• Save
Indian Vaccine scenario by S K DASH
Upcoming SlideShare
Loading in...5
×
 

Indian Vaccine scenario by S K DASH

on

  • 4,762 views

Indian Vaccine scenario currently and interventions required to expand the market

Indian Vaccine scenario currently and interventions required to expand the market

Statistics

Views

Total Views
4,762
Views on SlideShare
4,750
Embed Views
12

Actions

Likes
7
Downloads
0
Comments
3

3 Embeds 12

http://www.linkedin.com 7
https://www.linkedin.com 4
http://www.slashdocs.com 1

Accessibility

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Indian Vaccine scenario by S K DASH Indian Vaccine scenario by S K DASH Presentation Transcript

  • Understanding the Indian conundrumand developing strategies to enhance itsvaccines marketSpeaker:Shubhendu Kumar DashVice PresidentLincoln Pharmaceuticals, India
  • S K DASH Vaccine marketing professionalUnderstanding the Indian Conundrum and developing strategies to enhance its vaccines market Customised presentation for World Vaccine Congress Asia,Singapore Folie 2
  • The vaccination delivery system in India Indian Pharma Mkt Vaccine segment Penetration(%) (USD bn) (USD mn) 10.5 (Gr=15 %) 271 (Gr=30 %) 2.5 Central Govt. • GAVI / WHO / PATH / NTAGI / IAP (Univ. Immu. Prog) etc. Public mkt USD 130 mn (48%) State Govt. • Low priced vaccines (Rabies)Vaccine • Dynamics does notUSD 271 mn stimulate sustainable demand Nursing Homes Corporate hosp Private mkt Physicians IAP USD 140 mn (52%) Anti rabies clinics APCRI Customised presentation for World Vaccine Congress Asia,Singapore Folie 3
  • Vaccines available in IndiaEPI vaccines under IAP recommended IAP recommendedUniversal Programme of vaccines for routine use vaccines-specialImmunisation (UIP) (in addition to EPI) circumstancesBCG Typhoid RabiesOPV IPV Influenza (Flu)DTwP DTaP / Td PPV-23Measles PCV-7 JEDT HPV MeningococcalTT Hep-A CholeraHep B / (DPT+HB+Hib) Varicella (Chicken Pox) Yellow feverMMR RotavirusHib Customised presentation for World Vaccine Congress Asia,Singapore Folie 4
  • Indian Vaccine Scenario (Fig in USD mn) Paed GP / Phy Other CommentVaccine Total Private Public (%) (%) (%)Total market 271 139 132 Wt av. Gr is 30%Rabies 104 52 52 10 75 15-ARV Very good potentialOral Polio Vaccine 36 2 34 90 10 - Majority GOI purchaseCombination vaccines 19 18 1 90 10 - Future promise for India (GOI)Hepatitis-B 12 4 8 60 30 10-Nephr Shrinking market (GOI purch.)Pneumococcal 4 3 1 70 20 10-Nephr Prevnar (Wyeth) dominantInfluenza (Seasonal)+ H1N1 20 9 11 70 20 10-Chest H1N1 was an opportunityHib (monovalent) 3 2 1 90 10 - Trend towards combinationDPwT (monovalent) 6 2 4 90 10 - Trend towards combinationDPaT (monovalent) 6 6 - 100 - - Good potential in metrosVaricella (Chicken pox) 7 6 1 80 20 - Very good demandHepatitis-A 4 4 - 50 40 10-PSM Good potential in metrosTyphoid 7 2 5 70 20 10-PSM Potential unexploitedHPV (Cervical cancer) 8 8 - 10 30 60-Gyn Very good promiseBCG 4 1 3 90 10 - Majority GOI purchaseMeningococcal 3 1 2 60 40 - Majority Haj pilgrimsMMR / Measles / Rubella 5 2 /1 / - = 3 -/2/-=2 80 10 10-Gyn Majority GOI purchaseJE (Japanese Encephalitis) 3 1 2 30 10 60-PSM Majority GOI purchaseRotavirus 4 4 - 100 - - Future promise for IndiaTd / TD / TT / Oral Cholera 16 11 5 30 50 20-Gyn Good potential for TT Customised presentation for World Vaccine Congress Asia,Singapore Folie 5
  • Vaccination Schedule in India IAP IMMUNIZATION TIME TABLE Some key facts:Age Vaccines •West and South Zone contribute 60% of market •Best season is Sept to Feb-70% businessBirth BCG / OPV0 / HepB 16 weeks DTwP1 / DTaP1 / OPV1/ IPV1 / Hib1 / HepB2 / PCV Combination vaccines like10 weeks DTwP2 / DTaP2 / OPV2 / IPV2 / Hib 2 / Rotavirus DPT+Hib+Hep-B or,14 weeks DTwP3 / DTaP3 / OPV3 / IPV3 / Hib3 / HepB3 DPT+Hib+IPV preferred9 months Measles / Influenza15-18 months DTwP B1/DTaP B1/ OPV4 / IPVB1/ Hib B1/ MMR1/ Varicella / JE2 years Typhoid / Hep-A Preference is for such companies which have5 years DTwP B2 / DTaP B2 / OPV5 / MMR2 DPT / Hib / Hep-B / IPV cluster even though10 years Tdap / Td and HPV (Female) combination is unavailable Adults: Rabies / Hep-B / Hep-A / Influenza / MMR / Typhoid / HPV / Varicella Customised presentation for World Vaccine Congress Asia,Singapore Folie 6
  • Market attractiveness in vaccines segment PCVHigh DPT+Hib+HB Varicella InfluenzaGrowth Hep-A HPV 30% Rabies Typhoid Hib OPV Segments dominated by Indian companiesLow DPwT BCG Hep-B Segments dominated by MNC Low Price / unit High USD 2 per dose Customised presentation for World Vaccine Congress Asia,Singapore Folie 7
  • Distribution channel in India • Cold chain is the life line of the vaccine and • Manufacturer therefore differs substantially from PharmaCompany distribution network. Ingrained:”Colder is better” • Depot points in •Most of the pediatric vaccines are handled through various states for ‘vaccine dealers’ who directly supply to the doctors CFA Tax implications (Pediatricians).This has a substantial impact on profitability leading to imperfections in system • MRP= USD 100 (Purchased by Subject) • Distributor in each • Price to retailer / Doctor= USD 80 city • Price to Stockist= USD 72Stockist •Only mass-marketed vaccines like Rabies / Hep-A / • Pediatricians and Influenza /TT have movement through conventional some physicians dispense vaccines distribution system. Doctor •The distribution and cold-chain integrity costs have substantial financial impact Customised presentation for World Vaccine Congress Asia,Singapore Folie 8
  • Vaccine-Storage conditions: +20c to +80cCustomised presentation for World Vaccine Congress Asia,Singapore Folie 9
  • Major players in the Indian vaccine market Company Private mkt Public mkt Major revenue generators in (% dependent) (% dependent) trade mktGSK 92 8 Rotavirus / DPaT+Hib / VaricellaSanofi - Aventis 70 30 DPaT+Hib+IPV / Inflz / RabiesNovartis / Chiron 45 55 DPwT+Hib+Hep-B / IPV /RabiesMSD 90 10 HPVSerum Institute 40 60 (DPwT+Hep-B)+Hib / Hib / MMRBharat Biotech 15 85 DPwT+Hib+Hep-B / RabiesBiological E Ltd. 40 60 TTWyeth 40 60 DPwT+Hib+Hep-BVHB 80 20 VaricellaBiomed 70 30 Typhoid / OPVWockhardt 85 15 Hep-AIIL (Human Biolo) 33 67 RabiesZydus Cadila 70 30 Rabies / Influenza Customised presentation for World Vaccine Congress Asia,Singapore Folie 10
  • Major players-Sourcing strategy Company Major products in trade mkt SourceGSK Hep-A / Rotavirus / DPaT+Hib / Varicella / HPV 100% ImportedSanofi - Aventis DPaT+Hib+IPV / Inflz / Rabies / IPV / Varicella / DPaT 100% imported / PneumoNovartis / Chiron DPwT+Hib+Hep-B / IPV / Rabies / Hep-A Imported except Rabies and DPwT+Hib+Hep-BMSD HPV 100% importedSerum Institute (DPwT+Hep-B)+Hib / Hib / MMR 40% compo importedBharat Biotech DPwT+Hib+Hep-B / Rabies OPV contributing to 80% business importedBiological E Ltd. TT IndigenousShantha Biotech DPwT+Hib+Hep-B DPwT importedVHB Varicella 100% importedBiomed Typhoid / OPV IndigenousWockhardt Hep-A 100% importedIIL (Human Biolo) Rabies IndigenousZydus Cadila Rabies Indigenous Customised presentation for World Vaccine Congress Asia,Singapore Folie 11
  • Marketing dynamics in vaccines segment• All the vaccines are cold chain products hence they are sold through predominantly“vaccine dealers” who directly sell it to the pediatricians. Exceptions are Rabies andTT which follow conventional distribution channel.•In India, 80% of vaccines business (excepting Rabies and TT) is generated bypediatricians, although adult vaccination is fast upcoming segment due to awareness•The margin between MRP and “stockist price” is typically 60% to inducedispensation by pediatricians. However, MNCs do not follow this principle.•Pediatric vaccine market is slow to respond due to obsession with safety andtherefore requires a good franchisee for acceptance.•Adult vaccination is fast growing with newer offerings and increased awareness.Since dispensation profile is not there, margins are better and distribution channel ismore skewed to normal channel (through retailer) although cold chain is required. Customised presentation for World Vaccine Congress Asia,Singapore Folie 12
  • A look at Emerging Adult vaccination segment• Demographic projections for 2026 indicates that there will be a huge shift fromPediatric segment to Adults.•Currently in India, the adult vaccination is in primitive shape, but is expected to takeshape in the years to come.• Companies like Sanofi-Aventis, Novartis, MSD,GSK have taken the initiative of notonly identifying the segments of interest but at the same time they are increasing theawareness level w.r.t the diseases in the adulthood & their consequences leading toprevention through vaccination.• Currently they are focusing on Influenza virus vaccine, Hepatitis-A+ B vaccines,Varicella, HPV and other vaccines, thus preparing ground for future adult vaccines.•The fastest growing segment in the adult vaccines area is Influenza vaccine. Theleading flu-vaccine manufacturers include Sanofi , Novartis, GSK and Baxter.•The price realisation will also be better in the adult vaccination segment. Customised presentation for World Vaccine Congress Asia,Singapore Folie 13
  • Demand drivers in Indian vaccines segment • “Scare”: Swine Flu / Rabies / Hep B / HPVVPD epidemiology • Organised studies-Pneumococcal / IPV • Urbanisation Affordability • Disposable income rising • GOI public spending-National Immu. Day (Polio) Accessability • Corp Hosp / “Immun. Camp operators” / • Cold chain integrity / power backups • Increasing awareness- increase funnel size • Harnessing propensity for “wellness” Acceptability •Promotion beyond Pediatricians to GPs / CPs •Organised marketing initiatives to increasing compliance Customised presentation for World Vaccine Congress Asia,Singapore Folie 14
  • Marketing interventions to grow vaccine segment • Create awareness and interest among physicians onVPD epidemiology vaccines through EIA / Advocacy studies • Assistance to local producers for producing high end vaccines Affordability • Introduce policy changes by involving Insurance sector for precluding VPD from reimbursement • Help entreprenuers-”Camp operators” into an organised segment Accessability • Focusing on innovative solutions- solar power packs / thermostable vaccines • Vaccine safety standards in private sector •Organised marketing platform for adult vaccination Acceptability •Developing primary care physicians to recognise the importance of vaccination •Focusing on private market by leveraging DTC Customised presentation for World Vaccine Congress Asia,Singapore Folie 15
  • The regulatory framework / entry strategyActivity timeline Year-1 Year-2 2012 Low risk model approach Q Q Q Q Q Q Q Q Q Q Q Q 1 2 3 4 1 2 3 4 1 2 3 4Registration of vendor •Finished & packed formulations will save on time-to-market.Obtaining test-licence and planning trialprotocol •Once licenced, lead time in-toto willPhase III (non-inferiority) trial for licensure be reduced to 4 months cycle timeImport licence on submission of dossier •Most MNCs and Indian companiesImport of consignment and CDL-Kasauli follow this business modeltestingIndia licensure obtained •Field force can be deployed in a phased manner-South & West ,then10 Managers to be recruited for product North and then East.registration at imp institutions / hospitalsField force recruitment begins 50 MR+10Managers / training / deploymentRevenue generation startsBusiness development activities start forlong-term plans in vaccines Customised presentation for World Vaccine Congress Asia,Singapore Folie 16
  • India now requires entry of new players for growing thevaccine segment WELCOME Customised presentation for World Vaccine Congress Asia,Singapore Folie 17