post forum report

septemBer 20-21, 2016MontreuX|Switzerland

in partnership with

Pricing and Profit oPtiMiSation foruM

l ife ScienceSpricing forum

with PharMaand Medtech trackS

6th

EPP

| European Pricing Platform 2

A top moderator

and top speakers

100+target group participants

21speakers

5hours of plenary sessions

3hours of panel discussion and roundtables

15participating countries

The forum in numbers

6hours of break-out sessions, for pharma/generics/biotech as well as medtech tracks

Michael Herepath Managing DirectorOptimal Access Life Sciences Consulting Ltd

Gerald Schnell PartnerSimon-Kucher & Partners

Ed Schoonveld Managing Principal,Market Access and Pricing ZS Associates

Gustavo Saraiva Director Pricing CapabilityOtsuka Pharmaceuticals Europe, UK

Carina Schey Guest ResearcherUniversity of Groningen, UK

Ian TidswellEEN Consulting

Alexandra Staufer Head of Strategic PricingMundipharma International

Manish Sharma Senior Manager,Contracts & Pricing Global Revenue Management Lead, Shire

Christian Schuler Partner Life SciencesSimon-Kucher & Partners

Enkhjavkhlan Tsogtbaatar (Jay) Independant Consultant

Paolo Correale Director, Leader ofTefen Life Sciences Pricing Practice Tefen Management Consulting

Alan Crowther CEOAlliance Life Sciences, USA

George Boretos Co-Founder & DirectorGlobal Forecasting Solutions

Benoît Miry International Market Access ManagerMenarini, Luxembourg

Kai-Markus Mueller CEOThe Neuromarketing Labs

Raj Kanapathy Senior Pricing ManagerPhilips Healthcare

Patrick Palluel Head of Pricing & Tender StrategySanofi Pasteur MSD, France

Neil Grubert Founder Panoramax Consulting

Richard Fergusson EMEA Director of Strategic PricingBD

András Incze FounderAkceso Advisors AG

Ruven Eul Manager of the European Life SciencesHighpoint Solutions

3

A flavour of the top presentations

during the forum

A flavour of the break-out sessions

Some of the highlights

froM a ‘Strategy’ Point of view

‘shaping the pricing environment in the Life sciences industry’

by Ed Schoonveld

froM a ‘Planning’ Point of view

‘Building strong analytics to achieve the power of pricing: myth or reality?’

by Benoît Mirin

•following the keynote session of ed Schoonveld, zS associates on why pharmaceutical companies are always in the defensive, there was a vivid panel discussion on these issues and how companies, present in the plenary room approached these.

•an interesting business case was presented to us by highpoint So-lutions and one of their customers – Baxalta – on effective tendering. insights from the real world.

•there was a great discussion after the keynote from andrès incze on ‘Patient centricity, Payer negociation and Price Management’ which clearly showed the need to involve patients in the discussion.

•the two-day forum ended with the presentation of kai-Markus from the neuromarketing labs who explaines his ‘clinical’ way of determining the price of a good/service and the wil-lingness-to-pay from a consumer.

• it was so rewarding to see how ac-tively everyone got engaged throug-hout the event, with lots of great probing questions and challengers for the presenters, many thought-pro-voking omments and points of dis-cussion in the panel discussions and breakout groups, and loads of sharing of information, ideas and experiences during the coffee and lunch breaks and during the very enjoyable evening cruise on lake geneva.

Break-out sessions in the pharma track with

•carina Schey, Researcher•alexandra Staufer, Mundipharma•Patrick Palluel, Sanofi Pasteur MSD•enkhjavkhlan tsogtbataar,

Alliance Life Sciences•chirstian Schuler,

Simon-Kucher & Partners

Break-out sessions in the medtech track with

•george Boretos, BEL•Paolo correale, Tefen Consulting•gerald Schnell,

Simon-Kucher & Partners• ian tidswell, EEN consulting•richard fergusson, BD•raj kanapathy, Philips Healthcare

froM an ‘eXecution’ Point of view

‘Adressing the global and local needs of effective tendering: insights through practical experience and Benchmarks from the industry.’

by Ruven Eul and Manish Sharma

Ed Schoonveld Managing Principal,Market Access and Pricing ZS Associates

Enkhjavkhlan Tsogtbaatar (Jay) Independant Consultant

Patrick Palluel Head of Pricing & Tender StrategySanofi Pasteur MSD, France

Post forum report 2016 |

| European Pricing Platform 4

Testimonials “ A conference really dedicated to Pricing. Excellent conference with very interesting topics and excellent speakers. I attempted this conference two times and I would like to participate to the next one.“

by clotilde noble ferring Pharmaceuticals

Some charts

24%north America

76%europe

Our thanks goes out to •our partner and sponsors for sup-porting us before, during and after the event.•our speakers for lifting this 6th ePP life Sciences Pricing forum to a high level of knowledge and experience sharing.•and of course, our participants for making this a to-the-point forum for every one present.

Britt DejagerLife Sciences Industry Manager

“ I enjoyed the opportunity to meet, listen to and network with pricing professionals in the Life Science industry and would definitely recommend the experience to other pricing professionals.“by raj Kanapathy

Philips healthcare

i was very delighted to meet you all in themagnificenttownofMontreux,forthe 6th consecutive time. i hope the forum has met your expectations and i’m already working on a 7th – even better – edition of the ePP life Scien-ces Pricing forum. i hope to see you all again for some new insights, net-working opportunities and moments ofdiscussionandreflection.

83% of the attendees would recommend

the life Sciences forum to a colleague/peer.

68% is very likely to attend next year’s edition.

80/20 on all events the european

Pricing Platform ensures 80/20* ratio of practitioners and con-sultants for maximum results for the participants of the events.

* experts: consultants, pricing software ven-dors, research and implementation experts

How did the delegates benefit?

geographical distributionfunction Level representation

director/vP/ceo

Manager

analysts

academics

consultant/vendor

33%

27% 2%7%

31%

Post Forum Report, Montreux 2016 | 5

Participating companies

Our partner and sponsors

•abbott gmbh & co. kg•acelity•actelion Pharmaceuticals ltd.•akceso advisors ag•almirall, S.a.•aoP orphan Pharmaceuticals ag•Baxter healthcare Sa•Bayer Pharma ag•Becton dickinson•Bel computer Systems•Boehringer ingelheim gmbh•Boston consulting group•BostonScientific•Bristol-Myers Squibb Pharmaceuticals ltd.•Btg•celgene•coloplast a/S•danone nutricia•debiopharm international Sa•eenconsulting•eli lilly and company•ewopharma ag•executive insight ag•ferring Pharmaceuticals•ge healthcare•global forecasting Solutions ltd•grifols worldwide operations Spain•grunenthal gmbh

•highpoint Solutions• ipsen•lfB•Medtronic•Medtronic Schweiz ag•Menarini international op lux Sa•MSd•Mundipharma international•na•optimal access lS consulting ltd.•otsuka Pharmaceutical co eu•Philips health Systems•Philips healthcare•SanofiAventis•SanofiPasteur•Shire•Siemens healthcare gmbh•Simon-kucher & Partners•stepstonepharma•takeda Pharmaceuticals•tefen Management consulting•teva Pharmaceuticals europe Bv•the neuromarketing labs•umecrine cognition aB•university of groningen•vicarus-Pharma•vifor Pharma•zS associates

| European Pricing Platform 6

times are changing and they’re changing faster than ever. in particular the life Sciences companies have to be innovative and respond quickly to market changes. Price & margin ero-sion, international reference pricing, loss of exclusivity, new discount and rebate structures ask for new skills, a clear strategy and new insights to ensureprofitoptimisation.

Asamainprofitdriver,yourpricingstrategy needs to meet your future pricing organizational challenges. and that is how the ePP life Sciences Pricing forum can help you.

•Meet with your peers and discuss the opportunities and challenges they are facing.•learn from industry experts whowill share with all of us their know-how and insights.•discover real business cases acrossPharma-Biotech and Medtech.

Reflection,discussion,learningandnetworking are our main objectives. So that you can return back and be abletodefineyourownactionplan,eliminate risk , optimize sales effecti-veness and enhance revenue growth!

5 reasons why you should attend

1 agenda topics being finetunedwithkeyindustry

influencerswhotakeupres-ponsibility in the ePP Steering committee.

2 roundtables bringing to-gether the strategic

decision makers, a guarantee for strong interaction.

3 Smart exchange sessions will help to learn and even

unlearn, but certainly brainstorm and inspire.

4 top keynote speakers with relevant know-how and

lessons learned.

5 and of course our free evening networking event:

dinner with a touch of learning

Join us at the 7th epp Life sciences pricing forum in montreux, switzerland on october 2-3-4, 2017.

Register now and profit from•early Bird ticket (sales ends on June 30, 2017)•Several group rate tickets available. choose the one for you!

octoBer 2-3-4, 2017MontreuX|Switzerland

Pricing and Profit oPtiMiSation foruM

l ife ScienceSpricing forum

7th

EPP

the Project Manager for the 7th ePP life Sciences Pricing forum isEls Landuyt. you can get in touch with her viaels.landuyt@pricingplatform.eu

or give her a call on+32 (0) 51.32.03.72 mobile: +32 (0) 473.71.76.69for all kinds of information you should require.