tag:blogger.com,1999:blog-66107753069416273072024-03-20T00:01:21.684-07:00Hitting The Rx NerveAmong the marketers around the world, we-pharmaceutical marketers are the most neglected ones. But there is one thing which belongs to us.... belongs only to us..... The Rx nerveAnish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.comBlogger7125tag:blogger.com,1999:blog-6610775306941627307.post-68192233800141089602015-08-20T10:27:00.001-07:002015-08-20T10:27:12.020-07:00A Loser’s Note<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">I’ve read
that 95% of the brands fail to take off in the market. In pharmaceutical industry, I assume
its 96%. I am one among in those 96% who has a loser tag tied around my neck.We
majority, ‘The losers’ hear the stories of the other 4%, often look back and
wonder that they haven’t done any different than what we did. Then why do we
keep on losing?<o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">The winners
whom I often forced to listen to, make mockery of my marketing capabilities and
throw at me their “successful marketing secrets” with which I have been pooping
my sales team out for a decade.<o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">The problem
is that ‘winners’ are the only one who talks. They talk how better their teams
are, how better their training methods are, how better their products are, how
better their strategies are…. “I have fought & failed in numerous battles
my dear friends- This fallacy of being better will not disillusion my ‘loser’
sensibilities”. Had someone listen to we majorities (96% of us who have been
tagged worst), we would have said what doesn’t work for you in marketing
(Unfortunately I can’t say what works for you as I am yet to find it). I
presume some of the general principle that I am made to believe is totally
wrong. Let me list down a few for you.<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">1)</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> <span style="color: red;">
</span></span></span></span></b><b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;"><span style="color: red;">If you heard that ‘Staying
at the top is more difficult than reaching at the top’- Its utter non sense<o:p></o:p></span></span></span></b></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">My
experience says it’s far easier to stay at the top than to get there. There is
something called “principle of force” always exist in the market which makes
big fish eat small fish, big brand eat small brand. Nepolian once said “God is
on the side of big battalion” – the same way God often smiles on the larger
sales force, heavier sales budget, bigger research department. The size always
matter and in general smaller brands have to fight all odds to replace bigger
brands at the top. I spent my life fighting, Meronem, Augmentin, Mesacol,
Perfalgan, Voveran, Targocid,Volini etc and realize this hard truth.<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">2)</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> <span style="color: red;">
</span></span></span></span></b><b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;"><span style="color: red;">If customer orientation is the key to
your success – be prepared to invent 7 billion keys.</span> <o:p></o:p></span></span></b></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">Agreed; we
moved far away from Henry days who said “you can have any colour as long as
it is black” but are we really prepared to understand our customer? People says
it’s the era of extreme personalization. Brands like ‘Sephora’ indulge customer
through its ‘Beauty insider’ loyalty program where they define each customer
(Based on skin tone) and offer customized product range at their each store.
Pizza hut is running 17000 campaigns online targeting every possible niche of
customers. Brands like Airbnb, is giving start hotels a tough competition,
through their customer oriented business model.<o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">I have heard
of Dell personalizing the computer, Adidas and Nike get customers design their
shoes, BMW make customers design the car roof, Banks offer personalize cheque
book and credit cards.<o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">The concept
is well poised for the future. In the future everything will be tagged, people
animals and things (By 2020, 15 billion things are connected to the internet
and each other).<o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">So an
elevator manufacturer can repair a lift even before it break down through a
sensor which send signal to the central server regarding the critical wear
& tear.<span style="mso-spacerun: yes;"> </span>A pacemaker will send a
signal to your doctor if it sense something wrong and the doctor would call you
to have your check up done before you even felt the discomfort. <o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">It’s all
amazing to read, but my reality says, even my customer doesn’t know what he wants and
how come my marketing research would find out a fact which is unknown to their
source. (But it’s amazing that every time they come up with satisfying answers
which I gulp for my own survival). Then people says technology enabled efficient data processing would make everything possible. But hello..... I am a part of an industry, still
debating to use smart phone applications and when the whole world is thinking
of individual customers (considering no two individuals are same)- I realize I
will take a decade to reach there.<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">3)</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> <span style="color: red;">
</span></span></span></span></b><b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;"><span style="color: red;"><span style="mso-spacerun: yes;"> </span>If you think you have people edge (Better
people to work for you) - May God help you.<o:p></o:p></span></span></span></b></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">Please tell
your people how terrific they are but don’t plan on winning a marketing battle
based on them. Companies believe that they can hire better people and their
superior training will keep the edge ahead but in reality, it doesn’t happen.
Yes, you can recruit a small cadre of superior people, but as we expand, we
automatically fall prey to the low of average and end up being an average team
in terms of quality. So depend yourself on superior strategy, not on superior
people.<o:p></o:p></span></span></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%; mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;"><span style="font-family: Calibri;">4)</span><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";">
</span></span></span></b><b style="mso-bidi-font-weight: normal;"><span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;"><span style="color: red;">Do you have better product to market-
Go and convince your Mother in Low!<o:p></o:p></span></span></span></b></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">There is a
prevailing illusion that better product will win. History says so, but this
history is written by winners and they would always say they have a better
product. But a loser like me testifies to prove it’s wrong. I s had better
product in my kitty and I thought truth will out one day with better promotion,
better ad agencies, better sales team. But it never happened.<o:p></o:p></span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;">Now I
understand “Misconceptions cannot be changed by advertising & sales effort.
Single most wasteful thing you can do today is to try and change the human mind.
Truth is the perception that’s inside the mind of a prospect. That may not be
your truth, but that is the only truth you have to work with it. So deal with
it. By the way, I tried to convince my mother in low that Maxiflo is faster
than Seroflo which she takes daily, then she made me realize for the first time
that better product is a ‘fallacy”.</span></span></div>
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<span style="font-size: 12pt; line-height: 115%;"><span style="font-family: Calibri;"><strong>Finally one silver lining for losers, when you know everything about losing you tend to stop losing. So a pre-requisite for being a winner is- read "A Loser's Note".</strong></span></span></div>
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Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com0tag:blogger.com,1999:blog-6610775306941627307.post-84440093522476564612013-02-01T09:47:00.002-08:002013-02-02T03:07:58.645-08:00WHAT MAKES A BRAND SELL?<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">All my brand management years so far have been
confounded with this easy and straight forward question whose
answers often heard given with a twisted tongue. This is the question
that every brand manager frequently asks and being asked by, but every one of
us managed to escape unscathed every time with least prick of conscience.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">All the theories which I thought would make me
judicious in fact made me f***king judgmental. The nomenclatures that marketing
gurus mixed and grilled together with what they called logic and made me gulp 3
times a day should have been a fine prophylactic against my marketing
confusions but in hindsight, it became the risk factor.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">In my quest for unearthing an impeccable marketer in
me, I slept with some marketing panacea which are supposed to be the persistent
variable to pharmaceutical marketing exactly like what ‘Gandhi dynasty’ to
Indian politics. But slowly I realized the infidelity of these principles
when I found all of them work fine and truthful when it comes to others
but I always got it wrong when I tried to force a Lipitor out of my
brands. Some of those perpetual fundamentals were<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">1) <span class="apple-converted-space"> </span>You got to find the<span class="apple-converted-space"> </span><b><span style="color: red;">need of the customer</span></b><span class="apple-converted-space"> </span>to be successful. You often stumble up
on something called 'need gap analysis' whose gap is a little narrower than the
gap in the needle.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">2) <span class="apple-converted-space"> </span>You have to be the <span style="color: red;">"<b>firstest"
with the "mostest</b>"</span>. The term pioneering advantage is sexy
reminiscent of Sharmila Tagore’s bikini.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">3) <span class="apple-converted-space"> </span><b><span style="color: red;">Convenience</span></b>-is another term I
learned and used according to my convenience. ‘Facilitating the customer
convenience’ is a marketing sacrosanct whose tampering would get you what
Socrates got fro Athenians).<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">4) <span class="apple-converted-space"> </span> <b><span style="color: red;">Reach</span></b><span class="apple-converted-space"> </span>of the organization and finally<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">5) <span class="apple-converted-space"> </span> <b><span style="color: red;">Field force
effectiveness</span> -<span class="apple-converted-space"> </span></b>.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">The industry where I born and brought up often ‘kick
the a**’ of these principles and regularly throw my commonsense and
conventional wisdom in to municipal pit. People of my prototype, very naively,
consider this as a rare aberration and tend to forget this conveniently. But I
must realize aberrations cease to exist when it happens 8 out of 10.<o:p></o:p></span></div>
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<b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">FALLIBILITY OF NEED</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">In this part of the world where we, pharmaceutical
marketers live, none of our customers ever felt the need for something unless
we throw a cake with toppings to taste. For eg: every doctor was happy with
simvastatin until atorvastatin come with its principle of total cholesterol
control. No one wanted anything other than celecoxib until Merck launched its
Refecoxib. When I started my career no one needed an antifungal medicine other
than fluconazole. What happened in antifungal market after that is history.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">My point is<span class="apple-converted-space"> </span></span><b><span style="color: red; font-family: "Calibri","sans-serif"; font-size: 14.0pt; mso-ascii-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">“people accept not when
they need to, but when they are forced to”</span><u1:p></u1:p></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">PIONEERING <u1:p></u1:p>PREPONDERANCE</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">Seeing the brands like Becosule, Fefole,
Augmentin,Meronem perform, one would never discount the fact that
pioneering advantage exist. The life long battle of Batrim to outplay Septran
would give the notion that an early bird really catches the worm a plenty.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">All was well that far until I checked the history to
see what Ranbaxy had done to Sarabhai chemicals who were pioneer in antibiotic
market. The same happened with the entry of Lupin in the Anti-tubercular
market. They easily topple Pfizer and Biologic E there. Brand like Gelusil
entered 4 years after Digene and captured the whole anti-flatulant market.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">Ultimately<span class="apple-converted-space"><b> </b></span></span><b><span style="color: red; font-family: "Calibri","sans-serif"; font-size: 14.0pt; mso-ascii-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">“it is not who march first but who march fast would lend the immunity’</span></b><b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">.</span><u1:p></u1:p></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">WHAT IF YOU DON’T INNOVATE?</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;"> ‘Innovation’ is said to be associated with
‘success’ from the time of Boston tea party at Massachusetts. I've seen
numerous innovative brands failed and termed as unneeded. Who in the world
could think that Pfizer's inhaled ant diabetic would be a failure? But it did.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">I always find ‘RENOVATION’ a safer bet than
‘INNOVATION’. Indian pharma industry more often renovates the existing ones
than innovating something from the blue. This really catapults the industry in
to heights last two decades.<o:p></o:p></span></div>
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<b><span style="color: red; font-family: "Calibri","sans-serif"; font-size: 14.0pt; mso-ascii-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">“Renovation is a better bet than innovation”</span></b><b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">.</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">WHOSE CONVENIENCE?</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">Convenience is another term need clarification.
Question is whose convenience are u talking about? If it is, customer's then
Cipla's Multihaler would have ruled Indian asthma market but it is not.
Finesteride by Merck (Proscar) could have been the most widely used by
doctors as it avoid a painful surgical procedure (TURP) to treat BPH, but is
rejected out by them. Killing a cash cow surgical procedure was not the
doctor’s convenience.<o:p></o:p></span></div>
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<b><span style="color: red; font-family: "Calibri","sans-serif"; font-size: 14.0pt; mso-ascii-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">“Rather than convenience, it is whose convenience that
matters”</span></b><b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">.</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">Overcoming Omnipresence</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">My wisdom went Mecca when I found the way
Botox(Botulinun toxin</span><b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">) </span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">marketed to facilitate the least reach by promoting it
to a small set of doctors and even way before it being approved. That taught me
not to find solace over my huge geographical coverage.<o:p></o:p></span></div>
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<b><span style="color: red; font-family: "Calibri","sans-serif"; font-size: 14.0pt; mso-ascii-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">“It is not the reach but the reach to those who matters
make the difference”</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<b><span style="font-family: Calibri, sans-serif; font-size: 14pt;">Can I do without sales force?</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;">Finally; sale force effectiveness is said to be the
most important factor which decides where the CEO of an organization should
sit.... ‘in the front-cover of Forbes’ or ‘in front of exit interview
panel’. Cipla is the company which was audacious enough to withdraw all its
sales force from the market once and still found its way to top of the charts. The
immense customer value that this organization created and genuine care and
exuberance it provided was more than enough for Cipla to survive without even
the most indispensable factor of the pharma industry ie sales force.<o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: 14pt;"><br />
</span><b><span style="color: red; font-family: "Calibri","sans-serif"; font-size: 14.0pt; mso-ascii-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">"Its
not the large sales force or managers that make an organization but it is the
customer value it creates"</span></b><span style="font-family: Calibri, sans-serif; font-size: 14pt;"><o:p></o:p></span></div>
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<span style="font-family: Calibri, sans-serif; font-size: medium;">All those experiences thought me not to take anything
for granted in pharmaceutical marketing. A percentage point more dedication and
half a percentage point common sense would give you a better outcome than the
fundamental principles would deliver. I hope the day will come we </span><span style="font-family: Calibri, sans-serif;"><span style="font-size: 19px;">wouldn't</span></span><span style="font-family: Calibri, sans-serif; font-size: medium;"> search a place to hide if someone asks us "what makes your brand
sell"....<o:p></o:p></span></div>
<u1:p></u1:p>
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Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com3tag:blogger.com,1999:blog-6610775306941627307.post-48698801309592481642012-06-04T04:47:00.006-07:002012-06-05T19:47:18.163-07:00GOVERNMENT, CHARITY AND ‘MARKETING - THE KOTLER WAY’<div dir="ltr" style="text-align: left;" trbidi="on"><br />
<div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 14pt; line-height: 115%;"> </span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">64% board room meetings I sleep in <span style="color: red;">(sit in)</span>, 32.5% of the expansion program I gone through,27% of the minutes of the meeting I forced to gulp <span style="color: red;">(with a gun pointed to my Adam’s apple) </span> over the last 10 years, ended up talking magnanimously about exploring the most potential and largest market in the world called Indian rural market. Yesterday a parrot of a tarot card reader said that this market has the population<span style="color: red;"> (If you dare calling them human, as they don’t drink Tequila) </span>of <b>750 million</b> residing around <b>6,00,000</b> villages. This parrot’s ‘brother in law’ saw a pregnant lady walk 5 K.M to reach a substandard clinic to deliver a baby and found discharged in an hour. <b>Sophisticated delivery…ah? </b>Even though India established itself as outsourcing partner in manufacturing and R&D, a messiah for <sup>3rd </sup>world countries, boast of largest USFDA approved plants outside U.S, 23,000 manufactures churning out medicine which is as equal as female feticide in numbers … still <b>80%</b> of its rural population has no access to essential medicine. <span style="color: red;">(Bin Laden was the only one who could explain us which are ‘non-essential medicines’, fortunately he is no more)</span>. Even 1,46,244 counterfeit manufacturers (with approvals from all the authorities in the world except DCGI- It’s a foregone conclusion that DCGI doesn’t generally disapprove anything).<o:p></o:p></span><br />
<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiSrIUICtSfLZBsObcE9GZLJKgY9h3njCjuvkCacvPTObfpNlPHynlQ-YlSmhGeGuw3802nl_Cj2ZdCnQGLlcUf4wM1XEHq9Ej9rMsb5Wee_uOuWr7vK0sQFnREEzINdLpWyUzeJw_1SDg/s1600/download.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiSrIUICtSfLZBsObcE9GZLJKgY9h3njCjuvkCacvPTObfpNlPHynlQ-YlSmhGeGuw3802nl_Cj2ZdCnQGLlcUf4wM1XEHq9Ej9rMsb5Wee_uOuWr7vK0sQFnREEzINdLpWyUzeJw_1SDg/s1600/download.jpg" /></a></div><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><br />
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" o:spid="_x0000_i1025" style="height: 146.25pt; visibility: visible; width: 138pt;" type="#_x0000_t75"> <v:imagedata o:title="" src="file:///C:\DOCUME~1\anishm\LOCALS~1\Temp\msohtmlclip1\01\clip_image001.png"> <o:lock aspectratio="f" v:ext="edit"> </o:lock></v:imagedata></v:shape><o:p></o:p></span></div><div class="MsoListParagraphCxSpFirst"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Look at this picture very carefully. If u think this lady in the picture as your prospective consumer and assumes her as<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Illiterate with zero brand consciousness<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Zero disposable income with miniscule healthcare expenditure<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Cannot afford your brand<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l1 level1 lfo1; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Would not understand and accept any technological innovations<o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="mso-list: l1 level1 lfo1; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Will default the payment frequently<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Then you are far from exploiting one of the biggest and viable market in the world called Indian rural Market?<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">What makes a marketer turn his back against rural market is a combination of challenges and some myths associated with the market. Marketing here would definitely challenge a marketer’s conventional wisdom. <span style="color: red;">(This wisdom is generally spoon-fed to them by Philip Kotler but Kotler has no role here as he did not have to sell medicine to my rural people)</span>. Here a marketer is forced to curve a new promotional way but unfortunately in Indian pharmaceutical Industry ‘New promotion’ is an oxymoron. Here a brand manager’s secret promotional catalogue (spys from secret services like ISI,RAW, FBI and MCI may know this) in every year contain the items like <o:p></o:p></span></div><div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">one surreptitious price increment, <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Two margin increments, <o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Three webinars (two would be with a person with white skin, weird accent, and anonymous language doesn’t matter even if it is Mandarin)<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Ten permutations & combinations of bonus offers<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Twenty four glossy paper reminders (with the innovations like upper part look like Taj Mahal and lower Red Fort)<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Thirty mailers and thirty one web flashes<o:p></o:p></span></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">50 patient education materials (In all Indian languages including Finnish),<o:p></o:p></span></div><div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo2; text-indent: -.25in;"><span style="font-family: Wingdings; font-size: 12pt; line-height: 115%;">Ø<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Gifts ranging from Alphonso mango to Bullock cart<o:p></o:p></span><br />
<span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><br />
</span></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Question is does any of these help you to make this women in the picture buy your brand?</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><o:p></o:p></span><br />
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</span></b></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">The myths associated with the rural markets are<o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Rural people are poor</span>: </span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">This is a common notion which deters all sorts of marketing action. There are as many rich people in rural India as there are urban poor. Yes………. The priority of purchase could be different. <o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">They spend less</span>: </span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">The fact is that rural people are spending more than their urban counterpart. C.K Prahlad called this phenomenon as ‘Poverty Penalty’. Owing to local monopolies, inadequate access, poor distribution they are made to pay 5-25% more.<o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><b><span style="color: red; font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">They cannot afford my brand</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: Let me paraphrase… They cannot afford in a form which you offer to them. Given the correct form and cost restructure (Not the price reduction) we can make any world class product affordable. Reliance mobile and Indian Car industry are all significant example of what the correct product offering and price restructure can achieve.<o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><b><span style="color: red; font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">They are not brand conscious</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: They are as much as brand conscious as any of your urban consumer. But the crucial factor is their switching cost much less owes to their lack of inventory and can shift from one brand to another provided they are not satisfied.<o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><b><span style="color: red; font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">They don’t understand and accept technology</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: e-Choupal network of ITC demonstrated the speed at which our rural people can adapt to technology. Penetration of mobile phones even to rural house wives is another example.<o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"> You have a market which is doubtlessly virgin, unruffled by any corporate mockeries, but you are waiting for this to be developed so that you can plough this land with your Marketing tractor. Yes… you contribute to the development that which you conspicuously past in your official website under the heading corporate social responsibility or corporate alms-giving. Remember 60 years of charity has made no difference to the plight of a single human here. <o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">About our Government, Contrary to popular belief they are the chief contributor in the development of Indian Pharmaceutical industry by denying proper sanitation, promoting poor hygiene and providing poor infrastructure. Some of their healthcare programs have wonderful name like Janani Suraksha Yojna, Rogi Kalyan samiti, Navjat sisu suraksha karyakram but the implementation is ‘a big blatant zero’. No adequate healthcare staffs, Doctors, Nurses, beds and above NHRM reports says 70% of the fund allocated are used to plant trees in the premises. <b>Can you believe it?</b><o:p></o:p></span></div><div class="MsoNormal" style="text-align: justify; text-justify: inter-ideograph;"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">As a marketer what I believe is in a <span style="color: red;">“Market Based Solution”</span>. Though there are programs like <b>Arogya</b>(Novartis), <b>Sanjeewani</b>(Pfizer), <b>SEWA</b>(Eli Lilli), <b>Prayas </b>(Aventis), the solution provided by them is not going to be holistic. If all we want is a market to sell and outcome we expect is the wellbeing of consumers why can’t we involved in partnerships. There are firms strong in manufacturing, some are strong in distribution, some have large sales reach, some have strong warehousing, There are banks who provide microfinance, there are insurance experts, There are good equipment providers, There are good hospital chains…… Why cannot we work together, Put a helping hand together, make profit together. Let our Government play a good intermediary which will strengthen the trust among the members. This kind of a partnership is not new… Bangladesh is a good example where Pfizer with their medicine, GE with their diagnostic equipments and Gramin Bank with finance is creating history. What are we waiting for……? We have a strong healthcare base, what we require is a mindset. Let’s create it………………… <o:p></o:p></span></div></div>Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com3tag:blogger.com,1999:blog-6610775306941627307.post-79545415152114979942012-05-15T03:11:00.004-07:002012-05-15T06:01:05.872-07:00BEND IT LIKE BEGGARS<div dir="ltr" style="text-align: left;" trbidi="on"><br />
<div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 18pt; line-height: 115%;">‘</span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Begging’ – The word which is unusually profane and sacrosanct simultaneously, is one of the most omnipotent forms of art performed across the continents. It is sacrosanct as it is discovered by a precocious snake (Bible says it could speak) who begged Eve to taste a forbidden apple <span style="color: red;">(God in fact didn’t want 3<sup>rd</sup> phase clinical trial of apple in Adam but snake)</span>. According to Hindu mythology most of their Rishis lived by performing this art. It is profane as they are not allowed to perform in commonwealth games particularly in Delhi, Asiad and Olympics. (But Kalmadi is an exception). The people who perform this art who are called beggars whose strength lies just 420 numbers less than Christians and protestants calculated together.(Corporate and political beggars are not included in this list as ‘swindling’ is not a community art).<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Though they are scattered as Jews and unceremoniously denied commonwealth games, through a marketers eyes they are the fine proponents of <span style="color: red;">six sigma</span> applications at its best, as <span style="color: red;">99.9666%</span> of the product (Here its Sympathy) they manufacture and sell are free of defects. There is no one in this universe who didn’t buy their product at least one is the testimony to this fact.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Begging can be defined as an art of selling sympathy where transfer results in a penny or two. One thing stand out in this process is the intelligence at which the marketing mix is used. Let’s take one by one….<o:p></o:p></span></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Product </span></span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">: </span><o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Sympathy is a very delicate product, the perishable one and if it is not market it properly there is not going to be any takers. Prime example is the case of Dr.Vijay Mallya. He and his kingfisher is in a situation which deserve sympathy but Mallya and his extravagant life couldn’t sell it properly. America during pentagon attack is another example of sympathy marketed poorly. This perishable thing (sympathy) has to be delivered in a form which is noticeable augmented with world’s best form of creativity.<o:p></o:p></span></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Product Augmentation:</span><o:p></o:p></span></b></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">A man who deprived of a body part, a woman with an injured baby, malnourished boy all will create sympathy. But challenge is the sympathy created should end up in money transfer. This requires some amount of augmentation and this is done through <o:p></o:p></span></div><div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo1; tab-stops: 195.0pt; text-indent: -.25in;"></div><ul style="text-align: left;"><li><span style="font-family: Symbol; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">careful dressing,</span></li>
<li><span style="font-family: Symbol; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">well thought out dialogue delivery,</span></li>
<li><span style="font-family: Symbol; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">Facial expression</span></li>
<li><span style="font-family: Symbol; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">·<span style="font-family: 'Times New Roman'; font-size: 7pt; line-height: normal;"> </span></span><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%; text-indent: -0.25in;">Intelligent display (Injury, Burn, Body part they want to show)</span></li>
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<div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Price:</span><o:p></o:p></span></b></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Pricing strategy is the simple one. It’s penetrative. They thrive on their mass reach. So the amount they charge is small but with the number of customers they approach coupled with less manufacturing cost they are bound to break even very easily. <o:p></o:p></span></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Packaging:</span><o:p></o:p></span></b></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">This is one of the most crucial aspects of their marketing. Each time the package differs according to the situation. Imagine a guy who sing and beg inside a train hitting his belly. His shirt would be ripped in at least 3 parts . Sound emanating from his throat has to be cacophony.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">A lady with a baby in her ambit wears a sari which is completely dirty. The baby is the crucial part of the display and should be malnourished and naked.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">A guy standing on the road side hitting him with a whip has to be naked with an artificial mustache and a bandaged legs is another packaging display.<o:p></o:p></span></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Place</span><o:p></o:p></span></b></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">One of the factors that determine the ROI is the selection of place. It is this selection which allows them mass penetration<o:p></o:p></span></div><div class="MsoNormal"></div><ul style="text-align: left;"><li><b><span style="font-family: Georgia, serif; line-height: 115%;">Temple/Church</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: They know that the people who come here have a contractual relationship with the God and it is here there is utmost chance of public magnanimity in display</span></li>
<li><b><span style="font-family: Georgia, serif; line-height: 115%;">Traffic signal</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: One of the rare location they get their customers idle at least for some seconds (More time than a doctor give to M.R). Here they have ample opportunity to display what they offer.</span></li>
<li><b><span style="font-family: Georgia, serif; line-height: 115%;">Railway ticket counter</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: This place ensures the maximum penetration to customers with huge potential (Those who has coins)</span></li>
<li><b><span style="font-family: Georgia, serif; line-height: 115%;">Auto/taxi/Bus stand</span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">: Another intelligent selection that guarantee ROI.</span></li>
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</div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><o:p> </o:p></span></b><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Communication:</span></span></b></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;"><br />
</span></span></b></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">The dexterity at which they draft communication in accordance with target audience is a wonderful learning for a marketer. In temple their communication draft reads “Bhagvan apke muradhe puri karegi”. They know devotees will pay heed to it.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">The communication to a commuter walks through the road is completely different. Here they says “Do din se khana nahi khaya he sab”.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">In railway stations where passengers are in a hurry, the communication is so crisp and in single words like “Ya..Allah, Amma, Etc..<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">In traffic signals they know that their customers are sitting inside a sound proof a/c car. Here they completely done away with the words and full-fledged verbal communication and facial expressions are on display.<o:p></o:p></span></div><div class="MsoNormal"><b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">Facing rejection</span></span></b><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"><span style="color: red;">:</span><o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;">Here the plan is long term. They face rejection more often than any other marketer in the world. But it is exemplary that they persist with the idea. <o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: Georgia, serif; font-size: 12pt; line-height: 115%;"> For an industry (Pharma) where everyone lamenting about the lack of options of differentiation and solutions to every issues end up in a 4 page literature, these beggars are a case study to follow. When all our product ranges are promoted to the same set of customers they embarrass us with proper customer classification. For an industry where same set of promotional communication is designed for different specialties of doctors, the variety of promotional plans and communication strategy they use is something to learn.<o:p></o:p></span></div></div>Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com2tag:blogger.com,1999:blog-6610775306941627307.post-90143799473864811882012-05-10T00:04:00.003-07:002012-05-10T00:04:55.673-07:00MY WIFE HATES ME…......BUT NEVER LET GO OF ME<div dir="ltr" style="text-align: left;" trbidi="on"><br />
<div class="MsoNormal"><span style="font-family: "Georgia","serif";"> </span><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">When my wife looks around, sees the whole husband class and do a comparative study based on efficacy (Rich enough to pay her manicure), safety (Caring enough to prepare abed coffee), and quality (less stylish to attract other women’s attention)……… what makes me stand out?, especially when all the other little bas***ds project themselves as holy Ganges that everyone had to take a dip in.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;"> The situation is quite familiar for a pharmaceutical marketer as he sees all the brand his doctor confront says they are superior albeit they get it manufactured in a ‘cattle barn’ in the corner of a tax evading zone. Now the conventional wisdom says ‘If you want to survive – Differentiate. But what is the ultimate differentiating factor?<o:p></o:p></span></div><div class="MsoNormal"><b><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Is it quality?..........</span></b><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;"> But people buy Maruti Suzuki not for its quality. It is the geographical extension of its service outlets makes it a preferred brand. <b>So is it service the ultimate differentiator?</b> ………..But people prefer Intel processor to AMD not for its service but for its innovation and technology which Intel demonstrate by introducing 662 unique versions compared to 79 by AMD. <b>So is it innovation which differentiate?......... </b>But Hotmail is not mail service innovator nor is your Apple. I Pod, i Mac, I Phone have became the best sellers but were never the one which innovated the technology. But they had the better appearance, better style. At any point <b>can we discount quality?....... </b>It is the quality which makes Toyota, FedEx and its overnight delivery stand out. <o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Now the big question is what will you do when you got none of these elements to flaunt.<b><o:p></o:p></b></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">The answer is TBR. i.e Total Brand Recall. Your doctor will wake up on the <span style="color: red;">bed sheet</span>, sip a coffee from the <span style="color: red;">cup</span>, get ready and took his car <span style="color: red;">key chain</span>, open the car and sit in the <span style="color: red;">car cushion</span>, <span style="color: red;">car perfume</span> hang in front of him………. Everywhere he would see your brand name. Step in to the hospital he sees an <span style="color: red;">awareness poster</span> courtesy your brand, he is welcomed to his chamber by a <span style="color: red;">table standee</span> where your brand name is imprinted. Thus he eats & Pray with your brand. He’ll hate you but will certainly buy you. <o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Now you understand why my wife hates me but can’t let go of me.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 8.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">(Courtesy Sandeep, Planman)<o:p></o:p></span></div><div class="MsoNormal"><br />
</div></div>Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com0tag:blogger.com,1999:blog-6610775306941627307.post-33200590051657159602012-05-10T00:04:00.001-07:002012-05-10T00:04:13.723-07:00My Market…… A pessimistic view<div dir="ltr" style="text-align: left;" trbidi="on"><br />
<div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Indian pharmaceutical market is like a mirror, it reciprocates the similar image the way you look to it. My shelf is replete with those articles which say the future of Indian healthcare is as bright as a helium lamp. One day I decided to look it through a pessimist lenses and I found the same market which was touted to grow leaps and bounds is foundering like Indian hockey. <o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Statistics told me that <b><span style="color: red;">67%</span></b> 0f the population (which amounts to <b><span style="color: red;">742 million</span></b>) only contributes <b><span style="color: red;">17%</span></b> to the market. A dried pipeline due to miniscule R & D investment coupled with improper distribution network make the market less accessible. Branded generics and Generic generics rule the market and no concerted efforts being made to improve the care management and treatment cost. Above all any Tom, Dick and Harry’s mother in low can come up with any combinations –rational & irrational only criteria which should meet is return of investment. Non pragmatic cost regulations which control the output without even poking at the inputs helping the investors finding their feet but in some other countries.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">Hollywood and Indian pharma has a strange similarity. Both are in to a lot of remaking (the old ones). Thus innovation here is limited to mere shuffling of combinations and older molecules which not replace any therapy but add to it. Compulsory licensing bogy we brandish no will keep the investors stay away.<o:p></o:p></span></div><div class="MsoNormal"><span style="font-family: "Georgia","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-size: 11.0pt;">The rule is very simple, if you want it to be the next big thing, please treat it like the next big thing and if you see no other way but to treat it like this, don’t foresee a brighter future. <o:p></o:p></span></div></div>Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com0tag:blogger.com,1999:blog-6610775306941627307.post-80487998365405192752011-02-22T11:41:00.000-08:002012-05-09T05:41:34.027-07:00Hitting The Rx Nerve<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="font-family: 'Times New Roman', serif; line-height: 115%;"><span class="Apple-style-span" style="font-size: large;">When I inherited my cubicle from a fellow senior product manager, what I also inherited was a right hand corner decked with brand packs which I replaced with mine by artistically placing my vancomycin capsule pack (<i>privileged to be the ‘only one’</i>) over two injection packs. Every day I take my Teicoplanin brand by my left hand and ask him <span class="Apple-style-span" style="color: red;">“Darling, When will you be a Lipitor?”</span> (<b><i>Lipitor syndrome</i></b><i> is something that every product manager of my generation is infected with</i>). One day it replied unceremoniously ‘fool, when you could hit a billion <b>Rx nerves</b>’. What…..? Where does this come from?<o:p></o:p></span></span></div>
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<span style="font-family: 'Times New Roman', serif; line-height: 115%;"><span class="Apple-style-span" style="font-size: large;"> For a product manager, a product in front of him is a packet of information rather than it being a vial or a capsule or a tablet and what he does is disseminating this information. This postmanisque job is so complex that a product manager often smacks his head to eject fumes out of his ear. Question is what makes him do so? What make his work so challenging? Is it 150 competitors in his therapy waiting to swallow him? Or is it sheer price competition where if you come up with a Rs 10 brand, the next day three other pop out with their Rs 3 substitute? Or is the humongous regulatory pressure where even your sneezing has to be followed by ten explanatory notes? The answer is a simple, blatant ‘NO’. The only one thing he should bother about is how fast and frequent he sensitizes the Rx nerve of his customer. If he could do this, the other problems would be taken care of by it. <o:p></o:p></span></span></div>
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<span style="font-family: 'Times New Roman', serif; line-height: 115%;"><span class="Apple-style-span" style="font-size: large;"> Rx nerve is something which is responsible for doctor’s prescription, stockist’s distribution, chemist’s purchase and patient’s consumption of your brand. What is that a product manager required doing is to sensitize this nerve frequently and it is nothing else but information that makes this happen. Now let’s think about the complexity of this process. The challenge lies where a product manager has to <b><span class="Apple-style-span" style="color: red;">find out</span> </b>information and <b><span class="Apple-style-span" style="color: red;">catapult</span> </b>this through the <span class="Apple-style-span" style="color: red;"><b>apt selected</b> </span><b><span class="Apple-style-span" style="color: red;">medium</span> </b>with the <b><span class="Apple-style-span" style="color: red;">required force</span></b> at <span class="Apple-style-span" style="color: red;"><b>efficient frequency</b> </span>to sensitize the Rx nerve of a customer. Each bold letter above is a huge challenge and improvisation of each make one product manager different from other. What make the situation more complex is the fact that each individual customer require different sort of information to sensitize their Rx nerve. Don’t you think it is easy. I bet you do….<o:p></o:p></span></span></div>
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<span style="font-family: Algerian; line-height: 115%;"><span class="Apple-style-span" style="font-size: large;"> </span><span class="Apple-style-span" style="font-size: 16pt;"><o:p></o:p></span></span></div>
</div>Anish Menonhttp://www.blogger.com/profile/07277198930338405739noreply@blogger.com3