MARKETING

Presented by:
MUHAMMAD ARSALAN
(70101199)
AAKIF SALEEM (70101609)
HIKMATULLAH (70101156)
ZULQARNAIN ALI (70100911)
HAMZEH ABU
LOBBAD(70097576)
 CONTENTS

 Introduction
 Top MNCs in pakistan
 Types of companies
 Ethical practices
 Dos & Don’t
 Marketing strategies

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 INTRODUCTION
 PAKISTAN PHARMACEUTICALS MARKET

 World Pharma Market Worth $300 Billion.

 Pakistan Pharma Market Worth $6.4 Billion- 2% of World Total
 30 MNCs and 400 national manufacturing units
 Share of MNC 45%
 Share of NCs is 55%
 Growth Rate 12% per annum

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 TOP COMPANIES
 TOP MNC GlaxoSmithKline holding 12%
 Market Share
 National Company Getz Pharma holding 4% Market Share

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 TOP MNCS I N PAKISTAN

 GSK-GlaxoSmithKline

1951 (Amoxil,velosef,calpol)
 Getz

1995 (Risek,gabica,getryl)
 Abbott

1948 ( Epival,brufen,duphalac)
 Sami
 (Nims,oxidil,novidat)

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 TOP MNCS I N PAKISTAN

 Searle

1965 (Nuberol,hydrylin ,Extor)

 Hilton

(Methycobal,Myteka,unix)
 Ferozsons

(xavor,rafixa,dexiva,omega)
 Pfizer
 1956 (ansaid,Norvasc,lincocin

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 TOP MNCS IN PAKISTAN
 Bayer
(baydal,ciproxcin,primulote N)
 High noon
(loprin ,kestine ,tagip)
 Novartis
 Sanofi aventis
 Roche
 Eli-Lilly
 Bosch

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Coptribution to Econom.
• 600 companies are active in the field
• 100,000 employees
• 1% of sales of each company goes to R&D fund of MOH
• More than 47000 Registered Drugs
• 1100 registered Molecules
• Almost all are price controlled

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Types Of Companies
 MNCS
 National Companies
 Marketing/ Franchisee/ Third Party

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 NEW BUSINESS MODEL (OUTSOURCING)
• Vikor Pharma
• Muller and Phipps
• Premier Agencies
• Helium

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 VA L U E O F E T H I C A L P R O M O T I O N O F
MEDICINE (IFPMA)
• Ethical promotion helps ensures that:
• •Healthcare professionals have access to information they require;
• •Patients have access to the medicines they need; and
• That medicines are prescribed and used to benefit patients worldwide

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 DOS & DON' TS
ALLOWED
• Promotional Aids (strict provision)
• Items of Medical Utility (strict Provision)
• Hosting of Scientific Promotional Meeting
• Limited Sponsorship to genuine scientic
• Cultural courtesy cards/gifts(i.e. inexp not related to items of medical utility an
local Law)
• Meals/Dinners if in connection to an event and secondary
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 DOS & DON'TS
NOT ALLOWED
• Monetary Gifts
• Personal Gifts (i.e. flowers, jewelry, cars, etc.)
• Recreational Activities (i.e. golf, tickets to sporting events, concert, vacations, etc.)
• Sponsoring of family events or paying for a guest/companion
• Meals/Dinners if not in connection to an event
• Any form of entertainment (i.e. company paid for musical performance during dinner

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 MARKETING STRATEGIES

 Human Resource Department

 Marketing Department
 Training Department
 Hiring of Qualified & Skilled Personnel

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 MARKETING STRATEGIES

• Develop Marketing Strategy & Promo Material

• Approval by Medical Department
• Implement in the Field
• One to one Detailing to HCPS by Medical Rep through When, Why, How
• Give Samples/starter packs to Drs
• Give Items of Medical Utility for promotion
• Participation in International and National Conferences
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 M A R K E T I N G S T R AT E G I E S

• Clinical Meetings
• Educational Programs for Drs.
• Sponsorship in Conferences and Seminars
• Donations to Govt. Hospitals
• Participation in Tender Business
• Economical Gifts like Pen, Torch, Tissue paper

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 UNETHICAL PRACTICES
• Targeted Prey
• HCPC
• Nurses
• Technicians
• Pharmacist

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 UNETHICAL PRACTICES

• Bribe
• Pick and Drop Services
• Payments of Utility Bills
• Heavy Discounts
• FOC Goods
• Checks/Cash incentives
• Expensive Lunch/Dinner

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 Unethical Practices
 Free Medical Camps
 Monthly Salary
 ■ Jewelry
 Furniture/Fixture
 Office Equipment
 Expensive Electronic Items

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 UNETHICAL PRACTICES
 Expensive Gifts
 Excursion Trips
 Vacation Packages
 Local and Foreign Trips

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• Unethical Practices
• Renovation of Clinic
• Partner ship offers
• Installment offers
• And other Services

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 ,

This Photo by Unknown Author is licensed under CC BY-SA

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