Challenge: Latin America

As the president of pharmexx Brazil - a joint venture between the Brazilian company Rossetti Mk Sales Reps and the multinational German company Pharmexx, whose action covers over sixty countries and whose turnover exceeds 300 million euros - Cássio Rossetti focuses on the positive in the corporate world. Always motivated and heading the future, he founded his company within a segment known as CSO (Contract and Sales Organization), in order to meet the health and wellbeing industry needs, by offering to the market qualified sales teams and promoters when the idea of having additional sales teams had not totally been accepted, as there was a fear of having professionals not really committed to the products they were representing. Follow the main parts of this interview below.

Top Team: Do you find it necessary to be experienced in order to act in the CSO segment?

Cássio Rossetti : Twenty five years of experience in the pharmaceutical segment enabled me to see generics coming into the market, the beginning of the joint ventures, big companies being set up in the Brazilian market and the development of additional sales reps – a fact that most of us have contributed to — among other facts that have been crucial to the changes in the sector. Such macro vision together with operational knowledge is determining to have high quality service.

TT : What competitive advantages do pharmexx offer to their customers?

CR : Besides counting on constantly updated procedures, guided by the best quality practices regarding training and management of the sales teams and promoters, we enable tools that reduce costs and expand the capacity of communication between customers and teams all over Brazil , through e-Tv pharmexx . Besides, we are facing a new challenge of building a Latin America service platform to gather several units of pharmexx in the continent ( Brazil . Argentina , Chile , Colombia and Mexico ) so that we can offer our customers the possibility of operating regionally in order to expand the reaching range of the products promoted by pharmexx.

TT : In practical terms, how will this LatAm platform benefit the pharmaceutical industry?

CR : Our customers will be able to implement the medical detailing projects, sales or PDV through a team work in the countries mentioned above, very quickly and with the same standard, reflecting and adapting the same regional strategy for the local market, by speeding up results and expanding sales results.

TT : What is the biggest challenge for pharmexx in these turbulent times?

CR : Not to lose focus. Prioritize the relevant actions. Speed up the pace and increase the quality of our work.

TT : And what is your focus at the moment?

CR : To coordinate the normalization and standardization of the services offered by pharmexx in Latin America , adding value to our customers in all the countries we act. To expand the results in both sides: the products we promote, that is, our clients, as well as our organization.

oung, but powerful, Pharmexx has risen as one the most successful companies worldwide and might overtake 350 million euros turnover in 2009. This explains the need of establishing standards in order to support the development of such giant.