4th epp life sciences forum 2014

pricing and profit optimisation

innovative in a price sensitive world3 - 4 - 5 June 2014 | montreux, switzerland

discuss

Learn from the best

buiLd reLationships

refLect & practice

4th epp Life sciences forum

Sponsered by:

In partnership with:

| European Pricing Platform2

“ There is no other organisation in Europe so dedicated to help develop and share pricing and profit optimisation skills of tomorrow’s business leaders ”

find out more at: www.pricingplatform.eu

http://www.linkedin.com/company/european-pricing-platform?trk=hb_tab_compy_id_2758452

European Pricing Platform | 3

#lifesciences2014 4th epp life sciences forum 2014

weLcome

Pricing continues to gain attention as main profit driver. The role of pricing related decision makers is more important than ever.

As the #1 knowledge sharing platform to support cross-industrial pricing decision makers, the European Pricing Platform developed a full programme offering state-of-the art pricing know-how, know-what, and know-who.

There is no other organisation in Europe so dedicated to teach, build and refine the skills of tomorrow’s pricing leaders.

We are convinced you will gain the indispensable pricing knowledge to help you and your company in the continuous process process of improving your business results.

On the European Pricing Platform, you find and share pricing knowledge, best practices and tools, extend your network of pricing professionals, build and update relations. Visit our portal site and discover everything the EPP has to offer (www.pricingplatform.eu).

On behalf of the entire European Pricing Platform-team, I want to wish you a refreshing and instructive event and hope you will return to your desk with a treasure of valuable ideas and insights.

Pol VanaerdePresident of the European Pricing Platform (EPP)

| European Pricing Platform4 | European Pricing Platform

The European Pricing Platform (EPP) is the n°1 knowledge sharing platform for the European price management and profit optimisation profession. The EPP is a not-for-prfofit platform, dedicated to the professional development of companies and individuals involved in pricing and profit optimisation.

we believe:

• That in the next decades pricing and profit optimisation, will be one of the most important value drivers for organisations in Europe;

• That in European companies the need for pricing experts, tools, and capabilities has been increasing in the past years;

• That pricing decision makers in these companies are in search of best-practice knowledge-sharing, pricing know-how and know-who.

our epp missionthe epp is devoted:

• To be the n°1 on- and offline pricing knowledge sharing platform for pricing and profit optimisation management in Europe;

• To support pricing and profit optimisation decision makers with pricing knowledge sharing and tools in the complex environment of strategic pricing;

• To be the platform where pricing decision makers can extend their network of pricing professionals and experts;

• To put pricing and profit optimisation on the CXO agenda in 2014 and beyond.

Visit our portal site: www.pricingplatform.eu

Visit our event site: www.pricingevents.eu

about the european pricinG pLatform (epp)

http://www.pricingevents.eu/


code of conduct

why a code of conduct?

During all activities organised by the European Pricing Platform (EPP), pricing professionals (participants) improve and exchange their pricing knowledge and gain inspiration. EPP provides objective and general information enabling participants to develop their own pricing strategies. Both EPP and participants win by ensuring a correct platform of discussion and learning.

epp wants to ensure that

1. The presentations and information provided at the meetings are compatible with relevant competition law;2. Participants are committed to adherence to all applicable laws and regulations, in particular all competition laws.

principles and rules at epp meetings

1. No anti-competitive arrangements

During meetings it is prohibited to make any agreement that infringes, or possibly may infringe, effective competition laws. Infringements of competition law include:

• The direct or indirect fixing of (horizontal or vertical) prices or any other trading conditions;• Limitation or control production, markets, technical development or investements;• Sharing markets;• Agreements regarding the common refusal to supply;• Al written or oral agreements and practices between undertakings which have as object or effect the

prevention, restriction, or distortion of competition law.

2. No exchange of commercially sensitive information

The exchange of general information on pricing and a description or general discussion about the problems regarding pricing is in principle permitted. Exchange of information is mainly prohibited when it is company specific and can therefore be used (amongst other things) for controlling fulfilment of existing pricing, production or market partition agreements, or other agreements which infringe effective competition.



3. About the use of calculation schemes

When calculation schemes are formulated by participants or by the organisation explaining which items are relevant for calculating prices, only objective information which makes it easier to make a cost structure, can be provided. The calculation scheme or information drawn from the scheme cannot be directional for the pricing policy of participants. The scheme may not lead to elimination of the normal uncertainty in the market about the (intended) market behaviour of market participants.

4. Obligation to report infringements

Every participant has the obligation to report any infringements of the competition law that he or she observes during EPP activities, to the EPP organisation. In order to maintain a state-of-the-art pricing knowledge sharing platform, ot is important for all participants that we assure to prevent all prohibitied behaviour taking place within the context of the activities organised by the European Pricing Platform. It is therefore necessary to strictly follow this code of conduct.

Note: This code of conduct remains, as far as relevant, applicable outside the scope of organised meetings, such as during interactive sessions and during informal discussions afterwards (for example during a drink at the bar at the end of the programme).


Grand hoteL suisse majestic fLoorpan


plenary room

medtechbreakout room

pharmabreakout room

3e étage

coffee breakssponsor rooms


may 4th 2014 - 4th epp Life sciences forum day 1

08.30 - 09.00 REGISTRATION AND WELCOME COFFEE

09.00 - 09.30 Welcome and set the sceneMatthew Young - Director - Policy Project

09.30 - 10.05 EPP Point of View Talk: Global brands – Local challenges: Pharma World Outlook 2020From manufacturers to payers, from payers to patients, the 5 challenges every life science companies must build into its product life cycle strategy and growth assumptions across markets. Gustav Ando - Analyst global Life Sciences - IHS

10.05 - 10.15 Reflection on EPP Point of View Talk

10.15 - 10.55 EPP Point of View Talk: Strategy and execution for ROI: Foundations for success in the face of increasing market complexity• Profitability challenges for Life Sciences executives today, and effective ways to deal with them;• Identifying value in a rapidly changing market: defining the players and the playNico Kleyn - Head of strategy private sector & Barri Falk - Consulting - Monitor Deloitte.


11.05 - 11.15 EPP Lightning Talk on breakout sessions

11.15 - 11.45 BREAK AND NETWORKING OPPORTuNITY

11.45 - 12.25 EPP Think Tank: pharma breakout Who holds the key to the patients value chain….• How to optimise the launch price;• Evidence based value;• Managing the life cycle process to minimise price

erosion;• Managing the switch to generics;• The role of data;• Global consistency across countries.Klaas Postema - Executive Director Market Access - Actavis

EPP Think Tank: medtech breakout Tenders are an organisation wide deliverable: how to orchestrate for repeatable success• The new reality of tender management;• How to manage the collaborative process;• The impact on the supplier;• Defining the right response;• Best practice across the entire life cycle (includes

KPI’s, etc.).Panel discussion

12.25 - 12.45 Reflection on EPP Think Tank sessions in plenary room

12.45 - 14.00 LuNCH AND NETWORKING OPPORTuNITY

13.30 - 14.00 Optional: pricing clinic 1on1



14.00 - 15.05 Learning café: Espresso round table discussions• Two pricing scenarios: To bundle or unbundle?• Value added services: myth or reality? • Channel Partnerships for Profit feasible?• End of life: how to fight generics?

15.05 - 15.30 Reflection on Learning café


15.40 – 16:00 BREAK AND NETWORKING OPPORTuNITY

16:00 - 16.40 EPP Think Tank: pharma breakout Pricing Management Tool - Starting the journeyBased on an overview of external and internal trends seen by a big pharma company, this presentation will describe the journey to implement a pricing management tool within an organisationClaire Boskamp- Pricing Implementation Leader & Sandrine Roch - Director, Global Pricing Implementation - AstraZeneca

EPP Think Tank: medtech breakout Profit Leadership by better Pricing Management:• The Germany success case; • The deal Precalculation tool, for Price Threashold

Approval as well as Margin Estimation;• The Qlikview Profitability Analysis tool for pricing

and margin review; • The Pricing Community organization/RACI chart;• The Quarterly Review process and Market Deep

Dive that drive action and success.Daniel Cho - Director Marketing, Global Pricing - Patient Care and Monitoring - Philips Healthcare


17.00 - 17.35 EPP Point of View Talk: Achieving an effective and reliable approach to gross to net: the 360 degree view that puts global pricing and market access teams centre stage• Key trends and challenges to manage gross to net;• The business function role in enabling gross to net;• Empowerment of the financial function by gross to net;• What are the key success factors, why it should be integrated cross functionally.Julie Spiesser - Associate VP Global Strategic Pricing - Sanofi


17.45 - 18.00 WRAP uP OF THE DAY

18.30 - ... EVENING NETWORKING EVENT



who does not know – and love - the famous swiss gruyere cheese? the cheese originates in a little village with the same name, only a 45 minute drive away from montreux, located on a hilltop in the beautiful country side. the walls surrounding the village and its castle make it a spectacular and unique destination. on June 4th, attendees of the 4th epp life sciences forum 2014 get the opportunity to visit this unique location.

A traditional evening awaits you, with specialities, such as the cheese fondue, air dried beef, and meringue with double cream, to give you an unforgettable culinary experience. Take some time before dinner to wonder through the scenic village, and enjoy a refreshing aperitif with your fellow #LifeSciences2014 attendees. The dinner itself takes place at a traditional Swiss restaurant, assuring you an

savour authentic swiss fLavours at the networkinG eventNetwork with your pricing peers in a relaxed atmosphere on June 4th

scheduLe

18.30 -Meeting in the lobby of Grand Hotel Suisse Majéstic18.45 - Departure by bus

19.30 - Arrival in Gruyeres and free time to wonder around the village20.00 - Aperitif in restaurant Hotel du Ville on the main square of the village, followed

by dinner22.00 - Departure by bus22. 45 - Back in Montreux

** This networking event is included in the Forum fee, attendance is not mandatory, but happily recommended. **


4rd epp Life sciences forum - forum moderator

Matthew Young - Director- Policy Project

Matthew Young is founder and director of Public Policy Projects, a leading contributor and facilitator in the debates on issues concerning the boundary of government in regulation, funding and service provision in health care and health science research.

Previously Matthew was a director of The Adam Smith Institute and a Treasury civil servant where he was Head of Policy Branch on Civil Service Costs, a Press Secretary at 10 Downing Street, a Private Secretary to the Head of the Civil Service and Head of Automation and Telecommunications Policy Division.

He has advised government and banks on the privatisation of a number of government agencies and major contractorisation projects. His published papers include trade union reform and information technology management in the civil service, reform of the state benefits and pensions systems, an implementation blueprint for road user charging, the case for airport expansion, and numerous papers on strategies for reform in state funded healthcare and education.




09.30 - 10.05 EPP Point of View TalkGlobal brands – Local challenges: Pharma World Outlook 2020Gustav Ando - Analyst global Life Sciences - IHS

Gustav Ando leads the Life Sciences practice at IHS, with over 10+ years of experience in the industry. Having joined IHS as a pharmaceutical analyst in 2004, Ando has extensive experience in the fields of market access, therapeutic development, drug safety, emerging markets and health outcomes. He has developed numerous information tools for pharmaceutical companies and has led consulting projects on global pricing trends, reference pricing, risk-sharing agreements, therapeutic-specific market access strategies, bespoke database creation and internal corporate P&R strategy benchmarking.


10.15 - 10.55 EPP Point of View Talk Strategy and execution for ROI: Foundations for success in the face of increasing market complexityNico Kleyn - Head of strategy private sector & Barri Falk - Director - Monitor Deloitte





11.45 - 12.25 EPP Think Tank: pharma breakout Who holds the key to the patients value chain….Klaas Postema - Executive Director Market Access - Actavis

EPP Think Tank: medtech breakout Tenders are an organisation wide deliverable: how to orchestrate for repeatable successPanel discussion


espresso round tabLe discussions

theme:


Proud Sponsor of the 2014 EPP Life Sciences Forum

consulting group

Cumberland Consulting Group is a premier Contract and Global Pricing Management Systems Integrator serving clients in the pharmaceutical industry. Through the implementation of innovative technology solutions, we help our clients maximize revenue, optimize pricing and ensure compliance with changing regulations.

SOLUTION HIGHLIGHTSContract Lifecycle ManagementGlobal Systems StrategyContract and Pricing Optimization

KEY SERVICESStrategy and PlanningSystems Assessment and ImplementationMaximizing Value of Data in Global Pricing Management SystemsManaged Services

Results. Delivered.www.cumberlandcg.com



11.45 - 12.25 EPP Think Tank: pharma breakout Pricing Management Tool - Starting the journeyClaire Boskamp- Pricing Implementation Leader & Sandrine Roch - Director, Global Pricing Implementation - AstraZeneca

EPP Think Tank: medtech breakout Profit Leadership by better Pricing Management:Daniel Cho - Director Marketing, Global Pricing - Patient Care and Monitoring - Philips Healthcare


4rd epp Life sciences forum - forum moderator

17.00 - 17.35 EPP Point of View TalkAchieving an effective and reliable approach to gross to net: the 360 degree view that puts global pricing and market access teams centre stageJulie Spiesser - Associate VP Global Strategic Pricing - Sanofi

Julie Spiesser is an Health Economist specialized in Market Access and Pricing. She has been working for the Pharma industry since 15 years.She started her carrier in Health Economics and Outcomes in Sanofi R&D working especially in Psychiatry and Cardiovascular area.After this 7 years’ experience she joined Sanofi European team as Senior Market access Manager. Then she took a position of EuropeanOutcomes Research Director at Pfizer for anti-infective Disease Area. After this she moved to a global Position of Market Access & Pricing forEndocrinology area within Pfizer Specialty Care Business unit. And since 2010 she is heading the Global Strategic Pricing team of Sanofi.



wrap up of day 1What are your take aways today?Place them in the grid below, based on the impact for your organisation versus the ease of implementation.

ideas (to be prioritised)

project Quick hits

rejected on hold

imp

act

ease of implementation


HELPING LIFE SCIENCES & HEALTHCARE COMPANIES

BUILD A BETTER WAY

A PREMIER, GLOBAL PROVIDER OF

SPECIALIZED BUSINESS & TECHNOLOGY SERVICES DEDICATED TO THE LIFE SCIENCES

AND HEALTHCARE INDUSTRIES

OUR PRICING, CONTRACTING &

MARKET ACCESS OFFERINGS:

• MARKET ACCESS• GLOBAL PRICING • CONTRACT MANAGEMENT & REIMBURSEMENT• TENDER MANAGEMENT• CONTRACT ANALYTICS• ADVISORY SERVICES• VENDOR EVALUATION & POC SERVICES• PHASE 0 PLANNING• SYSTEMS INTEGRATION

WWW.HIGHPOINTSOLUTIONS.COM


09.00 - 09.20 Welcome and recap of day 1

09.20 - 10.00 EPP Point of View Talk: Revenue optimisation insight to action: the 3 pillars to move from transformation strategy to execution reality• Learn how manufacturers are making a case for global pricing and revenue management with internal and

external business drivers;• How to prepare for the upcoming change with respect to organization, data, and process;• Review of success factors in global execution of the plan and how to measure the results. James Robinson - Director of Industry Solutions Europe - Model NRalph Lynn - Vice President, Pricing and Contracting - HighPoint Solutions



10.20 - 11.00 EPP Think Tank: pharma sessionCollaboration and visibility pivotal in the elaboration & execution of pricing strategy: A joint perspective from Market Access and Operations. • Stakeholders pool & challenges;• Global , regional, metrics & objectives;• What does good look like over time? • The role of data in collaborative decision making.Siham Brulais - Director Global Pricing and Market Access & Aveline Godard - Pricing and Market Research Analyst - Ipsen Pharma

EPP Think Tank: medtech sessionTransforming the pricing organisation : How to run an international pricing transformation programme• How to create, transform and run the pricing organ-

isation;• How to run an international pricing transformation

programme.Madalina Lavinia Preda - European Pricing Director - Corning Life Sciences



11.30 - 11.50 BREAK AND NETWORKING OPPORTuNITY

11.50 - 12.30 EPP Think Tank: pharma sessionOff-Patent but On target: Managing a large off-patent portfolio to create revenue in a competitive environment• General procurement trends globally - Tenders are

widespread and will continue to grow;• Managing opportunities through anticipation &

preparation.Nico Bacharidis - Global Tender & Contracting Lead- Pfizer

EPP Think Tank: medtech sessionIs it a matter of price only? • A changing market and increased price erosion

drives companies to wonder how to focus on value and not price;

• New stakeholders such as procurement tend to commoditise the market;

• Are the companies still able to deliver value in those conditions?

Cristina Cantarell - Project Director Pricing - Smith & Nephew



12.30 - 12.50 Reflection on EPP Think Thank sessions in plenary room


13.00 - 14.00 LuNCH AND NETWORKING OPPORTuNITY


14.00 - 14.40 EPP Think Tank: pharma sessionOrganising global pricing for local execution: collaboration, visibility and accountability• Desire to be central but with local ownership;• Collaboration is a prerequisite;• Governance & central visibility;• KPI’s & reporting (internal or external);• Market access at the right price;• Managing external reference pricing effects;• Identifying and controlling parallel trade;• Controlling margin reducing transactions.Gustavo Saraiva Dos Anjos - European Pricing Lead - Otsuka Pharmaceutical Companies

EPP Think Tank: medtech session Value based pricing and business planning on the basis of early health economic evaluation - a case study• Early evaluation and its use for sound business

planning; • using the model for value-based pricing estimates; • Combine the information for revenue estimates of

different scenarios; • Developing a marketing strategy based on these

analysis.

Florian Koerber - Research Associate - HemholtzZentrum Munich

14.40 - 15.00 Reflection on EPP Think Thank sessions in plenary room

15.00 - 15.40 EPP Point of View Talk: Pricing for gold in this multi-criteria multi-payer world- Optimise launch pricing across the world -• Payers apply multiple criteria for P&R decisions – country-internal price benchmarking, IRP, clinical and

economic comparison, and others;• They balance their factors attributing different weights to each – changing over time and across cases, across

markets;• MCDA (multi-criteria decision analysis) and scenario analysis help to plan and steer the best launch pricing

strategy country by country;• Companies can thereby maximize revenues and profits by preparing along these lines on time, and being

agile. Eric Noehrenberg - Regional Market Access Lead - Shire Global Market AccessAndrás Incze - Patient Access and Pricing Exper - Akceso Advisors


15.50 - 16.15 WRAP uP OF THE DAY

16.15 - 16.45 REFRESHMENTS AND NETWORKING OPPORTuNITY BEFORE DEPARTuRE






09.20 - 10.00 EPP Point of View TalkRevenue optimisation insight to action: the 3 pillars to move from transformation strategy to execution realityJames Robinson - Director of Industry Solutions Europe - Model NRalph Lynn - Vice President, Pricing and Contracting - HighPoint Solutions



10.20 - 11.00 EPP Think Tank: pharma breakout Collaboration and visibility pivotal in the elaboration & execution of pricing strategy: A joint perspective from Siham Brulais - Director Global Pricing and Market Access & Aveline Godard - Pricing and Market Re-search Analyst - Ipsen Pharma

EPP Think Tank: medtech breakout Transforming the pricing organisation : How to run an international pricing transformation programmeMadalina Lavinia Preda - European Pricing Director - Corning Life Sciences




11.50 - 12.30 EPP Think Tank: pharma breakout Off-Patent but On target: Managing a large off-patent portfolio to create revenue in a competitive environmentNico Bacharidis - Global Tender & Contracting Lead- Pfizer

EPP Think Tank: medtech breakout Is it a matter of price only?Cristina Cantarell - Project Director Pricing - Smith & Nephew

#lifesciences2014



14.00 - 14.40 EPP Think Tank: pharma breakoutOrganising global pricing for local execution: collaboration, visibility and accountabilityGustavo Saraiva Dos Anjos - European Pricing Lead - Otsuka Pharmaceutical Companies

EPP Think Tank: medtech breakoutValue based pricing and business planning on the basis of early health economic evaluation - a case studyFlorian Koerber - Research Associate - HemholtzZentrum Munich




15.00 - 15.40 EPP Point of View Talk:Pricing for gold in this multi-criteria multi-payer world - Optimise launch pricing across the world -Eric Noehrenberg - Director Regional Market Access Lead - Shire Global Market AccessAndrás Incze - Patient Access and Pricing Exper - Akceso Advisors


wrap up of day 2What are your take aways today?Place them in the grid below, based on the impact for your organisation versus the ease of implementation.

ideas (to be prioritised)

project Quick hits

rejected on hold

imp

act

ease of implementation



Pricing and Profitabilty ManagementWe have developed a methodology that helps companies in their efforts to achieve profitable growth through capability enhancement

About Deloitte’s PPM service line

The Pricing and Profitability Management service line has more than 400 practitioners. We have provided consulting services for businesses across a wide range of industries delivering an unmatched breadth of pricing services involving strategy, human capital and technology. We have provided services to companies around the world including Eastern and Western Europe, North America, SE Asia and Latin America.

For more information: www.theproblemwithpricing.com

Join our LinkedIn group “Deloitte Pricing”

© 2014 Deloitte Consulting AG.

Audit. Tax. Consulting. Corporate Finance.


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notes


at the heart of pricingin europe

We are looking forward to meeting you again at the5th epp life sciences forum 2014

June, 2015

More information will follow soon!www.pricingevents.eu

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