2006 Annual Conference

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May 21, 2006

1:00 p.m.- 4:30 p.m.

Tutorial: Fundamentals of Sales Force Optimization
Jude Konzelmann, ZS Associates and Ramkumar Moorthy, Sanofi-Aventis

6:30 p.m.- 9:30 p.m.

PMSA Reception

May 22, 2006

7:30 am - 8:30 am


8:35 a.m. - 8:45 a.m.

Welcome & Conference Overview
Ira Haimowitz, PMSA

8:45 a.m. - 10:00 a.m.

KEYNOTE: Management Science Driving Pharma Success - Yesterday, Today and Tomorrow
Prabha Sinha, PhD ZS Associates

10:30 a.m. - 11:15 a.m.

Year in Review: The Industry in Transition
Dave Johnson, Verispan

11:15 a.m. - 12:00 a.m.

Measuring Sales Force Effectiveness over Time - Facts vs Folklore
Julia Brodsky, PhD, Sanofi-Aventis

12:00 p.m. - 2:30 p.m.

Lunch & Vendor Fair

2:30 p.m. - 3:05 p.m.

TRACK A: Medicare Modernization Act - Assessing the Impact of Medicare Part D and Its Implications for Field Sales Forces
Subbarao Jayanthi, Campbell Alliance

TRACK B: Innovations in Business Analysis - Assessing and Projecting the Impact of DTC and Professional Promoting in a Dynamic, Competitive Environment
Richard Anderson & Seda Follis, The Mattson-Jack Group

3:10 p.m. - 3:45 p.m.

TRACK A: Medicare Modernization Act - Strategic Implications of the MMA Drug Benefit Opportunity
Nawaz Merchant & David Chen, Ortho-McNeil

TRACK B: Innovations in Business Analysis - Challanging Co-promotion Efficacy in the Lean Pharmaceutical Environment-Coming Soon
Mark Hurwich, marketRx

4:15 p.m. - 4:50 p.m.

TRACK A: Medicare Modernization Act - The New Medicare Prescription Drug Coverage: Who is the Voluntary Enrollment Population & Will They Enroll?
Susan Garavaglia, Sanofi-Aventis

TRACK B: Innovations in Business Analysis - Forecast New Product Growth Using Longitudinal Patient Prescription Data >
Louis Wei & Mark Rose, Analytica/Dendrite

4:55 p.m. - 5:30 p.m.

TRACK A: Medicare Modernization Act - Early Assessment of Medicare Part D Impact
Paul Wilson & Jill Tolle, IMS

TRACK B: Innovations in Business Analysis - An Innovative Approach to Optimize Promotional Mix
Jun Hua & David Schellenberger, Fair Isaac & Company

6:30 p.m. - 10:00 p.m.

PMSA Special Event & Dinner

May 23, 2006

8:30 a.m. - 9:15 a.m.

Pharma: The Distrusted Savior
Sims Wyeth, Sims Wyeth & Co

9:15 a.m. - 9:45 a.m.

PMSA Business Meeting

9:30 a.m. - 11:00 a.m.

Break and Poster Sessions Assessing the Homogeneity of Prescribing and Promotion Response in Group Practices
Mark Rose, Louis Wei and Jerry Maynor, Analytika, a division of Dendrite International

System Dynamics
Chris Donald, Health Market Science

Refining New Pharmaceutical Sales Prediction: Understanding New Brand Dynamics using Physician Level Survey Data and Prescription Audit Data
Kris Klein, BASES

Leveraging Patient Data in Market Simulation Modeling
Haro Cumbusyan, Michael Allen Company

Using a Transaction Level Modeling Approach to Understand Promotional Effects and Gain Market Insight in Oncology
Michael Li and Greg Gallo, ImpactRx, Inc.

Use of Cluster Analysis in Modeling Group Level Benefit Design
Pat Miller, Wolters Kluwer Health

Sales Force Disruption Analysis: A Case Study on Measuring the Impact of Sales Force Redeployment
Barry Summers, North American Pharmaceutical Centers of Excellence (NAPCoE), a division of Ortho-McNeil Pharmaceutical, Inc.

Selecting Promotionally-Responsive Physicians for Post-Generic Branded Promotion
David Martin, Michael Allen Company

Big Fat News for America! The Trend in Morbid Obesity Among All Obese Adults
Miriam Ryvkin, Sanofi-Aventis

Management Science Models for Optimal Project Selection in the Drug Approvals Pipeline
Lewis Coopersmith with James Arvesen, Rider University and Strategic Solutions and Services, Inc.

11:15 a.m.- 11:50 p.m.

Future Sales Models - Why is the Pharmaceutical Industry Slow to Change?
Chris Wright, ZS Associates

11:55 a.m.- 12:30 p.m.

Evaluating and Enabling Innovative Selling Models of the Future
Jassi Chadha & Vikas Vats, marketRx

May 24, 2006

8:00 a.m. - 9:15 a.m.

Strategic Analysis of Licensing Opportunities
Sanjiv Sharma, Biovail Pharmaceuticals

9:15 a.m. - 10:00 a.m.

The Real Story behind Sales Force Re-Sizing & Re-Structuring - Understanding & Leveraging Relationships to Change the Game in Pharmaceutical Sales
Angela Bakker Lee, ZS Associates

10:30 a.m. - 11:00 a.m.

Five Reasons to Be Proud of Management Science in Pharmaceuticals
Ira Haimowitz & Kevin Kirby, Pfizer Inc. & Michael Allen Company

11:00 a.m.- 11:45 a.m.

How Do Other Pharmaceutical Companies Do It?
Stephen Gerard, TGaS Consulting

11:45 a.m. - 12:00 p.m.

Wrap Up & Raffle
Sangeeta Tandon, PMSA