Presentation by GSK's Developing Countries Operating Unit made at the Euro-Africa Health Investment Conference, March 26 - 27, 2013, London, United Kingdom.

1. Developing Countries Operating Unit
1st Euro-Africa Health Investment Conference: MediPharm, March 26-27,
London
Craig Williams
Director, Vaccines and Disease of the Developing World

2. The DC operating unit
Established in August 2010 - to increase
patient access to GSK medicines and
vaccines while expanding its presence
and helping it build a sustainable
business in developing countries
Tasked with bringing a dedicated GSK
focus to expanding access to medicines
for around 800 million people in the
world’s least developed countries
(LDCs)

3. The Markets
Covers 50 countries, 49 defined by
UN as least developed, over half of
whom survive on less than $1 a day
currently supply medicines to 37 of
the 49 LDCs and employ 650
people across the unit.

4. GSK’s operating model in
Developing Countries
Lower price/higher volume
Volume incentive
Longer-term return on investment
Patented medicines & vaccines capped
at 25% of UK price
20% of profit reinvested in healthcare
infrastructure in country)
The target is a five-fold growth in
volume of medicines & vaccines supplied
to these countries by 2015.

5. Strategy
1. Vaccines
2. Product Registration/Portfolio Expansion
3. Healthcare Infrastructure
4. People

6. Vaccines- GAVI
 Vaccines: For over 20 years we have made our entire vaccine portfolio
available for expanded immunisation programmes at preferential prices to
developing countries using a tiered pricing system.
 GAVI Pledging Meeting – 13 June 2011
– Initial target : $3.7 billion
– Donors commitment : $4.3 billion
– Resources available for 2011-2015 : $7.6 billion

7. Health Infrastructure -Our commitment to reinvest
20% of profits
 GSK partner with AMREF, CARE
International and Save The Children to
strengthen healthcare infrastructure in
LDCs
 To increase the numbers of trained
healthcare workers in rural and
marginalised communities
 A sustainable model to improve
healthcare infrastructure in developing
countries
 Supporting community healthcare
workers increases access to medicines
and ultimately improves health
outcomes

8. Health Infrastructure - One Family Health
 Nurse run Franchise clinic network
 Currently 80 clinics in Kenya serving
500,000 patients per year
 GSK announced expansion for Rwanda
in April to establish 250 health posts over
the next three years

9. Health Infrastructure – Anti counterfeiting Nigeria
Using SMS text technology to guarantee the quality of products
GSK added a scratch off panel on the packs to include a unique code. Patients
would then text in the code (free) to a central number to authenticate the product.

10. Access to Medicines Contributions
R&D
• R&D PPPs
• WIPO Research
• Open lab
• Malaria screen
• HIV
• TB, malaria
• Trust in Science (LATAM &
AFRICA)
New Business Models
• Tiered pricing
• ViiV Healthcare
• DCMA unit
• CME
• Voluntary licensing
• Portfolio
• Branded generics
• Small pack sizes
• EMAP R&D
• Techonolgy transfer
• Brazil JV
• Innovative pricing
• Malaria
• AMC
Health
Systems
• 20% reinvestment
• LF elimination
• African malaria
Partnership
• PHASE
• Positive Action and PAFC
• Humanitarian relief
• De-worming programme

11. GSK retained ATM leadership in 2012