Upcoming Event: China Pharmaceutical Distributor Channel Strategy and Management Conference
8/2/2009
Event: China Pharmaceutical Distributor Channel Strategy and Management Conference
Organizer: ZS Associates
Dates in Shanghai:
August 26 Distributor Channel Strategy
August 27-28 Distributor Channel Management
Dates in Beijing:
August 31 - Distributor Channel Strategy
September 1-2 - Distributor Channel Management
Venue: TBD
Contact: Ms. Wenny Gu, ZS Associates
Tel: (021)2322-8227
Email:
wenny.gu@zsassociates.com Brochure download:
ZS-PDC-09-Brochure.pdfPharmaceutical distributor channels are becoming more important to the successful execution of business and growth strategies in China. Competition demands higher performance levels from distributor channels in serving healthcare providers. Distributors have been playing critical roles in gaining accesses to hospitals through product listing and hospital bidding. They are expected to do more at hospitals not covered by the manufacturers’ sales force. New distributor channel structures may be needed for rural markets and community hospitals because the cost-to-serve is very different than at top-tier cities. Competition from generics is growing and the need to launch new products quickly is also increasing.
As a result, many pharmaceutical companies are reviewing their distributor channel strategies and are seeking ways to strengthen the distributor management capabilities of their commercial teams. To help meet these needs unique in China’s current environment, ZS has dedicated several months in research and in preparing for the upcoming conference.
On the first day of the conference, ZS's distributor channel practice leader Mark Dancer will lead a discussion of market forces shaping distributor channel strategies. Additional insights will be provided by speakers and panelists include Pharmaceutical distributors in China and distribution experts from leading companies in other industries. Fresh and new perspectives will help pharmaceutical companies rethink their channel strategies in the challenging environment.
On the second and third days, ZS will provide detailed best practices about channel management from several perspectives including distributor business models, territory management, distributor capability enhancement and performance management. The current and future roles of the commercial reps will be discussed in detail, and the session will be closed by examining best practices and new ideas for addressing some of the very difficult issues in China: cross selling, price pressures and building effective partnership programs.