European life science, medical device and pharmaceutical companies are facing turbulent markets: Inflation, geopolitical tensions and increasing regulation by central regulators and more are making their work more difficult. In the context of this „new normal,“ companies must seek ways to reinvent themselves and achieve profitable as well as sustainable growth. Effective measures span from revised offering portfolios to more targeted go-to-market strategies to more efficient operations and processes.
Together with our partners Ebner Stolz Management Consultants, the management consulting specialists in the areas of performance management and corporate finance, Roll & Pastuch is hosting a webinar series with 5 sessions that will provide an overview of current areas of action, solutions and ways to respond to the current challenges.
5 industry specific webinars
Learn what matters for your business
- November 9th, 2023: The data revolution – the transformation value of data as a future driver in healthcare with Simon Philipp Rost, GE HealthCare
- December 5th, 2023: Successful implementation of price adaptations for product portfolios by differentiation with Dr. Michael Marquardt & Julia Koepsel, Roll & Pastuch
- January 24th, 2024: Supply chain risk management with Dr. Marius Ziegan & Alexander Ankele, Ebner Stolz
- February 21st, 2024: Performance optimization across channels with Christoph Krauss & Steffen Kampmann, Roll & Pastuch
- March 13th, 2024: Data driven quality cost management with Dr. Marius Ziegan & Jan Stribel, Ebner Stolz
Session 1:
The data revolution – the transformation value of data as a future driver in healthcare
November 9th, 2023 – 15:00 – 16:00 CET
In the webinar we will look at the current challenges facing the HealthCare sector and use real-world examples to illustrate opportunities for adaptation and transformation.
Referent: Special guest Simon Rost is Chief Marketing Officer at GE Healthcare. He has over 18 years of international experience in strategy consulting, program management, marketing and sales. Mr. Rost has held several leadership positions in MedTech and in MedTech and HealthCare IT.
Session 2:
Successful implementation of price adaptations for portfolios by differentiation
December 5th, 2023 – 10:00 – 11:00 CET
In times of inflation and increasing regulative efforts such as MDR, successful price adaptations are key for attractive profitability and sales. The webinar sheds light on the systematic planning, differentiated calculation and successful execution of price adaptations.
Agenda
- Systematic planning: Plan the price adjustment systematically to be prepared
- Differentiated calculation: Calculate differentiated price adjustments (e.g. by product groups, market and / or customer segments)
- Successful execution: Implement and communicate your upcoming price adjustment successfully with sound preparation and transparent success measurement / controlling
Dr. Michael Marquardt is Associate Partner at Prof. Roll & Pastuch – Management Consultants and heads the areas of Medical Technology and Information Technology. He has experience from numerous market strategy, sales and pricing projects for multinational corporations to SMEs in the USA, EU and Asia.
Referent: Julia Koepsel is Project Manager at Prof. Roll & Pastuch – Management Consultants. Julia has worked on numerous consulting projects in the last years, supporting both nationally and internationally operating companies and groups. She has gathered extensive knowledge in the areas of pricing, sales, and strategy in various industries.
Session 3:
Supply chain risk management
January 24th, 2024 – 10:00 – 11:00 CET
The webinar will highlight approaches for proactive management of supply chains and derive key levers and action requirements for medium-sized companies.
Agenda
- Current Supply Chain Challenges:
- The world yesterday (Chess in the zoo) vs. today (poker in the jungle) -> complexity, uncertainty and risk
- Overview of historical disruption leading to global supply chain distortions
- Current Challenges in MedTech & Pharma
- Supply Chain Risk Management in todays environment:
- Overview Approach (risk identification, risk evaluation, risk management)
- Data driven opportunities to forecast risks within the supply chain
- Impact on current managerial challenges (role profile, agility, data affinity) and necessities for change
- Lessons learned and key hypothesis
Referent: Dr. Marius Ziegan is Co-Lead of the Service Line Performance Management and has been with Ebner Stolz Management Consultants for 9 years. Among other things, he gained experience in the pharmaceutical and and life sciences sectors in the areas of strategy, organization and and efficiency improvement.
Referent: Alexander Ankele is Senior Manager at Ebner Stolz Management Consultants since 2021. He has over 25 years of experience in consulting with a focus on the process industry, automotive and mechanical and industrial engineering. His consulting areas are the design of corporate networks, performance improvement programs and restructuring tasks.
Session 4:
Performance optimization across channels
February 21st, 2024 – 10:00 – 11:00 CET
In this webinar, options in sales strategy are highlighted – how does the strategy derive from your goals and how do trading conditions help execute the strategy? Of course, e-commerce is considered in this webinar.
Agenda
- Multi Channel Strategy
- Objectives of a multi channel strategy
- Determinants of the strategy
- Managing business through discount & rebate systems
- Across countries: managing grey market risks
- Across channels: avoiding channel conflicts
- Online channels – chances and risks
- Market places (e.g. Amazon)
- E-Retail/ Online pharmacies
Christoph Krauss is Senior Director at Roll & Pastuch. He has more than 20 years of experience in marketing and sales with leading consumer goods manufacturers and in advising clients on sales, strategy and pricing. Christoph Krauss has focused in particular on clients in the B2C sector.
Referent: Steffen Kampmann is Associate Partner at Prof. Roll & Pastuch – Management Consultants. He has more than 10 years of professional experience working at many pricing, sales and strategy projects for international and German based companies. Steffen has specific pricing experience from numerous projects in the B2B environment (producers as well as distributors).
Session 5:
Data driven quality cost management
March 13th, 2024 – 10:00 – 11:00 CET
Total cost of quality are of paramount significance in the pharmaceutical industry. However, many companies possess limited transparency over their pertinent cost drivers. In this webinar, we will explore how data can be used in focusing resources on preventive and detective activities in order to achieve improvements in quality and cost savings.
Agenda
- Quality Cost transparency: Data collection and integration, automated management reporting
- Deviation Clustering: Deviation data integration, network / cluster analysis, root-cause identification, CAPA-effectiveness
- Measure management: Tracking effects of improvement measure, automated management reporting
Referent: Dr. Marius Ziegan is Co-Lead of the Service Line Performance Management and has been with Ebner Stolz Management Consultants for 9 years. Among other things, he gained experience in the pharmaceutical and and life sciences sectors in the areas of strategy, organization and and efficiency improvement.
Referent: Jan Stribel is a member of the Performance Management service line and has been with Ebner Stolz Management Consultants for 5 years. He advises companies on strategic realignment, restructuring and efficiency enhancement in his focus industries of pharmaceuticals, automotive and retail.
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Your direct contacts
Dr. Michael Marquardt
Dr. Michael Marquardt ist Associate Partner bei Prof. Roll & Pastuch – Management Consultants und leitet die Bereiche Medizintechnik und Informationstechnologie. Er hat Erfahrung aus zahlreichen Marktstrategie-, Vertriebs- und Pricing-Projekten für multinationale Konzerne bis hin zu KMUs und Start-ups mit lokalen Projekten in USA, EU und Asien. Herr Dr. Marquardt publiziert regelmäßig in internationalen Fachzeitschriften zu seinen Spezialthemen und hat einen Doktortitel in Motivationspsychologie sowie einen MBA.
Christoph Krauss
Christoph Krauss ist Senior Director bei Prof. Roll & Pastuch – Management Consultants. Er verfügt über mehr als 20 Jahre Erfahrung in Marketing und Vertrieb bei führenden Konsumgüterherstellern sowie in der Beratung von Kunden in den Bereichen Vertrieb, Strategie und Pricing. Herr Krauss hat sich insbesondere auf Kunden im B2C-Bereich fokussiert.