GST Special Issue carrying an interview with Sunil Attavar - CMD, Group Pharma and President, Karnataka Drugs and Pharmaceuticals Manufacturers Association (KDPMA)

Frontline Managers

Articles by Vivek Hattangadi, Raja Reddy, K. Hariram, Satish Kota, P. S. Parameswaran, Gopal Kishore, Ramandish Arora, Mohit Kumar Bhutani, Richa Goyal and Mahendra Kumar Rai

Sanofi’s Decision not to Renew Paul Hudson as CEO Marks a Structural Shift

In big pharma, leadership changes are rarely impulsive. They...

IMS Health Market Reflection Report for July 2016

The Indian Pharmaceutical Market (IPM) was valued atRs. 10,025 crores in the month of July 2016 clocking a 14.7% growth over same period last year (SPLY). This was the first time ever the market crossed the 10,000 crore mark in a single month.

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Policies/Sales

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How the 2026 U.S. tariff action on branded drugs...

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IPM February 2026: Market Intelligence Report

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Strategy

Hype and Happening: GLP-1 Growth Story – Follow the Patient, not the Primary Sales

Is Obesity (Drugs) Masking Underlying (Metabolic) Risk Factors in...

Trump’s 100% Drug Tariffs Explained: The Surprising Opportunity for India

How the 2026 U.S. tariff action on branded drugs...

Can Eli Lilly Outrun the Same-Glutide Stampede with Tirzepatide and Orforglipron?

The "aspirinization" of obesity—moving from a niche, high-cost injectable...

IPM February 2026: Market Intelligence Report

Executive Summary The Indian Pharmaceutical Market (IPM) sustained its growth...

FieldForce Is Not Your Frontline Anymore. Meet the New Force in Healthcare

When drones first appeared on battlefields, military establishments reacted...

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Medical Reps will Remain – What will be their Future Role?

There was a phase when the industry feared that digital would eventually replace the medical sales representative but it appears that digital engagements work best when facilitated by an affable and knowledgeable person, who can personalize the information, and the conversation, to the doctor. In pharma, there’s no substituting face-to-face dialogue it seems. And why should it? “Rather than digital replacing a person in pharma, the need of the hour is digitalizing the approach of person. The person and the technology are HERE TO STAY”, says Archis Joshi, Commercial Head at Dr. Reddy’s. The sales role is getting tougher. Medical information, at one point pharma’s greatest value, is today much more freely available than it used to be. In the Indian market which is dominated by generic medicines lacking differentiation, simply informing doctors about the product, isn’t a viable prospect any more when it comes to piquing their interest. “Why are brands that have been around for some time still unable to cross the marketing funnel and are still stuck at either the ‘awareness’ or the ‘interest’ stages, and unable to move towards the ‘purchase’ or ‘recommendation’ stages?” wonders Mehul Shukla, Director, Marketing Excellence at Cipla.