1. Riding the new wave of
Pharma Market Trends

2. Content

3. Indonesia Pharma Market
Sales Value 2009-2013 & Forecast 2017
7,493
OKU YEN
Sales
Value
MAT
2013Q2
43%
4,710
OTC
3,005
40%
57%
ETHICAL
42%
TOTAL
MARKET
IMS ITMA MAT2013Q2
60%
58%
2009
2013
F-2017

4. Pharma Market Size – South Asia Region
EUR 30.3 BIO, YoY +5.5%
+20.6%
+6.2%
+5.7%
-1.6%
+3.6%
+8.7%
+12%
+9.7%
TAKEDA SA Region Report MAT2013Q2

5. Domestic Growth Comparison
+20%
Motor Vehicle
+20%
Tobacco
+7%
Coal
ID Economy +6%
+6%
Pharma
+12%
Textile
+2%
Electronic
F&B
+2%
-5%
BPS Added Value 2010
Clothing

6. Pharma Market Forecast Drivers
• Key positive (+) forecast drivers:
– Implementation of a National Health Insurance (NHI)
system
– Expansion and improvement of the healthcare
infrastructure
– Expansion of the private hospital sector
• Key negative (-) forecast drivers:
– Encouragement of generic usage and growing pressure on
prices following implementation of the NHI system
– Demographic factors as population growth slows
IMS Prognosis MAT 2013Q2

7. CAGR 5yrs
Therapeutic Areas Growth
25%
L
ANTINEOPLAST+IMMUNOM
ODUL, 2%, 18%
V VARIOUS, 4%, 19%
20%
M MUSCULO-SKELETAL
SYSTEM, 6%, 18%
C CARDIOVASCULAR
SYSTEM, 10%, 15%
15%
B BLOOD + B.FORMING
ORGANS, 3%, 16%
D
DERMATOLOGICALS, 5%,
15%
N NERVOUS
SYSTEM, 11%, 12%
Pharma
CAGR
+12%
10%
R RESPIRATORY
SYSTEM, 9%, 10%
5%
J SYSTEMIC ANTIINFECTIVES, 15%, 9%
A ALIMENTARY T.&
METABOLISM, 24%, 9%
0%
0%
5%
10%
15%
20%
25%
Market Share
IMS Prognosis MAT 2013Q2
30%

8. Therapeutic Areas Growth - Ethical
CAGR 5yrs
25%
K HOSPITAL
SOLUTIONS, 4%, 17%
20%
A ALIMENTARY T.&
METABOLISM, 9%, 15%
15%
Pharma
CAGR
+12%
C CARDIOVASCULAR
SYSTEM, 8%, 15%
R RESPIRATORY
SYSTEM, 3%, 13%
10%
N NERVOUS
SYSTEM, 6%, 11%
5%
J SYSTEMIC ANTIINFECTIVES, 15%, 9%
0%
0%
5%
10%
15%
20%
Market Share
IMS Prognosis MAT 2013Q2

9. CAGR 5yrs
Therapeutic Areas Growth - OTC
30%
25%
M MUSCULO-SKELETAL
SYSTEM, 2%, 22%
V VARIOUS, 4%, 19%
20%
D
DERMATOLOGICALS, 4%,
19%
15%
Pharma
CAGR
+12%
N NERVOUS
SYSTEM, 5%, 12%
10%
5%
R RESPIRATORY
SYSTEM, 6%, 8%
A ALIMENTARY T.&
METABOLISM, 15%, 6%
0%
0%
5%
10%
15%
20%
Market Share
IMS Prognosis MAT 2013Q2

10. Top 25 TC Level 3
IMS QPMU 2013Q2

11. Top Corporations
Sales Trade Value
Rank
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
Top 20 Corporations
IND TOTAL MARKET
KALBE GROUP
SANBE
SOHO GROUP
DEXA MEDICA GROUP
PHAROS GROUP
TEMPO GROUP
NOVARTIS GROUP
GLAXOSMITHKL GROUP
FAHRENHEIT
SANOFI-AVENTIS GRP
DARYA-VARIA GROUP
KONIMEX
BAYER INDONESIA
MENSA GROUP
KIMIA FARMA GROUP
NOVELL PHARM
PFIZER GROUP
LAPI
INTERBAT
INDOFARMA
B.INGELHEIM GROUP
MERCK INDONESIA GP
J&J
IMS ITMA MAT 2013Q2
Status
LOCAL
LOCAL
LOCAL
LOCAL
LOCAL
LOCAL
MNC
MNC
LOCAL
MNC
LOCAL
LOCAL
MNC
LOCAL
LOCAL
LOCAL
MNC
LOCAL
LOCAL
LOCAL
MNC
MNC
MNC
2009
3,005
439
208
167
175
93
146
75
86
71
78
81
60
94
89
70
53
88
32
70
56
44
55
44
Market Share
CAGR 5yrs
2013
2009
2013
2013
4,710
647
326
278
272
207
200
145
135
130
126
118
116
113
112
105
103
101
100
94
87
81
76
68
100%
13%
6%
5%
5%
3%
4%
2%
3%
2%
2%
2%
2%
3%
3%
2%
2%
3%
1%
2%
2%
1%
2%
1%
100%
12%
6%
5%
5%
4%
4%
3%
3%
2%
2%
2%
2%
2%
2%
2%
2%
2%
2%
2%
2%
2%
1%
1%
12%
10%
12%
14%
12%
22%
8%
18%
12%
16%
13%
10%
18%
5%
6%
11%
18%
4%
33%
8%
12%
16%
9%
12%
66%
+12

12. Top Corporations - Ethical
Sales Trade
Rank
Top 20 Corporations in OTC
Growth
CAGR 5yrs
2013
2013
2013
2013
3,177
Status
Market Share
100%
11%
13%
1
KALBE GROUP
LOCAL
445
14%
17%
15%
2
SANBE
LOCAL
281
9%
16%
15%
3
DEXA MEDICA GROUP
LOCAL
202
6%
16%
12%
4
NOVARTIS GROUP
MNC
134
4%
10%
20%
5
SANOFI-AVENTIS GRP
MNC
126
4%
8%
13%
6
FAHRENHEIT
LOCAL
119
4%
17%
17%
7
PFIZER GROUP
MNC
101
3%
-1%
4%
8
KIMIA FARMA GROUP
LOCAL
81
3%
-4%
11%
9
MENSA GROUP
LOCAL
80
3%
11%
13%
10
INDOFARMA
LOCAL
77
2%
16%
11%
11
GLAXOSMITHKL GRP
MNC
74
2%
16%
10%
12
BAYER INDONESIA
MNC
67
2%
5%
9%
13
SOHO GROUP
LOCAL
58
2%
-3%
14%
14
OTSUKA GROUP
LOCAL
57
2%
16%
9%
15
ACTAVIS
MNC
56
2%
23%
28%
16
INTERBAT
LOCAL
56
2%
9%
7%
17
DARYA-VARIA GROUP
LOCAL
55
2%
7%
11%
18
B.INGELHEIM GROUP
MNC
53
2%
20%
20%
19
PHAROS GROUP
LOCAL
53
2%
5%
14%
20
ASTRAZENECA
MNC
47
1%
12%
9%
IMS ITMA MAT 2013Q2

13. Top Corporations - OTC
Sales Trade
Rank
Top 20 Corporations in OTC
Growth
CAGR 5yrs
2013
2013
2013
2013
2,134
Status
Market Share
100%
15%
11%
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
SOHO GROUP
KALBE GROUP
TEMPO GROUP
PHAROS GROUP
KONIMEX
DEXA MEDICA GROUP
DARYA-VARIA GROUP
GLAXOSMITHKL GRP
LAPI
NOVELL PHARM
BAYER INDONESIA
SANBE
INTERBAT
J&J
MERCK INDONESIA GP
MENSA GROUP
COMBIPHAR GROUP
B.INGELHEIM GROUP
LOCAL
LOCAL
LOCAL
LOCAL
LOCAL
LOCAL
LOCAL
MNC
LOCAL
LOCAL
MNC
LOCAL
LOCAL
MNC
MNC
LOCAL
LOCAL
MNC
219
202
179
154
116
70
63
61
60
58
46
45
38
35
34
32
31
27
10%
9%
8%
7%
5%
3%
3%
3%
3%
3%
2%
2%
2%
2%
2%
1%
1%
1%
25%
-2%
6%
34%
11%
10%
17%
8%
79%
30%
19%
7%
6%
-1%
7%
-11%
-3%
12%
13%
2%
8%
26%
18%
11%
8%
14%
55%
17%
0%
-2%
8%
9%
6%
-6%
7%
10%
19
MAHAKAM BETA FARMA
LOCAL
27
1%
68%
45%
20
21
22
HISAMITSU PHARMA
KIMIA FARMA GROUP
TAISHO GROUP
MNC
LOCAL
LOCAL
26
24
24
1%
1%
1%
38%
9%
4%
26%
9%
12%
IMS ITMA MAT 2013Q2

14. Top Products
Sales Value Market CAGR
2013
Share
5Yrs
Sales Value Market
2013
Share
TOP 20 OTC PRODUCTS
PROMAG
KLB
NOURISH SKIN
P-I
IMBOOST
SHO
PARAMEX
KOX
BODREX
TFC
OMEPROS
P-I
NEO-RHEUMACYL TFC
SALONPAS MEDICATED HSM
HEMAVITON JRENG TFC
BETADINE
MKB
CALCIUM-D-REDOXON B/S
THROMBOPHOB
NMK
MIXAGRIP
DKS
ASTHIN
SHO
SUPER ESTER C TCN
PRORIS
P-I
VIOSTIN DS
P-I
NEUROBION
MCK
COUNTERPAIN
TIP
MICROLAX
P-I
IMS ITMA MAT 2013Q2
CAGR
5Yrs
TOP 20 ETHICAL PRODUCTS
51.5
49.2
40.1
38.4
33.9
22.5
21.2
20.8
19.9
19.7
19.4
19.0
18.7
18.5
17.9
16.5
16.2
16.2
15.3
14.5
2%
2%
2%
2%
2%
1%
1%
1%
1%
1%
1%
1%
1%
1%
1%
1%
1%
1%
1%
1%
11%
14%
19%
18%
9%
110%
6%
24%
-4%
47%
0%
10%
8%
14%
7%
35%
73%
8%
13%
27%
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
DIOVAN
NVR
SUPER TETRA
D.V
LIPITOR
PFZ
PLAVIX
S.A
SOMADRIL COMP ATV
TERFACEF
SN5
AMOXSAN
SN5
MICARDIS
B.I
NORVASK
PFZ
CEFAT
SN5
PANTOZOL
NYE
VENTOLIN
GSK
PLASBUMIN
DPI
CEFSPAN
KLB
CATAFLAM
NVR
RINGER LAKTAT(OGB) WIB
NOVORAPID
N-N
PONSTAN
PFZ
NOVOMIX 30
N-N
SPORETIK
SN5
29.1
21.4
20.2
18.5
18.0
16.3
15.5
15.0
14.6
14.4
14.1
14.0
14.0
13.3
12.9
12.9
12.8
12.8
12.2
11.9
1%
1%
1%
1%
1%
1%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
48%
9%
9%
13%
41%
14%
8%
62%
-3%
7%
14%
19%
26%
11%
29%
14%
90%
0%
56%
20%

15. Top 20 Products Over 3 MATs
IMS QPMU 2013Q2

16. OTC Trends
MAT 2013Q2 $ Share (%)
2,000.0
1,800.0
1,600.0
Lifestyle
19%
OTC
Nutrition
1,400.0
1,200.0
1,892.0
1,000.0
800.0
600.0
1,260.2
400.0
200.0
0.0
114.2
45.2
2009
MAT 2013Q2
OTC + Nutrition
Lifestyle
Herbal
Digestive / GI
Skin Vitamin
Respi
Laxative
Memory
Others
Sales in OKU YEN Share (%)
CAGR
2009 MAT 2013 Q2 2009 MAT 2013 Q2
09-'13
1,340.2
1,885.0
100.0%
100.0%
8.9%
339.4
363.9
24.7%
18.8%
1.8%
109.6
215.8
8.0%
11.1%
18.5%
47.6
70.4
3.5%
3.6%
10.3%
42.9
101.5
3.1%
5.2%
24.0%
34.2
52.3
2.5%
2.7%
11.2%
33.2
51.7
2.4%
2.7%
11.7%
6.0
17.5
0.4%
0.9%
30.9%
761.5
1,064.1
55.4%
54.9%
8.7%
Skin
Vitamin
5%
Digestive /
GI
4%
Laxative
3%
Herbal Memory
11%
1%

17. Business Partnership Formats
Format
Postive (+)
Negative (-)
Case Study
In-sourcing / Contract Sales Force
Co-partner is carrying and marketing
Host-Partner products by commision
based
• Full authority of marketing
and promotion of the
products
• No subject to production
and COGS
• No subject to distribution
margin (depends on MoU)
• Most of outsourced products
are unpromoted which in
mature/ declining growth
• To be ready for additional
reporting system
• Subject to product
management fee
• Ethica to MSD, for
unpromoted products
• Dexa to Novartis, for
unpromoted products
• InMark to Takeda, for
established (legacy)
products
• Abbot to GSK, for
established &
unpromoted products
Co-Marketing & Co-Promotion
both Host-partner and Co-partner are
promoting the products but divided into
agreed market segments (geographical,
specialty, outlets type, etc)
• Partnership and gain
support from one to
another
• Clear market
segmentation
• Clear marketing
promotion & message
• Promotion startegy is
controlled by partner
company (CoC, reporting,
markets)
• Dependent to the market
segmentation
• Dependent to distribution
coverage
• In-mark/Dexa and
Pfizer, for Norvask
• In-mark/Dexa and
Novartis, for Diovan
Bulk Purchasing
Co-partner purchases the products at
discounted price and then selling it using
their own sales model
• Full control and authority
for products management
& marketing
• No market segmentation
• Huge risk of low sales 
required strong marketing
investment
• Distribution hassle
• Pharos to Nycomed,
for Albothyl
2nd Brand
Co-Partner manufactures a generic of
host-partner’s product
• Full control and authority
for products management
& marketing
• Market is already shaped
• Follower advantage to
original brand
• Complex segmentation
• Cannibalism
• Confrontation in field force
level
• Dexa with Pfizer, for
Norvask and Tensivask

18. Pharma Business Deals News Update
• PT. Soho Farmasi (51%) joint venture with Frenesius Kabi (49%)
to establish a new business entity, including Generics Factory
• PT Kalbe Farma Tbk (KLBF) and PT Indofarma Tbk (INAF) plans
to conduct acquisitions this year
• PT Indofarma Tbk (INAF), strengthens its strategic alliance with
PT Sysmex Indonesia, a Japan-based clinical laboratory
• PT Indofarma Tbk will invest 263 billion dollars for the
development of their drug manufacturing capacity, ahead of
the implementation of the national social security system of
the early 2014.
• PT B Braun Indonesia develops IV fluid factory in Indonesia

19. Indonesia Pharma Market
Sales Value 2009-2013 & Forecast 2017
7,493
OKU YEN
Sales
Value
MAT
2013Q2
43%
4,710
OTC
3,005
40%
57%
ETHICAL
42%
TOTAL
MARKET
IMS ITMA MAT2013Q2
60%
58%
2009
2013
F-2017

20. THANK YOU