Premium Essay

Comm. Excel

In:

Submitted By pvp123
Words 8654
Pages 35
Stephan Danner, Aleksandar Ruzicic, Patrick Biecheler

Study

Commercial excellence in the pharmaceutical industry
Delivering superior value to your customers in challenging times

Stephan Danner, Aleksandar Ruzicic, Patrick Biecheler

Study

Commercial excellence in the pharmaceutical industry
Delivering superior value to your customers in challenging times

2

|

Study

Contents
Letter from the authors Executive summary 1. At a glance: Turbulent times, here to stay? 2. Taking the first steps towards commercial excellence 3. Sales excellence: Still a worthwhile investment 4. The nuts and bolts of customer excellence a) The importance of customer relationship management (CRM) b) Towards a customer-centric approach c) The promotional mix as a stepping-stone to customer excellence 5. New business models: Making the necessary changes 6. Mapping out the road to commercial excellence 7. Sources 8. Who to contact about commercial excellence 3 4 6 10 14 18 19 22 26 30 38 41 42

3

|

Commercial excellence in the pharmaceutical industry

Letter from the authors
For a while now, pharmaceutical companies have been faced with a multitude of difficult challenges. Financial pressures, regulatory changes and increasingly active stakeholders have put the industry’s sales growth and profitability to an ongoing and demanding test. In the past, many companies reacted to these obstacles by simply restructuring and downsizing their sales forces. Yet many onlookers now consider this approach to be outdated. If companies want to succeed – and generate results that will satisfy their shareholders – they must look further and focus on a whole new approach: commercial excellence. This study paints a landscape of the key commercial trends across the industry and gives a detailed insight into commercial excellence. This report follows on from the publication

Similar Documents

Premium Essay

Basic Review

.../assignments/data_sources 3. Which of the following are examples of manipulation and transformation commands? (Choose all that apply.) a. sed b. pr c. join d. paste 4. Which of the following is true of the pipe operator? (Choose all that apply.) d. It redirects the output of one command to the input of another command. 5. Because the data was formatted the same in two inventory files, you decided to combine their contents into one file. Now you want to determine if there are duplicate entries on consecutive lines in the new file. Which of the following commands enables you to find the duplicate entries? c. uniq 6. Your friend is using the command comm entryfile, but is getting an error message. What is the problem? (Choose all that apply.) b. It is necessary to use either the -m or -t option with the comm command. 7. Your boss is trying to import the customers file into her spreadsheet program, but the data goes into the spreadsheet incorrectly. This is because the fields are separated by dashes (-) and the spreadsheet program requires the fields to be separated by colons (:)....

Words: 971 - Pages: 4

Free Essay

Business Cast Study About Alibaba

...COMM 491 Summer 2015 Team Presentation 1 Industry Analysis Presentation Due: Wednesday, July 29, 8:30am; submitted via email to bernie.maroney@sauder.ubc.ca , and presented in class Format: Presentation: 10 minute in-class presentation of your industry analysis; I would recommend no more than 15 slides (aside from the opening slide and a “thank you/ questions” slide). Each member of your team must be present and must contribute to the presentation, unless other circumstances prevent. Worth 10% of your final grade. Please, no “Presi,” we’re all sick of it, and it isn’t “cool” anymore. Filename protocol: In order to distinguish your file from every other groups, you must name your submitted file as such: COMM491-VSP_Summer2015_IndustryAnalysis_Cohort#_Team# , where Cohort# is either Cohort4 or Cohort 5; and Team# is your team number, such as Team2. Topic: Each team must perform an industry analysis on one of the following industries: * Craft or micro-breweries in B.C. * Food trucks in Vancouver * The cleantech industry in Canada * Private tourism agencies in Canada catering to Chinese tourists. Thus you have different geographic areas to also consider; you must choose your topic and post it on the discussion forum on Connect no later than 1700hrs on Sunday, July 26. No more than three teams in each cohort may choose the same topic. Assignment: Suppose that your team is thinking of starting a new business in the industry chosen. Using Porter’s Five...

Words: 1010 - Pages: 5

Premium Essay

Kudler

...Kudler Fine Foods is a company that has grown since the initial opening in 1998, and to manage with the growth Kudler selected Microsoft Access as the database to help track inventory, sales, orders, employees, and customers. Kudler’s inventory consist of perishable products, therefore inventory needs be accurately tracked. This paper will evaluate the design elements of the data tables from an accounting perspective, create an entity relationship diagram including a pivot table, recommend improvements to the data tables, and explain how the new diagrams will improve Kudler’s decision making for management. Table Analysis The data table analysis is vital to Kudler’s success. The data is organized into general ledger codes, inventory item, summary line item, and the total amount of the item’s transaction. The data provided in the analysis table, which are viewed by the users, shows how much money is spent on what product and which store. The description of the data table gives the total amount and quantity on hand for an item and calculating average price for an item. From an accounting perspective, the data tables are simple and easy to read. There are four headings. They include the GL Code, inventory item, summary line item and the amount. The GL Code helps to identify which store the item is located. For example, 12 stands for La Jolla, 13 identify the store in Del Mar, and 14 identify the Encinitas store. The inventory items identify what items are in the inventory. At...

Words: 567 - Pages: 3

Premium Essay

Assignment 4

...Week 10 Assignment Click the link above to submit your assignment Assignment #4: Case Problem "Stateline Shipping and Transport Company" Read the 'Stateline Shipping and Transport Company" Case Problem on pages 273-274 of the text. Analyze this case, as follows: In Excel, or other suitable program, develop a model for shipping the waste directly from the 6 plants to the 3 waste disposal sites. Solve the model you developed in #1 (above) and clearly describe the results. In Excel, or other suitable program, Develop a transshipment model in which each of the plants and disposal sites can be used as intermediate points. Solve the model you developed in #3 (above) and clearly describe the results. Interpret the results and draw conclusions that address the question posed in the case problem. What are the limits of the study? Write at least one paragraph. There are two deliverables for this Case Problem, the Excel spreadsheets and an accompanying written description/explanation. Please submit both of them electronically via the dropbox. The assignment will be graded using the associated rubric. Outcome Assessed: Develop solutions for transshipment problems. Communicate issues in Management Science Grading Rubric for Stateline Shipping & Transport Case Problem There are 12 points in each of the five criteria for a total of 60 points possible Criteria 0 Unacceptable (0 points) 1 Developing (6 points) 2 Competent (9 points) 3 Exemplary (12 points) 1. Develop...

Words: 589 - Pages: 3

Free Essay

General

...Rate Schedule 11 Complete Mileage Expense Type Definition in Payables 12 SA: Define Profile Options 13 System Administration Integration 18 Customize the Internet Expenses Workflow 19 Define a new OIEADMIN Role 19 Define Workflow Notification Performers 20 Change the Find Approver Method 21 Personalize Expense Report Submission Instructions 22 Integrating with Oracle Projects Summary 23 7. Enable the Display of Project and Task. Use the Region Items window to enable the display of project and task information. You need to perform this step in order to view projects and tasks in View Expense Report History. 24 Set Up Offline Expense Spreadsheet Template 25 Configure the Expense Report Sheet 25 Testing a New Custom Microsoft Excel Template 28 Save the spreadsheet to the database 29 Other Configuration Considerations 30 Open and Closed Issues 31 Enable Project Expenditure Types for Expense Report Entry Project...

Words: 6272 - Pages: 26

Premium Essay

Cummunication Practices

...marketing department of Robi. It is an research which gives an over all idea about the activities of the department, in addition this research will find out what the different types (working class, student, housewives, employees) think about the PR activities of Robi. This research is based on questionnaire. The questionnaire was given from the Robi authority which was a pre-tested questionnaire having 5 questions. The sample technique was stratified random sample. Total 100 respondents from Dhaka city where taken for this research. Based on their answers the analysis has been made. The sample size is divided in to five (5) sub-categories namely student, housewives, working class, agency personnel, and lastly the Robi employees. Microsoft excel 2003 software was used for all sorts of calculation and graphical representation for the research. Based on the calculation all sorts interpretation and recommendation was given at the end. Each of the questions has its own calculation and diagram in this research paper. The literature review part was full of secondary information about the research. The terminological definition, explanations of the terms and detail of the departments are clearly described in this part of the research. In addition, company background part is added just for the readers to know more about the company and also the detail of the department of PR & communication. There are mainly nine activities that are taken care by the PR & communication department. Each...

Words: 326 - Pages: 2

Premium Essay

Kudler Data Improvments

...Kudler Fine Foods has been a successful organization due to many factors including hard work, dedication, and inventory control. As of now there are three locations with each location having their own inventory. Through hard work expansion of the organization was bound to happened, but also created the need to identify strengths and weakness of the current system, and determine if a more efficient method would be better. Kudler Fine Foods inventory is the backbone of the organization. A lot of cash is tied up in Kudler’s inventory making this a top priority to improve. Kudler needs a standardized ordering system to keep track of their inventory. As of now they are using a computerized ordering system, what they need is a system that will help them keep track of their inventory as it is sold or purchased. Kudler also needs an accounting system that will help them with payroll, accounts payable, and sales. A network that will connect sales, accounts payable, payroll, and inventory all together. Having a system that will connect all departments will allow for a more accurate financial statement. This will also allow for the managers to see expenses with each department, and see which item is being sold more. Another opportunity that Kudler needs is a system that would allow authorized personnel to enter all three stores from any location. Kudler would benefit from a network that linked managers together in order from them to view and enter data from any location...

Words: 400 - Pages: 2

Free Essay

Satistics

...to write a short report proposing a "better" methodology, where you are to interpret "better" to mean a methodology that takes your county off the list of high crime counties! Instructions Your first task is to attempt to replicate the results of the report you are given based only on the information contained within the report. As you recall, the report should include both "a verbal description of the metric used including at least your method of calculation and the high crime/low crime threshold" and the raw data used to create the metric. If the attached report you have in front of you did this, you should have no problem recreating the results (you will need to cut/paste the data from the appendix of the report given to you into excel). Should you be unable to replicate the results, if I determine that this was because the original report was not written well enough to be replicable then it will not affect your grade. The second task is to create a NEW metric that a) remove Jay County from the list of "high crime" counties, and b) alters the "high crime"/"low crime" status of as few other counties as possible. Finally, you should write a persuasive report summarizing your results. This should be relatively short (roughly 500 words of text) and should include the following information: 1. A verbal...

Words: 614 - Pages: 3

Free Essay

Database Analyse

...at Arby’s organization is responsible for many positions in this company. They must be able to make a schedule, order product, provide reports, and control operations. With Microsoft application, the operational manager is capable of performing his or her duties. Microsoft provide applications for Arby’s organization called menu link and aloha. Menu link is an application to help the operational manager provide cost and labor reports. The labor management uses POS data to store sales in order to make a schedule. The operation manager inputs the amount of sales use for each day to receive a guideline for how much labor to use for the week. This information is saved and sent to the schedule spread sheet. The spread sheet use is Microsoft excel software. This chart is an example of a schedule. Arby’s takes the daily labor cost and the total hours to achieve the store need for staff on day-to-day bases. The ending results reflect how much labor used for the sales produce on...

Words: 469 - Pages: 2

Free Essay

My First Computer

...patience with this technology. I looked through several different computer books and that did not help. So I finally gave up on computers and left them alone for several years. After five years I found myself in the need of a computer because I had moved up in position and it required the use of a computer and everything was becoming electronic including the forms. I when out and brought a new up to date computer for that time. It came with all this fancy software and hardware. I was happy to have it but could only do so much work on it. I could do PowerPoint slides that was my biggie I would pull up a blank screen input what I wanted print it out and head for the next slide. But PowerPoint was not the only thing the bosses wanted they wanted Excel...

Words: 389 - Pages: 2

Free Essay

Predictive Policing

...When Volvo Car Corporation split off from Ford in 2010, it needed to develop its own stand-alone IT environment in some areas. At the same time, the company wanted to improve its business intelligence (BI) capabilities and operational efficiency. So Volvo decided to prototype a Microsoft data management solution that simplifies its IT environment, provides graphical self-service reporting capabilities, and improves collaboration. Business Needs By the time that Zhejiang Geely Holding Group completed its acquisition of Volvo Car Corporation in 2010, the IT environment at Volvo had become complex, difficult to manage, and expensive. Over the years, a variety of data management and business intelligence products had been deployed. Volvo wanted to reduce the number of these products to make the overall system easier to manage and to reduce licensing and other costs. “All the products out there have been purchased by some department at some time in history, and we’re trying to consolidate and simplify our BI infrastructure,” says a Volvo IT architect. Volvo also wanted to improve its business intelligence capabilities to achieve greater insights into such things as assembly and product development costs and to help employees produce reports more quickly and easily. “With the old systems, users had to sample their own data from various sources, integrate the data, and produce the reports—and that cost a lot of time,” says a senior business analyst for business demand and strategy...

Words: 372 - Pages: 2

Premium Essay

Reflection Summary

...we discussed the power of wireless devices, delved further into information systems, discussed protection of information assets, and probed some of the functions of Microsoft Excel as an office automation tool. We utilized two sources of readings from chapters in Introduction to Information Systems and Microsoft® Office 2010. We also participated in peer to peer discussions to evaluate our understanding of the subject matter. Wireless Technology Many of the wireless technologies today are well known and understood from an operator standpoint. That comes from the common necessity of technology in our daily lives. What are not so well known are the associated security concerns that come with operating on a wireless platform? This week we touched on the threats that encompass these technologies. Information Systems We briefly touched on and broad stroked information systems in week one. This week we began a more in-depth review of some of these systems. In particular we examined Transaction Processing systems and Expert Systems which utilizes artificial intelligence to assist in the decision making process within the functional areas of an company. We also read and discussed data mining and data analysis. That discussion facilitated our understanding of when it is best to utilize Microsoft Excel and when to opt for Microsoft Access. Protecting Information Assets This week in our technology review we discussed actions that could be taken to protect our information...

Words: 466 - Pages: 2

Free Essay

Efficiency and Collaboration Proposal

...quickly record and account for information with the ability of Microsoft Office confident user’s interaction with its design abilities that do not require intense database knowledge. Access stores information in the form of tables that are similar to worksheets but are designed for gathering large and various types of data that is stored in other tables and locations, and even in fields in other tables. The practice of creating a group within a group and then performing calculations are far more difficult using Microsoft Excel. In addition, “professional developers have found that Microsoft Office Access can save time and meet business requirements for many applications.” (Microsoft Corporation, 2006) With Microsoft Access, someone can integrate tables, forms, queries to their database from other Access databases. Microsoft SQL (Structured Query Language) Server databases, Windows SharePoint Services sites, ODBC (Open Database Connectivity) data sources, Excel, and other data sources all have the capability to work with Access. (Microsoft Corporation, 2006) Due to the large range of information that can be collected using Microsoft Access, this can make creating reports, sharing with co-workers and time management easier and more effective. Databases are good for finding connections in data. “Microsoft Office Access can play a useful role in meeting a wide range of data-tracking requirements.” (Microsoft Corporation, 2006) Microsoft Office Access gives the user an extremely...

Words: 307 - Pages: 2

Premium Essay

Appraisal

...CONTENTS OF PERFORMANCE APPRAISAL FORM: 1. Quality of work • Consider accuracy, thoroughness, effectiveness. • Pressure, ability to meet standards of quality. • Use of time and volume of work accomplished. • Work output matches the expectations established. 2. Quantity of work • Competence, thoroughness, and efficiency of work regardless of volume. • Neatness and accuracy. 3. Teamwork: • Establish and maintain effective working relationship with others. • Shares information and resources with others • Follows instructions of supervisor and respond to requests from others in the team in a helpful manner. • Contributing work and effort to group performance to meet agreed upon objectives and achieve team success 4. Job knowledge • Application of appropriate level of technical and procedural knowledge in specific field • Degree of technical competence • Understanding of job procedures, methods, facts and information related to assignments. • Perform duties with minimal supervision but seek guidance where and when appropriate to the job, consults the appropriate staff 5. Initiative • Consider the extent to which the employee sets own constructive work practice and recommends and creates own procedures. • Self-starter, develop and implement new methods, procedures, solutions, concepts, designs and/or applications of existing designs or procedures. • Accepts additional challenges and responsibilities and willingly assist others, self-reliant. • Completes assignment...

Words: 840 - Pages: 4

Premium Essay

New Information System Proposal

...The intent of this proposal is to describe the effectiveness of switching from Microsoft® Excel to Microsoft ® Access and how internal communications will help modernize the sales department. Let me start by saying that Microsoft® Access is a user-friendly tool and is simple to learn. It provides for the easier adding, subtracting, and altering of data, in addition to offering the ability for more than one user to update tables at the same time. By converting the data we currently hold in Microsoft® Excel spreadsheets to Microsoft ®Access, we will be able to track different aspects of our business more effectively. Benefits delivered once data has been entered in Microsoft® Access: • We will also be able to use the reports to drive positive business results. • We will be able to track sales trends by associate. • We will also be able to track the buying patterns of our customers allowing us to stock the appropriate items by sales surges. • Our sales force will be able to use the database to more effectively streamline their work and understand how to be more productive with our customers. Although many of the items listed above are possible in Microsoft® Excel, the data must be inputted to the spreadsheets and work books and can be more difficult to find the information the user is looking for. Access is the better solution for an extensive customer list. In our business of Party Plates there is a need to categorize certain information to create a database that will...

Words: 536 - Pages: 3