Upload
faheem-siddiqui
View
3.169
Download
1
Tags:
Embed Size (px)
DESCRIPTION
This presentation is about what tactics are Pharma Companies are using for getting sales
Citation preview
ETHICAL & UNETHICAL PRACTICES IN PHARMA
PAKISTAN PHARMACEUTICALS MARKET
World Pharma Market Worth $300 Billion Pakistan Pharma Market Worth $6.4
Billion-2% of World Total 30 MNCs and 400 national
manufacturing units Share of MNC 45% Share of NCs is 55% Growth Rate 12% per annum
Top Companies
TOP MNC GlaxoSmithKline holding 12% Market Share
National Company Getz Pharma holding 4% Market Share
Top MNCs in Pakistan
GSK-GlaxoSmithKline Pfizer Abbott Novartis Sanofi-Aventis Roche Bayer Eli-Lilly Johnson & Johnson
Top National Companies
Getz Sami Hilton Bosch Highnoon Macter Searle Wilson
Contribution to Economy
600 companies are active in the field 100,000 employees 1% of sales of each company goes to
R&D fund of MOH More than 47000 Registered Drugs 1100 registered Molecules Almost all are price controlled
Types Of Companies
MNCs
National Companies
Marketing/ Franchisee/ Third Party
New Business Model (Outsourcing)
Vikor Pharma Muller and Phipps Premier Agencies Helium
ETHICAL PRACTICES
International Federation of Pharmaceutical Manufacturers & Associations
Value of Ethical Promotion of Medicines •Ethical promotion helps ensures that:
•Healthcare professionals have access to information they require;
•Patients have access to the medicines they need; and •That medicines are prescribed and used to benefit patients worldwide
© IFPMA 2013
DOs & DON’Ts
ALLOWED Promotional Aids (strict provision) Items of Medical Utility (strict Provision) Hosting of Scientific Promotional Meeting Limited Sponsorship to genuine scientific event Cultural courtesy cards/gifts(i.e. inexpensive gifts
not related to items of medical utility and allowed by local Law)
Meals/Dinners if in connection to an event and secondary
© IFPMA 2013
DOs & DON’Ts
NOT ALLOWED Monetary Gifts Personal Gifts (i.e. flowers, jewelry, cars, etc.) Recreational Activities (i.e. golf, tickets to
sporting events, concert, vacations, etc.) Sponsoring of family events or paying for a
guest/companion Meals/Dinners if not in connection to an event Any form of entertainment (i.e. company paid
for musical performance during dinner
© IFPMA 2013
Marketing Strategies
Human Resource Department
Marketing Department
Training Department
Hiring of Qualified & Skilled Personnel
Marketing Strategies
Develop Marketing Strategy &
Promo Material
Implement in the Field
Approval by Medical
Department
Marketing Strategies
One to one Detailing to HCPs by Medical Rep through When, Why, How
Give Samples/starter packs to Drs
Give Items of Medical Utility for promotion
Participation in International and National Conferences
Marketing Strategies
Clinical Meetings
Educational Programs for Drs.
Sponsorship in Conferences and Seminars
Donations to Govt. Hospitals
Participation in Tender Business
Economical Gifts like Pen, Torch, Tissue paper
UNETHICAL PRACTICES
Targeted Prey
HCPc Nurses Technicians Pharmacist
Unethical Practices
Bribe
Pick and Drop Services Payments of Utility Bills Heavy Discounts FOC Goods Checks/Cash incentives Expensive Lunch/Dinner
Unethical Practices
Free Medical Camps
Monthly Salary
Jewelry
Furniture/Fixture
Office Equipment
Expensive Electronic Items
Unethical Practices
Expensive Gifts
Excursion Trips
Vacation Packages
Local and Foreign Trips
Unethical Practices
Renovation of Clinic
Partner ship offers
Installment offers
And other Services