Brief View of

Pharmaceutical with
Context of Mendoza

By: Agha Nauman

P &T Manager
Mendoza
1
Dear Sir,

Asalam-o-elicum

Hope you are in your best health and

Eeman. (Ameen)

Before we go any further sir, I would like to

say congrats about having 75 % growth
(IMS) in sales compared to last year, as
Mendoza sales on MAT basis “ 449 “
Millions and place itself on “55th ” position
by value while it has 28th place by
units ,after the blessing of Allah. This is
really the result of tremendous efforts by
all Mendoza family. 2
Sir but this is not the end of life we
could have placed ourselves near
before the line, we need to be very
bold ,need to make more brighter
corporate image of our company
,have smart work can get our 80%
business from 20% of our customers
but here it looks we are practicing
reverse action like we are on 28th
position by units but 55th by value
that means “we are doing more
hard work but getting less
input”. 3
What does it mean?

4
For instance, many of
companies who are not
selling as much
pharmaceutical products by
units as we are but they
getting more revenue than
us. That means some thing
should be sort out!

Let see What & Where the

loopholes are: 5
SWOT Analysis

6
 Weakness

1 To many products in each group (20 app.

by strength).
2.SPO can not concentrate on too many
products.
3.Lake of hit Salt
4.Unavailablity of special products
5.Less concentration on valuable drugs for
APO.
6.Old and General formulas
7
 Threats
1.Sales could be effected due to not having
Value addition.
2.Corporate image could be made as a old
company which can’t Adopt new trends.
3.Good Field force can switch over to new
and larger group.
4.New arrivals can occupy space before us.
5.Too many competitors and products can
make difficult to get share.

8
 Opportunities

1. Still too many space available to get

the share.
2. Too many new salt available.
3. Less Competition by now.
4. Some of areas even vacant or has
only one or two existence.
5. Not too much Ministry requirement.

9
 Strengths

1. Reliable Name amongst

pharmaceuticals
2. Huge Experience
3. Huge Field Force
4. Already got Penetration amongst
Practitioner
5. Good Distribution Channels

10
 Value=(Rs) Millions

0
500
1,0 00
1,5 00
2,0 00
2,5 00
Augmentin (17%),
2,300

Amoxil, 1,062

Ponstan, 1,050

Valosef, 1,036

Pegasys, 930

NA T BA SIS
Flagyl, 819

Brufen, 777

Methycobal, 662

Risek, 614

Rosephin, 604
Top 10 Products By Value

11
 10
15
20
25
30
35

0
5
Millions
Betnovate N, 31.9305

Augmentin, 29.4065

Brufen, 25.52
Panadol, 16.2707

Hydryllin, 15.1676

Flagyl, 14.1057

Dermovate, 13.5429

Calpol, 13.202

Amoxil, 12.7186

Cac 1000
Flagyl

Calpol

Amoxil
Brufen

Panadol

Hydryllin

Cac 1000
Augmentin

Dermovate
Betnovate N
Top Ten Products By Units

12
Top Ten Companies By
Value
1,GSK 8,SAMI
2,ABBOTT 9,MERCK
3,NOVARTIS 10,HILTON
4,SA
55,MENDOZA
5,PFIZER
6,GETZ
7,ROCHE
13
Top Ten Companies By Units

1,GSK 8,PFIZER
2,ABBOTT 9,R&B
3,NOVARTIS 10,WYETH
4,S.A
28,MENDOZA
5,SEARLE
6,MERK
7,SAMI
14
Mendoza VS Top Leading
Comp
VV UV Comp Name
Value(000)
55 28 Mendoza
449468
10 27 Hilton
3055993
7 22 Roche
3588325
19 26 Nestle 15
Mendoza VS Leading
Companies
Here are some companies name those
come after Mendoza unit vise but
come before Mendoza value vise
1,Eli Lilly 5,Werrick
9,Brooks
2,Nabi qasim 6,Himont
10,Meiji
3,Otsuka 7,Servier
4,Stiefel 8,Wilson 16
Mendoza Place In Top 120 by
Value or By units

We Regret
Unfortunately Neither
of Mendoza Products
Come IN Top 120 by
units Nor By value
17
Keep Our hopes high

• Keeping our fingers Cross

with the vision that within 5
years our products will be on
top 50 InshaAllah!

18
14000000
To p Ten Pharm a M anufacturers (Value W ise)
1200000018%
10000000
8000000
19%
6000000
Value

16% 25%
4000000 24% 31% 18% 10%
18% 34%
2000000
0

Co m panies

19
 3000000
5.4%Top Ten Pharma M anufacturers (Unit W ise)
2500000
2000000
1500000
18%
1000000
U
n
its

10%
14% 14% 20% 34%
500000 7.1% 36% 29.4%

Companies

20
Main Share of Therapeutic
Class
2007

21
Main Share Therapeutic
Class 2008

22
Suggestion

• Market High Value Products

• Target and Market Potential
Segments Like:
1.Anti Infective (Cephalosporins)
2.Vascular Segments (ACE
inhibotors,Btablockers,Nitrates)
3.Diabetic Segments
(Glitazone+Comp)
4.Alimentary & G. I Segments (PPI,)
23
Company Classification

24
Group Classification

25
Specialized Group

26
Foreign Collaboration

27
28
General Pharmaceutical
Market Summary

29
Trends of Pharmaceutical
Market

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Anybody can cut prices, but it
takes brains to produce a
better article!

-- P D Armour --

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