Retail market - Kazakhstan

1. retail market - Kazakhstan

RETAIL MARKET - KAZAKHSTAN
19.12.2019

2. territory

GENERAL INFORMATION
TERRITORY
2

3. Market Overview

MARKET OVERVIEW
Prescriber
1
Molecule
Tradename
2
Substitution
- The specialist prescribes a
molecule;
- The pharmacist is free to
deliver the generic he wants
3
Substitution
- The specialist prescribes a
tradename
- The pharmacist is free to
deliver any generic
No Substitution
- The specialist prescribes a
tradename ;
- The pharmacist has to deliver
the tradename product
Please indicate which process fits to your market, n°1, 2 or 3
3

4. PURCHASING PROCESS

1
WHO IS THE
PRESCIPTOR/ADVISOR?
(For example)
Specialist;
Pharmacists;
Wise woman;
Gynaecologist;
…
3
2
WHAT IS THE DISTRIBUTION
CHANNEL?
(For example)
• Pharmacy
• Hospital
• …
WHICH FACTORS IMPACT
PHARMACIST ADVICE?
(For example)
• Specialist prescription
• Price
• Scientific rationale
(MedRep visit)
• Company awareness
• …
4
WHICH FACTORS IMPACT
CONSUMER BRAND CHOICE?
(For example)
Pharmacist advice
Price
Product quality (Swiss)
…

5. Product(s) of interest

PRODUCT(S) OF INTEREST
Product
Dosage
Pack
size
Originator name Main indication
Sold on private /
public market
Originator public price /
pack
n°1
n°2
n°3
n°4
…
5

6. territory

PRODUCT N°1 ANALYSIS
TERRITORY
6

7. Product general info

PRODUCT GENERAL INFO
• Product Overview :
–
–
–
–
–
–
–
–
–
–
–
–
Is it a prescription product ? Yes / No
Who is the prescriber ? (Gynecologist, Doctor, other specialist …)
Do the pharmacists shall respect the prescription ? Yes / No
Is it a Substitution market ? Yes / No
Is the product reimbursed ? Yes / No
Where the product could be sold ? (Pharmacies, Doctors, hospitals…)
Should you promote the products ?
If yes, to whom should you promote the product ? (Prescriber / Pharmacists …)
Do you have medical representatives ? Yes / No ; How many ?
If yes, in which sector ? (Gynecology, Oncology …)
Is European packaging accepted ? Yes / No
Should we use a dedicated packaging ? Yes / No
• Registration process :
–
–
–
–
–
Which type of stability study ICH is required ? (Zone II, IVa, IVb …)
Registration timeline ? (12 months, 24 months …)
Registration fees ?
Is the product price setting free or fixed by the MOH ?
If it’s fixed, please explain the process:
7

8. Medical system

MEDICAL SYSTEM
• SPECIALISTS / GP
– Number - Private, Hospitals, Clinics, Key hospitals.
– Are they used to prescribe/recommend this type of product (please precise the product
name)?
• PHARMACISTS
– Number
– Organization (Chains, Independent,…)
– Usual margins
• WHOLESALERS
– Main players
– Usual margins
Please detail how is organized the Medical system in your territory
8

9. COMPETITIVE MARKET ANALYSIS

• GLOBAL MARKET
Total market - main competitors in TO (MiO€)
product 1
product 2
product 3
Total market - main competitors in UN
others
product 1
100
100
80
80
60
60
40
40
20
20
0
product 2
product 3
others
0
2010
2011
2012
2013
2014
2015
2016
2017
Total market - market share in TO
2010
2011
2013
2014
2015
2016
2017
Total market - market share in UN
7% 1%
35%
2012
7% 1%
product 1
56%
product 2
35%
product 1
56%
product 2
product 3
product 3
others
others
9

10. COMPETITIVE MARKET ANALYSIS

• OVERVIEW OF THE 3 MAIN COMPETITORS ON THE TERRITORY
Competitors
Molecule
Brand name Dosage
Pack size
Public price (per pack)
Annual Quantities (per
Annual
Key selling
Market Share
pack)
Revenues (in €)
point
Is the product imported or
locally manufactured ?
Main Competitor
Name
Competitor 2
Name
Competitor 3
Name
• SWOT ANALYSIS OF STRAGEN PRODUCT
Strengths
Weaknesses
Opportunities
Threats
10

11. FINANCIALS

• PRICE POSITIONING
-> Please complete the Excel template (blue cells) below and confirm the most appropriate retail price compared to the outcomes of the
competitive environment evaluation
Rate
Target Public Retail Price incl. VAT
VAT
Cost (EUR)
0.00
PHARMACY*
Public Retail Price excl. VAT
Pharmacy margin
Purchasing price from wholesalers
0.00
0.00
0.00
WHOLESALER
Transfer price to pharmacies
Wholesaler margin
Partners selling price
0.00
0.00
0.00
Client company
Transfer price to wholesaler
Partner Gross Margin
Custom duties / Import Taxes
Purchasing price from Stragen
0.00
0.00
0.00
0.00
STRAGEN
Target Transfer price from Stragen
0.00
11

12. FINANCIALS

• FORECAST
Product
Dosage
Pack Size
Year 1
Year 2
Year 3
Please detail the rationale supporting your sales forecast
12

13.

www.stragen.ch
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