zp at jpm healthcare conference 0115

© Zuellig Pharma. All Rights Reserved.

Connect. Healthcare. Asia


Hong Kong & Macau

Taiwan

Korea

Malaysia & Brunei

Thailand & Cambodia

Vietnam

Philippines

Indonesia

Bangladesh

CONNECT. HEALTHCARE. ASIA

2

Developing Asia

Affluent Asia

Singapore

Strong presence across region covering key

growth markets

Myanmar


UNPARALLELED HERITAGE & EXPERIENCE

3

1922 Philippines

1949 Thailand

1984 Indonesia

1939 Malaysia/ Singapore

1988 Taiwan

1997

Korea

1994 Vietnam

2003

Cambodia

2006 Bangladesh

1922

PRESENT

2015

Myanmar

2012 Macau

1985 Hong Kong



4


READY TO RIDE ASIA’S NEXT GROWTH WAVE

5

ASEAN ECONOMIC COMMUNITY

By 2015 achieve single market for goods, services, capital & labor, which has potential to be one of largest economies & markets in the world

ASEAN: Est. 1967, 10 Member States: Brunei, Cambodia, Indonesia, Laos, Malaysia, Myanmar, Philippines, Singapore, Thailand & Vietnam

600+million

Average age <27

Total area

Halfthe

size of US


ASEAN, NEXT ECONOMIC POWERHOUSE

6

600+ Million

potential market larger than EU & NA

3rd Largest

young labor pool after China & India

>2x growth in GDP per capita

from $1,175 in 2000 to $3,750 in 2012

110% Penetration

hyperconnected, mobile & online

22% Population

live in cities with >200k inhabitants

54 Million

expected to move to cities by 2025

Source: ASEAN Community in Figures 2013 (ACIF), ASEAN Secretariat 2013 (www.asean.org)



7


ASEAN HEALTHCARE Shares same disease trends (Ten Year Growth, 2012-22)

8

Cancer Diagnose Diabetes

Diagnosed Hypertension

47%

40%

52%

43%

57%

65%

57%

78%

45%

42%

28%

China

Hong Kong

India

Indonesia

Korea

Malaysia

Philippines

Singapore

Taiwan

Thailand

USA*

50%

58%

31%

99%

47%

64%

99%

65%

57%

40%

54%

21%

30%

48%

20%

22%

40%

32%

37%

24%

18%

5%

Source: Global Demographics, *USA Data is 2002-12


ASEAN HEALTHCARE

ASEAN Healthcare Spend (as % GDP = Public + Private)

However, Ecosystems vary greatly by country from Payor perspective

9

Source: World Bank 2011 (latest available)

0

2

4

6

8

10

12

14

16

18

20

Vietnam

Cambo

dia

Singapore

Philipp

ines

Malaysia

Laos

Indo

nesia

Myanm

ar

Thailand

Brun

ei

ASEA

N

Average

OEC

D Av

erage

UK

USA

Private Public


ASEAN HEALTHCARE Dispensing channels also vary enormously

10

Hong Kong

Singapore

Thailand

Malaysia

Taiwan

Vietnam Philippines

Korea

Indonesia

Clinics Hospitals Pharmacies


MARKET SUCCESS IN ASIA

11

STRATEGY

q With such diversity in healthcare system, culture, religion & income, no “one size fits all” strategy

q Needs to be tailored by country, sometimes down to region/city level



12


STRONG REGIONAL COVERAGE

13

q  Footprint: 13 countries

q  Distribution Reach: 350k customers

q  Salesforce: >4,000 FTE

q  Warehouse Capacity: Current: 291,000m2 (180k pallets)

End 2015: >314,000m2 (207k pallets)

q  Clinical Trials: >1,000 managed


SIGNIFICANT HEALTHCARE MARKET SHARE

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Total Market MNC Pharma

14


CONNECTING CLIENTS TO PATIENTS/CONSUMERS

15

HEALTHCARE CLIENTS

PATIENTS/ CONSUMERS

Innovative, compliant solutions in fast-growth, complex environment


RANGE OF COMMERCIALIZATION SERVICES

16

CSO (Contract

Sales)

CSMO (Contract Sales &

Marketing)

Regulatory Services

Agency (Full Brand

Manage ment)

In-Licensing


Product Coverage

EXPERT IN REGULATORY/MEDICAL AFFAIRS

§  Regional oversight & coordination

§  Regulatory assessment & access

§  Strategic planning

§  Due diligence

§  ASEAN Harmonization

Extensive regional coverage with local knowledge & network

17

35% 18%

8%

2%

37%

§  18 officers in 10 markets

§  90 yrs’ collective experience

§  Wide range of therapeutic class & product categories

§  > 2,000 products

§  On top of latest regulatory developments

Pharma

Others

Cosmetics

Medical Devices

Food supplement / herbal products

Established network with local health authority, maximizing speed to market

Regulatory& Medical

Affairs Director

Local Regulatory & Medical

Affairs Officers

Zuellig Pharma Regulatory & Medical Affairs Team


UNDERSTANDING CONSUMERS & PATIENTS

Complex care protocols

Huge amount of clinical information to interpret

Demand on patients self-discipline, self-care, compliance

Lack of resources

for counselling & coaching

Understand consequences of lack of adherence

Management of treatment side effects

Affordability & access to medicines & healthcare

Understanding & believing in treatment effectiveness

Understanding treatment timeline & controllability

18

Patient Challenges: No ‘one size fits all’

Increasing breadth of capability across markets

•  Support & adherence

•  Communications

platform

•  Access to services


ADHERENCE: MAJOR SOURCE OF VALUE

Source: CapGemini

Investment in patient-centered services will drive brand growth

19


q  Support & Adherence

Platform across markets

q  Access: extending services beyond installment payment program & mass vaccination

q  Communication platform §  Tele-services, digital, apps,

outreach §  Medical marketing hub in

Korea (medical education, events, disease awareness, symposia & publications)

SUPPORTING PATIENTS IN ASIA

Singapore Indonesia

Vietnam

Philippines

20

Leveraging infrastructure & capabilities to tailor services to support patients

Brunei Malaysia

Taiwan

South Korea

Myanmar


MEDICAL DEVICES & DIAGNOSTICS (MDD) Customized services to suit complex MDD requirements: $1.2bn throughput for >100 Clients across most franchises

Exclusive Warehousing & Distribution Services

1

Inventory Model: Direct Purchase or

Consignment

Scope of Services Clients

u  Receiving of Products

u  Redressing/Secondary Repackaging

u  Warehousing

u  Cold Chain u  Delivery

u  Reverse Logistics

u  Sales & Inventory Info

u  Sales & Marketing

Customers

u  Direct Customer Accts

u  Order Call Center

u  Customer Feedback

u  Payment/Collection

u  AR/Bad Debt Risk

u  Trade Returns/Credit

Notes

3 4

Customer Channels

5

Specialized Medical Device Requirements Regulatory Services

Consignment or Hospital Loan Stock Management

u  CN Inventory Position reports

u  Stock Count/Monitoring

24/7 Urgent Deliveries

Specialized Medical Device Product Knowledge

u  Specialized Customer Order

Fulfilment personnel

u  Product Set Replenishment

u  Set Transfer between

Hospitals

Technical Support Services

Principal

Branches Central

Distribution Centre

Ship/ Import

2

Hospital - Government

Hospital - Private

GP/Doctor/ Clinic

Pharmacy/ Drugstore

Other (Labs etc)

21

Innovative, compliant solutions in fast-growth, complex environment

CONFIDENTIAL. © Zuellig Pharma. All Rights Reserved.


Small quantity product specialized UI

eCOMMERCE PLATFORM

Credit Card payment collection

Client approval process

22

Data reporting analytics

CRM marketing specialization

Improve reach & collection in transparent, compliant manner; drive brand sales with new eMarketing platform

Order processing & tracking

Client - Distributor - Customer Platform



eCOMMERCE/DIGITAL: APPS Customized apps to support local country needs (Payor, Channel & Patient Solutions)

23

Example


Your Strategic Partner in Asia!

zp at jpm healthcare conference 0115

Documents

zuellig pharma

asean healthcare shares

malaysia singapore

healthcare system

thailand vietnam

asean community

world asean

asean secretariat