International Congress and Convention Association

1. International Congress and Convention Association Category E Extra Value: Carol Krugman is supported and selected by ICCA Category E The Meeting Information and Technical Specialists iccaworld.com

2. ACS AV Company ALFASOM - Sound & Audio-Visuals Lda. Amlink Technologies Pty. Ltd. Association Global Services SA AV-Teknik Event Engineering AB Bedouk Meetings & Events Media Bosch Congress Rental Network Bosch Congress Rental Network South America Brähler ICS Konferenztechnik International Congress Service

3. CAT Publications CIM Australia CIM Verlag GmbH & Co. KG ConEcon Management & Marketing GmbH Congress & Messe Marketing Int./ AFAG Congress Management Congress Rental Convention Partnership Ltd. COPE International AB Corbin Ball Associates & Tech3Partners

4. Ediman Srl Eurocommunication, a Grouping of European Interpreters Eveni AG events the Magazine for Meetings, Trade Fairs, Incentives Figueras International Seating Gala Systems Inc. Gary Grimmer & Company Gearhouse South Africa GL Events / La Boite A Sons Glenn Garson Consulting Limited

5. Hollandia Publishing Hong Kong Polytechnic University Incentives & Meetings International Incheon Free Economic Zone Authority (IFEZA) Insurex Expo-Sure International Conference Research, Inc. International Destinations Inc. International Meeting Venues Internet Destination Sales System LLC Julie Watterston Associates Le Cordon Bleu Leo A Daly Company

6. Marketing Challenges International Inc. Mastervoice Interpretation Services Meetings Group/Primedia Business Magazines Mohamed Al Geziry Consultancy Munich International Airport News Way Group P G International Consulting Pty. Ltd. P.C. Podimatas Audiovisual S.A. Pacific Marketing Corporation Parthen The Meeting Services Company

7. Shanghai Institute of Tourism Shocklogic Global Ltd. Southern Africa Conference, Exhibition and Events Guide Successful Meetings VNU Travel Network Teletech ConferenceCommunication The George Washington University Int'l Institute of Tourism Studies Thieme Publishing Group TW Tagungs-Wirtschaft/Convention Industry Ungerboeck Systems International Warsaw Destination Alliance

8. International Congress and Convention Association The Pharmaceutical Industry: What’s Happening? Carol Krugman, CMP, CMM Krugman Group International, Inc. St. Petersburg, Florida, USA 44th ICCA Congress & Exhibition, Tuesday 8 November 2005 iccaworld.com

9. Pharmaceutical Meetings Background/overview What has changed/is changing? What does this mean to all of us? What do we do now? Session Overview

10. Open symposia at congresses Closed symposia at congresses Free/standing symposia Investigators meetings (pre-/post approval) Advisory Boards Key Opinion Leaders (KOLs)meetings Local meetings (dinner) Internal company meetings Marketing, medical, sales, etc. Types of Pharma Meetings

11. Only way to insure correct adherence to study protocols – compliance, credibility of data Only legal way to communicate product information to MDs prior to regulatory approval Major source of continuing professional education for health care personnel There Will Always Be Pharma Meetings

12. CME (Continuing Medical Education) ACCME (www.accme.org) Accreditation Council for Continuing Medical Education PhRMA Code (www.PhRMA.org/publications) SOX (Sarbanes-Oxley law) Pharma Alphabet Soup

13. 1985 … …2005 A Tale of Two Pharmas

14. 1985 New Product Pre-Launch

15. Honorarium/per diem Airfare for attendee + spouse/guest Ground transfers 2 night hotel (5 star) All meals for attendee and guest Golf/other recreation Spouse/guest program Gift 1985 Costs CoveredWeekend Meeting

16. 2005

17. Honorarium/per diem Airfare for attendee + spouse/guest Ground transfers 2 night hotel (5 star) All meals for attendee and guest Golf/other recreation Spouse/guest program Gift 2005 Costs CoveredWeekend Meeting

18. Regulatory environment Economy What Has Caused The Change?

19. Government regulation SOX (Sarbanes-Oxley) PhRMA Code, ACCME guidelines Expense reduction Procurement and strategic sourcing initiatives throughout corporation Causes of Change

20. CIC Economic Impact Study(September 2005) Corporate meetings/events US$ 40.3 billion (33%)

21. Already in effect with regard to corporate travel – airlines, hotels Volume buying, preferred suppliers, master contracts Old relationships may or may not be helpful New relationships in flux as definition of “client” shifts Consolidation

22. Who is your client today? Who will be your client tomorrow? (Will you have a client tomorrow?)

23. Salaried employee May or may not have title of “meeting planner” May or may not spend 100% of time planning meetings May or may not outsource to independent planners or others Corporate Planner

24. PCO equivalent Self-employed individual or owner of own company Client base includes corporate, association, other independents Plan meetings 100% of the time Independent Planner

25. Salaried employee or in-house mega-agency implant Travel agent background Survived consolidation Increasing responsibility for planning meetings (NBTA White Paper on Strategic Meetings Management) Travel Manager

26. Salaried employee Usually in finance department Minimal/no experience or exposure to meetings Objective – save $$ Consolidate and centralize costs Meetings are a commodity Procurement Executive

27. Research hotel space/rate availability Present options/recommendations Negotiate contract Receive commission on space/rates No further involvement in program “Third Party”

28. Who Is Your Client?

29. Preferred supplier lists Minimum requirements to qualify “Bigger is better” Volume pricing Lower margins “Take it or leave it” New Entrants/New Philosophy

30. Business as usual is no longer business as usual The old rules and relationships no longer apply US and European multinationals in the vanguard – the rest of the world will follow What This Means

31. Understand and embrace the change – it will not go away! Use established relationships to assist in forming new ones Be prepared to change your business model, services and pricing Join/stay current with MPI initiatives and education (www.mpiweb.org) GCCOE white papers What Do We Do?

32. Become “PhRMA PhRIENDLY” Know the rules Get creative – go after the new market instead of bemoaning the loss of the old one Explore strategic alliances What Do We Do?BE PROACTIVE!

33. What does this have to do with associations? What does this have to do with destinations? What does this have to do with me? Questions to Consider

34. Remember Darwin? “It is not the strongest species that survive, nor necessarily the most intelligent, but rather the ones that are most responsive to change.”

35. International Congress and Convention Association Thank you! 44th ICCA Congress & Exhibition, Tuesday 8 November 2005 iccaworld.com