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Dear Medical Visit Managers,
According to the feedback we received from the satisfaction survey, our seminar at the IC2017 was a big success and we are glad that the content we designed for you met your interest and needs. The aim of this annual seminar is to allow you to exchange freely with your colleagues from other affiliates and we hope that you returned to your countries with rich impressions and new ideas that you are now putting into practice. As in the atermath of the IC, the day to day business is quickly taking over, we designed for you this E-Book to remember and to highlight the key information and messages from our seminar. We hope that you ind it useful and inspiring! We also invite you to share this E-Book with your managers and colleagues. We look forward to seeing you all again in 2018 in Toulouse and to listening to your success stories! And if you are interested in keeping in touch more regularly with our International Medical Visit Community, watch out for the opening of our Yammer Community. Happy reading and may this E-Book become your personal Guidebook for the coming
months!
Key Opinion Leader ManagementA fresh look on old relationships
Medical visit KPIsMore than daily business
Implementing the DNA approach
Sales excellence at every MedRep’s reach
MedReps training Gearing-up on training
MedReps & SalesReps SynergiesTeaming-up for success
Product Launches Your winning strategy
When patients become partners Building a culture of commitment
The Digital RevolutionKey information to implement Multichannel Marketing
Save the Dates & Key ContactsUpcoming medical events
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E d i t o
2017
MEDI
CAL
VISIT WORKSHOP
Click here tosee picture
What Germany did:
Collected and shared information on KOL (internet, colleagues, other PF Teams): created a hospital & a KOL information sheet
Started new partnerships
Worked regularly with selected KOLs: involvedthem all along the product life-cycle
Thanks to its improved targeting, Germany ended 3/10 existing relationships, and started 13 new ones, bringing their number of KOL relationships up to 20!
Key Opinion Leader ManagementA fresh look on old relationships
Feedback from Germany
Reconsider your KOL targeting.Break with habits: focus on skills, potential and network inluence.
Take your KOL Management one step further!
Call to Action
Click on the button to see the presentation
Target and select physicians whose expertise and network it your goals. Use all available sources of information!
Build your long-term-partnershipimplementation plan and manage it!Leverage the synergies between the Medical Visit and the Marketing teams. Ideally, identify one PF referent person per KOL.
Monitor your KOL partnerships to keep them strategic!
A unique opportunity toreinforce our scientificcredibility!
Key Opinion Leaders (KOL) inluence onthe market is stronger than ever. Theirspeciic expertise allows them to inluencetheir colleagues, bring change in theenvironment and have a mature networkinluence.For Pierre Fabre to leverage their wholepotential, Brands and Medical Directorsmust work in close collaboration!
Christophe StegerGermany
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MedRep
MSL
Medicalaffairs
Humanressources
Communication
KOL
Others
Productmanager
Areamanager
+
?
Click here tosee more
Each KPI has a dedicated objectve. However, KPIs must be seen as a whole to improve performances, not one by one:
Don’t bury yourself with KPIs, it is not theamount that counts!
Select them ater a thorough diagnostic & link them to an action plan to reach your goals.
Our new KPI :
The Call Plan Compliance: It allows you to analyze the consistency between your MedReps’ actual coverage and visit frequency and those targeted.
Medical visit KPIsMore than daily business
SFE expert opinion
The aim of implementing KPIs is to follow up and improve our performances!
Call to Action
Click on the button to see the presentation
KPIs are not just buzz words but a strategic approach to monitor, manage and follow-up on your team’s performances
All Medical Visit Directors should engage in choosing KPIs and use them in a strategic way to improve performances eficiently!
KPIs are function dependent!
Mahdi HedjalAlgeria
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QUALITY RESULTS ACTIVITY MANAGEMENT
MED REP
AREA MANAGER
Medical Visit Directors, ask yourselves: What do I want to achieve, towards where do I want my team to evolve?
The more KPIs are precise the more the analysis of your team’s performance will be efective.
A basic list of KPIs for monitoring is alreadyincluded in the SFE guidelines.
Click here tosee more
Spain: lessons learnt after successfully rolling-out the DNA approach over the past two years
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DNA is not an easy project to implement. Managers must regularly, strongly highlight the ���������������������������
Mexico: best practices from their DNA project
Day 1 partnership with Marketing as a key stakeholder.
Subsidiary-wide DNA project, fostered and strongly supported by the Managers.
DNA pilot-launch managed like a product-launch, hence increasing impact on and awareness of teams.
Implementing the DNA approachSales excellence at every MedRep’s reachFeedback from Spain & Mexico
Call to Action
�� ����
Ensure local buy-in of all key stakeholders
Prepare your area managers to their new roles. They are a Key Success Factor
Leverage the new DNA tools prepared by HQ
Contact your regional coordinators (details at the end)
A transformative approach: Marketing and Medical Visit to work together, individual performances evaluation & monitoring to evolve.
DNA is an innovative communication method combined with a client-centric commercial approach. It aims at increasing the impact of our medical visits by ��������������������������������changing and highly competitive environment.
Santiago BamondeSpain
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Click on the button to see the presentation
JulioVegaMexico
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Virtuouscircle of
knowledge
Identify
Update Preserve
Benchmarks from Germany, Mexico and Portugal:
Adapt your training curriculums to your local needs, context and resources.
Medical Visit Directors are in charge of implementing new innovative training approaches, by leveraging synergies between departments.
MedReps trainingGearing-up on training
Feedback fromPortugal & Belgium
Time is money: kick start the new MedReps with a well-designed Initial Training, and get them ready to go out in the ield in no time
Start building your on-going training curriculum!
The aim of the continuous training is to stay up–to-date in regards of scientiic, technical and territorial knowledge!
Call to Action
Repeat messages to strengthen them and ensure memorization
Create new and innovative trainingopportunities (formal or informal) for your MedReps
Think outside the box and ind new partners…
Encourage your MedReps to be pro-active, to look out for new training opportunities.
Preparing the MedReps of the future: continuous training, individualized curriculums built pro-actively by the Manager and the MedRep, with the support of the local and corporate training team.
Our training team is fully on-board with the digital revolution! Their goal: enablecollaborators to adapt to an ever changing environment, on an on-going basis.
Innovative tools, blended learning approach… these are some of the new trainings available that will help you memorize what you need as you grow.
Anne CatherineChantraineBelgium
Ana SilvaPortugal
Virtuouscircle of
knowledge
Identify
Update PreserveClick here tosee more
Contact: Nicolas Mouton, [email protected]
Click on the button to see the presentation
The French Ducray team made a subsidiary change in its organization to improve its Field Forces’ performances:
New roles and missions were given
A need for better coordination betweenMedRep/SalesRep teams was identified
Soon, you will be able to implement our new collaborative CRM tool: “Veeva”.
Main success factors in regards of MedRep/SalesRep synergies:
The will to work together
A cross-network challenge to foster collaboration and increase sales.
New means: a common tool
MedReps & SalesReps SynergiesTeaming-up for success
Feedback from France
Call to Action
Veeva enables ield forces to share allinformation about customers, to quicklyanswer their requests and to collaboratemore closely
Veeva was presented at IC2017 and will beimplemented progressively worldwide.
Developing synergies between MedReps and SalesReps increases our market performance!
Creating new synergies between the Sales and Medical Visits departments starts by the necessary alignment of goals and strategies at the management level. Synergies between both departments can then be built-in progressively through regular dialogue and workshops, both at the managerial and at the operational levels.
Stéphane LévêqueFrance
Hervé Le FlochFrance
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MEDREPS
SALESREPS
Click on the button to see the presentation
Italy: what has worked for us in recent launches
Tools & processes are key to succeed: tease,use launch checklist…
Involve ield forces before the launch to gather critical feedback on therapeutic practices.
Pre-Launch – Post-Launch: Don’t drop the ball!
France: The speciic case of re-launching a product, lessons learnt from the successful Curacné relaunch:
Treat it as a very important launch and develop a strategy that responds to speciic objectives:
Thorough crisis management,
A new communication strategy,
A new global market strategy.
Product LaunchesYour winning strategy
Feedback from France and Italy
Call to Action
Pre-launch: tease, gain early interest andprovide insights on new products.
Early post-launch: follow-up and monitor.Evaluate the performance of ield activitiesand adjust key messages.
On-going post-launch: organize activities,provide toolkits to keep the dynamics alive!
Start training MedReps early enough for them to anchor new knowledge!
A good preparation timeand strong collaborationbetween the teams arekey to a successful newproduct launch.
A new product launch starts as soon asits coming out is irst announced to thegroup.
Subsidiaries then start their own process by leveraging the synergies between their Marketing, Medical Visits and Sales teams as well as by sharing information with the Headquarter.
Didier PerhirinFrance
Marco ScandolaItaly
“... You never get a secondchance to make a“good irst impression”... »
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Click on the button to see the presentation
When patients become partnersBuilding a culture of commitment
SFE Expert opinion
Partnerships with patient advocacy groups: a win-win situation between trusted partners!
From doing things «to» the patient ...
To doing things with
the patient !
Call to Action
Click on the button to see the presentation
Developing strong andeffective partnerships isa way to reinforce ourPatient – Centricapproach and solutions.
For Pierre Fabre, long before patient-centri-city has become a buzz word, patients have been important and have always received a lot of attention. Brands are in close contact with patients in multiple ways.
Juan Luis BarrosSpain
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Continue to deepen your understanding of the patient journey: build strong new partnerships with Patient Organizations by following our recommendations:
Tell us your stories, give us your feeback, share best practices… we want to hear
from you!
«Our round table discussionbrought together collaborators from Pierre Fabre, representatives from the Spanish patientadvocacy group ASIC as wellas a leading KOL from Spain!«
Apply rules and best practices of projectmanagement to develop these projects,
Liaise and collaborate with HQ to discuss as they may already be involved in global/ international partnerships.
Click here tosee more
The Digital RevolutionKey information to implement Multichannel Marketing
External Experts
A Multichannel approach does not replace face-to-face visits, but reinforces them!
Call to Action
Click on the button to see the presentation
MCM enables you to deliverthe right message at the right time to the right customer in the right situation.
What is Multichannel Marketing (MCM)
Giving the customer the choice to interactwith us the way she/he prefers (digital vstraditional communication channel), byproviding her/him a seamless customerexperience no matter wether she/he is online or ofline, desktop or mobile.
Olivier Cadou
Aurélien Belluye
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Leverage the variety of available media to expand your exposure to HCP and Inluencers.
E-Detailing (or remote detailing) offers the possibility to approach our digital-savvy doctors, ater a face-to-face visit, and maintain pressure in situations or territories where accessibility to healthcare professionals is limited.
What are the prospects of implementinge-Detailing as a complementary channel inyour interactions with physicians?
What are the Key Success Factors fore-Detailing?
Start thinking about:
How do you empower your reps in the move towards multichannel?
Key success factors for implementing a MCM approach
Contentis king
Potentializewith digital
MedRepsbuy-in
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Save the dates & Key contacts
Upcoming medical events Key Contacts
This unique training program is designed specifically for young residents that are interested in learning about how industry develops dermatological drugs and dermo-cosmetics.
For the second time, PFDC organizes this international congress. 1000 dermatologists from all over
the world will be joining.
Pierre Fabre is platinum sponsor to this international event
International Forum of Dermatology (IFD) - 2018
Pierre Fabre’s First DermoCampus 2017
7 - 9 September
2017in Toulouse
France
27 – 30 June 2018
in BarcelonaSpain
24th World Congress of Dermatology (WCD) - 2019
10 -15June 2019
in MilanItaly
BOUTOLLEAU Sonia
DUROSIER Vincent
SATTLER Ulrike
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AMUK:
EMEA:
APAC:
