Market performance report Business Excellence Russia

1.

Market performance report
Business Excellence Russia
Jul 2020
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1

2.

Key highlights:
Overall market
In Jan-Jul 2020, Russian pharmaceutical market grew by + 14% in value and by -1,1% in volume (packs). The key driver is the program segment with +51% growth in Hospital purchases,
+14% in federal reimbursement and 34% regional reimbursement . Retail grew by +4.5% in value with negative growth by -2.8% in volume. Retail OTC products grew by 8,2% and RX Retail
products increased by 4,3% in Retail Sell-out (in value). Total retail Sell-out grew by 5,6% YTD.
After pre-epidemic sales growth by 48% in value (Mar’20 vs Mar’19), the total pharm market sell-in growth decreased to 4% (Jul’20 vs Jul’19) .
Actually Ipsen is #54 in IQVIA pharma companies ranking in MAT Juд’20;
Together with aesthetic sales, Ipsen is on #50 position.
Ipsen market share on total market is stable/slightly growing in Jul MAT at 0,39% as result of SC growth and CHC slight decrease.
CHC Jul’ 2020 (Sell-in data in value, Retail prices)
Smecta growth is +2% in MAT’ Jul’20 while market is declining by 8%. Smecta share 21,8% for YTD Jul'20. Market declined by 28% in May-Jul and Smecta following this trend in all regions.
Smecta decreased in Jul by 19% vs LY but showing better performance vs market (-29% vs LY)
Ipsen bowel cleansing products are declining by 20% in YTD Jul’20, however market is also declining by 14%.
Tanakan is growing by +13% on declining market (-9%) in YTD’ Jul’20. All regions are growing above the market. Tanakan reached 35,9% market share in YTD Jul’20.
Forlax is showing double-digit growth (+19%) on growing market (+6%) in YTD Jul’20.
SC Jul’ 2020 (Hospital, DLO, RLO)
Dysport (neuro) sales are also showing the positive trend in YTD Jul’20 (+15%). However Dysport neuro decreased in Moscow in May-Jul and decreased more than market. Total Dysport
Neuro sales decreased in May-Jul by 10% vs LY and decreased more than market
Diphereline sales are growing significantly above market: +82% vs 15% in YTD Jul’20. Diphereline sales are growing in all regions, but in May-Jul sales growth for the Capital region is slower
vs market growth
Somatuline sales growth is also above the market performance in YTD Jul’20. Somatuline is growing by +101% vs +30% of market growth. Somatuline is growing faster than market in all
regions.
Cabometyx Market share in 2020 grew up to 3,5% with the best results in Moscow (5.8% YTD Jul’20).
Aesthetics MAT Aug’20 LS (22.9 m Eur) is slightly lower vs MAT Jul’20 (23.1 m Eur) due to 13% decrease of sales in Aug’20 vs LY.
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3.

Ключевые выводы
Рынок в целом
С начала 2020 года российский фармацевтический рынок вырос на 14% в деньгах и сократился на -1,1% в упаковках. Основным
источником роста является канал госзакупок: госпитальные закупки выросли на 51%, федеральная льгота на 14% а региональная льгота
на 34%. Аптечные продажи выросли на 4.5% в деньгах и упали на 2.8% в упаковках. Все продукты (рецептурные и безрецептурные)
выросли на 5.6% в Sell-out (в денежном выражении) в Retail. Продажи рецепурных препаратов выросли на 3.6%, безрецептурных на 7.8%.
Ipsen занимает 54 позицию среди всех производителей на фарм рынке (МAT Jul’20)
Учитывая продажи эстетического подразделения, Ipsen входит в Топ 50 производителей.
Доля рынка Ipsen составила 0,39% от всех продаж лекарственных средств за последние 12 месяцев и продолжает расти.
CHC Июль 2020 (продажи в аптечные точки в денежном выражении)
Смекта растёт (+2%) быстрее рынка (-8%), наращивая долю рынка MAT Jul’20. Доля рынка Смекты составила 21,8% за первые 7 месяцев
2020. В мае-июле продажи на рынке смекты сократились по сравнению с прошлым годом и смекта следует за рынком. В Июле продажи
Смекты сократились на 19% vs LY однако рынок падает быстрее -29% vs LY
Препараты Ипсен для очистки кишечника перед колоноскопией упали на 20%, однако и рынок сократился на 14% (YTD Jul’20).
Танакан прирастает на 13% на сокращающемся рынке (-9% YTD Jul’20). Продажи во всех регионах растут быстрее по сравнению с рынком.
В 2020 году Танакан достиг доли рынка в 35,9% за первые 7 месяцев 2020.
Форлакс демонстрирует стабильно высокий прирост в 19% на растущем рынке (+6%), что позволяет наращивать долю рынка.
SC Июль 2020 (госпитальные закупки, DLO, RLO)
Продажи Диспорта в неврологии растут с начала года (+15%), однако в мае-июле продажи в Москве падают и падают быстрее рынка.
Суммарно продажи Dysport Neuro сократились на 10% в мае-июле и падают быстрее рынка.
Продажи Диферелина растут существенно опережая рынок: +82% против 15% для YTD Jul’20. Диферелин растет во всех регионах, однако
в мае-июле в центральном регионе продажи растут медленее рынка
Соматулин растёт быстрее рынка во всех регионах. Общий рост продаж Соматулина составил +101% за первые 7 месяцев 2020 и намного
опрежает рост рынка (+30%).
Доля рынка препарата Кабометикс в первые 7 месяцев 2020 году составила 3,5%. Самая высокая доля в столице (5,8% YTD Jul’20).
Данные от дистрибьюторов показывают восстановление продаж эстетического направления в Июне до уровня 23.1 млн Евро (MAT July’20),
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4.

Source: IQVIA highlights report July’20
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4

5.

Source: IQVIA highlights report Jul’20
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5

6.

Ipsen place on the market
In MAT Jul’20 Ipsen overperformed Rompharm, Geropharm and gained 54 th place on the Russian Pharma Market.
Russian pharma market by corporations, % of total market value
2019
2018
2017
MAT Jul’20
53
CANONPHARMA
0.45%
53
OBNOVLENIE
0.46%
53
SUN PHARMA
0.39%
53
SUN PHARMA
0.40%
54
ATOLL OOO RF
0.44%
54
FARMASOFT
0.42%
54
SEVERNAYA ZVEZDA
0.39%
54
IPSEN
0.39%
55
FARMASOFT
0.42%
55
UNIDENTIFIED
0.42%
55
FARMASOFT
0.39%
55
GEROPHARM
0.38%
56
NIARMEDIK PLUS
0.42%
56
NIARMEDIK PLUS
0.41%
56
GEROPHARM
0.38%
56
FARMASOFT
0.38%
57
GROTEX RF
0.40%
57
INFAMED RF
0.40%
57
INFAMED RF 0.38%
57
ROMPHARM 0.35%
58
INFAMED RF
0.39%
58
IPSEN
0.39%
58
ROMPHARM 0.37%
58
OZON OOO 0.34%
59
SOPHARMA*
0.39%
59
UNIPHARM U.S.A 0.37%
59
IPSEN 0.36%
59
SOPHARMA 0.32%
60
BOSNALIJEK
0.38%
60
SOPHARMA* 0.36%
60
ALEXION PHARMA 0.36%
60
POLYSAN 0.32%
61
OZON OOO
0.38%
61
GEROPHARM 0.36%
61
NIARMEDIK PLUS 0.34%
61
GLENMARK 0.31%
62
IPSEN
0.37%
62
ROMPHARM 0.35%
62
OZON OOO 0.34%
62
PRO.MED.PRAHA 0.31%
Source: IQVIA Retail, Hospital, DLO, RLO in value - Jul 2020 w/o Aesthetics and Circadin sales in Retail prices
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7.

Ipsen place on the market – with aesthetic
With aesthetic business Ipsen is being in TOP-50.
Russian pharma market by corporations, % of total market value
2019
2018
2017
MAT Jul’20
41
BMS
0.60%
41
BIONORICA
0.60%
41
EVALAR 0.61%
41
SYNTEZ 0.58%
42
ALEXION
0.57%
42
GENERIUM
0.60%
42
ATOLL OOO RF 0.60%
42
BIONORICA 0.56%
43
VERTEX ZAO RF
0.57%
43
MATERIA MEDICA
0.59%
43
BIONORICA 0.59%
43
EVALAR 0.55%
44
MICROGEN
0.56%
44
RECORDATI*
0.56%
44
ELI LILLY 0.59%
44
CANONPHARMA PRODUC
0.54%
45
BIONORICA
0.56%
45
BMS
0.56%
45
AMGEN 0.55%
45OBNOVLENIE/RENEWAL
0.53%
46
RECORDATI*
0.56%
46
GROTEX RF
0.55%
46
RECORDATI* 0.55%
46
AMGEN 0.53%
47
OBOLENSK FP
0.55%
47
OBOLENSK FP
0.54%
47
SYNTEZ 0.51%
47
ELI LILLY 0.53%
48
MARATHON
0.55%
48
MARATHON
0.52%
48
CANONPHARMA 0.51%
48
MATERIA MEDICA 0.53%
49
ELI LILLY
0.55%
49
ATOLL OOO RF
0.51%
49
MATERIA MEDICA 0.51%
49
RECORDATI 0.51%
50
IPSEN
0.53%
50
IPSEN
0.50%
50
IPSEN 0.49%
50
IPSEN 0.49%
Source: IQVIA Retail, Hospital, DLO, RLO in value – with aesthetic LS in value and without Circadin sales in Retail prices
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8.

Ipsen MS evolution
Jul 20 MAT Dynamic shows the improvement of SC market share. CHC share have declined in MAT Jul’20 vs MAT Jun’20
MAT Ipsen RU pharma market share, %
SC tender
0.387 0.390 0.389 0.383 0.383 0.379 0.378
0.4%
0.378 0.374 0.371 0.374 0.374 0.374 0.374 0.376 0.379 0.386
0.376 0.374 0.372 0.369
0.366 0.367 0.365 0.370
CHC
Ipsen
0.376 0.379 0.379 0.382
0.386 0.386
0.3%
0.251 0.251 0.248 0.247 0.247 0.249 0.246 0.246 0.247 0.248 0.248 0.248 0.245 0.243 0.243 0.243 0.242
0.238 0.239 0.237 0.237 0.234 0.230
0.229 0.228 0.228 0.226 0.226
0.2%
0.127 0.124 0.123 0.127 0.127 0.125 0.128 0.130 0.132
0.138 0.139 0.142 0.143 0.140 0.141 0.136 0.136 0.139 0.135 0.135 0.133 0.133 0.137 0.137 0.142
0.148 0.153 0.154
0.216 0.216 0.214
0.165 0.170 0.172
0.1%
0.0%
Jan’18
Mar’18
May’18
Jul’18
Sep’18
Nov’18
Jan’19
Mar’19
Source: IQVIA Retail, Hospital, DLO, RLO in retail value – Jul 2020 w/o Aesthetics and Circadin sales
CHC and SC BUs market share on the total pharma market
May’19
Jul’19
Sep’19
Nov’19
Jan’20
Mar’20
May’20
Jul’20
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9.

Ipsen vs Russian market growth
In Jul Ipsen is growing same as market with 4%. Market is growing mainly due to price effect
IPSEN
Total Growth, %
TOTAL PHARM MARKET
57%
60%
40%
20%
0%
-20%
-1%
-12%
6%
-5%
9%
-2%
15%
12%
7%
11%
Delta
14%
13%
19%
17%
14%
22%
37%
33%
33%
28%
8%
4%
20%
16%
7%
14%
15%
9%
20%
13%
9%
10%
9%
9%
20%
13%
-5%
-2%
15%
9%
14%
13%
13%
18%
3%
5%
4%
2%
7%
18%
6%
48%
17%
12%
12%
12%
0%
6%
2%
4%
4%
-40%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
40%
30%
20%
10%
0%
-10%
-20%
-30%
Volume effect, % 37%
12%
-3%
11%
4%
7%
6%
9%
18%
16%
12%
2%
29%
28%
26%
1%
6%
8%
8%
26%
18%
0%
9%
3%
-2%
16%
3%
2%
3%
1%
0%
-1%
2%
-9%
1%
-4%
-5%
-7%
2%
10%
-3%
-7%
-1%
-2%
-8%
-4%
2%
6%
8%
2%
-2% -12%
-21%
-4%
-6%
-9%
23%
-27%
-5%
-3%
-18% -17%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20May’20 Jun’20 Jul’20
Price effect, %
40%
20%
0%
-20%
-40%
3%
-13%
-9%
2%
-16% -11%
3%
1%
9%
-14%
7%
-23%
11%
1%
15%
4%
-5%
0%
4%
7%
11%
2%
9%
7%
11%
7%
17%
18%
10%
13%
-3%
14%
8%
-8%
31%
25%
13%
19%
12%
15%
16%
17%
10%
10%
-11%
16%
16%
0%
29%
24%
31%
21%
25%
32%
14%
39%
12%
24%
22%
5%
9%
-7%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
Source: IQVIA Retail, Hospital, DLO, RLO in value – Jul 2020 w/o Aesthetics and Circadin sales in Retail prices
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10.

Consumer Healthcare vs Russian market growth
In Jul’20 CHC is below the market in Value (-10% Ipsen vs 4% Market) due to volume decrease.
CHC
40%
0%
-20%
Delta
Total Growth, %
60%
20%
TOTAL PHARM MARKET
10%
6%
4%
-12%
9%
7%
-3%
0%
13%
11%
48%
25%
13%
19%
4%
22%
17%
11%
4%
14%
8%
14%
16%
7%
7%
15%
-3%
20%
9%
8%
10%
9%
8%
20%
15%
11%
5%
22%
9%
14%
13%
13%
13%
-2%
-2%
-5%
-40%
18%
11%
18%
16%
17%
13%
37%
-12%
-8%
12%
0%
2%
4%
-13% -10%
-14%
-22% -11%
-33% -21%
-21%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
40%
30%
20%
10%
0%
-10%
-20%
-30%
Volume effect, % 26%
12%
-3%
11%
4%
7%
37%
9%
18%
16%
12%
6%
2%
29%
27%
9%
1%
6%
8%
25%
18%
8%
0%
3%
-2%
16%
3%
2%
3%
1%
0%
-1%
3%
-9%
1%
-4%
-5%
-7%
2%
11%
-3%
-7%
-1%
6%
-2%
-8%
-4%
1%
2%
-6%
-9%
7%
-4%
23%
2%
-2%
-3% -5%
-12%
-15% -16% -12%
-19% -17%
-21%
-27%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
30%
20%
10%
0%
-10%
-20%
-30%
Price effect, %
-3%
3%
-9%
-6%
2%
1%
9%
7%
11%
15%
4%
7%
11%
9%
11%
17%
4%
-12% -12%
-7%
-12%
-12%
-12% -10%
-15%
-2%
-2%
-5%
18%
8%
25%
10%
8%
14%
7%
13%
12%
15%
16%
3%
6%
4%
2%
6%
17%
1%
16%
5%
24%
14%
21%
6%
25%
14%
11%
-14% -14%
0%
12%
9%
7%
5%
7%
6% 2%
-2%
-7%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
Source: IQVIA Retail, Hospital, DLO, RLO in value – Jul 2020 w/o Aesthetics and Circadin sales in Retail prices
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10

11.

Specialty Care vs Russian market growth
In Jul’20 SC is higher than market performance.
SC
Total Growth, %
125%
100%
75%
50%
25%
0%
-25%
-50%
TOTAL PHARM MARKET
112% 105%
50%
6%
-18%
-12% -22%
9%
1%
7%
40%
9%
11%
19%
13%
-3%
19%
75%
55%
22%
8%
4%
29%
14%
32%
7%
33%
20%
15%
27%
46%
10%
9%
9%
10%
-29%
-18%
39%
15%
20%
13%
9%
-17%
14%
-11%
6%
68%
18%
17%
13%
13%
86%
60%
-1%
48%
12%
18%
Delta
0%
28%
32%
2%
4%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20May’20 Jun’20 Jul’20
100%
75%
50%
25%
0%
-25%
-50%
Volume effect, %
-14%
-3%
-2%
4%
7%
6%
29%
24%
6%
2%
79%
75%
55%
-6%
8%
48%
8%
39%
1%
0%
20%
10%
3%
-2%
21%
3%
6%
50%
32%
3%
-11%
-1%
-9%
-25%
10%
-4%
-5%
7%
2%
11%
-3%
-1% -2%
-10% -18%
16%
-4%
2%
-2%
71%
82%
47%
23%
-6%
-4%
23%
-2%
-12%
-1%
-3%
-11%
-5%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
60%
40%
20%
0%
-20%
-40%
-60%
Price effect, %
41%
-5%
-9%
3%
-21%
2%
-5%
1%
-4%
9%
-15%
7%
4%
11%
11%
15%
7%
4%
-20%
0%
7%
11%
9%
22%
9%
12%
11%
17%
18%
10%
14%
25%
13%
-5%
15%
2%
-4%
-7%
12%
0%
24%
22%
16%
17%
-1%
-33%
16%
2%
24%
10%
39%
45%
14%
12%
23%
21%
25%
44%
29%
5%
9%
-24%
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18 Jul’18 Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19 Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20 Jul’20
Source: IQVIA Retail, Hospital, DLO, RLO in value – Jul 2020 w/o Aesthetics and Circadin sales in Retail prices
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11

12.

Distribution Index dynamic
Purchase index have recovered after drop in April. Distribution of Eziclen decreased from 12% in March to 8%
85%
78%
80%
78%
FORTRANS
75%
70%
70%
TANAKAN 30
64%
65%
TANAKAN 90
FORLAX 20 4G
60%
55%
FORLAX 20 10G
EZICLEN
44%
41%
45%
40%
43%
40%
44%
30%
27%
25%
21%21%21%
19%
16%
14%
20%
15%
10%
0%
4%
12%
10%9%10%
SMECTA RTU8
SMECTA RTU12
30%
7% 8%
Jan’17
Feb’17
Mar’17
Apr’17
May’17
Jun’17
Jul’17
Aug’17
Sep’17
Oct’17
Nov’17
Dec’17
Jan’18
Feb’18
Mar’18
Apr’18
May’18
Jun’18
Jul’18
Aug’18
Sep’18
Oct’18
Nov’18
Dec’18
Jan’19
Feb’19
Mar’19
Apr’19
May’19
Jun’19
Jul’19
Aug’19
Sep’19
Oct’19
Nov’19
Dec’19
Jan’20
Feb’20
Mar’20
Apr’20
May’20
Jun’20
Label
0%
2% 3%
6% 5% 6% 5% 6%
8% 8%
45%
39%
33%
35%
0%
53%
53%
50%
5%
SMECTA POWDER 10
Source: IQVIA Sell-in Retail Jul 2020; Purchase Index.
PAGE
12

13.

CHC Performance July’20 Sell In.
Diarrhea segment is declining by 16% Jul’20 YTD, while Smecta declining only by 4%. Ipsen bowel cleansing is declining by 37% in last 3 month. Tanakan is growing by +13%
YTD and gaining market share from almost all players. Forlax is showing double-digit growth by +19% vs YTD Jul’19.
Ipsen Brand performance
– Growth %
Market size
MAT Jul M
euro@75
Smecta
Fortrans
Eziclen
Tanakan
Forlax
Ipsen sales MAT MAT’ Jul
vs LY
Jul
M euro@75
101
17
20
8
44
15
168
4
YTD’ Jul
vs LY
2%
-4%
-10%
-20%
MQ*Jul
vs LY
Jul
vs LY
MAT’ Jul
vs LY
-22%
-19%
-8%
-25%
-37%
6%
13%
3%
9%
20%
19%
18%
13%
Source: IQVIA Sell-in Retail July 2020 in value, Retail prices
*MQ – Moving Quarter (May-July)
MQ*’Jul
vs LY
Jul
vs LY
-16%
-28%
-29%
-1%
-14%
-33%
-4%
-6%
-9%
-9%
10%
6%
1%
-9%
13%
7%
YTD’ Jul
vs LY
Ipsen Brand
Market Share %
Delta Growth in ppt
Market performance
- Growth %
-17%
MAT’ Jul
vs LY
10%
-9%
YTD’ Jul
vs LY
12%
-6%
19%
14%
MQ*’Jul
vs LY
6%
-4%
Jul
vs LY
10%
-8%
12%
18%
17%
21%
MAT’
Jul
YTD’
Jul
MQ’
Jul
19.9%
21.8%
20.8%
20.2%
51.1%
51.2%
50.3%
48.9%
33.4%
35.9%
35.3%
36.6%
2.2%
2.3%
2.3%
2.3%
PAGE
Jul
13

14.

Smecta retail performance
Smecta gained +2.1 pts MS in MAT’Jul 20 vs LY but decreased in absolutes vs MAT Apr’20 due to market decline.
21,4
Smecta MS%
Smecta value, M.Eur
19,7
20
16,6
16,6
16,7
16,7
17,0
17,4
17,7
18,1
17,9
18,2
18,6
18,6
18,7
18,9
20,5
20,6
21,3
19,5%
19,1
20,9
19,6%
20,5
19,6%
19.9%
20,1
19,2%
18,9%
18,5%
18,5%
18,5%
18,6%
Dec’19
17
17,3
18,6
20,2
Nov’19
18
18,3
20,1
Oct’19
19
19,7
19,9
Sep’19
21
20,8
Jun’20
22
May’20
Ipsen MAT value, market share evolution by brand
18,7%
16
18,3%
15
17,8%
14
17,6%
13
17,2%
17,1%
11
16,9%
16,8%
16,8%
16,7%
17,0%
17,0%
17,0%
Mar’19
17,1%
Feb’19
17,1%
Jan’19
17,1%
Nov’18
17,2%
Oct’18
17,2%
Sep’18
12
17,4%
17,1%
16,8%
6
5
4
3
2
Source: IQVIA Sell-in Retail market in Retail prices
PAGE
14
Jul’20
Apr’20
Mar’20
Feb’20
Jan’20
Aug’19
Jul’19
Jun’19
May’19
Apr’19
Dec’18
Aug’18
Jul’18
Jun’18
May’18
Apr’18
Mar’18
Feb’18
0
Jan’18
1

15.

Smecta regional performance.
In last 3 month sales of Smecta have decreased by 18%-30% decline, following the market. But delta growth are
positive for all regions.
Market size
MAT Jul M
euro@75
Moscow
Ipsen sales MAT
Jul M euro@75
5,0
28,7
Smecta performance
– Growth %
MAT’Jul
vs LY
4%
YTD’Jul
vs LY
5%
Diarrhea Market performance
- Growth %
MQ*’Jul
vs LY
-27%
MAT’Jul
vs LY
-5%
YTD’Jul
vs LY
MQ*’Jul
vs LY
Smecta
Market Share %
Delta Growth in ppt
MAT’Jul
vs LY
YTD’Jul
vs LY
-16%
-34%
9%
21%
-11%
-19%
-31%
12%
8%
MQ*’Jul
vs LY
7%
MAT’
Jul
YTD’
Jul
MQ*’
Jul
17.4%
21.2%
18.6%
19.9%
21.4%
20.6%
20.2%
22.3%
22.9%
North-West
8,0
1,6
South &
South Volga
4,9
1,0
5%
-6%
-19%
-10%
-21%
-34%
15%
15%
Ural
4,6
0,9
5%
-10%
-24%
-9%
-18%
-26%
14%
8%
2%
20.4%
20.7%
20.7%
Siberia &
Far East
4,4
0,9
0%
-10%
-21%
-15%
-23%
6%
5%
2%
21.3%
21.9%
22.2%
1%
-5%
-18%
-15%
-24%
11%
9%
21.1%
22.2%
21.5%
NonCovered
50,7
1%
10,7
-11%
-32%
-6%
-9%
-1%
15%
6%
Total Russia:
Source: IQVIA Retail Jul 2020 in value in Retail prices
*MQ – Moving Quarter (May-July)
19,9% 21,8% 20,8%
PAGE
15

16.

Smecta RQ Performance by employees (Medical line)
Please find details
(by city) here
May'20-Jul'20
IPSEN Sales, M RUR
Market Sales, M RUR
0 2 4 6 8 10 12 14 16 0
AGAEV Ramil
ALISOVA Anastasia
10
20
3.9
30
50
60
0%
70
5%
DZHANKOBILOVA Gulnara
30
13.9
FEDORUK Maria
65
6.3
29
4.6
KAVERINA Galina
21
6.1
28
OKULOVA Mariya
3.0
PODDUBNIY Evgeniy
21.7%
15%
-
1.2
1.0
21.8%
16%
-
1.2
1.0
17%
-
1.2
1.0
17%
-
1.2
2.0
9
TSYGANKOVA Elena
2.0
9
TYMCHENKO Evgeniya
4.0
TYURIN01 Vyacheslav
4.1
VOSKOVSKIY Sergey
3.6
VOZGALOV Ivan
2.7
15%
6%
23.4%
21.9%
15%
16%
22.1%
23.0%
15
16
13
Source: IQVIA Shipments Database, value
15%
4%
27.5%
22.4%
20.8%
0.7
1.0
1.1
1.2
14%
-
1.0
1.3
1.0
1.2
1.0
1.1
1.0
31% 18%
1.0
1.1
-
-
1.0
1.2
-
-
1.0
1.3
-
-
1.0
1.1
-
-
3%
21.1%
18
17%
16.1%
25
TASHEVA Zulfiya
5%
22.4%
5.5
1.1
1.0
22.7%
13
1.4
1.1
22.4%
10
-
1.4
1.0
-
12
1.6
1.2
1.2
5%
2.6
NASYROVA Zarema
1.0
21.5%
LINEVA Irina
8
0.8
1.0
22.2%
19
0.6
1.1
22.8%
1.8
23%
0.4
-
13
MININA Ludmila
-
0.2
4%
2.9
4.3
Penetration Index
21.7%
KUZNETSOVA Elena
MALTSEV Anton
14%
24.2%
6.6
Evolution Index
5% 10% 15% 20% 25% 30% 35%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6
0.0
21.5%
10
CHUMAK Ivan
Delta Growth
10% 15% 20% 25% 30%0%
18
2.5
GAVRILOVA Tatiana
40
Market Share
Microsoft Excel
Worksheet
1.4
1.2
1.3
1.0
1.2
0.9
PAGE
16

17.

Smecta RQ Performance by employees (Pharm & Mix lines)
Please find details
(by city) here
May'20-Jul'20
Microsoft Excel
Worksheet
Pharm line:
IPSEN Sales, M RUR
0
ABRAMOV Denis
Alekseeva Irina
Bogachenko Mariya
Gubarev Valeriy
ILETSKIY Dmitriy
KOBZEVA Olga
Maksimova Natalya
MOSKVICHEVA Nadezhda
MYASNIKOVA Anna
Nevezhin Nikita
VASILIEVA Olga
ZAKHAROVA Elmira
ZHIGALOVA Anna
Mix line:
2
4
6
30
40
50
5%
21.8%
23.0%
12
15
44
10
6.5
2
3
4
30
5
60
5
10
15
2.4
20
0%
25
14
1.4
5%
4%
23%
17%
0%
10%
-7.0%
7
11%
-0.8%
12
6%
5.5
Source: IQVIA Shipments Database, value
18.7%
23
9%
-4.9%
23.8%
0.73
1.0
0.97
1.0
1.0
1.1
1.2
1.1
1.4
1.2
1.2
1.2
1.0
1.0
0.99
1.1
0.99
1.1
1.4
1.2
0.9
0.8
1.0
1.2
1.3
1.1
0.9
1.0
1.1
1.0
-
0.8
1.1
1.0
1.4
-
0.8 1.0 1.2 1.4
1.1
-
1%
0.99
1.0
1.2
25% -
21.8%
9
1.3
1.1
1.1
-
-
24.5%
2.5
Penetration Index
30%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.60.0 0.2 0.4 0.6
2%
20.9%
-
-
8%
18.0%
4
20%
6%
23.8%
11
1.7
16%
15%
20.2%
6
2.0
SHKURAT Vitaliy
31%
28.3%
9
1.4
5%
20.9%
6
1.0
15%
10% 15% 20% 25% 30% -10%
18.0%
7
1.3
5%
22.2%
22.1%
21.7%
24.2%
21.8%
29
9.6
1
15%
27.5%
20
2.5
16%
22.0%
21.4%
22.0%
22.4%
37
6.4
Evolution Index
4%
6%
16.1%
51
4.1
4.3
Delta Growth
10% 15% 20% 25% 30% 0% 5% 10% 15% 20% 25% 30% 35%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4
29
2.6
0
60
0%
21
18
8.2
KRYUKOVA Elizaveta
Vacancy_Ekaterinburg
20
10.9
1.9
SIZOVA Olga
10
Market Share
10
1.8
Myagkova Elena
120
6.3
DONCHENKO Vlada
SEMENOVA Elena
10
1.6
BONDARENKO Galina
Ivanova Kristina
8
4.6
4.0
BELOBORODOV Aleksandr
BODRIKOVA Svetlana
Market Sales, M RUR
1.1
1.1
1.0
0.9
0.8
1.0
1.1
PAGE
17

18.

Fortrans and Eziclen performance
Fortrans Market has declining trend for value share with declining distribution index. -0,4 ppt in MAT Jul vs Jun
Ipsen MAT value, market share evolution by brand
11,5
74.6%
73.0%
IPSEN MS%
71.2%
11,0
69.3%
10,5
68.0%
66.8%
65.8% 65.0%
10,0
9,5
9,2
9,2
9,0
9,0
8,9
9,0
9,0
9,1
9,2
64.1%
63.1%
9,2
9,3
9,2
62.1%
9,2
61.2%
60.3%
9,3
59.5%
9,3
9,3
58,6%
9,4
58,2%
9,4
9,4
9,4
57,5%
56,8%
56,4%
9,4
9,4
55,5%
54,8%
9,5
9,5
9,6
9,6
9,6
FORTRANS
EZICLEN
9,8
9,3
8,9
8,5
54,3%
53,7%
8,7
53,2%
52,8%
52,0%
51,9%
51,7%
51,0%
51,5%
8,6
8,3
8,0
8,5
51,1%
8,0
7,5
7,0
6,5
9,2
9,2
9,3
9,4
9,3
9,2
9,3
9,2
9,1
9,2
9,1
9,2
9,1
9,1
9,2
3,0
7,7
2,5
2,0
1,5
0,4
0,4
Mar’19
Apr’19
May’19
Jun’19
Jul’19
Aug’19
Sep’19
Oct’19
Nov’19
Dec’19
Jan’20
Feb’20
Mar’20
Apr’20
0,7
0,7
0,7
Jul’20
0,3
Jun’20
0,0
0,2
Feb’19
Dec’18
Nov’18
Oct’18
Sep’18
Aug’18
Jul’18
Jun’18
May’18
Apr’18
Mar’18
Feb’18
Jan’18
0,0
0,2
0,6
0,1
0,2
0,6
0,1
0,1
0,5
0,0
0,5
0,0
Jan’19
0,5
May’20
1,0
Source: IQVIA Sell-in Retail market in Retail prices
PAGE
18

19.

Fortrans and Eziclen regional performance.
Delta growth in 2020 is negative for all CHC regions which leads to the drop of MS%, except Siberia & Far East and
Ural. The biggest delta vs. market growth is Moscow, where our MS is less than 40% and declining every month.
Market size
MAT Jul M
euro@75
Moscow
4,1
Ipsen sales
MAT Jul M
euro@75
1,5
Fortrans/Eziclen performance
– Growth %
MAT’Jul
vs LY
-16%
YTD’Jul
vs LY
1,2
0,5
-5%
-18%
South &
South Volga
0,8
0,5
-11%
-21%
Ural
1,0
0,4
-10%
-19%
Siberia &
Far East
0,9
0,5
-4%
NonCovered
8,6
5,1
-10%
MQ*’Jul
vs LY
MAT’Jul
vs LY
-50%
3%
-23%
North-West
Bowel Cleansing Market performance
- Growth %
-14%
-20%
-45%
YTD’Jul
vs LY
-12%
MQ*’Jul
vs LY
-41%
MAT’Jul
vs LY
YTD’Jul
vs LY
-19%
-18%
-28%
-5%
-17%
-25%
-5%
-33%
-6%
-20%
-34%
-4%
-32%
-4%
-1%
-13%
-29%
-14%
-29%
-1%
0%
-9%
MQ*’Jul
vs LY
YTD’Jul
MQ’Jul
35.8%
36.7%
34.7%
1%
41.4%
40.9%
37.8%
-3%
56.1%
55.5%
55.0%
0%
0%
46.0%
47.3%
45.8%
-1%
-3%
55.2%
53.4%
52.6%
-5%
59.3%
58.8%
56.8%
-11%
-4%
-34%
-46%
Ipsen Brand
Market Share %
Delta Growth in ppt
1%
-4%
-6%
-9%
Total Russia:
Source: IQVIA Retail sell-in Jul 2020 in value in Retail prices
*MQ – Moving Quarter (May-July)
MAT’Jul
51,1%
51,2% 50,3%
PAGE
19

20.

Fortrans and Eziclen RQ Performance by employees (Medical line)
Please find details
May'20-Jul'20
(by city) here
IPSEN Sales, M RUR
0
1
AGAEV Ramil
Market Sales, M RUR
2
0.6
5
6
3
3
0.8
3
1
1.1
OKULOVA Mariya
PODDUBNIY Evgeniy
TASHEVA Zulfiya
1.0
TYMCHENKO Evgeniya
TYURIN01 Vyacheslav
0.4
-4.1%
2%
-6.0%
-
32.4%
-5.6%
2%
1%
-5.0%
35.2%
32.0%
0.7
1.0
0.6
0.9
0.6
-
1.0
-
1.0
1%
-2.6%
1.0
1.2
0.9
0.7
12% -
0.9
0.8
-
-12.5%
44.6%
0.9
-
33.0%
59.7%
Source: IQVIA Shipments Database, value
0.6
0.6
41.9%
1
0.8
0.9
0.8
35.0%
1
1.2
-
3
0.5
-
0.8
-7.7%
3
1.4
1.1
30.0%
26.6%
1.6
-
0.6
64.7%
1
6%
1.1
0.8
2
0.2
1.1
-
51.0%
2
-
-7.2%
2
0.8
0.7
31.2%
2
1.6
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4
0.8
-
49.1%
2
NASYROVA Zarema
-8.5%
2
0.5
Penetration Index
6%
7%
39.3%
1.2
0.3
-
45.7%
1
LINEVA Irina
Evolution Index
5% 10% 15%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4
-6.2%
32.0%
2
0.4
0%
44.3%
6
0.6
MALTSEV Anton
0%
7 10% 20% 30% 40% 50% 60% 70%-15% -10% -5%
56.9%
0.8
KAVERINA Galina
Delta Growth
34.3%
2.8
GAVRILOVA Tatiana
VOZGALOV Ivan
4
1.5
FEDORUK Maria
VOSKOVSKIY Sergey
3
1
DZHANKOBILOVA Gulnara
TSYGANKOVA Elena
2
2
CHUMAK Ivan
MININA Ludmila
1
0.5
ALISOVA Anastasia
KUZNETSOVA Elena
30
Market Share
Microsoft Excel
Worksheet
1.2
0.6
0.8
0.5
-
1.0
-
1.1
1.0
-5.6%
-
0.8
-5.9%
-
0.8
0.8
0.7
0.6
PAGE
20

21.

Fortrans and Eziclen YTD Performance by employees (Pharm & Please
Mix lines)
find details
May'20-Jul'20
(by city) here
Microsoft Excel
Worksheet
Pharm line:
IPSEN Sales, M RUR
0
ABRAMOV Denis
Alekseeva Irina
Bogachenko Mariya
Gubarev Valeriy
ILETSKIY Dmitriy
KOBZEVA Olga
Maksimova Natalya
MOSKVICHEVA Nadezhda
MYASNIKOVA Anna
Nevezhin Nikita
VASILIEVA Olga
ZAKHAROVA Elmira
ZHIGALOVA Anna
Mix line:
1
Market Sales, M RUR
2
0
3
Vacancy_Ekaterinburg
0%
6 10% 20% 30% 40% 50% 60% 70%
-10%
3
5
1.0
1.2
1.4
3
2
3
1
0.9
3
2.0
4
0.6
0.7
1
3
0
1
02
1
2
1.4
3
4 0%
3
0.5
1
0.8
20%
40%
60%
80% 100%
-30%
43.5%
37.8%
2
0.9
0.7
-20%
4%
2%
10%
6%
-10%
43.5%
1
37.8%
1
0.8
0%
10%
3
Source: IQVIA Shipments Database, value
34.7%
0.8
1.0
1.2
0.6
1.1
1.0
0.8
0.6
1.1
0.8
0.8
0.7
1.0
1.0
0.9
0.8
0.8
0.8
0.6
0.7
1.3
0.9
1.1
1.1
0.8
-
0.6
0.8
0.8
0.9
-3.9%
4%
1.5
0.9
1.0
1.1
0.8
0.9
0.7
1.1
-
1.2
1.3
-
1.2
0.9
13%
0.7
1.0
-
-4.5%
-10.6%
0.6
1.0
1.0
10%
3%
0.4
0.9
-
-9.0%
60.4%
0.2
20%0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6 1.8
0%
64.0%
1
-
-
63.5%
1
Penetration Index
15%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4
0.0
1%
2%
60.7%
2
0.5
10%
-4.5%
51.0%
2
1.2
5%
80.4%
0.9
0.6
0%
Evolution Index
-18.8%
1
0.7
-5%
-4.8%
59.7%
51.0%
30.9%
-7.6%
43.0%
35.4%
-7.3%
49.1%
44.6%
-2.6%
32.9%
-5.6%
34.6%
-6.5%
48.1%
56.9%
29.5%
-7.8%
2
0.5
Delta Growth
32.4%
2.3
KRYUKOVA Elizaveta
SIZOVA Olga
5
3
1.1
0.8
Ivanova Kristina
SHKURAT Vitaliy
4
2
DONCHENKO Vlada
SEMENOVA Elena
3
1.6
BONDARENKO Galina
Myagkova Elena
2
0.6
BELOBORODOV Aleksandr
BODRIKOVA Svetlana
1
Market Share
1.2
1.1
0.8
1.1
0.7
PAGE
21

22.

Tanakan performance
There is +0.5 ppt of market share gain for Tanakan in MAT Jul’20 with slight increase in value sales vs MAT Jun’20
Ipsen MAT value, market share evolution by brand
15,0
14,5
31.4%
31.2%
31.0%
30.9% 30.5%
30.4% 30.2%
29.9% 29.7%
29.6%
29.5% 29.5%
29.5%
29.5%
Oct’18
13,1
13,2
Feb’19
13,0
13,2
13,3
Jan’19
12,9
Sep’18
12,7
12,9
Aug’18
12,7
Jul’18
Mar’18
12,4
May’18
12,4
12,5
Apr’18
12,4
Feb’18
12,5
12,4
Jan’18
13,0
Jun’18
13,5
Dec’18
14,0
13,5
13,6
29.8% 29.9%
13,8
13,7
30.2%
13,9
30.1%
13,7
29.8%
29.6%
13,7
13,6
Oct’19
31.7%
Sep’19
32.0%
29.6%
29.9%
30.7%
14,3
31.2%
14,9
32,2%
14,7
32.4%
Apr’20
TANAKAN
Mar’20
IPSEN MS%
14,7
14,6
32.7% 32.9%
14,8
33.4%
14,1
13,7
13,5
12,0
11,5
11,0
10,5
1,5
1,0
Source: IQVIA Sell-in Retail market in Retail prices
PAGE
22
Jul’20
Jun’20
May’20
Feb’20
Jan’20
Dec’19
Nov’19
Aug’19
Jul’19
Jun’19
May’19
Apr’19
Mar’19
0,0
Nov’18
0,5

23.

Tanakan Regional Performance
We have biggest MS of Tanakan in Moscow and Siberia & Far East. The highest YTD sales growth vs. market is in North-West region.
Market size
MAT Jul M
euro@75
Moscow
Ipsen sales MAT
Jul M euro@75
5,4
11,8
Tanakan performance
– Growth %
MAT’Jul
vs LY
YTD’Jul
vs LY
MQ*’Jul
vs LY
13%
27%
11%
10%
27%
North-West
3,1
1,1
South &
South Volga
2,2
0,7
Ural
2,4
0,8
5%
6%
Siberia &
Far East
2,6
1,0
2%
6%
3%
4%
NonCovered
22,1
-5%
5,7
Tanakan Market performance
- Growth %
-2%
17%
-1%
MAT’Jul
vs LY
9%
-7%
YTD’Jul
vs LY
10%
-4%
MQ*’Jul
vs LY
2%
-3%
-14%
-16%
-15%
-11%
-16%
-13%
-5%
-8%
-9%
-18%
-4%
-7%
-10%
12%
Source: IQVIA Retail Sell-in Jul 2020 in value in Retail prices
*MQ – Moving Quarter (May-July)
Tanakan
Market Share %
Delta Growth in ppt
-12%
MAT’Jul
vs LY
5%
17%
10%
16%
YTD’Jul
vs LY
MQ*’Jul
vs LY
17%
9%
30%
14%
21%
YTD’Jul
MQ’Jul
45.9%
49.5%
47.2%
20%
34.8%
37.6%
37.5%
14%
33.9%
35.8%
36.6%
33.2%
36.8%
38.1%
25%
MAT’Jul
10%
15%
13%
39.0%
41.6%
40.9%
9%
15%
8%
25.7%
27.5%
27.7%
Total Russia:
33,4% 35,9% 35,3%
PAGE
23

24.

Tanakan RQ Performance by employees (Medical line)
Please find details
(by city) here
May'20-Jul'20
IPSEN Sales, M RUR
0
2
4
6
AGAEV Ramil
ALISOVA Anastasia
Market Sales, M RUR
8 10 12 014
10
5.4
20
25
30
49.6%
15
12.2
FEDORUK Maria
MALTSEV Anton
10
2.6
NASYROVA Zarema
2.7
7
OKULOVA Mariya
2.8
7
5
PODDUBNIY Evgeniy
48.8%
TSYGANKOVA Elena
2.6
TYMCHENKO Evgeniya
6.5
14
4.7
VOSKOVSKIY Sergey
4.1
VOZGALOV Ivan
3.9
-
-0.6%
1%
11
9
8%
8
Source: IQVIA Shipments Database, value
1%
11%
43.0%
4%
1.0
1.4
1.1
1.5
-
1.0
1.4
1.2
-
1.3
1.2
1.4
1.3
1.1
1.0
1.4
1.2
-
-
1.1
1.1
-
8%
1.4
1.4
23%
1.4
1.0
-
46.8%
48.3%
1.4
-
26%
45.4%
1.0
23%
49.0%
46.0%
1.1
1.0
37.4%
6
1.2
-
39.2%
7
-
4%
19%
15
1.1
1.0
35.8%
7.4
2.7
48.8%
1.0
1.2
-
6%
1.5
1.1
3%
-1.9%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6 1.8
-
-
52.3%
11
MININA Ludmila
TASHEVA Zulfiya
47.0%
46.2%
5.5
-0.4%
48.4%
7
5.0
17%
47.9%
15
3.2
Penetration Index
1.0
18%
37.7%
12
7.1
LINEVA Irina
11%
17
5.6
KAVERINA Galina
-
39.0%
32
8.0
GAVRILOVA Tatiana
3%
34.5%
5.9
Evolution Index
0%
35 10% 20% 30% 40% 50% 60% -5% 0% 5% 10% 15% 20% 25% 30% 0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6
6
DZHANKOBILOVA Gulnara
TYURIN01 Vyacheslav
15
Delta Growth
11
2.0
CHUMAK Ivan
KUZNETSOVA Elena
5
Market Share
Microsoft Excel
Worksheet
1.4
1.3
1.3
1.0
1.3
1.1
1.4
PAGE
24

25.

Tanakan RQ Performance by employees (Pharm & Mix lines)
May'20-Jul'20
Please find details
(by city) here
Pharm line:
IPSEN Sales, M RUR
0
2
ABRAMOV Denis
Alekseeva Irina
Bogachenko Mariya
Gubarev Valeriy
ILETSKIY Dmitriy
KOBZEVA Olga
Maksimova Natalya
MOSKVICHEVA Nadezhda
MYASNIKOVA Anna
Nevezhin Nikita
VASILIEVA Olga
ZAKHAROVA Elmira
ZHIGALOVA Anna
4
6
Market Sales, M RUR
8
6.2
6.5
12
0
5
10
2.7
15
13
14
20
22
15
8.3
22
2.0
6
8.4
4
3.2
30%
40%
50% 60%
-5%
48.1%
46.8%
17
5 06
2
4
1.2
6
4
2.1
1.1
0.7
1.5
1.2
0.7
1.7
1.2
5
5
3
5
4
2
6
4
5.2
8
10
9
12
38.2%
48.6%
52.3%
43.0%
45.5%
45.8%
37.9%
34.5%
48.2%
10
11
11
3
20%
47.7%-2.9%
26
6.8
2
10%
35.8%
5.0
4.7
5.1
1
30
0%
Delta Growth
16
9.7
10.5
0
25
7
7.8
Mix line:
BELOBORODOV Aleksandr
BODRIKOVA Svetlana
BONDARENKO Galina
DONCHENKO Vlada
Ivanova Kristina
KRYUKOVA Elizaveta
Myagkova Elena
SEMENOVA Elena
SHKURAT Vitaliy
SIZOVA Olga
Vacancy_Ekaterinburg
10
Market Share
16
0% 5% 10%15%20%25%30%35%40%45%50%
36.3%
29.8%
43.9%
23.4%
23.1%
-1.0%
28.8%
29.8%
29.7%
29.2%
30.2%
13
38.5%
0%
5%
10% 15% 20% 25%
0.0 0.2
8%
11%
19%
18%
1%
6%
23%8%
5%
17%
11%
7%
-
14
Source: IQVIA Shipments Database, value
Evolution Index
22%
6%
1%
4%
7%
6%
4%
3%
13%
0.4
0.6
0.8
Microsoft Excel
Worksheet
Penetration Index
1.0
1.2 0.0
1.4 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6 1.8
1.1
1.4
1.2
1.4
1.2
1.1
1.0
1.4
1.2
1.1
1.0
1.4
1.1
1.5
1.3
1.3
1.1
1.3
1.1
1.3
1.2
1.1
1.1
1.0
1.1
1.4
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.60.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4
1.3
1.1
1.1
0.9
1.0
1.3
1.0
0.7
1.0
0.7
1.1
0.8
1.1
0.9
1.4
0.9
35% 1.1
0.9
1.0
0.9
1.2
1.1
PAGE
25

26.

Forlax Retail performance
Forlax is showing double-digit growth on slightly growing market thanks to retail support via pharmacy chains.
3,3
3,4
2.2%
3,7
Jul’20
3,3
2.1%
3,5
3,6
2.1%
Jun’20
2.1%
2.1%
3,5
May’20
2.0%
Feb’20
3,0
2.0%
Jan’20
2,7
3,0
3,1
3,2
3,1
3,2
3,0
Nov’19
2,3
2,6
2,7
2,8
2,7
2,9
1.9%
Oct’19
Mar’18
2,3
2,5
2,6
2,9
1.9%
2.0%
2.0%
Sep’19
2,2
2,4
Jul’18
2,2
Feb’18
2,2
2,1
Jan’18
2,4
2,4
Jun’18
2,6
1.7%
1.9%
1.9%
Jun’19
1.6%
1.7%
1.8%
1.9%
May’19
1.6%
1.7%
1.8%
Feb’19
1.6%
1.7%
1.8%
Jan’19
2,8
1.7%
1.8%
Dec’18
3,0
1.8%
Nov’18
3,2
1.9%
Apr’19
3,4
2.0%
2.0%
Aug’19
FORLAX Sales, M.Eur
Jul’19
3,6
Dec’19
FORLAX MS%
2.1%
3,5
Apr’20
3,8
Mar’20
Ipsen MAT value, market share evolution by brand
2,0
1,8
1,6
1,4
1,2
1,0
0,8
0,6
0,4
Mar’19
Oct’18
Sep’18
Aug’18
May’18
0,0
Apr’18
0,2
Source: Smecta, Tanakan, Forlax - IQVIA Sell-in Retail market in Retail prices
Fortrans, Eziclen – IQVIA Sell-in Retail and Hospital market in Retail prices
PAGE
26

27.

Forlax Regional Performance
Forlax is growing much faster than market and showing the double-digit growth in almost all CHC regions.
Market size
MAT Jul M
euro@75
Moscow
Ipsen sales MAT
Jul M
euro@75
43,9
0,9
North-West
11,8
0,3
South &
South Volga
9,1
0,2
Ural
7,6
0,2
Siberia &
Far East
8,1
0,3
NonCovered
87,5
Forlax performance
– Growth %
MAT’Jul
vs LY
25%
10%
20%
4%
16%
1,8
22%
YTD’Jul
vs LY
28%
6%
16%
5%
17%
20%
Forlax Market performance
- Growth %
MQ*’Jul
vs LY
MAT’Jul
vs LY
14%
12%
0%
25%
6%
-1%
YTD’Jul
vs LY
11%
3%
-6%
MQ*’Jul
vs LY
MAT’Jul
vs LY
1%
-3%
13%
4%
-11%
-3%
22%
YTD’Jul
vs LY
MQ*’Jul
vs LY
17%
13%
2.1%
2.3%
2.0%
3%
2.2%
2.3%
2.2%
2.6%
2.8%
2.9%
2.8%
2.8%
3.3%
3.2%
3.3%
3.5%
2.0%
2.1%
2.3%
2,2%
2,3%
2,3%
3%
22%
5%
37%
9%
4%
16%
5%
5%
0%
11%
12%
16%
6%
5%
3%
15%
14%
21%
23%
1%
Forlax
Market Share %
Delta Growth in ppt
0%
12%
Total Russia:
Source: IQVIA Retail, value in Retail prices
*MQ – Moving Quarter (May-July)
MAT’Jul
YTD’Jul
PAGE
MQ Jul
27

28.

Forlax RQ Performance by employees (Medical line)
Please find details
(by city) here
May'20-Jul'20
IPSEN Sales, M RUR
0
1
AGAEV Ramil
2
40
100 120 140
0%
61
72
1.0
51
1.3
30
1.2
MALTSEV Anton
PODDUBNIY Evgeniy
22
TSYGANKOVA Elena
0.5
22
TYMCHENKO Evgeniya
1.3
TYURIN01 Vyacheslav
1.1
0.8
0.6
-
-9.3%
2%
1.7%
28%
-8.0%
-6.3%
1.9%
41
3.3%
33
41
34
Source: IQVIA Shipments Database, value
1.9%
1.7%
0.9
1.0
0.9
0.9
-
0.9
0.8
1.0
-4.5%
0.9
-
1.3
1.8
0.9
0.7
0.9
0.7
-
1.2
1.3
0.9
1.6
1.0
0.8
-
1.2
14%
-
1.1
-
1.1
53% -7.6%
0.9
16%
8%
3.5%
0.9
-
-
2.0%
1.2
0.8
2%
2.2%
1.1
0.9
14%
0.9
-
-
-14.9%
3.7%
1.0
-
2.9%
65
0.4
-
-10.9%
Penetration Index
60%0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6 1.8
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6 1.8 2.0
-
-7.8%
1.9%
Evolution Index
-
-2.1%
1.6%
1.3
40%
-10.6%
1.9%
31
TASHEVA Zulfiya
20%
12%
2.1%
20
1.1
0%
4.2%
21
0.6
5%-20%
2%
29
48
0.3
4%
2.1%
0.8
OKULOVA Mariya
3%
2.0%
66
0.6
LINEVA Irina
2%
2.0%
127
1.3
KAVERINA Galina
1%
2.1%
2.7
GAVRILOVA Tatiana
VOZGALOV Ivan
80
Delta Growth
2.7%
1.3
FEDORUK Maria
VOSKOVSKIY Sergey
60
27
DZHANKOBILOVA Gulnara
NASYROVA Zarema
20
Market Share
46
0.7
CHUMAK Ivan
MININA Ludmila
30
1.0
ALISOVA Anastasia
KUZNETSOVA Elena
Market Sales, M RUR
Microsoft Excel
Worksheet
0.9
0.9
1.4
1.7
-
0.9
-
1.0
1.5
0.8
0.8
PAGE
28

29.

Forlax Rolling RQ by employees (Pharm & Mix lines)
Please find details
(by city) here
May'20-Jul'20
Microsoft Excel
Worksheet
Pharm line:
IPSEN Sales, M RUR
0
ABRAMOV Denis
Alekseeva Irina
Bogachenko Mariya
Gubarev Valeriy
ILETSKIY Dmitriy
KOBZEVA Olga
Maksimova Natalya
MOSKVICHEVA Nadezhda
MYASNIKOVA Anna
Nevezhin Nikita
VASILIEVA Olga
ZAKHAROVA Elmira
ZHIGALOVA Anna
1
Market Sales, M RUR
2
30
20
40
1.0
60
80
100
Market Share
120
0%
1%
55
1.3
2%
3%
1.1
68
2.1
2.0
4%
4.2%
28%
3.5%
49
1.9%
2.2%
2.2%
67
1.9
88
27
1.3
8%
14%
-11.9%
-5.0%
29
33
-9.7%
9%
-5.2%
2.7%
76
12%
1.8%
Evolution Index
Penetration Index
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6 1.8 0.00.20.40.60.81.01.21.41.61.82.0
-6.9%
1.7%
2.0%
2.1%
101
95
0.7
5%
3.3%
2.9%
20
1.2
1.1
0.9
1.4
4%
1.8%
41
0.6
Delta Growth
-15.6%
53%-
0.9
0.8
1.1
1.2
1.4
1.3
0.9
1.0
1.0
0.7
0.9
0.9
1.3
1.8
1.7
1.5
0.9
0.8
1.0
0.9
1.1
0.9
1.1
0.9
1.2
0.8
Mix line:
IPSEN Sales, M RUR
0
Market Sales, M RUR
1
BELOBORODOV Aleksandr
02 5
1.3
0.3
BONDARENKO Galina
Ivanova Kristina
Myagkova Elena
SHKURAT Vitaliy
Vacancy_Ekaterinburg
0.7
0.5
0.4
0.7
0.3
0.5
0.7
0.7
1.4
10 15 20 25 30 35 40 45 0%
50
32
16
18
23
13
21
16
11
36
20
44
Source: IQVIA Shipments Database, value
Market Share
1%
2%
3%
Delta Growth
4%
5%
-40%
-20%
0%
4.1%
2.1%
-27.4%
4.0%
2.3%
2.8%
-6.1%
3.5%
2.1%
-27.4%
4.8%
1.9%
3.6%
3.2%
-1.2%
20% 40%
17%
Evolution Index
60%
0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6
0.0
1.2
0.7
20%
1.2
26%
1.3
0.9
3%
1.0
0.7
30%
1.3
36%
1.4
9%
1.1
1.0
Penetration Index
0.5
1.0
1.5
2.0
1.8
2.5
0.9
1.8
1.0
1.2
1.5
0.9
2.1
0.8
1.6
1.4
PAGE
29

30.

SC Performance Jul’20
All brands are demonstrating growth above the market in YTD vs LY. Cabometyx achieved 3,5% MS in Jul’20 YTD.
Market
Market size
MAT Jul M
euro@75
Dysport
neuro
Ipsen sales
MAT Jul M
euro
19,2
Somatuline
50,9
Diphereline
44,7
Cabometyx
Ipsen Brand performance
– Growth %
MAT Jul'20
vs LY
11,1
0%
12,1
67%
9,5
152,5
50%
YTD Jul'20
vs LY
15%
101%
82%
3,8
Source: IQVIA Shipments Database, value
*MQ – Moving Quarter (May-July)
MQ*’Jul'20
vs LY
-10%
70%
48%
Market performance
- Growth %
MAT Jul’20
vs LY
8%
24%
11%
18%
YTD Jul'20
vs LY
MQ* Jul'20
vs LY
16%
-2%
30%
15%
-2%
Delta Growth in ppt
MAT Jul'20
vs LY
-7%
YTD Jul'20
vs LY
-1%
16%
43%
71%
15%
39%
67%
MQ* Jul'20
vs LY
-7%
54%
33%
Ipsen Brand
Market Share %
MQ*
Jul'20
MAT’
Jul'20
YTD’
Jul'20
57.9%
59.3%
57.9%
23.8%
25.2%
26.2%
21.3%
21.4%
20.9%
2.5%
3.5%
4.0%
-33%
PAGE
30

31.

Dysport Neuro performance
July’20 MAT sales decreased vs June’20 MAT sales by 100 k EUR and lost 1 ppt of share.
Ipsen MAT value, market share evolution by brand
11,5
11,0
71.3%
72.2%
71.0%71.0%
70.0%
11,3
11,4 11,4
11,2 11,1
10,8
10,5
10,5
10,4 10,4
10,0 10,3 10,4 10,3
DYSPORT MS% 67,5%
10,2 10,2 10,2
10,2
67,0% 66,5%
67.0%
66.5%
66.3% 65.9%
65,7%
DYSPORT Sales, M.Eur
65.2%
65,1%
64.8%
64.7%
64,2%
63.8% 64.2% 9,5
63.6%
63.6%
62,8%
62.8%
62.8%
62,1% 62,3% 62,2% 61,4%
62.2%
62.0% 61.6%
10,5
10,0
9,5
8,8
Mar’17
8,4
7,9
7,8
7,9
8,4
8,5
Jul’18
Feb’17
8,3
8,4
Jun’18
7,7
7,9
8,2
Mar’18
7,8
8,3
8,0
Feb’18
7,9
Jan’17
8,3
8,5
Jan’18
8,5
8,5
May’18
9,0
8,0
11,1
11,0
10,9 11,0
59,4%
58,1% 57,6% 57,8%
58,8% 58,8% 59,4% 58,8% 58,9% 58,9%
57,9%
8,1
7,5
7,0
6,5
6,0
5,5
2,0
1,5
1,0
Source: IQVIA Shipments Database, value
PAGE
31
Jul’20
Jun’20
May’20
Apr’20
Mar’20
Feb’20
Jan’20
Dec’19
Nov’19
Oct’19
Sep’19
Aug’19
Jul’19
Jun’19
May’19
Apr’19
Mar’19
Feb’19
Jan’19
Dec’18
Nov’18
Oct’18
Sep’18
Aug’18
Apr’18
Dec’17
Nov’17
Oct’17
Sep’17
Aug’17
Jul’17
Jun’17
May’17
0,0
Apr’17
0,5

32.

Dysport neuro Regional Performance
Total Dysport sales have decreased in May-July vs previous year mainly due to Capital region
Ipsen Brand performance
– Growth %
Market
Market size
MAT Jul M
euro@75
All Russia
Ipsen sales MAT
Jul M euro
19,2
11,1
MAT Jul'20
vs LY
0%
YTD Jul'20
vs LY
15%
Capital
6,2
3,4
-4%
5%
Central
5,4
2,6
-6%
8%
East
3,2
2,4
6%
West
4,4
2,7
8%
31%
23%
Source: IQVIA Shipments Database, value
*MQ – Moving Quarter (May-July)
Market performance
- Growth %
MQ*’Jul'20
vs LY
-10%
-35%
-8%
21%
12%
MAT Jul'20
vs LY
YTD’Jul'20
vs LY
Ipsen Brand
Market Share %
Delta Growth in ppt
MQ* Jul'20
vs LY
MAT’Jul'20
vs LY
YTD’Jul'20
vs LY
MQ*’Jul'20
vs LY
-1%
-7%
MAT
Jul’20
YTD
Jul’20
MQ* Jul'20
57.9%
59.3%
57.9%
54.1%
52.6%
45.7%
8%
16%
-2%
-7%
4%
21%
-3%
-8%
-10%
-11%
5%
2%
48.5%
50.8%
54.4%
-4%
6%
2%
77.5%
78.3%
77.1%
60.5%
65.7%
66.7%
5%
10%
16%
2%
26%
20%
19%
-7%
-8%
-16%
2%
-32%
19%
PAGE
32

33.

Dysport market performance
Other players are growing much faster and gaining market share from Dysport. Botox have returned his share in
2018, Relatox aggressively growing share
Dysport market in value (M.Eur)
Dysport market in volume (k.eq Dys.500)
GR 2020/2019
+8%
+7%
+34%
+37%
19,2
+0%
11,1
(57,9%)
13,2
11,1
(62,2%)
55,2
50,7
(67,2%)
8,5
(63,9%)
MAT Jul’18
80,7
75,4
17,8
3,1
(23,2%)
1,6
(11,9%)
GR 2020/2019
50,6
(62,7%)
-0%
37,8
(68,4%)
5,0
(26,1%)
4,4
(25,0%)
0,1
(1,1%)
2,1
(10,8%)
1,7
0,6 (9,7%)
(3,1%)
MAT Jul’19
+13%
+20%
1,0
(5,2%)
+82%
MAT Jul’20
DYSPORT
Source: IQVIA July 2020 Shipments Database
XEOMIN
BOTOX
16,6
(22,1%)
18,7
(23,1%)
+12%
+27%
11,5
(20,8%)
5,4
0,5 (9,8%)
(1,0%)
5,9
2,1 (7,9%)
(2,8%)
7,6
(9,4%)
3,9
(4,8%)
MAT Jul’18
MAT Jul’19
MAT Jul’20
+82%
RELATOX
PAGE
33

34.

Dysport Rolling Half-Year Performance by employees
Please find details
(by city) here
Feb’20 – Jul'20
IPSEN Sales, M RUR
0
5
10 15 20 25 30 35
0
AKIMOV Dmitry
CHUBAROV Sergey
Market Sales, M RUR
11.5
14.3
50
GULOYANTS Vasiliy
KALASHNIKOVA Elena
SAVCHUK Oksana
80% 100%
-50%
78.3%
48
35
KOROVKINA Anastasiya
21.0
KUDINOV Sergey
45
19.2
MAGLAKELIDZE Khatuna
62
21.6
46
13.4
19.3
76.5%
36
24
19.0
15.8
48.5%
27.2%
35
37
Source: IQVIA Shipments Database, value
27%
-9.2%
-1.8%
-19.2%
54.5%
42.9%
-0.6%
1.3
0.8
0.9
0.8
0.7
0.9
0.8
1.1
139%-
0.8
1.2
1.4
0.9
-
0.9
0.8
-
-
1.0
0.9
-
1.2
0.7
11%
1.3
0.9
0.7
-
1.4
1.2
-
80.3%
25
-
-30.9%
-26.1%
1.5
1.3
-
-10.2%
1.2
1.2
-
0.7
47.4%
21
17.5
6.5
0.9
-
46.6%
28
16.6
-
-26.5%
52.6%
1.2
1.0
-8.1%
-
2.5 0.0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6
1.0
0.9
-
2.0
1.1
-
-14.1%
43.2%
1.5
Penetration Index
0.9
-
-24.2%
46.7%
45
32.3
Melnikov Valeriy
-2.0%
-11.7%
54.0%
1.0
-8.6%
16%
47.2%
43
0.5
-
48%
75.1%
150%
0.0
-
3%
57.0%
32
100%
Evolution Index
-
69.0%
39
23.1
50%
17%
82.0%
16.7
Konyukhov Sergey
0%
-12.0%
72.6%
29
24.1
KOBZAREVA Olga
60%
33
22.4
BUTRINA Lada
40%
27
33.3
KARMATSKAYA Tatiana
20%
86.2%
22.6
BOGDANOVA Polina
70
0%
72.4%
24.0
SOLOVIEVA Lidiya
60
70.6%
22.4
GUDOSHNIKOVA Olga
Yusupova Elvira
40
Delta Growth
17
ZVEREVA Alla
TYURIN Vyacheslav
30
12
KRUGLOVA Olga
MODINA Ekaterina
20
16
9.0
KOROBTSOVA Ekaterina
10
Market Share
Microsoft Excel
Worksheet
1.3
1.0
0.8
0.7
0.5
1.0
0.9
2.1
0.7
PAGE
34

35.

Somatuline performance
Somatuline is growing in value and increasing it’s market share since MAT Dec’19
Ipsen MAT value, market share evolution by brand
11,8 23.8%
23.0%23.1% 12,1
12,5
SOMATULINE MS%
12,0
11,5
20,4% 10,8
10,0
9,5
18,9% 18.7%
19.7%
19.0%19.1%
18.2%
18.1%
17,2%
9,0
8,5
15,6%
16.1%15.9%
18.8% 18.7%
17.6%
17.5%17.5%
16.8%
16,6%
16.0%
18.1%
17.2%
16,5%
16.5%
18.2%
17.8%
17.8%
18,8% 19.0%
18.1%18.3%
8,6
8,0
7,4
7,4
7,3
7,3
7,3
7,4
Jan’19
Feb’19
Mar’19
Apr’19
May’19
Jun’19
7,5
7,0
7,2
7,5
7,6
19,4% 10,2
9,3
16.8% 16,9%
8,0
8,7
8,3
6,9
4,9
5,0
5,0
5,2
5,2
5,2
5,2
5,2
May’18
5,5
5,4
Apr’18
5,6
6,2
Mar’18
5,5
5,9
Feb’18
5,5
5,0
5,6
Dec’17
5,7
Nov’17
5,7
Oct’17
6,5
6,0
19.0%
18.5%18.6%
Sep’19
19.6%19.8%
Aug’19
11,0
10,5
21,8% 11,3
SOMATULINE Sales, M.Eur
5,4
5,7
5,9
6,0
6,2
5,6
4,5
4,0
3,5
3,0
2,5
2,0
1,5
1,0
Source: IQVIA Shipments Database, value
PAGE
35
Jul’20
Jun’20
May’20
Apr’20
Mar’20
Feb’20
Jan’20
Dec’19
Nov’19
Oct’19
Jul’19
Dec’18
Nov’18
Oct’18
Sep’18
Aug’18
Jul’18
Jun’18
Jan’18
Sep’17
Aug’17
Jul’17
Jun’17
May’17
Apr’17
Mar’17
Feb’17
0,0
Jan’17
0,5

36.

Somatuline Regional Performance
Significant growth in Central, West and East regions.
Ipsen Brand performance
– Growth %
Market
Ipsen sales MAT
Jul M euro
Market size
MAT Jul M
euro@75
All Russia
Capital
Central
50,9
23,5
12,1
7,1
11,3
1,6
East
7,1
1,7
West
9,0
1,8
Market performance
- Growth %
MAT’Jul'20
vs LY
YTD’Jul'20
vs LY
67%
101%
70%
24%
30%
16%
29%
63%
21%
29%
31%
-5%
267%
102%
263%
255%
110%
237%
Source: IQVIA Shipments Database, value
*MQ – Moving Quarter (May-July)
MQ*’Jul'20
vs LY
283%
65%
158%
MAT’Jul'20
vs LY
39%
-6%
27%
YTD’Jul'20
vs LY
62%
-15%
42%
Ipsen Brand
Market Share %
Delta Growth in ppt
MQ*’Jul'20
vs LY
67%
8%
25%
MAT’Jul'20
vs LY
43%
0%
228%
108%
236%
YTD’Jul'20
vs LY
MQ*’Jul'20
vs LY
71%
54%
32%
26%
192%
125%
194%
216%
57%
133%
MAT
Jul’20
YTD
Jul’20
MQ* Jul'20
23.8%
25.2%
26.2%
30.1%
32.0%
30.4%
13.9%
16.6%
19.6%
23.8%
25.8%
25.7%
19.5%
19.3%
27.8%
PAGE
36

37.

Somatuline market performance
Somatuline is growing much faster than market in volume (+54%) and in value (+67%)
Somatuline market in value (M.Eur)
GR 2020/2019
Somatuline market in volume (k.packs)
+24%
+14%
51
89,5
41
21
(42,2%)
+17%
18
(44,7%)
13
(39,8%)
67,5
44,2
(49,4%)
49,3
(48,3%)
+12%
30,4
(45,1%)
17
(34,1%)
14
(42,6%)
102,1
+33%
+26%
33
GR 2020/2019
15
(37,6%)
6
(17,6%)
7
(17,7%)
MAT Jul’18
MAT Jul’19
12
(23,8%)
+12%
31,7
(46,9%)
+67%
MAT Jul’20
OCTREOTIDE-DEPO
Source: IQVIA July 2020 Shipments Database
OCTREOTID-LONG
36,7
(41,0%)
39,6
(38,8%)
+8%
+54%
5,4
(8,0%)
8,6
(9,6%)
13,2
(12,9%)
MAT Jul’18
MAT Jul’19
MAT Jul’20
SOMATULINE AUTOGEL
PAGE
37

38.

Somatuline Rolling Half-Year Performance by employees
Feb’20 – Jul'20
IPSEN Sales, M RUR
0
ADAM Evgeniy
ORLOVA Yuliya
UKHNAL Inna
CHEBATKOV Aleksandr
IVANOVA Klavdiya
MALEEVA Zhanna
50 100
15.2
17.8
14.7
5.1
13.0
3.9
27.5
31.8
23.6
5.2
11.6
24.3
AVERINA Tatiana
150
Market Sales, M RUR
200
250
0
100
36
57
38
64
54
14
200
300
204.4
8.0%
24.0%
28.5%
23.3%
32.7%
25.6%
9.1%
25.3%
23.5%
42.8%
7.7%
451
93
69
205.0
46.3%
2.6%
10.3%
452
93
202.4
45.4%
2.6%
443
93
74
54
43
44
110
23
39
26
Source: IQVIA Shipments Database, value
Delta Growth
-500%
478
209.1
Kurmasheva Zhanna 2.4
600
42.7%
31.1%
38.7%
91
2.4
Galaktionova Irina 7.1
Vacancy MO 1 2.4
8.8
Chernetsov Vladislav 9.3
4.3
KHAYRETDINOVA 7.3
Razida
18.0
SAFIYLLIN Timur
18.4
3.9
YAKIMOVA Svetlana 6.9
500
118
97
92
57
46
103
7.0
DORZHIEVA Elena
400
Market Share
45.7%
2.6%
11.8%
17.2%
10.1%
16.5%
16.3%
10.0%
26.5%
Please find details
(by city) here
Evolution Index
Microsoft Excel
Worksheet
Penetration Index
0%
500% 1000% 1500% 2000%
0.0 2.0 4.0 6.0 8.0 10.0 12.0 14.0
0.0 0.5 1.0 1.5 2.0 2.5 3.0 3.5
191%
4.0
1.7
391%
6.5
1.2
107%
2.0
1.6
-22.2%
0.7
0.3
29%
1.2
1.0
-61.0%
1.1
209%
2.4
0.9
335%
4.3
1.3
125%
1.9
1.0
-29.0%
0.9
0.4
1137%
8.8
1.0
240%
3.1
0.9
96%
1.7
1.7
1479%
13.2 0.3
98%
1.8
1.9
-84.1%
0.1
0.1
126%
1.5
0.4
95%
1.7
1.8
-84.1%
0.1
0.1
91%
1.7
1.8
-84.1%
0.1
0.1
390%
4.1
0.5
66%
1.6
0.7
143%
2.2
0.4
90%
1.9
0.7
134%
1.4
0.7
78.8%
974%
4.6
3.2
-21.1%
0.9
0.4
117%
1.4
1.1
PAGE
38

39.

Diphereline performance
In MAT Jul’20 Diphereline sales same as MAT Jun’20 and +4,9 ppt vs MAT Jul’19
Ipsen MAT value, market share evolution by brand
DIPHERELINE MS
DIPHERELINE Sales, M.Eur
10,0
20.2%
9,5
9,0
19.4%
18.2% 18.5%
17,5%
17.2% 17.0%
8,5
16.5%
16.4%
16.0%
15.3% 15.2%
8,0
17.0%
14.6%
14.2% 14.1% 14.4% 14.5%
17.4% 17.3% 17.1%
16.1% 16.2% 16.3%
17.9%
16.7% 16.5%
15,5% 15.3%
14,9%
16.4%16.4%
15,1%
15.7% 15.7% 15.8% 15.9%
8,3
16,0%
6,4
6,3
6,4
6,3
6,0
6,0
6,7
6,7
6,9
6,9
7,0
6,7
6,3
6,3
6,4
6,4
6,3
6,3
6,3
Oct’19
6,4
6,5
6,5
6,6
7,0
Sep’19
6,7
7,1
Aug’19
6,8
6,7
8,7
7,3
7,0
Jul’19
6,9
7,1
7,1
May’19
6,8
9,1
18,4%
7,7
Apr’19
6,9
21.3% 21.3%
9,5 9,5
16,8%
7,5
7,0
20.7%
6,5
6,1
5,9
5,8
5,5
5,0
1,0
Source: IQVIA Shipments Database, value
PAGE
39
Jul’20
Jun’20
May’20
Apr’20
Mar’20
Feb’20
Jan’20
Dec’19
Nov’19
Jun’19
Mar’19
Feb’19
Jan’19
Dec’18
Nov’18
Oct’18
Sep’18
Aug’18
Jul’18
Jun’18
May’18
Apr’18
Mar’18
Feb’18
Jan’18
Dec’17
Nov’17
Oct’17
Sep’17
Aug’17
Jul’17
Jun’17
May’17
Apr’17
Mar’17
Feb’17
0,0
Jan’17
0,5

40.

Diphereline Regional Performance
Sales growth in Jul’20 YTD is above the market in all regions
Ipsen Brand performance
– Growth %
Market
Ipsen sales MAT
Jul M euro
Market size
MAT Jul M
euro@75
All Russia
44,7
9,5
MAT’Jul'20
vs LY
YTD’Jul'20
vs LY
Market performance
- Growth %
MQ*’Jul’20
vs LY
50%
82%
48%
Capital
11,8
2,5
61%
85%
33%
Central
16,3
3,5
42%
59%
30%
33%
47%
East
9,0
1,5
West
7,7
2,1
66%
176%
Source: IQVIA Shipments Database, value
*MQ – Moving Quarter (May-July)
MAT’Jul'20
vs LY
11%
-12%
29%
YTD’Jul’20
vs LY
15%
-12%
46%
Ipsen Brand
Market Share %
Delta Growth in ppt
MQ*’Jul'20
vs LY
15%
-17%
MAT’Jul'20
vs LY
39%
73%
YTD’Jul'20
vs LY
21.4%
20.9%
96%
50%
21.3%
21.2%
18.1%
21.3%
20.6%
22.5%
16.6%
16.9%
13.0%
27.1%
28.3%
34.3%
16%
28%
41%
105%
16%
20%
0%
50%
MQ* Jul'20
21.3%
14%
19%
YTD
Jul’20
33%
13%
16%
MAT
Jul’20
67%
45%
68%
MQ*’Jul'20
vs LY
157%
-15%
27%
105%
PAGE
40

41.

Diphereline market performance
Diphereline is growing faster than market: in value by +50% and by +41% in Months of Treatment while market is
growing by +11% in value and by +13% in MOT.
Diphereline market in value (M.Eur)
GR 2020/2019
Diphereline market in volume (k.MOT)
+11%
+13%
45
-1%
40
682
16
(36,0%)
-17%
+50%
206
(38,4%)
6
(14,3%)
+55%
76
(14,2%)
6
(13,3%)
+23%
98
(18,2%)
+9%
93
(17,3%)
10
(21,3%)
5
(11,6%)
4
(11,0%)
4
(8,7%)
1
(1,5%)
0
(0,9%)
MAT Jul’18
6
(15,8%)
4
(10,2%)
5
(12,0%)
5
(12,3%)
1
(1,4%)
0
(0,3%)
MAT Jul’19
ZOLADEX
DIPHERELINE
5
(12,2%)
1
(2,6%)
0
(0,4%)
303
(39,4%)
536
19
(47,9%)
7
(16,2%)
769
+27%
40
20
(50,1%)
GR 2020/2019
81
(11,9%)
49
(9,1%)
10
(1,9%)
4
(0,8%)
106
(15,5%)
110
(16,1%)
56
(8,3%)
7
(1,1%)
1
(0,2%)
MAT Jul’20
ELIGARD
Source: IQVIA July 2020 Shipments Database
MOT –Months of treatment
BUSERELIN-DEPOT
BUSERELIN-LONG
-5%
320
(46,9%)
MAT Jul’18
MAT Jul’19
TRIPTORELIN-LONG
DECAPEPTYL DEPO
114
(14,9%)
+41%
87
(11,4%)
+55%
128
(16,6%)
+21%
119
(15,5%)
2
(0,3%)
14
(1,9%)
+8%
MAT Jul’20
PAGE
41

42.

Diphereline Rolling Half-Year Performance by employees
Feb’20 – Jul'20
IPSEN Sales, M RUR
0
ADAM Evgeniy
ORLOVA Yuliya
UKHNAL Inna
CHEBATKOV Aleksandr
IVANOVA Klavdiya
MALEEVA Zhanna
AVERINA Tatiana
DORZHIEVA Elena
Galaktionova Irina
Kurmasheva Zhanna
Vacancy MO 1
Chernetsov Vladislav
KHAYRETDINOVA
Razida
SAFIYLLIN Timur
YAKIMOVA Svetlana
Market Sales, M RUR
Market Share
Delta Growth
5 10 15 20 25 30 35 40 45
0 20 40 60 80 100 120 140 160 180 200
0% 10% 20% 30% 40% 50% 60%-200% 0% 200% 400% 600% 800% 0.0
8.5
92
9.3%
-52.8%
15.5
61
25.3%
232%
8.7
38
23.2%
-11.6%
3.3
92
3.6%
-71.6%
13.7
34
40.3%
109%
1.9
15
12.5%
9%
36.4
86
42.3%
106%
24.2
76
31.9%
140%
42.2
84
50.2%
448%
1.6
37
4.2%
-25.8%
3.7
47
7.9%
30%
29.4
68
43.2%
271%
23.4
183
12.8%
36%
9.5
75
12.7%
-7.8%
26.5
164
16.1%
39%
36.1
112
32.2%
226%
20.7
78
26.6%
171%
23.2
151
15.4%
45%
36.1
112
32.2%
226%
29.0
165
17.6%
49%
36.1
112
32.2%
226%
7.6
45
16.8%
639%
20.7
102
20.3%
135%
2.7
28
9.7%
99%
15.9
77
20.7%
-10.8%
30.8
125
24.7%
-4.2%
26.5
105
25.3%
58%
15.2
79
19.3%
-138.1%
3.9
11
36.3%
-79.8%
Source: IQVIA Shipments Database, value
Please find details
(by city) here
Evolution Index
1.0 2.0
0.6
3.0
4.0
5.0
Microsoft Excel
Worksheet
Penetration Index
6.0 0.0
0.5
1.0
0.4
2.9
1.5
2.0
2.5
1.2
1.1
0.9
0.6
0.2
2.2
1.9
1.2
0.6
1.8
2.0
2.4
1.5
4.7
0.8
1.2
2.4
0.2
0.4
3.7
2.0
1.7
0.6
0.6
0.8
0.9
1.8
2.4
1.7
1.9
2.4
2.0
2.4
1.5
1.3
0.7
1.5
0.8
1.5
4.8
0.8
1.0
1.6
2.3
0.9
1.0
1.4
0.6
0.7
0.5
1.0
1.2
1.2
0.9
1.7
PAGE
42

43.

Cabometyx performance
In MAT Jul’20 Cabometyx is continuing to ramp-up and reached 2,5% Market share.
Ipsen MAT value, market share evolution by brand
3,8
2.5%
3,8
Cabometyx Market Share %
3,6
3,5
2,2%
Cabometyx sales
3,4
3,2
3,1
3,0
2,8
2,6
2,5
1.6%
2,4
2,2
2,0
2,0
1,8
1.1%
1,6
1,5
1,4
1,2
0,9
0,5%
1,0
0,8
Source: IQVIA Shipments Database, value
Jul’20
Jun’20
May’20
Apr’20
Mar’20
Feb’20
Jan’20
Dec’19
Nov’19
0,0
0.8%
0,2
0.1%
Oct’19
0,2
1,1
0,6%
0,5
0.3%
0,6
0,4
1.3%
PAGE
43

44.

Cabometyx launch
Current Cabometyx Market share is 3,5% YTD Jul’20 with the best result in Capital Region.
RCC market, M.Eur MAT
RCC market, M.Eur YTD (Jan-Jul)
+18%
-2%
152,5
41,6
(32,2%)
83,4
19,6
(12,8%)
19,8
(23,3%)
21,0
11,2
(13,2%)
13,9
0,0
(0,0%)
3,8
(2,5%)
4,6
7,2
3,5
2,3
Capital
12,0
Central
5,9
6,0
6,4
4,0
2,5
YTD Jul’19
MAT Jul’20
9,0
(10,8%)
11,3
(13,5%)
0,0
(0,0%)
2.3%
2,9
(3,5%)
East
2,3
1.5%
4,5
YTD Jul’20
West
SUNITINIB
SORAFENIB
EVEROLIMUS
BEVACIZUMAB
TEMSIROLIMUS
PAZOPANIB
NIVOLUMAB
AXITINIB
LENVATINIB
CABOZANTINIB
Source: IQVIA Shipments Database, value
MOT – Months of treatment
5.8%
8,6
6,4
10,1
11,4
3.5%
All Russia
21,0
(25,1%)
28,8
(33,9%)
22,4
(14,7%)
30,4
(23,6%)
MAT Jul’19
84,9
38,4
(25,2%)
129,0
18,6
(14,4%)
8,6
10,4
6,2
5,8
3,7
3,7
Cabometyx market share by region, YTD
Jul’20
3.1%
PAGE
44

45.

Cabometyx RCC market performance
RCC market is growing by 18% in value mainly due to volume growth. Cabometyx (launched Sep’19) reached 2,5%
of share in value. Nuvolumab is growing with triple digit growth.
RCC market in volume (k.MOT)
GR 2020/2019
RCC market in value (M.Eur)
+21%
+18%
152
4
(2,5%)
+80%
129
38
(25,2%)
42
(32,2%)
71
20
(28,1%)
16
(22,3%)
15
(21,7%
10
(14,0%)
MAT Jul’18
22
(14,7%)
21
(13,8%)
30
(23,6%)
3
(4,1%)
7
(9,8%)
19
(14,4%)
19
(15,0%)
MAT Jul’19
GR 2020/2019
20
(12,8%)
14
(9,1%)
9
(6,7%)
10
(8,1%)
+78%
94
-8%
29
(30,7%)
-26%
53
14
(26,6%)
10
(19,5%)
+145%
+5%
+34%
33
(21,9%)
14
(25,7%)
MAT Jul’20
MAT Jul’18
Source: IQVIA July 2020 Shipments Database
MOT –Months of treatment
114
1
(0,5%)
28
(24,3%)
CABOZANTINIB
PAZOPANIB
SORAFENIB
SUNITINIB
NIVOLUMAB
EVEROLIMUS
20
(21,4%)
0
(0,9%)
9
(16,7%)
6
(10,6%)
11
(12,1%)
18
(15,5%)
12
(10,9%)
1
(1,6%)
34
(29,6%)
-5%
-13%
4
(3,2%)
+146%
+9%
+57%
22
(22,8%)
11
(11,5%)
MAT Jul’19
18
(16,0%)
MAT Jul’20
Others
PAGE
45

46.

Cabometyx TKIs 2nd line market performance
The TKIs 2nd line market is growing by 20% in value mainly due to volume growth.
RCC market in volume (MOT)
GR 2020/2019
RCC market in value (M.Eur)
+14%
+27%
21
4
(23,7%)
10
2
(19,0%)
2
(24,0%)
4
(37,4%)
1
(10,5%)
MAT Jul’18
0
(0,0%)
0
(0,0%)
4
(17,2%)
3
(16,0%)
5
(27,4%)
5
(22,4%)
4
(26,9%)
1
(9,1%)
+74%
3
(13,5%)
+67%
17
2
(11,9%)
MAT Jul’19
GR 2020/2019
2
(10,1%)
9.637
-8%
2.738
(28,4%)
-26%
5.543
1.335
(24,1%)
+5%
1.552
(28,0%)
3
(15,3%)
+63%
3
(15,5%)
+95%
MAT Jul’20
Source: IQVIA July 2020 Shipments Database
MOT –Months of treatment
CABOZANTINIB
PAZOPANIB
AXITINIB
SUNITINIB
SORAFENIB
LENVATINIB
11.031
428
(3,9%)
2.610
(23,7%)
-5%
2.648
(24,0%)
-13%
2.986
(27,1%)
+9%
1.152
(10,4%)
1.207
(10,9%)
+83%
3.032
(31,5%)
2.738
(28,4%)
2.120
(38,3%)
333
203
(6,0%)
(3,7%)
631
498 (6,5%)
(5,2%)
MAT Jul’18
MAT Jul’19
+142%
MAT Jul’20
PAGE
46

47.

Aesthetic franchise LS performance
MAT Aug’20 decreased vs MAT July’20 by 0.2 m Eur due to low sales in Aug’20
Ipsen MAT value, growth by brand
25,0
24,5
24,0
Aesthetic franchise Growth vs LY%
23,5
11.2%
DYSPORT Sales, M.Eur
23,0
22,6 22,7
Fillers sales
22,5
9.4% 9,5%
Meso sales
8.7%
22,0
21,5
21,0 21,0
21,0
20,4
20,5
19,3 19,2 19,3
23,9
24,0
11,5%
9,5%
8,9%
9,1%
23,1
22,7
22,5
9,7%
9,0% 8,9%
22,9
22,1
8,0%
6,8%
21,3
20,9 21,1
20,6 20,8
4,7%
21,5
21,8 22,0 21,8
21,8 21,9 22,0 5,3%
22,1
20,1
19,9 19,9
3,2%
20,2
19,4 19,5 19,4
19,4
19,2 19,2
19,2
19,0
1,8%
18,8
18,7
18,4 18,5 18,6
18,2 18,3 18,7 18,6
18,5
3,5
21,0 21,1
20,9 21,0
19,6
19,0
4,0
20,6
9.7%
9,1% 22,0 22,1 22,0
9,1%
22,0
21,8 21,8
8,4% 8,2%
8,3%
21,7
21,6
20,0 20,1
20,0
19,5
21,2
22,9
23,5
11,2%
23,7
24,8
24,8 24,9
14.6%
14,3%
24,7 24,7 24,8 24,8
24,5
13,4%
24,3
19,9
20,5
21,0 20,8
17,6 17,9 17,9
17,5 17,5 17,5
3,0
2,5
0,5
Oct’18
Sep’18
Aug’18
Jul’18
Jun’18
May’18
Apr’18
Mar’18
Feb’18
Jan’18
Dec’17
Nov’17
Oct’17
Sep’17
Aug’17
Jul’17
Jun’17
May’17
Apr’17
Mar’17
Feb’17
0,0
Jan’17
0,0
2,6
2,6
0,1
Source: Sales Evolution, Local Sales in value (fixed prices)
2,6
0,1
-5,7%
0,20,3
0,8
0,9
1,0
0,4
0,6
1,2
1,3
1,5
1,6
1,7
1,7
1,8
1,9
1,7
1,7 1,7
-7,6%
PAGE
1,8 -6,6%
1,8
47
Aug’20
2,6
Jul’20
2,5
0,4 0,3
0,4 -4,7%
Jun’20
2,6
0,6
-5,0% 0,5
May’20
2,6
0,8
Apr’20
2,6
1,0
Mar’20
2,6
1,1
Feb’20
2,6
1,1
Jan’20
2,5
1,4
Dec’19
2,4
1,5
Nov’19
2,4
1,7
Oct’19
2,4
Aug’19
2,4
Jul’19
2,4
Jun’19
2,4
May’19
2,3
1,9
Apr’19
2,2
2,3
2,0
Mar’19
1,8
2,1
2,5
2,0
Feb’19
1,8
2,0
Jan’19
1,8
2,0
Nov’18
1,0
Dec’18
1,5
2,6
2,2
Sep’19
2,0

48.

Aesthetic franchise LS performance (monthly sales)
In Aug’20 sales decreased by 13% vs Aug’19
Ipsen monthly value, growth by brand
29.3%
29.0%
3,2
Aesthetic franchise Growth vs LY%
3,0
DYSPORT Sales, M.Eur
2,9
2,9
19.0%
18,0%
Fillers sales
2,8
10,0%
2,6
2,6
6.0%
2,8
8.0%
9,0%
2,8
3.0%
2,2
2,0
2,0
0.0%
2,3
2,2
2,1
2,0
2,0
1,9
2,6
1,6
1,4
1,3
1,2
2,5
1,5
1,4
1,6
1,6
1,2
1,9
1,0
1,8
1,5
1,4
1,3
1,1
1,9
1,9
1,6
1,7
1,4
1,4
0,8
1,2
1,3
1,0
0,9
0,8
0,7
0,4
0,2
0,0
1,4
2,6
2,1
1,6
1,3
1,6
2,3
0,9
0,8
-12,8%
-20,0%
1,6
2,5
2,0
1,7
2,1
1,9
2,2
1,4
2,0
1,7
2,1
-8,0%
-4,0%
1,8
1,8
2,4
2,6
8.0%
5,0%
2,3
2,4
0,6
21.0%
15.0%
Meso sales
1,0
26.6%
3,0
0,1
0,1
0,3
0,4
0,2
0,2
Jan’18 Feb’18 Mar’18 Apr’18 May’18 Jun’18
0,1
Jul’18
0,1
0,2
0,3
0,0
0,2
0,3
0,2
0,0
0,1
0,1
0,1 0,0
0,1
0,2
0,2
0,1
0,2
0,1
0,1
0,1
Aug’18 Sep’18 Oct’18 Nov’18 Dec’18 Jan’19 Feb’19 Mar’19 Apr’19 May’19 Jun’19
Source: Sales Evolution, Local Sales in value (fixed prices)
0,1
0,1
0,1
0,1
0,1
0,2
0,1
0,2
0,0
0,2
0,1
0,2
0,0
0,0
0,0 0,1
0,1
0,2
-75,0%0,0 0,1
0,0
0,0 0,0
0,2
Jul’19 Aug’19 Sep’19 Oct’19 Nov’19 Dec’19 Jan’20 Feb’20 Mar’20 Apr’20 May’20 Jun’20
PAGE
0,0
0,2
0,1
Jul’20
Aug’20
48
0,

49.

CIS Countries
PAGE
49

50.

Source: IQVIA
PAGE
50

51.

Source: IQVIA
PAGE
51

52.

Source: IQVIA
PAGE
52

53.

Appendix
PAGE
53

54.

Key terminology used in the
presentation
Term
English explanation
Пояснение
MQ
Moving quarter – sales for the last 3 months
Движущийся квартал – продажи за последние
3 месяца
MAT
Moving Annual Total – sales in the last 12 months
Продажи за последние 12 месяцев
YTD
YTD – year to date - from January this year to
defined month
Месяцы с января этого года по указанный
месяц
Delta growth
Difference between our growth rates and market
growth rates
Разница между темпами роста наших
продуктов и темпами роста рынка согласно
IQVIA
Ipsen brand growth
Sales growth according to IMS, which measures
potential shipments to distributors
Рост продаж бренда на основе данных IQVIA,
которые измеряют отгрузки дистрибуторам
PAGE
54

55.

Market performance by city explanation
MAT – продажи за последние 12 месяцев согласно IQVIA в рублях
Growth – рост за последние 12 месяцев по сравнению с предыдущими 12 месяцами (например, октябрь
2018-сентябрь 2020 по сравнению с октябрь 2017-сентябрь 2018)
Delta – разница в темпах роста между Ипсен и рынком
MS – market share – доля рынка Ипсен в деньгах
PI – penetration index – индекс проникновения, отношение доли рынка Ипсен в городе по сравнению с
нашей долей рынка по стране в целом. Индекс выше единицы показывает, что наша доля рынка в городе
относительно высокая
EI – evolution index – индекс эволюции, отношение роста продаж в городе по сравнению с ростом рынка
в этом же городе. Индекс больше единицы показывает, что наши продажи растут быстрее рынка
PAGE
55