Peex Consulting Services

Pharmaceutical Execution Excellence

PEEX CONSULTINGINOVATATE. INTEGRATE. INSPIRE

Copyright @ PEEX Consulting 2013

ABOUT PEEX • PEEX Consulting is a Canadian based Execution Excellence

Company for the Pharmaceutical and Healthcare industry in local and international markets.

• Our Mission: To be the number one Execution Excellence and Consulting firm for the Healthcare industry in Canada and the Middle East region by assisting our customers to integrate innovative commercial strategies to improve patient healthcare and resource allocation.

• Our Vision: We assist the healthcare industry to improve the quality of patient care by providing them with Innovative solutions that can be integrated within their business models using the most advanced technologies.


INTEGRATE• Launching initiatives is one thing, implementing them is

another. Research shows that most companies train their employees well, however undermine or ignore implementation barriers.

• PEEX Consulting helps you align all Marketing and Commercial Initiatives towards one goal. Moreover, PEEX Consulting helps you to measure and enhance employee engagement to your processes before and during the implementation phase.


INSPIRE• PEEX Consulting is committed to inspire changes for better

program realization. Whether you're considering a small change to one or two processes, or a system wide change to your organization, it's common to feel uneasy and intimidated by the scale of the challenge.

• All Companies realize the need for change to survive in today's economy, but lack the needed knowledge or experience on how to deliver it. PEEX Consulting shows you where to start, whom to involve and how to see it through to the end.


PHARMACEUTICAL BUSINESS MODEL

SALES FORCE

OPERATIONS

SALES MANAGE

RS

MARKETING

MARKET ACCESS MEDICAL KAM

CUSTOMERS

Pushing customers for business?


CUSTOMER CENTRIC MODEL

PHARMA CUSTOMERS

SALES FORCE

SALES MANAGER

S

MARKETING

MARKET ACCCESS

MEDICAL AFFAIRS

OPERATIONS

KEY ACCOUNT

MANAGEMENT

OTHERS

PEEX Consulting helps you to identify gaps, launch successful initiatives and track your results


COMMERCIAL EXCELLENCE

SHAREHOLDER VALUE

COMMECIAL EXCELLENCE

PEOPLE & CULTURE

PEEX Consulting inspires a high performance team into maximal shareholder value



Innovate Solutions

Integrate Processes

Commercial Excellence

Inspire People

PEEX Consulting innovates solutions, integrate them into processes and inspires your people to change


COMMERCIAL EXCELLENCECustomer Insights

Marketing

Sales

SFEOL Management

Market Access

Key Account Management

PEEX Consulting Commercial Excellence Initiatives


Customer Insights

Customer Insight is the collection, deployment and interpretation of information that allows a business to acquire,

develop and retain their customers

Measure your Customer’s trust and value to your company Identify your customer’s professional needs Measure the alignment of your employees to business

processes and SOPs Benchmark the quality of services offered by your competitor Build marketing strategies based on facts not gut feelings and

assumptions Measure marketing opportunities and the success of your

tactics and interventions


MarketingMarketing strategy include all the processes that can allow an organization to concentrate its resources on the greatest opportunities to increase sales and

achieve a sustainable competitive advantage

Developing plans and executing projects and initiatives that support the broader short and long-term marketing strategy

Analyzes market, consumer, and competitive information to support brand manager in setting new product pricing and managing price on existing items

Analyzes consumer trends and information, and categories to help identify product categories to enter as future sources of growth

Drives consumer understanding and insights that defines our prime prospects’ needs, attitudes and values in order for consumers to have stronger and more impactful brand experiences

Develops pricing & pack strategies, improved margin mix, trade spending plans and distribution goals in order to develop actionable KPI’s


Sales ManagementSales Management is about growing your business and developing your

people

Developing a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.

Preparing action plans by individuals as well as by team for effective search of sales leads and prospects.

Developing people: Drives business by observing Pharmaceutical Sales Specialists interactions with key customers, providing them with individual coaching, feedback and inspiration

Ensuring commitment: Builds commitment for the shared vision by facilitating team communication, morale and effectiveness. As a role model, inspires trust and commitment to the company’s objective

Focusing relentlessly on customer excellence: Actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions


Sales Force EffectivenessSFE is about operational excellence

Driving the strategy regarding commercial model planning and all future field organization decisions

Representing the Sales Force in the development of the company's strategic and marketing plans

Analyzing the market trends and competitive environment to determine the appropriate field force model - size, structure and allocation of field individuals and resources through CRM and other tools

Assessing the profitability of the Sales Force based on the company forecast and expectations

Maximizing the utilization of Sales Force efforts to drive the Marketing strategy and maximize profits

Managing the implementation of micro-marketing business plans and pilots at the national and local levels

Change Agent


Opinion Leader ManagementOLM is identifying opinion leaders, measuring their advocacy and developing it

Identifying opinion leaders for each disease and measuring their influence Segment opinion leaders based on their advocacy and influence levels Identify opinion leaders’ needs and classify them Acting as primary liaison to investigators interested in developing and

performing investigator initiated research Providing scientific support at medical congresses Develop brand advocacy by partnering with opinion leaders for each disease

area Conducting on-going training for medical affairs, field sales and other

internal personnel as requested. Ensures up to date knowledge of product use and competitor data. Serves as local medical and scientific resource to NPS Product planning for communication of product information


Market AccessMarket Access is securing the procurement of products into key markets

Identifying decision makers for each key account and measuring their influence Segment decision makers on a key account grid Identify decision makers’ needs and classify them Creating and driving market access strategy for the company products across

markets, including pricing, health technology assessment, evidence-based medicine review, and health economic analysis

Leading the development, updates and dissemination of pricing and reimbursement dossier with relevant clinical and economic data across multiple therapeutic areas

Providing therapeutic area expertise into the disease, health economic and budget impact models to be developed by the platform modeling function or vendors

Develop recommendations and decisions around strategic pricing and payer evidence requirements, including qualitative and quantitative research on customer insights


Key Account ManagementKAM is the “Art of developing long term relationships with selected

customers” - Financial Times

Effectively managing a robust funnel to maximize services in identified target accounts.

Leading the development and implementation of sales strategies to attain assigned sales objectives for highly strategic accounts.

Providing professional leadership in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction.

Utilizing strong product/market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.

Effectively managing a robust systems funnel to maximize placements in identified target accounts.



Skill Training

Execution Excellence Workshops

PEEX Consulting offers both Skills Training and Execution Excellence workshops


Execution Excellence – Pit Stop Workshops• Pit-Stops are necessary from time to time to keep up the pace

and maintain a high performance culture.

The Pit-Stop workshops aims at:1) Training your employees or managers how to excel in their

daily work2) Raising the implementation level of local company initiatives

between employees3) Aligning company initiatives' understanding and

implementation between employees of different functions or departments to achieve the desired objective.


COMMERCIAL EXCELLENCE• PEEX Consulting helps you to innovate business processes towards

better customer centricity. Our experts will help you build the right commercial strategy and tactics that focus on both the customer and your business.

• Launching initiatives is one thing, implementing them is another. Research shows that most companies train their employees well, however undermine or ignore implementation barriers. PEEX Consulting helps you align all Marketing and Commercial Initiatives towards one goal. Moreover, PEEX Consulting helps you to measure and enhance employee engagement to your processes before and during the implementation phase.

• PEEX Consulting is committed to inspire changes for better program realization. Whether you're considering a small change to one or two processes, or a system wide change to your organization, it's common to feel uneasy and intimidated by the scale of the challenge.


BUSINESS INTELLIGENCE• Business intelligence (BI) is defined as the ability for an

organization to take all its capabilities and convert them into knowledge, ultimately, getting the right information to the right people, at the right time, via the right channel. This produces large amounts of information which can lead to the development of new opportunities for the organization. When these opportunities have been identified and a strategy has been effectively implemented, they can provide an organization with a competitive advantage in the market, and stability in the long run (within its industry)

PEEX Consulting expands the functionalities of your CRM into full Business Intelligence solution


BUSINESS INTELLIGENCE• PEEX Business Intelligence solution goes beyond simple

enterprise reporting and CRM functionalities. Our solutions provide the ability to quickly and easily implement Business Intelligence across the enterprise in a simple, practical, affordable, browser-based environment.

• It is accessible to every user and can be used to support strategic, tactical and operational goals and to establish metrics and key performance indicators (KPIs) to objectively measure performance. Users can view and manage data in a simple dashboard environment to manage quality control, receive notice of quality issues, target and manage sales, supply and distribution and supplier and network relationships.


BUSINESS INTELLIGENCE

Identify Data Sources

Extract Data

Transform Data Load Data

Data Warehousing

Performance Management



BUSINESS INTELLIGENCE



REMOTE EXPERT• Need an expert or a lending hand?• PEEX Consulting is proud to be the first company to offer this

service in the middle east region. Our pharmaceutical experts can work as remote employees for your company.

• When is this service needed?1) This service comes in handy when you want an expert to do the job either because your in house employee is on leave or your employees lack the necessary skills or experience to do the job.2) Areas of expertise: Marketing, Sales Force Effectiveness, Market Research, Vendor Management, Marketing Operations, IMS dashboard reporting and CRM administration.


Questions? Need More Information?

Visit Us: www.peex.caEmail: [email protected]: +1-289-981-9047