Indian pharma industry is studded with insightful marketers. I am fortunate to have the chance to learn from many of them during my thirty years of association with pharma industry. There is one more thing which I have learned. No marketer is and can ever be perfect. All of us have one or the other…
Unable to think beyond the VA? Common complaint against pharma marketers is that since decades they are not able to think beyond the Visual Aid Folder. Though laptops made few inroads here and there, but due to its prohibitive cost and low battery life coupled with long booting time, it could not replace VAs as the mainstream…
Do you maintain a To-do list? My guess is that you do, particularly if you are struggling to achieve too many things in a given day. But you are not alone. We all are brought up in the ‘to do’ culture. While the ‘to do’ list has some role in organizing our life, the problem starts when…
In my previous blog post “Trying to build a big brand? Do you own THE right word?” I explained why “owning” a right word is the most important step in determining success of your brand. In this blog post I will explain what makes the word you choose the ‘right’ word. How to arrive at…
Journey of a thousand miles begins with one step – Chinese proverb Even the process of building a big brand is not different. Journey of building a big brand begins with one word – Shall I write my name here or not? Have you ever noticed, many big and successful brands are so strongly…
A newly married man had to go outstation on a week tour due to some professional exigencies. During his absence his wife had to stay with his doctor friend. Before leaving, the husband handed over seven apples to his wife, with an advice: “An apple a day keeps the doctor away”. As a pharma sales…
Competing against big brands? Let’s accept it. Competition among diverse competing brands is never a battle among equals because different brands are of different sizes. And size matters. The big ones have better perception, better pen habit, better availability and most importantly bigger promo budget. Hence, the deck is heavily stacked against the smaller ones….
Consistently achieving business objectives without month-end sales closing pressure is the dream of perhaps every pharma sales and marketing personnel. I mentioned this in my previous blog post What Every Pharma Marketer Dreams Of and How To Make It Come True – Part 1. I also stated that it’s only through brand building process one…
Imagine a scenario wherein after putting in month of efforts in field, the representative goes to the stockiest, prepares stock & sales statement, multiplies it with the formula and voila! He is on 125% of his sales target! Imagine the same phenomena happening not only month after month but also year after year. Now imagine…
No, I am neither referring to a doctor’s trip to Greece nor sponsoring him a holiday in Goa along with his family. Neither am I referring to an evening get together. What I am referring to is just a five minutes refreshing break. The five minutes break that a doctor will really enjoy when he…