PARIOFORMA                     Summary Report                         October 2007Parioforma Ltd55 Princes GateLondon SW7 ...
PARIOFORMA   61 face-to-face interviews in hospitals across Russia:    ◦ Respondent breakdown:       Head of Pharmacy: 7...
PARIOFORMA •     Estimated at ~USD $75 mln in 2006                                                        Total Market: Ba...
PARIOFORMA                                                                  Total Market: Basic solutions (by volume)     ...
PARIOFORMADRIVERS:                                  RESTRAINERS:• Substitution of hospital in situ        • Hospitals fina...
PARIOFORMA•   Market for basic solutions is dominated by domestically manufactured solutions                              ...
PARIOFORMA   38% of hospitals interviewed continue to produce infusion solutions in-    house   The bulk of production i...
PARIOFORMA•     Most infusion solution sales go through hospital tenders•     Pharmacy sales are direct patient purchases ...
PARIOFORMADRIVERS:                                   RESTRAINERS:• Cheaper to utilise polymer line (for     • Preference f...
PARIOFORMA   200ml and 400ml dominate       100%        90%        80%        70%                                        ...
PARIOFORMA•   Estimated at ~$23 mln in 2006                                         Total market: Plasma Expanders    $50 ...
PARIOFORMADRIVERS:                                 RESTRAINERS:• Increased financing of hospitals       • Financial constr...
PARIOFORMA•                 Domestic solutions dominate by volume•                 Market moving in favour of imported sol...
PARIOFORMA   200ml and 400ml dominate        100%         90%         80%         70%                                    ...
PARIOFORMA    Premixes are used rarely    Novocaine was the most frequently purchased ready-mixed solution by study     ...
PARIOFORMABasic Solutions                 Plasma ExpandersSodium Chloride                 Starches 6%/ 10%Dextrose        ...
PARIOFORMA   Parioforma Ltd. is an international business consultancy founded in 2005 and    headquartered in London, UK....
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Russian market for iv solutions

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Russian market for iv solutions

  1. 1. PARIOFORMA Summary Report October 2007Parioforma Ltd55 Princes GateLondon SW7 2PNUnited Kingdomwww.parioforma.com
  2. 2. PARIOFORMA 61 face-to-face interviews in hospitals across Russia: ◦ Respondent breakdown:  Head of Pharmacy: 79%  Doctors/ Clinical Pharmacologists: 13%  Clinical Pharmacists: 3%  Head Nurses responsible for buying: 5% 12 interviews with top managers in Russian companies 8 interviews with distributors 8 interviews with Western companies 8 interviews with the Ministry Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  3. 3. PARIOFORMA • Estimated at ~USD $75 mln in 2006 Total Market: Basic solutions (by value)$140$120 Basic solutions sales by value, mln. USD$100 $80 $60 $40 $20 $0 2001 2002 2003 2004 2005 2006 2007 (E) 2008 (F) 2009 (F) 2010 (F) 2011 (F) NB: Includes imports and domestic manufacturing but not In-house production NB: In-house production not included. Source: RMBC sales audit, Diamond-Vision import data, ex-manufacturer prices calculated assuming average wholesaler margin = 25% and VAT = 10%.Packs recalculated in litres § For a list of solutions included under each heading see appendix Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  4. 4. PARIOFORMA Total Market: Basic solutions (by volume) 60 $2.5 50 $2.0 Ex-manufacturer price in USD 40Sales in mln litres $1.5 30 $1.0 20 Basic solutions sales by volume, mln. litres Basic solutions price per litre, USD $0.5 10 0 $0.0 2001 2002 2003 2004 2005 2006 2007 (E) 2008 (F) 2009 (F) 2010 (F) 2011 (F) NB: In-house production not included. Source: RMBC sales audit, Diamond-Vision import data, ex-manufacturer prices calculated assuming average wholesaler margin = 25% and VAT = 10%.Packs recalculated in litres Equivalent price per litre used Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  5. 5. PARIOFORMADRIVERS: RESTRAINERS:• Substitution of hospital in situ • Hospitals financially constrainedproduction • Infusion solutions under-funded• Change of medical practice • Variations in funding• Price increases • Lack of market education• Increased volumes of more expensivecommercially produced solutions• Expanding economy Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  6. 6. PARIOFORMA• Market for basic solutions is dominated by domestically manufactured solutions 45 40 35 30 Mlns, litres 25 20 Domestic Basic Solutions 15 Imported Basic Solutions 10 5 0 2004 2005 2006 Source: RMBC sales audit, Diamond-Vision import data, ex-manufacturer prices calculated assuming average wholesaler margin = 25% and VAT = 10%.Packs recalculated in litres Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  7. 7. PARIOFORMA 38% of hospitals interviewed continue to produce infusion solutions in- house The bulk of production is composed of NaCl and glucose (~80%) Main reason for the decline in in-hospital production is the increasing restrictions by RosZdravNadzor The majority of respondents agreed that in-hospital production would continue to decline over the next 5 years Respondents noted that the decline in in-house production will be accompanied by a switch to manufactured solutions Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  8. 8. PARIOFORMA• Most infusion solution sales go through hospital tenders• Pharmacy sales are direct patient purchases Pharm acy vs. Hospital Sales of Basic IVs in Pharm acy vs. Hospital Sales of Plasm a m ln litres 2006 Expanders in m ln litres 2006 19% Through pharmacy sales 32% Through pharmacy sales Through hospital sales Through hospital sales 68%81% Source: RMBC sales audit, expert opinion Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  9. 9. PARIOFORMADRIVERS: RESTRAINERS:• Cheaper to utilise polymer line (for • Preference for glass persistsnew entrants) • Glass recycled for in-house•Transportation of glass costly and productioncomplicated • Majority of domestic players continue• Special features to offer glass• More convenient to use • Upfront unit cost• Rigid plastic replicates the form of • Poor quality of domestically producedglass PVC Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  10. 10. PARIOFORMA 200ml and 400ml dominate 100% 90% 80% 70% 100 ml 60% 1000 ml 500 ml 50% 250 ml 400 ml 40% 200 ml 30% 20% 10% 0% 2004 2005 2006 2007 (F) 2008 (F) 2009 (F) 2010 (F) 2011 (F) Source: RMBC sales audit, Diamond-Vision import data, RMC/Aston estimates Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  11. 11. PARIOFORMA• Estimated at ~$23 mln in 2006 Total market: Plasma Expanders $50 $45 $40 Plasma Expanders sales by value, mln. USD $35 $30 $25 $20 $15 $10 $5 $0 2001 2002 2003 2004 2005 2006 2007 (F) 2008 (F) 2009 (F) 2010 (F) 2011 (F) * Source: RMBC sales audit, Diamond-Vision import data, ex-manufacturer prices calculated assuming average wholesaler margin = 25% and VAT = 10%.Packs recalculated in litres Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  12. 12. PARIOFORMADRIVERS: RESTRAINERS:• Increased financing of hospitals • Financial constraints• Increasing complexity of surgeries • Variations in funding• Developing private healthcare • Price sensitivity• Heavy investment in sales & • Market education requiredmarketing of branded productmanufacturers Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  13. 13. PARIOFORMA• Domestic solutions dominate by volume• Market moving in favour of imported solutions by value - reflecting marketing efforts Domestic Plasma Expanders Domestic Plasma Expanders 5 $25 Imported Plasma Expanders Imported Plasma Expanders 4 $20Mlns Litres $ Mlns 3 $15 2 $10 1 $5 0 $0 2004 2005 2006 2004 2005 2006 Source: RMBC sales audit, Diamond-Vision import data, ex-manufacturer prices calculated assuming average wholesaler margin = 25% and VAT = 10%.Packs recalculated in litres Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  14. 14. PARIOFORMA 200ml and 400ml dominate 100% 90% 80% 70% 100 ml 60% 450 ml 50% 250 ml 500 ml 40% 200 ml 30% 20% 10% 0% 2004 2005 2006 2007 (F) 2008 (F) 2009 (F) 2010 (F) 2011 (F) Source: RMBC sales audit, Diamond-Vision import data, RMC/Aston estimates Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  15. 15. PARIOFORMA  Premixes are used rarely  Novocaine was the most frequently purchased ready-mixed solution by study respondents  The second most frequent class was anti-infectives/ anti-bacterialsDRIVERS: RESTRAINERS:• Increased financing of hospitals • Financial constraints• Safety • Limited availability• Time efficiency • Variations in funding• Developing private healthcare • Price • No market education Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  16. 16. PARIOFORMABasic Solutions Plasma ExpandersSodium Chloride Starches 6%/ 10%Dextrose DextransRinger’s Acetate/ Quintasol GelatinsRinger’s solution Polyvinylpyrrolidon (PVP)Mannitol/ MannitHartmann’s Solution NB: Blood products were outside the scope of the studyAcesolumDisolumTrisolumChlo-saltMafusolSodium BicarbonateCalcium ChloridePotassium Chloride Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom www.parioforma.com
  17. 17. PARIOFORMA Parioforma Ltd. is an international business consultancy founded in 2005 and headquartered in London, UK. For further information or to discuss your needs please contact us… LONDON OFFICE ASSOCIATE OFFICES Contact: Charles Rowlands Intrix Corp, Darien USA charles.rowlands@parioforma.com Connecticut Eastern Vanguard, Moscow 55 Prince’s Gate Europe Exhibition Road London SW7 2PN Brazil Intrix Corp, São Paulo United Kingdom Tel: +44 (0) 7803 907577 Japan TRN, Tokyo www.parioforma.com
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