1. FRESENIUS KABI SOUTHERN AFRICAN EXPERIENCE
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
1 - 2 October 2007
John-Heyns Ferreira
Beijing Nov 2006

2. 9 PROVINCES IN SOUTH AFRICA
Fresenius Kabi South Africa
9 PROVINCES IN SOUTH AFRICA
Beijing Nov 2006

3. RH BACKGROUND IN SOUTH AFRICA
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. RH in SOUTH AFRICA – Market development by Fresenius Kabi
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. DOMESTIC SALES UNIT GROWTH 2006 vs 2007
Fresenius Kabi South Africa
DOMESTIC SALES UNIT GROWTH 2006 vs 2007
Local activities proven effective by increased sales

6. % SALES AND UNIT GROWTH 2006 -2007 Market % Growth South Africa 9.2%
Fresenius Kabi South Africa
% SALES AND UNIT GROWTH
Local and Export activities proven by increased sales
Market
% Growth
South Africa
9.2%
Export
> 20%
Beijing Nov 2006

7. STATE CONTRACEPTIVE MARKET – SOUTH AFRICA
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
Beijing Nov 2006

8. DMPA – A GLOBALLY AVAILABLE PRODUCT
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
Beijing Nov 2006

9. FRESENIUS ACTIVITY IN SOUTHERN AFRICA
Fresenius Kabi South Africa
FRESENIUS ACTIVITY IN SOUTHERN AFRICA
BOTSWANA
NAMIBIA
SWAZILAND
LESOTHO
RSA
Beijing Nov 2006

10. FRESENIUS KABI SOUTHERN AFRICAN TERRITORIES – MARKET APPROACH
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
Beijing Nov 2006

11. CONTRACEPTIVE SECURITY AND STRATEGY EFFECT
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. CONTRACEPTIVE SECURITY AND STRATEGY EFFECT
Fresenius Kabi South Africa
CONTRACEPTIVE SECURITY AND STRATEGY EFFECT
Local 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
Beijing Nov 2006

13. ONGOING CHALLENGES FOR FRESENIUS
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
Beijing Nov 2006

14. OVERCOMING CHALLENGES
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
Beijing Nov 2006

15. IN CONCLUSION CONSTRUCTIVE INPUT – dialogue and communication
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
Beijing Nov 2006