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Day 3 26 th September 2013 3rd Annual Pharma Commercial and SFE Summit Berlin, 24th – 26th September 2013 08.20 Registration and Morning Coffee 09.00 Opening Remarks from the Chairman 09.15 Case study: Increasing Productivity in Sales and Marketing in Emerging Markets 13.30 Case study: Best plan for effective resource allocation in sales organization • • • Segmentation & targeting Strategy Sizing & Territory Alignment Expense budget planning & tracking • • • Sales and Marketing Synergies Shift from “ Share of voice” to “ Share of Mind” Measuring ROI for Marketing Programs Mine Şenyuva Head of Sales & Marketing Effectiveness Amgen Ferdinand Belga Business Unit Director Women’s and Men’s Health Abbott 10.00 Case study: How to Use CRM Software for SFE? Florent Edouard Global CRM Director AstraZeneca 10.45 Networking Coffee Break 11:15 A Real – Life Case study on: How to integrate Market Access to the commercial activities? How to cooperate? Marianthi Psaha Head of Business Franchises Ophthalmology & Critical Care Novartis 12:00 SPECIAL FEATURE: INTERACTIVE ROUNDTABLE DISCUSSIONS All attendees will have a great opportunity to discuss a selection of the most interesting topics addressed during the conference in small groups with their peers. Every table will nominate a head of the table, who will summarize the topic discussed, present the main puzzles, and questions posed. Suggested topics: • What good KAM looks like in Pharma and the ways in which it should be measured • A pragmatic approach to social media in pharma new approaches about segmentation and targeting in sales force Integrating • Market access into commercial activities • Stakeholder management and marketing 12.30 Lunch 14:15 Commercial effectiveness and the development of effectiveness management standards in CIS countries Agata Trojanowska Head of Sales and Marketing Effectiveness Polpharma 15:00 the importance of aligning account managementto the business plannig process Mark Drabble Associate Brand Director Anti-infectives Astellas 15:45 Networking Coffee Break 16:15 Case study: Integration of new channels into sales force activity Hybrid models for Promotion • • • • New paradigms reshaping pharma business Modified business models Trends in promotion: alternative promotional tools New channel strategies, new types of detailing Attila Molnár Marketing Excellence Director Teva Pharma 17.00 Case study: Reps (R)evolution: iCRM and apps • • • • iCRM: all-in-one for Reps eDetailing and CLM: Chiesi way Apps, apps and more… HealthTech: looking forward Matteo Rumi Head of Business Knowledge and Business Technology Chiesi Farmaceutici 17:45 Special Feature: Open Round Discussion Open round discussion for the attendees to summarize the information learned throughout the 2 days, opportunity to raise the final questions and comments. Open discussion time. 18: 15 Closing Remarks from the Chairman BOOKING LINE: Tel.: +421 252 444 221 / Fax: +421 252 444 220
Sales Contract Conference Code AL-P-16 PLEASE FILL IN REQUIRED DETAILS IN BLOCK AND FAX or E-MAIL TO: Fax: +421 252 444 220 / e-mail: sfe3@allanlloyds.com Delegate Details Mr./Ms. Name Job Position e-mail Mr./Ms. Name Job Position e-mail Mr./Ms. Name Job Position e-mail COMPANY Details Organisation Address (Street, City) Post Code Country Phone V. A. T. No. PAYMENT METHOD Name of Card Holder Card Billing Address (Street, City, Post Code) Card Number: Valid From: (mm / yy) Name Date Signature 3rd Annual Pharma Commercial and SFE Summit Berlin, 24th – 26th September 2013 VISA Master Card Euro Card AMEX Diner Club Last 3 (three) digits on the back of the card: Card Security Code (AMEX) : / Expiry Date: / I confirm that I have read and agree to the terms and conditions of booking and Allan Lloyds debiting my credit card, I the signatory is authorised to sign or behalf of contracting organisations. Conference Fee Three day conference Payment is required within 5 working days Per Delegate Register before 01.06. 2013 Register during 01.06. 2013 - 28. 06. 2013 Register after 28. 06. 2013 Three Day Conference € 2 338 € 2 585 € 2 795 Platinum Package Corporate Discount 8 Delegates Three Day Conference € 14 300(save € 8 060) € 17 160(save € 5 200) N / A GOLD PACKAGE 4 Delegates Three Day Conference € 7 920 (save € 3 260) € 9 504 (save € 1 676) N / A Conference Registration / Terms and Conditions Payment terms: After completion and return of the registration form, full payment is required within 5 days from receipt of invoice. Entry may be refuse to delegates who have not paid their invoice in full. A credit card guarantee may be requested if payment has not been received in full before the event. There is a 50% liability on all bookings once made, by fax or email. A no refunds policy exists for cancellations received on or after one month before the event. Should you decide to cancel after this date the full invoice must be paid. However, if you cannot attend the conference, you may make a substitution (colleague) at least one week before first day of the event, as long as we are informed in writing by email or fax. Name changes and substitutions must be from the same company. Allan Lloyds reserves the right to alter the conference content, timing, speakers or venue without notice. The event may be postponed or cancelled due to unforeseen events beyond the control of Allan Lloyds. (Force Majeure: meaning any circumstances beyond the control of Allan Lloyds, including without limitations to any Act of God, governmental restrain, fire, tempest, strike or lock-out (other than by Allan Lloyds’ own employees or agents), war or act of terrorism. We strongly advise all our conference clients to take out travel insurance. The conference fee includes refreshments, lunch and conference material for the event. This fee does not include travel, hotel accommodation, transfers or insurance, (which Allan Lloyds strongly recommend you obtain). We may store and process your information for administrative purposes and to better understand your needs and how we can improve our products and services. In addition, we may use that information to contact you. Please complete the registration form in full so that we can contact you and provide you with our best services. BOOKING LINE: Tel.: +421 252 444 221 / Fax: +421 252 444 220
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