The Enablers, The Brand Management Guru offers a comprehensive package in training pharma brand managers and field sales managers. Kindly contact vivekhattangadi@theenablers.org / pahwa.theenablers@gmail.com for further details

1. The Enablers
The Brand Management Guru
Vivek Hattangadi – Chief Mentor
H.K. Pahwa – Chief Operating Officer
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Vivek Hattangadi & H.K.
Pahwa

2. Mission of ‘The Enablers’
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We unlock the concealed potential in
people, convert their dormant strengths
into actuality, leverage their latent energy
to achieve their goals and dreams and
enable them and their organizations to
emerge as winners
We help in building competitive advantage
through people and brands
Vivek Hattangadi & H.K.
Pahwa

3. Our competencies in training
1. Brand Management
2. Field Sales Management
Vivek Hattangadi & H.K.
Pahwa
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4. PART 1
Module – For Brand Management Teams
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Vivek Hattangadi & H.K.
Pahwa

5. Launch of new product
Two-day intensive, interactive
workshop
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Vivek Hattangadi & H.K.
Pahwa

6. “New products are the
lifeblood of any company”
- Nick Sorvillo,
Senior Vice President, Marketing, A.C. Nielsen
This sums the importance of a successful
new product launch
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Vivek Hattangadi & H.K.
Pahwa

7. Case study – lessons to learn
• The issues involved
• The lessons to learn
• Application of the learning’s
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Vivek Hattangadi & H.K.
Pahwa

8. Launching a new product
• Forecasting skills
• Managing promotional budgets
• Technical skills for a brand manager for new product
launch
• Launch of a new product - Pre-launch
• Launch of a new product - Post-launch
• Writing a brand plan
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Vivek Hattangadi & H.K.
Pahwa

9. Strategy execution
• Achieving operational success through
strategy execution
• Strategy execution – the difference between
success and failure
• Achieving excellence in strategy execution
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Vivek Hattangadi & H.K.
Pahwa

10. Workshop on new product launch
• Essential techniques needed to establish an
innovative culture
• Assessing new product ideas
• Creativity for new product launch
• Working with the creative team
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Vivek Hattangadi & H.K.
Pahwa

11. PART II
Field Operations
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Vivek Hattangadi & H.K.
Pahwa

12. Operationalissues–skillsrequiredforfieldmanagers
Operational issues
• Elucidating the Job of First Line Manager
• FLM and Joint Field Work
• Planning Joint Field Work
• Joint call post-call review
• Post Joint Field Work appraisal
Vivek Hattangadi & H.K.
Pahwa
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13. JobofFirstLineManager(FLM)
• Role, responsibilities and accountabilities of Medical
Representatives and FLM
• FLM as Brand manager
• FLM as HRD Manager
Vivek Hattangadi & H.K.
Pahwa
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14. FirstLineManager&JointFieldWork
• What to plan in Joint Field Work
• How to plan JFW – Home work
• Actual JFW – pre-call and post call analysis
• One minute field manager
Vivek Hattangadi & H.K.
Pahwa
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15. Criticalskillsrequiredforfieldmanagers
Behavioral issues
• How to communicate effectively
• How to discipline
• Encouraging good behavior
• Imparting on the job training – workshop
Vivek Hattangadi & H.K.
Pahwa
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16. Howtocommunicate effectively
• What is effective communication?
• Johari Window
• Managerial communication styles
• Interviewing skills
• Listening and assertive communication
• Counseling
• Pygmalion effect in management
Vivek Hattangadi & H.K.
Pahwa
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17. Vivek Hattangadi & H.K.
Pahwa
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‘The Enablers’ offers a comprehensive module
for coaching and developing the critical skills of
field sales managers
This model can be customized to meet the
specific requirements of specific companies

18. Vivek Hattangadi & H.K.
Pahwa
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Website: www.theenablers.org
E-mail: vivekhattangadi@theenablers.org
pahwa.theenablers@gmail.com
Telephone: 079-26601479

19. THANK YOU
The Enablers
The Brand Management Guru
Vivek Hattangadi and H.K. Pahwa
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Vivek Hattangadi & H.K.
Pahwa