Pharmaceutical Wholesale & Distribution 2004

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Pharmaceutical Wholesale & Distribution 2004
27th and 28th October 2004, (Workshop 26th)
Marriott Kensington, London
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This conference will cover a range of issues - EU Enlargement, parallel tra=
de, re-importation issues in the US and case studies covering Europe and th=
e US.

KEY THEMES WILL INCLUDE:
*Assessing the Affects of EU Enlargement and Market Harmonisation on your C=
ompany
*Advice on Parallel Trade from all Perspectives
*An Update on US Re-Importation Issues and Evaluate the Pedigree System
*E-Commerce; the Area Shaping the Future of W&D
*Counterfeiting; Guidance on how it can be tackled in the W&D Industry
*Learn from Regional Wholesale & Distribution Strategies:=20
 -Case Studies from France, Germany, UK, Italy, northern Europe and the US
*Discover how Pharmaceutical Logistics can be used to Maximise Profits

KEY SPEAKERS:
*Dr. Ramon Arnal, Chairman, Safa Galenica (Alliance UniChem)
*Geoff Mackay, Customer Technology Controller, AAH Pharmaceuticals (Celesio=
 AG)
*Gytis Bendorius, Managing director, UAB Tamro (Phoenix Group)
*Dr. Carol McCall, Corporate Marketing & Quality Manager, Alloga Europe (Ge=
lenica Group)
*Monika Derecque-Pois, GIRP Secretary General, GIRP
*Steven Niedelman, Assistant Commissioner for Regulatory Affairs, FDA
*Donald Macarthur, Secretary General, European Association of Euro-Pharma C=
ompanies
*Giuseppe Scrofina, Head International Relations, Associazione Distribution=
 Farmaceutici A.D.F.
*Steven Matz, Senior Analyst, ICC Counterfeiting Intelligence Bureau
*Alan Fall, Managing Director, HealthCare Logistics
*Gary Lewis, CEO & Founder, A1 Pharmaceuticals
*Mark Clough QC, Partner, Ashurst Morris Crisp

WHO SHOULD ATTEND:
***Senior management involved in:
-wholesale/distribution
-logistics
-health economics
(example job tiles based on last year's delegates)
*Director, European Trade
*Senior Director Public Policy
*Corporate Quality Assurance Advisor
*Global Customer Initiatives
*Head of Logistics
*Wholesale Director
*Executive Vice President, Operations
*Head of Distribution
*Executive Vice President Group President - Pharmaceutical Distribution
*Corporate Director, Integrated Supply Chain Project

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DELEGATE REGISTRATION
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Places at this event are limited, please call or email me now to secure you=
r place

- PRICING -
Attend the:
** Conf. + pre conf. workshop GBP 1600.00 Plus VAT=20
** Conference only Fee: GBP 1299.00 Plus VAT
** Pre conference workshop only Fee: GBP 650.00 Plus VAT=20

- BOOKINGS -
Booking is easy, simply contact Harry Grant on:
Telephone: +44 (0)20 8767 6711
Fax: +44 (0)20 8767 5001
Email: mailto:[email protected]
Terms and conditions apply - see below.

Regards,

Harry Grant
Account Manager=20
Visiongain b2b Conferences=20
Tel: +44 (0) 20 8767 6711=20
http://www.b2b-conferences.com
mailto:[email protected]



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 AGENDA
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**PRE-CONFERENCE INTERACTIVE WORKSHOP**

BUSINESS MODELS: Improve your Services- How to Choose the Right one
Tuesday 26th October 2004
Led by: Rob Whewell, Consultant, PA Consulting

Main topics of discussion:
* Different distribution models that exist
* What services do the users/ patients need?
* What constraints exist with your product?
* What evaluation criteria is used to assess this?
(Service, Cost, Competitors, Information etc)
* How to improve your services

**order PDF brochure for more details**

DAY 1 - Wednesday 27 October 2004

09:00 Registration and coffee

09:30 Opening remarks from the Chair
Introducing the issues of wholesale and distribution in the
pharmaceutical sector.
An Overview of the Industry
Dr Ray Scraggs, Head Consultant at visiongain will introduce the
questionnaire forms which offers you the chance to make
comments on the Wholesale and Distribution Industry. The
findings will be discussed the following day during the panel
session.

EU ENLARGEMENT: THE CHANGE IN MARKET

09:40 Codes of Conduct in the European Legislation
* Reforms and cost containment in the health sector
- how to form collaborations in order to improve healthcare
* Overview on the implementation of EU legislation- where will
you benefit?
* Impact of the new Community Code on medicinal products
and the distribution of medicines in the EU of 25
* Centralised procedures operating at a European level- what
you have to do
* New regulations to be implemented- pricing, co-payments and
reimbursement
Monika Derecque-Pois
GIRP Secretary General
GIRP

10:20 EU Integration-The Impact of Market Harmonisation on
your Company
* The real possibility of a single European Market?
* Opportunities for your organisation:
-exploiting price differentials in cross border trade
-exploiting fluctuations in exchange rates
-advantageous merges- acquisitions and ventures
-elimination of parallel trade?
* Threatsto your company:
-instability of the Euro- National legislative entry barriers
* How to lobby around these issues to maintain market shares
Mark Clough QC
Partner
Ashurst Morris Crisp

11:00 Morning Coffee

PARALLEL TRADE: AFFECTS AT ALL LEVELS

11:20 Trying to Stop Parallel Trade: One of the Pharmaceutical
Industry's Longest-running Sagas and Biggest Own
Goals?
* Separating fact from fiction- common myths about the parallel
trade industry
* Price harmonisation and the value of parallel trade in the EU
* 30 years of failed, illegal, unethical and counter-productive
strategies against parallel trade- when will it stop?
* The scale of parallel trade in Europe- what will be the future
of this trade?
Donald Macarthur
Secretary General
European Association of Euro-Pharma Companies

12:00 Pricing, Parallel Trade and Distribution
* The main drivers of parallel trade (price differentials, product
size, distribution means and country system)
* How they make parallel trade a predictable phenomenon
* How parallel trade and international price referencing interact
* Creating a 'holistic' international strategy to maximise
revenues in the face of parallel trade and international price
referencing
* Learn how distribution can determine who your payers are
(hospitals, retail etc.)
* How can you predict how those payers will respond to your
price?- which menthods of evaluation to use
Joe Lawson
Senior Manager
Inpharmation

12:40 Lunch

US RE-IMPORTATION ISSUES

14:00 Update: Re-importation into the US- FDA Stance
* The Prescription Drug Marketing Act- post enforcement results
* Prescription Drug Marketing Act and Medicine Equity and
Drug Safety Act: industry opinion
* 'Fixing' the new re-importation law -what measures are being
taken? consumer safety -opposing views -what next for
parallel traders?
Steven Niedelman
Assistant Commissioner for Regulatory Affairs
FDA

THE ROLE OF E-COMMERCE

14:40 Online Pharmacies- How can your Company thrive in this
Sector
* The role of the short-line wholesaler :differences between the
channels -Impact of e-commerce on distribution logistics
* The impact of the internet -Internet pharmacies and parallel
importers- best practice in outsourcing? how to maximise use
* Cross border selling- expanding the geographical area of
customers?
* The future of on-line ordering: new methods to implement
Gary Lewis
CEO & Founder
A1 Pharmaceuticals

REGIONAL STRATEGIES

15:20 CASE STUDY- Italian Perspective: How to Compete with
Direct Distribution
* Wholesaling and its impact on national law- how to get ahead
* Devolution in regions of health assistance
* Structural changes within the market- direct distribution
- increasing margins for manufacturer and retailer
* How to compete with operation threats
Giuseppe Scrofina
Head International Relations
Associazione Distribution Farmaceutici A.D.F.

16:00 Afternoon Tea, Questions and Discussion

16:20 Summation of day one from conference chair


DAY 2 - Thursday 28 October 2004

Conference Chairperson
Dr. Carol McCall
Corporate Marketing & Quality Manager
Alloga Europe (Gelenica Group)

09:00 Registration and Coffee

09:30 Opening remarks from the Chair

09:40 CASE STUDY- Spanish Perspective: Wholesale and
Regulatory Issues
* The role of wholesale purchasing centres in Spain
* Key regulatory issues- generics, reference pricing and parallel
import issues
* Evolutionary changes of wholesalers
* Parallel trade impact- margin and competition -shortage of
medicines -manufacturers' relationships
* Future trends in wholesale and distribution- what do you need
to be aware of?
Dr. Ramon Arnal
Chairman
Safa Galenica (Alliance UniChem)

10:20 CASE STUDY- UK Perspective: AAH Point as a b2b
Platform in the UK
* The UK market leader- how to cope with manufacturer
demand/
customer demand
* Price control measures and DoH/PPRS: how to overcome this
and increase turnover
* AAH Point- supporting electronic transactions between
pharmacists and wholesalers
- how are e-business tools being received?
* Future of e-business: tailoring your platforms for individual
customers
Geoff Mackay
Customer Technology Controller
AAH Pharmaceuticals (Celesio AG)

11:00 Morning Coffee

11:20 CASE STUDY- Lithuanian Perspective: Wholesaling in an
Integrated EU
* Major wholesaling problems faced in Lithuania and how to
overcome them
* Find the best ways to implement pan-European quality
standards
* Regulatory changes and how to work through them
* Strengthening Tamro's position in Lithuania- aquisitions and
how to capture a share of the market
* Successful marketing and advertising strategies in Lithuania
* Preparing for the future- UAB Tamro perspective
Gytis Bendorius
Managing director
UAB Tamro (Phoenix Group)

PHARMACEUTICAL LOGISTICS

12:00 European Supply Chains: Maximise on Current trends in
Logistics
* Differentiating pre-wholesaling from wholesaling
- market niche for pre-wholesalers
* Pre-wholesaling and how to achieve European harmonisation
* How to optimise stockholding to reduce working capital and
improve customer service
* Tailoring service to demand: methods for best practice
* How to Meet the quality challenges for central and regional
logistics
* Multi-country outsourcing: what will be the key success factors
Dr. Carol McCall
Corporate Marketing & Quality Manager
Alloga Europe (Gelenica Group)

12:40 Lunch

14:00 CASE STUDY: How to Create A Regional Distribution
Model
* The supply chain model and how regional distribution can
contribute- what can you impliment?
* Why outsourcing is a viable option for you
* The vendor selection process and criteria to watch out for
* Gain knowledge to implementing effective sales and operation
planning: improve your business
* Integrating an efficient supply chain process: what you need to
do
Alan Fall
Managing Director
HealthCare Logistics

TACKLING COUNTERFEITING IN W&D

14:40 How to Combat Counterfeiting in W&D
* The growing trade in counterfeiting drugs- recent examples
-counterfeit, fake and substandard medicines
* Who's involved? Industry actions: proactive or reactive
* How to tackle the problem- new initiatives in the fight
* Changing terminology to get government invested in the issue
Steven Matz
Senior Analyst
ICC Counterfeiting Intelligence Bureau

15:20 DISCUSSION: Attendees Perspective
Presentation and Discussion by Dr Ray Scraggs of the previous
days' questionnaire results. This will involve some freeform
discussion giving you the opportunity to engage in knowledge-sharing
with fellow professionals
Moderator Dr Ray Sacaggs
Head of Consulting
visiongain consulting

16:00 Questions and Discussion

16:20 Chairman summation

16:40 Close of Conference and afternoon tea


Terms & Conditions
NB - Due to high demand, we do not 'reserve' or 'hold' places - a request f=
or an invoice to be raised will be treated as an official booking and will =
be subject to the cancellation policy as outlined below.
Cancellations/substitutions and name changes: All bookings carry a 50% liab=
ility after the booking has been made, by post fax, email or web. There wil=
l be no refunds for cancellations received on or after one month before the=
 start of the conference (e.g. cancellation on or after 20th January for a =
conference starting on 20th February). If you decide to cancel after this d=
ate the full invoice remains payable. Conference notes, which are available=
 on the day, will be sent to you. Unfortunately we are not able to transfer=
 places between conferences and executive briefings. However if you are una=
ble to attend the event you may make a substitution/name change at any time=
 as long as we are informed in writing by e-mail, fax or post. Name changes=
 and substitutions must be from the same company and are not transferable b=
etween companies or countries.

Indemnity: visiongain Ltd reserve the right to change the conference/execut=
ive briefing content, timing, speakers or venue without notice. The event m=
ay be postponed or cancelled due to acts of terrorism, war, extreme weather=
 conditions, industrial action, acts of God or any event beyond the control=
 of visiongain Ltd. If such a situation arises we will endeavour to resched=
ule the event. However, visiongain Ltd cannot be held responsible for any c=
ost, damage or expenses, which may be incurred by the customer as a consequ=
ence of the event being postponed or cancelled. We therefore strongly advis=
e all customers to take out insurance to cover the cost of the registration=
, travel and expenses.

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