SFE09 e Brochure Hi Res CMYK

8th ANNUAL
SFE Europe 2010

Researched and
organised by
3 Day Conference // 27-29 April

EUROPE’S MUST ATTEND PHARMA EVENT Hotel Rey Juan Carlos // Barcelona
Contents
Welcome to the new digital version Video - Eric Rambeux, VP, Solvay
Summary & Sponsors
of the SFE Europe 2010 brochure. Welcome note & Speakers
You can navigate between Summit at a glance
pages by clicking on the Programme: Keynotes

Programme: Business Excellence
live links on this page. Programme: Training & Development
Programme: Sales Tools
Programme: Key Account Management
Chairman’s letter
Workshops
Media Partners & Who should attend
Register
Home 01 Video 02 Summary & Sponsors 03 Welcome note & Speakers 04 Summit at a glance 05 Programme: Keynotes 06 Programme: Business Excellence Register
Now
> 07 Programme: Training & Development 08 Programme: Sales Tools 09 Programme: KAM 10 Chairman’s letter 11 Workshops 12 Media Partners & Who should attend >
How can we cope with the change Pharma is facing?
Exactly the question posed to Eric Rambeaux VP Business Development – Solvay. What do you think?
Here’s what he had to say: We’re calling people to tweet back at us
on this question. This will form part of
a discussion taking place at the event.
Twitter.com/KateEversole
Eric will appear as a keynote on Day 1

of SFE Europe.
Click here for more info
Group Discounts
Take advantage of eyeforpharma’s unique
team discounts. Every third person in your
group comes for half price.
Contact the eyeforpharma team

on +44 (0) 20 7375 7575
or email register@eyeforpharma.com
Now
8th ANNUAL
SFE Europe 2010

Researched and
organised by
SAVE
500
Register before
December 11th 3 Day Conference // 27-29 April
The new selling environment: A ‘must’ for the sales force effectiveness community
How can change work for you? Frank Zarifian, SFE Manager, SFE 2009 attendee
Benchmark Your Strategies Against Our Expert Speakers

Jane Griffi ths Tyrone Edwards
International Vice President Senior Vice President
Johnson & Johnson Merck & Co (ret)
Eric Rambeaux Charlotte Sibley

Are you a Gadget Vice President Senior Vice President
How are your freak? Maybe Solvay Shire
Our keynote Accounts? not, but you will
track puts you Increased the still need to have Veronique Toully Gonzalo Rodríguez
directly in touch understanding a grasp of the
Vice President Head of Sales
with plans from of your customer new technology
VP and C-level with KAM and which supports UCB Novartis
executives. an ‘infl uence your goals. Now is a good
Don’t leave it
Starts here.
to HR: Make
network’ in our
KAM track.
Come to our
Sales Tools
time to look
outside the box.
Plus many more Turn to Page 3
sure the talent Navigate Our Exhibiton
track. Global and Speaker Dinner Global Sponsors Gold Sponsors
stays with you. organisational puts you in
change with a Sponsor
Achieve the touch with
right balance proven change plenty of extra
of out-sourced management, resources and
and in-house CSOs and market expert minds
training access. Head available to
for the Business you right now
Excellence track. Supporting Sponsors Coffee Break Sponsor Pen Sponsor
Insights from 15 of the top 20 pharma – with strong VP-level presence
Now
Adapt to a
customer-centric strategy World Class Speakers confirmed:
Jane Griffiths Armin Pearn Conny Marquardt
“It is not the strongest of the species that survives, nor the most IVP, Janssen Cilag Business Innovation Director, International Marketing Manager,
intelligent that survives. It is the one that is the most adaptable Tyrone Edwards
Pfizer Novo Nordisk
to change.” Charles Darwin Adjunct Professor, Business Rosa Urtubi Dr. Wolfgang Walter
Administration, Cheyney University Regional Business Director, Senior Director Sales Force,
After 6 months of research with senior-level executives into the current state of the industry Of Pennsylvania, Senior Vice Merck & Co Nycomed
President, Merck (ret.)
– the word ringing in our ears is ‘change.’ Due to buyer sophistication, and a maturing market, Carlos Martínez Paul Gardiner
the sales force is faced with a host of new challenges. Now is the time to evolve in line Charlotte Sibley Director Sales Excellence, Associate Partner,
with these changes. SVP, Shire Johnson & Johnson Executive Insight
Veronique Toully Tony Potter Simon Gineste

With this in mind we have put together our 8th meeting to regroup, discuss, and succeed in this VP, UCB Head of Sales, Solvay Field Force Effectiveness & CRM
challenging market. This year we have pulled together a particularly strong group of Keynote Head, Novartis Farmaceutica S.A.
Leandro Herrero Jean Paul Lemmens
speakers to offer strategic insights into the pharma landscape and a useful presentation on how CEO, The Chalfont Project Director Sales Development, Bart Vannieuwenhuyse
to cope with mergers and acquisitions. The specialist tracks over days 2 & 3 will give you focused Johnson & Johnson Exec Director of CRM,
Eric Rambeaux Janssen Cilag
learnings to put into practice as soon as you get back to the office. VP Strategy, Solvay Kevin Crowe
Head of Sales Effectiveness, Christian De Schrijver
This is your invitation to join the leading minds in sales on April 27-29 in Barcelona. A meeting Adrian Giles Merck Serono Director Business Alignment,
Programme Manager for South CRM CoE WW Commercial
which will draw key decision makers from pharma to discuss the new problems we face. Worcestershire Commissioning Nick Pope Pharmaceuticals IT, Janssen Cilag
Consortium. NHS Global Director of Learning
Last year’s event was an undisputed success, which is testament to an industry ready to change and Sales Force Training, Rajesh Gupta
for the better. With a growing community of attendees (73% returning from the previous year) Adam Knights Bausch & Lomb Former Global VP Merck now
Former Director of Sales C.E.O. NewLab Life Sciences Inc.
we hosted 600 delegates over the 3 days, making Force Effectiveness, Takeda Marina Baranoff
it the biggest SFE event to date. now Managing Director, 15 15 Head of Training Department Nazim Parvez
Healthcare Ltd Novartis Pharma LLC Training Advisor, sanofi-aventis
Best regards, Francesco Frattini Gonzalo Rodriguez Carmen Lavid
Business Development Director, Head of Sales, Novartis Communications Director,
Kate Eversole Claire Poole Roche Merck Sharp Dohme
Andreas Tsukada
VP Europe, eyeforpharma VP, eyeforpharma
(left) (right) Christoph Schmidt Associate Director Commercial More to follow...
PhD, Global Head of Effectiveness and Training, UCB
PS. Register early – you will SAVE €300 Commercial Excellence,
Actelion Pharmaceuticals Ltd
before Feb 26th
Now
Summit at a glance The event agenda is designed to be as flexible as possible – You will be able to move
freely from track to track in order to catch the most relevant presentations to you
Morning Afternoon Evening
Day One Keynotes

// Transform your business culture from being product focused to customer-facing
Practical Workshops
Run by the leading minds
Networking Party
and VIP dinner
// Assess your company’s reputation and image through the eyes of your customers, payers and patients in pharma (by invitation only)
// Does the new commercial sales model mean greater innovation?
Day Two Business Excellence

// Making partnerships work in this new era of healthcare
Practical Workshops
To secure your space and check
Networking Party
and delegate dinner
out the latest updates go to (by invitation only)
Training and Development www.eyeforpharma.com/sales
// Explore how trends in business trans-formation are effecting the role of a trainer
Sales Tools
// Use CRM to improve customer interactions and create brand advocates
yeforpharma events
e
never fail to deliver.
KAM
// Define KAM and understand what it can do for your business
Ian Talmage, Senior Vice President,
Bayer Healthcare
Day Three Business Excellence

// Understand the role and challenges for today’s Sales Rep
Training and Development
// Outsourcing vs. in house training – how do you get the right balance?
Sales Tools
// Leverage digital sales aids to improve your sales materials and maximise results
KAM
// How do you incentivise KAM programs?
Now
DAY 1 // 27th APRIL
Keynote Day
KEYNOTE SPEAKER KEYNOTE SPEAKER KEYNOTE SPEAKER

Tyrone Edwards
Jane Griffiths Charlotte Sibley Adjunct Professor, Business Administration, Cheyney
IVP, Janssen Cilag Senior Vice President, Shire University Of Pennsylvania, Senior Vice President, Merck (ret.)
9.30 AM ew customers, new influencers and

N 10.15 AM B
uilding a World-Class 11.45 AM ales Productivity in Today’s
S
new regulations: How do you change Global Analytics Group Pharmaceutical Market
your activities to engage customers? ‣ nderstand how to avoid common mistakes
U ‣ edesign the optimal sales process
R
‣ ear how to transform your business culture from
H in ‘globalisation’ and communicate best practices for increased capacity
to overcome hurdles and obstacles in various
‣
being product focused to customer-facing to deliver nsure that front-line sales staff is truly engaging
E
not just products but added value services to new cultural settings
the customer during sales interactions
‣
and existing stakeholders and customers I n challenging times, learn how to unite people
‣ ustain a coaching culture that empowers
S
‣ nderstand how to assess your company’s reputation
U across countries to achieve shared goals
managers to drive sales force productivity
‣
and image through the eyes of your customers, urning data jockeys into sought-after business
T
payers and patients partners: How to communicate complex
‣ oes the new commercial model mean greater
D analytical results effectively
innovation in pharma marketing and sales?
KEYNOTE SPEAKER KEYNOTE SPEAKER KEYNOTE SPEAKER
Leandro Herrero Veronique Toully Eric Rambeaux

CEO, The Chalfont Project Vice President, UCB Vice President Strategy, Solvay
12.30 PM ‘ Viral Change™ Inside’ as overriding 2.15 PM ow to position the 3Ps –

H 3.00 PM P
harma strategic challenges:
core competence: Why speed of business Patients, Payers and Providers now, I know...
transformation in the era of permanent ‣ Providers – at the front end of the company strategy ‣ eview the strategic challenges that the
R
instability is not negotiable pharma industry is confronted with
‣ ear how to Involve Payers early in the Development
H
‣ an pharma afford evolutionary transformation?
C making process ‣ ook at some solutions that are today considered
L
Being a Pharma me-too company has nothing to cope with them
to do with the portfolio. ‣ ocial media programmes bring Patients
S
at the heart of UCB ‣ iscuss the solutions and try to look
D
‣ our urgent business transformations: customer
F at them differently
competence, agility, reputation and ‘us-as-a-brand’ ‣ ain a deeper understanding of Patient-Provider
G
dialogue using ethnographic research
‣ nmemorable customer relationships and memorable
U
brands: when pharma succeeds despite itself.
Now
DAY 2&3 // 28&29 APRIL
Track 1 Business Excellence
S
leeping With the Enemy? Why holistic Bees2B: Learn from one of nature’s Which commercial model will give
approaches beat product placement every time most successful business models how you the competitive advantage?
‣ C ase study examples of how to work with the NHS to become a first class service provider ‣ efining the key elements to the model. Which hard
D
to improve patient outcomes
‣ Find out the 4 things every service business must get right
and soft metrics can you measure?
‣ The Honest Broker approach to industry and NHS working
‣
‣ ee how honey bees and human service companies
S ow to create an integrated system which is able
H
‣ ow multi agency, holistic approaches to health
H
embrace innovation for value creation to blend marketing, sales and R&D seamlessly
care challenges make positive changes for patients
‣ nderstand why employees should come first
U ‣ hat can you take from secondary care and
W
drian Giles Programme Manager for South
A
and customers second implement today.
Worcestershire Commissioning Consortium. NHS
Rosa Urtubi Regional Business Director, Merck & Co
dam Knights Former Director of Sales Force
A ‣ earn from honey bees to leverage the power
L
Effectiveness, Takeda now Managing Director, of bottom-up decision making
15 15 Healthcare Ltd Armin Pearn Business Innovation Director, Pfizer H
ow to lead fundamental Field
Force Effectiveness change in your
Outsourcing as strategic alternative Leverage patient referral insights organisation: An integrated approach
to our own head count to increase sales whilst improving ‣ ind out how important it is to have a change integration
F
health outcomes process in your sales force effectiveness efforts
‣ he Roche experience of outsourcing sales teams
T
for the long-term
‣ ear how Actelion is accelerating the diagnosis
H ‣ eview a change management approach that can
R
‣ he impact on our sales results and management
T of patients, their referral to key treatment centres be used to lead, manage and navigate through
organisational changes
time, the lessons we have learned and expertise gained
‣ earn how high precision targeting forms the basis
L
‣ ow a different type of control can drive quality and results
H for designing the networks to optimise awareness ‣ ssess sales force performance and create an evolving
A
improvement creation and referrals learning culture
‣ Create value for stakeholders – the feedback from prescribers
‣ nderstand how customer network insights drive
U
arlos Martínez Director Sales Excellence,
C
Francesco Frattini Business Development Director, Roche Johnson & Johnson
the development of innovative new services
‣ ee how this networked approach to market impacts

S
What are the right KPIs for the future?
Striving for Business Excellence – How the day-to-day lives of the sales force
working with a CSO can make a difference Paul Gardiner Associate Partner, ‣ earn about innovations in geographic customisation
L
Executive Insight – Strategy Consultants and tailoring – how to track, and diagnose trends to
‣ Risk Mitigation and the concept of Differential Resourcing enhance market response to your promotions
‣ How to maximise the impact of working with CSOs?
‣ veryone is talking about Sales Force Automation but
E
‣ CSO - A tactical or a strategic choice? how do we measure the direction, quality and quantity?
Christoph Schmidt PhD, Global Head of Commercial Tony Potter Head of Sales, Solvay
Excellence, Actelion Pharmaceuticals Ltd
Now
DAY 2&3 // 28&29 APRIL
Track 2 Training and Development
D
evelop high performing sales
Deals with the most critical
and marketing teams in this
changing market business challenges – it fuels
‣ Are you running a tight program of training events with future orientations.
appropriate follow-up and constant interaction?
Paul Kusters, Director SFE & Training, UCB
‣ Understand how to implement a coaching culture
to enhance your people’s negotiation skills, selling
technique and product knowledge and how to perpetuate T
he growing importance of First Line
this with continual reinforcement
Managers: How to get it right
‣ Understand why evaluating the return on investment
from training is more critical now than ever before ‣ Examine effective techniques that will continue
training in to management to improve your sales
K evin Crowe Head of Sales Effectiveness, force from the top down
Merck Serono
‣ Understand the new profile of the effective sales
rep to find out key requirements for the FLM
T
he trainer is dead. ‣ Understand how to create “autonomy” at FLM level and
Long live the change specialist. question if increased accountability increases efficiency
‣ Explore how trends in business transformation G onzalo Rodriguez Head of Sales, Novartis
are effecting the role of a trainer
‣ Discover why training interventions without any H

ow Incentives Schemes will deliver Can coaching create behaviour change?
organisational alignment are likely to fail
faster and more effective results ‣ Evaluate reps competencies and skills – and
‣ Understand how the training department can discover what you need to do to improve them?
become central to the role of change agent ‣ Proven techniques for selecting the most effective
incentives to encourage growth of the company ‣ See how coaching can ensure “learning transfer”
‣ Learn a simple change management checklist not just the individual brand of a drug for your training programs
to support training interventions
‣ Find out how to build an appropriate incentive ‣ Analyse coaching tools to provide behavioural guidance
N
ick Pope Global Director of Learning and Sales compensation system that includes long term to the sales rep. How do they aid your measurement?
Force Training, Bausch & Lomb objectives for your company
A ndreas Tsukada Associate Director Commercial
‣ What are the right incentivise KAM? Can you Effectiveness and Training, UCB
incentivise call quality and strength of relationships
Follow me on Twitter: M
arina Baranoff Head of Training Department,
Twitter.com/KateEversole Novartis Pharma LLC
Now
DAY 2&3 // 28&29 APRIL
Track 3 Tools and Technology
PA N E L S E SS I O N On the hunt for customer centricity

M
ove to a real CRM culture ‣ From product to customer centric: Marketing and Still the best event in SFE.
Sales strategies to address customer needs
to achieve differentiation Fonny Schenk, MD, Across Health
in a changing market environment
‣ Move to a customer approach based on real customers
needs and not what we think their needs are ‣ Create the right multi-channel marketing mix to
foster performance in different customer segments Excellent platform for debating
‣ Develop a support tool for a multi commercial
players approach ‣ Learn how multi-channel activities could be synchronised the issues & opportunities.
throughout your sales and marketing teams to improve
‣ First moves to a multi-channel CRM to provide implementation Account Management Lead, AstraZeneca
practitioners flexibility of commercial interactions
while maximising efficiency
D r. Wolfgang Walter Senior Director Sales Force,
Nycomed
C onny Marquardt International Marketing Manager, Very informative and
Novo Nordisk
H
ow does eMarketing fit in to the sales well-organized.
D r. Wolfgang Walter Senior Director Sales Force,
Nycomed mix? Has e-selling become a reality? Alexey Cherchago, Global SFE Manager, Grunenthal
‣ Hear how to get buy in from above to produce
your e-selling programmes
U
se CRM to improve customer T
ake advantage of Data, Segmentation
interactions and create brand advocates ‣ Learn how to incorporate emarketing in to your sales
strategy to get the most out of this essential channel and Targeting and understand why
– a Novartis case study it is crucial in the current climate
‣ How do you structure the change to move towards
‣ Share results of Micromarketing process after this new selling strategy? of a decreasing sales force and
two years of implementation
S enior level pharma speaker TBC changing regulation
‣ Discuss key learnings of implementation
‣ How can behavioral segmentation help in measuring
‣ Hear new ideas for further regionalisation the effectiveness and efficiency of the sales force
and personalisation of services
S imon Gineste Field Force Effectiveness ‣ How do you produce behavioural segmentation
based around customer attributes?
& CRM Head, Novartis Farmaceutica S.A.
‣ Move to a customer approach based on real customers
needs and not what we think their needs are
‣ How can behaviour segmentation be used in the field?

Follow me on Twitter: J ean Paul Lemmens Director Sales Development,
Twitter.com/KateEversole Johnson & Johnson
Now
DAY 2&3 // 28&29 APRIL
Track 4 Key Account Management / Specialist Care Selling
D
efine KAM and understand F
inding the right model to successfully L
earn how to articulate your corporate
what it can do for your business train your Key Account Managers value proposition to a wider audience
‣ nderstand KAM methodology and identify how
U ‣ ind out how to identify the skills and competencies
F than ever before
different models can work for different businesses you need for your KAM strategy
‣ Analyse your propositions benefits: gain and loss
‣ H
ear examples of successful KAM models in other ‣ D evelop the right assessment criteria and plan to ‣ nderstand how to prioritise the benefits based
U
industry’s and how they can be applied to pharma find people who have business acumen, will take on your audience’s interest
responsibility for the account and are orientated
‣ Discover how to assess what kind of KAM model
around the customer ‣ ather evidence showing that the high priority
G
you need, including approaches and methodology benefits are real and decide what makes your
and what kind of results you can expect ‣ Can you up-skill reps? Or do you need a new type value proposition unique
Bart Vannieuwenhuyse Exec Dir of CRM, of rep completely?
Carmen Lavid Communications Director,
Janssen Cilag Nazim Parvez Training Advisor, sanofi-aventis Merck Sharp Dohme
Christian De Schrijver Director Business Alignment,
CRM CoE WW Commercial Pharmaceuticals IT, S
elling to changing stakeholders –
Janssen Cilag I mprove Market Access with better
nurses, pharmacists, payers, strategies around pricing, health
patients, KOLs economics and outcomes
I nfluence Networks: Understand
what your customer wants ‣ Who are the new stakeholders?
‣ nsure your stakeholders understand the clinical
E
‣ nderstand how industry approaches have changed
U and economic value of your brand by producing
‣ I dentify who your customers are and what their
and why clinical studies earlier than ever before
influences are – find out how to create a network
of influences for your customers ‣ nderstand if the “Think global-act local” tactic is still
U ‣ earn how to produce a cost-benefit method to your
L
viable? Can the sales force rise to the challenge? pricing strategy and understand why this is essential
‣ ow can you identify your key accounts? Learn
H with today’s regulators
how to target your approach accordingly Rajesh Gupta Former Global VP Merck,
now CEO NewLab Life Sciences Inc. ‣ ffer reimbursement solutions with correct pricing,
O
‣ iscuss how to control and manage the influence
D cost containment and well-thought arguments –
of hospitals in a community. What does the trend and help your customers get internal buy-in
towards hospital consolidation mean for your company?
Leading Pharma speaker TBC
Tyrone Edwards Adjunct Professor, Business Deals with the most critical
Administration, Cheyney University Of Pennsylvania,
Senior Vice President, Merck (ret.) business challenges – it fuels
Rajesh Gupta Former Global VP Merck,
now CEO NewLab Life Sciences Inc. future orientations. Follow me on Twitter:
Paul Kusters, Director SFE & Training, UCB Twitter.com/KateEversole
Now
Follow me on Twitter:
A note from Twitter.com/KateEversole
our Chairman:
The only meeting you need Here’s what some of your peers
have said about the event:
1 / The Speakers
VP driven insights in addition to a host of expert speakers. Everybody should attend this conference
Dear Colleague You will profit from their vision and take away powerful new Ioana Grasu, National Sales Manager,
strategies and solutions to give fresh impetus to the way you Bayer Schering Pharma
tackle the challenges you face.
I’m Mike Song and I’m one of the chairmen for SFE Europe. I feel more ready for tomorrow
2 / The Networking Kostas Hamhougias, Regional Sales Manager,
Let me say just a few words to you about why I am involved. During the 20+ hours of dedicated networking, you’ll rub Mylan
shoulders with the sharpest minds in sales & marketing; beware
The subject of sales force effectiveness is more topical than Good information, good opportunity
sparks will fly! No other event can provide you with 3 days of
ever and I trust that, in these times of particular difficulty where business focused networking with some of the most influential to network and confirm our
people in your field current direction
our budgets are constantly strained, this great line up of experts Neil Hardy, SFE Project Manager,
will deliver many insightful and profitable ideas to you. 3 / The Topics Boehringer Ingelheim
We have thoroughly researched this area in a bid to uncover
I invite you to come and listen to literally hundreds of years of the hottest topics specific to people in your position. Senior sales
sales experience over 3 days, and to meet people like you – executives from all top 20 pharma including AstraZeneca, Pfizer,
those on the cutting-edge of the industry. and Proctor & Gamble were consulted to ensure you hear
the topics that are the most important to you. If you have any
As a matter of course, eyeforpharma has ensured the right additional suggestions for the agenda we can hold a roundtable
on the subject.
mix of interactivity, roundtables, workshops and networking to
Email cpoole@eyeforpharma.com for more info.
enhance your learning and development experience.
4 / The Case Studies
I look forward to this unrivalled learning experience where I am Learn through a proven formulary of sales and marketing
sure I will be challenged by new thinkers and inspired by those examples, with take away best practice techniques. No other
with an impressive track record! event can deliver such knowledgeable insights and answers
to key challenges you face. Staying in Barcelona?
Best,
5 / The Size You’re welcome to take advantage of the special
With over 700 delegates this is the largest Pharmaceutical rates we have negotiated with Hotel Rey Juan
Mike
Sales Conference in the world. Everyone from your colleagues, Carlos for the full length of your extended stay.
Author of ‘The Hamster Revolution’ – Bestseller competitors and clients will be there – this makes SFE Europe
a hub of information you simply can’t get anywhere else. Email us on info@eyforpharma.com
CEO Cohesive Knowledge Solutions for more info on this.
Now
Follow me on Twitter:
Twitter.com/KateEversole
Business Opportunities
For Solution Providers Get your question answered
> We are dedicated to providing a forum where > This event will help build new prospects and
at an Interactive Workshop
our attendees can learn about the most strengthen current business relationships.
advanced and tailored solutions available on
the market. > If you want to meet with senior decision makers We have created a personal atmosphere for you to discuss your
from pharmaceutical and biotech companies in latest challenges and hear case studies that you can take home
> There are a limited number of spaces available Europe, you can do one of the following:
for companies with an innovative solution in the
and apply to your current sales strategies:
areas of Key Account Management, Training & Register for a solution provider pass
Development, CRM, and Business Excellence. Contact Nina on +44 (0) 20 7375 7521 Choose from:
2009: A Sales Force Odyssey? Analyse the impact of the
The best opportunity to spend time with existing suppliers changing commercial model as seen by your customers, and find out:
and look for new ones // Which Pharma companies lead the annual ‘customer retention league’
Mark Woodcock, SFE Manager, Bayer // Where is the new commercial model having the most effect
// How your customers really want to be sold to
// Where the sales force channel fits in terms of value versus other communication channels
20+ Hours Catch ‘every’ Mark Sales Head of Global Stakeholder Management, KantarHealth
of Networking presentation...
Meeting key figures from within the industry in It can be difficult to catch every presentation. We
There will be a total of 12 Workshops this year,
person can be an invaluable experience. Over half
of our 2009 delegates stated their main reason for
will video every presentation so you don’t have to
miss a thing. Simply purchase a Platinum or Gold
with content being finely tuned.
attending was ‘to network’. This agenda is designed Pass when you register. You’ll be given access to the
to maximise networking time, with the highlight online video within 10 days of the event. The details will be made available at www.eyeforpharma.com/sales
including a networking party on the close of Day One Register now.
– April 27th. Over 20 hours of applied discussion time
will take place over the 3 days. You’ll also have the
chance to arrange meetings with other attendees
before the event.
Now
8th ANNUAL
SFE Europe 2010

Researched and
organised by
SAVE
500
Register before
December 11th 3 Day Conference // 27-29 April
Meet 600 thought leaders:

Breakdown of last year’s attendees
Not just for SFE directors... it’s relevant
for managers and directors from: 5 EASY WAYS TO REGISTER
CALL +44 (0) 20 7375 7575
Marketing Hospital Team
IT Business Unit
FAX +44 (0) 20 7375 7576
SFE Managers / Sales Managers
Marketing Managers Training & KAM EMAIL register@eyeforpharma.com
Product & Brand Managers Development Commercial Excellence MAIL 7-9 Fashion Street,
Heads of Sales / Sales Market Access HR Director London, E1 6PX
Directors / Customer Market Research Country Managers ONLINE www.eyeforpharma.com
Directors, Training Directors CRM /sales
IT Directors, CRM Managers,
eBusiness Directors /
Business Intelligence Very valuable – presentations showed what
I will be doing in 5 years
CEOs, Managing Directors Nick Pope, Global Director of Learning and Sales Force Training,
& General Managers Bausch & Lomb
Commercial & Marketing Official Media Media Partners

Directors Partner
PM 36O
THE FULL SPECTRUM OF PRODUCT MANAGEMENT
Highlights 650 Senior Executives 20 Hours Networking

for 2010: 50 Thought Leading Speakers Exclusive KAM webinar
Now

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8th ANNUAL

SFE Europe 2010

3 Day Conference // 27-29 April

pages by clicking on the Programme: Keynotes

Eric will appear as a keynote on Day 1

Contact the eyeforpharma team

SFE Europe 2010

Benchmark Your Strategies Against Our Expert Speakers

Eric Rambeaux Charlotte Sibley

Insights from 15 of the top 20 pharma – with strong VP-level presence

Veronique Toully Tony Potter Simon Gineste

Morning Afternoon Evening

Day One Keynotes

Day Two Business Excellence

Day Three Business Excellence

KEYNOTE SPEAKER KEYNOTE SPEAKER KEYNOTE SPEAKER

9.30 AM  ew customers, new influencers and

KEYNOTE SPEAKER KEYNOTE SPEAKER KEYNOTE SPEAKER

Leandro Herrero Veronique Toully Eric Rambeaux

12.30 PM ‘ Viral Change™ Inside’ as overriding 2.15 PM  ow to position the 3Ps –

‣  ee how this networked approach to market impacts

‣ Discover why training interventions without any H

PA N E L S E SS I O N On the hunt for customer centricity

‣ How can behaviour segmentation be used in the field?

SFE Europe 2010

Meet 600 thought leaders:

Commercial & Marketing Official Media Media Partners

Highlights 650 Senior Executives 20 Hours Networking

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9.30 AM ew customers, new influencers and

12.30 PM ‘ Viral Change™ Inside’ as overriding 2.15 PM ow to position the 3Ps –

‣ ee how this networked approach to market impacts

‣ Discover why training interventions without any H

PA N E L S E SS I O N On the hunt for customer centricity

‣ How can behaviour segmentation be used in the field?