Global Pharmaceutical Sales Force

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Global Pharmaceutical Sales ForceDeployment
AnalyzerEurope, India, Japan, Latin Americaand
the United States

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GLOBAL PHARMACEUTICALSALES FORCEDEPLOYMENT
ANALYZER CAPABILITIES
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About PharmaForce International
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Specialists in multi-client (syndicated) and
  proprietary sales, marketing and medical
  benchmarking and market research for the
  pharmaceutical and biotech industries
• Global leaders in identifying everything and
  anything that pharmaceutical companies want to
  know about the operations of their competitors
  and perspectives of their customers
• Multi-lingual staff with direct experience in the
  pharmaceutical industry and business intelligence
• Hundreds of years of combined industry experience
  as District Managers, Product Managers, Medical
  Information Specialists, Market Research
  Directors, Training Managers and Country Business
  Unit Directors

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Field-Tested Primary Source Research Approach
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• More than 90 of the information for any project
  is derived from one-on-one interviews with
  individuals in the industry, including current
  and former employees of the target organizations
• Interviewers draw upon their knowledge and
  personal experiences in the industry to form a
  common bond with interview targets and engage in
  peer-to-peer discussions about topics of common
  interest
• Supplemented with exhaustive searches of all
  relevant electronic and printed databases,
  including PharmaForces proprietary databases
  developed over the past decade
• Database of qualified contacts in the
  pharmaceutical industry exceeds 45,000
• Includes personnel in almost every sales and
  marketing function from sales representatives to
  senior management
• Systematic, ongoing process to add new contacts

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Field-Tested Primary Source Research Approach
(contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Typically, 25 of interviewees participate
  willingly, while another 25 refuse to
  participate
• 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 the level of
  cooperation
• One-on-one discussions with multiple
  knowledgeable sources result in verification of
  data
• Outliers are quickly identified and assimilated
  through more interviews

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Field-Tested Primary Source Research Approach
(contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Triangulation of data from contacts who are
  customers, suppliers and target company employees
  results in multiple confirmations of findings
  from all possible perspectives
• Previous research experience on the topics allows
  for the widest possible knowledge base of the
  target deliverables and key resources

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About the Global Deployment Analyzer
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Based on client requests for timely and accurate
  deployment and marketed product information,
  PharmaForce International developed the Global
  Pharmaceutical Sales Force Deployment Analyzer
• Powerful web-based database program that covers
  the deployment of leading pharmaceutical
  companies sales forces in the United States,
  Europe, India, Japan and selected Latin American
  countries
• Easy-to-use database contains up-to-date
  information on leading companies in Europe,
  India, Japan , Argentina, Brazil , Mexico and the
  United States
• Continuously-updated database
• As PharmaForce receives new or revised data on
  each of the target companies, the new data will
  be immediately added to the database
• No waiting for the next quarterly or yearly
  installment

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About the Global Deployment Analyzer (contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Available database programs
• European Deployment Analyzer database
• Introduced in 2003
• Information about 25 leading pharmaceutical
  companies sales forces
• Japan Deployment Analyzer database
• Launched in 2009
• Information about 26 leading pharmaceutical
  companies sales forces
• U.S. Deployment Analyzer database
• Introduced in 2008
• Information about over 60 leading pharmaceutical
  companies sales forces

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About the Global Deployment Analyzer (contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• India Deployment Analyzer database
• Introduced in 2012
• Information about 12 leading pharmaceutical
  companies sales forces
• Latin America Deployment Analyzer database
• Introduced in 2012
• Information about 13 companies in Argentina,
  Brazil and Mexico

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About the Global Deployment Analyzer (contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Easy-to-use web-based database enables users to
  generate custom reports based upon any
  combination of the following variables
• Brand
• Therapeutic area
• Company
• Country
• Time period

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About the Global Deployment Analyzer (contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Data available in the Deployment Analyzer
  includes
• Total number of company Sales Representatives
  deployed by sales group
• Primary Care
• Specialty/Hospital
• Number of Sales Representatives by therapeutic
  area
• Number of Sales Representatives (Full-Time
  Equivalents/FTEs) supporting individual brands
• Based on relative effort reported by company
  personnel in interviews
• Product priorities by each
• Sales group
• Sales force (U.S. only)
• Therapeutic area

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About the Global Deployment Analyzer (contd)
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Average salaries and bonuses
• Data available in the U.S. and Japan Deployment
  Analyzers also includes
• Total number of District Managers, Regional
  Managers and other sales management by
  group/division as defined by the target company
• Sales group organizational structures
• Call Reach Frequency Analysis

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Comprehensive List of Therapeutic Areas Covered
in the Database
GLOBAL PHARMACEUTICAL SALES FORCE DEPLOYMENT
ANALYZER CAPABILITIES

• Anti-Infectives (includes antibiotics,
  anti-fungals anti-virals)
• Cardiovascular
• CNS, Pain and Anesthesia
• Dermatology
• Endocrinology and Metabolic Disorders
• Gastrointestinal
• Gynecology/Womens Health
• Nephrology and Transplantation
• Oncology and Hematology
• Ophthalmology
• Respiratory and Allergy
• Rheumatology, Bone and Inflammation
• Urology
• Vaccines
• Other

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EUROPE DEPLOYMENT ANALYZER
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10 Target Countries
EUROPE DEPLOYMENT ANALYZER

• Austria
• Belgium
• France
• Germany
• Italy
• Netherlands
• Spain
• Sweden
• Switzerland
• United Kingdom

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Target Companies
EUROPE DEPLOYMENT ANALYZER

• AbbVie (incl. former Solvay)
• Amgen
• Astellas
• AstraZeneca
• Bayer
• Biogen Idec
• Boehringer Ingelheim
• Bristol-Myers Squibb
• Celgene
• Daiichi-Sankyo
• Eisai
• Eli Lilly
• GlaxoSmithKline

• Janssen
• Lundbeck
• Merck Serono
• Merck Sharp Dohme (incl. former
  Schering-Plough)
• Novartis
• Novo Nordisk
• Pfizer
• Roche
• Sanofi (incl. former Genzyme)
• Takeda (incl. former Nycomed)
• Teva (incl. former Cephalon)
• UCB

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INDIA DEPLOYMENT ANALYZER
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Target Companies
INDIA DEPLOYMENT ANALYZER

• AbbVie
• Biocon
• Cipla
• Dr. Reddy Labs
• Eli Lilly
• Fresenius Kabi

• Lupin
• Mankind
• Novartis
• Pfizer
• Sanofi
• Sun

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JAPAN DEPLOYMENT ANALYZER
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Target Companies
JAPAN DEPLOYMENT ANALYZER

1. AbbVie
2. Astellas
3. AstraZeneca
4. Banyu (incl. former Schering-Plough)
5. Bayer
6. Bristol-Myers Squibb
7. Chugai
8. Daiichi-Sankyo
9. Dainippon Sumitomo
10. Eisai
11. Eli Lilly
12. GlaxoSmithKline
13. Janssen

1. Kyowa Hakko Kirin
2. Mitsubishi Tanabe
3. Nippon Boehringer Ingelheim
4. Nippon Kayaku
5. Novartis
6. Otsuka
7. Pfizer
8. Sanofi
9. Shionogi
10. Taiho
11. Taisho Toyama
12. Takeda
13. Yakult Honsha

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LATIN AMERICADEPLOYMENT ANALYZER
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Target Companies
LATIN AMERICA DEPLOYMENT ANALYZER

• AstraZeneca
• Bayer
• Boehringer Ingelheim
• Bristol-Myers Squibb
• Eli Lilly
• EMD Serono
• Genentech/Roche

• GlaxoSmithKline
• Janssen
• Merck
• Novartis
• Pfizer
• Sanofi

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U.S. DEPLOYMENT ANALYZER
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Target Companies
U.S. DEPLOYMENT ANALYZER

1. AbbVie
2. Abbott Medical Optics
3. Actavis (formerly Watson)
4. Actelion
5. Alcon (incl. Ciba Vision)
6. Alexion
7. Allergan
8. Allos
9. Amgen
10. Astellas (incl. OSI)
11. AstraZeneca
12. Auxilium
13. Bausch Lomb (incl. former Ista)
14. Baxter
15. Bayer
16. Biogen Idec
17. Boehringer Ingelheim

1. Bristol-Myers Squibb (incl. former Amylin)
2. Celgene (incl. former Abraxis Bioscience)
3. Cooper Vision
4. Cubist
5. Daiichi-Sankyo
6. Eisai
7. Eli Lilly Company
8. EMD Serono
9. Endo (incl. former Indevus)
10. Ferring
11. Forest Lab
12. Fougera Pharmaceutical
13. Galderma
14. Genentech/Roche
15. Gilead
16. GlaxoSmithKline (incl. former Stiefel)
17. Ipsen

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Target Companies (contd)
U.S. DEPLOYMENT ANALYZER

1. Iridex
2. JJ Ophthalmics/Vistakon
3. Janssen Biotech (formerly Centocor)
4. Janssen Pharmaceuticals
5. Meda
6. Merck (incl. former Schering-Plough and Inspire)
7. Merz
8. Novartis
9. Novo Nordisk
10. Onyx Pharmaceuticals
11. Otsuka
12. Pfizer (incl. former Wyeth and King)
13. Purdue
14. Regeneron

1. Sanofi (incl. former Genzyme)
2. Sanofi Pasteur
3. Shire
4. Sunovion (formerly Sepracor)
5. Spectrum (incl. former Allos)
6. Synergetics
7. Takeda (incl. former Millennium)
8. Teva (incl. former Cephalon)
9. UCB
10. Valeant (incl. former Medicis and Dermik)
11. ViiV Healthcare
12. United Therapeutics
13. Warner Chilcott

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DATABASE ACCESS
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Access to the Global Deployment Analyzer Database
DATABASE ACCESS

• Any employee of your organization globally may
  access the Deployment Analyzer at any time, 24
  hours a day
• Accessible from any computer in the world with
  Internet access
• Access the Global Pharmaceutical Sales Force
  Deployment Analyzer online at
• http//www.pharmaforce.biz/
• Support
• When logged into the database, pausing the cursor
  over a search button will activate a description
  of the search function
• Visit the FAQ section in the database for
  questions about our terminology and methodology

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