Competitive Analysis and Market Research Capabilities

2013

PharmaForce International Inc. Insightful Intelligence with a Global Reach Corporate Headquarters 2645 Perkiomen Avenue Reading, PA 19606 (610) 370-5640 Fax (610) 370-5641 www.pharmaforce.biz

COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

About PharmaForce International

Global leaders in identifying everything and anything that pharmaceutical and biotech companies want to know about the operations of their competitors

Specialists in competitive intelligence for the pharmaceutical, biotech and medical device industries

Competitive Monitoring Syndicated Studies Proprietary Projects

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

About PharmaForce International (contd)

Multi-lingual staff with direct experience in the pharmaceutical industry and business intelligence
Hundreds of years of combined industry experience as Sales Representatives, District Managers, Product Managers, Medical Information Specialists, Market Research Directors, Clinical Trial Coordinators, Business Analysts, Medical Liaisons and Country Business Unit Directors

Primary research capabilities, including the following languages:

- Arabic - Chinese - Croatian - Dutch - English - French - German - Hindi - Italian - Japanese - Mandarin - Portuguese - Russian - Serbian - Slovenian - Spanish
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Examples of Countries Where PharmaForce Conducts Research

Algeria Argentina Australia Austria Belgium Brazil Canada China Colombia Denmark Egypt Finland France
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Germany Greece Hong Kong Korea India Ireland Italy Japan Luxembourg Mexico Morocco Netherlands Norway

Poland Portugal Russia Saudi Arabia South Africa Spain Sweden Switzerland Thailand Turkey United Kingdom United States Venezuela
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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Selection of PharmaForce Internationals Clients

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

PharmaForces 360 Program

PharmaForce specializes in providing clients with a 360 perspective on the marketplace for their drugs Benchmarking capabilities include:
- Sales force deployment - Detailing intensity analysis (DIA) - Compensation plans - Role of Medical Liaisons - Target audience focus - Marketing expenditures for key drugs - Key Account management personnel - Training programs

- Product portfolio management, including FTEs by product - Medical Affairs structures and organizational approaches - Sales and Marketing structures and organizational approaches

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

PharmaForces 360 Program (contd)

Customer perception surveys
- KOL assessment

Business research capabilities

- Sales force effectiveness

- High prescriber perception analysis

- Target physician audience profiling

- Convention analysis and monitoring

- Pipeline assessments

Pick and choose from the capabilities menu or receive tremendous cost savings by packaging a full suite of service
Our competitive intelligence capabilities track strategic planning through brand/ market assessments as well as therapeutic area outlooks

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Research Techniques
Unique combination of field research methodologies can be utilized in any therapeutic area(s)
Unstructured peer interviews conducted by professional staff Questionnaire web-based surveys Highly detailed benchmarking questionnaires Expert panels

Through these survey techniques, PharmaForce has the ability to rapidly develop product and commercial strategy perceptions from key customer constituencies, such as:
KOLs Physicians High prescribers

Copyright 2013 by PharmaForce International R E A D I N G, P A

COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Field-Tested Primary Source Research Approach

More than 90% of the information for any project is derived from one-on-one

interviews with individuals in the industry Includes current and former employees of target organizations

Interviewers draw a common bond with interview targets and engage in peer-to-

peer discussions about topics of common interest Supplemented with searches of all relevant electronic and printed databases, including PharmaForces proprietary databases developed over the past two decades

Database of qualified contacts in the pharmaceutical industry exceeds 50,000 worldwide

Includes personnel in almost every sales and marketing function from sales representatives to senior management

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Field-Tested Primary Source Research Approach (contd)

Typically, 25% of interviewees participate willingly, while another 25% refuse to participate
Strong interviewing skills come into play with the middle 50% as key partial pieces of data are culled from their limited responses Ability to trade data on previously researched companies dramatically increases level of cooperation

Triangulation of data from contacts who are customers, suppliers and company employees results in multiple confirmations of findings from all perspectives

One-on-one discussions with multiple knowledgeable sources result in verification of data Previous research experience on the topics allows for the widest possible knowledge base of the target deliverables and key resources

All employees participate in an ongoing training program to improve interviewing

techniques and identify the latest trends in the industry Member of PBIRG and EphMRA
Copyright 2013 by PharmaForce International R E A D I N G, P A

COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Interviewing Methodology
Target company Competitors Former employees Clinical trial investigators Formulary managers Advertising agencies Physicians, thought leaders, hospitals and other medical personnel

Advocacy and cooperative groups, convention personnel, CME development firms, etc.

Existing database

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Competitive Advantages of Using PharmaForce

Key competitive advantages of utilizing PharmaForce for your competitive

analysis and market research needs include:

Pharma industryexperienced staff who are veterans of hundreds of projects in the pharmaceutical and biotech industries Established relationships with over 50,000 industry personnel to gain crucial insights on your key competitors

Customized reports available to target any company, country, therapy area and brand of interest!

One-on-one interviewing with KOLs, physicians and patients to obtain the full perspective on your therapeutic area

360 view into internal structures, market spending, insights, benchmarks and best practices of industry leaders worldwide
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Copyright 2013 by PharmaForce International R E A D I N G, P A

COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Why Companies Use PharmaForces Studies

Maximize the success of product launches through key messaging

Increase sales force effectiveness

Overall, PharmaForces studies provide more information to better deploy resources

Restructure/expand/add sales forces or other departments

Satisfy the needs of key customer constituencies

Allocate marketing

resources

Understand aspects of lifecycle management and product position

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Client Testimonials
Your oncology sales force and marketing expenditure benchmarking is the gold standard

in the industry. Our company has purchased the study for 6 consecutive years and could not determine our marketing budgets or sales force POAs without it
Global Market Research Director, Top 5 Pharma Company
PharmaForces competitive intelligence data is by far the most accurate data that we

have ever used. Senior management love it. We would not use any other competitive intelligence firm
Market Intelligence Director, Billion Dollar Specialty Pharma Company
Once we used PharmaForces benchmarking data in one therapeutic area, I immediately

knew that we had to use it in every other therapeutic area in our company
Director, Global Market Analytics, Top 10 Pharma Company
PharmaForce works within this companys budget constraints to provide partial data

from multiple syndicated studies

Up-and-coming biotech company launching its first drug

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COMPETITIVE ANALYSIS AND MARKET RESEARCH CAPABILITIES

Examples of Types of Studies Conducted by PharmaForce

Assisting an Emerging Biotech Assess the Competitive Landscape for the First Time and

Develop Recommendations for Establishing a Commercial Presence in 6 Different Countries Worldwide Benchmarking of Marketing Expenditures by Product or Franchise Analysis of Drug Launch Plans Assessment of Potential Biotech Partnership/Acquisition Opportunities Competitive Assessment of Patient Marketing Programs and Materials Analysis of Medical Services Departments Globally

Health Economics Outcomes Research (HEOR) Strategies

Benchmarking of the Managed Care Function at Leading Pharma Companies Assessment of KOL Opinions on Best Practices in Advisory Board Sessions Competitive Monitoring of the U.S. Vaccines Market Analysis of Clinical Trial and Phase IV Strategies for Select Products Analysis of Sampling Programs and Detailing Messages Benchmarking of the Medical Affairs Function Supporting Leading Products Benchmarking of Speakers Bureaus and Advisory Board Management Competitive Benchmarking of Leading Pharmaceutical Companies Strategies for Targeting the

Hospital/IDN Market Customer

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OVERALL ASSESSMENT

List of Syndicated Studies

PharmaForce International Global Deployment Analyzer: a powerful web-based program

that allow clients to access up-to-date information on leading pharmaceutical sales forces around the globe at www.deploymentanalyzer.com

60 leading companies sales forces in the United States 25 leading companies sales forces in 10 countries in Europe 25 leading companies sales forces in Japan 12 leading companies sales forces in Argentina, Brazil and Mexico 13 leading companies sales forces in India

Competitive Benchmarking of Leading Oncology Sales and Marketing Organizations,

providing worldwide perspective on sales and marketing operations of leading oncology competitors around the globe

14 leading companies in 5 countries in Europe 21 leading companies in the United States 11 leading companies in Japan 10 leading companies in 4 countries in Latin America
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Copyright 2013 by PharmaForce International R E A D I N G, P A

OVERALL ASSESSMENT

List of Syndicated Studies (contd)

Competitive Benchmarking of Leading Multiple Sclerosis Sales and Marketing

Organizations, covering commercial operations of each leading franchise that competes in this dynamic specialty market
5 leading companies in 5 countries in Europe 5 leading companies in the United States

Competitive Benchmarking of Leading Hepatitis Sales and Marketing Organizations in the

United States, Europe and Japan

Competitive Benchmarking of Leading Anti-TNF/Immunology Sales and Marketing

Organizations: Key Expenditures and Organizational Approaches in the United States

Competitive Benchmarking of Leading Pharmaceutical Companies Strategies for

Leveraging the Medical Liaison Function in the United States and Europe

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OVERALL ASSESSMENT

List of Syndicated Studies (contd)

Managed Markets Structures and Strategies: Leading Companies Approaches Integrated Delivery Networks (IDNs): Analysis of Leading Pharmaceutical Companies Competitive Benchmarking of Leading Pharmaceutical Companies Strategies for

Leveraging Health Economics Outcomes Research (HEOR) Capabilities

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THANK YOU

Contact Me

For more information about PharmaForce International and our Global Sales Force Deployment Analyzer database, please contact Allison Becker or Marija Jukic at: 1-610-370-5640 or abecker@pharmaforce.biz mjukic@pharmaforce.biz

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Copyright 2013 by PharmaForce International R E A D I N G, P A