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INTERVIEW: A Revolution At GSK India

 
• By Anju Ghangurde

Brace for GSK India's new avatar. The British multinational is revamping its business model in India and donning a new approach to create, deliver and capture value via a "one team" effort as it strives to emerge as the fastest growing pharma multinational in the country by 2020.

Cross functional "excellence teams", a multichannel approach to reduce "information asymmetry" for customers, calibrating prices to improve access and penetrating deeper into middle and rural India are some of the core components of GlaxoSmithKline PLC’s ongoing effort to fundamentally overhaul its business in India.

"Given the new environment in India, we need to re-engineer the business model in a way that we are able to maintain margins but at the same time deliver value of relevance to our stakeholders – physicians, hospitals and the government

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