competitive analysis and market research capabilities

PharmaForce International Inc.Insightful Intelligence with a Global Reach

Corporate Headquarters2645 Perkiomen Avenue • Reading, PA 19606 • (610) 370-5640 • Fax (610) 370-5641 • www.pharmaforce.biz

Competitive Analysis andMarket Research Capabilities

2013

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

About PharmaForce International

Copyright 2013 by PharmaForce International R E A D I N G, P A

Specialists in competitive intelligence for the

pharmaceutical, biotech and medical device industries

Global leaders in identifying “everything and anything” that pharmaceutical and

biotech companies want to know about the operations of

their competitors

• Competitive Monitoring• Syndicated Studies

• Proprietary Projects

http://www.pharmaforce.biz/PharmaforceStudies.aspx

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About PharmaForce International (cont’d)

• 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


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


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Selection of PharmaForce International‘s Clients



http://www.novartis.com/index.shtml

http://www.bayer.com/








http://www.viforpharma.com/en/index.php


PharmaForce’s 360 Program

• PharmaForce specializes in providing clients with a 360 perspective on the marketplace for their drugs



Benchmarking capabilities include:

- Sales force deployment - Target audience focus

- Detailing intensity analysis (DIA) - Marketing expenditures for key drugs

- Compensation plans - Key Account management personnel

- Role of Medical Liaisons - Training programs

- Product portfolio management, including FTEs by product

- Medical Affairs structures and organizational approaches

- Sales and Marketing structures and organizational approaches

http://www.pharmaforce.biz/deploymentanalyzer.aspx

PharmaForce’s 360 Program (cont’d)

• Pick and choose from the capabilities menu or receive tremendous cost savings by packaging a full suite of service

• Our competitive intelligence capabilities track strategic planning through brand/ market assessments as well as therapeutic area outlooks



Customer perception surveys Business research capabilities

- KOL assessment - Sales force effectiveness

- High prescriber perception analysis - Convention analysis and monitoring

- Target physician audience profiling - Pipeline assessments

Research Techniques

• Unique combination of field research methodologies can be utilized in any therapeutic area(s)

Unstructured peer interviews conducted by professional staff Questionnaire web-based surveys

Highly detailed benchmarking questionnaires Expert panels

• 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



Field-Tested Primary Source Research Approach


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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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)



• 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


Target company

CompetitorsFormer employees

Clinical trial investigatorsFormulary managersAdvertising agencies

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 Advantages of Using PharmaForce


· 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


Why Companies Use PharmaForce’s Studies


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


· “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



· 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



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


OVERALL ASSESSMENT

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http://www.deploymentanalyzer.com/

· 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)


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)


OVERALL ASSESSMENT

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Contact Me


For more information about PharmaForce International andour Global Sales Force Deployment Analyzer database,

please contact Allison Becker or Marija Jukic at:

1-610-370-5640or

[email protected]@pharmaforce.biz

THANK YOU

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