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
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. Top Companies
TOP MNC GlaxoSmithKline holding 12%
Market Share
National Company Getz Pharma holding 4%
Market Share
4. Top Companies in Pakistan
GSK-GlaxoSmithKline
Pfizer
Abbott
Novartis
Sanofi-Aventis
Roche
Bayer
Eli-Lilly
Johnson & Johnson
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. Types Of Companies
MNCs
National Companies
Marketing/ Franchisee/Third Party
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. 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. 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
22. 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
23. 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
24. 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
25.
26. 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
27. 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
28. SWOT ANALYSIS
OPPORTUNITIES
New research Molecules to be launched
Outsourcing of mature products
Generics Products in Pipeline
Emerging market ofVaccine
Growth oriented FMCG Group
29. 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
30. Unethical Practices in Pharma
Bribing
Pick and Drop Services
Payments of Utility Bills
Heavy Discounts
FOC Goods
Checks/Cash incentives
Expensive Lunch/Dinner