How Can Pharma Companies Balance Price Cuts and Profits Without Stunting Growth?

Observations in the Pharma Industry

Working with the Pharma Industry, I have observed that many companies resort to price cutting as the only way to sell their products. This often results in poor revenues, and the company cannot grow as a result.

Reasonable profits are a prerequisite for any business as they are necessary for continuity. This presentation was prepared to communicate a basic concept in training, using an old story to emphasize the point. The story illustrates how a lady saw the benefit for the organization, akin to her home.

This concept is further extended to define marketing in a simple yet effective way.

Regards,
Dr. Ulhas Ganu

Thank you, Vedhanarayanan. Unfortunately, many times the management looks at salespeople who book orders as the only important personnel, while everyone who contributes to 'product quality, availability on time, and positioning' is seen as secondary. This is the beginning of demotivation for these essential personnel. It hinders the momentum of sales and leads to underperformance of the product.