Company Overview - GENPHARM Services

GENPHARM
CORPORATE OVERVIEW
Business Overview
Creating specialty pharmaceuticals leadership in MENA
Specialty Therapeutic Focus
Genpharm is a specialty pharmaceutical marketing and consulting company focused on niche
therapeutics and diagnostics for rare disease
Specialty Care
Women’s Health
CNS
Rare Disease
Oncology
Respiratory
Geographical Presence
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
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It provides fast and sustainable market
access into the MENA (Middle East & North
Africa) region to its strategic partners including
regulatory and medical
It provides Business Development and market
analysis for companies looking to evaluate the
potential of their portfolio in MENA.
It acts as the representative agent for rare
disease, biotech and specialty pharma
companies looking to enter or to expand in the
MENA
Tunisia
Morocco
Syria
Lebanon
Algeria
Libya
Egypt
Iraq
Jordan
Saudi
Arabia
Iran
Kuwait
Bahrain
Qatar
Yemen
MENA
UAE
(Dubai,
Headquarter)
Company Overview
Mission, Vision, Values
Our Vision
Mission Statement
“We strive to be the partner of
choice for multinational
healthcare
and pharmaceutical companies
expanding into the Middle East
and North Africa region.
To provide healthcare
organizations with innovative
therapeutic solutions in niche
and rare genetic disease areas,
market access strategies and
sustainable commercial
solutions,
while improving patient care
and quality of life in the Middle
East and North Africa.
Iran
We aim to consistently
differentiate ourselves by
serving all of our stakeholders
through evidence based
medicine.”
Core Values
Patient Care
Innovation
Accountability
Integrity
Teamwork
We are
dedicated to
patient care and
quality of life
We offer unique
and sustainable
solutions
We are
committed,
reliable and
results focused
We act honestly,
with inclusivity
and respect
We are positive,
professional and
transparent
3
Experienced Management Team
Mr. Karim Smaira Co-founder & CEO
 16 years of regional experience in Senior Executive roles in the Pharma
industry
 Launched and managed operations for several Biotech and rare disease products
including (go to market strategies & funding)
 Wide expertise and network in emerging markets, in particular in the Middle East &
North Africa Region as well as in South East Europe and Russia.
 Active member of several industry associations and business councils
 Member of the Diplomatic Circle in Geneva and Public speaker on industry matters
Mr. Kamel Ghammachi Co-founder & Chairman
 28 years of regional Pharma experience in Senior Executive roles within
MNCs & Distributors
 Established and Managed several regional offices in MENA
 Pharmaceutical entrepreneur with several start ups in the region, active member
of several industry associations and business councils
 Honored by Rotary several times as Paul Harris Fellow for meeting outstanding
personal, professional standards and charitable work.
 Several awards recognizing successful businesses in MENA
Executive Board
Mr. Karim Smaira




CEO
16 years of regional
experience in Senior
Executive roles
Launched and
managed operations
for several Biotech
and rare disease
products
Wide expertise and
network in emerging
markets, in particular
in the MENA region,
South East Europe
and Russia.
Active member of
several industry
associations and
business councils
Mr. Kamel Ghammachi





Chairman
28 years of regional
Pharma experience in
Senior Executive roles
within MNCs &
Distributors.
Former Managing
Director Examon
MENA.
Former Managing
Director Farbro
Group.
Former General
Manager Janssen
Cilag ME I.
Honored by Rotary
several times as Paul
Harris Fellow for
meeting outstanding
personal, professional
standards and
charitable work.
Mr. Elmar Schnee




Chairman of
Cardiorentis Ltd.
Non-executive
Director of Jazz
Pharmaceuticals
Former MD Merck
Santé s.a.s, Regular
Member of the
Executive Board and
General Partner of
Merck KGaA
Held senior positions
in Strategy & BD at
UCB, Sanofi & others
Currently serves on
the board of directors
of two privately-held
life sciences
companies.
Dr. Samy Ashkar
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
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
Former CEO of
Sterling Natural
Science
Former CSO
Sopherion
Therapeutics
Former Faculty
member Harvard
Medical School and
The Children’s
Hospital-Boston.
Author of several
scientific publications
in prestigious
journals including
Science and JBC
Holder of multiple
international patents
as a result of his
scientific research
work
Mr. Rick Pudner
Former CEO of
Emirates NBD; the
largest regional bank
by Assets
 Board Member of
Galadari Group
 Board director of
Bukhatir Group
 Former Board Director
Emirates Islamic Bank
 Former Head of
Corporate Banking
HSBC Middle East;
President and CEO of
HSBC Korea
 Director in Emirates
Fund Managers
(Jersey) Limited, and
a founder member of
Visa CEMEA Advisory
Forum
Overview of Current Products & Services
Global Pharmaceutical
Manufacturers
CONSULTANCY
SPECIALTY PHARMA
 Registration
 Identify business potential
 Recommend appropriate business & operations models
 Recommend strategy & organization
 Formulate adapted market access strategies
GENPHARM
Services
 Marketing, Promotion & sales force effectiveness
 Fast track market penetration through NPS
 Importation & distribution & Tender participation
 Medical & PV services
Current Partners and Products by Specialities
Specialty Care
Women’s Health
CNS
Respiratory
Oncology
Sustainable market access solutions that provide long-term value
Rare Disease
Company Milestones
Apr 2015
Genpharm opens office in Boston
Apr 2015
June 2014
Jan 2014
June 2013
Apr 2013
Dec 2012
Apr 2015
Oct 2012
March 2015
Apr 2014
Apr 2013
Feb 2013
Nov 2012
April 2012
Genpharm starts operations
Supportive MENA Pharmaceutical Market
Middle East continues to outgrow global average
IMS Strategic Market Review 2014
Targeted and Focused Positioning
Genpharm is purposely positioned in the original brands market …
Business Model Characteristics for different product type
Unprotected
Originals
Branded
Generics
Unbranded
Generics
Protected
widely RX
Commodity






Differentiated





High Volume & Low Margin
Tight Control of Cost
Focus on Supply Chain
Purchasing professionals are the key stakeholders
Promote price and service
Seek scale to gain cost efficiencies and market power
Segment Value by Country
100%
80%
1%
6%
1%
8%
Niche
Specialty
3%
10%
1%
8%
2%
8%
Lower Volume & High Margin
Emphasis on Quality
Focus across a complex set of stakeholders
Promote efficacy, safety, tolerability
Seek differentiation to drive demand
Segment Volume by Country
2%
100%
10%
2%
1%
2%
12%
12%
16%
3%
2%
18%
17%
2%
29%
80%
34%
49%
60%
55%
56%
52%
48%
60%
57%
61%
60%
61%
54%
52%
40%
40%
59%
42%
20%
32%
34%
38%
40%
20%
30%
27%
22%
18%
27%
18%
0%
0%
UAE
Original Brands
KSA
Egypt
Branded Generics
Jordan
Others
Morocco
Tunisia
Unbranded Generics
UAE
Original Brands
KSA
Egypt
Branded Generics
Jordan
Others
Morocco
Tunisia
Unbranded Generics
Targeted and Focused Positioning
… and in the orphan drug market which is consistently outgrowing the non
orphan drug market
Global Orphan Drug Sales (€bn)
100.0
21%
90.0
80.0
Global Orphan Drugs Growth
92.9
22%
86.3
80.4
18%
76.0
70.2
15%
70.0
65.8
13%
60.0
9%
9%
8%
8%
33.6
30.0
13%
60.7
57.0
50.0
40.0
Global Non-Orphan Drugs Growth
40.9
50.5
8%
44.6
8%
7%
6%
7%
8%
4%
3%
2017
2018
6%
7%
27.8
5%
24.1
4%
4%
3%
20.0
2%
1%
0%
10.0
-3%
0.0
2005
2006
2007
Source: Evaluate Pharma, April 2013
2008
2009
2010
2011
2012
2013
2014
2015
2016
Strong MENA Macro Background
MENA population growth to outpace other economic groups
GDP per capita €, 2012
Population Growth (CAGR 2013-2018)
2.5%
Qatar
2.0%
76,595
Kuwait
2.0%
35,653
UAE
1.5%
0.8%
1.0%
0.7%
Top Countries
where
Genpharm
Operates
0.5%
0.0%
MENA Countries
Developing
Countries
Developed
Countries
#
32,007
Rank out of 188
countries
2
11
17
Oman
18,540
30
KSA
17,931
31
Bahrain
17,223
33
Lebanon
7,539
66
Iraq
4,610
78
Jordan
3,567
87
Egypt
2,275
99
123
MENA
5,892
Population, 2012 (mn)
450
400
Russia
390
320
350
346
300
Developing
Economies
Brazil
China
India
10,457
48
8,305
62
4,439
89
1,097
143
250
200
US
Developed
Germany
Economies
UK
150
100
50
37,805
30,611
28,633
-
MENA Total
Top 5 European
Countries
North America
Global
7,572
Source: IMF Data
Note: Developing Countries - China, India, Brazil & Russia; Developed Countries - US, Germany, UK & Canada; North America - US & Canada; KSA stands for Saudi Arabia; Top 5 European
Countries – UK, Germany, France, Italy, Spain; MENA Countries - Algeria, Bahrain, Djibouti, Egypt, Iran, Iraq, Jordan, Kuwait, Lebanon, Libya, Mauritania, Morocco, Oman, Qatar, Saudi Arabia,
Syria, Tunisia, UAE & Yemen; Conversion rate used across slides: 1 US$ = € 0.73118
10
21
23
Strong MENA Macro Background
Strong GDP growth provides an upside to healthcare spend
Average GDP Growth (2013-2018)
8.0%
7.1%
7.2%
6.1%
7.0%
6.0%
5.8%
5.0%
5.0%
4.2% 4.2% 4.0% 3.8% 3.8%
3.7% 3.6%3.5%
3.2%
4.0%
3.0%
4.1%
3.1% 3.1%
2.8%
3.8%
2.9%
1.9%
2.0%
1.2%
1.0%
1
China
MENA
India
Health expenditure
per capita:
€ 394
€ 103
€ 316
€ 6,294
Health expenditure
% of GDP:
4.6%
3.9%
5.2%
17.9%
Source: IMF, World Bank
Note: (1) MENA comprises Arab World and Iran; Health Expenditure - Data is for 2011, Healthcare expenditure per capita PPP (constant 2005 international $ converted
to Euro)
United States
Global
Germany
UK
US
Brazil
Russia
India
China
MENA
Kuwait
Lebanon
Egypt
Algeria
UAE
Bahrain
Oman
Jordan
Tunisia
KSA
Morocco
Qatar
Iraq
0.0%
Delivering new drugs to MENA markets
Genpharm masters product registration and commercialization across MENA
Commercial and Supply chain: Channels and Networks
Algeria
Jordan
KSA
Yemen
Some Gvt.
Social Sec.
Registration: Background and Insights
Private
Egypt
Morocco
Tunisia
Slow Reg. ~3 years
Lebanon
Bahrein
Kuwait
UAE
Qatar
 Major Hospitals and Institutions across MENA.
 Deep expertise and mastering the Name Patient
process.
Libya
Avg. ~15-18months
 Direct management of a network of distributors
chosen over more than 40 years of experience.
Rapid Reg ~12month
 Pre-registration market access on the basis of
FDA/EMA approvals
 Strong KOL management in specialty and rare
disease areas.
 Registration friendly environment in GCC- shortened
timelines
 Active role in Pharma forums in the region.
 Possibility for centralized registration procedure & fast
track
 Established reputation of Genpharm management in
the Pharma industry.
 Pricing Harmonization & International referencing
system
 Government coverage for nationals and insurance
privatization trend
Holistic Market Approach
Physicians
Government
Programs
Scientific Societies
Patient
Associations
Purchasers
Distributors
Health Insurance
Hospital
Pharmacies
Supportive MENA Pharmaceutical Market
Genpharm operates across the entire MENA region and in 8 countries out of
the top 10 MEA countries
MEA Pharmaceuticals Sales (€ bn)
(Top 10 by 2017 sales)
6.0
9%
5.1
5.0
14%
4.8
4.0
7%
3.4
3.4
5%
3.1
3.0
31%
2.5
2.3
2.3
2.2
10%
2.0
1.9
14%
1.0
1.0
1.5
1.0
-5%
0.9
1.1
0.6
0.0
KSA
Egypt
South
Africa
Algeria
2012 (Genpharm MEA Countries)
2012 (Non-Genpharm MEA Countries)
2017 (Genpharm MEA Countries)
2017 (Non-Genpharm MEA Countries)
Libya
Nigeria
Source: IMS Health Market Prognosis May 2013. Values ex-mfn. at constant
exchange rate. Revised Forecast due Sept 30 2013.
UAE
Morocco
Targeted and Focused Positioning
Genpharm is well positioned in market segments that offer a number of
attractive commercial characteristics
 The rare disease drugs are highly priced
 Genpharm operates in the niche,
due to their research and development
rare disease/Orphan Drug markets
cost. Customers are typically government
where the number of patients and
High Value
Products
prescribing physicians is limited
hospitals and similar institutions with a
Institutional
Customers
substantial budget for their patients.
 Innovative products for unmet medical
 Genpharm manages all
needs are given fast approval and
stakeholders including Physicians,
reimbursement pathway
Patient groups, Payers and
[…]
Distributors
 Need of a highly competent,
Limited Number
Of Prescribers /
Physicians
Fast track
Registrations
 Robust local expertise & knowledge of
the local processes
 Existing network with key decision
maker centers and stakeholders
evidence based selling and
markets further helps to access
promotion approach through a
regional markets and help companies
limited number of KAMs/MSLs
Named Patient
Sales
with fast track registrations
 For unmet medical needs and specialty therapeutic, products can be
purchased on a Name Patient Sales basis prior to registration.
 Fast track market access and market penetration. Early sales upside
Contact
For enquiries and contact:
Dubai Biotechnology & Research Park
P.O. Box 8145
Dubai, United Arab Emirates
Tel: +971 4 4227010
Fax: +971 4 4227011
info@genpharmservices.com
www.genpharmservices.com
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