Pharma Veterans

Dear Pharma Veterans! The purpose of ‘Pharma Veterans’ is to share your wealth of knowledge and wisdom with others. And to create a movement to recognize and celebrate the Pharma Industry Professionals. Presently, Pharma Veterans Blog is published on WordPress, one of the top blog sites. More is due to come in near future. Your stories, ideas and thoughts are eagerly awaited. Please send to asrar@asrarqureshi.com . Your contributions will be published promptly. Please join the Community and the Movement. Engagement is Essential. Thanks to research, ‘Engagement’ has become a buzz-word and mantra for success. And rightly so. It was not known when I started. As I mentioned earlier, tradition in Pharma was to join a company (more so in MNCs) and retire from there. Both parties remained ‘engaged’ as per tradition. It was more of a physical engagement and was not related to performance. The organization carried high performers and low performers together. There were interesting ex...

Dear Pharma Veterans! The purpose of ‘Pharma Veterans’ is to share your wealth of knowledge and wisdom with others. And to create a movement to recognize and celebrate the Pharma Industry Professionals. Presently, Pharma Veterans Blog is published on WordPress, one of the top blog sites. More is due to come in near future. Your stories, ideas and thoughts are eagerly awaited. Please send to asrar@asrarqureshi.com . Your contributions will be published promptly. Please join the Community and the Movement. Before I move on the next period, I wish to share some key learnings from the first period which I ended on leaving Hoechst, and of the Wanderings of next two years. I did not understand then, but I knew these later with the benefit of hindsight and more learning. Career Planning is Essential. The med reps who started before me, with me, and later, joined Pharma Sales by accident, not by choice. The profession paid well, it looked glamorous with five-star hotel meetings and...

Asrar’s Note: Dear Pharma Veterans! I have created this space for ‘Pharma Veterans’; all of us, not just me. I am filling this space to begin with to keep it moving. You are most cordially invited to write your thoughts/ ideas/ experiences. Please send these to me at asrar@asrarqureshi.com . Your contributions will be published promptly and without editing. Please join the Community and the Movement. I did not want to continue working in Pharma Sales while my friends wanted me to. I met Sher Afgan in Karachi who was running Siegfried. He offered me sales job, but I politely deferred. I also met Syed Ahmad (ex-Upjohn, then Servier) at his residence in Karachi. Great guy. We sat in his drawing room. In the first few minutes, it was concluded that we would not talk about job. The atmosphere became relaxed. He offered me tea and talked to me for an hour and half. He was from the old guard and he sort of mentored me in that time. I was not getting my desired job and I was getting ...

Asrar’s Note: Dear Pharma Veterans! I have created this space for ‘Pharma Veterans’; all of us. I am filling this space to begin with to keep it moving. You are most cordially invited to write your thoughts/ ideas/ experiences. Please send these to me at asrar@asrarqureshi.com . Your contributions will be published promptly and without editing. Please join the Community and the Movement. Wyeth was not a hard company to work for. As I said before, it was more of a ‘selling’ company owing to the nature of products it had at that time. I had two contradictory thoughts going on in my mind. I felt more and more unsettled in Pharma Sales. And, I also felt that I had gotten late in getting my first promotion. As per my thinking, the first promotion (becoming District Manager) should have come within first five years. I had completed five years, but I was nowhere near getting promoted. Wyeth had a long list of seniors before me in the queue. I knew that the delay had been largely due to...

Asrar’s Note: Dear Pharma Veterans! I have created this space for ‘Pharma Veterans’; all of us. I am filling this space to begin with, to keep it moving. You are most cordially invited to write your thoughts/ ideas/ experiences. Please send these to me at asrar@asrarqureshi.com . Your contributions will be published promptly and without editing. Please join the Community and the Movement. Like other MNCs, Wyeth also had long serving people. My manager Sharaf Iqbal had previously worked in Bahawalpur and Multan. We knew each other. Most other colleagues working at Lahore were not known to me previously, but they were all cooperative with each other. Along with the pharmaceutical products, we also promoted SMA and S26, the two infant milk formula products. During that time, milk formula promotion was open. These could also be advertised through media. Major companies in this area were Wyeth, Abbott, Mead Johnson and Nutricia. A single Japanese formula ‘MEIJI’ had been growing rap...

Asrar’s Note: Dear Pharma Veterans! I have created this space for ‘Pharma Veterans’; all of us, not just me. I am filling this space to begin with, in order to keep it moving. You are most cordially invited to write your thoughts/ ideas/ experiences. Please send these to me at asrar@asrarqureshi.com . Your contributions will be published promptly and without editing. Please join the Community and the Movement. Sheikh Ejaz, District Manager of Lederle, was an outstanding person, distinct from others, in a class of his own. He came from a well-placed family settled in Bahawalpur. He had joined sales profession at an older age, probably at thirty-two. He was well read, head-strong, non-conformist, and rebellious. His expression was refined; he spoke very well and with authority. He had great flair for sales. As manager, he developed his team but gave them a lot of free hand. He took me in his car from Multan to Sahiwal and introduced me around. Next was weekend, and he said he pla...

Asrar’s Note: Dear Pharma Veterans! I have created this space for ‘Pharma Veterans’; all of us, not just me. I am filling this space to begin with to keep it moving. You are most cordially invited to write your thoughts/ ideas/ experiences. Please send these to me at asrar@asrarqureshi.com . Your contributions will be published promptly and without editing. Please join the Community and the Movement. What did the industry look like in early 80s? Squibb (later Bristol Myers Squibb and now GSK) was big in cephalosporins. Velosef (cephradine) was top selling and expensive. A 500mg capsule sold for 11.40 rupees; very high price at that time. Squibb promoted and defended their product very aggressively and kept their position. Eli Lilly was also in Cephalosporin with Ceclor (cefaclor), Kefzol (cefazolin) and Keflin (cephalothin). Glaxo joined the race with Ceporex (cephalexin). Kefzol sold well but was only injectable. Ceclor and Ceporex were only oral. Velosef had the advantage t...