Table of Contents
Emerging Markets Collection - Report Bundle consists of all 4 reports from our Emerging Market Report Series.
1. Inside China’s Pharma Sales Force – insights from the frontline (July 2013)
2. Branded Generics: Strategies and Tactics for Winning in Latin America (April 2013)
3. Biosimilars in Emerging Markets (March 2013)
4. Driving Brand Value in Emerging Markets -- winning strategies and tactics (January 2013)
Inside China’s Pharma Sales Force – insights from the frontline (July 2013)
In 2011, China’s pharmaceutical sales force exceeded that of the U.S. for the first time. However, very little data is available on China’s sales operations and tactics. FirstWord’s new report sheds light on how Pharma is using its still-expanding Chinese sales force, with exclusive insights from sales managers at multinational and domestic companies.
China’s economy is one of the fastest growing in the world, and its pharmaceutical industry is also experiencing extremely rapid growth. Just as in the U.S., Japan, and Europe, China’s pharma industry is also being transformed – with moves towards universal healthcare coverage, more ethical practices, and greater use of digital channels. However, China’s unique geography, government, and culture mean that local knowledge is essential to bring an understanding of what is happening on the ground.
In creating this much-needed report, FirstWord interviewed seven regional and district sales managers at western pharmaceutical companies operating in China. FirstWord also conducted interviews with regional and national sales managers at two Chinese companies to ascertain the differences in the way local and multinational companies operate their sales teams.
Along with exclusive research, this report is packed with useful information about China’s pharmaceutical industry, including an overview of the key Pharma companies investing in China, a city tiers reference, and a China-specific definition of a Key Opinion Leader.
Whether or not your company has a presence in China, understanding the Chinese sales force gives you a significant competitive edge. Download this illuminating new report today!
Branded Generics: Strategies and Tactics for Winning in Latin America (April 2013)
It’s a $66 billion market—and getting bigger every year. The time is ripe for action. Yet for all the appeal and potential returns of investing in Latin America’s burgeoning branded generics market, there are hurdles.
For pharma companies seeking entry into the diverse, complex and emerging Latin American market, challenges exist on all fronts. Consumers have an embedded preference for known brand names or cheap alternatives. The sector is increasingly becoming consolidated. Regulatory reforms continue to favour local manufacturers. And politics across borders are as diverse as official reimbursement policies.
Yet one thing remains constant: The moment to invest in the Latin American branded generics market has arrived.
Like a clear roadmap across complex terrain, Branded Generics: Strategies and Tactics for Winning in Latin America offers critical knowledge into how pharmaceutical companies can leverage their global experience into a region transitioning from sales to marketing models. Filled with on-point information and insights into everything from the importance of long-term commitment to building consumer loyalty amongst the rising middle class, the dossier lays bare the issues—and answers—to making profitable in-roads.
Biosimilars in Emerging Markets (March 2013)
There are few areas of the pharmaceutical market more hotly debated than biosimilars yet the pathway to developing a viable global product marketplace is not clear. Biosimilar interest is being driven by the potential offered by a range of high-value brands which will be subject to patent challenges in the next 5-10 years such as Roche’s Herceptin and Avastin.
The US market remains the big prize for biosimilars but is stalled with an untried regulatory process. Europe is more advanced but there are significant barriers to entry. It is no surprise, then, that biosimilar developers are turning to emerging markets as a preferred market entry point.
The fundamentals of biosimilars in emerging markets are sound: high unmet clinical need in large and expanding populations, growing GDP and health spending, increasing patient expectation and often amenable regulatory regimes all provide a fertile environment for biosimilar products. Many biosimilar companies in emerging markets are developing networks and alliances outside of the US and Europe which is providing valuable revenue and knowledge of international trade. Are we seeing a 2-speed biosimilars sector in which emerging markets and companies are taking a lead?
Understanding this complex market requires a detailed analysis of the trends which are shaping its development. Biosimilars in Emerging Markets is a 2-volume report which provides both a comprehensive overview of the biosimilars sector and highly-detailed expert analysis of the issues that are affecting developments on the ground in a range of emerging markets including Korea, India, China, Brazil, Russia and Turkey.
• VOLUME 1: Putting emerging markets and companies into global context
This detailed volume succinctly reviews the biosimilars sector and will ensure you have a complete working brief of the current state of emerging markets in their international context. It provides a review of regulations covering biosimilars, identifies sales and patent expiry of leading biological brands and looks at market value and biosimilar pricing. There are country-by-country appraisals of leading emerging economies which examine the biosimilar operating environment along with company profiles of 23 local biosimilar developers with pipeline analysis for leading organisations.
• VOLUME 2: Drilling down into emerging markets: local industry experts share their insights
What trends are driving biosimilars in emerging markets? Many countries have the need for biosimilars but do not have the development or manufacturing capacity to produce biosimilars for their own population. At the other end of the scale, a good deal of government interest and incentive for private companies has established the necessary framework for national/regional supply with long term ambitions for US/Europe. Even so, biosimilar companies may face challenges even with their own markets such as patient and clinical concerns over safety and quality. Volume 2 brings together highly-detailed market analysis with contributions from local industry experts whose clear insights provide a real world perspective of opportunities and challenges which must be overcome now and in the future.
Driving Brand Value in Emerging Markets -- winning strategies and tactics (January 2013)
Your key to breaking new ground in emerging markets.
It’s a case of old versus new: established markets with stagnant, single-digit growth in sales versus double-digit performance in emerging markets. Yet much as the BRIC (Brazil, Russia, India, China) countries and others hold enormous potential, success has not always been assured. What defence mechanisms exist for brands to tackle the threat of cheap and poorly manufactured generics? How must pharma adapt to domestic business practices to ensure pro-active relationships with local distributors? How do in-country partnerships, networks, and the positioning of established brands work in these markets?
Insightful, pertinent and dynamically presented, FirstWord’s newest report is designed to share critical knowledge and experience to those challenged with establishing brand presence in emerging markets.
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