In pharma: how to access your customers effectively when decision making is no more to doctors only. Case study in the Netherlands. Frank Dijs Boehringer Ingelheim, Rob Halkes Van Spaendonck

1. The Netherlands - how to reach and access your customers most effectively Frank Dijs National Sales Manager Boehringer Ingelheim, The Netherlands Rob Halkes, consultant health care and pharma business …,From Sales Force effectiveness to Customer Excellence…

5. “ Downsizing Pfizer is setting the industry's agenda” After the heady mergers and acquisitions in the pharmaceuticals sector in the 1990s, the latest round of cost cutting announced this week by Pfizer shows bigger is not necessarily better. Stephan Danner, a partner at the firm stresses that, until recently, the growth in marketing employees was generating substantial new sales. "The general trend is towards smaller, higher-paid, more-qualified sales reps marketing speciality drugs "© Copyright The Financial Times Ltd 2007. Change is on the industries agenda (3)

6. Change is on the industries agenda (4) A report published by leading pension funds warns that fundamental change in the pharmaceutical industry is inevitable to meet society’s changing healthcare expectations. Sponsored by three major Dutch, USA, and UK pension funds – ABP (Netherlands)

10. Networks/DMU’s are developing into key influence on Rx ….. Pharma needs to know these Networks and what their influence is… The Dutch Health care system will evolve around (local) DMUs/networks