Vivek Hattangadi

Inspiring the World: My 51-Year Journey Through Indian Pharma (Part 1) Authored by Vivek Hattangadi and Shailaja Dwivedi Pathak, Copy Editor: Shailaja Dwivedi Pathak Preamble Imagine a story woven with numbers, a tale of transformation that spans generations. What do the figures 100, 400, and a staggering 240,000 have in common? They’re not just numbers; […]

The Story of the Business Story – Brand Management 67 Illustration: Courtesy Bing Image Creator Once upon a time, in the heart of the vibrant city of Ahmedabad, lived a brand manager named Nayana Pradhan. She poured her heart into Antares Biopharmaceuticals, especially into her beloved brand, Brandex. Brandex, once the shining star, had slipped.

The Art of Negotiation – Sales Management 18 What exactly does the term negotiation mean? Negotiation is a discussion between two or more parties aimed at reaching an agreement when they have some shared and some opposing interests. It’s essentially a process of finding a solution that satisfies everyone involved to some degree. More specifically,

Beating the Antes: The Purple Revolution of Brandex (Part 2) – Brand Management 61 B Visual – BING IMAGE CREATOR We read in the first part that the story of Brandex’s purple revolution reached the ears of Bashar’s mentor, Jnāna. Jnāna listened intently, and then posed a single, penetrating question: ‘But what about your distinctive

Beating the Antes: The Purple Revolution of Brandex (Part 1) – Brand Management 61 A Preamble What is Antes? These were the minimum expectations that every brand in the market had to meet—the baseline features that were so essential that every competitor offered them. Here is an example of the antes of a good car

The Rx for Success: Performance Management of Pharmaceutical District Managers – Sales Management 11 Preamble This is a true story, shared for educational purposes. To protect the privacy of those involved, names and locations have been changed. Yashwant Mallya, MD & CEO of Sirlus Pharmaceutical Company is interviewing Vilas Prabhu for the role of Director

Become a Strategic Thinking District Manager – Pharma Sales Management 12 Preamble The Strategic Thinker: A District Manager’s Journey Ravi Chawla had been a District Manager in Vega Pharmaceuticals Ltd.  for five years. He was responsible for a team of seven Medical Representatives, covering a vast and diverse territory. From Pune his head quarter town

Raise the Performance of Poor and Mediocre Performers – Sales Management 13 Preamble Avanti Redkar took over as the District Manager of Alpha Centauri Pharmaceuticals. She was based at Pune. She knew the road ahead was filled with challenges. She inherited a team of Medical Representatives who were not meeting their potential, and she recognized

From Vande Bharat to Pharma Brands: Blueprint for Seamless Strategy Execution – Brand Management 62 Preamble India’s pride, the Vande Bharat trains, represents a leap forward in technology and innovation. Designed to zoom at speeds between 160 to 180 kmph, these marvels of engineering often crawl at average speeds of 59 to 90 kmph. The

What Exactly is Brand Building? – A Tribute to Prof. Chitta Mitra and Prof. Tarun Gupta – Brand Management 63 This essay is poignant tribute to the architects of pharmaceutical branding, Professors Chitta Mitra and Tarun Gupta. On January 3rd, 2012, the world of pharmaceutical marketing lost a luminary with the passing of Professor Chitta