The document discusses emerging trends and technologies in pharmaceutical marketing. It outlines challenges currently facing the pharmaceutical industry like high drug prices and increased competition. It then explores key trends like multi-channel marketing, virtual and augmented reality, telemedicine, blockchain technology, and a shift toward more patient-centered approaches. Staying up-to-date on these trends is important for pharmaceutical companies to gain competitive advantages and improve patient outcomes.
Digital marketing a new dimension in pharmaceutical fieldTabassum Tahia
Digital marketing is becoming increasingly important in the pharmaceutical field. There are two main types of digital marketing: push marketing which delivers content to users, and pull marketing where consumers seek out content. Digital platforms like websites, e-detailing, social media, and mobile apps allow pharmaceutical companies to better engage with customers like doctors, pharmacists, and patients. While digital marketing provides opportunities to improve customer service and brand image, companies must address challenges like developing new business models, meeting various customer needs, and increasing performance while complying with regulations. The future of pharmaceutical marketing will rely heavily on digital strategies and technologies.
A REVIEW ON PROMOTIONAL TECHNIQUES IN PHARMACEUTICAL INDUSTRIES_ (1).pptxSHREYASDANDI
This document reviews promotional techniques used in the pharmaceutical industry. It discusses traditional promotion methods like advertising in publications, sponsorships, personal selling, and branding. It also examines 21st century techniques like electronic detailing, email marketing, and direct-to-consumer advertising. The document outlines challenges in pharmaceutical marketing like targeting the right audiences, remaining flexible while maintaining brand cohesion, and navigating treatment costs. It aims to examine the impact of promotion strategies on company growth and increasing product sales.
Innovative Marketing Practices for Optimization in Selected Pharmaceutical In...iicecollege
Pharmaceutical Industry is regulated by the production, distribution, selling and the marketing of the products or services which directly or indirectly includes medical, diagnostic and healthcare.It is regulated by economical, political and administrative authority to manage at all levels. So, the industry is governed by both the public and private sector. Therefore innovation is done in various pharma stakeholder and is needed in chronic and acute therapeutic segment.
For more details please visit
www.iicecollege.com
Rednirusmart as a leading PCD Pharma Franchise Company, is dedicated to provide excellent opportunities for individuals and businesses seeking to enter the pharmaceutical industry. With our extensive experience and expertise, we offer a wide range of high-quality products through our Pharma Franchise program. Our comprehensive PCD Pharma Companies List showcases our commitment to delivering top-notch pharmaceutical solutions. As the best PCD Pharma Franchise Company, we prioritize customer satisfaction, regulatory compliance, and continuous innovation. Join us to become a part of our successful Pharma Franchise network and enjoy the benefits of a reputable and trusted brand in the pharmaceutical sector.
Evolving pharmaceutical market drivers, technical details and market forecast...priyanks0607
The report features an overview of the various marketing channels available to Pharma, and examines the factors driving change within this field. It analyzes how a wide range of digital marketing methods can be effectively integrated into a synergistic multichannel marketing strategy.
Govt releases guidelines to curb unethical pharma sector practices.pdfCompetitionPedia
Stay informed on the Dept. of Pharmaceuticals' new Uniform Code for Pharmaceutical Marketing Practices 2024 & guidelines on gifts & benefits to curb unethical conduct.
Govt releases guidelines to curb unethical pharma sector practices (1).pdfCompetitionPedia
Stay informed on the Dept. of Pharmaceuticals' new Uniform Code for Pharmaceutical Marketing Practices 2024 & guidelines on gifts & benefits to curb unethical conduct.
The document discusses emerging trends and technologies in pharmaceutical marketing. It outlines challenges currently facing the pharmaceutical industry like high drug prices and increased competition. It then explores key trends like multi-channel marketing, virtual and augmented reality, telemedicine, blockchain technology, and a shift toward more patient-centered approaches. Staying up-to-date on these trends is important for pharmaceutical companies to gain competitive advantages and improve patient outcomes.
Digital marketing a new dimension in pharmaceutical fieldTabassum Tahia
Digital marketing is becoming increasingly important in the pharmaceutical field. There are two main types of digital marketing: push marketing which delivers content to users, and pull marketing where consumers seek out content. Digital platforms like websites, e-detailing, social media, and mobile apps allow pharmaceutical companies to better engage with customers like doctors, pharmacists, and patients. While digital marketing provides opportunities to improve customer service and brand image, companies must address challenges like developing new business models, meeting various customer needs, and increasing performance while complying with regulations. The future of pharmaceutical marketing will rely heavily on digital strategies and technologies.
A REVIEW ON PROMOTIONAL TECHNIQUES IN PHARMACEUTICAL INDUSTRIES_ (1).pptxSHREYASDANDI
This document reviews promotional techniques used in the pharmaceutical industry. It discusses traditional promotion methods like advertising in publications, sponsorships, personal selling, and branding. It also examines 21st century techniques like electronic detailing, email marketing, and direct-to-consumer advertising. The document outlines challenges in pharmaceutical marketing like targeting the right audiences, remaining flexible while maintaining brand cohesion, and navigating treatment costs. It aims to examine the impact of promotion strategies on company growth and increasing product sales.
Innovative Marketing Practices for Optimization in Selected Pharmaceutical In...iicecollege
Pharmaceutical Industry is regulated by the production, distribution, selling and the marketing of the products or services which directly or indirectly includes medical, diagnostic and healthcare.It is regulated by economical, political and administrative authority to manage at all levels. So, the industry is governed by both the public and private sector. Therefore innovation is done in various pharma stakeholder and is needed in chronic and acute therapeutic segment.
For more details please visit
www.iicecollege.com
Rednirusmart as a leading PCD Pharma Franchise Company, is dedicated to provide excellent opportunities for individuals and businesses seeking to enter the pharmaceutical industry. With our extensive experience and expertise, we offer a wide range of high-quality products through our Pharma Franchise program. Our comprehensive PCD Pharma Companies List showcases our commitment to delivering top-notch pharmaceutical solutions. As the best PCD Pharma Franchise Company, we prioritize customer satisfaction, regulatory compliance, and continuous innovation. Join us to become a part of our successful Pharma Franchise network and enjoy the benefits of a reputable and trusted brand in the pharmaceutical sector.
Evolving pharmaceutical market drivers, technical details and market forecast...priyanks0607
The report features an overview of the various marketing channels available to Pharma, and examines the factors driving change within this field. It analyzes how a wide range of digital marketing methods can be effectively integrated into a synergistic multichannel marketing strategy.
Govt releases guidelines to curb unethical pharma sector practices.pdfCompetitionPedia
Stay informed on the Dept. of Pharmaceuticals' new Uniform Code for Pharmaceutical Marketing Practices 2024 & guidelines on gifts & benefits to curb unethical conduct.
Govt releases guidelines to curb unethical pharma sector practices (1).pdfCompetitionPedia
Stay informed on the Dept. of Pharmaceuticals' new Uniform Code for Pharmaceutical Marketing Practices 2024 & guidelines on gifts & benefits to curb unethical conduct.
The document discusses the role of marketing in the healthcare industry in India. It provides details on key topics such as health marketing, marketing of healthcare services and products, demographic and trend factors influencing healthcare marketing, government policies impacting marketing, and privacy concerns. It also outlines the growth of the Indian healthcare sector, common marketing strategies used, key investments and initiatives by the government to promote the industry. The road ahead discusses ongoing opportunities in areas like medical devices, diagnostics, telemedicine, and investments in healthcare infrastructure to meet demand.
Emerging economies are gaining increasing importance in the growth strategies of global life science companies, who are shifting their focus away from developed markets that have experienced a steady drop in growth opportunities. **Disclaimer: This article was previously published. Sciformix is now a Covance company.
ETOP Analysis of Patanjali this study is for acknowledgement of our Patanjali...Praveer Pandey
This document provides an ETOP (Environmental Threats and Opportunities Profile) analysis of Patanjali, an Indian consumer goods company. The analysis identifies 5 main threats to Patanjali including intense competition, regulatory challenges, supply chain vulnerabilities, changing consumer preferences, and global economic factors. It also outlines 4 key opportunities for Patanjali relating to rising health consciousness, global expansion, digital marketing trends, and government support of herbal products. The document concludes that regular updates to the ETOP analysis will help Patanjali strategically plan and adapt to changes in the dynamic FMCG industry.
Healthcare marketing involves promoting health information and treatment access to protect populations. It applies marketing tactics and strategies. The healthcare industry accounts for over 12% of GDP in many developed nations and is growing faster than most sectors. Marketing helps healthcare professionals establish relationships and offer value to target markets, leading to long-term patient loyalty and better patient management. Marketing environment factors include internal elements like resources and external elements like competitors that influence organizations. Consumer behavior and market segmentation are important concepts for understanding customer preferences and dividing markets into groups.
This document discusses promotional drug literature and guidelines for its use. It notes that while promotional literature aims to convince doctors to prescribe particular drugs, it often provides inadequate, inaccurate or misleading information. The WHO, IFPMA and national regulatory codes provide guidelines for drug promotion, requiring it to be educational, accurate and evidence-based. However, studies show promotional materials frequently distort facts or highlight only benefits without risks. Doctors must critically evaluate claims and references to assess information reliability and avoid inappropriate prescribing influences. Stronger regulatory oversight is needed to curb issues with promotional drug marketing.
Healthcare Marketing: Key Strategies For Success in 2024 | Enterprise WiredEnterprise Wired
This article delves into the intricacies of healthcare marketing, exploring key strategies, emerging trends, ethical considerations, and the transformative impact of digital technologies on the healthcare-related marketing landscape.
Establishing a herbal drug industry requires navigating complex regulatory requirements related to safety, efficacy, quality and public health. Key aspects include complying with Good Manufacturing Practices, obtaining product licenses by submitting data on safety and efficacy to regulatory authorities, adhering to labeling and packaging guidelines, implementing quality control testing, monitoring adverse events, and ensuring compliance with international standards such as those of the International Conference on Harmonisation. Meeting these regulatory standards contributes to the success, credibility and public health impact of the herbal drug industry.
Here's what bio-pharma organizations need to know when transforming the promotional material review and approval process from a transactional requirement to a competitive advantage.
Influence of pharmaceutical marketing onMdIrfanUddin2
1) The study examined the influence of pharmaceutical marketing strategies on the prescription practices of physicians in Bangladesh. It surveyed 500 physicians across various cities using a questionnaire.
2) The study found that marketing strategies like frequent visits from sales representatives, personal relationships between physicians and reps, product quality, and company reputation had the strongest influence on prescription decisions. Less effective strategies included gifts, advertising, and direct mailings.
3) Personal selling approaches like frequent visits and relationships had the most impact, while public relations efforts like sponsoring conferences and launch meetings also influenced physicians somewhat.
This document outlines a case study on the marketing practices of Hôpital la Croix du Sud, a private hospital in Kigali, Rwanda. It begins with an introduction on healthcare marketing and the Rwandan healthcare system. The study aims to understand the hospital's current marketing practices and challenges. Through interviews and document review, the study finds the hospital relies mainly on word-of-mouth, public relations, and customer service initiatives for marketing due to challenges like cultural views on medical marketing and unclear regulations. It recommends establishing legal marketing frameworks, a dedicated marketing department, and further research to improve practices.
Global pharmaceutical companies are modeled with a supply chain, which ensures that the right drug reaches the right people at the right time and in the right condition. The supply chain also ensures 100% product availability at optimum cost by carrying huge inventory, which maintains 100% fill rate. Manufacturers are trying to cut down development time to save costs. For example, a drug manufacturer who can trim development time by 19% can save up to USD 100 million. But if a drug is getting delayed to reach the market, the time delay costs the company around USD 1 million a day. So, pharmaceutical companies today are designing the supply chain to be as responsive as possible to reduce entry time to the market thereby increasing profit margins.
The document provides information about the 7th Pharmacovigilance 2014 conference happening on November 21st, 2014 in Mumbai, India. The conference will discuss ensuring safer drugs to market through analyzing developments in pharmacovigilance, drug safety, and risk management. It will feature key speakers from various pharmaceutical companies and have panels on topics like improving patient safety, using new technologies in pharmacovigilance, and keeping updated on opportunities in drug safety research. The event aims to help pharmaceutical and biotech companies improve their pharmacovigilance strategies and compliance.
The document analyzes the alternative practitioner marketplace. It finds the $18 billion marketplace is fragmented with consumers lacking information on treatments and practitioners. A two-sided digital marketplace could address pain points by educating consumers, matching them to treatments, and providing practitioner management tools. Current players partially address needs but opportunities remain around consumer education, outcomes tracking, and normalizing alternative medicine. Risks include external competition, regulation changes, and shifts in healthcare policy.
An alternative practitioner marketplace analysis was conducted for Bridge Builders Collaborative by Michigan Ross MBA students. The alternative practitioner space generates over $18 billion annually but is highly fragmented. There is an opportunity to create a two-sided marketplace to connect consumers and practitioners. Current solutions do not fully address consumer education, tracking outcomes, or normalizing alternative medicine. Risks include increased regulation, external competition from hospitals, changes in healthcare policy or spending, and practitioner consolidation.
The document discusses various aspects of pharmaceutical marketing including how companies use sales representatives, drug samples, direct-to-consumer advertising, and pricing to promote their drugs, generate sales, and increase profits, though some argue these practices can negatively impact prescribing decisions and increase healthcare costs. It also outlines the drug development and approval process, and perspectives on the pharmaceutical industry from both advocates and critics.
Tata 1mg is a digital healthcare platform that provides access to medicines and healthcare products through its website and app. It was founded in 2013 and acquired by Tata group in 2021. The company aims to make healthcare accessible, affordable and understandable for Indians. It offers a wide range of medicines and products, and uses strategies like customer centricity, technology integration and marketing to build its brand in the growing e-pharmacy sector.
Educating KOLs, Physicians, Patients, and Payers to support successful produc...Best Practices, LLC
The document discusses best practices for educating key stakeholders to support successful product launches. It finds that companies should:
1) Start thought leader engagement early, as early as pre-clinical trials, through communication, advisory boards, and developing long-term strategies.
2) Seed medical science liaisons in phase 3 trials and grow their numbers each subsequent year leading up to launch.
3) Oncology companies may be more willing to take risks with investigator-initiated trials earlier to explore new uses and populations.
The document discusses pharmaceutical marketing and market research. It provides details on:
- Pharmaceutical marketing focuses on generating prescriptions by educating doctors on products. Marketing efforts target physicians who write prescriptions.
- Market segmentation involves dividing a market into submarkets based on characteristics like geography, demographics, or customer needs. This allows companies to better understand customers and target their marketing.
- Companies evaluate market segments based on size, growth, and attractiveness when deciding which segments to target. The goal is to select segments aligned with company objectives that it can effectively serve.
Healthcare Marketing Executives: Are You Ready for the Future?Karen Corrigan
In the healthcare industry, powerful demographic, economic, societal, technology and legislative forces are converging to change the underlying basis for competition. For health systems, new economic models, disruptive technologies and transformation of care delivery systems are front and center – challenging marketing executives to better understand and anticipate the impact of this change.
The document discusses the role of marketing in the healthcare industry in India. It provides details on key topics such as health marketing, marketing of healthcare services and products, demographic and trend factors influencing healthcare marketing, government policies impacting marketing, and privacy concerns. It also outlines the growth of the Indian healthcare sector, common marketing strategies used, key investments and initiatives by the government to promote the industry. The road ahead discusses ongoing opportunities in areas like medical devices, diagnostics, telemedicine, and investments in healthcare infrastructure to meet demand.
Emerging economies are gaining increasing importance in the growth strategies of global life science companies, who are shifting their focus away from developed markets that have experienced a steady drop in growth opportunities. **Disclaimer: This article was previously published. Sciformix is now a Covance company.
ETOP Analysis of Patanjali this study is for acknowledgement of our Patanjali...Praveer Pandey
This document provides an ETOP (Environmental Threats and Opportunities Profile) analysis of Patanjali, an Indian consumer goods company. The analysis identifies 5 main threats to Patanjali including intense competition, regulatory challenges, supply chain vulnerabilities, changing consumer preferences, and global economic factors. It also outlines 4 key opportunities for Patanjali relating to rising health consciousness, global expansion, digital marketing trends, and government support of herbal products. The document concludes that regular updates to the ETOP analysis will help Patanjali strategically plan and adapt to changes in the dynamic FMCG industry.
Healthcare marketing involves promoting health information and treatment access to protect populations. It applies marketing tactics and strategies. The healthcare industry accounts for over 12% of GDP in many developed nations and is growing faster than most sectors. Marketing helps healthcare professionals establish relationships and offer value to target markets, leading to long-term patient loyalty and better patient management. Marketing environment factors include internal elements like resources and external elements like competitors that influence organizations. Consumer behavior and market segmentation are important concepts for understanding customer preferences and dividing markets into groups.
This document discusses promotional drug literature and guidelines for its use. It notes that while promotional literature aims to convince doctors to prescribe particular drugs, it often provides inadequate, inaccurate or misleading information. The WHO, IFPMA and national regulatory codes provide guidelines for drug promotion, requiring it to be educational, accurate and evidence-based. However, studies show promotional materials frequently distort facts or highlight only benefits without risks. Doctors must critically evaluate claims and references to assess information reliability and avoid inappropriate prescribing influences. Stronger regulatory oversight is needed to curb issues with promotional drug marketing.
Healthcare Marketing: Key Strategies For Success in 2024 | Enterprise WiredEnterprise Wired
This article delves into the intricacies of healthcare marketing, exploring key strategies, emerging trends, ethical considerations, and the transformative impact of digital technologies on the healthcare-related marketing landscape.
Establishing a herbal drug industry requires navigating complex regulatory requirements related to safety, efficacy, quality and public health. Key aspects include complying with Good Manufacturing Practices, obtaining product licenses by submitting data on safety and efficacy to regulatory authorities, adhering to labeling and packaging guidelines, implementing quality control testing, monitoring adverse events, and ensuring compliance with international standards such as those of the International Conference on Harmonisation. Meeting these regulatory standards contributes to the success, credibility and public health impact of the herbal drug industry.
Here's what bio-pharma organizations need to know when transforming the promotional material review and approval process from a transactional requirement to a competitive advantage.
Influence of pharmaceutical marketing onMdIrfanUddin2
1) The study examined the influence of pharmaceutical marketing strategies on the prescription practices of physicians in Bangladesh. It surveyed 500 physicians across various cities using a questionnaire.
2) The study found that marketing strategies like frequent visits from sales representatives, personal relationships between physicians and reps, product quality, and company reputation had the strongest influence on prescription decisions. Less effective strategies included gifts, advertising, and direct mailings.
3) Personal selling approaches like frequent visits and relationships had the most impact, while public relations efforts like sponsoring conferences and launch meetings also influenced physicians somewhat.
This document outlines a case study on the marketing practices of Hôpital la Croix du Sud, a private hospital in Kigali, Rwanda. It begins with an introduction on healthcare marketing and the Rwandan healthcare system. The study aims to understand the hospital's current marketing practices and challenges. Through interviews and document review, the study finds the hospital relies mainly on word-of-mouth, public relations, and customer service initiatives for marketing due to challenges like cultural views on medical marketing and unclear regulations. It recommends establishing legal marketing frameworks, a dedicated marketing department, and further research to improve practices.
Global pharmaceutical companies are modeled with a supply chain, which ensures that the right drug reaches the right people at the right time and in the right condition. The supply chain also ensures 100% product availability at optimum cost by carrying huge inventory, which maintains 100% fill rate. Manufacturers are trying to cut down development time to save costs. For example, a drug manufacturer who can trim development time by 19% can save up to USD 100 million. But if a drug is getting delayed to reach the market, the time delay costs the company around USD 1 million a day. So, pharmaceutical companies today are designing the supply chain to be as responsive as possible to reduce entry time to the market thereby increasing profit margins.
The document provides information about the 7th Pharmacovigilance 2014 conference happening on November 21st, 2014 in Mumbai, India. The conference will discuss ensuring safer drugs to market through analyzing developments in pharmacovigilance, drug safety, and risk management. It will feature key speakers from various pharmaceutical companies and have panels on topics like improving patient safety, using new technologies in pharmacovigilance, and keeping updated on opportunities in drug safety research. The event aims to help pharmaceutical and biotech companies improve their pharmacovigilance strategies and compliance.
The document analyzes the alternative practitioner marketplace. It finds the $18 billion marketplace is fragmented with consumers lacking information on treatments and practitioners. A two-sided digital marketplace could address pain points by educating consumers, matching them to treatments, and providing practitioner management tools. Current players partially address needs but opportunities remain around consumer education, outcomes tracking, and normalizing alternative medicine. Risks include external competition, regulation changes, and shifts in healthcare policy.
An alternative practitioner marketplace analysis was conducted for Bridge Builders Collaborative by Michigan Ross MBA students. The alternative practitioner space generates over $18 billion annually but is highly fragmented. There is an opportunity to create a two-sided marketplace to connect consumers and practitioners. Current solutions do not fully address consumer education, tracking outcomes, or normalizing alternative medicine. Risks include increased regulation, external competition from hospitals, changes in healthcare policy or spending, and practitioner consolidation.
The document discusses various aspects of pharmaceutical marketing including how companies use sales representatives, drug samples, direct-to-consumer advertising, and pricing to promote their drugs, generate sales, and increase profits, though some argue these practices can negatively impact prescribing decisions and increase healthcare costs. It also outlines the drug development and approval process, and perspectives on the pharmaceutical industry from both advocates and critics.
Tata 1mg is a digital healthcare platform that provides access to medicines and healthcare products through its website and app. It was founded in 2013 and acquired by Tata group in 2021. The company aims to make healthcare accessible, affordable and understandable for Indians. It offers a wide range of medicines and products, and uses strategies like customer centricity, technology integration and marketing to build its brand in the growing e-pharmacy sector.
Educating KOLs, Physicians, Patients, and Payers to support successful produc...Best Practices, LLC
The document discusses best practices for educating key stakeholders to support successful product launches. It finds that companies should:
1) Start thought leader engagement early, as early as pre-clinical trials, through communication, advisory boards, and developing long-term strategies.
2) Seed medical science liaisons in phase 3 trials and grow their numbers each subsequent year leading up to launch.
3) Oncology companies may be more willing to take risks with investigator-initiated trials earlier to explore new uses and populations.
The document discusses pharmaceutical marketing and market research. It provides details on:
- Pharmaceutical marketing focuses on generating prescriptions by educating doctors on products. Marketing efforts target physicians who write prescriptions.
- Market segmentation involves dividing a market into submarkets based on characteristics like geography, demographics, or customer needs. This allows companies to better understand customers and target their marketing.
- Companies evaluate market segments based on size, growth, and attractiveness when deciding which segments to target. The goal is to select segments aligned with company objectives that it can effectively serve.
Healthcare Marketing Executives: Are You Ready for the Future?Karen Corrigan
In the healthcare industry, powerful demographic, economic, societal, technology and legislative forces are converging to change the underlying basis for competition. For health systems, new economic models, disruptive technologies and transformation of care delivery systems are front and center – challenging marketing executives to better understand and anticipate the impact of this change.
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Pharmaceutical Sales & Marketing in India (PPT) by Prashanth Kumar & Team
1. “PHARMACEUTICAL SALES AND MARKETING IN
INDIA”
BY
A dissertation submitted to the
Rajiv Gandhi University of Health Sciences, Karnataka, Bangaluru
in partial fulfillment of the requirements for the Degree of
BACHELOR OF PHARMACY
IN
PHARMACEUTICAL MARKETING
Under the guidance of
Mr SRIKANT PATIL – M.Pharm (Ph.D.)
Department of Pharmaceutics
K.R.E.S’s Karnataka College of Pharmacy Bidar – 585403 2021
SWAMI POOJA RAJKUMAR
SONAL N PATEL
PRASHANTH KUMAR
MAYURI PRABHURAO PATIL
YUVARAJ AMRUTH
2. ABSTRACT
The abstract provides a succinct overview of the pharmaceutical sales and marketing
landscape in India. It highlights the industry's significance in the Indian economy,
focusing on regulatory dynamics, market trends, and ethical considerations. The review
explores diverse sales and marketing strategies, assessing their impact on the sector's
growth. Challenges such as patent issues and counterfeit drugs are discussed alongside
opportunities for market expansion. The abstract concludes with insights into the future
outlook, anticipating potential regulatory changes and the integration of emerging
technologies. This review aims to offer a comprehensive understanding of the current
state and future prospects of pharmaceutical sales and marketing in India.
4. INDEX
SR NO. PARTICULARS
1 INTRODUCTION
2 IMPORTANCE OF THE PHARMACEUTICAL SECTOR IN THE INDIAN ECONOMY.
3 REGULATORY LANDSCAPE
4 SALES STRATEGIES
5 MARKETING STRATEGIES
6 CHALLENGES AND OPPORTUNITIES
7 ETHICAL CONSIDERATIONS
8 CONCLUSION
5. Economic Significance of the Indian Pharmaceutical Industry:
Contribution to GDP: The pharmaceutical sector is a significant contributor to India's
Gross Domestic Product (GDP), reflecting its economic importance.
Job Creation: It is a major source of employment, spanning various roles from R&D to
manufacturing and distribution.
Technological Advancement: The industry is at the forefront of technological
innovation, contributing to the nation's progress.
Global Exports: As a key exporter, the pharmaceutical industry enhances India's global
economic standing.
Generic Drug Production: India is known for its substantial production of generic drugs,
which has global healthcare implications.
INTRODUCTION
6. 2. Global Positioning:
• Affordable Healthcare: The industry's focus on generic drugs ensures affordable healthcare
options both domestically and internationally.
• Major Supplier: India's role as a vital supplier of medicines worldwide underscores its global
positioning.
3. Sales and Marketing as Growth Drivers:
• Competitive Nature: The competitive landscape necessitates robust sales and marketing
strategies.
• Market Share Enhancement: Effective promotion and strategic marketing are essential for
increasing market share.
• Regulatory Navigation: Companies must adeptly navigate regulatory complexities
to sustain growth.
7. IMPORTANCE OF THE
PHARMACEUTICAL SECTOR IN THE
INDIAN ECONOMY
• Industrial Output: The pharmaceutical
sector accounts for a substantial share
of India's industrial output.
• Research and Innovation: Emphasis on R&D
positions India as a leader in pharmaceutical
innovation.
• Public Health: Access to quality medicines is crucial
for public health initiatives and the well-being of the
Indian population.
8. REGULATORY LANDSCAPE
• Governing Bodies: The CDSCO and the Ministry of Health
oversee the pharmaceutical industry, ensuring drug safety
and efficacy.
• Regulatory Framework: The framework balances
innovation, public health protection, and ethical standards.
• Stringent Requirements: Companies face stringent
regulatory requirements, impacting product approvals.
• Global Standards: Compliance with evolving global
standards is challenging but necessary for international
competitiveness.
• Approval Timelines: Prolonged approval processes can
delay market entry, affecting competitive positioning.
9. Sales strategies in the Indian pharmaceutical industry
encompass a multifaceted approach. Companies employ
direct sales and distribution channels, balancing the
advantages of control with the efficiencies of broader market
reach. With a focus on the unique characteristics of the
Indian market, sales forces emphasize personalized
interactions with healthcare professionals. Innovative models
like e-detailing and tele-detailing leverage technology for
efficient engagement. The industry places a premium on
sales force effectiveness, continuous training programs, and
performance metrics. A nuanced understanding of market
trends, coupled with the integration of emerging
technologies, guides pharmaceutical companies in
developing effective and adaptive sales strategies.
SALES STRATEGIES
10. 1.Direct Sales and Distribution Channels:
• Companies employ direct sales teams to engage with healthcare professionals (HCPs) directly.
• Distribution channels include wholesalers, retailers, and stockists for efficient product distribution.
2. Technology Adoption:
• Leveraging technology for efficient sales processes.
• Digital tools, CRM systems, and mobile apps enhance interactions with HCPs.
3. Personalized Interactions:
• Building strong relationships with doctors, pharmacists, and hospitals.
• Customizing communication based on individual preferences and needs.
11. 4. KOL Engagement:
• Key Opinion Leaders (KOLs) play a crucial role in influencing other HCPs.
• Collaborating with KOLs for product endorsements and education.
5. CME Programs and Medical Conferences:
• Continuing Medical Education (CME) programs provide HCPs with updated knowledge.
• Participation in medical conferences for networking and brand visibility.
6. Samples and Promotional Materials:
• Providing product samples to HCPs for trial.
• High-quality promotional materials (brochures, visual aids) enhance brand recall.
12. 7. Incentives and Rewards:
• Offering incentives to HCPs for meeting sales targets.
• Rewards, travel opportunities, and recognition motivate sales representatives.
8. Digital Marketing:
• Utilizing social media, email campaigns, and webinars.
• Targeted online advertising to reach HCPs and patients.
9. Patient Education:
• Educating patients about medications and treatment options.
• Empowering patients to make informed decisions.
10. Compliance with Regulations:
• Adhering to ethical guidelines and regulatory requirements.
• Transparency in interactions with HCPs.
13. MARKETING STRATEGIES
1.Traditional Marketing:
• Print Advertising: Traditional methods like print ads in medical journals and magazines remain integral.
They provide detailed product information and research findings.
• Conferences and Events: Face-to-face interactions at conferences allow companies to showcase
products and build relationships with healthcare professionals.
• Direct Mail: Targeted mail campaigns continue to be effective for reaching physicians and other
stakeholders.
2. Digital Marketing:
• Online Platforms: Leveraging websites, social media, and targeted digital campaigns to engage
healthcare professionals and consumers.
• Webinars: Educational webinars disseminate clinical trial updates and interactive product information.
14. 3. Branding Strategies:
• Strong Brand Identity: Establishing trust among healthcare professionals and consumers by emphasizing core
values and a positive reputation.
• Product Differentiation: Highlighting unique selling propositions, therapeutic benefits, and technological
innovations.
4. Promotional Activities:
• Direct-to-Physician Marketing: Pharmaceutical representatives engage with physicians to provide product
information.
• Awareness Campaigns: Initiatives educate healthcare professionals and create awareness among consumers.
• Driving Product Adoption: Strategies to
15. 5. Patient-Centric Marketing Approaches:
• Empowering Patients: The shift towards patient-centric marketing recognizes patients as active participants in their healthcare decisions.
• Tailored Information and Education:
■ Companies create and disseminate tailored information and educational content.
■ Channels include online platforms, patient forums, and informational materials.
■ Example: Materials explaining diabetes medication adherence, dietary guidelines, and potential side effects.
• Digital Tools and Apps:
■ Leverage digital tools (e.g., medication reminder apps, symptom trackers) to engage patients actively.
■ Foster a direct line of communication between patients and pharmaceutical companies.
• Example: Sun Pharma's 'RespiTrack':
■ Designed for respiratory patients, 'RespiTrack' provides information, resources, and tools.
■ Includes educational content,
16. 6.Challenges and Considerations:
• Regulatory Compliance: Stringent regulations govern promotional practices to ensure transparency, accuracy,
and ethical engagements with healthcare professionals.
• Balancing Promotion and Compliance: Successfully branding pharmaceutical products requires navigating the
regulatory landscape while adhering to innovative and targeted strategies.
• Positive Relationships: Companies must establish positive relationships with healthcare professionals and ensure
effective communication with consumers.
7. Effectiveness:
• Patient-centric marketing:
■ Builds trust.
■ Enhances brand loyalty.
■ Improves patient adherence.
17. 1.Patent Issues and Generic Competition:
• Patent Challenges: Innovator companies face
challenges when patents expire, allowing generic
manufacturers to produce affordable alternatives .
• Generic Market: India's pharmaceutical market is characterized
by a strong presence of generic drugs, which provide cost-effective
options and challenge innovators to maintain their market share.
• Impact on Sales: Patent expirations can lead to revenue erosion for innovator
companies, necessitating strategic responses such as lifecycle management
and innovative marketing strategies
CHALLENGE AND OPPORTUNITIES
18. • Public Health Risks: Counterfeit drugs pose serious health risks and undermine patient safety, often containing harmful
or ineffective ingredients .
• Regulatory Challenges: The vast and complex pharmaceutical market in India presents challenges in curbing
counterfeit drug production and distribution .
• Industry Reputation: The prevalence ofcounterfeit drugs can damage the reputation of the pharmaceutical
industry and erode trust among stakeholders .
• Economic Impact: Counterfeit drugs impact the financial sustainability of pharmaceutical companies by
competing with genuine products.
• Supply Chain Vulnerability: The intricate supply chain in India is vulnerable to infiltration by counterfeit drugs,
highlighting the need for stringent control measures
Counterfeit Drugs:
20. ETHICAL CONSIDERATIONS
1.Clinical Trials and Research:
• Informed Consent: Participants must be
fully informed about the trial and consent
to participate.
• Participant Confidentiality: Protecting
the privacy and personal information of
participants.
• Safety and Well-being: Ensuring the
safety and well-being of trial subjects is
paramount.
• Ethical Review Boards: These boards
oversee and approve research protocols
to maintain the integrity of clinical
21. 2.Marketing and Promotion:
• Accurate Information: Companies must provide accurate and balanced
information about their products.
• Avoiding Misleading Claims: It's important to avoid making misleading claims
about medications.
• Transparency: Transparency in promotional materials and interactions with
healthcare professionals is vital.
3.Access to Medicines:
• Affordability: Companies must consider the affordability of medications,
especially life-saving ones.
• Balancing Profitability: There needs to be a balance between profitability and
the societal impact of medications.
22. 4.Compliance with Regulations:
• Adherence to Laws: Companies must comply with laws and regulations
governing drug development, manufacturing, marketing, and distribution.
• Regulatory Bodies: In India, for example, the CDSCO sets regulations that
companies must follow.
5.Corporate Social Responsibility (CSR):
• Positive Contributions: Companies engage in CSR initiatives to contribute
positively to communities.
• Beyond Profit-making: Ethical corporate behavior involves commitments
to social causes and public health challenges.
24. Dynamic Landscape:
• The pharmaceutical sector contributes significantly to the economy.
• It operates within a complex regulatory environment that requires ethical vigilance.
Market Dynamics:
• The market is characterized by the presence of significant players.
• Digital transformation and patient- centricity are key trends.
• Counterfeit drugs and generic competition present ongoing challenges.
CONCLUSION
25. Strategic Balance:
• There is a need to balance business objectives with ethical practices.
• The industry must navigate between profitability and ethical responsibilities.
Future Prospects:
• Growth opportunities exist in the generic drug market and digital health solutions.
• Emerging technologies are set to redefine sales and marketing strategies.
• Innovation and regulatory agility will be pivotal for future success.
26. THANK YOU PRESENTED BY
SWAMI POOJA RAJKUMAR
PRASHANTH KUMAR
SONAL N PATEL
MAYURI PRABHURAO PATIL
YUVARAJ AMRUTH