Finalist - PwC Case Competition

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Demetri Greco

Final case recommendation on an acquisition in the pharmaceutical industry

Health & Medicine

Kusuri Medicine:
Surviving the Cliff
Demetri Greco
Colin Hussey
Cyrus Johannes
Nicholas Norris

Our Team
Colin Hussey Cyrus Johannes
Demetri Greco Nicholas Norris

Agenda
• Round 1 Overview
• Implementation Timeline
• The Merger
• The Launch Plan
• Potential Risks
• Financial Analysis
Nicholas Norris

Kusuri Medicines
$21.4B Revenue
10th Globally in 2014
Active Pipeline
Facing the Patent Cliff
Nicholas Norris

Our Proposed Solution
Nicholas Norris
Acquire specialty
biologics manufacturer
Use Kusuri’s scale to
amplify the drug launch
Move into the specialty
biologics space

7/10
Biologics in the
top 10 overall
sellers (2014)
$6.6B
Average revenue
per year from
biologics (top 20)
$200B
Biologics market
size in 2014
9%
Predicted CAGR
Until 2024
Biologics
Market at
a glance
0
50
100
150
200
250
300
350
400
450
500
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
Potential Growth of Market for Biologics
(in Billions of USD)
Nicholas Norris
Why Biologics?

Timeline
Nicholas Norris
Contingency agreement
FDA approves NDA
End 2015Mid 2015
Contingency paid
Early 2016
Launch of new IBD drug
Early 2016
SG&A downsize
due to synergy
Mid 2018

The Deal
Nicholas Norris
$1.2B
$1.7B
Merger agreement reached
$1.2B cash payment
$100 per share
$500M contingent
$41.5 per share in a CVR
I
II
III

Personnel Integration Targets
Demetri Greco
Retention of key employees
Employee selection and downsizing
Compensation strategies
Creation of new policies

Information Systems Integration
Reduce Information System staff
Consolidate data centers
Establish efficient,
enterprise-wide
systems
Demetri Greco

Impacts on R&D
Demetri Greco
Industry decline in R&D
productivity rates
Acquire to replenish
current pipeline
Reallocate R&D expenses

Insurance Company Relations
Colin Hussey
Negotiating
Rebates – 20%
Preferred
Status
Clinical
Benefits
6% Price Increase
Per Year

Pricing
Colin Hussey
Regular
Wholesale
$5,000
Per Package
Per Month
Volume-Based
Discounts
Insurance
Rebates

Marketing
Colin Hussey
Detailing to Professionals
Continuing Education
Multimedia Ad Campaign

Distribution
Colin Hussey
Specialty Distributor
2nd Largest Globally
Advanced Capabilities
Personalized Handling
Increased Costs

Risk: Underperforming
Cyrus Johannes
Exaggerated Clinical
Benefits
New Uses
New Competitors
Emerging

Risk: Failing Clinical Trials
Cyrus Johannes
$1.1B Average Loss
BiomarkersBiomarkers
Companion Diagnostics

$12.543B
Varied
Uses
Serious
Infection
21%
Remission
Cyrus Johannes
Risk: Established Competitors

Risk: Status on Formularies
Cyrus Johannes
Patients try preferred before non-preferred

Cyrus Johannes
Risk: Limited Credibility
Efficacy Safety
Credibility

Revenues
Colin Hussey
0
2
4
6
8
10
12
14
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Insulinog & Steady Glucose Other Products

Revenues
Colin Hussey
0
2
4
6
8
10
12
14
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Acquired Company Revenue IBD Biologic Oncology Biologic

Revenues
Colin Hussey
0
5
10
15
20
25
30
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Net Revenue without Acquisition Net Revenue with Acquisition

Expenses
Colin Hussey
0
0.5
1
1.5
2
2.5
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Kusuri's R&D Biologic's R&D

Expenses
Colin Hussey
0
2
4
6
8
10
12
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Selling General & Administrative

Expenses
Colin Hussey
0
2
4
6
8
10
12
14
16
18
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Costs of Products Sold

Net Income
Colin Hussey
-5
0
5
10
15
20
25
30
2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024
BillionsofUSD
Revenue Expenses Net Income

Net Present Value
Colin Hussey
$1.7B
Investment
R&D
returns
3.5%
NPV of $13B
S&P returns
11.67%
NPV of
$6.4B

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Finalist - PwC Case Competition

1. Kusuri Medicine: Surviving the Cliff Demetri Greco Colin Hussey Cyrus Johannes Nicholas Norris

2. Our Team Colin Hussey Cyrus Johannes Demetri Greco Nicholas Norris

3. Agenda • Round 1 Overview • Implementation Timeline • The Merger • The Launch Plan • Potential Risks • Financial Analysis Nicholas Norris

4. Round 1 Overview

5. Kusuri Medicines $21.4B Revenue 10th Globally in 2014 Active Pipeline Facing the Patent Cliff Nicholas Norris

6. Our Proposed Solution Nicholas Norris Acquire specialty biologics manufacturer Use Kusuri’s scale to amplify the drug launch Move into the specialty biologics space

7. 7/10 Biologics in the top 10 overall sellers (2014) $6.6B Average revenue per year from biologics (top 20) $200B Biologics market size in 2014 9% Predicted CAGR Until 2024 Biologics Market at a glance 0 50 100 150 200 250 300 350 400 450 500 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 Potential Growth of Market for Biologics (in Billions of USD) Nicholas Norris Why Biologics?

8. Timeline Nicholas Norris Contingency agreement FDA approves NDA End 2015Mid 2015 Contingency paid Early 2016 Launch of new IBD drug Early 2016 SG&A downsize due to synergy Mid 2018

9. The Merger

10. The Deal Nicholas Norris $1.2B $1.7B Merger agreement reached $1.2B cash payment $100 per share $500M contingent $41.5 per share in a CVR I II III

11. Personnel Integration Targets Demetri Greco Retention of key employees Employee selection and downsizing Compensation strategies Creation of new policies

12. Information Systems Integration Reduce Information System staff Consolidate data centers Establish efficient, enterprise-wide systems Demetri Greco

13. Impacts on R&D Demetri Greco Industry decline in R&D productivity rates Acquire to replenish current pipeline Reallocate R&D expenses

14. The Launch Plan

15. Insurance Company Relations Colin Hussey Negotiating Rebates – 20% Preferred Status Clinical Benefits 6% Price Increase Per Year

16. Pricing Colin Hussey Regular Wholesale $5,000 Per Package Per Month Volume-Based Discounts Insurance Rebates

17. Marketing Colin Hussey Detailing to Professionals Continuing Education Multimedia Ad Campaign

18. Distribution Colin Hussey Specialty Distributor 2nd Largest Globally Advanced Capabilities Personalized Handling Increased Costs

19. Potential Risks

20. Risk: Underperforming Cyrus Johannes Exaggerated Clinical Benefits New Uses New Competitors Emerging

21. Risk: Failing Clinical Trials Cyrus Johannes $1.1B Average Loss BiomarkersBiomarkers Companion Diagnostics

22. $12.543B Varied Uses Serious Infection 21% Remission Cyrus Johannes Risk: Established Competitors

23. Risk: Status on Formularies Cyrus Johannes Patients try preferred before non-preferred

24. Cyrus Johannes Risk: Limited Credibility Efficacy Safety Credibility

25. Risk: Employees Leaving Cyrus Johannes

26. Financial Analysis

27. Revenues Colin Hussey 0 2 4 6 8 10 12 14 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Insulinog & Steady Glucose Other Products

28. Revenues Colin Hussey 0 2 4 6 8 10 12 14 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Acquired Company Revenue IBD Biologic Oncology Biologic

29. Revenues Colin Hussey 0 5 10 15 20 25 30 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Net Revenue without Acquisition Net Revenue with Acquisition

30. Expenses Colin Hussey 0 0.5 1 1.5 2 2.5 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Kusuri's R&D Biologic's R&D

31. Expenses Colin Hussey 0 2 4 6 8 10 12 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Selling General & Administrative

32. Expenses Colin Hussey 0 2 4 6 8 10 12 14 16 18 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Costs of Products Sold

33. Net Income Colin Hussey -5 0 5 10 15 20 25 30 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 BillionsofUSD Revenue Expenses Net Income

34. Net Present Value Colin Hussey $1.7B Investment R&D returns 3.5% NPV of $13B S&P returns 11.67% NPV of $6.4B

Editor's Notes

https://www.ncbi.nlm.nih.gov/pubmed/17470824

Finalist - PwC Case Competition

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