To improve the sales productivity by modify the information system for the Janssen (HK) Ltd

Scope/Rationale of Project

Janssen Pharmaceutica was established in 1953 in Belgium by a young medical doctor, Dr Paul Janssen. Success came quickly, for the fifth molecule synthesized was found to have therapeutic properties. Many more innovations were to follow, in fields as diverse as gastroenterology, psychiatry, neurology, allergy, mycology and pain management. In 1961, Janssen Pharmaceutica joined the Johnson & Johnson family of companies.

Through the years, Janssen Pharmaceutica had established separate marketing and sales operations in various countries to support the medicines discovered in their laboratories. In order to support the long term company growth, local market companies had a clear objective: double digit sales growth every year.

Janssen (HK) was set up in 1980; information on the competitive situation of competitors suggests that Janssen (HK) Ltd is under-performing on Own Brand product sales in recent years. This may be due to the fact that

1. The current practice of the sales team is not effective.

2. The better performance of the competitors

3. The sales department cannot follow the strategic directions from the management.

4. Existing HRM and information system are not efficient for the sales team.

This project will therefore review these factors against the business result and sales team performance in order to

1. Confirm the existing information system and HRM of Janssen (HK) Ltd are sufficient to support the future sales growth objective.

2. Provide a recommended framework which enables the IT team and HR team to develop a new strategy, helping to enable the business to achieve its strategic aims.

Methodology

The objective of the project is to provide the management of the business with HR/IT framework to support its new strategic aim and objectives. To support these, the framework recommended will be matched to the specific needs of Janssen (HK) Ltd.

Janssen (HK) Ltd is a well-established pharmaceutical company, it is important that the recommendations from this project provide a contribution to the business long- term growth. In order to achieve this, it is necessary to undertake a structure review of the existing sales area of business to identify and understand:

- The current sales team culture

- How IT department work with sales team

- The tasks and activities undertaken within HR department

This structured review will be undertaken with the aid of questionnaires to ensure that critical points are consistently extracted from the interviewees.

Interviews will be undertaken with, the franchise directors, Human Resource Manager, IT manager and salesman. Questionnaires and discussions will be developed to extract specific information at each level. Research will also be carried on the area of information system and human resource system.

The outcomes from all this research will be compared will other pharmaceutical company. And thus provide the recommendations for the managements.

Data Sources

Primary Sources

Interviews with Janssen (HK) Staff

Survey of performance measures

Janssen (HK) Sales Data

Secondary Information

Industry/market reports

Aspects of MBA Syllabus Used

The project will involve aspects of the core courses, in

- E-business,

- TQM