Case Study1

Case study for Five-Steps strategy Supervised by :Dr.Mahmoud El lithy. Prepared by: Ahmed El Nemr. Presented by:sherif Raffat. Team Members: Odeat francis. Hytham El Madah. Hosam Farag. 1

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Introduction *GSK is one of the biggest pharmaceutical companies in Egypt & Worldwide. *GSk have a wide range of Products. *Gsk began 2002 after series of merges (Glaxowelcome + Smithkline beacheem). 2

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Gsk had to promote Avandia **Problem • New therapeutic area.

• Drug with new concept.

• Expensive drug. 3

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New Approach Take in consideration the 3rd Partner

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The patient

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Objective for 2003 was to be on the top of expensive medication. So focus on K.O.L. physicians.

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Market research for customers of the patients and physicians

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Zantac team played a great role for reaching the customers not covered by Avandia team

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One Hand

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New strategies for attracting the patients • Diabet program.

• Patient compliance program.

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One language for All company that achieved by continuous training like Worldwide sales force excellence ). (W.S.F.E

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Five steps strategy • • • • •

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Laser beam focus. Hardwiring the VOC. Universal collaboration. Lasting customer enthusiasm. Contact leadership.

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Thank you

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