Marketing tips
#1: Companies base their prices on their costs, not their customers’ perceptions of value.
#2: Companies base their prices on “the marketplace.”
#3: Companies attempt to achieve the same profit margin across different product lines.
#4: Companies fail to segment their customers.
#5: Companies hold prices at the same level for too long, ignoring changes in costs, competitive environment and in customers’ preferences.
#6: Companies often incentivize their salespeople on revenue generated, rather than on profits.
#7: Companies change prices without forecasting competitors’ reactions.
#8: Companies change prices without forecasting competitors’ reactions.
#9: Companies fail to establish internal procedures to optimize prices.
#10: Companies spend most of their time serving their least profitable customers.
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FEATURES
The News on NICE
Pharm Exec sits down for a full-length interview with the UK’s chief custodian of the keys to cost-effectiveness, David Haslam, chair of the National Institute for Health and Care Excellence (NICE). We review the organization’s new mandate under the Department of Health strategy to wrest more value from the NHS drugs bill, assess the state of the growing list of access partnerships with the R&D industry, and consider the growing impact of NICE evaluations in the reimbursement, pricing, and access decisions of other countries – not just in Europe, but beyond.
What’s Ahead for M&A
Experts from Pharm Exec Editorial Advisory Board member PwC crunch the numbers around this year’s spike in M&A activity and hazard a guess on the future of a consolidating industry: how long will the surge in asset swiping and switching last?
The Economics of European Pharma: Scenarios for the Future
Professor Fabio Pammolli, a leading European economist and policy advisor to the key EU institutions, outlines the current dilemma facing health and pharma regulators in Europe today, in balancing the demands of social policy against the untapped entrepreneurial potential of the life sciences sector. Europe’s future as the largest single market for medicines worldwide depends on getting this balance right – but it will take a massive exercise of political will to make it happen.
Dead Zones of Detailing
Hay Group presents new survey research on the long-term implications of the realignment of the US pharma sales force – it’s no longer a numbers game. Expertise, relevance, and the technologies that can breach the “no see” barrier is what counts.
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