What is the biggest industry challenge you're now facing?
The consolidation of Big Pharma will continue as the US Food and Drug Administration approves fewer blockbuster drugs and
as the existing patents on the money-making drugs expire. These developments are taking a big portion of private-sector research
money out of the market. Research funds will shift toward other companies and institutes such as small biopharmaceutical firms
and universities, and we must focus on serving these companies, too.
How do you stay abreast of new developments in the industry?
Just do three things and do them well: listen to the customer, listen to the customer, and listen to the customer.
Do you see a new industry trend emerging?
Americans and their government are trying to lower their heathcare costs. The average person living in the US currently spends
more than $1000 per year on pharmaceuticals. Most of this money is spent on chronic diseases, but the treatments often are
ineffective and a good portion of the money thus is wasted. Our method of marketing a blockbuster drug as "one cure for all"
is not working and is too expensive. We will see a shift toward personalized treatment and preventive measures which will
be more effective than blockbusters, as well as cost-effective, not too far in the future. The age of Big Pharma will shift
to the age of biotech!
What is the most common demand your clients are currently making of you?
Our clients are more and more pressed for time. In the past, the end user had time to research and find the best product for
his or her application. The responsibility for this research has shifted to the manufacturer today. The customer expects us
to understand their application and needs and to offer the best, most cost-effective product for the lifetime of the application.