Marketing and sales

Marketing is an integral part of the entire drug discovery and development process. It is common to have the commercial 

One further note about this chapter certain topics mentioned in the Introduction above, such as Pharmacoeconomics and Competitive Intelligence, are covered in great detail in other chapters. I have therefore chosen not to include resources specific to those subjects in the following bibliography. 

Healthcare Marketing and Communications Council. 1525 Valley Ctr. Pkwy., Ste. 150, Bethlehem, PA 18017, U.S.A. Phone +1610-868-8299, Fax +1610-868-8387. E-mail info hmc-coun-cil.org. URL http //www.hmc-council.org. Founded 1934. 1600 members. Seeks to enhance the professional development of its members by providing continuing education and career development opportunities. Conducts industry-focused seminars and events throughout the year. Publishes annual Membership Directory. Formerly Pharmaceutical Advertising Council. Web site provides membership information and calendar of events. 

Medical Marketing Association (MMA). Parker, 575 Market Street, Suite 2125, San Francisco, CA 94105-2411, U.S.A. Phone +1 415-927-5732, Toll-Free +1 800-551-2173, Fax +1 415-927-5734. E-mail info mmanet.org. URL http //www.mmanet.org. Founded 1965. 1200 members. National organization comprised of medical marketers from the pharmaceutical, device, and diagnostic industries. Conducts educational seminars and events, including an annual conference and awards ceremony. Publishes MMA Marketplace newsletter and annual Membership Directory. Web site provides membership information, latest news and events, and job postings for members. 

Pharmaceutical Marketing Research Group (PMRG). do Stephanie Reynders, P.O. Box 1499, Minneola, FL 34755-1449, U.S.A. Phone +1407-243-8585. E-mail pmrg earthlink. net. URL http //www.pmrg.org. Founded 1961. Volimtary, 

Manufacturing is all too often taken for granted, but its consistent, qualityconscious, timely, and cost-effective execution is crucial to the success of any nonservice company in the industry. The leading firms of fhe indusfry have adopted Total Quality Management (TQM), Six Sigma, or other such techniques to ensure continuous improvement in consistent quality, which also typically leads to cost savings. 

Still smaller, one-site systems are available for processors at proposition-ally lower costs. These smaller systems are focused on manufacturing and therefore may lack some of the sophistication of larger systems, but they are easier to install and use. They are a good way to become familiar with the concept of ERP instead of jumping in with an accompanying large investment of time and money (and risk). 

There is a distinct risk to a reduced supplier base, however. A smaller supplier base can expose buyers to delivery delays and product quality problems if they lack the ability to turn immediately to other suppliers to fill in the gap. Also, underfinanced suppliers might have problems obtaining raw materials soon enough to meet an unexpected order from you. 

Consumers do not buy fragrance they buy aspiration. A feeling. As explained in a previous chapter, the human psyche explains the intrinsic link between smells and emotion. So do manufacturers buy feelings too  

Just as the Procurement department of a fragrance house is driven to seek more for less, so the Company s customers have similar objectives in their purchasing organisations. In addition, economies of scale ensure that the negotiation is tough. The fragrance industry today is a very competitive world. 

How the fragrance house works with the client will vary from one company to another. This will depend on the type of product that the fragrance will be incorporated into, and on the personalities and philosophies of the company itself. Some client companies will expect the fragrance house to put forward new fragrance ideas and market concepts others will issue a very specific briefing document to drive the creative process. For some fine fragrance briefs, the fragrance may be an olfactive interpretation of an individual s brand or idea. 

Either way, selling an ethereal product such as a scent requires very specific skills. The sales director will pull together a team to cover all the creative and technical expertise he will need to win the business. 

In the other cycle when Procurement department buys competitively, perfumery have a wider range of material options to respond to the brief and in turn give sales a better choice option to submit to the customer. 

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Indirect charges are 16% of fixed investment per ton per year 10% depreciation 1.5%, insurance 3%, maintenance (labor, materials) 1.5%, general sales and marketing. 

Source Web site of D B Sales and Marketing Solutions (accessed 12/03/2003). Industry reports are available at http //www.zapdata. com upon registration. 

Demand-oriented management concepts focus on sales price and sales quantity decisions to maximize turnover with a given or unrestricted supply. Demand-oriented research areas are micro-economics specifically for price mechanisms (Varian 1994), sales and marketing (Effort 1998 Kilter/Keller 2005) and recently revenue management (Cross 2001 Tallury/Van Ryzin 2005). 

After that, optimization results are then analyzed and compared in practice with manual plans, the planner is responsible for. In addition, optimization results reports are prepared for the different stakeholders within the value chain like as sales and marketing, controlling, production and procurement to present results and support management decisions. 

Fig. 99 illustrates the concept of scenario-based price-quantity functions, which basically describe the dependency of sales price p on quantity x. With price-quantity function p(x) the resulting turnover is given as p(x) x. In addition, to given input data, sales control data are defined by the planner executing sales and marketing business rules to set the boundaries for spot sales quantities. Control parameters Xand Xindicate the minimum and maximum spot demand that needs to be fulfilled. 

The models presented so far, helped to determine profit-optimal plans by volumes and values. However, the optimization can result in underutilization of capital-intensive production resource, which is not a desired state. In this situation two questions are raised mainly by sales and marketing ... 

Watkins, J. C Sales and Marketing Director, TP Composites, Aston, PA, personal communication, June, 2001. 

One member of the twelve-member Senior Management Team, Kurt Kuehn - Senior Vice-President of Sales and Marketing - stated that, Most senior managers like me began at UPS when part-timers in college as package sorters or assistants. We loved it and we stayed. ... 

The term person means any natural person, corporate entity, partnership, association, joint venture, or trust which is engaged in research and development, planning and design, production and manufacturing, distribution, or sales and marketing of any Drug Product. 

Most of the chapters in this textbook focus on the various aspects of the research, development and licensing of pharmaceuticals. Physicians and non-medical scientists working in departments other than sales and marketing do, however, require some understanding of marketing. The depth of the knowledge that they... 

Basis Sales and marketing data are not inflated (20 dollars)... 

Chemical sales and marketing is another area where chemists are widely employed. Knowledge in chemistry allows a chemical sales representative to better... 

Baldauf, Sarah. Former Pharma Pitchman Beware of New Drugs. Interview with T. Nesi. U.S. News World Report 145, no. 10 (November 3-10, 2008) 64. Tom Nesi, formerly the director of public affairs at Bristol-Myers Squibb, has an insider s view of the sales and marketing tactics used by pharmaceutical companies. Based on his experiences, he warns consumers to avoid taking free sample pills, exercise caution when offered a new medication, and learn about potential side effects. Fie also talks about the history of Vioxx, a drug removed form the market after research showed it caused heart attacks and strokes. 

Reduced sales and marketing expenditures for companies are likely in the U.S. The highest expense item within the sales and marketing category is the sales force. 

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