Stelerix Web Blog Knowledge at your Fingertips

15Feb/110

KOL Engagement and Alignment.

Here's a quick excerpt from our Special Comprehensive Country Report, India. It's something we've seen addressed again and again in our follow-up interviews.  I've also thrown in a YouTube interview with Tushar Barad who talks about some of the intricacies of engaging with KOLs.

The updated report will be exclusively available for free through our great friends over at pharmaphorum. So you better get registered!

"Respondents identified active engagement of local Key Opinion Leaders as the most effective means to understand their needs. Further, this strategy provides accurate insight into actual affordability as demonstrated by purchasing power and cost of living, in addition to possible commercial strategies and their respective likelihoods. However, our research also suggested that organizations as a whole have been slow to actively engage end-users. Patience and value on the long term was also a key trend among respondents. It was evident from our results that success in India favors ongoing and long-term relationships that grow and evolve over time. While short-term profit can be made, it is clear that the initial time investment and requisite patience were rewarded many times over when focus was placed on the longer term.  A further benefit of continuous investment in “relationship capital” is the evolution of mutually business partnerships. Organizations who establish themselves effectively in India can often leverage their presence to reach other fast-growing markets in the South-Asian and Asia-Pacific region. Our experts agree that to be effective into 2020 and beyond, market leaders must invest proactively in nascent relationships, given the propensity for longer cycle time in such business partnerships. Opportunity to cut costs and drive access will exist for those who look to partner and aid, rather than exploit."

Posted by Jeff

Oh yeah, the full report will also be available for download here, but this week only!!

8Feb/110

Funding Initiatives and Analytical Applications.

As promised, here is the full summary and video transcript of my recent interview with Dr. Gregory Weiss.

Feel free to submit follow-up questions or start a discussion.

If you want to contribute to an upcoming interview or suggest someone as a candidate because of interesting thought-leading work, please contact us or leave a comment here!

Posted by Jeff

2Feb/110

Health Biz India

I was lucky to get a great picture of the rapidly growing healthcare scene in India in my recent correspondence with Jayata Sharma, the Editor-in-Chief of Health Biz India.

As we've seen mentioned before, it was emphasized again that key opinion leaders are absolutely critical to progress and understanding of market conditions within India.

Inform yourself about Indian healthcare's first B2B news portal. Read this interview.

31Jan/110

Looking Way Ahead.

I encourage you to check out this exclusive interview. It is available to watch free on-demand. There is also a written summary if you want to get the goods quickly. I am especially excited about this conversation. I really enjoyed speaking with Vivek Shukla. His thoughts on success are an encouragement for anyone interested in self-improvement.

Going forward, based on user-input and our own intuition, this is likely the format we are going to stick with. We have improved the audio quality, and made the interview accessible for free, on-demand. There is also a Youtube clip to provide a rapid glimpse at what the entire interview holds.

We really appreciate getting input and feedback from our active users. Thanks for engaging with us. We will continue to integrate your preferences.

Posted by Jeff

25Jan/110

Patient Retention and Recruitment

I was lucky enough to catch up with Melynda Geurts, Chief Operating Officer at D. Anderson & Company (DAC). As a leading service provider, the DAC team leverages clinical trial expertise, creative acumen and site management excellence to produce measurable results.

DAC is scheduled to be appearing at a couple of upcoming conferences, so I kept it brief and honed in on the critical things to remember, in terms of effective clinical outsourcing and patient recruitment strategies, like, why it's worth remembering in the first place.

18Jan/110

Call for Questions.

We have an interview upcoming with Vivek Shukla, later next week.

His 12  years of experience serving over 40 reputable clients in the Indian pharmaceutical industry have given him a grasp of strategic business knowledge that is unrivaled.

Now is your chance to pick the brains of a world-class expert. Comment or send questions to info@stelerix.com

Posted by Jeff

12Jan/110

Exclusive Interview, Part 2

I woke up at 3:30am (2:00pm IST) the other day, to find out about lessons learned  in competitive generic global product launches.

The follow-up to our first exclusive interview is now online.

Watch this FREE, on-demand webinar to understand:

  • What the Indian market will look like in ten years
  • What differentiates it from
  • Strategies for generics success.
  • How to deal with regulatory hurdles and surprises.

It's our first attempt at supplementing an audio call with powerpoint presentations and a full minute-by-minute note-guide. We are very eager to improve and should have a version with improved sound quality up by tomorrow. Your comments and thoughts are encouraged.

FREE On-Demand Webinar - Alok Kumar discusses what is required for generics success in India, and the world.

Posted by Jeff

7Jan/110

Exclusive Interview: Dr. Vivek Varma on Sales and Success in Contract Manufacturing

This feature is permanently archived in our library, available here. For more exclusive interviews, added regularly to the blog please check back, or browse the library.

Dr. Vivek Varma, Joint Director of Indian-based Premier Medical Corporation, which manufactures rapid response diagnostic kits, is responsible for increasing sales by 300% in the last Indian fiscal year. Read on to learn how:

Jeff Waite: It's great to finally have you here, Dr. Varma. In all of our conversations, you have presented yourself with the utmost modesty. And yet in the last year you’ve increased sales turnover by more than 300%. Can you comment on the role modesty and grace play in your ongoing success?

Dr. Varma: I am just the face of the team who managed this increased turnover. It would not be appropriate to take credit for their efforts in this achievement. My only role has been to ensure that they are kept motivated at all times. I recognize the supposedly small, but very effective, suggestions given by all the members of the team (including those at the shop floor level) and give due credit to them.

Jeff Waite: Another thing that we’ve seen you do throughout a variety of past roles, is continue to improve incrementally. Each year you seem to be able to increase sales and productivity by a significant percentage. Is there a specific attitude or mindset you focus on to keep moving forward?

Dr. Varma: As mentioned earlier, I do not hesitate in acknowledging in public the originator of any idea. This helps me get more out of them. Insecurity and lack of self-confidence at higher levels are the major factors that keeps the productivity low.

Jeff Waite: Increasingly, team work and group collaboration are becoming the norm. In all of your roles so far, you have had a lot of success when it comes to working effectively and leading diverse teams, especially sales people. You’ve obviously and intelligently made it a priority, why is this so important to you?

Dr. Varma: As I have had the opportunity to work my way upwards towards higher responsibilities, it has helped me hone my attitude towards the sales team members. I always interact with each member of the Sales team at the individual level and have always looked at improving his / her career by giving suggestions. This has had an significant effect in their approach towards me and helped create a personal rapport. I always believed that “They are not working for me, but I am working to help them achieve their goals”

Jeff Waite: Given your broad experience setting up contract research and manufacturing facilities and organizations, is there a particular accomplishment or project on which you’ve worked that you are the most proud of, and why?

Dr. Varma: In my present company, we had a major challenge in improving the productivity of the packaging department. We were in the process of installing a machine that would improve the productivity dramatically. Initially, there was a lot of opposition from the shopfloor about the performance of the machine. In fact, people refused to work on the machine and at times deliberately misused the same. Once, there was a tremendous pressure on the team and they were unable to cope up with the timelines. At that point, I got the team together and explained to them about the benefits of the machine and how it would help them achieve the deadlines effortlessly. Though they took it up reluctantly, I stood with them and constantly motivated them to use the machine. After a few days, they realized that the machine was indeed helping them achieve deadlines easily. This realization made them more enthusiastic about the machine. In fact, when we were planning to add another machine, the team came up with very interesting recommendations that the productivity went up even further.

This is one accomplishment that I am very proud of. One of the major reasons is the fact that I could manage to convince them to use the machine for improving productivity. The team actually comprises of uneducated, but extremely intelligent people.The icing was the enthusiastic recommendations that we received for the subsequent machines.

Jeff Waite: A lot of our audience are students. Today, students in faculties from biomedical engineering, to commerce and economics, have more options than ever before. The most successful long-term commitments require a degree of passion, or vested enthusiasm to keep us going. What aspect of your work gets you the most excited? How are you planning to incorporate this going forward?

Dr. Varma: Yes. The options are more now than before. But, the students are generally unaware of them due to the limited exposure that they have during their studies. They are usually frustrated during the initial years of their career. This causes a lot of job changes as they are in the process of understanding their passion for a particular career. The most successful long-term commitments are achieved after about 3 years in a particular direction and the perceived achievements therein. Recognition of their contributions in the growth of the company adds to their long-term commitment. Thus, engaging them in situations that would enable me to understand their passion keeps me very excited. I have been using this strategy quite successfully over the years and am yet to find a better option.

Jeff Waite: The world is obviously becoming a smaller and more connected place. Given your vast international experience, can you briefly explain why global cooperation and collaboration is now more important than ever?

Dr. Varma: As the world is getting connected due to fast changing technologies, the ability to work in teams has just become globalised. I believe in working towards using strengths and complementing weaknesses. In order to use such a strategy, it is imperative that companies collaborate so that the entire team benefits on the outcome.

Jeff Waite: We have done some very comprehensive primary research over the last few months, reaching out to international stakeholders looking to learn more about India. Increasingly, people are interested in contract manufacturing, but worried about finding a good partner. Can you please explain a few of the things companies looking to partner with contract manufacturing providers in India should consider when they are trying to establish a good fit?

Dr. Varma: Contract manufacturing companies in India are being setup by highly educated individuals with a passion to deliver the best product. In order to achieve quality, quality labour is also essential. Usually, companies look towards India for contract manufacturing only to reduce costs as it is implied that the labour is relatively cheap.

While looking at partners for contract manufacturing in India, the key points that could be considered are:

Management Team passion

Quality processes and consciousness

Ability to contribute towards reducing costs

Flexibility in operations

Operational location

[Editor's Note: We will be following-up on these specific aspects in more detail, with related experts].

Jeff Waite: Like a lot of people, our listeners are concerned with finding the best information or knowledge. Nowadays more than ever, the problem seems to be sorting through the absolutely massive haystack to find a proverbial needle. How do you prefer to stay up to date on important evolving issues?

Dr. Varma: Reading up on trends and looking at opportunities to use the Technology effectively and efficiently in the area of operations. The best way is to first focus on a particular area that needs improvement and then look for Technology that can help you achieve the same.

Jeff Waite: It was an absolute pleasure to have spoken with you today, Dr. Varma. Thanks.