TNS has over 10 years of dedicated healthcare research and consulting in Vietnam From developing strong brands, positioning, market demand / supply and developing overall strategy and product maximisation, TNS Vietnam works closely with TNS Consult as well as consulting firms, e.g. BCG, to deliver top level management business issue, lead research-based consulting services What makes TNS Healthcare Vietnam different? Global & Regional healthcare sector to provide best practice methodologies A local healthcare team with extensive pharmaceutical experience and good understanding of culture Experience across wide range of therapy areas World leading brand and sales force optimisation tools Advanced quantitative and qualitative techniques to gain depth of understanding Focus on delivering actionable and achievable research outputs ISO accredited – Commitment to best practice quality control What do we do? Corporate image Customer satisfactions (amongst Pharmacies) Dermatology (e.g. acne, anti-fungus remedies) Cardio-vascular diseases Diabetes Hyperlipidaemia Medical diagnostic devices (e.g. blood glucose meteor) Obesity Oral care Pain Gastro-intestinal (e.g. antacids, laxative) Women’s health (e.g. menopause, feminine wash) Asthma Cold & Flu Sinus Allergy Vitamins and minerals Vaccines (e.g. anti-diarrhoea, cervical cancer)

1. ©TNS 2013
TNS Vietnam
2013 credentials

2. ©TNS 2013
TNS is the world’s leading custom research agency
2
With offices in over 80 countries, we
have more conversations with
consumers than anyone else.
Our focus is growth. And the four
key areas through which companies
can achieve it:
 Loyalty and new spend
 New customers
 New products and services
 New markets
Our world-class solutions help us
provide precise plans to uncover
growth opportunities in each of these
areas.
2
1
3
4
Today’s
business
New
customers
Loyalty &
new spend
New products
& services
New markets
More money from each customer
Morecustomers

3. ©TNS 2013
Our focus is growth
3
2. Increasing penetration by attracting
the most profitable new customers
4. Extending reach through geographic
or category expansion
1. Driving growth through deeper
relationships with existing customers
3. Portfolio extension to drive
incremental growth2
1
3
4
Today’s
business
New
customers
Loyalty &
new spend
New products
& services
New markets
More money from each customer
Morecustomers

4. ©TNS 2013 4
83 Countries
300 Offices
Over 25,000 employees
TNS is part of WPP, the world’s largest marketing service group and offers
unparalleled access to leading edge marketing knowledge for the development of
market entry strategies
Since 2012 we have offices in Cambodia & Myanmar

5. ©TNS 2013
 Established in 1996
 Vietnam’s consumer insight market leader
 100% foreign owned company
 300 + full time staff
 1,000 exclusive active field force
 ISO accredited since 1999
 Interviewed over ½ million Vietnamese
 We since 2008 also provides business
consultancy services via our global network
 TNS has affiliates in Laos and since 2012 has
full service offices in Cambodia & Myanmar
Vietnam 2012 fast facts

6. ©TNS 2013
 Strategic exploratory research
 Usage & attitude / tracking
 Product/taste/fragrance tests
 Advertising dev’t & evaluation
 Positioning & segmentation
 Customer satisfaction studies
 Trade channel research
 Mystery shopping
 Pricing research
 Shopper research
 Demand & market size estimation
Coverage & services
HANOI
HCMC
CANTHO
DALAT
NHATRANG
DANANG
HUE
HAI PHONG

7. ©TNS 2013
TNS has over 10 years of dedicated healthcare research
and consulting in Vietnam
From developing strong brands, positioning, market demand / supply and developing overall
strategy and product maximisation, TNS Vietnam works closely with TNS Consult as well as
consulting firms, e.g. BCG, to deliver top level management business issue, lead research-based
consulting services

8. ©TNS 2013
8
What makes TNS Healthcare Vietnam
different?
 Global & Regional healthcare sector to provide best
practice methodologies
 A local healthcare team with extensive pharmaceutical
experience and good understanding of culture
 Experience across wide range of therapy areas
 World leading brand and sales force optimisation tools
 Advanced quantitative and qualitative techniques to
gain depth of understanding
 Focus on delivering actionable and achievable research
outputs
 ISO accredited – Commitment to best practice quality
control

9. ©TNS 2013
9
Our Unique Research Tools
Sales Performance
Optimisation
Decompose competitors’
messages, understand where
competitors are winning and
losing
Provides sales reps with ideal
pitch, when face-time with
physicians is limited
Empowers your ad agency to
not only develop creatives that
gets noticed, but creatives that
are engineered to meet specific
objectives
For developing sales aids,
websites, journal ads, and
patient education materials
Understand Physician
Commitment to your brand
and competitors
Identify how many of your
scripts are at risk
Understand brand drivers
Diagnose brand strengths to
be leveraged and weaknesses
to be addressed
Track key metrics
Optimise relationships between
sales force and physicians
Identify which activities have
greatest impact on
relationships
Measure performance and
identify areas that require
action
Model the impact of changes in
investment
Track key metrics
Compare to global benchmarks
MessageEval
Brand performance
Optimisation

10. ©TNS 2013
 Corporate image
 Customer satisfactions (amongst Pharmacies)
 Dermatology (e.g. acne, anti-fungus remedies)
 Cardio-vascular diseases
 Diabetes
 Hyperlipidaemia
 Medical diagnostic devices (e.g. blood glucose meteor)
 Obesity
 Oral care
 Pain
 Gastro-intestinal (e.g. antacids, laxative)
 Women’s health (e.g. menopause, feminine wash)
 Asthma
 Cold & Flu
 Sinus
 Allergy
 Vitamins and minerals
 Vaccines (e.g. anti-diarrhoea, cervical cancer)
What do we do?
10

11. ©TNS 2013 11
Unrivaled competencies to help our clients in Asia
Pacific
KantarHealth brings together the combined experience of:
– As part of WPP, we offer unmatched capabilities and are uniquely placed to help support
your business in what is an increasingly complex and competitive marketplace
– Our “boutique” approach delivers the best of all worlds. Clients benefit from the global
reach, robust resources and rich talent pool of a worldwide leader, while also getting the
focus, expertise and personal service of small, specialty business units. Together, our units
form a worldwide network of interdependent, dynamic communities we can tap into to
build the best team for every customer

12. ©TNS 2013
Local knowledge and Global Expertise
12
Strong healthcare units in each
emerging region – AP, LatAm,
CEE and MEA
Dedicated Healthcare experts in
more than 40 countries
Global network of more than 600
scientific and commercial
consultants
More than 100 dedicated
healthcare researchers in
emerging markets

13. ©TNS 2013
…And we have been here for years…
13
WPP’s Kantar merges TNS
Healthcare, MattsonJack, Ziment
and Consumer Health Sciences to
form Kantar Health.
The combination of our knowledge heritage allows
Kantar Health to offer Multi-country capabilities as well
TNS acquires NFO WorldGroup.
2009
2008
2003
1997
1995
1970
1964 Frank Small & Assoc. est.
TNS Healthcare
Sofres SA buys FSA
Taylor Nelson AGB acquires Sofres
WPP buys TNS
1969
Man walks on the moon
1989
Berlin Wall comes down
1992
End of Cold War

14. ©TNS 2013
Our International Network in APMEA
Across Kantar Health and TNS
Kantar Health
 Japan
 Singapore/Hong Kong
 China
 Taiwan
 South Korea
 Australia/New Zealand
 India
 Egypt
 Saudi Arabia
 UAE (Dubai)
 Morocco
 Malaysia
TNS
 Thailand
 Philippines
 Vietnam
 Indonesia
 Turkey
 South Africa

15. ©TNS 2013
Comprehensive Business Solutions drive better
business results
15

16. ©TNS 2013
Kantar Health has global capabilities with Market
Access practices accross 19 key emerging markets
16

17. ©TNS 2013
Kantar Health has broad experience in Emerging
markets
Key dynamics
Countries in the Asia Pacific have different Market Access challenges
 Emerging markets, including Asia Pacific are growing faster than developed markets and represent an
important business opportunity but affordability is an issue due to the high out of the pocket component
 Australia, New Zealand, South Korea & Taiwan have an advanced HTA for new products and higher
reimbursement rates
 China, Philippines, Thailand and the rest of the countries lag behind in terms of Health Technology
assessment but there is a trend for the acceptance of simple cost-effectiveness models for evaluation
and reimbursement
 Patient is involved in the process as the decision-maker and co-funder and affordability of new products
is critical in some market
Kantar Health strengths in the region
 Global reach / local expertise in Market Access
 Access to stakeholders/patients
 Managing / analysing complexity
17

18. ©TNS 2013
Areas of research
 Diabetes
(pharmaceuticals &
devices)
 Hepatitis C
 Heart failure
 HIV
 Innovative access
schemes
 Osteoarthritis
 Oncology
 Ophthalmology
 Orphan diseases
 Pricing and
reimbursement
landscape
 Parkinson
 Rheumatology
 Transplant
 Vaccines
18
Our experts have undertaken different type of payer
research projects in Emerging Markets
Type of projects
 Environmental mapping of payer landscape with detailed insight into pricing,
formulary inclusions, restrictions
 Payer research to understand payers’ expectations for new products regarding
product profile assessment & identification of key value drivers, influence of key
value drivers in pricing decisions; perceptions towards price targets and
identification of optimal price; additional information needed to support price –
clinical, health economics and budget impact data.
 Investigation of reimbursement and formulary inclusion process for a new
product; exploring opportunities and hurdles for reimbursement
 Adaptation of Global Value Dossiers – written in local language – to support
pricing, reimbursement or formulary listing of new products and to meet local
payers needs
 Payer communication aids and tools to reflect the best economic argumentation
based on local country data and developed with simplified messages to address
Emerging Markets
 Testing of value story to ensure it resonates with local payers and builds a
compelling case for the new product & refinement of value story by market to
maximize chances of achieving optimal price or formulary inclusion with minimal
restrictions
 Innovative access schemes including patient access schemes for markets with a
high degree of out-of-the pocket payment

19. TNS Vietnam: Operations

20. ©TNS 2013
Fieldwork network in TNS Vietnam
Total 1,151 interviewers in 30 locations
 HCMC: Coordination Centre and 471 interviewers
 Hanoi: 301 interviewers
 Da Nang: 81 interviewers
 Can Tho: 89 interviewers
 Dong Nai: 47 interviewers
 Binh Dinh: 20 interviewers
 Hai Phong: 17 interviewers
 125 interviewers in 23 more locations
60 permanent interviewers in 4 locations (HCMC, Hanoi,
Da Nang, Can Tho)

21. ©TNS 2013
Data Collection Methodology # Interviews
CATI - Telephonic 1,258
CAPI – hand held devices 6,927
CAWI (Online) 3,185
F2F PAPI 108,979
F2F CAPI 240
Mystery shopping 1,152
Focus Groups 432
In-depth interviews 339
In-home visits (Ethnography) 95
Custom sub-total 130,300
Consumer Diaries 246,800
Media 125,000
Total 502,100
2012 interviewing capacity
Note: TNS is migrating face-to-face interviews to tablets in 2013

22. ©TNS 2013
Our CAPI platform
Samsung Galaxy Note 10.1 Survey to Go
60 Android based tablets*
120 trained Interviewers in 16 provinces
2 programmers for survey scripting
Professional help desk
*200 at the end of 2013
100% Replacement to Pen & Paper Surveys
Integrated Quota management
Track interviewers GPS location on a map
Capture Pictures, Videos & Sounds

23. ©TNS 2013
Data Collection
Insightful
Charting & Reporting
Set-up
Processing &
Primary analysis
Data Collection Report
Set-
up
Data Processing / Primary Analysis / Charting ClientClient
Client Client
Preparing reporting
Traditional PAPI
Modern CAPI
Questionnaire
Why we recommend CAPI?
CAPI gives gains in data quality and timeliness of data availability
 Increases accuracy of data collection (built-in logic and filters checks, consistency and
validity check, completeness, automatic clean data, automatic interviewer control)
 New way of stimulus presentation (video, sound, interactive images)
 Increased ease of handling complex questionnaires
 Reduced time for data delivery and data processing (Toplines, Reports)

24. ©TNS 2013
4 levels of control to ensure the highest quality
Quality
Monitoring
Project Briefing
and Supervision
Interviewer Selection,
Qualifying, Training
TNS Global Data Collection
Quality Standards

25. ©TNS 2013
We assure highest quality by going through
5 steps of quality control
TNS Global
Data Collection
Quality Standards
Logical check
100% of sample
Direct quality
control
(min. 20% of sample)
Telephone quality
control
(min. 20% of sample)
Trening process based
direct interview
observation
(5% of sample)
Project based direct
interview observation
(5% of sample)
Quality Monitoring

26. ©TNS 2013 26
Tan Tran | Research Manager
giatan.tran@tnsglobal.com
 Expertise spans across quantitative and qualitative. Tan previously worked in the UK as a
healthcare research analyst and consultant, where he supported international clients in
market understanding / exploration and communications research, i.e. branding, positioning,
messaging and campaign development
 Specialised in reporting and analysis of the Asia Pacific market, including Vietnam. Tan has
worked with major pharmaceutical companies, i.e. Bayer, Boehringer Ingelheim and Pfizer, in
developing competitive intelligence reports on Emerging markets
 Holds a Master’s degree in Journalism from the University of Westminster in the UK and a
Bachelor’s degree in International Relations from the Diplomatic Academy of Vietnam
Meet our team
Ashish Kanchan | Executive Director
kanchan.ashish@tnsglobal.com
 Has over 15 years in market research
 Solid experience of various methodologies
 Tracking (Quality, Service Satisfaction, Brand)
 Strategic and Customised research

27. ©TNS 2013  27
My Dang | Research Manager
thuymy.dang@tnsglobal.com
 Experienced in qualitative research for over 6 years across categories
 Responsible for client account management, project management, moderation, reporting
 Well-experienced across different research techniques including Usage and Attitude studies,
advertising/communications development and evaluation, market exploratory research,
product concept evaluation and development
David Watts | Research Director
david.watts@tnsglobal.com
 Specialised in qualitative research for over eleven years and has extensive experience across a
range of FMCG and housing categories in areas such as NPD, advertising and concept valuation
and brand strategy and development
 Has been involved in projects across Vietnam, Cambodia and recently Myanmar covering
categories such as pharmaceutical, personal care, technology, banking and finance,
telecommunications, internet, alcohol, laundry, food and beverage for over 5 years
Phuong Huynh | Senior Research Manager
phuong.huynh@tnsglobal.com
 7 years experience in Qualitative research
 Has experienced in various methodologies and categories such as healthcare, technology,
FMCG, tobacco, Project execution, daily monitoring, management, moderation, analysis &
reporting

28. ©TNS 2013
4th floor, 58 Vo Van Tan Street, District 3
Ho Chi Minh City, Vietnam
Tel: (848) 3930 6631
Fax: (848) 3930 6632
TNS HCMC Office

29. ©TNS 2013
194 Lac Trung, Vinh Tuy Ward
Hai Ba Trung District, Ha Noi, VietNam
Tel: (844) 3987 7030
TNS Hanoi Office