The Changing Pharma Commercial Model in 2010 and Beyond:
Delivering the Customer Experiences Physicians Want

Thursday – April 22, 2010 / 10:30 am – 12:00 pm EST

Featuring

Featuring this year’s much anticipated NEW annual survey results with physicians across the U.S. and Europe on their service expectations—plus how they rate 16 Pharma companies on reps, relationships and services, not only among PCPs/GPs but also—for the first time this year — we will look at what Oncologists expect from the industry.

In recent years, the pharmaceutical industry has moved away from its traditional sales model based solely on physicians’ relationships with their sales reps to a multi-stakeholder influencer model. How has this new Commercial Model progressed? Is the new Commercial Model having a positive impact on physician relationships?

Key Take-Aways

Defining the New Commercial Model: What Are the Key Elements of the New Commercial Model? Which Companies Are Seeing the Greatest Impact on Their Customers?

• Understand how the Commercial Model has evolved and see real-world examples of new customer-focused, services-driven structures
• Discover how physicians’ needs, expectations and experiences are evolving and understand today's changing environment
• Discover how to achieve real call and relationship quality from your sales reps—and how to incorporate this into your relationship with physicians

Listening to Your Customers: What Do Your Customers Want and What Do They Value in Your Relationship?

• Learn how trends have shifted since last year and where physicians are experiencing changes in how effectively Pharma is providing key services
• Discover what oncologists want and value in their customer relationships

Getting Your Service Model “Report Card”: What Doctors Value and How They Rate Pharma Companies on Delivering the Relationship They Want

• Learn the latest results among physicians who were generating negative word of mouth in some countries last year, and see Kantar Health’s insights on what is driving this in the Pharma industry
• Hear what physicians across the U.S. and Europe value most in their Pharma relationships—and how preferences are shifting from last year’s trends
• Find out how doctors “grade” the top 16 Pharma companies across a range of activities, including sales rep knowledge and expertise, patient education and support programs, and internet-based information for physicians and patients