Competitive Analysis and Market Research Capabilities

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Competitive Analysis andMarket Research
Capabilities 2013
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About PharmaForce International
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES
Global leaders in identifying everything and
anything that pharmaceutical and biotech
companies want to know about the operations of
their competitors
Specialists in competitive intelligence for the
pharmaceutical, biotech and medical device
industries

• Competitive Monitoring
• Syndicated Studies
• Proprietary Projects

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About PharmaForce International (contd)
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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

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Examples of Countries Where PharmaForce Conducts
Research
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES
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




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Selection of PharmaForce Internationals Clients
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES
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PharmaForces 360? Program
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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
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PharmaForces 360? Program (contd)
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES
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

• 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

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Research Techniques
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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

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Field-Tested Primary Source Research Approach
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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
  PharmaForces proprietary databases developed
  over the past two decades

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
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Field-Tested Primary Source Research Approach
(contd)
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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

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Interviewing Methodology
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES
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Competitive Advantages of Using PharmaForce
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• Key competitive advantages of utilizing
  PharmaForce for your competitive analysis and
  market research needs include

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
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Why Companies Use PharmaForces Studies
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES
Overall, PharmaForces studies provide more
information to better deploy resources
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Client Testimonials
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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
• PharmaForces 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 PharmaForces 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 companys budget
  constraints to provide partial data from multiple
  syndicated studies
• Up-and-coming biotech company launching its first
  drug

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Examples of Types of Studies Conducted by
PharmaForce
COMPETITIVE ANALYSIS AND MARKET RESEARCH
CAPABILITIES

• 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

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OVERALL ASSESSMENT
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List of Syndicated Studies
OVERALL ASSESSMENT

• 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

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List of Syndicated Studies (contd)
OVERALL ASSESSMENT

• 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

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List of Syndicated Studies (contd)
OVERALL ASSESSMENT

• 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

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Contact Me
THANK YOU
For more information about PharmaForce
International and our Global Sales Force
Deployment Analyzer database, please contact
Allison Becker or Marija Jukic at 1-610-370-5640
or abecker_at_pharmaforce.biz mjukic_at_pharmaforce.b
iz
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