roche pakistan

7/13/2019 Roche Pakistan

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GROUP MEMBERS

SYED MAAZ HASAN 6012

OVAIS YOUNUS 6139

SYED ZOHAIB HASAN 6152RAFAY ALAM 6182

S.M. MOBEEN ZAFAR 6083

FAIZAN KHALID 6261

ASAAD AZEEM BAIG 6177


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The Business We are InTo focus on pharmaceuticals and diagnostics with highquality and research based medical solutions.

We want toPassionate about transforming patients lives. We do this todayto build a better tomorrow

Regions

All across Pakistan. The country has been divided into fourmain regions East, West, South and North.

Consumers and UsersPatients

Health Professionals

Health conscious individuals


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NeedsReliabilityConvenienceFocus on family's health, and hygiene

Accurate medical solutions

Added ValueCustomer care centers.

Home delivery

Academic learning platform

Technological advancements (gold plated electrode strips)

Business that the we are not in

other than pharmaceuticals and diagnostics.


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PatientsEnduser/applications

Products

Health Professionals Health conscious individuals

End User

RetailerRetailerChannels

Whole sellerDistributor

The Company

Channels

Accu chek,free

Style optium, one touch

medisign

Accu chek,free

Style optium, one touch

medisign


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Health conscious market segment containsindividuals who are not diabetic patients butconcerned about there health and in thatprocess time to time they under go test to

determine whether or not they have beendiagnosed diabetic.

This has been deemed a gap which any of the

player has not been able to tap as yet sothere is a high chance to cover thisopportunity.


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MARKETSEGMENTS 2009 2010 2011 2012 GROWTHPER ANNUM

ON AVG

Patients

HealthProfessionals

Total

.855

.0316

.8866

.929

.0340

.963

1.016

.0368

1.0528

1.12

.04

1.16

8.56%

7.5%

16.06%


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MARKET SEGMENTS

MARKETSEGMENTS 2013 2014 2015 2016 GROWTH PERANNUM

Patients

HealthProfessionals

Total

1.220

.0432

1.2632

1.336

.0468

1.3828

1.473

.0509

1.5239

1.635

.0554

1.6904

10 %

8.6%

18.6%


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Increase in the market size up to 2.54 %(from 16.06% to 18.6%)

It shows the emerging growth in the market

EffectsHigh industrial Profitability.


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The ever-growing population of diabetespatients, currently prevailing rate of diabeticpatients in Pakistan is 9.2%

Every ten seconds a person is diagnosed as adiabetic patient.

Expanding economies and growing affluence

in countries of the Pacific Rim includingPakistan create additional opportunities tosell glucose monitoring products.


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Attempts by health care professionals,insurance companies, and diseasemanagement companies to educate diabetespatients on the importance of SMBG.

Advances in SMBG testing technology thatmake it easier and more convenient toperform testing.


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PRODUCTSEGMENTS

INTRODUCTION GROWTH MATURITY DECLINE

Roche (Accu chek

performa)+++

Abbott (optium) +++

J & J (one touch)

+++Generic Players( u-

chek, glucocart &

medisine)

+++


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Due to the increase in the overall market by2.54% the chances of the brand could shifttowards maturity stage in the overall market.

This may effect to have an entry for newcompetition in the market.


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COMPETITION Market Share PatientHealth

Professionals

OVERALL

1 Roche 50 % 60 40 100

2 Abbott 30 % 75 25100

3 Generic 20 % 100 0 100

Historical growth 8.56% 7.5%

Projected growth 10% 8.6%

Industry

profitability++ +


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DISTRIBUTION 2013 2016

retailer 70% 74%

Wholesaler 30% 26%

TOTAL 100% 100%


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According to the survey research from theretail stores and we get in to the assumptionthat the retail stores will lead instead ofwholesaler with the rate of 4% after 3 years.

Reason behind that the awareness of aproduct is not quit significant and usuallypatients will get the product through nearretail general stores and home deliveryservice.


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STRENTHS

Research Based

Product

Differentiation

Strategy

High Market Share

WEAKNESSES

PerformanceRigidness

Short Product Range


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OPPORTUNITIES

Increasing

Prescribed Market

Capture new

market segments

THREATS

Buying Pattern

Fear Of New Rivals

(Due To Less ProductRange and high price)


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External Analysis Internal Analysis

Threats Strengths

Opportunities Weaknesses

Through differentiated

strategy new products could

be launched in the market

for capturing new segments.

Due to the increasing

market size in the future can

be served through new

innovated product range.Having research based product

strengths can eliminate threats

for the upcoming competitors

Buying pattern of consumer are less due to

lack of awareness ,must work on awareness

for this program and change the strategiesaccording to the related industry


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Doing now what

patients need next


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Environment makes RO HE DifferentHOW ?

To specifying the target populationbetter medicines, better diagnostics testwith innovative people having freedomand diversity to pull all their effort,

ideas and frame into reality


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Current Annual Sales are PKR 800 million,which Roche aims to enlarge up to PKR 1billion in 12 months time period.

In the next 3 to 5 years the intent is toachieve the annual sales of PKR 2 Billion.


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Health care

diagnostics

solution

through

awareness

Working on

understanding ofdiabetic solution,

through accu-chek

learn platforms and

academic level

program.

Customers wants reliability,

availability , customer service,accuracy and cost

Heath care solution

Key strengths are

innovative people

working in a freedom

based environment

which pull all the

efforts in to reality

Currently less product range

in the diagnostics segment

Our

competito

rs Score

6.5/10

How do we Score

7.8 /10


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FACTOR /

NUMBER

Absolutely

CriticalVery Important Quite Important Nice to Have

Not

significantDont Want it

5 4 3 2 1 0

Reliability

Cost

Availability

Post Sale

Comfort


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Quality

Roche Abbott GenericNon Price Attributes Affecting

Customer Choice

%

weightProduct Related Marks obtained out of 100 (20 for eachattribute)

Reliable35 25 22 12

Comfort15 20 18 10

Service Related

Customer Care20 23 16 0

Home delivery

30 18 15 0

Total 100 86 71 22

Has quality gone up/down (+/-)

In past 4 years

+ + -


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Parallel Import

Generic Market

Individual Wrapping System

Frequency Rate Of Testing In Pakistan (Working On 7 Times a

Day)

Awareness


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Issue Name Parallel

Import

Generic

Market IndividualWrapping

System

Frequency

Rate Awareness

Customers ++ + + + ++

Regions ++

Market segments

Needs/wants/applicat

ions ++ + ++

Products

(prices)/services+ + + + +

Strategic

Management+ + +

Customer base

Management + + + ++

Technology

Plant & Equipment

Distribution Channels+ + + ++


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What How Who When

Focus on new segments

New Product

Range

Through innovation &awareness regarding the

diabetes.

CEO In 2014

ANALYSISINPUT ADDRESSEDINACTIONPLAN

Focus on new segmentNot only Diabetic patient but fitting tool for

family health care.


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What How Who When

Focus on new segments

New Product

Range

Through innovation &awareness regarding the

diabetes.

CEO In 2014

ANALYSISINPUT ADDRESSEDINACTIONPLAN

Focus on new segment Catering the health conscious individuals

market segment


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QU STIONS

roche pakistan

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