Pharmaceutical Executive Europe - March 2008 - (Page 20) 20 Marketing and Healthcare Policy: Germany March 2008 Pharmaceutical Executive Europe Conclusion The ongoing transformation in the German healthcare arena challenges the pharmaceutical industry to adopt its go-to-market models. A ‘Share of Care’ sales model will allow organisations to generate sustainable value across the full spectrum of care, and allow them to create deeper, longer term partnerships with our customers. If we can successfully manage the necessary transition process and develop our competencies consistently in this direction, there is high potential to achieve sustainable growth within a challenging healthcare environment. It is up to the pharmaceutical industry to take up this challenge. ■ About the Authors Peter Albiez is vice president of sales, Pfizer Pharma GmbH in Germany. Prior to his current role, he was director of brand marketing at Pfizer GmbH. He graduated from the University of Regensburg with a degree in Biology and received a scholarship from the CarlDuisberg-Gesellschaft. Thomas Hennlich is a partner at Executive Insight AG, Switzerland, where he focuses on developing customer-centric sales and marketing strategies to deal specifically with healthcare networks. He graduated from Northeastern University in Boston and holds a BSc in Industrial Engineering and a Masters degree in Business Administration (MBA). t.hennlich@executiveinsight.ch References 1. Sebastian Jost, “Das Aldi Prinzip,” Brand Eins, January 2008. 2. Christoph Eisenring, “Ein Vertrag erregt die Gemüter deutscher Ärzte,” Neue Zürcher Zeitung, July 2008. 3. Share of Care trademarked by Executive Insight AG 4. Jörn, Ballhaus, “Zeitwende im Vertrieb,” Pharma Marketing Journal, May 2007. e-newsletter Pharm Exec Europe Direct Get more Industry News and Analysis for FREE Stay ahead of the competition with the new, twice-monthly Pharm Exec Europe e-newsletter. Pharm Exec Europe Direct is packed with news, features, commentaries, opinion polls, surveys and event information. Subscribe now by visiting www.pharmexeceurope.com and click on ‘e-newsletter’ http://www.executiveinsight.ch/ http://www.pharmexeceurope.com http://www.pharmexeceurope.com
Table of Contents Feed for the Digital Edition of Pharmaceutical Executive Europe - March 2008 Pharmaceutical Executive Europe - March 2008 Contents From the Editor News and Analysis Brussels Report Calendar The Next Wave of Pharma Talent The New World Order Share of Voice to Share of Care Notes on a Meeting The Malta Story Motivation Across Borders The Mix No GUTs, No Global Green is Good Last Word Pharmaceutical Executive Europe - March 2008 Pharmaceutical Executive Europe - March 2008 - Pharmaceutical Executive Europe - March 2008 (Page 1) Pharmaceutical Executive Europe - March 2008 - Pharmaceutical Executive Europe - March 2008 (Page 2) Pharmaceutical Executive Europe - March 2008 - Contents (Page 3) Pharmaceutical Executive Europe - March 2008 - From the Editor (Page 4) Pharmaceutical Executive Europe - March 2008 - From the Editor (Page 5) Pharmaceutical Executive Europe - March 2008 - News and Analysis (Page 6) Pharmaceutical Executive Europe - March 2008 - News and Analysis (Page 7) Pharmaceutical Executive Europe - March 2008 - Brussels Report (Page 8) Pharmaceutical Executive Europe - March 2008 - Brussels Report (Page 9) Pharmaceutical Executive Europe - March 2008 - Calendar (Page 10) Pharmaceutical Executive Europe - March 2008 - Calendar (Page 11) Pharmaceutical Executive Europe - March 2008 - The Next Wave of Pharma Talent (Page 12) Pharmaceutical Executive Europe - March 2008 - The Next Wave of Pharma Talent (Page 13) Pharmaceutical Executive Europe - March 2008 - The Next Wave of Pharma Talent (Page 14) Pharmaceutical Executive Europe - March 2008 - The New World Order (Page 15) Pharmaceutical Executive Europe - March 2008 - The New World Order (Page 16) Pharmaceutical Executive Europe - March 2008 - The New World Order (Page 17) Pharmaceutical Executive Europe - March 2008 - Share of Voice to Share of Care (Page 18) Pharmaceutical Executive Europe - March 2008 - Share of Voice to Share of Care (Page 19) Pharmaceutical Executive Europe - March 2008 - Share of Voice to Share of Care (Page 20) Pharmaceutical Executive Europe - March 2008 - Notes on a Meeting (Page 21) Pharmaceutical Executive Europe - March 2008 - Notes on a Meeting (Page 22) Pharmaceutical Executive Europe - March 2008 - Notes on a Meeting (Page 23) Pharmaceutical Executive Europe - March 2008 - The Malta Story (Page 24) Pharmaceutical Executive Europe - March 2008 - The Malta Story (Page 25) Pharmaceutical Executive Europe - March 2008 - The Mix (Page 26) Pharmaceutical Executive Europe - March 2008 - No GUTs, No Global (Page 27) Pharmaceutical Executive Europe - March 2008 - No GUTs, No Global (Page 28) Pharmaceutical Executive Europe - March 2008 - No GUTs, No Global (Page 29) Pharmaceutical Executive Europe - March 2008 - Last Word (Page 30)
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