These are the survey results from the inaugural annual Australian Pharmaceutical Suppliers Association (APSA) member insight survey. A total of 18 people responded out of a population of 163 members.

1. Australian Pharmaceutical
Suppliers’ Association (APSA)
Members Insight Survey October 2012
Summary

2. APSA Member Survey
• 163 members
• From over 90 different companies
• 18 members participating in
survey (11% sample size)

3. APSA Member Survey
Q1. What impact will the following have on your business in the
next year?
Total
Medium High reinvention of Response
Low impact N/A
impact impact business Count
models
Changes in the Medicines 50% 22% 22% 0% 6% 18
Australia Code of Conduct
Clients shifting to digital 22% 28% 50% 0% 0% 18
technology
Delay in new Pharma 6% 39% 44% 6% 6% 18
drugs being approved

4. APSA Member Survey
Q2. Who would you like to network with in next 6 months?
Top 5 Pharma clients displayed below
1. Marketing directors 66.7%
2. Product managers/senior product managers 61.1%
3. Senior management 44.4%
4. Sales managers 38.9%
5. Sales directors 38.9%

5. APSA Member Survey
Q2. Who would you like to network with in next 6 months?
Top 5 Pharma suppliers displayed below
1. Advertising /medcomms /PR 28%
2. Digital providers 22%
3. Salesforce effectiveness 22%
4. Direct marketing providers 22%
5. Market research companies 17%
6. Patient Support Program providers 17%

6. APSA Member Survey
Q3. What are the most important business challenges that you
need to deal with?
1. Lack of awareness of products/services 50%
2. Generating meetings with decision makers 44%
3. Generating opportunities from meetings 33%
4. Generating leads 33%
5. Managing client expectations 28%

7. APSA Member Survey
Q4. Supplier estimated revenue
Response
<$2m $2-4.9m $5-9.9m $10-14.9m $15m+
Count
Estimated revenue
for business
74% 7% 20% 0% 0% 15
generated from
Australian clients
Estimated revenue 78% 12% 11% 0% 0% 9
for business
generated from
overseas clients

8. APSA Member Survey
Q5. Do you think sales for your business will increase, decrease
or stay the same in 2013? (18/18 answered)
5.60%
Increase
33.30%
Stay the same
Decrease
61.10%