Advanstar Communications Inc.

Advanstar Communications Inc.

July 07, 2005 14:02 ET

Pharma Sales Force Restructuring to be Featured at Industry Summit: Pharmaceutical Executive's Sales Summit Takes Place July 27-29, 2005 in Baltimore

NEW YORK--(CCNMatthews - Jul 7, 2005) -

Recent announcements by Wyeth and Pfizer outlining plans to dramatically scale back their sales forces came as no surprise, but they have added a sense of urgency to those troubling questions on the minds of Wall Street analysts, CEOs, and reps in the field:

-- How can companies bring down the high cost of sales-without hurting revenue?

-- How can companies continue to grow while waiting for pipelines to recover?

-- How should sales and marketing respond to new concerns about safety?

Pharmaceutical Executive magazine, the #1 brand for senior executives at conventional and biotech pharmaceutical companies, presents the Sales Summit July 27-29, 2005 at the Baltimore Marriott Waterfront, where hundreds of top commercial leaders and strategic thinkers will gather to develop innovative strategies to respond to growing pressure from physicians, regulators and shareholders alike. The Sales Summit features 50 pharmaceutical company executives on panel discussions, case studies and roundtables, all geared to help top-decision makers drive positive change in pharma sales organizations.

Support partners focus on simplified systems to help clients gain competitive advantage

To manage growing sales forces, the pharma companies and their support partners began investing in analytic technologies that yielded mountains of data to craft sales promotion models. The problem is that these tools do not necessarily show the real impact of detailing activity, and as a result, productivity has not improved. Support partners like industry leader Michael Allen Company are offering creative yet practical methodologies for continuous improvement in sales targeting and call allocation, and we are pleased that they will outline them at the Summit. Novartis' IT VP and Influent will speak about tools that truly help gain a step ahead from the competition. Leading-edge wireless technologies for the sales force, including BlackBerry™ wireless platform offered by RIM, will also be present at the event.

Ventiv Pharma Services is also striving to simplify and enhance the relationship between manufacturers and outside sales teams. At the Sales Summit, the President/COO of Ventiv will moderate a panel of top executives from Johnson & Johnson, BMS, Altana, NPS and Fournier, and will comment on new and expanded programs with big, specialty, and small pharma companies.

Case studies of companies utilizing new business models to build/sustain growth

"Emerging Business Models for Blockbuster-like Revenue Growth in the New Environment" moderated by PA Consulting, will feature top executives from Millennium, Amgen, and Genzyme discussing three strategies that generated blockbuster revenues without having a blockbuster product. Immediately following, a panel of Sales VPs of Primary and Specialty Care from Merck, Genentech, King and Serono, will discuss "Alternative Sales Force Models", moderated by PDI. Talking about needed change, experts from Takeda, Biovail, Impact Rx and The Franklin Group will propose ways to fix the sampling system that can cut costs dramatically while keeping the good faith of doctors. Also worthy of note, Advanced Health Media will show how to conduct speaker meetings most efficiently and capture prescription-leading data.

Sales activities under the internal and external looking glasses -- again

At the Summit, Jim Sheehan, Associate US Attorney, Department of Justice, will present an update on bills approved or pending in state legislatures that affect pharma marketing and sales. The implications of Medicare Part D for the sales force will also be discussed, in a panel led by Nancy Lurker, CEO of ImpactRx. Advanced Health Media will discuss how to maximize the benefits of speaker meetings, especially in light of high regulatory scrutiny.

And, if sales forces across the industry will be significantly cut, how will sales reps manage to reach double high revenue goals? Publicis will lead a discussion with a big biotech, a small pharma, and 2 market researcher to show a picture of the sales rep of tomorrow - and they do literally mean tomorrow. Industry leader CMR will also conduct a mini-workshop on training the sales rep of the future. And Accelera's Chief Learning Architect will offer a case study on the use of virtual training in a Sepracor product launch.

Additional sales force effectiveness roundtable leaders include, and Innovex. Keynote speakers at the conference include: William Dempsey, SVP, Commercial Ops, Abbott; Mathew Emmens, CEO, Shire; Martin Soeters, President, NovoNordisk, Peter Lankau, President & CEO, Endo and Jim Sheehan, Associate US Attorney, Department of Justice.

PharmExec's Sales Summit conference program can be viewed at Join 250 top pharmaceutical commercial operations executives at the Baltimore Marriott Waterfront on July 27-29, 2005.

For further information on sponsorship, please contact Matthew Kurtz at 212-951-6751, To register, please visit or contact Rafael Ortiz,, 212-951-6617.

Based in New York, NY, Advanstar Communications Inc. ( is a worldwide business information company serving specialized markets with high quality information resources and integrated marketing solutions. Advanstar has 77 business magazines, 19 directories, 7 electronic publications, 54 tradeshows and 40 conferences, numerous Web sites, and a wide range of print and electronic direct marketing, database and reference products and services. Advanstar serves targeted market sectors including the automotive, beauty, e-learning, call center, digital media, entertainment/ marketing, healthcare, fashion & apparel, pharmaceuticals, powersports, science, telecommunications and travel/ hospitality industries. The Company has roughly 1,500 employees and currently operates from multiple offices in North America, Latin America, Europe and Asia.

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