A beautiful sunny day in lovely Barcelona – January 17th 2008. This amazing Catalan metropolis was the host of Jacob Fleming’s 3rd Annual Marketing and Sales in Generics conference. Representatives of leading generics companies got together to share their knowledge and experiences in marketing and sales strategies. During the two days they had the opportunity to discuss the current situation and future trends in generics.
The evening before the conference some speakers and delegates met at the pre-conference dinner at the hotel restaurant. The relaxed atmosphere and delicious food facilitated the discussion and the participants quickly got to know each other.
The first conference day was opened by an excellent chairman Brian Tempest, recently retired Chief Mentor and Executive Vice Chairman of Ranbaxy. He gave a comprehensive keynote on global generic marketplace. The following session was focused on discussing pros and cons of branded vs. commodity generics and finding an answer on “Who will be the survivors?”
The afternoon session started by the presentation of Theodore Iliopoulos, VP Operations of Polpharma looking at the new science of API sales leaders. Next four presentations were dedicated to gaining insights into different marketplaces including Germany, USA, Bangladesh and Turkey. The featured speakers analyzed pricing, reimbursement systems, registration procedures, the role of government, pharmacists and healthcare insurance companies on their market. These insights enabled lively discussion on the potential and future of generics.
Second day looked at various best business strategies. The first presentations were focused on extending modern treatment into primary healthcare and establishing targeted segmentation. Patricia Grigoleit, Executive VP of Fresenius Kabi followed with an excellent insight into developing innovative distribution channels to achieve desired market position. Before lunch two more presentations offered an analysis of the potential of Spanish, CEE and CIS markets.
The afternoon session started with Actavis’ Austria case study on increasing profitability of your sales team. How Sandoz Canada builds customer awareness through corporate branding was a subject discussed by Nicolai Dorka of DorkaBrand Consulting. The last speech was given by Tibor Novak of Richter Gedeon. He covered the importance of developing an exclusive and personal relationship with practitioners.
We promise to deliver the 4th annual event on the same topic in 2009. Will you join us?
Petra Konova
International Project Leader
Jacob Fleming Group
