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Pakistan Pharmaceutical Market Overview 2017

Pakistan Pharmaceutical Market Overview 2017

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Pakistan Pharmaceutical Market Overview 2017

  1. 1. Pakistan Pharmaceutical Market overview MUHAMMAD ALI Email:phr_ali91@hotmail.com
  2. 2. phr_ali91@hotmail.com Content Global Pharmaceuticals Key Numbers Pakistan Age structure, Economy Pakistan Pharmaceutical Key Numbers Pakistan Healthcare  Pakistan Burden of Disease  Pakistan Healthcare Structure  Pakistan Healthcare Workforce  Pakistan Healthcare Distribution system Pakistan Leading Pharmaceuticals Leading Therapeutic class Leading Molecules Leadings Brands Product & Price Pakistan Pharma Import & Export Partners Pakistani Pharma Achievements MUHAMMAD ALI 2
  3. 3. phr_ali91@hotmail.com Global Key Numbers Global medicine spending will reach nearly $1.5 trillion by 2021 Growth will slow from nearly 9% in 2014 and 2015 to 4–7% over the next five years The U.S. will continue as the world’s largest pharmaceutical market and pharma emerging markets will make up 9 of the top 20 markets with China as #2 QuintilesIMS MUHAMMAD ALI 3
  4. 4. phr_ali91@hotmail.com MUHAMMAD ALI 4 Source: IMS Market Prognosis, Sept 2016; QuintilesIMS Institute, Oct 2016 Global Market Spending and Growth 2007–2021
  5. 5. phr_ali91@hotmail.com MUHAMMAD ALI 5 Source: IMS Market Prognosis, Sept 2016; QuintilesIMS Institute, Oct 2016
  6. 6. phr_ali91@hotmail.com MUHAMMAD ALI 6 Source: IMS Therapy Prognosis, Sept 2016; QuintilesIMS Institute, Oct 2016
  7. 7. phr_ali91@hotmail.com MUHAMMAD ALI 7 https://igeahub.com/perspectives/companies/
  8. 8. phr_ali91@hotmail.com MUHAMMAD ALI 8 https://igeahub.com/perspectives/product/
  9. 9. phr_ali91@hotmail.com Pakistan MUHAMMAD ALI 9 o Officially Name Islamic Republic of Pakistan o Capital Islamabad o National languages Urdu o Currency Pakistani rupee (₨) (PKR) o Provinces : 4 Area: 796,095 sq km Location: Southern Asia, bordering the Arabian Sea, between India on the east and Iran and Afghanistan on the west and China in the north Time difference: UTC+5
  10. 10. phr_ali91@hotmail.com Pakistan Population: 204,924,861 (July 2017 est.) Age structure:  0-14 years: 31.36% (male 33,005,623/female 31,265,463)  15-24 years: 21.14% (male 22,337,897/female 20,980,455)  25-54 years: 37.45% (male 39,846,417/female 36,907,683)  55-64 years: 5.57% (male 5,739,817/female 5,669,495)  65 years and over: 4.48% (male 4,261,917/female 4,910,094) (2017 est.) Population growth rate: 1.4% (2017 est.) Death rate: 6.3 deaths/1,000 population (2017 est.) Life expectancy at birth:  total population: 67.7 years  male: 65.8 years  female: 69.8 years (2016 est.) MUHAMMAD ALI 10
  11. 11. phr_ali91@hotmail.com Pakistan Economy GDP (purchasing power parity): $1.056 trillion (2017 est.) GDP (official exchange rate): $278.9 billion (2015 est.) GDP - real growth rate: 5.3% (2017 est.) GDP - per capita (PPP): $5,400 (2017 est.) Industrial production growth rate: 5% (2017 est.) Inflation rate (consumer prices): 4.1% (2017 est.) Exports: $21.7 billion (2017 est.) Imports: $48.21 billion (2017 est.) Budget:  Revenues: $45.64 billion  Expenditures : $59.28 billion Exchange rates: Pakistani rupees (PKR) per US dollar -105 (FY2017 est.) MUHAMMAD ALI 11
  12. 12. phr_ali91@hotmail.com Pakistan Pharmaceutical Overview Total Registered Pharmaceutical in Pakistan approximately 775 Multinational Pharmaceutical Company 26 National Pharmaceutical Company 749 Estimated size of the Pharmaceutical market is Pkr 343 Billion (IMS Q4, 2017) Projected Growth of Market is 11.42% in 2018 Molecules 2,200 plus 1% of profit of All Registered Pharmaceutical to MOH for R&D Expenditure This again makes the country the region's 7th most attractive market in Asia. MUHAMMAD ALI 12
  13. 13. phr_ali91@hotmail.com Pakistan Key Numbers (2017 Fact & Figures) Top 100 Pharmaceuticals have 97% share of market value wise Rest of 600 plus Pharmaceuticals contributes only 2.93% value wise Top 100 Pharmaceuticals have 96% share of market unit wise Rest of 600 plus Pharmaceuticals contributes only 4% unit wise Top 100 Molecule have 61% of Market share Rest of others Molecules contribute 39% Top 100 Brands have 33% of Market share Rest of others Brands contribute 67% Top 10 Therapeutic class (ATC I) have 93 % share of market , rest 6 therapeutic class have 7% of share. 2017 New Launches contributes Pkr 2 billion MUHAMMAD ALI 13
  14. 14. phr_ali91@hotmail.com Country TOTAL PHARMACE UTICAL SALES (USD BILLION) PHARMACE UTICAL SALES (USD PER CAPITA) PHARMACE UTICAL SALES (% OF HEALTH EXPENDITU RE) PHARMACE UTICAL SALES PRESCRITIO N DRUGS (USD BILLION) PHARMACE UTICAL SALES OTC (USD MILLION) PHARMACE UTICAL SALES ORIGINATO R (USD MILLION) PHARMACE UTICAL SALES GENERICS (USD MILLION) Pakistan 2,29 12,40 34,20 1,70 0,59 0,22 1,48 India 15,63 12,10 16,10 13,36 2,27 1,38 11,88 Bangladesh 1,98 12,50 40,50 1,55 0,42 0,14 1,42 IFPMA Fact & Figures 2017 MUHAMMAD ALI 14
  15. 15. phr_ali91@hotmail.com Pakistan Healthcare Health expenditures: 2.6% of GDP (2014) Physicians density: 0.81 physicians/1,000 population (2014) Hospital bed density: 0.6 beds/1,000 population (2012) Major infectious diseases: Degree of risk: high Food or waterborne diseases: bacterial diarrhea, hepatitis A and E, and typhoid fever Vector borne diseases: dengue fever and malaria Animal contact disease: rabies (2016) MUHAMMAD ALI 15
  16. 16. phr_ali91@hotmail.com What causes the most deaths? MUHAMMAD ALI 16 The Institute for Health Metrics and Evaluation (IHME)
  17. 17. phr_ali91@hotmail.com What causes the most premature death? MUHAMMAD ALI 17 The Institute for Health Metrics and Evaluation (IHME)
  18. 18. phr_ali91@hotmail.com What health problems cause the most disability? MUHAMMAD ALI 18 The Institute for Health Metrics and Evaluation (IHME)
  19. 19. phr_ali91@hotmail.com What causes the most death and disability combined? MUHAMMAD ALI 19 The Institute for Health Metrics and Evaluation (IHME)
  20. 20. phr_ali91@hotmail.com Key Health Numbers, 2014 by IFPMA & WHO Country LIFE EXPECTAN CY AT BIRTH (YEARS) LIFE EXPECTAN CY AT AGE 60 (YEARS) CHILD MORTALIT Y (PER 1,000 BIRTHS) PHYSICIAN S (PER 1,000 PEOPLE) TOTAL HEALTH EXPENDIT URE PER CAPITA (USD PER CAPITA) TOTAL HEALTHCA RE EXPENDIT URE (%GDP) PUBLIC HEALTHCA RE EXPENDIT URE (%GDP) OUT-OF- POCKET HEALTH EXPENDIT URE (% OF PRIVATE HEALTH EXPENDIT URE) Pakistan 66,18 17,80 67,40 0,83 128,99 2,61 0,92 86,79 India 68,01 17,80 39,30 0,70 267,41 4,69 1,41 89,21 Bangladesh 71,63 18,80 32,10 0,36 88,08 2,82 0,79 92,89 MUHAMMAD ALI 20
  21. 21. phr_ali91@hotmail.com Healthcare System Structure MUHAMMAD ALI 21 Health Manpower 2013-2014 2014-2015 2015-2016 Hospitals 1,113 1,143 1,167 Dispensaries 5,413 5,548 5,695 Basic Health Units Centers 5,571 5,438 5,464 Maternity & Child health Centers 687 670 733 Rural Health Centers 667 669 675 TB Centers 329 334 339 Total Beds 118,378 118,170 118,869 Source: Ministry of Health, Planning Commission of Pakistan, Pakistan Bureau of Statistics
  22. 22. phr_ali91@hotmail.com Healthcare System Structure MUHAMMAD ALI 22 Hospitals Dispensaries Maternity & Child welfare centers Beds in hospitals & dispensaries etc. Federal 9 83 3 2523 Punjab 368 1325 280 57648 Sindh 427 2912 221 33774 Khyber Pakhtunkhwa/ FATA 270 915 131 21908 Baluchistan 127 567 96 7541 Sources:- i) Health Division ii) Provincial Health Directorates. 2016
  23. 23. phr_ali91@hotmail.com Health systems by World health statistics 2015. WHO Density of health workforce (per 10 000 population) Country Physicians Nursing and midwifery personnel Dentistry personnel Psychiatrists Hospitals Psychiatric beds Pakistan 8.3 5.7 0.6 <0.05 0.5 5.6 India 7.0 17.1 1.0 <0.05 -- 2.1 Bangladesh 3.6 2.2 0.3 <0.05 0.2 3.5 MUHAMMAD ALI 23
  24. 24. phr_ali91@hotmail.com Healthcare Workforce MUHAMMAD ALI 24 Health Manpower 2013-2014 2014-2015 2015-2016 Registered Doctors 167,759 175,223 184,711 Registered Dentists 13,716 15,106 16,652 Registered Nurses 86,183 90,276 94,766 Registered Midwives 32,677 33,687 34,668 Registered Lady Health Visitor 14,388 15,325 16,448 Pakistan Bureau of Statistics
  25. 25. phr_ali91@hotmail.com MUHAMMAD ALI 25 STATISTICS TOTAL NUMBER OF DOCTORS / DENTAL SURGEONS (G.P's with basic degree only) TOTAL NUMBER OF DOCTORS/DENTAL SURGEONS REGISTERED REGISTERED UP TO 31st DECEMBER, 2016 Up to 31st DECEMBER, 2016 AS SPECIALISTS M.B.B.S. B.D.S. L.S.M.F. M.B.B.S. B.D.S. Province Total Total Total Total Total Punjab/Federal Area 67486 7157 565 19015 731 Sindh 60315 6055 306 10996 450 K.P.K 19751 2626 54 5283 349 Baluchistan 4481 470 55 1290 49 A.J.K. 3229 331 4 879 38 Foreign Nationals 3812 486 106 110 4 Total 159074 17125 1090 37573 1621 TOTAL=159074+17125+1090= 177289 TOTAL LSMF=1090 TOTAL RMPs (Basic & Specialists)=(159074+37573)=196647 TOTAL RDPs (Basic & Specialists)=(17125+1621)=18746 GRAND TOTAL=196647+18746+1090=216483 GRAND TOTAL=RMP+RDP+LSMF http://www.pmdc.org.pk/Statistics/tabid/103/Default.aspx
  26. 26. phr_ali91@hotmail.com Doctor Universe Pakistan General Practitioner , 27000 Physician, 4250 Pediatrcian, 2800 Cardiologict, 1200 Gynaecologist, 5000 Orthopaedician, 1000 Surgeon, 3000 MUHAMMAD ALI 26 Estimated Doctor Universe >65,000 Estimated Chemist Universe >45,000
  27. 27. phr_ali91@hotmail.com Manufacturers & Importers Distributors 89.97 % Govt Institutional 6.71% Export 2.26% Direct to Doctors .77% Direct to patients .17% Others .12% Retail Pharmacies 59.25% Wholsellers 29.16% Doctors 3.75% Private hospitals 2.60% Others 3.45% Govt Hospitals 1.79% Channels of Distribution MUHAMMAD ALI 27
  28. 28. phr_ali91@hotmail.com Wholesale, Distributors & Pharmacies Universe MUHAMMAD ALI 28 ENTIRE COUNTRY Total Wholesale 4,443 Total Distributors 1,045 Normal Pharmacies 47,139 Private Hospital Pharmacies & Vicinity Pharmacies 11,222 Total Pharmacies 58,541
  29. 29. phr_ali91@hotmail.com 4 Year Total Pharmaceutical Market MUHAMMAD ALI 29 Therapeutic Class Value in Pkr Growth (%) 2017 343,936,385,875 6.14 2016 324,042,332,978 15.64 2015 280,218,511,653 13.37 2014 247,164,343,362 11.72
  30. 30. phr_ali91@hotmail.com Pakistan Pharmaceutical Growth Trend MUHAMMAD ALI 30 0.00 2.00 4.00 6.00 8.00 10.00 12.00 14.00 16.00 18.00 2014 2015 2016 2017 2018
  31. 31. phr_ali91@hotmail.com MNC vs National MUHAMMAD ALI 31 Value Unit Growth Share SELECTED TOTAL 343,936,385,875 2,604,859,276 6.14 100.00 NATIONAL 230,926,595,115 1,697,926,063 7.67 67.14 MULTI-NATIONAL 113,009,790,760 906,933,213 3.14 32.86
  32. 32. phr_ali91@hotmail.com MUHAMMAD ALI 32 Leading Pharmaceutical Companies in Pakistan (Value Wise) No. Name of the Manufacturer Value in Pkr Growth % Contribution % Total 343,936,385,875 6.14 100.00 1 GLAXOSMITHKLINE 25,425,036,049 2.00 7.39 2 ABBOTT LAB PAK LTD 21,632,085,556 9.80 6.29 3 GETZ PHARMA 21,426,456,299 12.44 6.23 4 SAMI 18,028,510,063 9.03 5.24 5 MARTIN DOW LIMITED 14,280,245,205 13.33 4.15 6 THE SEARLE COMPANY 12,711,429,200 10.07 3.70 7 SANOFI-AVENTIS PAK 10,651,356,774 -2.06 3.10 8 OBS 10,263,419,074 1.33 2.98 9 GSK CONSUMER 10,237,998,715 14.80 2.98 10 HILTON 10,129,279,248 7.11 2.95 11 HIGH-Q INTL 9,831,053,211 24.35 2.86 12 BOSCH 9,597,149,040 8.84 2.79 13 PFIZER INC 9,218,802,077 3.70 2.68 14 NOVARTIS PH.PAK LT 9,133,307,529 -2.79 2.66 15 BARRETT HODGSON 7,031,661,852 10.05 2.04 16 ATCO 6,302,664,054 8.75 1.83 17 BAYER PAK PVT LTD 6,012,092,180 15.58 1.75 18 NESTLE PAKISTAN LT 5,690,343,085 -2.96 1.65 19 HIGHNOON 5,666,460,293 15.65 1.65 20 PHARMEVO PVT. LTD. 5,524,056,416 29.87 1.61
  33. 33. phr_ali91@hotmail.com MUHAMMAD ALI 33 Leading Pharmaceutical Companies in Pakistan (Unit Wise) No. Name of the Manufacturer Unit or Volume Growth % Contribution % TOTAL 2,604,859,276 2.53 100.00 1 GLAXOSMITHKLINE 334,661,875 -4.98 12.85 2 ABBOTT LAB PAK LTD 188,944,872 7.25 7.25 3 SAMI 132,876,531 5.06 5.10 4 THE SEARLE COMPANY 114,619,830 10.23 4.40 5 MARTIN DOW LIMITED 105,285,359 3.12 4.04 6 GSK CONSUMER 101,437,395 7.56 3.89 7 GETZ PHARMA 100,922,328 10.68 3.87 8 BOSCH 75,315,211 6.20 2.89 9 SANOFI-AVENTIS PAK 73,877,666 -5.65 2.84 10 BARRETT HODGSON 69,851,136 6.90 2.68 11 ATCO 68,774,862 6.06 2.64 12 OBS 58,945,905 4.94 2.26 13 I.C.I 55,718,137 -16.32 2.14 14 HIGHNOON 47,228,536 11.78 1.81 15 HIGH-Q INTL 46,883,813 23.63 1.80 16 PFIZER INC 41,625,402 0.75 1.60 17 NABIQASIM 38,487,643 2.63 1.48 18 NOVARTIS PH.PAK LT 37,541,000 -10.88 1.44 19 HILTON 37,490,043 4.77 1.44 20 NESTLE PAKISTAN LT 30,763,677 -2.02 1.18
  34. 34. phr_ali91@hotmail.com MUHAMMAD ALI 34 Leading Pharmaceutical Companies (New Launches Wise) No. Name of the Manufacturer Value No of Products PPY 1 MACTER 245,027,604 2 122,513,802 2 THE SEARLE COMPANY 137,796,214 12 11,483,018 3 SAMI 128,374,514 4 32,093,629 4 HIGH-Q INTL 121,440,288 5 24,288,058 5 OBS 119,516,048 14 8,536,861 6 GETZ PHARMA 115,577,411 6 19,262,902 7 ATCO 110,877,596 8 13,859,700 8 CCL 103,749,303 8 12,968,663 9 WILSHIRE 71,311,275 2 35,655,638 10 FEROZSONS 67,739,275 2 33,869,638 11 WILSONS 55,870,085 2 27,935,043 12 GENIX PHARMA 55,488,435 9 6,165,382 13 PHARMEVO PVT. LTD. 44,449,950 3 14,816,650 14 I.C.I 41,325,921 4 10,331,480 15 ASIAN CONTINENTAL 39,913,533 3 13,304,511 16 FYNK PHARMA 38,495,524 1 38,495,524 17 S.J.& G. FAZUL 35,846,165 3 11,948,722 18 HIGHNOON 33,355,324 6 5,559,221 19 TABROS PHARMA 32,649,529 6 5,441,588 20 SCILIFE 27,080,321 5 5,416,064
  35. 35. phr_ali91@hotmail.com MUHAMMAD ALI 35 0 50,000,000 100,000,000 150,000,000 200,000,000 250,000,000 300,000,000 Leading Pharmaceutical Companies (New Launches Wise) Value PPY
  36. 36. phr_ali91@hotmail.com MUHAMMAD ALI 36 Therapeutic Categories in Pakistan No. Therapeutic Class Value in Pkr Growth (%) Share (%) 1 ALIMENTARY T.& METABOLISM 81,767,949,980 12.25 23.77 2 SYSTEMIC ANTI-INFECTIVES 75,516,779,937 -0.43 21.96 3 NERVOUS SYSTEM 31,518,438,716 12.07 9.16 4 CARDIOVASCULAR SYSTEM 25,620,352,283 10.94 7.45 5 MUSCULO-SKELETAL SYSTEM 25,108,143,417 8.75 7.30 6 RESPIRATORY SYSTEM 24,699,344,924 3.37 7.18 7 VARIOUS 20,890,548,241 1.40 6.07 8 DERMATOLOGICALS 12,352,518,001 13.26 3.59 9 BLOOD + B.FORMING ORGANS 12,068,777,766 4.17 3.51 10 G.U.SYSTEM & SEX HORMONES 10,629,827,853 12.27 3.09 11 SENSORY ORGANS 6,614,460,812 11.78 1.92 12 PARASITOLOGY 6,610,900,640 -1.65 1.92 13 ANTINEOPLAST+IMMUNOMODUL 3,423,773,439 -32.66 1.00 14 HOSPITAL SOLUTIONS 3,135,839,799 4.97 0.91 15 SYSTEMIC HORMONES 2,978,745,067 0.51 0.87 16 DIAGNOSTIC AGENTS 999,985,000 8.65 0.29
  37. 37. phr_ali91@hotmail.com MUHAMMAD ALI 37 Therapeutic Categories In Pakistan And Their Share ALIMENTARY T.& METABOLISM 24% SYSTEMIC ANTI-INFECTIVES 22% NERVOUS SYSTEM 9% CARDIOVASCULAR SYSTEM 7% MUSCULO-SKELETAL SYSTEM 7% RESPIRATORY SYSTEM 7% VARIOUS 6% DERMATOLOGICALS 4% BLOOD + B.FORMING ORGANS 4% G.U.SYSTEM & SEX HORMONES 3% SENSORY ORGANS 2% PARASITOLOGY 2% ANTINEOPLAST+IMMUNOMODUL 1% HOSPITAL SOLUTIONS 1% SYSTEMIC HORMONES 1% DIAGNOSTIC AGENTS 0%
  38. 38. phr_ali91@hotmail.com MUHAMMAD ALI 38 Leading Molecules in Pakistan No. Molecules Value in Pkr Growth % CAGR 2014-2017 1 INFANT MILKS 13,940,658,729 1.11 10.16 2 CEFTRIAXONE 9,595,679,508 11.22 14.43 3 CEFIXIME 8,574,109,236 7.78 16.62 4 OMEPRAZOLE 7,950,031,734 16.13 16.92 5 DICLOFENAC 7,277,816,466 6.86 8.97 6 CIPROFLOXACIN 7,097,912,357 2.64 8.97 7 AMOXICILLIN+CLAVULANIC ACID 7,054,405,361 0.25 10.46 8 PARACETAMOL 6,362,712,317 16.56 20.37 9 ESOMEPRAZOLE 5,499,717,093 9.95 18.84 10 MECOBALAMIN 4,018,438,906 8.03 14.16 11 SOFOSBUVIR 3,891,598,034 -36.58 0.00 12 INSULIN HUMAN BASE+INSULIN HUMAN ISOPHANE 3,685,471,615 16.42 16.57 13 METFORMIN+SITAGLIPTIN 3,483,509,162 33.15 42.64 14 CLARITHROMYCIN 3,326,539,051 -0.10 8.30 15 IBUPROFEN 3,112,913,973 12.87 8.67 16 GLIMEPIRIDE 3,068,597,145 14.17 14.21 17 CEFRADINE 2,985,190,859 -1.13 6.76 18 LEVOFLOXACIN 2,907,081,128 -4.74 7.49 19 MONTELUKAST 2,809,991,536 0.86 11.06 20 MOXIFLOXACIN 2,684,500,675 9.65 14.34
  39. 39. phr_ali91@hotmail.com MUHAMMAD ALI 39 Leading Brands in Pakistan No. Brand Name Manufacturer Generic Name Value in Pkr Growth % 1 AUGMENTIN GSK AMOXICILLIN+CLAVULANIC ACID 4,609,999,200 -0.05 2 PANADOL GSK PARACETAMOL 3,793,142,822 26.51 3 RISEK Getz OMEPRAZOLE 3,758,533,323 22.41 4 BRUFEN Abbott IBUPROFEN 2,774,684,794 14.41 5 NOVIDAT Sami CIPROFLOXACIN 2,597,536,484 4.26 6 OXIDIL Sami CEFTRIAXONE 2,462,408,965 2.88 7 CAC 1000 PLUS GSK ASCORBIC ACID+CALCIUM+COLECALCIFEROL+NICOTINAMIDE+PYRIDOXINE 2,404,945,096 34.69 8 HUMULIN 70/30 Eli Lilly INSULIN HUMAN BASE+INSULIN HUMAN ISOPHANE 2,330,393,062 14.19 9 VELOSEF GSK CEFRADINE 2,245,630,206 -0.24 10 METHYCOBAL Hilton MECOBALAMIN 2,126,372,891 5.88 11 FLAGYL Sanofi Aventis METRONIDAZOLE 1,970,680,577 -0.48 12 CEFSPAN Barrett CEFIXIME 1,772,118,653 10.71 13 AMOXIL GSK AMOXICILLIN 1,704,372,279 -6.76 14 ARINAC Abbott IBUPROFEN+PSEUDOEPHEDRINE 1,628,603,753 19.77 15 CALAMOX Bosch AMOXICILLIN+CLAVULANIC ACID 1,608,638,157 1.92 16 GETRYL Getz GLIMEPIRIDE 1,553,816,395 18.20 17 LACTOGEN 1 Nestle INFANT MILKS 1,552,140,718 6.48 18 NEXUM Getz ESOMEPRAZOLE 1,505,715,509 14.50 19 BETNOVATE N GSK BETAMETHASONE+NEOMYCIN 1,466,594,311 28.42 20 SURBEX Z Abbott ASCORBIC ACID+CYANOCOBALAMIN+FOLIC ACID+NICOTINAMIDE+PANTOTHENIC ACID+PYRIDOXINE+RIBOFLAVI 1,411,206,137 15.71
  40. 40. phr_ali91@hotmail.com Area-wise Sales Performance of the Pakistan Retail Pharmaceutical Market MUHAMMAD ALI 40 South Central North Quetta
  41. 41. phr_ali91@hotmail.com The Product The Product Pharmaceutical products are used in the treatment of diseases hence called “Drug” Every operation pertaining to the drugs including import, manufacturing & distribution is governed by “The Drugs Act 1976”. The Product Drugs are manufactured under the strict quality standards called GMP (good manufacturing practices) No product can be marketed/distributed unless registered by the Ministry of Health, Pakistan MUHAMMAD ALI 41
  42. 42. phr_ali91@hotmail.com The Price The key factor affecting the price of drugs include but not limited to Uniqueness (availability) of the product The country from where final dosage form or the main raw materials are imported Process steps involved in manufacturing Size of production (economies of scale) MUHAMMAD ALI 42
  43. 43. phr_ali91@hotmail.com The Price Price structure Cost of raw/packaging materials Cost of conversion Cost of distribution • Distributor margin • Retailer margin Cost of promotion The cost of drugs is higher than the profits associated with them MUHAMMAD ALI 43
  44. 44. phr_ali91@hotmail.com Mark Up Components Of Drug Pricing Policy 2015 MUHAMMAD ALI 44 MRP to be applied Pack size TP 15% Less DP 8% Less Manufacturing Cost - COGS 30% Product Development & Stability 3% Product Expiry 2% Warehouse and Cold Chain 2% Salesman salaries and travel 10% Sales Promotion 3% Samples 3% General Administration 4% Financial Charges 3% WPPF & CRF 1% Income Tax 8% Distribution exp. & Discount 16% Manufacturer Profit 15% Total 100%
  45. 45. phr_ali91@hotmail.com Major Trading Partners of Pakistan in Pharmaceutical Products Major Import Counties  India  China  European Countries (Denmark, Switzerland, Germany, Belgium, Italy, Sweden ) Major Export Regions  Afghanistan, Sri Lanka  ASEAN Countries (Vietnam, Philippines, Laos, Cambodia, Myanmar)  CIS Countries (Georgia, Kazakhstan, Kyrgyzstan, Moldova, Tajikistan, Turkmenistan and Uzbekistan)  African Countries (Burundi, Cote d'Ivoire, Ethiopia, Ghana, Kenya, Malawi, Rwanda, Senegal, Somalia, Sudan, Uganda) MUHAMMAD ALI 45
  46. 46. phr_ali91@hotmail.com Country PHARMACEUTICAL EXPORTS (US$MM) PHARMACEUTICAL IMPORTS (US$MM) NUMBER OF EMPLOYEES WAGES AND SALARIES (US$MM) GROSS VALUE ADDED (US$MM) Pakistan 184,54 712,71 36.336,00 316,39 1.223,50 India 11.333,18 1.487,41 587.468,59 3.441,70 17.766,44 Bangladesh 111,06 219,28 12.056,32 153,86 599,66 IFPMA Fact & Figures 2017 MUHAMMAD ALI 46
  47. 47. phr_ali91@hotmail.com Pakistan vs. Indian Pharma MUHAMMAD ALI 47 http://www.pharmabureau.org/about-2/stats-facts/
  48. 48. phr_ali91@hotmail.com New Achievements of Pakistani Pharma Pacific Pharma got MHRA Approved Plant. Getz Pharma got WHO qualification for their Plant. Martin Dow acquired 2 pharmaceutical manufacturing facility in France. MUHAMMAD ALI 48
  49. 49. phr_ali91@hotmail.com References Pakistan Demography Profile from World fact book Quintiles IMS Institute (Q4, 2017) Healthcare System Structure data obtained from  PMDC website  i) Health Division. ii) Provincial Health Directorates. IFPMA Fact & Figures 2017 WHO World Health Statistics 2015 & 2016 Health and Nutrition - Ministry of Finance 2016 The Institute for Health Metrics and Evaluation (IHME) (Pakistan Profile) MUHAMMAD ALI 49
  50. 50. phr_ali91@hotmail.com Presentation For further presentation related to pharmaceutical sales and marketing visit my blog www.phrali.blogspot.com Some of my presentation are  How to make Marketing Plan for Pharmaceutical Product  Pharmaceuticals Marketing Strategies  Pharmaceutical Sales in Pakistan  Marketing and Sales roles in the pharmaceutical industry  New Launch Strategy & Product Cycle  Role of Business Development in Pharmaceuticals (Generic Market) MUHAMMAD ALI 50
  51. 51. phr_ali91@hotmail.com MUHAMMAD ALI 51

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