Pharma

Case Solution for Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget

Complete Case details are given below :

Case Name :      Pharma Talent: Paying Sales Force Bonuses Within a Fixed Budget
Authors :           Michael Taylor, Rocky Campana
Source :             Ivey Publishing
Case ID :            W12268
Discipline :        Sales
Case Length :    09 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
This case concerns the bonus structure for a representative sales team. Pharma Talent, a contract sales company for pharmaceutical companies across Canada, promised its clients that its representatives would drive sales at a lower cost than what the client would incur if it had its own sales force. Historically, it had contracts with products that targeted physicians (e.g., prescription drugs or medical devices); however, a new contract in Ontario involved an over-the-counter (OTC) product. Pharma Talent currently had a pay-for-performance bonus structure that had already been revised three times. Nevertheless, due to the structure of the different territories in Ontario, many sales team members thought the bonus was unfair and very discouraging, while its pay-for-performance structure did not meet the clients’ needs.
 
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Case Solution for Richter: Information Technology at Hungary’s Largest Pharma

Complete Case details are given below :
Case Name :      Richter: Information Technology at Hungary’s Largest Pharma
Authors :           Deborah Compeau, Jordan Mitchell, Gyorgy Drotos, Emma Incze, Gyorgy Vas
Source :             Ivey Publishing
Case ID :            907E21
Discipline :        Operations Management
Case Length :    23 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The director of information technology (IT) at Ritcher, a major Hungarian pharmaceutical company with operations throughout Eastern Europe, is in the midst of planning for the IT department for the coming years. The three main considerations for the coming year are: Is the current IT structure appropriate to meet the growing demands of the overall organization? To what extent should IT affiliates be centrally controlled? How can IT best serve the rest of the company?
 
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Case Solution for Cold Chain Distribution Issues at Indo-Euro Pharma

Complete Case details are given below :
Case Name :      Cold Chain Distribution Issues at Indo-Euro Pharma
Authors :           Mohit Srivastava, Helen Rogers, Kulwant Pawar, Janat Shah
Source :             Ivey Publishing
Case ID :            W13525
Discipline :        Operations Management
Case Length :    12 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The supply chain director of Indo-Euro Pharma summoned an urgent meeting in response to significant losses incurred by the company in the last fiscal year. This was primarily due to the return of yet another international consignment of temperature-sensitive drugs (TSDs) – this time worth millions of dollars. The meeting focused on the inability of Indo-Euro Pharma to appropriately distribute and monitor TSDs cost effectively across the various stages and locations of the supply chain – especially at the pharmacist level. Deviations from drugs’ required temperature ranges could happen during packaging, storage, transport, loading and unloading in aircraft, sea containers, trucks, etc. It was extremely difficult to monitor whether pharmacists were following proper procedures for storing TSDs. Most medical stores in India had domestic refrigerators that required frequent calibration. The problems indicated the need for Indo-Euro Pharma to adopt an alternative distribution system that was specifically tailored for TSDs.
 
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Case Solution for Future of “Big Pharma?”

Complete Case details are given below :
Case Name :      Future of “Big Pharma?”
Authors :           David W. Conklin, Murray J. Bryant, Danielle Cadieux
Source :             Ivey Publishing
Case ID :            905M47
Discipline :        General Management
Case Length :    17 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Several new developments were threatening the success of Big Pharma. The patents on well-known blockbusters were reaching expiry, and generic manufacturers were eagerly waiting to produce lower-priced copies. Throughout the world, governments were taking a more active role in determining the prices at which drugs could be sold. The expansion of government insurance programs was adding to the complexity of the marketing challenges. Another change involved a shift towards direct-to-customer advertising, including the proliferation of information on the Internet, in addition to the traditional process of sales visits to family doctors. Research funding had doubled since 1991, but the number of new drugs emerging each year had fallen by half. The research and development process was also changing dramatically. Whereas blockbuster drugs had been developed as general treatments for common conditions, it was becoming increasingly apparent that not all patients reacted in the same ways to these drugs, and some – although a very small percentage – suffered serious side effects. This reality was expected to lead to the creation of a much larger number of niche drugs, each one targeted at a narrower group of patients. Related to this development was the growth of biopharma in which new biotech companies were creating drugs that could attack specific cells. Some analysts felt that Big Pharma was in a peculiar predicament in that profits were still very large, and this served as a barrier to necessary changes in strategy.
 
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