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Fresenius Kabi South Africa Reproductive Health Supplies Coalition (RHSC) Market Development Approaches (MDA) Working Group – Working with Industry Consultative.

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Presentation on theme: "Fresenius Kabi South Africa Reproductive Health Supplies Coalition (RHSC) Market Development Approaches (MDA) Working Group – Working with Industry Consultative."— Presentation transcript:

1 Fresenius Kabi South Africa Reproductive Health Supplies Coalition (RHSC) Market Development Approaches (MDA) Working Group – Working with Industry Consultative Forum FRESENIUS KABI SOUTHERN AFRICAN EXPERIENCE Arlington, USA John-Heyns Ferreira October 2007

2 Fresenius Kabi South Africa 9 PROVINCES IN SOUTH AFRICA

3 Fresenius Kabi South Africa RH BACKGROUND IN SOUTH AFRICA Healthcare Services are provided by both Government (service and products are for free) and Private Health institutions Reproductive Health forms part of Primary Health Care in South Africa The bulk of Reproductive Health is provided by the government and private institutions account for a small percentage Contraceptive State tender runs for two years with accurate quantity forecasts

4 Fresenius Kabi South Africa RH in SOUTH AFRICA – Market development by Fresenius Kabi South African market is covered by a Brand Manager and 5 representatives calling mainly on state clinics and other relevant parties Brand Manager – calls on key opinion leaders and buyers and manages the brand locally Education and continued reliable supply is key Evidence that this approach is working – is the resultant unit and sales growth

5 Local activities proven effective by increased sales DOMESTIC SALES UNIT GROWTH 2006 vs 2007 Fresenius Kabi South Africa

6 % SALES AND UNIT GROWTH Market% Growth South Africa9.2% Export> 20% Local and Export activities proven by increased sales

7 Fresenius Kabi South Africa STATE CONTRACEPTIVE MARKET – SOUTH AFRICA Method used% Usage**  Injectables 41%  Pill (oral) 12.3%  Condoms 2.1%  Female sterilization 12%  Male sterilization 1.7%  IUD 1.9%  Other 29% **Department of Health and Family Planning

8 Fresenius Kabi South Africa DMPA – A GLOBALLY AVAILABLE PRODUCT Depot Medroxyprogesterone Acetate 3 monthly injection (4 / year) progestogen-only injectable arguably the most extensively studied and widely used hormonal injectable available registered and available in >130 countries used by millions of females globally for many years Depo Provera developed by Pfizer – the brand has been extensively used by Aid Agencies

9 Fresenius Kabi South Africa FRESENIUS ACTIVITY IN SOUTHERN AFRICA RSA LESOTHO NAMIBIA BOTSWANA SWAZILAND

10 Fresenius Kabi South Africa FRESENIUS KABI SOUTHERN AFRICAN TERRITORIES – MARKET APPROACH The product is Petogen (generic DMPA - (depot medroxyprogesterone acetate) Supplied to the surrounding countries on the same basis as the domestic product Fresenius Kabi has built up good working relationships with these various country authorities to allow for no interruption of supply Consultative forecasting of production happens as part of the supply conditions

11 Fresenius Kabi South Africa CONTRACEPTIVE SECURITY AND STRATEGY EFFECT Manufacturing capacity should be in line with supply requirements to neighbouring and other potential territories Improve relationships with NGO’s and Donors Fresenius Kabi aims to deliver sustainably, a product of assured quality at an affordably low cost to achieving supply security for Petogen A part of a growth strategy, Fresenius Kabi aims to make available a quality product to donor agencies, governments and social marketing organizations at affordable prices

12 Fresenius Kabi South Africa CONTRACEPTIVE SECURITY AND STRATEGY EFFECT L ocal manufacturer – In Africa for Africa and beyond Quality Generic - Internationally accepted Cost-effective -Internationally competitive DMPA POI of choice - International Dedicated sales and marketing team - South Africa and International Substantial market share gain both locally and internationally

13 Fresenius Kabi South Africa ONGOING CHALLENGES FOR FRESENIUS CAPACITY – sufficient to meet expanding demand CURRENCY – ongoing fluctuations TENDERS – risky nature of the business WHO – pre-qualification and compliance DEMAND– aim to smooth demand / forecast EDUCATION – all markets PACKAGING – variations in format and kits REGULATORY – variations per country

14 Fresenius Kabi South Africa OVERCOMING CHALLENGES INVEST – increased manufacturing capacity & quality BALANCE –ongoing demand/capacity STABLE – supply by co-operation and agreement RELATIONSHIPS – ongoing building with relevant parties MARKETING – affordable generic and social marketing

15 Fresenius Kabi South Africa IN CONCLUSION CONSTRUCTIVE INPUT – dialogue and communication CO-OPERATION – all stakeholders in this market PRODUCT – provide a quality product at globally affordable price SUPPLY – the correct product at the right time and right place


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