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GSK
Rs.17.44 B,
11.16%
Abbott Rs.
10.41 B
6.66%
Novartis
Rs. 7.00 B
4.48%
Getz Rs.
6.35 B,
4.07%
Sanofi
Aventis
Rs. 6.25B
4.01%
Sami Rs.
5.77 B,
3.69%
Hilton
Rs. 4.21
B, 2.70%
PharmEvo
Rs. 1.26 B,
0.81%
PharmEvo
Growth
Others
Remaining
Share %
Overall
Share
Profitability
1 Sys Anti Inf Rs. 36.68 Billion 24.32 14.10 49.57 10.47 15.64 23.01 27.07 48.36 10.05 9.10 10.41 54.50 100.00 +
2 Alim & Metab Rs. 32.13 Billion 21.32 17.27 8.33 28.52 28.02 39.86 22.48 14.27 32.86 18.14 24.73 63.72 100.00 +
3 Nerv Sys Rs. 13.77 Billion 9.14 12.33 12.66 6.97 10.35 3.24 1.51 9.13 18.54 5.06 4.60 64.20 100.00 +
4 Muscu Skelet Sys Rs. 10.84 Billion 7.19 15.42 1.09 14.65 16.26 5.38 0.86 17.72 10.76 13.44 48.40 56.30 100.00 +
5 Cardiov Sys Rs.10.69 Billion 7.10 14.31 1.13 0.60 7.17 12.17 7.11 1.09 5.75 25.94 29.91 76.73 100.00 ++
6 Resp System Rs.10.50 Billion 6.97 10.76 8.07 8.33 8.21 8.64 11.78 3.03 8.13 1.56 -16.62 56.40 100.00 +
7 Various Rs. 8.44 Billion 5.60 21.72 0.63 11.40 1.04 - - 0.71 0.06 - - 84.12 100.00 +
8 BLOOD & B.form Rs. 5.03 Billion 3.34 13.45 2.90 3.66 - 0.84 3.59 2.97 8.50 22.40 18.24 62.71 100.00 ++
9 Derma Rs. 4.99 Billion 3.31 16.28 9.43 1.42 0.75 0.00 0.08 0.00 - - - 63.37 100.00 +
11 Parasitology Rs. 4.54 Billion 3.02 25.28 1.05 6.39 0.05 0.65 15.42 2.28 4.04 - - 71.92 100.00 ++
10 G. U & Sex Horm Rs. 4.32 Billion 2.87 15.27 0.23 7.44 3.95 3.16 0.98 0.36 1.36 - - 71.00 100.00 +
12 Anitneop & Immuno Rs. 2.98 Billion 1.98 7.81 0.51 0.13 6.15 3.05 1.51 - - 4.35 36.64 70.30 100.00 +++
13 Sensory Organs Rs. 2.88 Billion 1.91 16.63 3.14 - 1.70 - - - - - - 73.50 100.00 +
14 Hosp Solution Rs. 1.39 Billion 0.93 11.31 - 0.00 - - 7.61 0.06 - - - 66.20 100.00 +
15 Sys Hormones Rs. 1.34 Billion 0.89 13.82 1.26 - 0.70 - - - - - - 81.50 100.00 +
16 Diagnost Agents Rs. 0.15 Billion 0.10 29.75 - 0.00 - - 0.00 - - - - 0.00 100.00 ++
Total Company's Share 100.00 100.00 100.00 100.00 100.00 100.00 100.00 100.00 100.00
Historical Growth 15.16 12.17 18.04 19.10 28.03 17.27 37.15 22.16 22.15
Projected Growth 16.00 13.00 17.00 20.00 25.00 18.00 32.00 18.00 23.00
IMS Aug 2010-July 2011
Total Pharma
Market
Selected 8 Corporations Therapeutic Segments Share % in terms of Value Vs PharmEvo
Competition Segment Matrix
For clear view of this (above mentioned) Competition Segment Matrix, kindly view this attached
Excel file.
34
PharmEvos Therapeutic Segments:
Competition Segment Matrix/Findings
Systematic Anti-infective is the largest therapeutic segment followed by Alimentary and
Metabolism.
Parasitology and Various (Nutrition) segments are the thriving segments.
Internationally innovative drugs are being launched in cancer segment (Antineoplast and
Immuno.)
In anti-Invectives, companies are engaged in unethical practices and PharmEvo refrain from
such activities resulting in less growth for PharmEvo in this segment. Moreover, PharmEvo
lacks the facility for liquid injections in anti-biotic which is also a hindrance in this segment
expansion.
For broader anti-infective market penetration PharmEvo needs to have a Parentral (liquid
injection) facility. To enter into Penicillin antibiotics manufacturing, a separate area is needed
in the plant.
For cancer products PharmEvo urgently need to have agreements with good cancer medicine
manufacturing companies.
CARDIOVASCULAR
SYSTEM, Rs.453.38
M, 28.02%, +38.48
BLOOD +
B.FORMING
ORGANS, Rs.
342.45 Million
21.17%, +21.11
ALIMENTARY T.&
METABOLISM,
Rs.338.82 M,
20.94%, +47.99
MUSCULO-
SKELETAL SYSTEM,
Rs.227.20 M,
14.04%, +33.84
SYSTEMIC ANTI-
INFECTIVES,
Rs.122 M, 7.54%,
+5.86
NERVOUS
SYSTEM, Rs.0.86
M, 5.36%, +35.71
ANTINEOPLAST+I
MMUNOMODUL,
Rs.41.01 M, 2.54%,
-25.27
RESPIRATORY
SYSTEM, Rs.6.29
M, 0.39%, -68.11
35
To enter in the nutrition segment they need to have franchise agreement with good nutrition
product companies.
Michael Porter 6 Forces:
Bargaining power of Suppliers:
In case of PharmEvo, the supplier does not have high hand in dealing of Raw materials.
Companies including PharmEvo engage Raw material manufacturers from India, China,
Argentina or western countries.
Bargaining power of Buyers:
In this case, the buyers are the patients and institutes and once the patient is suffering from a
disease he or she has to bear the cost of medicine, no matter how costly it is. So in this case
36
the buyers negotiation power is low. While in case of institutes the buyer power is very much
high, and results in great discounts from the manufacturer. Companies, give huge discounts of
30-40% on medicines to large institutes. In case of institutes (hospitals) the buying power is
high
Threat of Substitution:
Threat of substitution is high for PharmEvo products, although they are quality products but
can lose their market share to quality generics products of national companies. E.g. if you look
for an antibiotic Cefixime you can find more than 50 brands available in the market, which
directly compete with your company brands. The company got the edge by engaging the
influencer (Doctor) in writing your brand as prescription.New technologies and/or substitute
products.
The chance of substitution is high in Pharmaceuticals more than 650 companies are there and
in few months time a single molecule can as many as competitors resulting in fierce
competition and eating in profit margins as prices are greatly reduced by new entrants
Threat of New Entrants:
The threat of new Entrants is very high as pharmaceuticals have profit margins as high as 40-
60%, which make this industry highly lucrative for new entrants. The barrier to entry is also
low, as a company can register itself with DRAP (Drug Regulatory Authority of Pakistan) and
can start the marketing of products (Medicines) which registrations the firm or company has
got in its name. The firm can launch these brands by getting them manufactured in other
pharmaceutical manufacturing unit (Toll manufactured or by contract manufacturing). Once
these products have good market, then the individual can buy and install the manufacturing
plant of such medicines. As this is evident by case of PharmEvo, how they started its
operations.
Main entry barriers:
The entry barriers in the Pharma Industry are less that is the main reason why more than 650
pharmaceutical companies are there in Pakistan.
New entrants (their origin and competence base).
For new entrants it is now not at an easy sailing as you have to compete with fierce
competition, establish your name among the influencers (doctors community), win your
customers confidence and gain market share etc.
37
Rivalry among competitors
PharmEvo has high threat potential from existing national and other multi nationals, whose
marketing activities and cheaper products of national companies pose a serious threat to its
business. There are a lot of companies competing with each other. There is no clear restriction
from DRAP in giving registration to no. of companies. E.g. we can find no. of companies
manufacturing and selling molecules like Paracetamol, Diclofenac, Glimepiride etc. However,
few Multinationals have restricted local companies in launching and making these new
molecules which are protected through patent restrictions. E.g. Pegylated Interferon etc,
though few companies have launched this molecule also, but day by day patents are being
used frequently by MNCs to stop competition to launch their research molecule as generic. In
US, Europe, prior to patent expiry no other firm can manufacture and market the same
molecule. This gives an edge to the research company to milk their brand. Recently Pfizer
Atrovastatin (Lipitor), went off patent hence Pfizer fears for Revenue loss in billions of US$ in
sales to generics.
Relative Power of other stake holders:
PharmEvo is owned by private owner, hence it has no pressure from shareholders, the
company is part of the family business of Premier Group, while the government regulations
impact the company, while there are no Trade unions in PharmEvo.
38
Bargaining power and structure of the buyers (key players in the distribution?)
The distribution plays a vital link between the manufacturers and retailers/ whole salers. It is
very significant for Cold chain maintenance products and life saving products.
MARKET STRUCTURE, DATA & TRENDS
Sales structure of PharmEvo:
Have around 730 Medical Sales representative all over Pakistan
Having 113 Area Managers
Sales Managers 29, Total Sales force of 850 person
Head Office Staff:70
Factory Staff: 200
Marketing Department Structure of PharmEvo
Chief Operating Officer to whom, Director Medical Affairs, Director International Markets & Nutrition
Division, MIS Head, GM HR & Administration & 4 marketing Managers report
Marketing Manager Division 1 (Cardio Vascular Division)
Marketing Manager Division 2 (Anti Diabetics, Neuropsychiatry, Anti-Obesity)
Marketing Manager Division 3 (Bio Tech, Injectableetc)
Marketing Manager Division 4 (Oncology, Institution Sales)
To a marketing Manager at least 2 Business Unit Managers report
To a business Unit manager 3 Product Mangers / Assistant Product Managers report.
39
PHARM EVO GETZ PHARMA GSK
SANOFI-
AVENTIS
HILTON NOVARTIS
1
Growth of Rural
Markets & Focus of
Companies on this
area
Increasing
Competition
+= increase penetration
in rural areas with low
price & good quality
medicines
++ + + ++ +
2
Price fixed by
Ministry since 2000
Margin / Sales
Pressure
+ = due to price fixation
by Ministry & Increase
inflation the margin &
sale pressure has
increased
+ ++ ++ ++ ++
3
Application
Segmentation
Customization
+++ = Entering in many
segments
like(Pharmaceutical,
diagnostics, Milk
product etc)
+++ + + +++ +
4
Premium Product
Growth
Opportunity
++= Pharmevo launches
new molecules before
ant other company, it
can charge premium
price
++ +++ +++ ++ +++
5
World wide (instant)
communication
influence on sales &
margin
+ = PharmEvo is
present in only 8
countries, so it has low
International
communication as
compared to
MNC,which also
reflects its low Sales &
less margins
+ +++ +++ + +++
6
Untapped Market in
Health-care
Opportunity
++++ = PharmEvo is the
first company in
Pakistan to introduce
complete healtrelated
products to the
consumers, starting
from Prevention to
Treatment
+++ + + +++ +
7
Change in
Environment
Legislation
Decentralization of
Ministry affairs-
Threat
- = All the products
under registration is
on hold due to
change in ministry
policy & has
negatively impacted
the companies due to
which they are
unable to launch new
molecules
_ _ _ _ _
8
Foreign Loans / Lack
of Budget
Sales down in Govt
Sector
+++= it has put
companies on fire, due
to lack of budget
companies cant sale on
credit, rather they ask
for cash
+++ ++ ++ +++ ++
TOP 10 External Trends
TREND POTENTIAL IMPACT
TAKING ADVANTAGE
40
For the details of the 10 External Trends
Relative Importance of Factors
Pakistan Total Multi Nationals Operating in Pakistan
Actually Bristol Myers Squibb and
Stiefel Pakistan have been taken over
by GSK Pakistan, so now all in All 24
multinationals corporations exist in
Pakistan.
Disease wise segments share in
terms of Sales
These includes Cardiovascular, Anti
Diabetic, Anti Osteoporotic, Anti
Cancer, Respiratory (Cough, Flu,
Asthma Products) and other life
saving products that includes Anti
Biotics, Anti T.B drugs and others. In
ABSOLUTELY CRUCIAL V. IMPORTANT QUITE IMPORTANT NICE TO HAVE NOT SIGNIFICANT DON'T WANT IT
5 4 3 2 1 0
1 Parenteral Area (Liquid Injection) to strengthen
anti biotic segment
P
2 Ethical Marketing to influencers P
3 Online BMS (Building Management System) for
production of medicines
P
4 Expansion in International Marketing P
5 Diagnostic and Nutrition Division P
6 Good relation with hospitals / institutions P
7 Good printed products P
PHARM EVO's RELATIVE IMPORTANT FACTORS
FACTOR NAME
44%
56%
MNCs and National
Companies Share % in terms
of Value
Mulitnationals
Companies
National Companies
41
0.000
50.000
100.000
150.000
200.000
2008 2009 2010 2011 2012
105.000
123.130
140.330
151.000
181.000
Industry Sales in Billion Rs.
2008
2009
2010
2011
2012
broader category Pharmaceuticals are divided into following segments
1. Systemic Anti Infectives (comprising of Antibiotics: Penicllins, Cephalosporins,
Macrolide etc)
2. Anti Alimentary (Anti Diabetics, Anti Ulcerant, Laxatives, Vitamins etc)
3. Parasitology (Anti Malarials, Anti helminthes, Anti Protozoans etc)
4. Dermatology (Medications related to Skin)
5. Musculoskeletal (Muscle relaxants, Pain relievers etc)
6. Cardiovasculars (Anti Hypertensives (Blood Pressure), Cardio protectivesetc
7. Blood and Blood forming Agents (Anti thrombotics (anti blood clotting), blood forming
etc)
8. Hospital Solutions (drips and other solutions)
9. Anti Neoplastic (Anti cancer medications)
10. Systemic Harmones (Growth Hormones,
11. Gentio Urinary and Sex Hormones
12. Medical Devices (Blood pressure, blood sugar, body mass monitors etc)
13. Neuropsychiatry (mediations of Epilepsy, Alzheimer, depression etc)
14. Sensory Organs (Ear, Nose medications)
15. Various (nutrition products, infant milk products, energy drinks etc)
16. Respiratory System (Asthma, Cough, Flu, Anti Allergicsetc)
Pharmaceutical Industry Analysis
Pakistan Pharmaceutical Industry is one of the leading industries of Pakistan. It comprises of 24
Multinationals corporations and more than 650 national corporations. The total Pharmaceutical
industry of Pakistan is worth over Rs. 181.6 Billion (annual sales), with annual growth of more than
15.5%.While it export medicines worth Billion of Rs. to countries like Afghanistan, Philippines,
Malaysia, Vietnam, Sri Lanka, Cambodia, Uzbekistan, Myanmar, Tajikistan etc. MNC represent 44%
market share of the industry in term of values while 56% of the market is represented by National
Companies.
42
Pakistan Pharmaceutical Industry
INTERNAL ANALYSIS
Key Indicators of How Well the Strategy Is Working for PharmEvo:
1. Trend in sales and market share:
The sales trend of PharmEvo is growing, giving an encouraging sign of Growth that is averagely
around 25% over the last 3 years, growing from Rs. 670 Million company to Now Rs. 1.61
Billion company
2. Acquiring and/or retaining customers:
According to the sales collection data company of Pharmaceuticals in Pakistan the IMS Health,
among the national companies PharmEvo
3. Trend in profit margins:
The profit margins are shrinking due rising cost and Rupee devaluation and rise of US $,
making the imported raw materials costlier.
4. Overall financial strength and credit ranking:
PharmEvo is financially viable and all the expansion in the plant like in 2008 of Rs. 120 million
was pumped by its own profits and new expansion is planned in 1-2 Years of about Rs. 140-150
Million. Adding new plant for liquid injection in the PharmEvofacility, that will open a new
formulation segment for them to do business and add more good products in their portfolio.
5. Efforts at continuous improvement activities:
Continuous improvement of processes, easing the working and removing extra barriers are the
hall marks. Adding New product development plan PMA Pre Marketing Analysis, that involves
a thorough understanding of the product for its selection, Registraiton, development and
launch.
6. Trend in stock price and stockholder value:
PharmEvo is not enlisted in The stock exchange, while its image is growing with respect to
time.
7. Image and reputation with customers:
The image of PharmEvo is improving with the Customers, rather we should say the influencers.
PharmEvo is engaging with doctors with Ethical marketing practices, i.e. cause oriented
marketing.
8. Leadership role(s) Technology, quality, innovation, e-commerce, etc:
43
Lowplat, X-Plendid and Orslim are the brand leaders in the Anti Platelet, Cholestrol lowering
agent and anti obesity categories.
SWOT-Analysis:
Threats
1. Multinationals entering into the Generic business
2. DRA formation New Registration (details on page no. 52)
3. Immense Marketing Competition
4. Inflation and Price Ceilings etc. (details on page no. 52)
5. Rivalry among competitions
6. International standard qualification (details on page no. 53)
7. CTD format (explained on page no. 52-53)
Opportunities
1. Ample gaps are there to launch products in ever expanding Women & Child Health, Nutrition,
Cancer(oncology)
2. New avenues for launches and plenty of room for new launches.(Strong Pipeline of products
few registered and many near registration)
3. Export market of Far East, CIS region, and regulated markets can be won by (CTD) compliance
(details on page no. 52-53)
Strengths
1. Skilled Field Force
2. Diversified and Strong Pipeline for future launches
3. Good Reputation among influencers and establishing its brand image in the heart and minds of
its Customers.
4. Motivated Team, with the confidence of Winning and doing the Clock Building
5. Strong Distribution Network, as premier Agencies is the parent Company.
Weaknesses
1. Not been able to convert most of the brands among top 5 in their respective categories
2. Products Accessibility is not as extensive as compared to Getz, Sami and Hilton products
availability.
44
OPPORTUNITIES THREATS
O1 O2 O3 O4 T1 T2 T3 T4
S
T
R
E
N
G
T
H
S
S1 5 5 3
S2 5 3
S3 4 4
S4 3
W
E
A
K
N
E
S
S
E
SW1 4 4
W2 5 2
W3 5 3
W4
Confrontation Matrix
Companys price and cost competitive?: This is covered in the pricing section on Pg no. 51
45
Key Issues / Challenges
Key Issues
Developing the worry list of strategic challenges concerning:
What Strategic Issues Company Face
1. To combat the product innovation of rivals (Getz, GSK, Sami, Hilton):
Timely registration of products, development and launch is the key in Pharmaceuticals to launch the
products and compete with the rivals. In Pharmaceuticals the speed in new launches that give an edge
to companies to gain premium price on products
Win new customers (influencers) with new drugs, adding to the high end patient base of doctors.
These are of utmost importance to PharmEvo to cater to these problems.
.
2. Reducing the cost of Production.
In pharmaceuticals the most costly items are the Raw Materials and the packaging, to reduce the cost
Supply Chain needs to be trained in procuring the best quality material at very competitive rates.
To reduce the waste of resources, material, time, fuel, electricity and labour are the key in cost
reduction.
To decrease the bureaucracy in the processes and ease the steps are the requirement that PharmEvo
need to look at.
3. Sustaining the companys present rate of growth or grow the business at a faster rate?
Close liaison with Doctors engaging them with CME (continued medical Education), New studies and
updates regarding drugs and their treatment in reference to PharmEvos products so that it serves as
reminder to the influencer regarding prescribing of PharmEvos Products.
4. To gain better market visibility for the companys product?
CSR activities (corporate Social responsible activities) like awareness walks regarding disease e.g.
about hear attack and prevention, fatness (obesity) etc, Talk shows will create noise among the
doctors community, while in order to gain market share, more and more close relationship is to be
maintained with doctors to get along with the products promotion and increase market share.
5. How to capture the e-commerce & technology opportunities:
The ERP and SAP are the softwares that are revolutionizing the Human Resource & Supply chain. As
companies like GETZ, GSK are employing these softwares that result in better management of Human
46
Resources, avoiding of shortages of products and better management of Raw materials for the
production.
6. Unethical Marketing practices: There are few companies in Pakistan who bribe doctors to
prescribe their products and in doing so, such doctors indiscriminately prescribe medicines to
patients. This holds threat to PharmEvo as it become difficult to tackle such wrong strategies and
some doctors start prescribing medicines of those companies.
Impact on PharmEvo: All these are critical to PharmEvos growth locally and for its Export, while
we have proposed the solution for these key issues as follows.
7. Economic climate; growth, currencies, inflation, investment levels, taxes.
The recession in Pakistani economy is impacting the Pharmaceutical business as more inflation is
being witnessed, eating away the profit margins
8. Imposition on Sales Tax / Sales Tax
In medicines companies pay the sales tax to the government but they cannot charge this extra sales
tax from patient or consumers as the drug law does not permit the companies. The prices in Pakistan
are fixed and centrally controlled by Ministry of Health Price Advisory Committee. Under the new
setup of DRAP, price fixing mechanism and body to fix the price is yet to be announced.
9. Pharmaceutical Sector Sales tax raised from 16% to 17%: This has adversely impacted on the
pharmaceutical industry as other industrial sectors pass on this impact to their consumers by
raising their products prices. Whereas in pharmaceuticals there is no such provision to put this
impact on to consumers (patients). In Pharmaceuticals when products are registered by the
ministry of health each product is given a sealing price, which is the capping or the maximum price
a company can sell at this price and not beyond that and on most of the product the ministry of
health has not raised the prices since 2001.
10. Income Tax on import of Finished Goods has been increased from 4% to 5%. (This will eat away
profits on imported medicines like for insulins, Hepatitis& cancer drugs for the pharmaceutical
companies). Turnover tax increased from 0.5% to 1%
11. 5% withholding tax is levied on Air tickets. In Pharmaceuticals Air Traveling is extensive, in order
to monitor the sales force and marketing activities being carried out. This is additional burden on
their revenues.
12. 10% Tax Credit will be given on BMR (Balancing, Modernization and Replacement): This is
applicable on machinery and plants etc and will motivate people to make repairs of their plants
and machinery. (This is beneficial for the industry)
13. Patents:
Patent laws are becoming stringent and stringent and it is becoming increasingly difficult for Generic
47
companies like PharmEvo and other national companies to launch new products e.g. recent litigation
between multinational and national companies on Sitagliptin
In Pakistan Patent regime has been quite weak, but recently we have seen that multinationals have
tightened the Patent regime for local companies and sued many companies e.g.
1. Sitaglitpin (MSD Merchk Sharpe &Dhomeis the innovator) filed cases against many Pakistani
companies
2. Gemcitabine (Eli Lilly)
3. Vildagliptin (Novartis)
4. Valsartan (Novartis) etc
14. Pricing:
The ministry of health, price advisory committee is not allowing pharmaceutical companies to
increase the prices of products that were registered 15-20 years back or 10 years back, resulting in
financial stringent conditions for the entrepreneurs.
15. Rupee Devaluation against the US $. In pharmaceuticals most of the raw materials are
purchased from abroad and weakening Rupee against the US $ is eating the profit margins and
increasing the Cost of Goods Sold.
16. The biggest expense in the Pharmaceutical company is the cost of goods sold, then the Selling
and General Expenses is the 2
nd
largest cost.
17. Governmental regulations (national/international)
18. Products Registration (Delays):
To launch a product, a company needs to register a product with MOH (Ministry of Health) Pakistan.
Currently more than 70000 products are registered in Pakistan. Without prior registration of drug
(medicines one cannot launch a pharmaceutical product).
To register a product, product is applied to MOH, which in current days is taking almost 12-14
months in registering a new product and give you a go ahead to launch the product. While normal
products Registration period is from 4-6 months which is not the case currently
If you launch a product without their registration, a companys manufacturing license can be cancelled
for good.
19. The 18
th
Amendment in the constitution
The 18
th
amendment in Pakistans constitution has devolved the Ministry of Health to Province that
resulted the federal Ministry of Health (MOH) to devolve. This will result in no control of medicines
48
registration and export in Pakistan and even every province might be registering the same medicines
separately while earlier only MOH registration was enough to market the medicine in Entire Pakistan.
20. DRA Formation
Now DRA is formed, that is Drug Registration Authority which will work Centrally in Pakistan to control
the medicine s registration, export and import and assigning the retail price matters.
21. CTD Format
For Export PharmEvo and the entire pharma Companies need to update their drugs documents, which
include expensive equipment to furnish the detailed quality data of products and stability studies that
are too extensive. To sustain in the global Arena pharma companies need to Comply for CTD, a dossier
format necessary for products registration abroad. Even countries like Tanzania and Kenya have
adopted CTD guidelines.
To meet the challenges posed by global competition in Registration and Product launches (Export):
Without CTD compliance and FDA approval, Pakistani companies will not be able to export and
such export will cease to exist and this hold true for PharmEvo as well.
To comply with CTD guidelines for Product Registration to be able for export to the world. To
be compliant with FDA (Food and Drug Administration of USA), EMEA, (European Medicine
Agency Approval) quality standards, and extensive documents are needed which none of the
pharmaceutical company in Pakistan qualifies for, this include the MNCs as well. Even the top
ranking MNCs in Pakistan like Pfizer, GSK, Abbott cannot export their medicines to US, Canada,
UK etc due to non compliance and lack of documentation and standard in conformities.
The above is the main reason Pak Pharmaceutical export are limited to Far East countries
(Philippines, Laos, Vietnam, Myanmar, Cambodia), SriLanka, Afghanistan, CIS countries, African
countries, South America.
Providing quality medicines to the patients at reduced prices globally as internationally
companies from China & India put forth fierce pressure this make it difficult in Export.
22. FDA & EMEA approvals:
In the Pharmaceutical world FDA (Federal Drug Administration) of US and the EMEA (European
Medicines Evalution Agency) are the most respected authorities that evaluate global companies for
granting them certification and registration approval that pave the way for those countries companies
to start exporting medicine to Europe and US accordingly.
China has more than 20 FDA approved plants India has more than 15 FDA approved facilities like Dr.
Reddys, Cipla, Ranbaxy etc, Bangla Desh has 4 FDA approved plant. Pakistan has none FDA or EMEA
approvals, even the MNCs in Pakistan do not qualify the quality and safety standards of these
49
agencies.
23. Environmental concern.
EHS Environment Health & safety are also very important and this also needs diligence on part of the
companies to comply with the environment standards set by the regulators.
24. Installed industrial capacities (surplus/shortages) in the business)
Pakistan faces shortages in the Oncology medicines (cancer medicines) that are being imported from
abroad while the tablet, capsule and syrups are widely produced in Pakistan.
Product Plan
Pricing Strategy
PharmEvo products prices are comparable to Hilton and Getz and in few instances it is lower
than the competitors
PharmEvo brand leader Lowplat was a me-too of MNC brand, which price was Rs.140per tab,
PharmEvo launched it at Rs. 14 per tab, competitive trial were done by engaging leading
doctors of cardiologists that ensured that their product is a quality product. Now the brand is
worth more than Rs. 250 million with 14% annual growth.
Increase Prices
Implications for PharmEvo:Prices of Products are at a standstill since 2001, as Ministry of
Health has not allowed companies to increase their prices, special cases are considered which
are termed as HARDSHIP cases but that corresponds to very few molecules.
4 problems are there for PharmEvo Regarding Prices
a. This is due to the fact, that Ministry of Health grants products registration to companies
e.g. Drug A is registered at Rs. 100 for pack of 10s tabs. But companies launch it at Rs.
80 or 90 per pack. So they have price cushion to increase maximum to Rs. 100 and
beyond that they cannot raise prices on their own without prior Ministry of Health
Price advisory Committee approval. And for most of the medicines prices are at stand
still and is cause of concern for companies in days of High Inflation and rising cost of
Fuel, Energy, Materials, Labors ETC which is eating away the profits.
b. By interacting with Cost manager of PharmEvo, we came to know that the highest Cost
factor is the materials, packaging cost.
c. The Government of Pakistan collects Sales tax from companies and in particular
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Pharmaceuticals cannot pass on the Sales tax burden to consumers as they do not have
such price raising flexibility on their own with regard to other business sectors like
FMCG, Cement, Sugar, Engineering Goods Etc.
d. Rupee devaluation against US $, (as most of the materials is imported in
Pharmaceuticals) it is decreasing the profits. To counter this impact the Cost
Department at PharmEvo , refers to the State Bank of Pakistan Website for future
exchange rate of US $ against rupee for the next 1 year. This helps them to have margin
of inflation in their annual budget and keep expenses within their own control. The
entire Pharmaceutical import of raw materials and Finished goods are done in US$. The
Rupee in last 5 years has lost its value against major international currencies and in
2007 Rs.61 were equivalent to 1 US$, now Rs.98 are equivalent to 1 US$. This adversely
effect the profit margins of the companies, as they have to absorb this price impact.
Zyloric: (A GSK Product)
It is the only treatment available for Gout patients and this drug falls in the
category of essential medicines. By virtue of this essential medicine status,
GSK is obliged to manufacture and market such medicine. It is registered
since1976 and is available as follows:
Zyloric 100mg in pack size of 50s tabs Retail Price Rs. 70.20
Zyloric 300mg in pack size of 30s tabs Retail Price Rs. 120.98
Issues with Zyloric:
The Government has ceased the prices of Pharmaceuticals since 2000 and the raise we see in prices is
not as per the inflation companies are facing. In such scenario Zyloric is not profitable for GSK to
manufacture and market, the more they manufacture the more loss GSK has to incur. But as
mentioned earlier, Zyloric is one of the essential medicines, which compels GSK to keep manufacturing
this product.
It is most of the time short from the market and gout patients suffer a lot due to it. This has created a
gap for pharmaceutical companies and identifying the gap of supply of this molecule, PharmEvo has
launched Febuxostat molecule-brand name GOURIC and is doing very well.
PharmEvo Launches FEBUXOSTAT Gouric:
So there was a GAP of demand and supply, a novel molecule PharmEvo launched in this segment i.e.
FEBUXOSTAT, GOURIC which is priced at around Rs. 25 per tab and is growing very well in 12 months
from its launch has done a business of 30 Million Pak Rs.
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PharmEvos Products Price Comparision with Competitors products. Per Tablet or Per capsule price/
per injection price
S. No Molecules Segments / Uses PharmEvo Hilton Getz Others
1 Telmisartan 20mg Caridovascular/ Blood pressure 11.00 12.50 12.14
Telmisartan 40mg 20.00 19.50 21.43
Telmisartan 80mg 30.00 29.75 32.00
2 Telmisartan 40mg + HCTZ Caridovascular/ Blood pressure 21.00 19.71 22.14
Telmisartan 80mg + HCTZ 31.00 29.75 33.00
3 Rosuvastatin 5mg Caridovascular/ Cholestrol Lowering 12.00 10.70 12.00
Rosuvastatin 10mg 20.00 19.00 20.00
Rosuvastatin 20mg 32.00 32.50 33.00
4 Paclitaxel 30mg Antineoplast/ Cancer 3500.00 - - 5300.00 GSK
5 Febuxostat 40mg Musculoskeletal / Anti Gout 16.50 - 16.50
Febuxostat 80mg 29.25 - 29.25
6 Escitalopram 5mg Nervous System / Gout 8.50 11.57
Escitalopram 10mg 14.50 16.43 14.95
Escitalopram 20mg 23.00 27.50
7 Cefixime 100mg susp 30ml Anti Infectives / Anti Biotic 115.00 145.00 125.00
Cefixime 400mg Cap 47.00 63.00 59.00
Cefixime 200mg DS Dry Susp Cap 170.00 230.00 209.00
Cefixime 100mg susp 60ml 150.00 230.00 -
Cefixime 200mg Cap - 27.50 20.00
8 Interferon Alpha 2B 3000MU Anti Infectives / Hepatitis 610.00 - 700.00
Interferon Alpha 2B 5000MU 1020.00 - 1316.00
9 Peg interferon Anti Infectives / Hepatitis - - 8165.00
10 Clopidogrel 75mg Blood Blood Forming/ Anti Platelet 14.00 - - 120.00 Sanofi Aventis
11 Clopidogrel 75mg + Aspirin 75mg 14.50 - -
Clopidogrel 75mg + Aspirin 150mg 15.00 - -
12 Glimepiride 1mg Alimentary & Metab / Anti Diabetic 3.00 - 4.10 8.07 Sanofi Aventis
Glimepiride 2mg 5.60 - 7.15 16.02
Glimepiride 3mg 8.75 - 9.90 24.02
Glimepiride 4mg 11.75 - 11.75 32.03
13 Omeprazole 20mg Cap Alimentary & Metab / Anti Ulcerant 12.00 - 12.85 10.29 Sanofi Aventis
Omeprazole 40mg Cap - - 18.50 -
Omeprazole 40mg IV 240.00 - 260.00 -
14 Montelukast 4mg Chew tab Respiratory / Asthma management 12.00 13.57 12.00
Montelukast 5mg Chew tab 15.00 20.50 16.00
Montelukast 4mg Sachet 12.00 16.07 13.00
Montelukast 10mg Tab 18.00 22.36 18.00
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PharmEvo Products Details
Therapeutic
Categories
Generic Brand Name
Allergy / Asthma Montelukast sodium
Cetirizine HCL
Cardiovascular Enalapril
Losartan pottasium +
Hydrochlorothiazide
Simvastatin
Clopidogrel
Ramipril
Losartan potassium
Losartan potassium
Candesartan Cilexetil
Rosuvastatin Calcium
Dentistry Naproxen sodium
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Diabetes Glimepiride
Gastroenterology Esomeprazole
Omeprazole
Infectious Diseases Cefpodoxime
Cefixime
Cefuroxime axetil&
Cefuroxime for Inj.
Cefotaxime sodium
Ceftazidime
Roxithromycin
Levofloxacin
Osteoporosis Alfacalcidol
Alendronate sodium
Pain & Inflammation Nimesulide
Celecoxib
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Psychiatry Sertraline HCI
Fluvoxamine maleate
Brand Name Generic Pack Size
Enalapril 5 & 10mg 10's/20's
Saccharomyces Boulardii 250mg 10's each
Montelukast sodium 4, 5 & 10mg 14's/30's/30's
Naproxen sodium 275 & 550mg 30's each
Alfacalcidol 0.25, 0.5 & 1mcg 10's each
Alendronate sodium 10mg & 70mg 10's
Cetirizine HCL 10mg 10's/60ml
Medicated Toothbrushes 1's
Losartan pottasium 50mg + Hydrochlorothiazide 12.5mg 10's
Topiramate 25mg & 50mg 60's
Escitalopram 5, 10, & 20mg 10's each
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Cefpodoxime 100mg/40mg per 5ml 10's/50ml
Cefixime 400mg/100mg/5ml 10's/60ml
Glimepiride 1,2,3 & 4mg 20's each
Cefuroxime axetil 125,250mg & Cefuroxime 250, 750 (Inj.) 10's10's/1's/ 1's
Cefotaxime sodium 250mg/500mg/1g 1's each
Ceftazidime 250mg/500mg/1g 1's each
Esomeprazole 20 & 40mg 14's each
Iron Polymaltose Complex + Folic Acid 60ml, 100mg 1's/10's each
Sertraline HCI 50 & 100mg 30's/20's
Gabapentin 200mg, 400mg , 600mg 10's each
QuetiapineFumarate 25mg, 100mg 10's each
Simvastatin 10 & 20mg 10's/5's
Simvastatin + Ezetimibe 10mg+10mg & 20+10mg 7's
Clopidogrel 75mg 10's
Clopidogrel + Asprin 10's
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Nimesulide 100mg 20's
Orlistat 120mg 30's
Roxithromycin 100, 150 & 300mg 10's/10's/5's
Ramipril 1.25, 2.5, 5 & 10mg 10's/10's/28's /28's
Celecoxib 100 & 200mg 10's each
Medicated Toothbrushes 1's
Levofloxacin 250 & 500mg 10's each
Iron ProtienSuccinylate 60ml, 120ml 1's each
Losartan potassium 50mg 10's
Losartan Potassium 100mg 10's
Candesartan Cilexetil 4, 8, 16mg 14's/14's/28's
Candesartan + Hydrochorothiazide 14's
Fluvoxamine maleate 50 & 100mg 10's each
Rosuvastatin Calcium 5, 10 & 20mg 10's
Omeprazole 20mg 14's
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Strategic Direction
Operational Plan to address key issues:
To address the key issues highlighted earlier in the report, proposed operational plan sets out the
clear strategic direction for PharmEvo.
1. New product Development / R & D:
A pure R & D in true sense in Pakistan is absent as R & D of new molecules take minimum of
Rs. 2-4 billion of Rs. Investment, which might not always result in success.
2. While for the new launches the international molecules are being identified evaluated by their
Business Development Department through PMA (Pre Marketing Analysis document). After
the selection, products are being applied for registration and plenty of new products are being
developed with safety studies to launch the product in time once the registration is obtained.
3. To launch a product a minimum of 6 month (accelerated) stability studies are required, that
ensure that the product after its manufacture will retain its shape, color, efficacy during the
next 2 years. This the quality test for the formulations.
4. Add more production capacity:
Expansion of Rs. 120 Million is done at PharmEvo facility in 2008 while a new plant for liquid
injection is being installed for Rs. 140-150 Million in 2012-2013.
5. Cut prices in response to the action of competitors:
PharmEvo has cut prices in the Respiratory product Aireez to match the competitors marketing
as done in response to their price reduction. In general prices are not lowered for most of the
medicines.
6. Add new features that will boost the performance of companys product:
PharmEvo has come along with patient compliant medicines like Prefilled syringe products for
its Hepatitis products like Inteferon. That reduces the chance of wrong dosage as the medicine
is already filled in the injection and the patient just has to inject it in his/ her body.
7. Go forward with investments in foreign markets:
CIS states (Uzbekistan, Ukraine, Tajikistanetc), Far East Asian & South American region
countries are being evaluated for Export.
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Communication Plan
Marketing and Management Strategies implied so far
To sustain in the business world companies need growth in their revenues and reduce their costs,
following ways are adapted by PharmEvo
Differentiation and image building:PharmEvo came up with the launch of existing selling brands at
competitive prices.
Launched innovative molecules at low prices like Rosuvastatin, Clopidogrel, Sitagliptin, Prasugreletc.
To win the hear of the customers PharmEvo
Being a new organization from its birth in 1999, a pharmaceutical company has to face a lot of
challenges especially the one to win the confidence of the influencers and its customers (the institutes
and patients). The PharmEvo Team had a BHAG (Big Hairy Audacious Goal to be among Top 10
Companies in Pakistan in 10 years time.
In about 13 years time, PharmEvo is among top 19 National Pharmaceutical companies and overall
stood at 30
th
position in National and Multinationals rankings.
To win the confidence utmost importance and Zero Tolerance policy on Quality was adopted, which is
still in force.
All Good Manufacturing Practices are adopted for manufacturing of Medicines.
Prune Away Marginal Activities
Implications for PharmEvo: PharmEvohasfrom time to time divested products like Zemitra,
Teganorm, Epik, etcthis is done as these products were hardly meeting their break even and
company has simply discontinued them.
Out Source some or All procedures
Implications for PharmEvo: In this regard, PharmEvo has all manufacturing &packaging of
products are done at PharmEvos own facilities, so outsourcing is not true for PharmEvos.
Creating Blue Ocean:
The launch of INTEF, interferon in PharmEvo was about creating Blue Ocean in this particular segment.
Prior to PharmEvo few companies have launched Interferon injection (A Hepatitis Drug) and were
doing a very good business. At that point of time, PharmEvo launched INTEF a prefilled syringe at low
price than the available brands. Those brands were only vials and patient had to buy separate syringes
for injecting this drug, also increasing chances of improper dosing and chances of contamination.
PharmEvosINTEF avoided this problem of Dosing and to buy separate syringe with prefilled syringe at
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prices competitive to vials.
This was a major force behind this products success in a year it achieved sales of Rs. 50 Million.
Retaining Staff:
Employee Retention is one area that gives stability to the organization.
Training:
To ensure corporate growth PharmEvo understands the need to Training and Professional
development of its employees. For this purpose a full fledge Training Manager is hired, while the
Executives are send to external trainings as well. Recently an MBTI assessment was also conducted for
the entire PharmEvo head office colleagues to let them know, how they can be successful in managing
their lives with a little effort.
Hiring Young Team:
It is very peculiar for PharmEvo, in the Pharmaceutical industry the average age of a business manager
is around 32 years old while in the industry it is around 40-44years. Similarly the entire PharmEvo
work force is quite young, that ensures one thing that there is no scarcity of energy and it is only
channelized to get the desired results.
Promoting Internal Employees first:
In case of any growth (senior position) internal employee is considered to fill the space and mostly
promotions are made from within the company that adds to stability of the company and also ensure
the steady Growth pace of the company.
Values of the Company:
PharmEvo is known in the industry with its Ethical marketing practices and cause oriented marketing
activities. Promoting literature among the various circles of the society, is PharmEvos hallmark.
Various, programs on literature, poets, poetry, scientific advancements are arranged by PharmEvo.
PharmEvo also launches the annual calendar which is based on some theme. This year calendar 2013
theme is JAMAL E-Hikmat o Danish KaAinaHaiKitab.
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Cause oriented marketing & Corporate Social Responsibility activities conducted by PharmEvo.
Targetingthe influencer
VI. As a pioneer of cause oriented marketing in the Pakistani pharmaceutical industry,
PharmEvo (Pvt.) Ltd has been instrumental in changing the landscape of pharmaceutical
marketing practices. Today PharmEvo has earned a matchless reputation among their
customers and community at large through their unique marketing philosophy i.e.
differentiates with a cause. A number of feats have been accomplished to date and become
examples for others to follow. These projects made PharmEvo stand out in the crowd and
have opened new vistas in pharmaceutical marketing arena of Pakistan.
1. PharmEvo is actively engaged in sponsoring bright students e.g. PharmEvo extends
scholarships to promising medical students who want to do the fellowship (FCPS) in Pakistan.
Besides PharmEvo also have examples where it sponsored the entire degree course (MBBS) for
students.
Impact:
Making available good and skilled human resource to the society to serve them that would have
otherwise ruined if financial help would not be available.(Establishing good relations with
Influencers)
2. On similar pattern, seminars on diseases and their current treatment are held from time to
time. One such event held in Sri Lanka 2010 and one in Cambodia.
3. PharmEvo chose to provide education and trainings to doctors community to benefit the
society in a larger context rather than rewarding them personally.
Impact:
PharmEvo is relentlessly working to make a paradigm shift in marketing practices of Pakistani
Pharmaceutical Industry, where dignity of Massihas could be restored and patients didnt have to pay
for unnecessary medications on prescriptions.
4. Learning Resource Centers (LRC) and information kiosks at major hospitals in Pakistan like
DUHS(KHI), NICVD, Indus hospital, KIHD, ShaikhZaid, DHQ (Faisalabad) ,King Edward(Lahore)
etc. LRCs are provided with computer systems by PharmEvo to train the faculty members and
junior doctors on basic computer skills (Microsoft office).
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5. Regular research methodology and SPSS workshops (so far 14 hosted) thus circa 280 doctors
have been trained on how to conduct their research work and bringing our doctors at par with
global standards when it comes to gaining cutting edge information.
6. PharmEvo weekly inspirational quote on front page of DAWN.
Friday DAWN regularly carries an inspirational quote and there are reasons to believe that it impresses
a positive mark on the minds of reader and helped in improving their lives.
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7. Supporting philanthropic institutions (e.g. Indus Hospital) in providing best possible care to the
patients. PharmEvo assistance has literally made Indus a paperless facility which has enhanced
its efficiency.
8. Built children playing area at different hospitals that provides a good source for social and
emotional development of the young generation.
Other Cause Oriented Marketing Activities
9. PharmEvo calendars have gained a unique positioning in the pharma industry and amazes
everybody that how calendars can be used as an effective tool to educate people. Our
calendars are not merely aesthetic day reminders but also attract spotlights as an extremely
powerful memorandum that constantly stir up an incessant desire to question and evaluate
our way of life. Since its inception, 1999 PharmEvo has brought out twelve calendars, all
carrying powerful messages e.g. Rise and Fall of Nations (in the light of Quran),Quran the
ultimate miracle,Qitadat&Hukumrani etc.
Moreover PharmEvo published corporate books (so far twenty four) e.g. Zafran-e-zar, Golden words
(vol.1 & 2),Dewane-Ghalib 3)Muslim scientists etc.
Impact:
Inculcate the reading habit at its core as well as re-establishing acquaintance between our forgotten
values/culture and masses to improve our confidence and self-image as a nation.
10. Hosted career guidance programs for Pharmacy students, for which a permanent facility, has
been established at Karachi University, Faculty of Pharmacy.
Impact:
Proper guidance to the youth holds the key in redefining nations landscape and PharmEvo is at the
heart of it.
11. PharmEvo also routinely engages itself in thought provoking programs like evenings with
famous personalities especially from Urdu literature, for example, several evenings with
renowned poet, Ahmed Faraz ,Mushtaq Ahmed Yousufi, AnwerMaqsood and Amjad Islam
Amjad etc.
Arranged in 2009
Impact;
Historically literature has great impact on human minds. It helps the society to develop depth in their
thoughts and also create a positive energy in them. In nutshell, such programs pay great dividends in
relieving stress and improving interpersonal skills of the participants that can go a long way in
enhancing the quality of life in any society.
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Conclusion & Future Guidelines
A bright future awaits PharmEvo, a staggering growth of 35-40% can be achieved by following
ways.Key elements of PharmEvos Success in future will depend on the followings:
Improving relations with the Doctors (influencers)
Improving products penetration (availability) to the peripheries of the city.
Improving Field Force working (by strict vigilance from Marketing, Sales managers & giving
proper training to the Staff and Field Force)
Launching of new products with good speed.
Winning new customers with the new launches and strengthening of relations with the existing
customers by giving doctors choice of new treatment to their patients with the novel drugs
launched.
Adding liquid injection facility and adding these formulations in their product portfolio.
Adding products in Child Health, Nutrition and Women Health
Launching of New Monoclonal bodies with good companies collaboration in Pakistan.
Reducing the cost with good management of Supply Chain
Optimizing the production out put with the exisiting resources
Upgrading of their quality process for Export like preparing for CTD, FDA and World Health
organization (WHO) qualification.
Ethical Marketing Cause Oriented Marketing (strengthening existing relationship with
customers by continued marketing activities.
Name PharmEvo Pvt. Ltd
Business Pharmaceuticals and Health Car Business
Owned by Premier Group. PharmEvo was Established in Sep 1999
Annual Sales
Revenue
Rs. 1.61 Billion (upto July 2012 figures)
Listings on
Stock
It is not a public listed company.
Employees Over1,000 Employees
Field Force 800-850Field Force (Sales Persons)
Regions Mostly the urban areas and very less presence in Rural
areas.
Market Share 0.9% of total market share
Head Office Address:402 Business Avenue, Block-6 P. E.C. H. S
Shahrah-e-Faisal Karachi-75400, Pakistan
Phone: +92 21 34315195
Fax: +92 21 34556344
Factory Address:A-29, North Western Industrial Zone, Port Qasim
Karachi-75020
Phone: +92 21 34720158-64
Fax: +92 21 344720161
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Reference: www.pharmevo.biz