Pharma market

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This presentation is brief introduction of Pharma Market and work pattern of MNCs (GSK is taken as example).This presentation was given by Faheem Siddiqui in Entrepreneur Conference at MBBS campus-Dadu of Sindh University on 09th October-13

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Pharma market

  1. 1. Pharmaceutical Marketing
  2. 2. PAKISTAN PHARMACEUTICALS MARKET  World Pharma Market Worth $300 Billion  Pakistan Pharma MarketWorth $6.4 Billion- 2% of WorldTotal  30 MNCs and 400 national manufacturing units  Share of MNC 45%  Share of NCs is 55%  Growth Rate 12% per annum
  3. 3. Top Companies  TOP MNC GlaxoSmithKline holding 12% Market Share  National Company Getz Pharma holding 4% Market Share
  4. 4. Top Companies in Pakistan  GSK-GlaxoSmithKline  Pfizer  Abbott  Novartis  Sanofi-Aventis  Roche  Bayer  Eli-Lilly  Johnson & Johnson
  5. 5. Top National Companies  Getz  Sami  Hilton  Bosch  Highnoon  Macter  Searle  Wilson
  6. 6. Contribution to Economy  600 companies are active in the field  100,000 employees  1% of sales of each company goes to R&D fund of MOH  More than 47000 Registered Drugs  1100 registered Molecules  Almost all are price controlled
  7. 7. Types Of Companies  MNCs  National Companies  Marketing/ Franchisee/Third Party
  8. 8. New Business Model (outsourcing)  Vikor Pharma  Muller and Phipps  PremierAgencies  Helium
  9. 9. Vikor Pharma  Founded in 1979 as Distribution Company  Largest National Phrama Distribution Company in 1985  Most Modern MIS , Booking and delivery System  Branches in Karachi, Lahore , Islamabad, Quetta, Peshawar, Jhelum, Abbo tabad  Country wide Sub Distributors
  10. 10. Vikor Pharma  Owe more than 33% share of GSK distribution  Signed an agreement with GSK in July 2011  Promotion of GSK Products with a SalesVolume of PKR. 1 Billion  Product Portfolio  Ceporex, Seroxat, Revitale-B, Zentel, Lotrix, Dependal-M, Tagamet, Piriton, Zyloric
  11. 11. Mission Do More Feel Better Live Longer  GlaxoSmithKline – one of the world's leading research-based Pharmaceutical and healthcare companies – is committed to improving the quality of human life by enabling people to do more, Feel them better and live a longer life
  12. 12. •Our Values
  13. 13. Some Brands of Gsk
  14. 14. International Federation of Pharmaceutical Manufacturers & Associations
  15. 15. Value of Ethical Promotion of Medicines •Ethical promotion helps ensures that: •Healthcare professionals have access to information they require; •Patients have access to the medicines they need; and •That medicines are prescribed and used to benefit patients worldwide © IFPMA 2013
  16. 16. DOs & DON’Ts ALLOWED  Promotional Aids (strict provision)  Items of Medical Utility (strict Provision)  Hosting of Scientific Promotional Meeting  Limited Sponsorship to genuine scientific event  Cultural courtesy cards/gifts(i.e. inexpensive gifts not related to items of medical utility and allowed by local Law)  Meals/Dinners if in connection to an event and secondary  © IFPMA 2013
  17. 17. DOs & DON’Ts NOT ALLOWED  Monetary Gifts  Personal Gifts (i.e. flowers, jewelry, cars, etc.)  Recreational Activities (i.e. golf, tickets to sporting events, concert, vacations, etc.)  Sponsoring of family events or paying for a guest/companion  Meals/Dinners if not in connection to an event  Any form of entertainment (i.e. company paid for musical performance during dinner  © IFPMA 2013
  18. 18. Marketing Strategies  Human Resource Department  Marketing Department  Training Department  Hiring of Qualified & Skilled Personnel
  19. 19. Marketing Strategies Medical Department Sales Management Product Management
  20. 20. Marketing Strategies Develop Marketing Strategy & Promo Material Implement in the Field Approval by Medical Department
  21. 21. Marketing Strategies  One to one Detailing to HCPs by Medical Rep through When,Why, How  Give Samples/starter packs to Drs  Give Items of Medical Utility for promotion  Participation in International and National Conferences
  22. 22. Marketing Strategies  Clinical Meetings  Educational Programs for Drs.  Sponsorship in Conferences and Seminars  Donations to Govt. Hospitals  Participation inTender Business  EconomicalGifts like Pen,Torch,Tissue paper
  23. 23. Social Responsibilities  GSK works under IFMPA CODE OF PRACTICE and follows it’s values  GSK is present in more than 100 countries that always value it’s customers .  In GSK all work done in a 100% pure environment , So that their customers are benefitted.  GSK works with NGOs in un-developed countries.  GSK is largest producers of Vaccines in theWorld, works in collaboration with NGOs
  24. 24. SWOT ANALYSIS  STRENGHTS  Global Presence in more than 100 countries  Strong financial Position  Number-1 research based MNC in Pakistan  High Quality research Products  Top company in Skin andVaccine segments  Enjoying customer’s faith  Strong , Qualified,TrainedTeam
  25. 25. SWOT ANALYSIS  WEAKNESS  Have to follow IFMPA’s Code of Practice  Beaurocratic Style of Management  Lack of Strong Controlling System  Limited Field Force in Specialty Groups  Frequent Shortages of Products
  26. 26. SWOT ANALYSIS  OPPORTUNITIES  New research Molecules to be launched  Outsourcing of mature products  Generics Products in Pipeline  Emerging market ofVaccine  Growth oriented FMCG Group
  27. 27. SWOT ANALYSIS  THREATS  Uncertain rules and regulations of Govt.  No Patent Law/protection in Pakistan  Increasing Inflation and value of US-$  Increasing Competition by National Cos  Large Field Force of National companies  Unethical Practices of Competitors
  28. 28. Unethical Practices in Pharma  Bribing  Pick and Drop Services  Payments of Utility Bills  Heavy Discounts  FOC Goods  Checks/Cash incentives  Expensive Lunch/Dinner
  29. 29. Unethical Practices in Pharma  Free Medical Camps  Monthly Salary  Jewelry  Furniture/Fixture  Office Equipment  Expensive Electronic Items
  30. 30. Unethical Practices  Expensive Gifts  ExcursionTrips  Vacation Packages  Local and ForeignTrips
  31. 31. Unethical Practices  Renovation of Clinic  Partner ship offers  Installment offers  And other Services

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