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Establishing winning commercial strategies in markets where biosimilars are entering
26 September 2017
Establishing winning commercial strategies in markets where biosimilars are entering

Biosimilar competition will result in the emergence of new market (and marketing) dynamics, major cost savings (payer perspective), and significant opportunities for some but reduced revenues for others (pharma company perspective), which companies will seek to leverage and mitigate by innovative commercial strategies.
 

A three-way battle will see:

  • Established biologics facing the dual onslaught of both biosimilars and new innovation
  • Companies launching new innovative (better) biologics into therapy areas where established products will be facing biosimilar competition
  • Biosimilar manufacturers launching biosimilars into markets where new innovative biologics will be entering. The Workshop will seek to identify and discuss the critical success factors - for winning (commercial success) in markets where biosimilars are entering

Workshop agenda

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8:30

Registration & Coffee

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9:00

Chairman's Opening Remarks

Chris Teale, Vice President Europe, GfK HealthCare

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9:10

Session 1 - Learning from the past and looking

Chris Teale, Vice President Europe, GfK HealthCare

  • Tracking
  • What to track, How to track, How to use the Insights
  • Learnings from the Past:
  • The 1st wave of biosimilars (EPO, HGH; G-CSF)
  • The current wave (Anti-TNFs)
  • Implications for the future:
  • The next wave of biosimilars (Oncology and beyond)

     

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    9:50

    Session 2- Commercial Differentiation

    Chris Teale, Vice President Europe, GfK HealthCare

  • Company differentiation
  • Product differentiation
  • Data differentiation
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    10:30

    Morning Coffee

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    11:00

    Session 3 - Competitive Simulation

    Chris Teale, Vice President Europe, GfK HealthCare

  • Forecasting & Foresight
  • Market dynamics (Leveraging interchangeability, substitution & switching)
  • Pricing dynamics
  • Multi-criteria decision-making
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    11:40

    Session 4 - Discussion Session: Key Learnings

    Chris Teale, Vice President Europe, GfK HealthCare

  • Critical Success Factors
  • What to do… and what not to do
  • Tracking
  • Interpreting
  • Deciding
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    12:20

    Closing remarks

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    12:30

    End of workshop

    Holiday Inn Kensington Forum

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    WHAT IS CPD?

    CPD stands for Continuing Professional Development’. It is essentially a philosophy, which maintains that in order to be effective, learning should be organised and structured. The most common definition is:

    ‘A commitment to structured skills and knowledge enhancement for Personal or Professional competence’

    CPD is a common requirement of individual membership with professional bodies and Institutes. Increasingly, employers also expect their staff to undertake regular CPD activities.

    Undertaken over a period of time, CPD ensures that educational qualifications do not become obsolete, and allows for best practice and professional standards to be upheld.

    CPD can be undertaken through a variety of learning activities including instructor led training courses, seminars and conferences, e:learning modules or structured reading.

    CPD AND PROFESSIONAL INSTITUTES

    There are approximately 470 institutes in the UK across all industry sectors, with a collective membership of circa 4 million professionals, and they all expect their members to undertake CPD.

    For some institutes undertaking CPD is mandatory e.g. accountancy and law, and linked to a licence to practice, for others it’s obligatory. By ensuring that their members undertake CPD, the professional bodies seek to ensure that professional standards, legislative awareness and ethical practices are maintained.

    CPD Schemes often run over the period of a year and the institutes generally provide online tools for their members to record and reflect on their CPD activities.

    TYPICAL CPD SCHEMES AND RECORDING OF CPD (CPD points and hours)

    Professional bodies and Institutes CPD schemes are either structured as ‘Input’ or ‘Output’ based.

    ‘Input’ based schemes list a precise number of CPD hours that individuals must achieve within a given time period. These schemes can also use different ‘currencies’ such as points, merits, units or credits, where an individual must accumulate the number required. These currencies are usually based on time i.e. 1 CPD point = 1 hour of learning.

    ‘Output’ based schemes are learner centred. They require individuals to set learning goals that align to professional competencies, or personal development objectives. These schemes also list different ways to achieve the learning goals e.g. training courses, seminars or e:learning, which enables an individual to complete their CPD through their preferred mode of learning.

    The majority of Input and Output based schemes actively encourage individuals to seek appropriate CPD activities independently.

    As a formal provider of CPD certified activities, SAE Media Group can provide an indication of the learning benefit gained and the typical completion. However, it is ultimately the responsibility of the delegate to evaluate their learning, and record it correctly in line with their professional body’s or employers requirements.

    GLOBAL CPD

    Increasingly, international and emerging markets are ‘professionalising’ their workforces and looking to the UK to benchmark educational standards. The undertaking of CPD is now increasingly expected of any individual employed within today’s global marketplace.

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