NEW COMMERCIAL MODELS TO CREATE CUSTOMER VALUE

The focus of PHARMAFUTURE ™  2014 was on the pharmaceutical industry’s adoption of new commercial models in China and emerging markets to successfully navigate the waters of ever-changing market realities, while continuing to create customer value. With expectations for exponential growth, the pharmaceutical industry in these markets seeks a model that balances between traditional business models and the forward direction of on-demand, immersive experiences increasingly expected by customers.

The conclave was addressed by key industry experts. They brought focus to challenges in the current state of affairs and outlined progress made so far in China; and provided an outlook towards finding the right balance between the old and the new, the past and the future, and to arrive at solutions that will enable them to capitalize on the present.

OTHER SESSIONS INCLUDE:

THE CHINA IMPERATIVE: COMMERCIAL MODELS TO ACHIEVE SUSTAINED GROWTH
  • Commercial models in China must adapt to rapidly changing market dynamics, government regulations, and technological developments
  • Commercial models in China must be tailored to reach different geographies and social strata
  • Time is of the essence. New commercial models in China must be developed quickly and rolled out rapidly and broadly

NEW PHYSICIAN ENGAGEMENT MODELS TECHNOLOGY AS ENABLER
  • Current approaches will produce incremental gains
  • New approaches must address 3 areas:
    • Emerging intermediaries
    • HCP behaviors
    • Requirements of B2B channels
  • Technology can help through:
    • Integrated, Rep-Led MultiChannel Campaigns
    • Low-cost interventions at alternate points in value chain
    • Big data applied to current approaches

Panel Discussion

The Path Forward: Harnessing the Changes in China’s Healthcare Landscape
  • The key drivers and objectives of "Patient Focus" and "Account Management"
  • Resource allocation mix between new stakeholders and physician spending
  • Changing dynamics in China - how different are we from other emerging markets
  • Elements of an effective patient program and account management
13:30-13:45 Registration
13:45-14:00 Welcome Note
14:00-14:15 Introductory Remarks by Bob Glaser,
Chief Sales and Marketing Officer, Indegene
14:15-15:00 The China Imperative: Commercial models to achieve sustained growth
Alok Kanti, MD, Bayer Healthcare, China
15:00-15:45 The New Physician engagement models - Technology as enabler
David Lennon, CMO, Novartis China
15:45-16:15 High Tea
16:15-17:15 Panel Discussion – 'The Path Forward: Harnessing the Changes in China’s Healthcare Landscape' Moderated by Bob Glaser
17:15-17:30 Closing Remarks
17:30 Onwards Cocktails & Dinner

Bob Glaser – Moderator Chief Marketing & Sales Officer, Indegene

Bob has over 25 years of experience in the Pharmaceutical and Biotechnology industry. He has managed operating groups in both large and small companies, and has served as a consultant working with CEOs and the Boards of Directors, on planning the strategic growth of their organizations. Earlier, he spent over 20 years with Merck & Co., Inc.

Bob’s career began as a professional sales representative, and after many other assignments of greater responsibilities, he became the Senior Vice President of Marketing, Human Health Group at Merck, U.S. Most notably, he was instrumental in the formation of the Merck Vaccine Division, where he was responsible for providing strategic leadership in a new group to commercialize vaccines worldwide. In his role, he was responsible for the U.S launch of several key Merck brands. He also has commercialization experience in the areas of cardiovascular, metabolic, CNS, osteoporosis, anti-inflammatory, anti-viral, ophthalmic, oncology products, and adult and pediatric vaccines.

Bob completed his Masters degree from Management from the Kellogg School of Business at Northwestern University, and the Bachelor's degree in Biology from Gettysburg College.

ALOK KANTI Managing Director, Bayer HealthCare China
Regional Head, Bayer HealthCare Pharmaceuticals China/Hong Kong

Alok was appointed as Managing Director, Bayer HealthCare, China, and Regional Head of Bayer HealthCare Pharmaceuticals, China/Hong Kong, effective 1st July, 2012, based in Beijing, China.

Prior to this position, he was the Regional Head for Bayer HealthCare Pharmaceuticals - Asia Pacific since January 1, 2010, based in its regional headquarters in Singapore.

In a successful career of 18 years, Alok has been appointed several key positions within the Bayer organization. In his previous position, he was based in Berlin, Germany as the Head of Commercial Operations, at Intendis GmbH, a subsidiary of Bayer HealthCare specializing in dermatologicals since May 2007.

Since July 2000, he has spent seven years in Asia Pacific, with the first two years as the Country Division Head for Bayer in the Philippines and the following five years as the Head of Bayer HealthCare in Singapore, South East Asia & Pakistan sub-region.

His professional career began with Bayer in June 1994 as an International Management Trainee with Bayer Inc. in Canada. Three years later, he was appointed as an Assistant to Region Head, Regions of the World (ROW), within the Pharmaceutical division of Bayer AG, headquartered in Leverkusen, Germany. He then spent the next two years working on International Strategic Marketing based in Wuppertal, Germany. Alok completed his Bachelors in Civil Engineering from University of Delhi in 1989, and his Masters in Business Management from the Asian Institute of Management in 1994.

David Lennon Chief Marketing Officer,
Novartis China

David joined Novartis China in January 2012 as Chief Marketing Officer. He previously served as VP, Marketing, NeuroPsych in Novartis US and as the Global Franchise Head for Immunology and Infectious Disease based in Basel, Switzerland.

Prior to joining Novartis in 2005, David served as the Associate Principal at the management consulting firm McKinsey & Company.

Dave holds a B.A. in Biophysics from Columbia University and a Ph.D. in Cell Biology from Weill Medical College of Cornell University. Dave currently lives in Shanghai with his wife, two children and two dogs. He enjoys traveling in Asia with his family, playing tennis and investigating modern architectural projects in China and other developing countries

Derrick Miu Director, MDM|CRM|CLM
Commercial Support
MSD China

Derrick has over 16 years experience in Merck/MSD spanning the 3 largest markets US, Japan and China. His experiences include large scale projects such as M&A Integration, iPad/CRM/CLM rollouts, and various other Strategic and Operational initiatives. His specializations include Healthcare Strategy Development and Execution, Customer Relationship Management, Closed Loop Marketing, Master Data Management, Change Execution Management, Lean Six Sigma Master Black Belt, Data Analytics, and Project Management.

Derrick implemented Master Data Management, installing a database, platform and validation service at MSD China in 2012. Recently he served as the business lead for the CRM/CLM implementation at MSD China, equipping 3,500 sales reps with iPads, Veeva CRM, and CLM digital content. Derrick completed his Bachelors in science from Columbia University and his Masters of Business Administration from New York University.

Daniel Qiu eMarketing Head
Roche China

Daniel Qiu is the eMarketing Head for Roche China. He is responsible for leading eMarketing and digital solution practice for Roche China business. Daniel joined Roche China in 2009, and since then he has held two key roles as IT head for China/HK and China eMarketing Head. Daniel brings a passion for business leveraging technology and is an experienced leader who has successfully built and led multiple teams.

Prior to joining Roche China, Daniel worked for a global healthcare imaging-solution company in the US, and has also worked for other technology companies in the different countries.

Daniel completed his Bachelors in science from Fudan University and his Masters in science from National University of Singapore.

Darren J. Ho Director, Marketing Capabilities & Champion of Lean Six Sigma
Eli Lilly and Company

Originally from Los Angeles, CA, Darren and his family have lived in Shanghai, for over 4 years.

Over the past 15 years with Eli Lilly & Co., Darren has held several leadership positions in Marketing, Sales, and Process/ Organizational Change Management. In the last 4 years, he’s be leading the transformation of core marketing towards an integrated multi-channel model. He enjoys coaching and developing his teams; emphasizing the importance of producing work that benefits the common good.

A self-professed “outdoors guy”, Darren takes every opportunity to experience these great gifts of the earth: Mt. Bike trails, clean air, trees, blue skies, snowcapped mountains, flowing bodies of water.

Darren received a Bachelor’s of Science in Business Management: Organization Change from the USC Marshall School of Business with a Minor in Natural Sciences. He is currently pursuing a Master of Divinity (MDiv.) at Fuller Theological Seminary.

Yanmei Shi, Ph.D Project Leader
The Boston Consulting Group

Yanmei is a project leader in BCG’s Shanghai office, and is a core member of the BCG greater China Healthcare Practice. She has worked with several MNCs and local clients on a variety of topics, mainly focusing on overall growth strategy, Portfolio strategy, and R&D strategy. Other topics of Yanmei’s interest include commercial models, market approaches, health insurance, and employee benefits.

Prior to her consulting career, she worked as a research assistant on microbial genomics and bioinformatics at MIT, and published her doctoral research work in world's top scientific journal Nature.

Yanmei holds a Ph.D. from Massachusetts Institute of Technology, and a B.S. from Nanjing University. She is a native Mandarin speaker and fluent in English.

Hans Lopez-Vito Executive Planning Director
BBDO Greater China

Hans’ first foray into the advertising industry happened around 20 years ago when he was cast as the lead talent for an orange juice TV ad in the Philippines. After appearing in countless more TV spots, print ads, and the back-side of cereal boxes, Hans now works ‘behind the scenes’ – translating consumer insights into brand-building ideas.

Hans works at global marketing communications firm BBDO, with oversight for communications strategy development for the Greater China region. His team of strategy leaders - scattered across BBDO’s offices in Shanghai, Beijing, Guangzhou, Hong Kong, and Taiwan - service clients like Bayer, Johnson & Johnson, Mercedes-Benz, Visa, PepsiCo, Mars, Wrigley, SC Johnson, Starbucks, Tiffany & Co., Platinum Guild, Hyatt Hotels, and FedEx. He also champions BBDO Voices, the agency’s proprietary insights program aimed at helping both agency partners and clients keep track of the fast-changing Chinese consumer.

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