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SPEAKERS AT THE FORUM:
MaciejAdamkiewicz
President
Grupa Adamed
Bartosz BednarzPresident of the
Management Board
AstraZenecaPharma
Maciej TrybulecGeneral Manager
Sanofi Pasteur
Michał NitkaGeneral Director,
President of the Board
TevaPharmaceuticals
IzabelaZimmermannGeneral Director,
Vicepresident of the Board
Actavis
JarosławOleszczuk
President of the Board
Abbott Laboratories
Irena RejPresident
Izba GospodarczaFarmacja Polska
AleksandraPaczkowska
President of the Board
Polska GrupaFarmaceutyczna
Rafał TarłowskiBusiness Unit Director,
Open Care & FamilyMedicine Department
Pfizer
Marko DolžanCEO
Polfa Łódź
Maciej CzajnikBusiness Unit Manager
Abbott Laboratories
KatarzynaSumińska-Jasińska
General Director
Alfa Wassermann
Stefan BogusławskiManaging Partner,
President of the Board
SequenceHC Partners
Michał PilkiewiczCountry Manager
IMS
Artur DżagarowPresident of the Boardu
Super-Pharm
Andrzej RyszardStachnik
President of the Board
Związek PracodawcówHurtowni
Farmaceutycznych
Marcin HańczarukGeneral Manager
FerringPharmaceuticals
Andrzej KomorSales and Marketing
Director
UCB
Save PLN by registering before 11 May!500500
The Annual Strategic Forum of CEOs, Board Members, Directors and Managersfrom Polish pharmaceutical industry
30-31 May 2012Hotel Courtyard by Marriott, Warsaw
III Poland PharmaCommerce Forum
Silver Sponsor: Sponsors: Media Patronage:Partners:
www.farmacja.pl
30 maja 2012, środa
9:30 Registration and morning coffee
10:00
10:10
Changes in patient’s behavior and in access to drugsWhat pharmacies gain and what lose in the newlegal environmentImpact of market changes for operating activitiesof manufacturers
10:40 Questions & Answers
10:50 Strategic panel discussion:
The participants are welcome to take part in thediscussion
11:20 Cofee break
11:40
12:10 Questions & Answers
12:20 Strategic panel discussion:
Moderator:
Panelists:
The participants are welcome to take part in thediscussion
13:00 Lunch
Opening of the Forum
The landscape of the pharmaceutical market inPoland, six months after the introduction of the newreimbursement law
Success factors of doing business in the face of newrestrictions and limitations, how we managed andwhat we do now
If the Polish pharmaceutical industry can achievea competitive advantage? If so, how?
The new distribution of forces in the market?– Implications of the Law on the relationshipreimbursement Producer: Distributor: Pharmacy:Patient
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Casper Haring, Dyrektor Zarządzający,
Michał Pilkiewicz, Country Director,
Katarzyna Sumińska-Jasińska, General Director,
Izabela Zimmermann, General Director, Vicepresidentof the Board,Michał Nitka, General Director, President of the Board,
Maciej Adamkiewicz, President,
Ewa Dux-Prabucka, Editor-in-Chief,
Aleksandra Paczkowska, President of the Board,
Irena Rej, President,
Marko Dolzan, CEO,Artur Dżagarow, President of the Board,Andrzej Ryszard Stachnik, President of the Board,
Blue Business Media
IMS
Alfa Wassermann
Actavis
Teva Pharmaceuticals
Adamed Group
Gazeta Farmaceutyczna
Polska Grupa DystrybucyjnaIzba Gospodarcza Farmacja
PolskaPolfa Łódź
Super-Pharm
Związek Pracodawców Hurtowni
HALF A YEAR AFTER THE AMENDMENTOF THE PHARMACEUTICAL LAW – CONCLUSIONS
AND FURTHER PREDICTIONS
THE NEW PHARMA:MODELS OF FUTURE DEVELOPMENT
INNOVATIONS
14:00
Who are we today? Market Expectations andobjectives of different interest groups of thepharmaceutical market
How to overcome the limitations of mutualconfidence of all market participants
Conditions and success factors of effectivedialogue of industry and common problem solving
14:30 Questions & Answers
14:40
Changes in market environment and their impacton the model of a pharmaceutical companyin Poland
The new roles and responsibilities needed inorganization
FutureFit – bringing business model to new marketrealities
15:10 Questions & Answers
15:20 Strategic panel discussion:
Is only PR industry? How to restore the confidenceof patients, investors and other interested parties?Ethics and Compliance in practice
How can the industry meet the needs of thesestakeholder groups?
How the partnership will enable thepharmaceutical industry to find new sourcesof revenue?
The participants are welcome to take part in thediscussion
16:00
16:30 End of Day 1 of the Forum
The effect of changes in the market on the attitudesof individual market participants: a new portrait ofthe patient, pharmacist and doctor
A new model of operation a pharmaceutical companyin Poland
As the industry has to change, to involve thecooperation of all stakeholders: health care, patientorganizations, government agencies, how to meettheir needs reconciling them with the commercial
The development of alternative models of product’sdistribution in Poland
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Bartosz Bednarz, President of the Management Board,
Jaroslaw Oleszczuk, President of the Board,
Maciej Czajnik, Business Unit Manager,
Maciej Adamkiewicz, President,
Bartosz Bednarz, President of the Management Board,
Maciej Trybulec, General Manager,
Marcin Celejewski, Head of Sales and Marketing,
AstraZeneca Pharma
Abbott Laboratories
Abbott Laboratories
Adamed Group
AstraZeneca Pharma
Sanofi Pasteur
Fiege
31 maja 2012, czwartek More information: www.pharma-conferences.com
case study
case study
9:30 Registration and morning coffee
10:00
How the legal revolution changed the attitudesand expectations of the patient and physicianMove towards KAM – the new role of MedicalRepresentativesInspirations – what has proved successful duringthe times of market changes
10:30 Questions & Answers
10:40
What was it that shook the pharmaceutical market?Were these just new lists and legal regulations?Managing customer emotions – new direction (?)Dialogue with the customer – is FF preparedfor that?New competences as a response to the changein customer behaviourWhy did some businesses find their place in thenew reality and others did not?What to change and what to leave unchanged inthe Sales Department strategy?
11:10 Questions and Answers
11:20
What are the usual methods of seeking newemployment opportunities among experiencedsales candidates?What determines an ideal work environmentin their opinion?What type of non-wage benefits package motivatesthe most? How to use the benefits package asa competitive advantage?
11:40 Coffee break
12:00
Reconstructing the brands portfolio– implementing changes in positioning individualbrandsTools worth using for repositioning in thepharmaceutical marketChallenges faced by up-market brand whenmerging with the portfolio of a manufacturerknown for the production of cheap medicines
12:30 Questions and Answers
Proven solutions vs. innovations in promotion-salesstrategies – what to focus on in times of uncertainty
Should the new reimbursement law permanentlychange the strategies and tactics of SalesDepartments? Evolution or revolution in the work ofFF?
How to recruit and retain the best talents in yoursales teams?
Repositioning the brand in the new pharmaceuticalmarket
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SALES & MARKETING STRATEGICPERFORMANCE MANAGEMENT
PfizerRafał Tarłowski, Business Unit Director, Open Care& Family Medicine Department,
Andrzej Komor, Sales and Marketing Director,
Marko Dolzan, CEO,
Pfizer
UCB
Hays
Polfa Łódź
Zuzana Stachova, Business Director Life Sciences CEE,
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Polfa Łódź
12:40 Lunch
13:40
14:10 Questions and Answers
14:20
Restrictions in setting the prices and promotionsfor reimbursable products, the difficulty inadjusting the price for the patient against themethod of setting the limits in reimbursement lists
Competitive advantages of non-reimbursedproducts in terms of prices and promotionsvs. reimbursed products
The list of conditions in which "exiting thereimbursement system” could be profitable
14:50 Questions and Answers
15:00 Coffee break
15:20
Sponsoring the conference
Visit by, sampling
discounts, price promotions
Donations
Programs drug reimbursement under the Act
– How pharmaceutical companies can supportthe pharmaceutical care
– Cooperation with pharmacies in the contextof the prohibition on advertising of pharmacies
16:20
Interactive Q&A session containing questions sent inby participants
16:50 Free of charge participation in the next conferenceorganized by Blue Business Media!!! Participantspresent in the conference room take part in thedrawing
17:00 Closing of the Forum, handing certificates
Customer Centric Orientation- consequences of thetransfer of the patient at the center of the strategyof pharmaceutical companies
Exiting reimbursement and freedom in setting theprices and selection of promotion tools vs. stayingin reimbursement in the rigid framework – marketdimension and the consequences of these twodecisions for comparable categories of products
What is allowed and what is not in the marketingand promotional activities
Business effects of the Law – what we know andwhat remains unknown?
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Marcin Hańczaruk, General Manager,
Stefan Bogusławski, Managing Partner, President ofthe Board,
Stefan Bogusławski, Managing Partner, President ofthe Board,
Ferring Pharmaceuticals
Sequence HC Partners
Sequence HC Partners
INTERACTIVE LEGAL SESSION
Dear Sir/Madam
It is with great pleasure that I invite you for the thirdtime to participate in the Poland Pharma CommerceF o ru m . T h e a n n u a l st ra t e g i c m e e t i n g o frepresentatives of the Polish pharmaceutical market is
. The meeting will present not only the firstsummaries and forecasts for the new market along with theelaborated practices of functioning in the new legalenvironment, but also
You have informed us that regardless of whether legal changespertain directly to you or just to the market in general, they entailthe redefinition of competition strategies and impose significantchanges in distribution, sales and marketing strategies.
Aleksandra Schoen-Żmijowa
Project Director
PS. Send your application till 11 May and save PLN !
a unique opportunity for exchanging experience accumulatedin the first half-year of the amended law within a group ofpractical experts representing all the players of thepharmaceutical industry, as well as the opportunity tobenchmark one's own strategies for the future growth of thecompanies
CEOs and Directors of the key businessesin the pharmaceutical market will show how to implement thechallenges of the present day into continued, long lastingsuccess.
Searching for new and more adequate solutions, to meet therequirements faced by businesses in the new legalenvironment, as well as the far-reaching development of newtools for promotion and sales, which more exactly meet theneeds of the evolving clients: physicians, pharmacists andpatients – this is the strategic task fortoday!
500
INTRODUCTION ONLY AT OUR EVENT
PROFILE OF FORUM PARTICIPANTS
During the strategic forum of practical experts in the
pharmaceutical industry:
SPEAKERS: 18 CEOs, General Managers and
Directors and Experts in the Industry. Proven
formula:
TOPICS:
THE FORMULA:
Practical experts for practical experts
selected during an in-depth research– we know about the most important issues from you
lectures, panel discussions and coffeebreaks give not only a unique opportunity foracquiring concrete tested knowledge, but also enablenetworking – we will do everything to let you meet thekey persons in the industry.
ABOUT EVENT
Aleksandra Schoen-Żmijowa – Project Directorphone +48 12 350 54 24, fax +48 12 350 54 [email protected]
ABOUT SPONSORSHIP
Maciej Młynarczyk – Business Development Managerphone +48 12 350 54 46, fax + 48 12 350 54 [email protected]
MORE INFORMATIONS AVALABLE
34%
9%55%
2%
Presidents, CEOs, GM, Board Members 34%
Directors and Unit Managers, Sales and Marketing Managers 55%
Category, Product and Brand Managers 9%
Other positions of 2%
„The opportunity to openly discuss matters in the forum, whichattracts pharmacists, pharmaceutical wholesalers andmanufacturers, is a unique chance to exchange opinions in thevarious circles in our sector of industry, but it also makes aninteresting experience of fast communication betweendistributors and manufacturers in the assessment of the effectsof the implementation of the new reimbursement law.”
Andrzej Ryszard StachnikPresident of the Board, Związek Pracodawców HurtowniFarmaceutycznych
„The formula of Poland Pharma Commerce Forum in my opiniongoes beyond the framework of a traditional conference. The levelof interaction between the leaders and participants, the numberof questions asked, the level of discussion, all testify to the wellselected topics and the level of the conference. The combinationof presentations with panel discussions gives the opportunity tolearn about the most recent trends and challenges faced by thepharmaceutical industry.””
Michał PilkiewiczCountry Manager, IMS Poland
ABOUT LAST EDITION
� YES
NO
, I would like to participate in III Poland Pharma Commerce Forum
,� I am not going to participate in the Forum,
but please keep me posted on your planned sales
and marketing events.
Dates: 30-31 May 2012
Price: by 11 May 2012
Price: after 11 May 2012
3,495 PLN + 23% VAT
3,995 PLN + 23% VATASK
FOR GROUP
DISCOUNTS!
14-15 kwietnia 2011
Hotel Qubus
ul. Nadwiślańska 6, Kraków
30-31 May 2012Hotel Courtyard by Marriott
Żwirki i Wigury 1 stWarsaw
III Poland PharmaCommerce Forum
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PARTICIPATION TERMS:
Maciej Adamkiewicz – President,
Maciej Trybulec – General Manager,
Michał Nitka – General Director, President of the Board,
Izabela Zimmermann – General Manager and Vice-President of theManagement Board,
Jarosław Oleszczuk – President of the Board,
Irena Rej – President,
Bartosz Bednarz – President of the Management Board,
Marko Dolžan – President of the Management Board,
Zuzana Stachova – Business Director Life Sciences CEE,
Grupa Adamed
Sanofi Pasteur
Teva Pharmaceuticals
Actavis
Abbott Laboratories
Izba Gospodarcza Farmacja Polska
AstraZeneca Pharma
Polfa Łódź
Hays
A physician, specialised surgeon, graduate of the Faculty of Medicine at the MedicalUniversity of Warsaw. A member of the International Uroginecology Association andPolish Menopause and Andropause Association. A speaker and lecturer atinternational medical conferences (among others at the International UroginecologyConference in Melbourne), as well as publications in Polish and international medicalpapers - International Uroginecology Journal. As the head of Adamedem, MaciejAdamkiewicz places an emphasis on the development of research and looking for newmedicines. Currently in Adamed, works are under way on innovative drugs in threetherapeutic areas: oncology, metabolic disorders and central nervous systemdisorders.
18 years in the pharmaceutical industry, initially in Boehringer Ingelheim, and for thelast 12 years in Sanofi-Aventis. He has performed managerial functions in marketingand sales departments and was the Director of Business Strategy & ExcellenceDepartment. A graduate of Jagiellonian University Medical College, a clinical fellowof the Temple University School of Medicine, Philadelphia, PA, USA.
In the pharmaceutical industry for 18 years. Has held key positions in numerouspharmaceutical companies, both in innovation and in generic sector. The first step inhis career was Allergopharma, then he held managerial positions in Astra andAstraZeneca. He, was also the CEO in Ratiopharm Polska. Prior to the merger of TEVAand PLIVA/Barr he was the CEO in Pliva Krakow. Currently, he is the CEO and Presidentof the Board of TEVA Pharmaceuticals Polska - the world’s largest generic company. In2010, he was awarded the title “LEADER of Management” by Gazeta Farmaceutyczna(“Pharmaceutical Journal”). A member of the Supervisory Board of the PolishAssociation of Pharmaceutical Industry Employers (PZPPF).
Since 2010, the General Manager and Vice-President of the Management Board ofActavis Polska, the world’s fourth largest corporation producing generic products. Formore than a dozen years, she has worked in the pharmaceutical industry in Poland. Sheworked at key managerial positions in the area of marketing and sales of genericproducts. Before taking the present position, she was the General Manager of Zentiva PL.
His professional experience includes three years of practicing medicine, five years ofconsultancy in McKinsey & Company in Warsaw and Chicago and three years ofmanaging in Novartis Group in Basel and Warsaw. He is the author of over 100publications in international scientific periodicals. He studied at American, Canadianand Polish universities. As the Chairman of the Prof. Paweł Czartoryski’s United WorldColleges Society we actively engages in obtaining scholarships in world’s bestcolleges for the most talented Polish upper secondary school students. He is a Knightof the Order of Smile.
For 18 years, she has been managing the industry organisation with more than 100members - business entities active in the pharmaceutical sector: manufacturers,distributors and importers of pharmaceuticals. She actively engages in actions with aview to improving the quality of law enactment, launching initiatives aimed ateliminating ambiguous and detrimental legal regulations. She is the owner ofDAGOMED Pharma producing homeopathic remedies and of a pharmaceuticalwholesale company SARAMED.
His career began in 1996 in Novartis Poland Sp. z o.o. where he had been gainingexperience in sales and marketing for four years. In 2001, he started working inNovartis Pharma AG in Basel, where with the team he managed one of the globalbrands in the field of Neuroscience. In 2003, he moved to Novartis in Canada and gotpromoted to a position of Sales Manager for East Ontario region, but after two years hereturned to Europe (Barcelona, Spain) to become the Regional Director forNeuroscience products. He returned to Poland in 2007 as aMarketing Director andsince September 2008 he had held the position of the CEO of Novartis Onkologia. Heis a dentist by education. Since 2010 he has been the President of the ManagementBoard of AstraZeneca Pharma Poland.
In pharmaceutical industry for 35 years. He has performed key functions in leadinggeneric product companies. For many years, a President of LEK/SANDOZ in Poland(1991-2005) and a co-founder of SENSILAB. Since the merger of Polfa-Łódź andSensilab, a President of the Management Board of Polfa-Łódź. A laureate of“Passionate for Pharmacy 2011” title. For great achievements in developing Polish-Slovenian economic cooperation, Marko was awarded a COMMANDERY OF THEORDER OF MERIT OF THE PEOPLE'S REPUBLIC OF POLAND. MSc in Pharmacy inJanuary 2011 by the President of the Republic of Poland
Zuzana has acquired her pharmaceutical recruitment experience with Hays Life Sciencesin London, where she worked for 6 years as Account Manager, Regional Director andInterim Manager for LS division in Moscow. In January 2012 Zuzana assumed the role ofBusiness Director Life Sciences for the CEE and is responsible for driving BusinessDevelopment within the CEE region. Her main areas of expertise include management ofthe large accounts, clinical research, and executive search projects.
Artur Dżagarow – President of the Management Board,President,
Katarzyna Sumińska-Jasińska – General Manager,
Michał Pilkiewicz – Country Manager,
Andrzej Ryszard Stachnik – President of the Board,
Andrzej Komor – Sales and Marketing Director,
Rafal Tarłowski – Business Unit Director, Open Care & Family MedicineDepartment,
Maciej Czajnik – Busines Unit Manager,
Stefan Bogusławski – Managing Partner, President of the Board,
Aleksandra Paczkowska – President of the Board,
Super-Pharm,
Związek Pracodawców Aptecznych PharmaNet
Alfa Wassermann
IMS
Związek Pracodawców Hurtowni Farmaceutycznych
UCB
Pfizer
Abbott Laboratories
Sequence HC Partners
Polska Grupa Farmaceutyczna
Ewa Dux-Prabucka – Editor-in-Chief, Gazeta Farmaceutyczna
Active in pharmaceutical market for 17 years, he was the founder and President of theManagement Board of the first in Poland independent chain of pharmacies –Apteka 21(Apteki Polskie S.A.), In the past, he also worked for large foreign distributors (ORFES.A., Phoenix Pharma Poland), managing the logistics areas, IT and quality systems.He provided consultancy in many retail projects in Central and Eastern Europe. SinceJanuary 2009, he has been the head of Super-Pharm Poland, which implements aunique format 3in1 in the Polish market.
In pharmaceutical industry for 14 years. For 7 years she has been directing and co-creating the strategy of Alfa Wassermann Polska. Her career started in a companyoccupied with endoscopy. She is a veterinary of education and passion.
He has over 20 years of professional and managerial experience in sales, marketing andmanaging large organisations. At the beginning of his professional career he was workedfor distribution companies of ORFE Group, where he was responsible for establishingACP Pharm. Between 2004 and 2008, he was a Sales Director in the Polish branch ofIMS Health, then temporarily performed the duties of the CEO , and subsequently, againas a Sales Director, he was responsible for 19 countries in Central and Eastern EuropeRegion. In the years 2009-2010 he was the President of the Management Board in one ofthe Poland’s largest e-commerce companies - Enovatis S.A. Since March 2011, he hasbeen a Country Manager in the Polish branch of IMS Health.
Working in Polish pharmaceutical industry for over 20 years. He was one of thefounders of ACP Pharma Capital Group (former ORFE S.A.). Currently, as a Member ofthe Management Board and Sales Director he is responsible for sales strategy ofSymPhar. He actively engages in initiatives of self-governing bodies of thepharmaceutical industry and participates in activities of organisations gatheringdistribution companies in Poland. Previously, in Europe he has engaged in activities ofGIRP (The European Association of Pharmaceutical Full-Line Wholesalers). He hadheld the position of the Chairman of the Supervisory Board of “Farmacja Polska”Chamber of Commerce and of the Association of Pharmaceutical Wholesale SectorEmployers. His articles discussing distribution issued has been published in“Czasopismo Aptekarskie” (“Pharmacists’ Gazette”).
In the pharmaceutical business since 1995. He has performed, among others, thefunctions of a Hospital Sales Manager – Frasenius Kabi, FF Manager – Eli Lilly Polska,BUM Hospital Product & Specialties – Teva. For 14 years, he has worked in peoplemanagement (sales, marketing, distribution teams, pharmacy crews), for 5 years hehas been responsible for business strategy and planning. He is responsible for theimplementation of innovative projects. He has continually worked on increasing theSales Force Effectiveness. A graduate of the Faculty of Medicine of Medical Universityand an MBA.
Currently the Director of Primary Healthcare Department, in the past, responsible forthe marketing of products for Primary Healthcare Physicians, as the Head of theProduct Group, prior to that, responsible for leading a sales team in Pfizer Polska. InPfizer, he took part in preparing and implementing the international projects incooperation with INSEAD. A graduate of the Medical University of Silesia.
Since January 2010, he has worked in Abbott Laboratories Poland. Previously he workedin consulting companies: IMS Health Consulting and Andersen Business Consulting,specialising in strategic planning and performance optimisation in field of marketing andsales to clients from various sectors among others pharmaceutical. He has managedproject implemented both in Poland and in other Central and Eastern Europe countries.
An expert in the pharmaceutical market in Poland. He is also a Vice-President of PCSM(Polish Centre for Medical Statistics). His professional experience has been acquiredat, among others, managerial positions in IMS Health (Regional Manager CentralEurope, Country Manager Poland). An author of numerous articles on the healthcaresystem. He is a graduate of a medical school and a physician.
In the pharmaceutical business since 1992. She has performed, among others, thefunctions of a Sales Director in Cefarm Poznań , 2001-1005 Board Member of PGFCefarm-Poznań. In 2006 she become President of the Board of PGF Cefarm-Poznańand Wielkopolska Area Director. Since PGF Hurt have been established, she has beennominated President of the Board of the company.
She Graduated from the Institute of Journalism of the Warsaw University, specialisingin healthcare issues. President of the Management Board of a publishing houseKwadryga Sp z o.o.. For 18 years she has run the Pharmaceutical Journal - a magazinefor pharmacists as well as wholesalers and manufacturers of pharmaceutics.Chairwoman of an association “Journalists for Health” (“Dziennikarze dla zdrowia”)gathering journalists promoting healthy lifestyle in all regions of Poland.
Marcin Hańczaruk – General Manager, Ferring Pharmaceuticals
Poland
SPEAKERS OF THE FORUM:
