Competitive analysis and market research capabilities

PharmaForce International Inc.
Insightful Intelligence with a Global Reach
Corporate Headquarters
2645 Perkiomen Avenue • Reading, PA 19606 • (610) 370-5640 • Fax (610) 370-5641 • www.pharmaforce.biz
Competitive Analysis and
Market Research Capabilities
2013

1
COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
About PharmaForce International
Copyright 2013 by PharmaForce International R E A D I N G, P A
Specialists in competitive
intelligence for the
pharmaceutical, biotech and
medical device industries
Global leaders in identifying
“everything and anything” that
pharmaceutical and biotech
companies want to know
about the operations of their
competitors
• Competitive Monitoring
• Syndicated Studies
• Proprietary Projects

2
About PharmaForce International (cont’d)
• Multi-lingual staff with direct experience in the pharmaceutical industry and
business intelligence
– Hundreds of years of combined industry experience as Sales Representatives,
District Managers, Product Managers, Medical Information Specialists, Market
Research Directors, Clinical Trial Coordinators, Business Analysts, Medical
Liaisons and Country Business Unit Directors
• Primary research capabilities, including the following languages:
- Arabic - Italian
- Chinese - Japanese
- Croatian - Mandarin
- Dutch - Portuguese
- English - Russian
- French - Serbian
- German - Slovenian
- Hindi - Spanish
Copyright 20123by PharmaForce International R E A D I N G, P A

Examples of Countries Where PharmaForce Conducts
Research
Algeria Germany Poland
Argentina Greece Portugal
Australia Hong Kong Russia
Austria Korea Saudi Arabia
Belgium India South Africa
Brazil Ireland Spain
Canada Italy Sweden
China Japan Switzerland
Colombia Luxembourg Thailand
Denmark Mexico Turkey
Egypt Morocco United Kingdom
Finland Netherlands United States
France Norway Venezuela
Copyright 2013 by PharmaForce International R E A D I N G, P A 3

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Selection of PharmaForce International‘s Clients

PharmaForce’s 360 Program
• PharmaForce specializes in providing clients with a 360 perspective on the
marketplace for their drugs
Benchmarking capabilities include:
- Sales force deployment - Target audience focus
- Detailing intensity analysis (DIA) - Marketing expenditures for key drugs
- Compensation plans - Key Account management personnel
- Role of Medical Liaisons - Training programs
- Product portfolio management, including FTEs by product
- Medical Affairs structures and organizational approaches
- Sales and Marketing structures and organizational approaches

PharmaForce’s 360 Program (cont’d)
• Pick and choose from the capabilities menu or receive tremendous cost savings
by packaging a full suite of service
• Our competitive intelligence capabilities track strategic planning through brand/
market assessments as well as therapeutic area outlooks
Customer perception surveys Business research capabilities
- KOL assessment - Sales force effectiveness
- High prescriber perception analysis - Convention analysis and monitoring
- Target physician audience profiling - Pipeline assessments

Research Techniques
• Unique combination of field research methodologies can be utilized in any
therapeutic area(s)
 Unstructured peer interviews conducted by professional staff
 Questionnaire web-based surveys
 Highly detailed benchmarking questionnaires
 Expert panels
• Through these survey techniques, PharmaForce has the ability to rapidly
develop product and commercial strategy perceptions from key customer
constituencies, such as:
 KOLs
 Physicians
 High prescribers

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
• Includes current and former employees of target organizations
 Interviewers draw a common bond with interview targets and engage in peer-to-
peer discussions about topics of common interest
• Supplemented with searches of all relevant electronic and printed
databases, including PharmaForce’s proprietary databases developed over
the past two decades
8
Database of qualified
contacts in the
pharmaceutical industry
exceeds 50,000
worldwide
Includes personnel in
almost every sales and
marketing function from
sales representatives to
senior management

Field-Tested Primary Source Research Approach
(cont’d)
• 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 level of
cooperation
Typically, 25% of
interviewees participate
willingly, while another 25%
refuse to participate
• One-on-one discussions with multiple
knowledgeable sources result in verification of
data
• Previous research experience on the topics allows
for the widest possible knowledge base of the
target deliverables and key resources
Triangulation of data from
contacts who are customers,
suppliers and company
employees results in
multiple confirmations of
findings from all
perspectives
All employees participate in an ongoing training program to improve interviewing
techniques and identify the latest trends in the industry
Member of PBIRG and EphMRA

Interviewing Methodology
Target
company
Competitors
Former employees
Clinical trial investigators
Formulary managers
Advertising agencies
Physicians, thought leaders, hospitals
and other medical personnel
Advocacy and cooperative groups, convention personnel,
CME development firms, etc.
Existing database
10

Competitive Advantages of Using PharmaForce
Key competitive advantages of utilizing PharmaForce for your competitive
analysis and market research needs include:
11
Pharma industry-
experienced staff
who are veterans of
hundreds of projects
in the pharmaceutical
and biotech
industries
One-on-one
interviewing with
KOLs, physicians
and patients to obtain
the full perspective
on your therapeutic
area
Customized
reports
available to
target any
company,
country,
therapy
area and
brand of
interest!
Established
relationships with
over 50,000 industry
personnel to gain
crucial insights on
your key competitors
360° view into
internal structures,
market spending,
insights, benchmarks
and best practices of
industry leaders
worldwide

Why Companies Use PharmaForce’s Studies
Maximize the success of product
launches through key messaging
Increase sales force
effectiveness
Allocate marketing
resources
Restructure/expand/add sales
forces or other departments
Satisfy the needs of key
customer constituencies
Understand aspects of lifecycle
management and product
position
Overall,
PharmaForce’s
studies provide
more
information to
better deploy
resources

“Your oncology sales force and marketing expenditure benchmarking is the gold standard
in the industry. Our company has purchased the study for 6 consecutive years and could
not determine our marketing budgets or sales force POAs without it”
– Global Market Research Director, Top 5 Pharma Company
“PharmaForce’s competitive intelligence data is by far the most accurate data that we
have ever used. Senior management love it. We would not use any other competitive
intelligence firm”
– Market Intelligence Director, Billion Dollar Specialty Pharma Company
“Once we used PharmaForce’s benchmarking data in one therapeutic area, I immediately
knew that we had to use it in every other therapeutic area in our company”
– Director, Global Market Analytics, Top 10 Pharma Company
“PharmaForce works within this company’s budget constraints to provide partial data
from multiple syndicated studies”
– Up-and-coming biotech company launching its first drug
Client Testimonials

Assisting an Emerging Biotech Assess the Competitive Landscape for the First Time and
Develop Recommendations for Establishing a Commercial Presence in 6 Different Countries
Worldwide
Benchmarking of Marketing Expenditures by Product or Franchise
Analysis of Drug Launch Plans
Assessment of Potential Biotech Partnership/Acquisition Opportunities
Competitive Assessment of Patient Marketing Programs and Materials
Analysis of Medical Services Departments Globally
Health Economics Outcomes Research (HEOR) Strategies
Benchmarking of the Managed Care Function at Leading Pharma Companies
Assessment of KOL Opinions on Best Practices in Advisory Board Sessions
Competitive Monitoring of the U.S. Vaccines Market
Analysis of Clinical Trial and Phase IV Strategies for Select Products
Analysis of Sampling Programs and Detailing Messages
Benchmarking of the Medical Affairs Function Supporting Leading Products
Benchmarking of Speakers’ Bureaus and Advisory Board Management
Competitive Benchmarking of Leading Pharmaceutical Companies’ Strategies for Targeting the
Hospital/IDN Market Customer
Examples of Types of Studies Conducted by
PharmaForce

PharmaForce International Global Deployment Analyzer: a powerful web-based program
that allow clients to access up-to-date information on leading pharmaceutical sales
forces around the globe at www.deploymentanalyzer.com
– 60 leading companies’ sales forces in the United States
– 25 leading companies’ sales forces in 10 countries in Europe
– 25 leading companies’ sales forces in Japan
– 12 leading companies’ sales forces in Argentina, Brazil and Mexico
– 13 leading companies’ sales forces in India
Competitive Benchmarking of Leading Oncology Sales and Marketing Organizations,
providing worldwide perspective on sales and marketing operations of leading oncology
competitors around the globe
– 14 leading companies in 5 countries in Europe
– 21 leading companies in the United States
– 11 leading companies in Japan
– 10 leading companies in 4 countries in Latin America
List of Syndicated Studies
OVERALL ASSESSMENT
16

Competitive Benchmarking of Leading Multiple Sclerosis Sales and Marketing
Organizations, covering commercial operations of each leading franchise that competes
in this dynamic specialty market
– 5 leading companies in 5 countries in Europe
– 5 leading companies in the United States
Competitive Benchmarking of Leading Hepatitis Sales and Marketing Organizations in the
United States, Europe and Japan
Competitive Benchmarking of Leading Anti-TNF/Immunology Sales and Marketing
Organizations: Key Expenditures and Organizational Approaches in the United States
Competitive Benchmarking of Leading Pharmaceutical Companies’ Strategies for
Leveraging the Medical Liaison Function in the United States and Europe
List of Syndicated Studies (cont’d)
OVERALL ASSESSMENT
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Managed Markets Structures and Strategies: Leading Companies’ Approaches
Integrated Delivery Networks (IDNs): Analysis of Leading Pharmaceutical Companies
Competitive Benchmarking of Leading Pharmaceutical Companies’ Strategies for
Leveraging Health Economics Outcomes Research (HEOR) Capabilities
List of Syndicated Studies (cont’d)
OVERALL ASSESSMENT
18

Contact Me
For more information about PharmaForce International and
our Global Sales Force Deployment Analyzer database,
please contact Allison Becker or Marija Jukic at:
1-610-370-5640
or
abecker@pharmaforce.biz
mjukic@pharmaforce.biz
THANK YOU
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