Its all about business development

1. Business
Development For
Pharmaceutical
Industry
CC-630
Submitted By:
• 0381- Dhruv Prakashbhai Vekaria
• 0382- Dipanshu Meval
• 0383- Diya Raj
• 0384- Gaurav Kumar
• 0385- Harsh Choudhary

2. • Business Development through Acquisition
• Business Development through Market Focus
• Business Development through Technology
• Business Development through Focus on
research
• Business Development through Strengthening
intellectual capital
• Business Development through
Attracting Alliance
Index

3. Business Development through Acquisition of
Sun Pharma
Year Acquired Purpose
1996 API plant at Ahmednagar, Maharashtra from Knoll Pharma. To create a robust manufacturing infrastructure for API.
1997 Tamil Nadu Dadha Pharmaceuticals Limited (TDPL) based in
Chennai.
Will help in Southern markets, extends therapeutic coverage into
oncology, biotechnology and anesthesiology.
1997 51% stake in Vadodara, Gujarat based MJ Pharma.
Acquired remaining shares in the year 2000 and merged it with
itself.
The merger will help in boosting its exports to regulated markets and
strengthens its manufacturing and technology infrastructure.
1998 Number of respiratory brands from Natco Pharma based in
Hyderabad.
It will help to build a customer franchise in several therapeutic areas
such as asthma, cough and cold, cardiology, neurology, etc.
1999 Gujarat Lyka, a bulk drug manufacturer producing Cephalexin,
Cefotaxime and Amoxycillin.
It will help in increasing manufacturing capacities of API’s.
2000 Pradeep Drug Company based in Chennai, TN. To expand bulk drug manufacturing capacity.
2004 Phlox Pharmaceuticals, Vadodara Gujarat based bulk drug
manufacturing unit.
To enter European generics market.
To re-enter the cephalosporin market, which it had exited two years
back.
2005 Dosage form plant of US based Able Laboratories. Will strengthen ability to compete in the US generics space.
2008 US based Chattem Chemicals. The company is licensed by the
DEA ( Drug Enforcement Administration) to manufacture
schedule 1 to 5 controlled substances.
Gets fully operational US FDA approved API facility with approved
DMF.

4. Year Acquired Purpose
2010 A controlling stake in Israel based Taro Pharmaceuticals Industries
Limited. Taro has factories in Canada also which manufactures
creams, ointments, liquids, capsules and tablets.
It doubles Sun Pharma’s US business. It also helps to build its presence
in Israel and Canada.
2012 US based DUSA Pharmaceuticals Inc for about $230 million. To access skin market in US.
2014 India based Ranbaxy for about $3.2 billion. Creates world’s fifth-largest generic drug company. It will have
presence in 55 countries.
This acquisition will make Sun Pharma the largest company in India.
2015 (GSK) GlaxoSmithKline’s Opiates business in Australia. To improve the position of the company in pain management segment
of US generic market.
2016 14 brands from Novartis in Japan for about $293 million. To enter into Japanese generics market.
2016 US based (Eye-care specialist) Ocular Technologies Sarl for about
$40 million.
To strengthens its ophthalmology segment.
2016 Biosintez, a Russian pharmaceutical company for about $24 million. To strengthens its position in Russian market.
2016 Odomzo, a branded cancer drug from Novartis for $175 million. To expand its established dermatology business.
Odomzo has marketing approvals in over 30 countries including US
and Europe.
2019 Japan based Pola Pharma. To strengthen its global dermatology presence.

5. Business Development through Market focus
(Sun Pharma)
• few ways in which Sun Pharma is developing its business through market focus:
• Research and Development: Sun Pharma invests heavily in research and development to create innovative
products that meet the needs of the market. This approach allows the company to stay ahead of the
competition and capture a larger market share.
• Market Segmentation: Sun Pharma segments the market to focus on specific customer groups and tailor its
products to their needs. .
• Branding: Sun Pharma has a strong brand presence in the market, which helps it to differentiate its products
from its competitors. The company invests in advertising and marketing campaigns to increase brand
awareness and strengthen its position in the market.
• Strategic Partnerships: Sun Pharma has formed strategic partnerships with other companies to expand its
business reach. These partnerships allow Sun Pharma to access new markets and distribution channels,
thereby increasing its sales.
• Customer Service: Sun Pharma focuses on providing excellent customer service to its clients. This approach
helps to build customer loyalty and attract new customers to the brand.
• Example:- Sun Pharma's market-focused approach to business development is its acquisition of Ranbaxy
Laboratories.

6. Business Development through Technology
(Sun Pharma)

7.  Sun Pharma is an Indian pharmaceutical company that invests heavily in research and
development.
 The company has expertise in developing generics, technologically complex products, APIs,
NDDS, and NCES.
 Sun Pharma has 9 R&D centers in India, Israel, and the United States.
 The company's R&D capabilities include pharmacokinetic and bioequivalence studies and Phase I
clinical studies.
 Sun Pharma has proprietary drug delivery technologies such as GRID TM, Wrap Matrix TM,
NanotectonTM, and TearActTM.
 Sun Pharma's R&D pipeline includes eleven new drug candidates under various stages of
development in therapeutic areas such as epilepsy, glaucoma, breast cancer, chronic myelocytic
leukemia, ocular pain inflammation, Parkinson's Disease, autoimmune diseases, and depression.
 Sun Pharma spent 8.6% of its net sales on R&D in the financial year 2018, and its cumulative
R&D spend to date is around $2 billion.
Business Development Through Focus
On Research

8. Quantitative account of
Intellectual capital
•Sun Pharma is a leading company in the pharmaceutical industry.
•They have filed 605 Abbreviated New Drug Applications (ANDAs)
in the US.
•They have developed 300 Active Pharmaceutical Ingredients (APIs).
•They have filed 397 Drug Master Files (DMFs) providing
information about manufacturing processes and materials used in
pharmaceutical products.
•Sun Pharma has been granted 248 patents related to their
pharmaceutical products.
•The company is actively involved in research and development of
new pharmaceutical products.
•Sun Pharma has invested in protecting their intellectual property
rights through various filings and patents.

9. Business Development through Alliances of
Sun Pharma
 2011: Sun Pharma partnership with MSD in India to co-market MSD’s Sitagliptin and Sitagliptin+Metformin in India.
 2013: Sun Pharma and Intrexon Corporation formed a joint venture to develop gene based therapies to treat ocular diseases that causes
blindness.
 2014: Sun Pharma licensed with Merck’s Tildrakizumab (MK-3222) for treatment of chronic plaque psoriasis.
 2015: Sun Pharma did research collaboration with Technion, Israel Institute of Technology, to develop a new class of oncology drugs.
 2015: Sun Pharma entered into a promotion and distribution alliance in India for AstraZreneca’s new brand, Axcer (Ticagrelor), used in
treatment of Acute Coronary Syndrome (ACS).
 2016: Sun Pharma collaborated with Mitsubishi Tanabe Pharma Corporation to promote 14 products Sun Pharma acquired from Novartis
Japan.
 2016: Sun Pharma partnered with Almirall SA, a Spanish pharmaceutical company, for the development of Tildrakizumab in Europe.
 2017: Sun Pharma did agreement with South Korea’s Samsung Biologics for manufacturing Tildrakizumab to treat severe plaque
psoriasis.
 2019: Sun Pharma partnered with China Medical System Holdings (CMS) to develop and commercialize generic drugs in mainland China.
The collaboration covers eight generic products with market size of $1 billion.
 2020: Sun Pharma did agreement with Rockwell Medical Inc to commercialize Triferic, a drug for the treatment of anaemia in
haemodialysis patients in India.