists, and Sales
Reps With Meaningful Messages at a Zip Code Level

12. Marketing – Delivering Persuasive Messaging
About Value Influences Customer Behavior

13. All Journeys Begin by Accurately Understanding
Your Starting Point
Pharmaceutical Insights, LLC Can Provide
• Understanding of the Market Drivers and Barriers
• Competitive Analysis of Current Landscape
• Differentiation of Market Segments
• Exposure of ‘Opportunity Markets’ to Build Business
• Identification of ‘Success Markets’ to Defend Business
• Strategic and Tactical Initiative Options
• Predictive Scenarios Due to Future Impact of Impending Business Pressures

14. Collaboration With Your Team Builds Instant
Rapport and Trust
Agreement Across All Stakeholders is Our Primary Goal
• Pharmaceutical Insights, LLC Becomes an Extension of Your Team
• Strategic Purpose is Collectively Defined
• All Silos are Connected and Information Shared
• Actionable Insights are Derived by All from the Data
• Tactical Initiatives are Built on Previous Internal Learnings
• Coordination Across Functions Ensure Successful Execution
• High-Performance Business Outcomes are Achieved

15. Winning Any Competition is Based On Three
Parameters
• Faster
– Speed to the Answers Needed for Market Readiness, Launch Readiness, and
Adjustments to Strategic Plan, Resulting in Market Share and Revenue Growth
• Stronger
– Integrated Knowledge of All Aspects of the Brand & Generic Supply Chain
Mechanics and Dynamics, Leads to More Powerful Processes, Procedures, and
Strategies.
• Smarter
– True Understanding of the Brand & Generic Industry from the Customer’s
Perspective Based on Direct Experience at Each Stakeholder Level, Leads to
Intuitive Decisions and More Effective Commercial Results

16. Strategic Leadership is Critical to a Forward
Looking Plan
Leadership is an approach to the future that involves aligning policies,
practices, capabilities, and resources to realize a new vision after
examination of current and anticipated factors associated with
customers, competitors, and the firm.
We Help You Succeed at Strategic Leadership by

17. Extraordinary Execution Maximizes Strategic
Performance
Pharmaceutical Insights, LLC has Developed World-
Class Capabilities to Convert Your Strategic Plans Into
Actionable Tactics
• National Network of Pharmaceutical Executives
• Proprietary Databases of Health Care Professionals for Extensive Reach
• Full Service Production and Mail Fulfillment House
• Pharmacy Advisory Panel Moderation
We Support Your Plan from
Inception to Completion

18. Why Pharmaceutical Insights, LLC?
We Offer
• 30+ years first-hand industry experience
• Personalized service
• Fresh ideas
• Strategic plans that meet or exceed your marketing goals
We Will
• Challenge your thinking and inspire actions that lead to success
• Identify and focus your priorities and desired results
• Brainstorm new perspectives and viable solutions
We know commercialization inside and out, and the types of challenges and
obstacles you’re up against. We’ve built high performance teams, new
business models, and unique tools to help senior executives grow their
businesses to new heights. We are passionate about this industry, and
creating success for our clients.
Your Success is Our Product!

19. Testimonials – Significant Accomplishments
Make Satisfied Customers
“Ron is a strategic Pharma business process consultant – guru level. We
worked together at J&J in defining their (at the time) new startup Patriot’s
recommended IT ecosystem (me) and end-to-end business processes (Ron).
He basically drove the formation of the core business processes for the entire
company – truly brilliant stuff. Unusual depth and breadth of knowledge.”
Jim Stagnitto, Practice Director, Information Services at A2C
“Thank you very much for the crisp and informative presentation that you made
yesterday, that too at short notice. It did help calibrate our understanding of
the complex pricing process, and will equip us to better define and develop
future steps relating to the business. “
Satish Srinivasan, CEO at Orchid Pharmaceuticals, Inc. and Orgenus Pharma

20. Your Brand Deserves Real Answers and Real
Capabilities Produced from Our Unique Perspective
732-873-2113
rxcatmgr@aol.com
For More Information, Call…