Articles

• Branding is overrated

  We are obsessed with branding, rather than the critical art of brand building. However, this subtle difference in terminology has a huge impact on our business.

  (Jan 15, 2009)
• Talk Is Cheap

  Segmentation in the pharmaceutical arena is a myth: most talk about it, but very few do it. Now is the time to adopt this arguably most fundamental principle of marketing in practice.

  (Jan 15, 2009)
• Your sales force hate your messages

  How much resource is wasted on developing thoroughly researched messages which are only delivered as intended when the trainer or manager is around?

  (Feb 17, 2009)
• Get me out of here, I am bored!

  I am a sales rep and I am bored. Is this not the reality for many of our sales force?

  (Feb 17, 2009)
• Value chain or value drain?

  We are all familiar with the concept of value chain. How the batton is passed from one function to another, each adding value until it is delivered to the customer.

  (Feb 23, 2009)
• I had a dream.....

  The public love the pharmaceutical industry, employees are proud of what they do and we are Wall st's favourite sector. Why?

  (Mar 5, 2009)
• Will the real Marketers stand up? - you are all sales men

  Marketing and Marketers are weasel words, they have lost their meaning and to some extent their purpose. I am tired of living a lie, most Pharma Marketers are fake!

  (Mar 5, 2009)
• Value based selling (VBS) is this a new form of bullshit bingo?

  I am sure some of my smarter colleagues will enlighten me but surely this is more smokes and screen, is it not? What were we selling before small value, little value or no value?

  (Mar 6, 2009)
• Mona Lisa - they will never be satisfied

  No matter how many illness the industry helps to manage, payors and patients will never be satisfied. The industry have got mission impossible trying to keep Wall st, patients and payors happy.

  (Mar 12, 2009)
• Are we all Marketers?

  When you consider what Marketers should do surely we are all Marketers. Is it practical or realistic to do marketing through head office based brand managers?

  (Mar 18, 2009)
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