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
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Competitive Analysis and Market Research Capabilities
This presentation describes PharmaForce five powerful web-based programs that allow clients to access up-to-date information on leading pharmaceutical sales forces around the globe. These easy-to-use database-driven programs are constantly being updated and provide valuable knowledge on leading companies’ sales forces in the United States, Japan, India, ten countries in Europe and three countries in Latin America.
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PharmaForce International Inc.Insightful Intelligence with a Global Reach
• 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
COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
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 4
COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
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Selection of PharmaForce International‘s Clients
Copyright 2013 by PharmaForce International R E A D I N G, P A
COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
• 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
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
Field-Tested Primary Source Research Approach
Copyright 2013 by PharmaForce International R E A D I N G, P A
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
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
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)
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
• 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
Copyright 2013 by PharmaForce International R E A D I N G, P A
Physicians, thought leaders, hospitals and other medical personnel
Advocacy and cooperative groups, convention personnel, CME development firms, etc.
Existing database
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
Competitive Advantages of Using PharmaForce
Copyright 2013 by PharmaForce International R E A D I N G, P A
· Key competitive advantages of utilizing PharmaForce for your competitive analysis and market research needs include:
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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
COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
Why Companies Use PharmaForce’s Studies
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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
COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
· “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
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
· 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
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES
OVERALL ASSESSMENT
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· 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
Copyright 2013 by PharmaForce International R E A D I N G, P A
· 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)
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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)
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OVERALL ASSESSMENT
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Contact Me
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For more information about PharmaForce International andour Global Sales Force Deployment Analyzer database,