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KPA CONGRESS 19 th May, 2012

KPA CONGRESS 19 th May, 2012. PHARMACY ‘ BUSINESS MANAGEMENT IN A RECESSED ECONOMY. A PRESENTATION BY CAREER TRAINING CENTRE (CTC) . Incorporated in 1992 as a specialist training provider in Career Development and Business Management

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KPA CONGRESS 19 th May, 2012

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  1. KPA CONGRESS 19th May, 2012 PHARMACY ‘BUSINESS MANAGEMENT IN A RECESSED ECONOMY

  2. A PRESENTATION BY CAREER TRAINING CENTRE (CTC) • Incorporated in 1992 as a specialist training provider in Career Development and Business Management • Have provided training to corporates, NGOs and individual clients; • Kenya Airways • UNICEF • International Organization For Migration (IOM) • Mumias Sugar • Caltex Location: Purvi House, Mpaka Road , Westlands Tel: 020-4446287/4446297/2499194 Email: info@careertrainingcentre.com www.careertrainingcentre.com

  3. ISSUES FACING THE PHARMACEUTICAL INDUSTRY • The pharmaceutical industry is becoming more demanding, sophisticated and competitive with a number of pharmacy businesses facing tough business challenges • Increased competition • Low business • Procurement: Generics/counterfeit • Price undercutting • Personnel qualification • Business management style • Alternative medication • Industry requirements • Clients are getting more enlightened, sophisticated, demanding and choosy about which pharmacy outlet to spend their money. There are more choices of outlets • Staff Challenges: Generation, Technology, Career progression

  4. PROFESSIONAL ISSUES • Pharmaceutical professionals usuallyjoin the industry while lacking the necessary soft skills to handle clients i.e. customer appreciation, communication, presentation, up-selling , counseling etc. • Pharmaceutical professionals lack training in work ethics and etiquette • Training curriculum mainly covers technical knowledge & skills and very limited emphasis on soft & business management skills • Pharmaceutical professionals lack the necessary career development skills i.e. CV writing, Interview techniques, job search

  5. WAY FORWARD • Pharmaceutical professionals must develop the best technical and soft skills, strategies techniques and business management skills to ensure that every customer experience is a memorable one to guarantee business sustainability and growth • Business Diversification • Home delivery • Technology/Phone • Membership schemes • M-pesa • CRM

  6. SUGGESTED SOLUTIONS • Pharmacy Training institutions should introduce soft skills in the Pharmaceutical training program • Pharmaceutical professionals must be equipped with the with the necessary soft skills to e.g. • customer care • Communication & presentation skills • Selling & up-selling • Work ethics & etiquette • Empower new graduating Pharmaceutical professionals with career development skills • CV & Application letter Writing • Interview techniques, • job search skills

  7. SUGGESTED SOLUTIONS – CONT. • Kenya Pharmaceutical Association (KPA) should consider strategic partnership with training solution providers to offer certified programs in soft skills for Pharmaceutical professionals • KPA should consider assisting new graduating Pharmaceutical professionals in placement for internships/jobs

  8. SUGGESTED COURSES • Customer Service Excellence • Essential Selling & Up-selling skills • Work Ethics & Etiquette • Communication & Presentation Skills • Career Development Skills • Entrepreneurship/ Intrepreneural Skills

  9. CONSEQUENCES OF UNTRAINED SOFT SKILLS • Poor Customer Service • Poor customer retention • Bad reputation/image • Drop in sales/profits • Business stagnation/decline • Poor relationship with customers, colleagues and other stakeholders

  10. BENEFITS OF TRAINING • Delighted Customers • Good interpersonal relationships • Motivated Staff/team • Successful business operation/growth • Profitability

  11. CONCLUSION • As a policy, KPA should insist on members to undergo soft skills & business management training • KPA to assist members in identifying credible training providers • Training will help members to be well rounded professionals able to excel in their professional career and also personal growth • Career Training Centre (CTC), a specialist provider of training in soft skills & business management is willing to partner with KPA to develop training curriculum and implement the same to members • The training should be provided through workshops and regular continuous/ scheduled courses delivered at CTC or other agreed venue

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