As a procurement professional in the Life Science industry, you help your organization improve management and visibility of marketing spends such as media services and printing. However, purchasing of clinical reprints is one marketing spend that often flies under the procurement radar. Reprints costs often reach tens of millions of dollars each year. The potential risk with reprints can far exceed their cost. Additionally, this spend may increase with sales force adoption of new technologies such as the iPad. By attending this webinar, you will receive practical steps for sizing up the fragmented reprints spend within your organization. You’ll take away an understanding of the total cost of ownership: Cost structure Additional fees Group purchasing Training Reprints are vital to a wide spectrum of your organization. Review this presentation to understand the reprints spend and to see an efficient effort to reach annual performance goals.

1. Determine Minimize
Total Cost of Risk of Reprints
Ownership Spend
18 October 2011

2. Poll Question #1
What is your level of
familiarity with reprints
spending today?
 Very familiar
 Somewhat familiar
 Not at all familiar

3. Reprints
=
science
in article
form

4. Supporting:
 Value-added HCP interactions
 Quality patient care
 Increased Rx/device sales

5. Representing  Creative services
millions spread
across common  Media buying
marketing  Meetings & events
spend
categories  Printing
 Advertising
 Promotion
 Campaign spend

6. With key drivers expected
to increase spending

7. Poll Question #2
Has your company deployed
iPads to sales team that
engage with HCPs?
 Yes
 No
 Not yet, but planning to do so
 Not sure
 Not applicable – we don’t engage HCPs
directly

8. Drivers
such as
laws &
regulatory
guidance
that limit
gifting

9. Understanding The Supply Chain
The flow of reprints
Aggregators
• eDevelopment
• Ease of access
• Order aggregation
Publishers
• Own content
Pharma & Device
IP
Companies
• Determine • Buy reprints to
price boost sales
• Control usage
rights
Ad Agencies:
• Buy reprints on
clients’ behalf for
campaigns

10. Consulting the supply market
When to engage vendors pre
RFP
High
2. Growth Market 3. Mature Market
Some benefits in engaging vendors pre RFP Limited benefits in engaging vendors pre
RFP
Growth in Demand
Reprints
1. Early Adoption Market 4. Commodity Market
Significant benefits from engaging vendors pre Very limited or no benefit in engaging
RFP vendors pre RFP
eReprints
Uncertainty about what the
market can supply and what
Low the optimal solution is
Low High
Number of providers

11. The Reprints TCO Framework
Simple %
Aggregation & mark‐up,
combined order single
processing for double‐ manufacturer
digit cost savings market
Cost reduction
through local
printing, faster
Can be eliminated turnaround, &
digital readiness
via faster service &
turnaround

12. Spending without & with aggregation
Non-Optimized:
Up to 50%
total savings
Optimized: Group $ Savings

13. Poll Question #3
Does your company single
source reprints today?
 Yes
 No
 Not sure
 Not applicable (eg not a buyer)

14. 5 Tips
 Engage the right stakeholders
 Establish the baseline
 Specify outcomes not processes
 Focus on TCO & value not price
 Consult the supply market

15. Bonus Tip:
Avoid Common Pitfalls
 Users don’t always prefer YANTS
(yet another new technology solution)
 Reprint quotes can be manipulated
 Don’t forget multiples: article collections
 Copyright reputations aren’t all equal
 Electronic & iDeployment
capabilities are critical

16. Q&A

17. Thank you.