What are the main environmental changes  (PESTEL) facing the

pharmaceutical industry in Italy ? What is the result of these challenges?

Explain at least one of them what you understand in your words.

Environmental Issues of Italy

Major environmental issues currently facing Italy include air pollution from energy
and heating, transportation and industrial sources, polluted inland waters, acid rain,
and insufficient industrial waste treatment and disposal programs.

1. What type of approach is considered better to face these

challenges ? 

Sales and marketing are meant to be part of the same

function, but there has been a growing realization that this relationship is
not always operating as efficiently as it should.

Some of this problems are

Separate identity
Time frame conflicts
Flow of communication
Goal differences

As the integration face

Créate shared responsabiities
Creation of conjointed positions between sales and marketing
Change the organizational strategy from being aligned to being integrated
Set clear definitions of the roles and responsabilities in the marketing and funnel

San fabian supply company

San Fabian Supply Company:
The San Fabian supply Company was founded in 1958 by Paul Cheng for the purpose
of supplying construction materials to the Philippine industry. The company strives to
distribute high-quality products, mostly made in the Philippines. It has 3 locations: In
Manila, Cebu and Davao. It was characterized by selling products as an exclusive
distributor, being the exclusive representative of almost 70 manufacturers in 1987.
San Fabian's sales comprised three types of distributors: 1) Builders and other non-
state consumers (retail customers), 2) Independent businesses (wholesale
customers), 3) Government contractors and departments (State customers).

MacDowell Corporation:
Canadian company that was established in 1967 in the Philippines. Mcdowell
Philippines was made up of 40% by the parent company and the rest belonged to
Filipino investors including Paul Cheng, with a 7% stake in the company.

Problematic:
Despite the fact that San Fabian had been the largest exclusive distributor for
Macdowell, on September 1, 1987, the new president of MC Philippines informed San
Fabian that the company was going to terminate the exclusivity agreement but Paul
was asked to Cheng that the company continued as a distributor but not exclusive.

What does Mcdowell need to be able to grow in business after separation?

-Possible strategies to use by Macdowell to grow and increase sales after the San
Fabian breakup:
a) Strategically create distribution centers in key cities to be closer to customers.
b) Work together with the next distributors that the company has to create more
efficient distribution networks.
Analysis
Regarding the first strategy proposed, we believe that it is very difficult for a company
that has always focused on the manufacture of products but not on the distribution of
its products, to start designing distribution networks since a highly organized
infrastructure is needed and complex to allow an efficient and effective distribution
network to be established, in addition Mcdowell does not have the required
experience in this area considering that we are talking about an island country with
more than 7000 islands that would increase the variables and difficulties.
On the other hand, working together with distributors to create more efficient
distribution networks, since the objectives of both the product company and the
distributors can be aligned in order to relate more directly to the customer and know
a little about what that it seeks, providing improvements in distribution and that this
is reflected in an increase in sales.

- What should San Fabian do to reduce the impact of removing the exclusive
distribution?
This is a very important aspect because San Fabian's greatest policy is precisely its
exclusivity contract, removing this point in the exclusive distribution the company
would automatically lose its exclusivity policy and thus its image with respect to
customers would be in decline And if you set a precedent with a lot of impact with our
clients to whom we exclusively sell exclusively. Although it is true that due to the
refusal to distribute Macdowell products, there are no substitutes for their products
on the market, and due to the decrease in our sales, they would affect us strongly. In
any case, taking into account that Macdowell's sales are in many cases thanks to the
sales power of San Fabian, the idea would be to impose our service on Macdowell, not
to sell their products for a period of approximately one semester and thus negotiate a
new exclusivity contract. All of the above mentioned, in order to show a firm firm to
its policies, strengthening our image towards our suppliers. In addition to this,
something that would increase the company would be to continue strengthening its
sales force, this would be due to a specialization and technical training of the products
for its employees, especially new ones, and it would be done continuously. You could
also improve your strategies in the market, both with advertising and marketing to
improve the image of exclusive distributor.
- Under what conditions could both parties accept to have an exclusive distribution?
We think at this point, that in order to have an exclusive distribution, Macdowell
should now be part of all the tasks that San Fabian performed, in search of total equity
in which both companies would benefit. We break our ideas down into 3 key points to
better explain ourselves.
a) Macdowell now also participate in roles that only San Fabian had before, such as
transportation, product deliveries and advertising. Equity is sought total equity.
b) To avoid the same thing happening in the following years, a contract is created in
which there are clauses as well as short and long term, in order to benefit both
companies and avoid later inconveniences.
c) Lower prices on products, seeking to compensate for the services we provide to
customers, which is our differentiating factor.