Business Management in a recessed economy - KPA Nairobi

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20 Νοε 2013 (πριν από 3 χρόνια και 8 μήνες)

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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



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


ISSUES FACING THE PHARMACEUTICAL INDUSTR
Y



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


PROFESSIONAL ISSUES


Pharmaceutical professionals
usually

join 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




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


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









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

SUGGESTED COURSES


Customer Service Excellence


Essential Selling & Up
-
selling skills


Work Ethics & Etiquette


Communication & Presentation Skills


Career Development Skills


Entrepreneurship/
Intrepreneural

Skills



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

BENEFITS OF TRAINING


Delighted Customers


Good interpersonal relationships


Motivated Staff/team


Successful business operation/growth


Profitability


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