The opinions and forward looking statements of 764 industry executives have been captured in our in-depth survey, of which 41% represent Director and C-level respondents The research is based on primary survey research conducted by ICD Research accessing its B2B panels comprised of senior purchase decision makers and leading supplier organizations The geographical scope of the research is global – drawing on the activity and expectations of leading industry players across the Americas, Europe, Asia-Pacific and Africa & Middle East This report covers data and analysis on buyer expenditure, procurement and industry developments Key topics covered include packaging buyer expenditure activity, procurement behaviors and strategies, threats and opportunities for the pharmaceutical industry, economic outlook and business confidence.

1. Global Pharmaceutical Industry Outlook Survey 2011–2012: Industry Dynamics,
Market Trends and Opportunities, Buyer Spend and Procurement Strategies
Report Summary
This report is the result of an extensive survey drawn from ICD Research’s exclusive panel
of leading pharmaceutical industry executives. It analyzes how pharmaceutical companies’
procurement expenditure, business strategies and practices are set to change in 2011–
2012. This report gives you access to the category-level spending outlooks, budgets,
supplier selection criteria, business challenges and investment opportunities of leading
purchase decision makers. The report also identifies future growth of buyers and suppliers,
M&A and e-procurement. This report not only grants access to the opinions and strategies of
business decision makers and competitors, but also examines their actions surrounding
business priorities. The report also provides access to information categorized by region,
company type and sizes.
Scope
The opinions and forward looking statements of 764 industry executives have been captured
in our in-depth survey, of which 41% represent Director and C-level respondents The
research is based on primary survey research conducted by ICD Research accessing its B2B
panels comprised of senior purchase decision makers and leading supplier organizations The
geographical scope of the research is global – drawing on the activity and expectations of
leading industry players across the Americas, Europe, Asia-Pacific and Africa & Middle East
This report covers data and analysis on buyer expenditure, procurement and industry
developments Key topics covered include packaging buyer expenditure activity,
procurement behaviors and strategies, threats and opportunities for the pharmaceutical
industry, economic outlook and business confidence.
Buy Now: Pharmaceutical Industry
Browse All: Latest Market Research Reports
In the report buyers identify what suppliers need to do to maintain their business and the
key actions being taken by industry players to overcome the leading business threatsThe
report examines current practices and provides future expectations over the next 12-24
months The report provides qualitative analysis of the key industry threats and
opportunities and contains full survey results
Reasons To Buy
Drive revenues by understanding future product investment areas and growth regions
Formulate effective sales and marketing strategies by identifying how buyer budgets are
changing and direction of spend in the future
Better promote your business by aligning your capabilities and business practices with your
customer’s changing needs
Secure stronger customer relationships by understanding the leading business concerns and
changing strategies of industry buyers
Predict how the industry will grow, consolidate and where it will stagnate

2. Uncover the business outlook, key challenges and opportunities identified by suppliers and
buyers
Key Highlights
China, India and Brazil are predicted to be the fastest growing regions among developing
countries for the pharmaceutical industry. An aging population, growth of chronic diseases,
expanding healthcare insurance coverage, urbanization and increasing investment in rural
healthcare services are major drivers for the growth.
The majority of the pharmaceutical companies will be increasing procurement spend over
the next 12 months. The average size of the annual procurement budgets of pharmaceutical
manufacturing companies, CROs and CMOs is US$110 million.
Overall, 44% of respondents from pharmaceutical industry buyers agree that in order to
maintain and win their business, suppliers will have to engage in partnerships to optimize
working capital and reduce costs.
TABLE OF CONTENTS
LIST OF FIGURES
1 Introduction
1.1 What is this report about?
1.2 Definitions
1.3 Methodology
1) Online Survey
2) Secondary Research
3) Data Analysis and Report Writing
4) Quality Control
1.4 Profile of survey respondents
1.4.1 Profile of buyer respondents
1.4.2 Profile of supplier respondents
2 Executive Summary
3 Industry Dynamics
3.1 Revenue growth expectations
3.1.1 Revenue growth expectations by company type
3.1.2 Revenue growth expectations by region
3.1.3 Revenue growth expectations by turnover
3.1.4 Revenue growth expectations by senior level respondents
3.1.5 Revenue growth expectations: cross industry comparisons
3.2 Future developments in business structure
3.2.1 Future developments by buyers
3.2.2 Future developments by suppliers
3.3 Merger and acquisition activity predictions
3.3.1 Merger and acquisition activity predictions by buyers
3.3.2 Merger and acquisition activity predictions by suppliers
3.3.3 Merger and acquisition activity predictions by region

3. 3.3.4 Merger and acquisition activity predictions by company turnover
3.3.5 Merger and acquisition activity expectations vs. expansion abroad
4 Pharmaceutical Market Growth Outlook
4.1 Demand in emerging markets
4.1.1 Demand in emerging markets by buyers
4.1.2 Demand in emerging markets by suppliers
4.1.3 Demand in emerging markets by region
4.1.4 Demand in emerging markets by company turnover
4.2 Growth expectations in developed countries
4.2.1 Growth expectations in developed countries by buyers
4.2.2 Growth expectations in developed countries by suppliers
4.2.3 Growth expectations in developed countries by region
4.2.4 Growth expectations in developed countries by company turnover
5 Threats And Opportunities for the Pharmaceutical Industry
5.1 Leading business concerns for 2011–2012
5.1.1 Leading business concerns for the period by company type
5.1.2 Leading business concerns by region
5.1.3 Leading business concerns by company turnover
5.2 Key supplier actions to maintain and win buyer business
5.2.1 Actions to maintain and secure buyer business by buyers
5.2.2 Actions to maintain and secure buyer business by region
5.2.3 Actions to maintain and secure buyer business by turnover
5.2.4 Actions to maintain and secure buyer business by procurement budget
5.2.5 Actions to maintain and secure buyer business by purchasing decision authority
6 Pharmaceutical Industry Buyer Spend Activity
6.1 Annual procurement budgets
6.1.1 Annual procurement budgets by company type
6.1.2 Annual procurement budgets by region
6.1.3 Annual procurement budgets by company turnover
6.2 Planned change in procurement spend
6.2.1 Planned change in procurement spend by buyer type
6.2.2 Planned change in procurement spend by region
6.2.3 Planned change in procurement spend by company turnover
6.2.4 Planned change in expenditure vs. revenue growth optimism
6.2.5 Planned change in expenditure vs. cost containment
6.2.6 Planned change in procurement spend – cross industry comparisons
6.3 Planned change in procurement spend by product and service category
6.3.1 Planned change in procurement spend by product and service category – region
6.3.2 Planned change in procurement spend by product and service category – company
turnover
6.4 Variations in regional supplier prices
6.4.1 Variations in regional supplier prices by company type
6.4.2 Variations in supplier prices by region
6.4.3 Variations in regional supplier prices by company turnover

4. 7 Procurement Behaviors and Strategies
7.1 Critical success factors for supplier selection
7.1.1 Critical success factors by company type
7.2 Future procurement objectives
7.2.1 Future procurement objectives by company type
7.2.2 Future procurement objectives by region
7.2.3 Future procurement objectives by company turnover
7.3 E-procurement
7.3.1 E-procurement by company type
7.3.2 E-procurement by region
7.3.3 E-procurement by company turnover
8 Appendix
8.1 Full survey results
8.2 Methodology
8.3 Contact us
8.4 About ICD Research
8.5 Disclaimer
List of Tables
Table 1: Total Global Pharmaceutical Industry Survey Respondents by Company Type, 2011
Table 2: Buyer Respondents by Job Role (%), 2011
Table 3: Buyer Respondents by Company Turnover (%), 2011
Table 4: Buyer Respondents by Total Number of Employees in Organizations (%), 2011
Table 5: Buyer Respondents by Region (%), 2011
Table 6: Supplier Respondents by Job Role (%), 2011
Table 7: Supplier Respondents by Company Turnover (%), 2011
Table 8: Supplier Respondents by Total Number of Employees in Organizations (%), 2011
Table 9: Supplier Respondents by Region (%), 2011
Table 10: Revenue Growth Optimism (%), 2009–2011
Table 11: Revenue Growth Optimism by Buyers (%), 2009–2011
Table 12: Revenue Growth Optimism by Suppliers (%), 2009–2011
Table 13: Revenue Growth Optimism by Region (%), 2009–2011
Table 14: Revenue Growth Optimism by Turnover (%), 2011
Table 15: Revenue Growth Optimism by Senior Level Respondents (%), 2011
Table 16: Key Changes In Business Structure in the Pharmaceutical Manufacturer Industry
(%), 2011
Table 17: Key Changes In Business Structure in the CRO and CMO Industry (%), 2011
Table 18: Key Changes In Business Structure in the Drug Manufacturing Supplier Industry
(%), 2011
Table 19: Merger and Acquisition Expectations Pharmaceutical Manufacturer Industry,
2009–2011
Table 20: Merger and Acquisition Expectations CRO and CMO Industry, 2009–2011
Table 21: Merger and Acquisition Expectations Drug Manufacturing Supplier Industry, 2009–
2011
Table 22: Merger and Acquisition Expectations by Region, 2011
Table 23: Merger and Acquisition Expectations by Company Turnover, 2011

5. Table 24: Merger and Acquisition Activity Expectations vs. Expand Abroad (%), 2011
Table 25: Demand in Emerging Markets by Pharmaceutical Manufacturer (%), 2011
Table 26: Demand in Emerging Markets by CRO and CMO Industry (%), 2011
Table 27: Demand in Emerging Markets by Drug Manufacturing Supplier (%), 2011
Table 28: Growth Expectations in Developed Countries by Pharmaceutical Manufacturer
(%), 2011
Table 29: Growth Expectations in Developed Countries by CRO and CMO (%), 2011
Table 30: Growth Expectations in Developed Countries by Drug Manufacturing Supplier (%),
2011
Table 31: Leading Business Concerns (%), 2009–2010, 2010–2011,2011–2012
Table 32: Leading Business Concerns by Company Type (%), 2011–2012
Table 33: Leading Business Concerns by Region (%), 2011–2012
Table 34: Leading Business Concerns by Company Turnover (%), 2011–2012
Table 35: Actions to Maintain and Secure Buyer Business – Buyer vs. Supplier Responses
(%), 2011
Table 36: Actions to Maintain and Secure Buyer Business – Buyer Responses (%), 2011
Table 37: Actions to Maintain and Secure Buyer Business by Region (%), 2011
Table 38: Actions to Maintain and Secure Buyer Business by Company Turnover (%), 2011
Table 39: Actions to Maintain and Secure Buyer Business by Procurement Budget (%), 2011
Table 40: Annual Procurement Budgets of Pharmaceutical Buyers in US$ (%), 2009–2011
Table 41: Annual Procurement Budgets in US$ by Company Type (%), 2011
Table 42: Annual Procurement Budgets in US$ by Region(%), 2011
Table 43: Annual Procurement Budgets in US$ by Company Turnover (%), 2011
Table 44: Change in Total Procurement Expenditure of Pharmaceutical Buyers (%), 2009–
2011
Table 45: Expected Change in Total Procurement Expenditure by Company Type (%), 2011
Table 46: Expected Change in Total Procurement Expenditure by Region (%), 2011
Table 47: Expected Change in Total Procurement Expenditure by Company Turnover (%),
2011
Table 48: Planned Change in Expenditure vs. Revenue Growth Optimism (%), 2011
Table 49: Planned Change in Expenditure vs. Cost Containment (%), 2011
Table 50: Company Revenue Growth Optimism: Cross Industry Comparison (%), 2011
Table 51: Change in Expenditure by Products and Services by Pharmaceutical Manufacturer
(%), 2011
Table 52: Future Change in Expenditure by Product and Service Category by CRO and CMO
(%), 2011
Table 53: Variations in Regional Supplier Prices (%), 2011
Table 54: Variations in Regional Supplier Prices by Company Type (%), 2011
Table 55: Variations in Supplier Prices by Region (%), 2011
Table 56: Variations in Regional Supplier Prices by Company Turnover (%), 2011
Table 57: Critical Success Factors for Supplier Selection – Buyers vs. Suppliers, 2011
Table 58: Critical Success Factors for Supplier Selection – All Pharmaceutical Buyers, 2011
Table 59: Future Procurement Objectives (%), 2011
Table 60: Future Procurement Objectives by Company Type (%), 2011
Table 61: Future Procurement Objectives by Region (%), 2011
Table 62: Future Procurement Objectives by Company Turnover (%), 2011
Table 63: E–Procurement: Level of Implementation (%), 2011
Table 64: E–Procurement: Level of Implementation by Company Type (%), 2011

6. Table 65: E–Procurement: Level of Implementation by Region (%), 2011
Table 66: E–Procurement: Level of Implementation by Company Turnover (%), 2011
Table 67: Survey Results – Closed Questions
List of Figures
Figure 1: Revenue Growth Optimism (%), 2009–2011
Figure 2: Revenue Growth Optimism by Company Type(%), 2009–2011
Figure 3: Revenue Growth Optimism by Region (%), 2009–2011
Figure 4: Revenue Growth Optimism by Turnover (%), 2011
Figure 5: Revenue Growth Optimism by Senior Level Respondents (%), 2011
Figure 6: Company Revenue Growth Optimism: Cross Industry Comparisons (%), 2011
Figure 7: Key Changes In Business Structure in the Pharmaceutical Manufacturer Industry
(%), 2011
Figure 8: Key Changes In Business Structure in the CRO and CMO Industry (%), 2011
Figure 9: Key Changes In Business Structure in the Drug Manufacturing Supplier Industry
(%), 2011
Figure 10: Merger and Acquisition Expectations Pharmaceutical Manufacturer Industry,
2009–2011
Figure 11: Merger and Acquisition Expectations CRO and CMO Industry, 2009–2011
Figure 12: Merger and Acquisition Expectations Drug Manufacturing Supplier Industry,
2009–2011
Figure 13: Merger and Acquisition Expectations by Region, 2011
Figure 14: Merger and Acquisition Expectations by Company Turnover, 2011
Figure 15: Top Ten Growth Regions (%), 2011
Figure 16: Top Five Emerging Markets, 2011
Figure 17: Demand in Emerging Markets by Pharmaceutical Manufacturer (%), 2011
Figure 18: Demand in Emerging Markets by CRO and CMO Industry (%), 2011
Figure 19: Demand in Emerging Markets by Drug Manufacturing Supplier (%), 2011
Figure 20: Demand in Emerging Markets by Region (%), 2011
Figure 21: Demand in Emerging Markets by Company Turnover (%), 2011
Figure 22: Top Five Developed Countries Targeted for Growth, 2011
Figure 23: Growth Expectations in Developed Countries by Pharmaceutical Manufacturer
(%), 2011
Figure 24: Growth Expectations in Developed Countries by CRO and CMO (%), 2011
Figure 25: Growth Expectations in Developed Countries by Drug Manufacturing Supplier
(%), 2011
Figure 26: Growth Expectations in Developed Countries by Region (% ‘Increase’
Responses), 2011
Figure 27: Growth Expectations in Developed Countries by Turnover (% ‘Increase’
Responses), 2011
Figure 28: Leading Business Concerns (%), 2011–2012
Figure 29: Leading Business Concerns (%), 2011–2012
Figure 30: Actions to Maintain and Secure Buyer Business – Buyer vs. Supplier Responses
(%), 2011
Figure 31: Actions to Maintain and Secure Buyer Business – Buyer Responses (%), 2011
Figure 32: Actions to Maintain and Secure Buyer Business by Company Turnover (%), 2011
Figure 33: Actions to Maintain and Secure Buyer Business by Purchasing Decision Authority
(%), 2011

7. Figure 34: Annual Procurement Budgets of Pharmaceutical Buyers in US$ (%), 2009–2011
Figure 35: Annual Procurement Budgets in US$ by Company Type (%), 2011
Figure 36: Annual Procurement Budgets in US$ by Region(%), 2011
Figure 37: Annual Procurement Budgets in US$ by Company Turnover (%), 2011
Figure 38: Change in Total Procurement Expenditure of Pharmaceutical Buyers (%), 2009–
2011
Figure 39: Expected Change in Total Procurement Expenditure by Company Type (%), 2011
Figure 40: Expected Change in Total Procurement Expenditure by Region (%), 2011
Figure 41: Expected Change in Total Procurement Expenditure by Company Turnover (%),
2011
Figure 42: Change in Expenditure by Products and Services by Pharmaceutical Manufacturer
(%), 2011
Figure 43: Future Change in Expenditure by Product and Service Category by CRO and CMO
(%), 2011
Figure 44: Increase in Expenditure by Product and Service of Pharmaceutical Buyers by
Region (%), 2011
Figure 45: Increase in Expenditure by Product and Service of Pharmaceutical Buyers by
Turnover (%), 2011
Figure 46: Variations in Regional Supplier Prices (%), 2011
Figure 47: Variations in Regional Supplier Prices by Company Type (%), 2011
Figure 48: Variations in Supplier Prices by Region (%), 2011
Figure 49: Variations in Regional Supplier Prices by Company Turnover (%), 2011
Figure 50: Critical Success Factors for Supplier Selection – Buyers vs. Suppliers, 2011
Figure 51: Critical Success Factors for Supplier Selection – Buyers vs. Suppliers, 2011
Figure 52: Critical Success Factors for Supplier Selection – All Pharmaceutical Buyers, 2011
Figure 53: Future Procurement Objectives (%), 2011
Figure 54: E–Procurement: Level of Implementation (%), 2011
Figure 55: E–Procurement: Level of Implementation by Company Type (%), 2011
Figure 56: E–Procurement: Level of Implementation by Region (%), 2011
Figure 57: E–Procurement: Level of Implementation by Company Turnover (%), 2011
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