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NICHOLAS HALL’S 31ST EUROPEAN CONFERENCE & CHC TRAINING ACADEMY WORKSHOP
Royal Olympic Hotel Athens
29 September - 1 October 2020
Supporting Sponsor
Advancing in CHC: Exhibitor Sponsor
The Must-Dos and the Reasons Behind Them
For more information please get in touch - #NHCHC20
Elizabeth.Bernos@NicholasHall.com #NHAthens2020
Advancing in CHC:
NICHOLAS HALL’S 31st EUROPEAN CONFERENCE & CHC TRAINING ACADEMY WORKSHOP
Supporting Sponsor
The Must-Dos and the Reasons Behind Them Exhibitor Sponsor
Join us in Athens for our 31st Generics and PLs offer strong price competition to brands,
European Conference, where hampering value growth in the region, but other new
I will be joined by a panel of avenues for growth that must be explored include the
industry experts to explore online sales channel, format innovation, personalised Venue:
Advancing in CHC: The Must-Dos products and natural-based options, with marketers Royal Olympic Hotel Athens
and the Reasons Behind Them. increasingly launching products as medical devices or 28-34 Athanasiou Diakou Str.
LOCATION
WELCOME
supplements, rather than medicines. 117 43, Athens, Greece
Mid-2019 figures from DB6
Nicholas Hall saw the European CHC market Cannabis and CBD is witnessing significant investment and Tel.: +30 210 92.88.400
Chairman & Creative growing by just 2.1%, well development, and is a promising growth channel for the Fax.: +30 210 92.33.317
Solutions Director below the global result of CHC industry. However, the regulatory landscape remains
E-mail: info@royalolympic.com
Nicholas Hall Group +3.6%, which is why it is uncertain and harmonisation has yet to be reached across
of Companies imperative that marketers the EU, so this is still very much an untapped route to We look forward to welcoming you in Athens!
across the region look to new growth in the region.
growth drivers, innovation and new channels to inform A short walk from the Acropolis, 5-star Royal Olympic Hotel is located
and accelerate their strategies. Ultimately, the empowered consumer expects to sit at the right in front of the Temple of Olympian Zeus. A family run hotel
centre of their wellbeing, playing an active role in their that boasts panoramic views over the Acropolis and Lycabettus Hill.
Although there have been low levels of switch across healthcare choices. The role of HCPs is moving away from Conveniently situated in the city centre and is only a 4-minute walk
much of the region, countries with a positive switch paternalism and closer to that of a mentor or coach, and from the picturesque Plaka neighbourhood.
environment are rewarded, such as Poland, where a it is essential that marketers understand and utilise this.
number of switches pushed overall CHC growth to +7.9% In this essential conference, the panel will explore how we
in MAT Q2 2019 . New CHC categories have been created as an industry can best connect to this new empowered
through switch, notably erectile dysfunction treatments. consumer, and identify the key strategic opportunities that
Sildenafil is now available OTC in Poland and the UK, while are waiting to be fully capitalised.
Pfizer will launch OTC Viagra Reseptfri (sildenafil 50mg) in
Norway in early 2020.
Advancing in CHC:
NICHOLAS HALL’S 31st EUROPEAN CONFERENCE & CHC TRAINING ACADEMY WORKSHOP
The Must-Dos and the Reasons Behind Them
Who should attend? Attendees in Vienna
Over 200 delegates from consumer healthcare companies are expected to
attend this meeting.
CEOs, VPs, BRAND BRAND PRODUCT /
At our 30th Conference & CHC Training Academy Workshop in Vienna, we
welcomed decision-makers from over 50 OTC, CHC and pharma companies, SENIOR DIRECTORS & MARKETING DEVELOPMENT PORTFOLIO
as well as other key stakeholders. Our events are packed with thought- EXECUTIVES & SALES MANAGERS
provoking presentations from a series of industry experts and provide a
great platform for networking.
Previous attending companies have included:
CHC WORKSHOP • 29 SEPTEMBER 2020 • • •
Navigating The Future
Defining the Future of the Health and Wellness Journey
SCHEDULE NAVIGATING THE FUTURE
8:30 Welcome to Navigating The Future workshop Navigating the Future is a highly interactive workshop, designed to inspire
participants with insight into current consumer journey’s and foresight
9:00 New Paradigms on the Journey to Health and Wellness - to imagine the future journey in 2025. Empowering them to develop
Case Study Presentation powerful strategies to ensure a deeper connection with today’s audience.
9:30 Health and Wellness Journey – Exploration and Trial
OBJECTIVES
10:30 Coffee • Building an inspiring connection between our Brands and individuals
throughout their Health and Wellness journey, today and into the future
10:45 Health and Wellness Journey – Purchase and Experience
DELIVERABLES
11:45 Health and Wellness Journey – Adherence
12:45 Lunch
Creation of integrated Insight and Foresight
communications on the impact of
13:45 Creating Powerful ‘Big Ideas’ for Activation based on Insights and omni channel different channels
strategies that inform, of communication
empower and inspire and commerce on
14:45 The Guide to Essential Communications Activations along the individuals on critical points of the
Consumer Journey Loop their journey journey
15:45 Coffee
16:00 Briefing the Communication and Commercial execution
Deep understanding
of our individual
17:15 Developing our people into Communication Leaders journeys towards
Healthcare and
Wellness
17:45 Wrap Up
18:00 Close
DAY ONE 30 September 2020 DAY TWO 1 October 2020
8.30 Registration & Welcome Coffee 14.00 Developing a Health Professional Endorsed Consumer 8.30 Welcome Coffee
Brand within the Medical Device Regulations
8.55 Welcome The European Medical Devices regulations continue to evolve with the 9.00 Pharmacy, Parapharmacy, E-commerce:
Filomena Pead, Senior VP, Nicholas Hall Group of Companies introduction on 26th May 2020 of the new Medical Devices Regulations when advanced analytics helps overcoming the
9.00 Opening Address & Annual Report (MDR). The new conditions will need to be addressed for most legacy OTC multichannel increasing complexity
Nicholas Hall, Executive Chairman & Creative Solutions Director devices (CE marked under the previous regulations). Any existing Our health consumers used to be patients, and then became consumers,
Nicholas Hall Group of Companies products must be recertified to abide by the new regulations. This and they have now evolved to “Consum’actors”. Traditional OTC products
brings a requirement for manufacturers to update clinical data, technical distribution and promotion models will be increasingly disrupted and
9.45 Moving Forward in a Sea of Rapid Change: documentation, and labelling. Importantly, manufacturers need to provide multiplied. So our analytical models. Today, new data processing models
Consumers/Retailers/Manufacturers more in-depth clinical data which proves safety and performance claims and allow to integrate this new and increasing complexity and deliver
The presentation will address the increasingly rapid pace of change in have tighter equivalency standards. This session provides practical insight in comprehensive insights. Patrick will explain how OpenHealth Company has
the Consumer Health industry driven by evolving consumer preferences, how to navigate the regulations, integrating quality processes to contribute developed a unique analytical one-stop platform capability - The HUB - to
the impact on retailers and manufacturers desperately trying to adapt. to building brand value. It will identify how the requirement for on-going meet these new challenges.
Understanding these trends is paramount in planning for the future as the clinical data can be turned into strategic benefits supporting customer and Dr Patrick Guérin, Owner, OpenHealth
rate of change all around is likely to accelerate even further. health professional choice, and with European applicability, demonstrates a
Fuad Sawaya, Managing Partner, Sawaya Partners new opportunity to strengthen claims for consumer medical devices. 9.30 Harnessing Business Essentials and Securing the
Andrew Tasker, CEO, Femeda Extraordinary in Times of Change
10.15 Consumer Touch Points for OTC in the Modern Era Vernon will talk about building brands in an ever more complicated and
In the modern era, communication touchpoints towards the Selfcare 14.30 The Growth of CBD in Europe complex world where the need to embrace key factors of success in the
consumer are multiplying rapidly. To what extend does this creating new, In this thought-provoking session Ali will talk about the major advances past are as relevant today as ever. He will bring out the basics of good sales
unique opportunities or confusion to the marketers of our time? How fact- of different CBD based products such as food supplements, pet food and and marketing practice catching their need for integration in new sales
based and ROI-driven is our Selfcare communication nowadays? Grigoris cosmetics in Europe. He will also share his own experiences on market entry channels and consumer touch points.
examines that moving landscape, challenges traditional (mis)conceptions, in this rapidly developing landscape and why these products add so much Vernon Bradley, Principle, ArrowLine Ltd
sketches the new communication paradigm and offers real life examples of value to consumer lives.
best practices of both ATL and BTL communication. Ali Atcha, CEO for EU, Elixinol Europe 10.00 Speaker TBC
Grigoris Karelos, Country Director Greece & Cyprus, Johnson & Johnson
15.00 Coffee Break & Networking Hour 10.30 Coffee Break
10.45 Awards Shortlist Presentations & Voting - European New Product
16.00 From ROI to ROC (Return on Consumer Community) 11.00 Topic TBC
11.00 Coffee Break Marketing is everything a company does to acquire consumers and maintain Stefan Kulik, Chief Commercial Officer, BeMyEye
a relationship with them. The biggest questions companies have about their
11.30 Awards Shortlist Presentations & Voting - marketing campaigns entail what return on investment they’re getting. 11.15 Panel
Worldwide Marketing & Colin Borg Creative Award Susan will explain that this is where we need to rethink our marketing Moderator: Stavroula Chasapoglidou, Managing Director, ismed
models to develop new ways of extracting more from our healthcare
12.00 Fake News, Crazy Leaders & The Land of Opportunity – consumer community.
Yes, Opportunity Susan Josi, Managing Partner, Havas Life Sorento 12.15 Summary & Close
Join this original session for an informative, fun and insightful look at the Nicholas Hall, Executive Chairman & Creative Solutions Director
political landscape of the US, the media that covers it, and how Consumer 16.30 Best Practices in eCommerce for CHC Manufacturers Nicholas Hall Group of Companies
Products companies can still thrive in the Land Online Pharmacies are a reality across all continents and countries and we
of Opportunity. see shares reaching 50% of online sales vs physical sales in specific product 12.45 Networking Lunch
Pat O’Leary, President & CEO, Greenwood Group categories. Are CHC manufacturers well prepared for this eCommerce
transformational journey?
12.30 Achieving Extraordinary Results with “Ordinary” People Having supported the eCommerce strategy of firms such as Bayer,
We often hear about the War for Talent as critical driving force to stay Beiersdorf, GSK, ISDIN, J&J, L’Oreal, Nestle, P&G, Perigo, Pierre Fabre, RB
competitive. What we don’t often hear about, though, is the enormous across various European countries, Panayotis will present selected best
talent that already exists within our organizations. There is genius within practices that CHC manufacturers can leverage for outstanding digital shelf
everyone: and in this fascinating presentation Dionysios will explain how presence and improved markets shares in the lucrative digital retail sector.
it is our job as leaders to identify and unlock that genius and to create an Panayotis Gezerlis, CEO, Convert Group
environment where our people our trusted and empowered to achieve the
extraordinary results we strive for. 17.15 Day 1 meeting close
Dionysios Bouzos, Head, CEE/CIS Region & Alliance Management,
Mundipharma Consumer Europe 19.00 Nicholas Hall’s CHC Marketing Awards Dinner
13.00 Lunch
SPEAKER BIOS
Nicholas Hall, Executive Chairman & Creative Solutions Director, Vernon Bradley, Principle, ArrowLine Ltd
Nicholas Hall Group of Companies A creative led Blue-chip brand specialist with a 39 -year track record of bringing
Nicholas is the founder of Nicholas Hall Group of Companies, an elite consulting, brands to life around the globe in Healthcare and Food & Beverage on several of
business intelligence and executive recruitment company primarily serving the the world most recognized brands. E.g. PANADOL, CONTAC, SMECTA - NESCAFÉ,
consumer healthcare industry since 1978. After a career in marketing and general KITKAT, MILO
management with Procter & Gamble, Vicks and GD Searle, Nicholas has managed
the company’s consultancy practice, which has among its clients many blue chip Believing the consumer should lie at the very heart of every step taken in
OTC companies, as well as some of the leading local laboratories in Asia, Middle the business, Vernon speaks with unwavering passion for matching insightful
East and Latin America. He has more than four decades of experience in the opportunity with relevant and distinctive creativity. He talks of the need to
healthcare industry and has chaired and moderated over 300 OTC conferences entice, engage and envelop end users, building brand capital in the process and
and seminars in 58 countries. advocating simple but practical recipes to build success in the trading partner’s
supply chain. He has a wealth of experience in the sales & marketing arena gained
by working in senior posts in the corporation or on behalf of them through his own
International consultancy and trading company ArrowLine Marketing Ltd where as
he says, he learned the ropes of real entrepreneurship
He is equally passionate about the ever-changing face of Asia and speaks with
relentless excitement about riding the wave of the new world order, in which East
Ali Atcha, Chief Executive Officer Europe, Elixinol and West need to learn from each other. He is a long and very experienced hand
As CEO for EU, Ali is responsible for driving sales for Elixinol Europe with a focus in China with GSK and NESTLE and in 2017 he completed a 2-year assignment
on growing the company’s brand and sales channels across a full spectrum of for IPSEN China pharmaceuticals where he was responsible for initiating a
verticals, especially in the Health and Wellness industry. transformation within Consumer Healthcare
Ali is wholeheartedly passionate about CBD and the value that Elixinol products
can add to consumers lives. He believes that selling through education is key as he Whether it be leading or transforming an organization or designing and coaching
is joining the most trusted CBD brand at a point when European consumers are others in implementing growth strategies, launching new brands, driving start-ups,
awakening to the lifechanging benefits of CBD. or managing crisis’s - Vernon has extensive familiarity across the board, standing
ever ready to unleash his zest for business.
Panayotis Gezerlis, Founder & CEO, Convert Group
Dionysios Bouzos, Head, CEE/CIS Region & Alliance Management, MundiPharma Panayotis is the CEO of Convert Group, a data-driven consultancy based in Europe
Dionysios is former Vice President, Emerging Markets for Merck Consumer Care. Dionysios has and operations in Spain, Romania, Poland, Italy, Spain, Luxembourg, Turkey and
over 25 years of experience in the pharmaceutical industry, particularly emerging markets. After Greece. With his team they specialise on eCommerce Strategy and eCommerce
beginning his career with Merck in Moscow in 1992, he spent 15 years based in Russia in several Market Shares for the Online Pharmacy, Online Grocery and Online Beauty
roles. Dionysios joined Novartis Consumer Health in 1998 and expanded the company’s presence sectors. Some brands that have been leveraging Panayotis’ team consulting
in over a dozen new markets. In 2007, he established operations in China and turned around the services and eCommerce Intelligence tools include L’Oreal, RB, APIVITA, P&G,
India business. Nestle, GSK, Ales Groupe, Pierre Fabre, Beiersdorf, INGLOT, Oriflame, Henkel, J&J,
Perrigo and also omnichannel retailers in the pharmacy & grocery sectors.
His scope increased to include North Africa, parts of Central Europe, Israel, and Korea. In 2010,
Dionysios joined Merck Consumer Care and was responsible for Global Eastern Markets which
includes the Central and Eastern Europe, Middle East and Africa, and Asia-Pacific regions.
Dionysios received his BA from Yale University and his MBA from The Wharton School. He is
currently using this experience to support companies entering, building, and growing their
presence in the emerging markets.
SPEAKER BIOS
Pat O’Leary, President, Greenwood Group
Dr Patrick Guérin, Owner, OpenHealth Patrick is the Founder of Greenwood Group which began over 15 years ago when he,
A veterinary surgeon, Patrick founded Celtipharm in 2000, leader in France and Co-Founding partner Tom Hodson, started from zero to build an organization to
in real-time analysis of healthcare data. With detailed knowledge of french help companies grow. His background from P&G (Gillette) & Bayer, and as a founding
pharmacies with which Celtipharm contributed to the implementation of the member of the Emerson Group, lead him to the creation of Greenwood in 2004. With
“dossier pharmaceutique”, the company became a benchmark expert in marketing Fortune 50 backgrounds, hard work and consistent efforts across multiple disciplines,
studies and health data analysis. Driven by a vision of data sharing as the catalyst Greenwood’s associates have created an industry-leading Business Development
for innovating a knowledge-based healthcare service, in 2010 with a team Organization.
of epidemiologists Dr. Patrick Guérin developed real-time tracking indicators
(Indicateurs Avancés Sanitaires, IAS®) for epidemics and contributed to many More importantly, by becoming an integrated partner with their clients, they have built
publications on the subject. He launched OpenHealth Company in 2015. Dr. Patrick businesses both large and small alike. By providing a menu of infrastructure options
Guérin has been Vice President of France Biotech, the French Association of Biotech to support, or fully manage shopper insights, analytics, consulting, marketing, design,
and Medtech, until 2018. sales, distribution & order to cash services, Greenwood has set itself apart from their
competition. From concept to discipleship, Patrick and the Greenwood team get results.
Susan Josi, Managing Partner, Havas Life Sorento Fuad Sawaya, Managing Partner, Sawaya Partners
Susan, with a double postgraduate in Pharmacy (UDCT) and Management, has more For over three decades, Fuad has invested his passion, energy and experience helping
than 35 years of experience in the health & wellness domain. In an industry like to guide many of the most respected consumer companies in the US and Europe with
healthcare, where the concept of advertising is hard to sell, Susan’s vision led by strategic advice, portfolio maximization and value-creating solutions.
creativity and innovation has made Havas Life Sorento a trendsetter, making it one of
the largest multi-channel healthcare communication agency. Prior to founding Sawaya Partners, Fuad led JP Morgan’s Middle Market Consumer
Products Group. He began his career at PaineWebber, Inc. (now part of UBS),
She has won the best woman entrepreneur award from the Maharashtra Chamber of spending 14 years first in the Mergers & Acquisitions department and later, heading
Commerce in India. She was also awarded as the Distinguished Entrepreneur 2015, by up its Consumer Products Banking Group.
her alma mater, Institute of Chemical Technology. She was a United Nations Industrial
Development Organization (UNIDO) scholar from India at the University of Ghent – Sawaya Partners now in its 18th year, is rigorously client-centric, not deal-centric,
Belgium driven by a deep, emphatic understanding of what drives its clients’ businesses and
what drives them as people. Fuad and his Consumer Healthcare team have completed
Susan has conducted many national and international level conferences in more than 40 transactions in the space representing leading industry players such as
Consumer Healthcare and recently also spoke at the TedX event in Mumbai. Johnson & Johnson, Bayer AG, Church & Dwight and Prestige Brands. Recent successes
have included transactions involving Coppertone, Dr. Scholl’s, RoC, Moberg Pharma,
Nizoral and Compeed, among others.
Grigoris Karelos, Country Director, Greece & Cyprus, J&J
Grigoris is the Country Director of Johnson & Johnson Consumer Health for Greece &
Cyprus. He leads a business with a diverse portfolio that spans from OTCs to Cosmetics
and traditional FMCGs, with presence in both Pharmacy and Mass market channels. Andrew Tasker, Chief Executive Officer, Femeda Limited
Prior to that he had a 15 year experience in Johnson & Johnson in various marketing Andrew has over 30 years’ experience in supporting pharmacy working in global roles
management roles, across different countries including Greece, Balkans, Israel, Spain, in consumer healthcare, medical devices and pharmaceuticals, including working
Italy, Portugal. for Procter and Gamble, Boots, Marion Merrell Dow, Bausch and Lomb, Allergan,
Mentholatum, AT Consult and as Managing Director at Pfizer Consumer Healthcare.
In his previous role, as Head of Marketing for Johnson & Johnson OTC division in South
Europe (a business that covers 18 countries and 200 million people), he managed to Andrew is leading the development of the Femeda business which is 100% focused
make his division the best performing in the world for his company. on female health and driving initiatives to lead training and category development
Grigoris is also an active Board Member of the OTC Association in Greece (EFEX), programmes in pharmacy to ensure women’s health is developed as a major
a Board Member of the Association of Branded products (ESVEP) and a guest Board commercial opportunity and becomes a key service offer.
Member of the Efficient Consumer Response (ECR).
Venue: Royal Olympic Hotel Athens
THE NICHOLAS HALL CHC MARKETING AWARDS 30 September 2020 Entry deadline: 14 August 2020
Send entries to Jennifer at
Jennifer.ODonnell@NicholasHall.com
WORLDWIDE MARKETING AWARD
Sponsored by Nicholas Hall’s CHC.Newsflash 1ST PLACE went to Difflam by
iNova Pharmaceutical
This award will be given for the most innovative new marketing
campaign for any CHC brand. This could be a campaign or a launch from
anywhere in the world, which has appeared for the first time globally
between 1 February 2019 and 31 July 2020.
2019 results:
Difflam (iNova Pharmaceutical, Philippines) — 1st place
Seven Seas Jointcare Supplex & Turmeric ( P&G Health) — 2nd place
Zovirax Duo (GlaxoSmithkline Germany) — 3rd place
THE COLIN BORG CREATIVE AWARD
Sponsored by Nicholas Hall’s CHC DASHBOARD The winner for this award was
Gedeon Richter’s Escapelle, an
This award will be given for the most outstanding example of creativity in advert promoting a worldwide
CHC advertising that has appeared on TV, internet or out-of-home media tried and proven morning after pill.
between 1 February 2019 and 31 July 2020.
2019 results:
Escapelle - Postinor (Gedeon Richter, Hungary) — 1st place
Theraflu - Flu Tracker (GlaxoSmithkline, Russia) — 2nd place
Excilor 2 in 1 Wart Treatment (Medical Brands & Vemedia) — 3rd place
EUROPEAN NEW PRODUCT OF THE YEAR AWARD
Sponsored by Nicholas Hall’s CHC NEW PRODUCTS TRACKER 1ST PLACE was given to Clearblue
Connected Ovulation Test System
This award will be given for the most innovative and successful product
launch or Rx-to-OTC switch in any European country between by SPD Swiss Precision Dianostics.
1 February 2019 and 31 July 2020. Significant line extensions
may also be considered.
2019 results:
Clearblue Connected Ovulation Test System (SPD) — 1st place
Frenadol Restage (J&J, Spain) — 2nd place
Dorflex (Sanofi, Brazil) - 3rd place
SPONSORSHIP PACKAGES
DELEGATE PACK SPONSOR
WELCOME DRINKS SPONSOR
Tuesday 29th September
NETWORKING HOUR SPONSOR
AWARDS DINNER SPONSOR
Wednesday 30th September
NETWORKING LUNCH SPONSOR
Thursday 1st October
EVENT SUPPORT SPONSOR
For more information please contact:
Maricar.Montero@NicholasHall.com
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