White Guide and Orange Guide Formatting Project - Pfizer

Orange Guide – Chapter 19: Sales Activities: Greenstone and Pfizer Injectables
Key Factors to Consider when Evaluating Fair Market Value
The opportunity for promotion to large numbers of people or an audience that is difficult
to access without the display opportunity;
The size of the table or booth and the number of colleagues who can work the table or
booth;
The length of time given to Pfizer to engage in promotional discussions with event
attendees;
The physical location of the table or booth in relation to those attending an event;
Availability of electricity or internet and computer connections; and
Whether setup and cleanup are included in the exhibit and display fee.
In addition to these factors, you must make sure that if other companies are displaying, all exhibitors
are being charged the same amount for the same type of space. It is also acceptable if all exhibitors are
being charged the same fee but Pfizer has negotiated to pay a discounted rate.
Often the event brochure will list the cost levels of exhibit and display opportunities and describe the
space and services that are being purchased at each level. This type of brochure should accompany
your exhibit or display request whenever possible because it helps to validate the fair market value of
the exhibit opportunity.
Please refer to the SOP on Exhibits & Displays for the procedure to be followed.
Also refer to the http://OpSource.pfizer.com when:
the space purchased is at an event held by a not-for-profit organization, and
either: (a) the request is initiated by someone other than a U.S. Sales Colleague; or
(b) a U.S. Sales Colleague purchases a package from a third party not-for-profit organization
that includes other benefits (i.e., in addition to the exhibit and display space).
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